tivoli spring launch enhanced value-based pricing for the tivoli portfolio consolidation david...

Tivoli Spring LaunchEnhanced Value-Based Pricingfor the Tivoli Portfolio Consolidation

David Harakal, IBM Tivoli Pricing

April 2002David Harakal/Austin/IBM

[email protected]

Topics to cover

Portfolio Consolidation Goals and results Timeline Enhancements to Value-Based Pricing Migrations Pillar-specific packaging & pricing models Channel-specific information

Note: Presentation does not address MLC-based offerings

Goals

For Sales / Business Partners Make it easier to close sales Gain access to more accounts Close more deals without special bids Ensure pricing positions us favorably against competition Greater consistency with SWG for easier cross-brand sales

For customers Fewer decisions required More flexible licensing Better leverage of Passport Advantage

Launch Highlights

60% Fewer Offerings Consolidation, NOT abandonment

Per Processor pricing for servers Price per processor varies by offering Consistent with the SWG Strategy TMP conversions not required for most products

Dramatically simpler pricing for Storage Steeper Passport Advantage discount slope Dual Pipe for only about 1/3 of our offerings

Down from 100% today

Change Summary

Value-Based Pricing Enhanced Value-Based Pricing

3 Server Tiers Servers priced per processor

Differentiate RISC & Intel servers

No distributed processor differentiation

Tivoli Management Points Processors, clients, etc.13.5% Level H PA discount 32% Level H Discount

Virtually no price breaks for smaller customers

All customers see reasonable price breaks

No client/server details for maintenance renewals

Renewals include processor, client, network node, etc.

What’s NOT Changing?

Environment-managed licensing model Licensing is product specific Maintenance included with the license z-Series part numbers for revenue tracking Quick Quoter available for deal estimation

Impact and Timing of Portfolio Consolidation

Current Offerings

Strategic Offerings

% Reduction

P&A 41 18 56%C&O 17 5 71%Security 13 6 54%Storage 17 9 47%

Total 88 38 57%

Pre-April 2002 88April 47June 41

September 38

NOTE: Products consolidated, NOT abandoned

Product Families

C&OConfiguration ManagementWorkload Scheduling Remote Control

P&ABusiness Impact Management Event Correlation & AutomationMonitoring

SecurityAccess ManagementRisk ManagementIdentity ManagementPrivacy Management

StorageStorage ManagementStorage Resource Mgmt (3Q)

Timeline

9th April – Launch - Orders for new offerings accepted

9th May - Prior offerings no longer available 23rd May for Storage Products consolidated into new offerings, not abandoned No more licenses available for 5697-xxx, 5698-xxx, and

prior Passport offerings July 1 - Prior support offerings modified

Existing support for 5697-xxx and 5698-xxx terms modified to PA Maintenance terms and relative price levels

Tivoli Pricing History

June 1996 - Tivoli announces Tivoli-Flex pricing• First implementation of the environment-managed concept• 5697-xxx PID numbers with bundled support• Single server price - only scalability was client vs. server

February 2000 - Tivoli Value-Based Pricing announced• 5698-xxx PID numbers, added Tivoli Select Support• Introduced 3-tiered server model for better scalability• Reinforced and extended the environment-managed licensing model

September 2001 - Tivoli joins Passport Advantage• Very Shallow discount slopes• Maintained pricing parity with non-PA offerings• Channel partners enabled to resell PA Maintenance

April 2002 - Tivoli Portfolio Consolidation• Simplify the portfolio by consolidating similar products• Reset pricing where needed to bring street prices in line with published PA

pricing, including moving to a steeper PA discount slope

Enhanced Value-Based Pricing

Tivoli’s Environment-Managed Pricing model

• Environment managed model is a Tivoli differentiator.

• In competitor's models, pricing depends on architecture.

• With Tivoli, only systems in the environment managed require licenses.

• Applies to most products

Pricing metrics for Enhanced Value-Based Pricing

Servers Managed processors (Most products) Executing (Managing) processors (NetView, Switch Analyzer) MSUs (via Tivoli Management Points - TBSM for z/OS, Access

Mgr for Bus. Integration, Workload Scheduler, NPM and NPM/IP)

Clients managed Network Nodes managed (NetView, Risk Manager) Ports managed (Switch Analyzer) Registered user accounts (Scalable-Usage model)

Note: Production and test environments require licensing.

How to price servers

Distributed versus z-Series server licensing“zrev”, “Host Edition” and “for z-Series” indicate pricing for the

host component of an end-to-end solution "zrev" part numbers are priced the same on host and distributed,

and the processor licenses are interchangeableProducts with "Host Edition" or "for z-Series“ are priced per MSUFor z-Series offerings, a no-charge Custom Build Registration part

number enables CBPDO, ServerPac and other media deliverables

Pricing is for the hardware platform, not the OSLINUX on z-Series is priced per MSU for products with an MSU

pricing metric on the hostLINUX on distributed servers is priced per installed processor

How per-processor works for servers (continued)

Physical partitions – price per processor in the physical partition IFL on the host SP, Ultra 10K, HP SuperDome

Virtual/Logical partitions – price per processor or per MSU for the entire system No LPAR pricing z/OS, MVS, etc - No workload pricing for IPLA Regatta, Ultra 15K Firebird Tivoli will assess SWG model for virtual partitions

for distributed servers when announced

MSU ratings for LINUX on z-Series servers

System MSUs Processors Mips per MSU

IFL 7060 20 19672-G5 20 19672-G6 30 1

2064 35 1z800 004 108 4

003 84 3002 60 20A2 44 2001 32 10C1 25 10B1 20 10A1 13 10E1 7 1

Environment Managed model example

IBM

HP-UX on2-way RISC

TechnicalWorkstation

NT on2-processor Intel

IBM

DesksideLaptopDesktopDesksideLaptopTechnicalWorkstation

IBM

AIX on 4-way RISC

NT on 4-processor Intel

8-Way Sun

Clients

Servers

Mail serverMail serverDatabase Server WEB ServerApplication Server

Environment-Managed Model – generic example

Server processors managed Total – 20 Mail/Messaging &

Collaboration – 4 Databases – 4 Applications – 2 Web Servers - 2

Clients – 7 (includes technical workstations)

IBM


IBM


IBM

8-Way Sun

Clients

Servers

Mail server Database Server WEB Server

Application Server


HP-UX on2-way RISC

AIX on 4-way RISC


What happens when a customer adds processors?

Example (independent from prior slide) Customer has 20 (twenty) 2-way servers to manage Adds 2 processors to each server 1½ years later

Transaction 1 – Acquire 40 processor entitlements 1st anniversary – Renew maintenance for 40 entitlements Transaction 2 – Acquire additional 40 processor

entitlements 2nd Anniversary – Renew maintenance for all 80

processor entitlements

New Passport Advantage Discounting

Tivoli moving to the same Passport Advantage discount slope as Websphere & MQSeries

IBM PASSPORT ADVANTAGE PUBLISHED DISCOUNTS unpublishedA B C D E F G H I

PA Points <=100 100-249 250-499 500-999 1,000-2,499 2,500-4,999 5K-9,999 10K-24,999 25K-49,999

Est. SRP range <$20K $20-50K $50-100K $100-200K $200-500K $500-1M $1-2M $2-5M $5-10M

Current Disc. 0.0% 1.5% 4.0% 6.5% 10.0% 10.4% 13.0% 13.5% 17.5%New Disc. 0.0% 5.0% 10.0% 15.0% 20.5% 25.5% 29.5% 32.0% 35.8%

IBM PASSPORT ADVANTAGE TRANSACTIONAL DISCOUNTSCurrent Disc. 0% 1% 2% 10% 12% 14% 18% 19%New Disc. 0% 5% 10% 26% 30% 32% 36% 39%

No changes to channel margins or transactional discounting rules in Passport Advantage.

Pillar SpecificsPerformance & AvailabilityConfiguration & OperationsEnd-to-End

Before and After Packaging

Tivoli Distributed Monitoring IBM Tivoli MonitoringTivoli Web Component ManagerTivoli Manager for DB2 / UDBTivoli Manager for InformixTivoli Manager for Oracle - for Databases (later in 2002)

Tivoli Manager for Sybase *Tivoli Manager for MS SQL *Tivoli Management Solution for MS SQL *Tivoli Manager for SAP R/3 - for Applications (later in 2002)Tivoli Manager for SiebelTivoli Mgmt Solution for MS Exchange *Tivoli Manager for MS Exchange * - for Messaging & CollaborationTivoli Manager for Notes/Domino (later in 2002)Tivoli Management Solution for DominoTivoli Manager for MQSeries Integrator - for Business IntegrationTivoli Manager for MQSeries (later in 2002)

Tivoli Manager for WebSphere Appl Server - for Web Infrastructure (later in 2002)

New Offering-3Q - for Security & Edge Services (later in 2002)

New Offering-3Q - for Content & Personalization (later in 2002)Tivoli Application Performance Manager - for Transaction PerformanceTivoli Web Services Manager* Note: SQL, Exchange and Sybase available under the new pricing model in April

Monitor Systems and Applications

Products available April 9th (P&A) & Pricing Models

Distributed Servers

Host Svrs Other Notes

IBM Tivoli MonitoringIBM Tivoli Monitoring Active Directory Option ManagedIBM Tivoli Manager for MS SQL ManagedIBM Tivoli Management Solution for MS SQL ManagedIBM Tivoli Manager for Sybase ManagedIBM Tivoli Manager for MS Exchange ManagedIBM Tivoli Management Solution for MS Exchange Managed

IBM Tivoli Monitoring for Transaction Performance Managed2 Processors per STI

Player

Tivoli Manager for DB2 / UDB TMPs (no change)

Tivoli Manager for Informix TMPs (no change)

Tivoli Manager for Oracle TMPs (no change)

Tivoli Manager for SAP R/3 TMPs (no change)

Tivoli Manager for Siebel TMPs (no change)

Tivoli Management Solution for Domino TMPs (no change)

Tivoli Manager for MQSeries Integrator TMPs (no change)

Tivoli Manager for MQSeries TMPs (no change)

Tivoli Manager for Websphere Appl Server TMPs (no change)

ManagedMonitor Systems & Applications

Before and After Packaging (Cont’d)

Current Offerings New Offerings

Tivoli Enterprise Console IBM Tivoli Enterprise ConsoleTivoli NetView (Distributed) IBM Tivoli NetView

New Product IBM Tivoli Switch AnalyzerNetview Perform Monitor for TCP/IP IBM Tivoli Netview for TCP/IP PerformanceNetview Performance Monitor IBM Tivoli Netview Performance Monitor

New Product IBM Tivoli Service Level Advisor

Tivoli Bus Sys Mgr IBM Tivoli Business Systems Manager for zOS

New Offering IBM Tivoli Business Systems ManagerTivoli Web Services Analyzer* IBM Tivoli Web Site AnalyzerIBM WebSphere Site AnalyzerTivoli Decision Support Tivoli Decision Support (not repriced)Server Performance Prediction Guide Server Performance Prediction Guide (not repriced)Crystal Reports Crystal Reports (not repriced)

Event Correlation & Automation

Business Impact Management

Pricing Models

Distributed Servers


IBM Tivoli Enterprise Console ManagedMOQ 125 Processors,

250 Processors for non-IBM

IBM Tivoli Netview Managing N'work Nodes

IBM Tivoli Switch Analyzer ManagingSwitch/Router

PortsIBM Tivoli Netview for TCP/IP Performance MSUs (TMPs)IBM Tivoli Netview Performance Monitor MSUs (TMPs)

IBM Tivoli Business Systems Manager Managed MOQ 125 Processors

IBM Tivoli Business Systems Manager for z/OS MSUs (TMPs)IBM Tivoli Service Level Advisor ManagedIBM Tivoli Web Site Analyzer ManagedTivoli Decision Support TMPs (no change)Server Performance Prediction Guide TMPs (no change)Crystal Reports TMPs (no change)

Event Correlation & Automation

Business Impact Management

Before and After Packaging – C&O

Current Offerings New OfferingsTivoli Workload Scheduling / OPC IBM Tivoli Workload Scheduler

Tivoli Workload Scheduler for OracleTivoli Workload Scheduler for PeopleSoft IBM Tivoli Workload Scheduler for ApplicationsTivoli Workload Scheduler for SAP R3Tivoli Wkld Scheduler for non-Tivoli *Tivoli Software DistributionTivoli Software Distribution for LINUX IBM Tivoli Configuration ManagerTivoli InventoryTivoli Remote Control IBM Tivoli Remote Control

Pricing ModelsDistributed

ServersHost Svrs Other Other

IBM Tivoli Workload Scheduler Managed MSUs (TMPs)IBM Tivoli Workload Scheduler for Applications

IBM Tivoli Configuration Manager Clients, etc. Includes non-client devices

IBM Tivoli Remote Control Managed ClientsTivoli Self Service Terminal Manager TMPs (no change)

Tivoli Point of Sale Manager TMPs (no change)Workspace on Demand TMPs (no change)Tivoli Data Exchange TMPs (no change)

Managed

Managed

Additional notes

Monitoring "PACs" pre-req IBM Tivoli Monitoring E.g., a database server would require licenses for IBM Tivoli

Monitoring AND IBM Tivoli Monitoring for Databases Monitoring for <software> is per server, not per server per PAC

TBSM Separate S/390 (per MSU) and distributed products (per

processor) No separately chargeable features

Scheduler for Applications Pre-req IBM Tivoli Workload Scheduler for the servers in the

environment for licensing and deployment

Monitoring Example (with TEC and Service Level Advisor)

Customer wants to monitor the following servers:• 50 Intel 2-way servers (file and print servers)• 5 Intel 4-way servers with Exchange• 5 4-way p-Series servers with OracleThey want to use TEC and manage the service levels of all servers

50 2-way Intel -> 100 5 4-way for Exchange -> 20+ 5 4-way for Oracle -> 20 Total processors 140

Initial Configuration

Tier 1 Srv Tier 2 Srv Tier 3 Srv Client Device/App Srv TMP's

Program Metric Proc z Rev Proc Node/Prt Client MSU's /Reg User Required

IBM Tivoli Monitoring Processor 140

IBM Tivoli Manager for MS Exchange Processor 20

Tivoli Manager for Oracle Tier Srv 5 1,100

IBM Tivoli Service Level Advisor Processor 140

IBM Tivoli Enterprise Console Processor 140

Tivoli Manager for Oracle not yet re-priced – 5 Tier 2 servers – order 1,100 Tivoli Management Points

5 x 4-Way for Exchange = 20 Processors

Workload Scheduling Example

Customer wants to schedule the following servers• z-Series server (z-800-003, 84 MSUs)• 5 LINUX images in an IFL on a 7060 (20 MSUs, 1 processor)• 8-way p-Series server (with SAP/R3)• SAP specific scheduling on the IFL (1 processor) and the 8-

way p-Series serverInitial Configuration



IBM Tivoli Workload Scheduler Processor 8

IBM Tivoli Workload Scheduler MSU 104 10,584

IBM Tivoli Workload Scheduler for Applications Processor 9

8 processors for the p-Series plus 1 for the IFL

84 MSUs for the z-800 plus 20 for the IFL

8 processors for the p-Series

Pillar SpecificsSecurity

Before and After Packaging

Current Offerings New OfferingsTivoli Intrusion Manager IBM Tivoli Intrusion ManagerTivoli Risk Manager IBM Tivoli Risk ManagerTivoli Identity Director IBM Tivoli Identity ManagerTivoli User Administration

Tivoli Policy Director IBM Tivoli Access Manager for e-businessTivoli Policy Dir-App SvrsTivoli Policy Dir for MQSeries IBM Tivoli Access Manager for Business IntegrationPolicy Director - PDOS IBM Tivoli Access Manager for Operating SystemsTivoli Security Management

No pricing changes to the following products until later in 2002Tivoli Privacy Manager

Access Management

Tivoli Global Sign OnTivoli Public Key Infra (inc. Trust Auth)

Firewall

Pricing Models

Distributed Servers


IBM Tivoli Risk Manager Managed Network NodesIBM Tivoli Intrusion Manager Managed Network Nodes Avail end May

IBM Tivoli Identity ManagerScalable Usage Model (TMPs)

Unlimited User Option Managing MOQ 10 Processors

IBM Tivoli Access Manager for e-businessScalable Usage Model (TMPs)

Unlimited User Option Managing MOQ 10 Processors

IBM Tivoli Access Manager for Business Integration Managed MSUs (TMPs)IBM Tivoli Access Manager for Operating Systems ManagedTivoli Privacy Manager TMPs (no change)Tivoli Global Sign On TMPs (no change)Tivoli Public Key Infra (inc. Trust Auth) TMPs (no change)Firewall TMPs (no change)

Additional notes

Risk Manager No separately chargeable options

Identity Manager / Access Mgr for e-Business Per-user licensing (scalable usage) OR per-processor for the

managing (infrastructure) server (10 processor minimum initial order qty)

Access Manager products Products are stand-alone offerings No pre-reqs

Access Manager for Operating Systems Per-processor charge/license applies to UNIX systems -

servers and clients

Risk Manager Example

Customer wants to secure the following systems:2 ISS RealSecure UNIX Network Engine (4-way) 8 NT Web Servers (1-way) 2 UNIX CheckPoint FW-1 Firewalls (2-way) 4 Host IDS running on AIX Servers (2-way)200 Cisco Routers

2 ISS 4-ways -> 8 8 NT uniprocessor -> 8 2 CheckPoint 2-way -> 4+ 4 Host IDS 2-way -> 8 Total processors 28


Tier 1 Srv Tier 2 Srv Tier 3 Srv Client

Program Metric Proc z Rev Proc Node/Prt Client

IBM Tivoli Risk Manager Proc/Clt 28 200

Access Management Family Example

Customer wants to do the following: Secure all of their distributed servers with MQSeries installed

(20 Uniprocessor, 65 2-way, 12 4-way, one 8-way, one 14-way, & one 24-way)

Secure all systems with UNIX operating systems (one 8-way, one 14-way, one 24-way, and 50 clients (technical workstations, each with 2

processors) ) Secure access for 150,000 users

20 Uniprocessor -> 20 65 2-way -> 130 12 4-way -> 48 1 8-way -> 8 1 14-way -> 14 + 1 24-way -> 24 Total processors 244




IBM Tivoli Access Manager for e-business <=500,000 user Reg Users 150,000 24,750

IBM Tivoli Access Manager for Business Integration Processor 244

IBM Tivoli Access Manager for Operating Systems Processor 146

1 8-way -> 8 1 14-way -> 14 + 1 24-way -> 24+ 50 2-way workstations -> 100 Total processors 146

Pillar SpecificsStorage

Before and After PackagingCurrent Offerings New Offerings

Tivoli Storage Manager IBM Tivoli Storage Manager

TSM +Tape Library Sharing +Managed Libraries + SANergy disk-to-diskSpace Manager IBM Tivoli Storage ManagerData Protection for NDMP Enterprise EditionDisaster Recovery ManagerData Protection for Lotus Domino IBM Tivoli Storage Manager for MailData Protection for Exchange

Data Protection for WebSphere App Svr IBM Tivoli Storage Mananager for Application Servers

Data Protection for InformixData Protection for Oracle IBM Tivoli Storage Manager for DatabasesData Protection for MS SQLData Protection for SAP R/3 IBM Tivoli Storage Manager for ERPData Protection for EMC Symmetrix/OracleData Protection for EMC Symmetrix for R/3Data Protection for IBM ESS for Oracle IBM Tivoli Storage Manager for HardwareData Protection for IBM ESS for R/3Data Protection for IBM ESS for DB/2

No pricing changes to the following products until later in 2002Tivoli Storage Network Manager

Tivoli SANergy File Sharing

Note: Customers with ONLY the Library feature will be grand fathered into the base offering.

Vendor-Logo Products not changing

BackTrack for InformixBackTrack for MicrosoftBackTrack for OracleBackTrack for Oracle-NTBackTrack for Oracle-Parallel SvrBackTrack for SybaseBackTrack for OBSI ModulesBackTrack-PATROL Recovery MgrBackTrack-PATROL DB-Log MasterOTG Disk ExtenderTKG Bare Metal RestoreEduTape

What you need to know to configure a bid TODAY

Which servers are managing and which are managed? Which servers and clients are backed up over a lan vs. a

san? Which servers need Disaster Recover? Space Management? How many servers are sharing a tape library? How big are

they? Which database am I going to backup (Informix, Oracle,

SQL)? What if I don’t know yet? Which ESS or EMC boxes am I backing up for which

applications?

TMP Calculator today

Initial ConfigurationServers/Network Devices Client Device/MSU

Family PID Product Metric Tier 1 Tier 2 Tier 3 Node/Library AppSrv/User

4. Storage 5698-TSM Tivoli Storage Manager (Managing System) M(Srv/Clt)4. Storage 5698-TSM-z Tivoli Storage Manager (OS/390 ) MSU4. Storage 5698-TSM Tivoli Storage Manager (Managed Library) Library4. Storage 5698-TSM Tivoli Storage Manager (Backed-Up LAN System) Srv/Clt4. Storage 5698-TSM-z Tivoli Storage Manager (Backed-Up OS/390 System) MSU4. Storage 5698-TSM Tivoli Storage Manager (Backed-Up SAN Systems) Srv/Clt4. Storage 5698-TSM Tivoli Storage Manager (Tape Library Sharing Feature) Srv4. Storage 5698-DRM Tivoli Disaster Recovery Manager Srv4. Storage 5698-DRM-z Tivoli Disaster Recovery Manager (OS/390) MSU4. Storage 5698-SPM Tivoli Space Manager Srv/Clt4. Storage 5698-SNM Tivoli Storage Network Manager Srv4. Storage 5698-SFS-f Tivoli SANergy File Sharing Srv4. Storage 5698-SFS-h Tivoli SANergy High Availability Srv4. Storage 5698-EMO Tivoli Data Protection for EMC Symmetrix for Oracle Srv4. Storage 5698-EMR Tivoli Data Protection for EMC Symmetrix for SAP R/3 Srv4. Storage 5698-ESO Tivoli Data Protection for IBM ESS for Oracle Srv4. Storage 5698-ESR Tivoli Data Protection for IBM ESS for SAP R/3 Srv4. Storage 5698-DPI Tivoli Data Protection for Informix Srv/Clt4. Storage 5698-DPD Tivoli Data Protection for Lotus Domino Srv/Clt4. Storage 5698-DPD-z Tivoli Data Protection for Lotus Domino (OS/390) MSU4. Storage 5698-DPX Tivoli Data Protection for Microsoft Exchange Srv/Clt4. Storage 5698-DPS Tivoli Data Protection for Microsoft SQL Srv/Clt4. Storage 5698-DPA Tivoli Data Protection for NDMP Srv4. Storage 5698-DPO Tivoli Data Protection for Oracle Srv/Clt4. Storage 5698-DPR Tivoli Data Protection for SAP R/3 Srv4. Storage 5698-DPR-a Tivoli Data Protection for SAP R/3 Admin Asst Srv

What to know to configure a bid from APRIL

How many server processors are in the storage network? Clients (technical workstations, desktops, etc.)?

Do I want to do basic backup/recovery over a lan, or do I need an enterprise offering? Enterprise offering includes Disaster Recovery, San Support,

Space Management, & large library support

How many Database server processors are there? How many ESS/EMC server processors are there?

New Pricing Model

Client Notes

IBM Tivoli Storage Manager ClientPer client (e.g.,

technical wkstns)

IBM Tivoli Storage Manage Enterprise Edition ClientPer client (e.g.,

technical wkstns)

IBM Tivoli Storage Manager for Mail IBM Tivoli Storage Manager for Application Servers ProcessorIBM Tivoli Storage Manager for Databases ProcessorIBM Tivoli Storage Manager for Enterprise Resource Planning

Processor

IBM Tivoli Storage Manager for Hardware ProcessorTivoli Storage Network Manager TMPs (no change)

Tivoli SANergy File Sharing TMPs (no change)

Processors (Host or Distributed, all servers per processor)

Processor

Processor

Processor

Additional notes:

No differentiation between managed and managing serversAll servers in the storage network require licensing – managed

and managingS/390 and distributed per-processor pricing the same

Separate part numbers for clients No separately charged components

Base product includes library support for up to 2 drives/40 slots

Storage Manager or Enterprise Edition are pre-reqs for any of the extensions

Trade up part numbers from TSM to TSM Enterprise Can't mix and match TSM and TSM Enterprise

Environment-Managed Model for Storage

Server processors managed Total – 20 Mail – 4 Databases – 4 Hardware - 4 R/3 – 2

Clients – 7 (Includes technical wkstns)

IBM


IBM


IBM

8-Way z-Series server

Clients

Servers

Mail server Database Server WEB Server

R/3 ApplicationServer


HP-UX on2-way RISC

AIX on 4-way RISC


IBMIBM

Shark

New Offering Initial Configuration

Existing Offering Tier 1 Srv Tier 2 Srv Tier 3 Srv Client

Family Program Metric Proc z Rev Proc Node/Prt Client

Data Mgmt IBM Tivoli Storage Manager Enterprise Edition Proc/Clt 12 8 7

Data Mgmt IBM Tivoli Storage Manager for Mail Processor 4

Data Mgmt IBM Tivoli Storage Manager for Databases Processor 4

Data Mgmt IBM Tivoli Storage Manager for ERP Processor 2

Data Mgmt IBM Tivoli Storage Manager for Hardware Processor 4

Migrations

Migration Principles

KEEP THE CUSTOMER WHOLE! Customers current on support/maintenance will receive

new code when available Customers with one component will have access to all of

the components of the replacement offering There will be a charge for trading up to IBM Tivoli Storage Manager

Enterprise Edition for most systems in the storage network

Customers are limited to the use set out in their current (pre-migration) licensing until licenses are migrated.

Non-PA standard support reset to Passport Advantage terms and price levels

Migration Principles (Continued)

Entitlements > deployed Example: Customer has 10% more TMPs entitled than deployed In migration, customer would be entitled to migrate to 10% more

processors, clients, etc. than deployed If customer chooses to migrate to just what is deployed, growth

would require additional purchases ELAs

The fundamental is that we honor our contracts ELA terms often override the standard terms anyway, so holding to

contract terms under Enhanced Value-Based pricing isn’t any different than under any other model

Customers who are entitled to a fixed price for additional purchases will receive that price under the new metrics via special bid

ELAs should NOT be extended under any models other than the Enhanced Value-Based Pricing models.

Migration Process

1. Ensure customer is properly entitled under current model

2. Assess current entitlements (e.g., servers, MSUs, etc.) in light of new licensingNote: Migration is for like environment to like environment (e.g., 10 servers -> 10 servers).

3. Assess the OVERALL financial impact Steps 1 & 2 look at entitlements, not cost or

price Customer will be entitled to their current environment when migrated to the new model

If OVERALL maintenance renewal bill increases Work with the customer to minimize impact to their current-year billings

Migration Aid – Processor estimates

These are mathematical

averages, and are valid for estimation

purposes only. Customers are

required to have licensing valid for their

actual deployment

Average Number ofProcessors per ServerAll Servers 2.8WinTel 2.3RISC/UNIX* 3.6

Value-Based Pricing TiersTier 1 2.0Tier 2 3.3

* Systems >64 processors excluded(Tier 3 servers should be individually identified.)

Code shipments prior to license migration

Autoships ONLY when NEW code is available E.g., not just the existing code in a new package

Emergency code needs will be met using existing infrastructure

We will include a document with all of these autoshipped packages that includes: Use Entitlement A migration table (old offering to new offering)

Channel Information

Dual pipe - products

Note: For Workload Scheduler and Access Manager for Business Integration only the distributed options are available in AAS

New PID# Product Name 1 Yr Spt 3 Yr Spt Platforms

5698-ISM IBM Tivoli Storage Manager 5698-SM1 5698-SM3 Dist/z-Series5698-ISE IBM Tivoli Storage Manager Enterprise Edition 5698-SE1 5698-SE3 Dist/z-Series5698-APE IBM Tivoli Storage Manager for Mail 5698-PE1 5698-PE3 Dist/z-Series5698-APD IBM Tivoli Storage Manager for Databases 5698-PD1 5698-PD3 Distributed5698-APW IBM Tivoli Storage Manager for Application Servers 5698-PW1 5698-PW3 Distributed5698-APR IBM Tivoli Storage Manager for ERP 5698-PR1 5698-PR3 Distributed5698-APH IBM Tivoli Storage Manager for Hardware 5698-PH1 5698-PH3 Distributed

5698-WSH IBM Tivoli Workload Scheduler 5698-WS1 5698-WS3 Distributed5698-WSE IBM Tivoli Workload Scheduler for Applications 5698-WE1 5698-WE3 Dist/z-Series

5698-NVP IBM Tivoli Netview 5698-VP1 5698-VP3 Distributed5698-NTV IBM Tivoli Netview Performance Manager 5698-TV1 5698-TV3 z-Series5698-NTP IBM Tivoli Netview for TCP/IP Performance 5698-TP1 5698-TP3 z-Series

5698-PDO IBM Tivoli Access Manager for Operating Systems 5698-DO1 5698-DO3 Distributed5698-AMM IBM Tivoli Access Manager for Business Integration 5698-MM1 5698-MM3 Distributed

Dual pipe

Selected products available through AAS to enable system resellers and distributors

License purchase includes 12 months of Maintenance Upgrade to 3 years maintenance available at time of purchase for a fee

equal to 95% of 2 years of maintenance renewal 1- and 3-year maintenance renewal options Maintenance Terms & Conditions same as Passport Advantage

Separate PID numbers for License, 1-year maintenance options and 3-year maintenance options

Maintenance PID numbers different for each product

Reseller margins in AAS will be 25%/28%Price parity set so that prices to partners are equal

AAS prices 10% higher than PPA Level A prices so that the price to a distributor (VAD) at Level A in PPA is the same to the VAD in AAS.

Selective Distribution

Storage remains restricted to Storage Resellers ALL other products will be open distribution

Additional Information

Internals access the MOT at: https://mot.tivoli.com/pricing/index.html Partners access the info for PartnerWorld for Software, go to the

BPZone and Tivoli Highlights What will be there

This tutorial Pricing Calculator

– Updated calculator with part numbers, currency, etc. available by April 9 Old to new product map (pdf file) Cross-brand selling map (pdf file) Definitions (Including metrics, backup licensing rules) Product-family-specific examples RFA PDF file Q’s & A’s

https://mot.tivoli.com/pricing/index.html

tivoli spring launch enhanced value-based pricing for the tivoli portfolio consolidation david...

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