New TSM Special Bid must include Fastback
Effective immediately, any Tivoli Storage Manager (TSM) Special Bid Offer of $100K or more will not receive IBM approval or support if it doesn't include at least 10% of TSM Fastback content (for transactions under $100K a target of 5%). Exceptions will require very specific justifications and will be reviewed case by case by Ron Broucek, North America Tivoli Storage Sales Leader. This has been communicated to the IBM Field Reps so there should not be many that come in.
Background:
Most customer deployments of back-up products in the marketplace today, including IBM's TSM product, are based on a file-level back-up architecture. While this architecture will continue to be used in the future, market indicators suggest that near instant recovery-based technology will begin gaining traction in the marketplace within the next 12 to 24 months.
Therefore IBM wants partners to make sure that your new and existing TSM customers begin evaluating and adapting IBM's FastBack near instant recovery technology. This "seeding" approach will help you protect your current market position and help generate future growth.
Part number(s) that must be included in any bid that requires discount on Tivoli Storage Manager TSM in Q4.
D04R6LL - IBM Tivoli Storage Manager FastBack 10 Processor Value Units (PVUs) License + SW Subscription & Support 12 Months
D04RALL - IBM Tivoli Storage Manager FastBack for Bare Machine Recovery 10 Processor Value Units (PVUs) License + SW Subscription & Support 12 Months
D04RDLL - IBM Tivoli Storage Manager FastBack Center Server License + SW Subscription & Support 12 MonthsD04R8LL - IBM Tivoli Storage Manager Fastback for Microsoft Exchange 10 Processor Value Units (PVUs) License + SW Subscription & Support 12 Months
We also need to encourage our sellers to include a small service offering assisting with the deployment of these new FastBack licenses. IBM is also offering this encouragement to its field team, but please help keep an eye out for this.
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