VersaStack Solution by Cisco and IBM Sales Accelerator OCTOBER 2014 This document contains materials that are either copyright 2014 IBM Corporation or copyright 2014 Cisco Systems, Inc. All rights reserved.
Benefits and Capabilities Cisco and IBM are building on a history of collaboration in the data center to meet current customer requirements for virtualized infrastructure, big data and business analytics, and the emerging Internet of Things. The VersaStack Solution by Cisco and IBM combines the performance and innovation of Cisco UCS Integrated Infrastructure with the versatility and efficiency of the IBM Storwize storage system. It is an integrated infrastructure solution from Cisco and IBM that can accelerate the deployment of applications, reduce cost by more efficiently managing increasing amounts of information and resources, and improve the ability to adapt to business change. The VersaStack Solution is a validated integrated infrastructure solution which includes the Cisco Unified Computing System [Cisco UCS], Cisco Nexus and Cisco MDS switches, and UCS Director, with IBM Storwize storage systems. The VersaStack is Cisco Application Centric Infrastructure (ACI)-ready, delivering software flexibility with greater hardware performance enabling a more responsive model for IT (Fast IT). Cisco and IBM have developed a roadmap with support for multiple hypervisors, Cisco ACI, and IBM software tools for information management, big data, analytics, and mobility. Figure 1. VersaStack Solution by Cisco and IBM Hypervisor Cisco UCS Servers Cisco Nexus and MDS Management IBM Storwize V7000 This document contains materials that are either copyright 2014 IBM Corporation or copyright 2014 Cisco Systems, Inc. All rights reserved. 2
Benefits and Capabilities Benefits and Capabilities By choosing the VersaStack solution, data center managers and administrators benefit from: Cisco UCS integrated infrastructure innovations, such as UCS service profiles, to reduce design, deployment, and management overhead Performance optimization without complexity with IBM Easy Tier Efficient use of computing, networking, and storage resources with up to five times more data storage through IBM Real-time data compression Faster and easier integration of new technologies with Cisco Validated Designs Unified infrastructure provisioning and management with Cisco UCS Director Versatile storage virtualization capabilities that enable a dynamic infrastructure by extending Strowize functions to existing IBM and non-ibm storage Validated IBM applications and analytics capabilities, with IBM Services support This document contains materials that are either copyright 2014 IBM Corporation or copyright 2014 Cisco Systems, Inc. All rights reserved. 3
Market and Industry Trends The data center industry is always evolving, and current trends make evolution more critical than ever. The data center has moved far beyond a simple repository for digital records to become a center for complex analytical operations that are becoming essential for competitive advantage and business agility. This trend is driven by the demand for big data applications that use data sets so large and complex they can t easily be processed with traditional computing tools. According to Transparency Market Research, the global big data market is expected to grow to over US$48 billion by 2018, a compound annual growth rate (CAGR) of 40.5 percent over 2012 spending. Two other trends are making it easier to provision data center resources: Cloud computing is rapidly becoming the standard for data center resource deployment. Computing and storage assets are managed and allocated from a shared pool rather than from application-based silos, Virtualization and software-defined networking (SDN), which abstracts management from lowerlevel functions, are making it easier to allocate resources. These trends are related because the scalability of big data and the simplicity implied by SDN help organizations manage the increased compute requirements of big data. And underpinning these trends are changes in hardware. Vendors are adapting specific data center components to address cloud, SDN, and big data requirements. IBM has evolved its Storwize family of virtualized storage technologies for software-defined environments. IBM s Software Defined Storage provides a new generation of automation and analytics to deliver, faster business processes, greater efficiency and productivity of resources and greater security and governance of data assets. Cisco has developed its Application Infrastructure (ACI) to accelerate the configuration of infrastructure to match the needs of applications, and its Intercloud Fabric technology to make it easier to move workloads between different cloud models. CONTINUED This document contains materials that are either copyright 2014 IBM Corporation or copyright 2014 Cisco Systems, Inc. All rights reserved. 4
Market and Industry Trends Another significant development is the emergence of integrated infrastructure solutions for the data center. Previously, data center teams purchased computing, storage, and network building blocks separately and assembled, configured, and tested the component with the hope that everything would work together correctly. With an integrated infrastructure, data center owners are moving away from siloed environments to a predesigned, tested, and supported solutions combining servers, networking, storage, and management. This approach simplifies asset purchasing, deployment, and management. The popularity of these solutions is growing fast. IDC forecasts that the integrated systems market will grow from 2012 to 2017 at a CAGR of 33 percent to reach US$14 billion by 2017, up from US$5.4 billion in 2013. This document contains materials that are either copyright 2014 IBM Corporation or copyright 2014 Cisco Systems, Inc. All rights reserved. 5
What Buyers and Influencers Care About Target Buyer CIO IT Manager Data Center Manager Network Admin and Security Admin What They Care About Infrastructure investment protection and efficient use of capital Increased IT agility for rapid application deployment Lower total cost of ownership (TCO) in the data center CapEx and OpEx reduction through infrastructure and data center consolidation Accelerate business delivery with flexible IT Greater performance Rapid scalability and multisite replication Risk reduction with pre-validated infrastructure stacks Policy driven architecture Validation and support by industry leaders Versatile, scalable infrastructure to meet the growing demands of applications and users End-to-end visibility, management and control Reduction in design, deployment and management overhead through repeatable process and templates across standardized infrastructure and management Increased agility through rapid provisioning, error reduction, and lower OpEx Easier manageability Validation and support by industry leaders Reduced infrastructure sprawl and consolidated infrastructure and fabrics Power and cooling efficiency Efficient data center design Real time compression Providing a platform for big data or real time analytics Space savings Reliability Validation and support by industry leaders Simplified operation Ensuring that services are highly available and secure Performance optimization This document contains materials that are either copyright 2014 IBM Corporation or copyright 2014 Cisco Systems, Inc. All rights reserved. 6
Statement Use Cases For large commercial and enterprise customers interested in an integrated infrastructure solution designed for cloud, big data and enterprise application deployments and a more responsive model for IT. Who are seeking a highly responsive and scalable IT infrastructure by using a validated system designed to operate and be managed as a whole, enabling competitive advantage and business agility. The VersaStack Solution integrates Cisco UCS, Nexus and MDS switches and ACI with IBM Storewize storage components in a pre-validated, high-performance, cost-effective, and rapidly deployed solution for a wide range of application workloads, including big data, analytics and cloud. That helps lower total cost of ownership (TCO) based on a validated, integrated infrastructure solution that reduces deployment time and increases asset utilization as well as reducing the CapEx and OpEx for greater flexibility, agility and lower risk. Unlike other multivendor offers, VersaStack combines Cisco UCS Integrated Infrastructure with IBM Storwize systems. Cisco UCS Integrated Infrastructure is based on the Cisco Unified Computing System, which speeds application delivery via holistic infrastructure management and industry-leading compute and I/O performance, coupled with Cisco Nexus and Cisco MDS storage switches. IBM Storwize V7000 storage leverages virtualization, tiered storage and real-time compression which combines with process automation, delivers accelerated data performance and reduces total cost of ownership (TCO). Cisco and IBM have been partners for over fifteen years, delivering combined solutions to more than 25,000 customers around the world. A combination of global IT industry leaders. Channel centric go-to-market strategies. A History of working together with large, global multinationals and Fortune 500 companies. Deep expertise in driving emerging technology transitions. Close collaboration for big data/business analytics, cloud, collaboration, data center, Internet of Everything, and SDN/ACI. The VersaStack solution is a foundation for future innovation. It offers multi-hypervisor support, Cisco Application Centric Infrastructure, intercloud capabilities and IBM software tools for network and information management, big data and analytics. This document contains materials that are either copyright 2014 IBM Corporation or copyright 2014 Cisco Systems, Inc. All rights reserved. 7
Use Cases Private Cloud Big Data and Analytics Use Cases This document contains materials that are either copyright 2014 IBM Corporation or copyright 2014 Cisco Systems, Inc. All rights reserved. 8
Elevator Pitch Elevator Pitch Buyer Conversations The VersaStack Solution by Cisco and IBM is a Cisco validated integrated infrastructure that can help you accelerate the deployment of your data centers, reduce cost by more efficiently managing increasing amounts of data and resources, while improving your ability to adapt to business change. It combines the performance and innovation of Cisco UCS Integrated Infrastructure with the versatility and efficiency of the IBM Storwize systems. The VersaStack Solution is: Easy to Deploy seamless integration and simplified deployment Efficient reduces provisioning time with unified management Versatile flexible cloud capabilities and a dynamic infrastructure Identifying and Qualifying Prospects Qualifiers and Conversation Starters Potential Objections and Responses This document contains materials that are either copyright 2014 IBM Corporation or copyright 2014 Cisco Systems, Inc. All rights reserved. 9
Buyer Conversations Challenge 1: Improve IT infrastructure efficiency Challenge 2: Reduce the time and cost of deploying new technology Challenge 3: Increase your data center capacity without increasing its footprint How this affects you How this affects you How this affects you Elevator Pitch Buyer Conversations Identifying and Qualifying Prospects With traditional IT Infrastructures, it s difficult to deploy and manage resources. This reduces productivity, lowers resource utilization, and increases costs. Traditional IT infrastructures don t let you address changing business requirements quickly. Slow response to change may reduce customer satisfaction, limit your ability to compete successfully, and eat away at your profitability. Data center owners are increasingly moving away from traditional siloed environments to an integrated infrastructure. In this model, the full stack of data center technologies is combined into pre-engineered, tested, and supported systems designed to operate as a whole. Underlying this change is the need for IT to reduce total cost of ownership (TCO) and increase utilization. Qualifiers and Conversation Starters What if you could... What if you could... What if you could... Potential Objections and Responses Improve IT agility and management by quickly implementing a fully virtualized infrastructure, with very little risk? Maintain a versatile IT environment that lets you respond quickly and cost-effectively to changing needs? Use your compute and networking resources more efficiently, and gain up to 5 time more data storage with IBM Real-time Compression. With Cisco and IBM you can! The VersaStack solution is a foundation for supporting virtualized workloads and the evolution to a more responsive model for IT. With Cisco and IBM you can! The VersaStack solution is a validated integrated infrastructure solution that can accelerate the deployment of applications, reduce cost by more efficiently managing increasing amounts of information and resources, while improving the ability to adapt to business change. With Cisco and IBM you can! With the VersaStack Solution you can lower TCO through a simplified architecture and validated design that reduces deployment time and increases asset utilization. This solution lowers CapEx and OpEx while delivering more efficient use of compute, networking and storage resources. This document contains materials that are either copyright 2014 IBM Corporation or copyright 2014 Cisco Systems, Inc. All rights reserved. 10
Identifying and Qualifying Prospects Elevator Pitch Buyer Conversations Look for companies that need: Simplified operations and reduced risk with a pre-validated infrastructure stack Lower total cost of ownership (TCO) by decreasing the number of operational processes, reducing energy consumption, and maximizing resources More agility and accelerated business delivery through a flexible IT infrastructure Improved asset utilization Less complex and faster provisioning cycles Platforms for cloud, big data, or real time analytics Identifying and Qualifying Prospects Qualifiers and Conversation Starters Potential Objections and Responses This document contains materials that are either copyright 2014 IBM Corporation or copyright 2014 Cisco Systems, Inc. All rights reserved. 11
Qualifiers and Conversation Starters Elevator Pitch Buyer Conversations Identifying and Qualifying Prospects What if you could reduce the total cost of ownership for your virtual environment by over 50%? How does your business handle data growth and application availability today? What are your concerns about moving more of your infrastructure to the cloud? What s your plan for virtualization, cloud, and big data? How difficult is it to administer your current IT environment? How many man-hours are required for basic management each week? Can your current infrastructure scale at the rate you need? When calculating TCO, how do you account for administrative and downtime costs in addition to acquisition costs? How predictable is your infrastructure growth? What is your strategy for capacity planning? What storage efficiency features are you using today? Qualifiers and Conversation Starters Potential Objections and Responses This document contains materials that are either copyright 2014 IBM Corporation or copyright 2014 Cisco Systems, Inc. All rights reserved. 12
Potential Objections and Responses Elevator Pitch Buyer Conversations Identifying and Qualifying Prospects Qualifiers and Conversation Starters Potential Objections and Responses Objection The VersaStack solution is new and unproven compared to an HP or Dell solution. We don t buy our IT infrastructure as integrated, converged stacks we buy piece parts and integrate it ourselves. Your Response Cisco and IBM are global leaders in the IT industry with tremendous experience in large-scale data center operations. The VersaStack solution is based on proven technology that lets you take advantage of integrated infrastructure solutions for enterprise applications, analytics, and cloud solutions. The VersaStack solution is backed by Cisco Validated Designs and provides faster delivery of applications, greater IT efficiency, and less risk. Dell offers virtualization bundles, but you must select Dell components. That gives you very limited flexibility to get a solution that fits your exact needs. HP offers an integration stack for virtualization with proprietary components and management software, but there is little flexibility in the choices you can make. The VersaStack solution can be purchased as a pre-integrated stack or as a validated design that you can buy and build at your own pace. You can even incorporate existing gear into the validated stack solution. CONTINUED This document contains materials that are either copyright 2014 IBM Corporation or copyright 2014 Cisco Systems, Inc. All rights reserved. 13
Potential Objections and Responses Elevator Pitch Buyer Conversations Identifying and Qualifying Prospects Qualifiers and Conversation Starters Potential Objections and Responses Objection What are the benefits of the VersaStack solution compared to other integrated infrastructure offerings in the market? Your Response The VersaStack integrated infrastructure solution offers: Ease-of-deployment capabilities provided by Cisco UCS integrated infrastructure innovations, including Cisco UCS service profiles that reduce your design, deployment, and management overhead Performance optimization without complexity through IBM Easy Tier features Efficient use of computing, networking, and storage resources with up to five times more data storage with IBM Real-time Compression Transparent integration of new technologies with Cisco Validated Designs Unified integrated infrastructure provisioning and management with Cisco UCS Director Versatile storage virtualization capabilities that allow infrastructure changes at any time and extend IBM Storwize functions to existing IBM and non-ibm storage Validated virtualized infrastructure, big data and analytics solutions IBM Global Services support This document contains materials that are either copyright 2014 IBM Corporation or copyright 2014 Cisco Systems, Inc. All rights reserved. 14
Cross-Sell and Upsell Opportunities Sales Programs and Incentives Product/Solution/Service Name Cisco UCS Integrated Infrastructure (which consists of the Cisco Unified Computing System [Cisco UCS], Cisco Nexus and MDS switching, and UCS Director)* IBM Storwize System Short Description UCS Integrated Infrastructure combines industry- and market-leading compute, networking, management, and storage access technologies to simplify and accelerate application deployment. UCS Integrated Infrastructure accelerates innovation through fabric-based computing, integrated and validated architectures that reduce risk, and tight management integration that decreases the time and resources required to deploy and configure IT infrastructure. UCS Integrated Infrastructure enables you to focus on your applications so you can spend less and innovate more. The IBM Storwize family of storage systems, featuring the best in the industry Storwize V7000, can deliver the flexibility and responsiveness required at a fraction of the cost of competitive storage solutions. This document contains materials that are either copyright 2014 IBM Corporation or copyright 2014 Cisco Systems, Inc. All rights reserved. 15
Cross-Sell and Upsell Opportunities Cross-Sell and Upsell Opportunities Sales Programs and Incentives Opportunity Cisco Led One Call Support Service (Recommended Support Option) Why is this Good for the Customer? Entitled Customer or Channel Partner calls Cisco for all support issues. Cisco engages product support teams as needed to resolve all support issues. This document contains materials that are either copyright 2014 IBM Corporation or copyright 2014 Cisco Systems, Inc. All rights reserved. 16
Sales Programs and Incentives Name Description For More Information VersaStack Financing From Cisco Capital VersaStack Financing is a program from Cisco that helps your customers finance all elements of their VersaStack solution no matter the size of the order helping them free up cash flow and benefit from promotional savings. To learn more about the program, read the Q&A, visit the VersaStack Solution website, or e-mail ibm-hotline@external.cisco.com Cross-Sell and Upsell Opportunities Sales Programs and Incentives This document contains materials that are either copyright 2014 IBM Corporation or copyright 2014 Cisco Systems, Inc. All rights reserved. 17
and Cisco Differentiators Competitor #1: HP Competitor #2: Dell Offer OneView Active System GTM (go to market) and Pricing HP launched OneView in 2013 to address the need for a single software-defined infrastructure. With the addition of 3PAR storage, OneView builds on HP s proven server management tools. OneView is planning to add support for HP networking technology, although this effort will extend into 2015 and beyond. Since going private, converged systems have become an increased focus for Dell. Like HP, their previous iterations have struggled to gain traction in the market, and they have not appeared in the top 5 vendors in the space, according to IDC. After the failure of their vstart integrated systems, Dell launched their Active System, with sizes ranging from Active System 50 (two rack servers) to Active System 1000. Dell offers these systems as either reference architectures or as pre-integrated bundles set up and deployed by Dell Services Dell has strong individual product sets, including PowerEdgeVRTX and Active System. Dell offers a cloud and virtualization platform based on Active System Dell s strong SMB and remote location offerings are enabled by PowerEdge VRTX. Dell has good integration of EqualLogic blade array storage for workloads such as virtual desktop infrastructure (VDI) and analytics, compared to its competition. Strengths HP s x86 blade and rack market leadership, plus a large enterprise virtual array (EVA) storage installed base, provide a strong foundation to upsell. HP has respected and widely deployed management tools. OneView may expand that reputation as the product matures. HP has a leading market presence in the burgeoning SAP Hana market. HP offers a very broad portfolio of integrated systems that address multiple use cases. HP has the ability to leverage strong and proven relationships with SAP, VMware, Microsoft, Citrix and other key independent software vendors (ISVs). CONTINUED This document contains materials that are either copyright 2014 IBM Corporation or copyright 2014 Cisco Systems, Inc. All rights reserved. 18
and Cisco Differentiators Competitor #1: HP Competitor #2: Dell Weaknesses HP has limited history of delivering converged solutions that customers purchase, despite ranting about how they invented Converged Infrastructure. According to IDC, HP shipped a total of $40 million worth of integrated solutions in 2013. Contrast that to the more than two billion dollars spent on solutions based on Cisco UCS. HP s breadth of portfolio and inconsistent branding create frequent messaging confusion. Conversations with Gartner clients indicate periodic dissatisfaction with support quality and the degree of vendor commitment/consistency. Gartner observes periodic field execution weaknesses, which tend to be localized to certain geographies. The conversion rate of regular bladebased servers to integrated systems has been slow, given the opportunity presented by the size of the installed base. An occasional lack of assertion still provides competitors with market penetration opportunities into established HP accounts. All Active Systems must include Active System Manager (ASM), along with its ongoing licensing, support, and required installation fees. The Active System 1000 maxes out at just two chassis/32 blades and requires five ToR switches two networking switches, a management switch, and two Fibre Channel switches. Combined with four inchassis switch modules, Dell requires nine total switches to support just 32 blades A fragmented uber-strategy makes the integrated system portfolio appear disjointed, with no common management. There is limited enterprise credibility for supporting software stacks on top of integrated infrastructure. Despite numerous acquisitions, Dell still lacks awareness in management so Dell s breadth of options for networking and switching is limited CONTINUED This document contains materials that are either copyright 2014 IBM Corporation or copyright 2014 Cisco Systems, Inc. All rights reserved. 19
and Cisco Differentiators Competitor #1: HP Competitor #2: Dell Strategy After failing to get traction with HP VirtualSystems, HP has re-launched their integrated infrastructure line as HP ConvergedSystems. They now emphasize quickly quoting, delivering, and making the systems operational: Quote in 20 minutes, be up and running in 20 days. HP is clearly targeting both Cisco and VCE Vblock with this strategy and is making direct comparisons in presentations. HP is doing a better job of educating and incenting partners to sell the ConvergedSystems lineup and is pulling in their peripheral product lines like the superdome based SAP appliance as CS900 and Moonshot as CS100. How We Win Difficulty and complexity at scale. Each competitive system has a maximum of 2, 3 or 4 blade chassis. If a customer needs more resources, they must buy another system, duplicate the ToR switching apparatus and manage the new system separately. In contrast, Cisco UCS systems can scale to 160 blades in a single domain and multiple domains can be managed under UCS Central. have no true integrated infrastructure management of networking, compute and storage, while UCS Director provides a complete converged solution management option. management software does not have the elegance and usability of UCS Manager s service profiles for configuration. Maintenance. continue to require top-down software and appliances that lack true statelessness any application on any server. Not Best-of Breed. Because HP and Dell are offering solutions based on their own product lines, their solutions are not best-of-breed when compared to a solution with Cisco networking and compute combined with IBM Storwize storage. This document contains materials that are either copyright 2014 IBM Corporation or copyright 2014 Cisco Systems, Inc. All rights reserved. 20
Why Cisco and IBM? As leaders in our respective industry segments, and with a 15-year history of demonstrated joint success with more than 25,000 shared customers in an evolving global marketplace, Cisco and IBM have the breadth and ability to move the integrated infrastructure market in a new direction. This partnership continues to advance in the market with additional validated solutions designed to implement innovative and transformational solutions while helping customers reduce risk. Together, Cisco and IBM provide global delivery capabilities and deep industry expertise in data center computing, networking, mobility, collaboration, analytics, and the Internet of Things (IoT). We deliver a portfolio of offerings based on customer-specific needs and strategies across multiple industries and segments, including healthcare, banking, public safety, energy, utilities, and retail. Together, we can help you achieve your vision of a modern data center. Why Cisco and IBM? Services for Partners This document contains materials that are either copyright 2014 IBM Corporation or copyright 2014 Cisco Systems, Inc. All rights reserved. 21
Service for Partners Why Cisco and IBM? Services for Partners Service Name Partner Led Support Service (Alternative Service Support Option) Short Description Customer calls the partner first. Partner delivers Solution Support and resolves Level 1 and 2 product support issues. Partner escalates for L3 product issues with Cisco, IBM or others as defined This document contains materials that are either copyright 2014 IBM Corporation or copyright 2014 Cisco Systems, Inc. All rights reserved. 22
Cisco Sales Resources Cisco Sales Resources Where to Send Customers for More Information Selling and Technical Resources Business Decision Maker (BDM) Deck Technical Decision Maker (TDM) Deck Solution (Multiple languages available) At-A-Glance Flyer (Multiple languages available) Cisco Capital Financing At-A-Glance Flyer Cisco Validated Design for VersaStack Solution Q & A (internal & partners only) Sales Acceleration Card (internal & partners only) Channel Enablement Presentation (partners only) Link www.cisco.com/go/versastack (partner tab password protected) www.cisco.com/go/versastack (partner tab password protected) www.cisco.com/go/versastack www.cisco.com/go/versastack www.cisco.com/go/versastack www.cisco.com/go/versastack www.cisco.com/go/versastack (partner tab password protected) www.cisco.com/go/versastack (partner tab password protected) www.cisco.com/go/versastack (partner tab password protected) Contacts This document contains materials that are either copyright 2014 IBM Corporation or copyright 2014 Cisco Systems, Inc. All rights reserved. 23
Where to Send Customer for More Information Cisco Sales Resources Where to Send Customers for More Information Contacts Resources VersaStack Solution product page on Cisco.com VersaStack Solution on Cisco Partner Central VersaStack Solution information on IBM PartnerWorld portal (access limited to registered IBM partners) VersaStack Solution on IBM s Cisco Alliance site VersaStack Solution on IBM s Storwize site Cisco s VersaStack Hotline Cisco s VersaStack Technical Hotline Internal Company Websites (for Field) VersaStack Solutions tab under Integrated Infrastructure Area on Cisco s UCS and Data Center Solutions Marketing IWE site Cisco Internal IBM Partner Website on CEC IBM Internal SSI Cisco Alliance Page Link www.cisco.com/go/versastack www.cisco.com/go/ibm www-304.ibm.com/partnerworld/ www.ibm.com/solutions/cisco/us/en/ http://www-03.ibm.com/systems/storage/storwize/ index.html VersaStack@external.cisco.com VersaStack-Technical@external.cisco.com http://iwe.cisco.com/web/ucsand-data-center-solutions-marketing/ integrated-infrastrutures wwwin.cisco.com/wwchannels/spo/partners/ibm/ https://w3-03.sso.ibm.com/sales/support/ information/cisco/ This document contains materials that are either copyright 2014 IBM Corporation or copyright 2014 Cisco Systems, Inc. All rights reserved. 24
Contacts Cisco Sales Resources Resource Cisco s IBM Global Enterprise Team Hotline Cisco s VersaStack Hotline Cisco s VersaStack Technical Hotline Contact Information ibm-hotline@external.cisco.com VersaStack@external.cisco.com VersaStack-Technical@external.cisco.com Where to Send Customers for More Information Contacts Cisco Systems, Inc. 170 West Tasman Drive San Jose, CA 95134-1706 www.cisco.com/go/ibm International Business Machines Corporation New Orchard Road Armonk, New York 10504 www.ibm.com/cisco 2014 Cisco and/or its affiliates. All rights reserved. Cisco and the Cisco logo are trademarks or registered trademarks of Cisco and/or its affiliates in the U.S. and other countries. To view a list of Cisco trademarks, go to this URL: www.cisco.com/go/trademarks. Third-party trademarks mentioned are the property of their respective owners. The use of the word partner does not imply a partnership relationship between Cisco and any other company. (1110R). IBM, the IBM logo, ibm.com, Global Business Services, Lotus Notes and System x are trademarks or registered trademarks of International Business Machines Corporation in the United States, other countries, or both. If these and other IBM trademarked terms are marked on their first occurrence in this information with a trademark symbol ( or ), these symbols indicate U.S. registered or common law trademarks owned by IBM at the time this information was published. Such trademarks may also be registered or common law trademarks in other countries. A current list of IBM trademarks is available on the web at Copyright and trademark information at ibm.com/legal/copytrade.shtml AJ/LW-19266 11/14 This document contains materials that are either copyright 2014 IBM Corporation or copyright 2014 Cisco Systems, Inc. All rights reserved. 25