IBM Systems and Technology Group

Oracle Exadata Storage and the HP Oracle Database Machine Competitive Seller Podcast
Mark Wulf Strategy and Business Development, Oracle IBM Systems and Technology Group Marty Carangelo IBM Oracle International Competency Center

2008 IBM Corporation

IBM Systems and Technology Group

Key Questions:

1. Is your customer an Oracle DB customer?

2. Does you customer currently have or are they considering implementing a data warehouse?

Oracle Technology Reps will be talking to your customer about an HP Oracle Database Machine

2008 IBM Corporation

IBM Systems and Technology Group

Competing Against HP/Oracle

Exedata ia an Appliance not Database Server which is what IBM offers
Advantages of HP Oracle Database Machine ???
Large non-OLTP environments Brute force scan operations (may requires redesign of query workload), Sequential scans Column selection Simple Star Schema join (many warehouses are really copies of Production Schema) Infiniband Storage bandwidth (existing storage technology can be used to increase bandwidth)

Disadvantages
A Single user is sequential. Add the second user, or more, and it becomes random Adding concurrent users or multiple concurrent query streams reduces the efficiency of brute force scan operations due to limited number of disk arms and optimization to disk throughput and sequential I/O. Data Warehousing requires heavy CPU and I/O infrastructure resources The more complex the query the more CPU and I/O required In order to take advantage a redesign of the query will have to take place
force processing back to the database tier which may be limited in processing power

Configuration limits scalability for very large and smaller data warehouses. Configuration limitations of disk and processing power make it difficult to optimize for different workload requirements Multi-tier architecture adds complexity for query optimization and requires additional DBA skills

2008 IBM Corporation

IBM Systems and Technology Group

Full Range of Data Warehouse Solution Options for IBM Systems and Oracle DB: Balanced Configurations
Custom
Flexibility for the most demanding data warehouse Benefits: High performance Unlimited scalability Completely customizable Industry-leading database and hardware

Reference Configurations
Documented best-practice configurations for data warehousing Benefits: High performance Simple to scale; modular building blocks Industry-leading database and hardware Available today

Oracle Optimized Warehouse

Validated and tested configurations. Sold via Business Partners Benefits: High performance Simple to buy Fast to implement Easy to maintain Competitively priced

Partitioning RAC

Partitioning RAC

Partitioning RAC

Pre-configured, Validated Flexibility

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2008 IBM Corporation

IBM Systems and Technology Group

Competing Against Oracle and HP

If you customer runs Oracle, Oracle WILL be talking to them about an HP/Oracle solution.
Going to all customers and selling aggressively into qualified prospects

They will cite bandwidth, benchmarks, and offer POC, (apples to apples comparisons!)
Deep discounts being offered Up to 25% on hardware and

50-70% on software Existing ELA for Oracle DB and RAC lowers costs Partial Exadata licensing to reduce cost Sell full hardware solution but only sell a portion of the software licenses for Exadata Storage Servers
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2008 IBM Corporation

IBM Systems and Technology Group

Call to Action
Ask 2 Key Questions: Running Oracle DB, Implementing DW solution
Engage! Dont be afraid to compete Challenge references and performance claims
Oracle has made very few details public Oracle has not published any industry-standard benchmarks

Keep track of Oracle activities in your account Register competitive engagement with Richard Gordon or Amy Westlake Educate customer on IBM offerings Deliver whitepapers Deliver cover letter and proposal

Dont let Oracle and HP lead the deal!

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2008 IBM Corporation

IBM Systems and Technology Group

New Analyst Reports

Comparative Analysis of IBM's Single Tier Solutions and the HP Oracle Exadata & Database Machine

For Internal IBM and on-request customer and business partner distribution
Value Proposition For Oracle Business Intelligence Deployments Cost/Benefit Case for IBM Power Servers, System x, and System Storage

Executive Summary: Cost/Benefit Case for IBM Systems and Storage with Oracle Business Intelligence Deployments
Gabriel Consulting: The Oracle-IBM Optimized Warehouse initiative finally gives small and mid-sized companies the same capabilities and tools that the big guys have, at a price that is much lower than competing solutions. Oracle & IBM: Big Time Data Warehouse, Low Price - August 2008

2008 IBM Corporation

IBM Systems and Technology Group

Who to contact and additional information

Richard Gordon (rdgordon@us.ibm.com) Amy Westlake (AWES@ch.ibm.com) IBM and Oracle International Competency Center or IBM and Oracle Joint Solution Center ibmoracl@us.ibm.com For more extensive competitive information on this topic

IBM Oracle On The Air Webcast - "Oracle Exadata Storage and

the HP Oracle Database Machine Competitive Seller Training" Check out the IBM Oracle Virtual University

Internal IBM Sales Kit

PartnerWorld Sales Kit

2008 IBM Corporation

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Trademarks and notes

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2009 IBM Corporation