View
223
Download
0
Category
Tags:
Preview:
DESCRIPTION
Bell Micro Channel Voice 2
Citation preview
www.bellmicro.eu
Plus important news on The Bell Micro Enterprise Solutions Centre, Partner ServicesSystems Management Practice, DataCore, McAfee, Maximation programme for ISV’s,Symantec Enterprise Information Security & Availability offerings amongst others.
ISSUE 2
Look out in this issue for:
A Green approach totechnology
What customersreally want
from a storagereseller?
IBM ChannelStorage Portal
Ways to Multiplyyour Enterprise
Storage Businessto the Power of 2
The changingface of
Enterprise Security
ChannelVOICEThe Enterprise Newsletter from Bell Micro
Thank you forvoting Bell Micro the
Storage Distributor of the year 2007 at the Microsoft AcesAwards. Our storage business
is going from strength-to-strength as we bring together a complete
set of solutions from a wide array of vendors to create the Bell Micro Enterprise
Storage proposition.
We’re aiming to
repeat this success in
2008 so whilst your Bell
Micro Account Manager is
well positioned to outline how we
can help, please also let them know
what more we can do to support you.
www.bellmicro.eu
2007 sees Bell Micro going from strength-to-strength in storagedistribution. Thank you again for voting Bell Micro the
Storage Distributor of the Year 2007 at the MicroscopeAces Awards, your support is very much appreciated.
This is indeed an exciting time for our storage business, as for the first
time we have brought together a complete set of solutions from our wide
array of vendor partners to create the Bell Micro Enterprise Storage
proposition. By bringing together what we see as the five key
components of storage technology; platforms, software,
fabric/infrastructure, UPS and professional services – we are now able to
provide total clarity around the vendor offer and focus for building a
successful storage strategy with your customers.This unified storage
approach allows our business partners to go-to-market with the most
complete storage message in the channel.
Bell Micro Partner Services is already delivering truly vendor
agnostic consultancy, specifying solutions that fit customer
environments exactly whilst leveraging advantages from all of the
available technologies.
Bell Micro Storage:Winning business
John Toal accepting theaward from the Editor ofMicroscope, Simon Quicke.
Five keycomponents
John Toal, Director of Enterprise Channel
www.bellmicro.eu
Give yourself somespace: Take advantage of the Bell Micro
Enterprise Solutions Centre (ESC)Open to all of our business
partners, the ESC is a
fantastic location and a
resource to help you secure
business. Whether you’re
looking for somewhere to
test a solution, train your
staff or deliver a technical
sales pitch the ESC can
provide all the room and
resources you require.
Talk to your Bell Micro AccountManager about how you can getaccess to the ESC and how we and ourvendor partners can help you to makethe most this resource or seewww.oneplaceforit.com
Bell Micro IBM System Storage Sales Class
Agenda:
• Introduction – Key solutions include Information Lifecycle Management, Business Continuity and Infrastructure Simplification
• Storage marketplace today• IBM System Storage disk products and solutions• IBM System Storage data retention solutions• IBM System Storage tape products and solutions• IBM System Storage Virtual Tape Server system• IBM System Storage SAN fabric solutions• IBM System Storage software solutions• Competitive Analysis• IBM Sales Resources• IBM Certification Test 748 evaluation
Duration: 1 Day(Dates are available in July)
Delivery Method: Classroom
Skill Level: Advanced
Overview:This 1 day course equips the students with key skills for selling IBM’s
SystemStorage portfolio by providing an in-depth understanding of
IBM products and solutions, the storage market space, and
positioning against competitors in each product family. Upon
completion of the course, the student should be able to identify,
validate, qualify, propose, and win IBM storage opportunities. The
student should also be well positioned for IBM Storage sales
Certification Test 748.
Who Should Take This Course:IBM Business Partner employees working in a Sales or Pre-sales
capacity or anyone who spends a significant amount of their time
selling and/or supporting IBM Storage products and solutions.
Pre-requisites:Students should have a basic understanding of storage technologies
and products.
Certification Program:This course prepares you to take IBM Certification Test 748 (IBM
Storage Sales, Version 8) to become an IBM Certified Specialist –
IBM Storage Sales, Version 8
Please contact yourBell Micro IBMAccount Managerfor more details on
0871 230 4500
www.bellmicro.eu
www.bellmicro.eu
with Bell MicroThe green debate touches every part of our society and theworld of IT is no exception. From both an ethical and
commercial point of view Bell Micro believes a greenapproach to technology makes sense for you and your customers.Technology and in particular datacentres have proliferated over the past decade
and it is indeed the datacentre that has become the chief culprit for IT CO2
emissions. Ever hungrier for power and capacity, the datacentre presents a
significant place to start with a greener approach to managing IT infrastructures.
The green debate is adding yet more impetus to the
arguments around consolidation and virtualisation as
well as favouring new lean and green technologies
such as blades with their advanced cooling, power and
management features. Green IT is also a great vehicle for IT
change within the business, be it moving to new systems
and processes or helping to reduce the IT cost base.
Over the coming months you will receive a lot more
information from us around this important topic. Much
of this will be in the form of material you can use to
raise this issue with your customers, perhaps
persuading them into new projects or providing scope
to generate positive PR from their own green IT efforts.
For specific advice or more information about how
Bell Micro can help you with GoinGreen contact your
Bell Micro Account Manager or email
goingreen@bellmicro.eu
Green IT: The facts speak for themselves
• IT advisory group Gartner estimates that most large enterprise organisationscurrently spend roughly 5% of their total IT budgets on energy, within fiveyears, that figure is set to triple
• A fully-equipped 30,000 square foot datacentre (which is a relative minnowby today’s standards) will consume enough electricity in a single year toresult in 44,000 tonnes of carbon dioxide being pumped into the atmosphere
• If left on 24x7 for one year, a typical PC system will consume 874 kilowatthours of electricity – enough to release 750 pounds of carbon dioxide intothe atmosphere and the equivalent of driving 820 miles in an average car
• According to the Columbia University Guide to Green Computing, if thepaper used each year for personal computing were laid end to end, it wouldcircle the earth more than 800 times
www.bellmicro.eu
Enterprise GatewaySecurityThe explosive growth of the internet haschanged the very nature of businesscommunication. As enterprises investever-increasing time and resources intoensuring network availability andperformance, the opportunity forcatastrophic failures due to securityholes becomes more prevalent.
The changing face of enterprise securityInitially, hackers were interested innotoriety. Today the motivation is profit.The result is attacks that stay out of thenews but not out of the data stream:while it took 20 minutes for anunprotected computer attached to theinternet to be infected in 2004, in 2007 ittakes just 60 seconds. Internet-enabledapplications and corporate intranets andextranets are now mission-criticalbusiness processes, and the bad guyshave become more sophisticated.Blended attacks like spam and phishinghave grown rapidly, while insertion ofmalware on internal networks and theconversion of corporate desktops intozombie computers give intrudersunfettered access to the most criticalelements of your infrastructure. Giventhe rapid changes in corporate ITenvironments, security on the gatewaymust have:• Proactive anticipation of threats to
catch them before they causedamage
• Integration across devices andprotocols to provide broad protection
• Bi-directional inspection of incomingand outgoing traffic
• Real-time global intelligence withmutual sharing of security intelligence
• Multi-layered defence thatincorporates multiple securitytechniques
Current approaches togateway securityThe core problem for organisationstoday is that most existing gatewaysecurity approaches suffer from one ormore of the following shortcomings:• Protection only against a
known universe ofproblems, which isineffective againstevolving and blendedthreats
• Disparate point productsfor various protocols –With the growth of varioustechnologies forcommunication over the web,companies have been forced todeploy standalone products thatperform limited functions
• Protection is limited to the datastream and lower-level protocol
For more informationon how Secure Computing
and Bell Micro can improve yoursecurity infrastructure, contact Mark Corrigan on 0871 230 4666 oremail mcorrigan@bellmicro.eu
Imperatives for enterprise gateway security
A comprehensive enterprise gateway security infrastructure should have:• Appliance-based delivery• Application and content awareness –The gateway needs a deep knowledge
of the underlying communication, an understanding of its context and theability to interpret the content
• Centralised policy, management and reporting• Bi-directional protection – The security gateway needs to scrutinise inbound
traffic in order to block bad traffic while simultaneously performing deepinspection of outbound content to protect against leaks of confidentialinformation or intellectual property
• Proactive protection – With the rapid increase in polymorphic threats, theability to know immediately what could be dangerous is imperative
• User management and education• Performance – As traffic volumes increase, the gateways must be able to
keep up and scale for performance• Resiliency – Security gateways should not introduce points of failure to the
mission at hand
As the way organisations use the internet continuesto evolve, their security infrastructure must adapt,says Andrew Philpott, Vice Presidentof EMEA, Secure Computing.
It took 20minutes for an
unprotected computerattached to the internet to be infected in 2004.
Now it takes 60 seconds
‘‘
’’
www.bellmicro.eu
Practice……makesperfect
Bridge the IT skills gap toaccess a wealth of SystemsManagement opportunity
Many of the key technology vendors havegone to market with Systems Managementsolutions, helping customers to effectivelycontrol their burgeoning IT estates andexploit their technology investments formaximum RoIT.
To ensure our business partners keeppace with this emerging marketsegment, Bell Micro has broughttogether a team of experts in thisfield to form our SystemsManagement Practice. Skilled atconfiguration, service delivery,operations and network managementthis team works seamlessly alongsideour business partners own teams todeliver effective SystemsManagement solutions into thecustomer environment.
For more informationon how Bell Micro canhelp you access thisbusiness, contact yourBell Micro AccountManager or the PartnerServices hotline on0871 230 4999.
Introducing theBell Micro SystemsManagement Practice
www.bellmicro.eu
DataCore adds the ‘Storage Server’ personality and functionality to standard servers in the same way that VMware transforms standard servers
into virtual machines.
DataCore software eliminates the barrier of high SAN costs whilst allowing users to obtain the benefits of server and storage consolidation,
meaning that for the first time, SME users can affordably enjoy the benefits of virtualisation. Over 85% of VMware server deployments require a
SAN for high-availability shared storage and DataCore dramatically shortens the sales cycle for these virtual infrastructure deployments. In many
cases, server consolidation frees up existing servers that can then be re-utilised within the SAN environment.
As the virtual storage layer, DataCore solutions complete a total Enterprise Virtualisation strategy offering your
customers:-
• Optimal, cost-effective, disk space utilisation and extra capacity
• Centralised storage management for Windows, UNIX, Linux, VMware, MacOS, and NetWare systems.
• Increased I/O performance
• Zero downtime
• Hardware independence giving agility and savings with present and future investments
• High availability, business continuity and disaster recovery
For further information, please contact Keith Joseph, DataCore on 01189 497024
Visit
www.datacore.com for
case studies; white papers
on the challenges confronting
virtual server deployment;
solutions and benefits; and find
out more on the SANvantage
margin-rich partner
programme.
Recommending Virtualisation?Don’t forget your storage…Let DataCore do to storage whatVMware does to servers.
DataCore Software – allowing you to deploy a tactical approach to storage virtualisation
that provides excellent product and service margins; enhances your consulting/services
account penetration; and speeds-up your server consolidation implementations.
www.bellmicro.eu
Datagate: The Next Inevitable Corporate Disaster?McAfee and Datamonitor Go Behind the Headlines toAssess the Impact of Data Loss
The motivation may be malicious, and the consequences can be disastrous. A tarnished reputation.
Weakened market position. Financial loss. Stiff fines and even jail sentences. And finally—complete meltdown.
Datagate: The Next Inevitable Corporate Disaster; revealed a widespread belief that a major security breach, even an unintentional one, could lead to
the collapse of a major corporation. The global research, conducted for McAfee® by Datamonitor, surveyed more than 1400 IT professionals at
companies with at least 250 employees in the United States, the United Kingdom, France, Germany and Australia. Thirty-three percent of respondents
said they believe a major data loss incident involving accidental or malicious distribution of confidential data could put them out of business.
The research also suggests that while awareness regarding the danger of breaches is high, the
problem continues to grow. Sixty percent of respondents said they had experienced a data
breach in the past year, and only six percent of respondents could say with certainty
that they had not experienced one in the previous two years. However, despite the
prevalence of breaches, enterprises are still devoting just a fraction of their IT
budgets to the problem. On average respondents spend just one-half of one
percent of their overall IT budgets on data security.
McAfee Data Loss PreventionMcAfee is the largest dedicated security company to offer comprehensive data loss prevention that addresses data loss perpetrated by insiders as well
as from external threats. We cover all sources of data loss—from roaming laptops to the network, from email and IM to USB flash drives and printers.
McAfee Data Loss Prevention provides multi-layered protection at the endpoint and the gateway to prevent data loss at work, at home, and on the
road. Even confidential data on guest laptops and non-Windows endpoints are protected.
Through the logging and analysis server, monitor real-time events, and generate detailed forensics reports. Apply centrally-managed, security
policies to regulate and restrict how your employees use and transfer sensitive data without interfering with normal business activities.
To request a copy of the full report or more information about McAfee Data Loss Protection contact: Anthony Westacott on 0871 230 4667
or email awestacott@bellmicro.eu.
Additional key findings from the research include:
• A data breach that exposed personal information would cost companies an
average of $268,000 to inform their customers-even if the lost data is never used
• Sixty-one percent of respondents think that data leakage is the doing of insiders,
and 23 percent believe those leaks are malicious
• Nearly half (46 percent) of respondents don't debrief or monitor employees after
they have given notice that they are leaving the company
• Twenty-three percent of respondents were able to estimate the total annual cost of
data leakage, and the average figure they gave was $1.82 million
• Respondents rated loss of intellectual property and financial information as the two
most valuable classes of data-with the average estimated cost of leaked financial
data reaching $1.68 million.
www.bellmicro.eu
Introducing the HP Server RGiving direction on HP BladeSyHP Integrity
www.bellmicro.eu
Get your slice of HPBladeSystembusiness in 2007
HP BladeSystemRoadshow July 2007
3 July – The Belfry, Birmingham
4 July – Marriot County Hall, London
At Bell Micro we always strive to make sure ourbusiness partners have access to the resources andexpertise needed to scope and win HPBladeSystem business. Reserve your space now atthese key upcoming blade events to see howVMware and Emulex work best in a bladeenvironment and a demo of HP SIM and HPBladeSystem working together.
Register for this event now at
www.cuttingthecomplexity.com
Route Planner:stem vs
Specifying either HP BladeSystem or
HP Integrity is no simple task.
To help you navigate which platform is
most appropriate to your customers
operating system (OS) and application
environment Bell Micro has created an
online server decision tool.
Easy to navigate the HP Server Route
Planner is available now at
www.cuttingthecomplexity.com
and
www.questioningyourintegrity.com
In addition to providing insight and
platform suitability for specific OS and
applications, this tool also links to a
variety of useful resources to add weight
to your business arguments.
www.bellmicro.eu
To encourage continuity for the reader, May 1st saw the launch of the Bell MicroMaximation programme. Maximation is a programme that brings togetherIndependent Software Vendors (ISVs), Business Partners, Key Vendors and Bell Micro. Through collaboration, Bell Micro creates cross-selling coalitions toenable reach into the channel that offers partners a simple and effective route to new business opportunities.
Key to the success of Maximation is recruiting, enabling and developing ISVs.
Recruitment:
Bell Micro is on a constant lookout for ISVs that qualify for Maximation. If the following qualification criteria are
met an ISV can qualify for the programme and benefit from the technical, creative and financial resource on offer:
• ISV application embeds IBM Software Informix, DB2, Websphere,Tivoli
• ISV application runs on a UNIX platform
• ISV application is ported to IBM system p server/intends to port within 3 months or
• ISV application drives large amounts of data which in turn drives a storage requirement
Enablement:
An ISV application usually addresses an acute end user need, but add to the equation a *Business Partner
(reseller) and see the scope of the solution broaden to include such things as managed services, the latest
and greatest hardware product (servers & storage), complementary software and hosting facilities. This
coupled with technical expertise, allows an ISV to offer a more comprehensive value proposition / solution
to their customer and this also increases the financial value attached to an opportunity.
*Maximation maps an appropriate Business Partner to each and every ISV who qualifies onto the programme.
A recent example of a latest and greatest hardware product is the new IBM UNIX server. IBM system p accredited partners receive
comprehensive training (from IBM) and in turn can enable an ISV to offer cutting edge technology along with their application.
On 22nd May 2007 IBM announced new ground breaking performance, flexibility and efficiency capabilities for its System p UNIX servers.
POWER6 provides enhanced performance, flexibility and efficiency.
Performance – Customers will see a 35-40% performance improvement
Flexibility – Allows customers to move workloads within and between System p servers to reduce
occurrences of total system downtime that affects service quality.
Efficiency – Reduced energy costs through highly optimised and capacity-utilised systems.
Allows for consolidation of even larger workloads resulting in further energy and resource savings.
Being on the Maximation programme allows an ISV to benefit from not just the latest hardware or software
product for their application to run on but also the expertise behind the deployment of hardware and
software, bringing a whole new set of value propositions that complement the ISV application.
Development:
Several ISVs have been
working with Bell Micro for
many months and
automatically qualified onto
the Maximation programme at
launch. In some instances as
with the ISV Baytouch
(REACHsuite application –
compliance solution for the
chemical industry) the
relationship is a mature one
and the marketing campaigns
have already delivered results
in the form of orders.
Baytouch is a good example
of an ISV that engaged early in
its ‘go to market’ strategy with
Bell Micro and benefited from
the technical, creative and
financial support from both the
Maximation team (as it is now)
and their assigned business
partner, PCS.
If you are an ISVor you know of an ISV
who could benefit fromthis programme, pleasecontact the Maximation
team atmaximation@bellmicro.eu
or call: 0871 230 4575today.
www.bellmicro.eu
Bell Micro is working with IBM and a growing number ofcomplementary vendors which include Symantec and Brocade,to bring you a solutions portfolio of products, services andtraining to help develop and support your IBM System Storagebusiness.
The Portal provides easy access to:
Bell Micro IBM Storage Community Events• Networking Events• Quarterly Storage Counsels ( Sales and Technical )• Training and Educational Events
Product Information downloads• IBM• Complementary Products
PromotionsMarketing Support
• Maximation and ISV programs• Marketing campaigns
Resource details• Sales information• Skills matrices• Useful Web Links• Technical resource library
Details of our Enterprise Solution Centre (ESC)Partner Specific Areas
• Exclusive initiatives for Programme members
The online portal will continue to evolve as we enhance anddevelop its content ensuring Partners derive real value from itsuse. In the short term we will continue to update ourcompetitive information and feeds and we plan to launch anenhanced member’s area, allowing partners to quickly developtheir own brandable proposals and marketing collateral.
To find out more about IBM Service Centre and join theSystem Storage Programme visit IBM Service Centre:www.ibmservicecentre.com or contact your AccountManager on 0871 230 4500.
IBM Service Centre is a new online portal from Bell Micro which provides afocal point for IBM System Storage resources to support the Business PartnerCommunity. IBM Service Centre is your portal and it’s our aim to make it easyfor you to access relevant information quickly and effectively.
www.ibmservicecentre.com
www.bellmicro.eu
Bell Micro was recently granted access to the final pieceof the Symantec product portfolio – the EnterpriseSecurity piece. While Symantec remain famous in themid-market channel for their Enterprise Vault andNetBackup products, their offering now covers a wide
range of information products addressing security and availability concerns. Thesecomplementary product ranges, covering infrastructure and information protection provide acompelling story for a growing number of customers in the mid-market.
Access AllAreas
Enterprise InformationSecurity
Guard and protect your customers’ enterprise
networks at the gateway, server, and client tiers
– helping ensure the integrity of the information
that powers business
• Compliance & Security Management
• Endpoint Security
• Intrusion Protection
• Firewall / VPN
• Virus Protection
• Content Filtering & Anti-Spam
• Security Appliances
Symantec also supply a wide rangeof security products targeted at theSMB market.
Enterprise InformationAvailability
Ensure maximum uptime and performance for
your customers’ storage, server, and client
systems – and bring organisational data back
in the event of a disaster.
• Data & System Protection
• High Availability
• Storage & Server Management
• Application Performance Management
• Client Management
Symantec also supply a range ofbackup and recovery productstargeted at the SMB market.
The Bell Micro Symantec team, headed up by Jamie Farrelly, and Bell Micro Security team are committed to help
develop your business by delivering a full service package of technical, sales, practical training and efficient
logistics. Our skilled specialists are available to extend your own capabilities, ensuring that you can deliver
everything your customer needs with a Symantec solution.
To understand in detail how Bell Micro can help your Symantec business, contact your Account Manager, or
Jamie Farrelly on 07770 210293.
www.bellmicro.eu
Hardware profits are diminishing.HP research carried out by IDC recently continues to point to a concerning trend for
the HP Channel: while storage capacity shipments remain set to double every two
years, the revenues we can expect to see from that capacity look to only grow at
around 2% per annum. Naturally, while the capacity requirements are increasing
at such a rate, the products themselves become more and more commoditised,
forcing down the prices and margins recoverable by channel partners.
Market growth isn’t in the tin. The healthiest growth in terms of both revenue and margin potential lie in the attachment of software and
services to the traditional hardware implementation – growing faster than the hardware at 9% p/a for
software and 4% p/a for services.
Business contributionConsolidation of supply chains to those providing real business contribution is increasingly common,
with contracts being won on perceived value rather than price. A supplier who can demonstrate their
ability to help a customer achieve their strategic goals, making a contribution to the profitability of
their business is far more likely to succeed.
Vendor focusesVendors’ long term strategies are focused on clothing hardware sales with software and service
products in order to maintain profitability and fund expensive R&D. This means the channel partners
who are focusing, showing investment and innovation in these areas become more important to the
vendors’ strategic planning.
What do customers really want from a storage reseller?Are you providing the service and value demanded by your customers?
Why should you ask the question?
How do you address this demand?This all makes sense, but putting plans into action often proves more difficult than the theory. Selling solutions and the contribution you
can make to your customers requires a mind shift and a fundamental change in behaviour for many reseller organisations. Bell Micro are
uniquely positioned to help our reseller partners make this transition with the help of
our HP Software Sales Specialist, Pre-Sales Consultants and initiatives such as
the Software Sales Academy. Bell Micro is the only UK distributor offering the whole
HP software portfolio for solutions sales.
Where to startFrom the vast range of software products available, Bell Micro has identified the
following two key deliverables for our resellers to take to market to breakthrough
key new storage opportunities:
• HP Storage Essentials Standard Edition
• HP Discovery Services
For further information, please check www.keepingsoftwaresimple.com orcall Martin Jackson on 07767 382345.
What makes a solution?
• Attach software
• Attach services
• Attach support
We’ve all been intrigued by Newton’s Cradle
and the way its steel balls react in absolute
symmetry with one another. It’s also a perfect
analogy for the partnership between EMC and
Bell Micro, which crystallises in the newly
launched Partner Programme from the two
companies. We asked Ian Stephens, Bell
Micro’s Open Storage Product Manager, to
explain more:
What is the EMC Partner Programme?In simple terms, it’s a collection of resources, skills and facilities
that combine to support partners who are serious about
capitalising on the far reaching opportunities created by EMC. It
combines all the benefits of the EMC Velocity Programme with
a host of value-added benefits from Bell Micro.
Why is the strap line of the programme EMC to the power of 2?Essentially the programme is all about synergy. The strap line
reflects the fact that both EMC and Bell Micro are resolutely
committed to supporting those partners who are serious about
margin-rich, EMC solutions business. Through the Programme
and our partnership we aim to multiply the potential of our
resellers to the power of 2, thereby creating real competitive
edge in this important marketplace.
Will it work?Over the last couple of years, Bell Micro has launched a series
of very successful Partner Programmes. By delivering exclusive
benefits in specific technology and solution
areas we’ve brought our vendor and
reseller partners closer together
for their mutual benefit. The
Bell Micro EMC Partner
Programme builds on
this proven track
record through an
initiative that I
believe is one of
our best ever.
Who can join the Bell Micro EMCProgramme?From Bell Micro’s perspective, the Programme is very resource
intensive and we have to restrict membership in order to
provide the quality and level of support that will make a
difference to qualifying resellers. Together with EMC we select
those resellers with the strongest go-to-market strategy and
growth potential. This involves existing EMC Velocity Partners -
and those with the potential to achieve accreditation - that are
committed to selling solutions.
What solutions are you talking about?It is important to remember that EMC delivers best of breed
applications and technology in every area of information storage
and management. EMC solutions are truly open, supporting
more platforms and more innovative protection, management
and security solutions than any other IT provider. Solutions scale
from small businesses right through to the enterprise sector with
options for every type of customer and environment at the right
price. The table opposite summarises what you can help your
customers to achieve with the help of EMC and Bell Micro.
www.bellmicro.eu
Helping you to help your customers to:
Store data via:
SAN: Symmetrix, CLARiiON, Connectrix
NAS: Celerra
CAS: Centera
Leverage data via:
Enterprise content management: Documentum
Information acquisition: Captiva, Acartus
BPM and collaboration: ProActivity, eRoom
Enterprise search: AskOnce
Optimise data via:
Virtualisation: VMware, Rainfinity, Invista
Information management: Legato, Documentum, Infoscape
Resource management: ControlCenter, Smarts, nLayers
Protect data via:
Array replication: SRDF, MirrorView, etc.
Backup to disk: Legato
Data de-duplication: Avamar
Continuous data protection: Kashya
Security: RSA, Authentica, Network Intelligence
Multiply your enterprise storagebusiness to the power of 2
How can resellers benefit from theBell Micro EMC ProgrammeThe short answer is, in many ways. We have
produced a guide to the Programme that details
everything – copies are available from your Bell
Micro account manager. Members of the
Programme gain access to an exclusive set of
benefits that can save money, help them to
deliver sales and technical skills in-house and
achieve real competitive edge. The
Programme is centred on providing the
knowledge, tools and resources needed to
generate margin-rich EMC solution
business while providing useful
networking opportunities and the chance
for resellers to raise their profile within
EMC. The table below provides summary
of the benefits.
Is there anything else that you wouldhighlight about the Programme?One of the key benefits of our Programme is undoubtedly
the access resellers gain to our Partner Services. This team
has a list of EMC accreditations as long as your arm,
creating the capability for any partner to deliver enterprise
storage solutions.
How do Ifind out more?The best starting point is our
newly published guide to the Bell
Micro EMC Partner Programme.
For your copy, simply contact your
Bell Micro Account Manager or any
member of our Open Storage Team on 0208 286 5000.
The Bell Micro EMC Partner Programme is one aspect ofour overall Open Storage capabilities. As the graphicbelow summarises the full extent of these capabilitiescan add considerably to any reseller. To understand howwe can help you enhance your capabilities in this criticalarea of the market, contact your Bell Micro AccountManager or any member of our Open Storage Team.
www.bellmicro.eu
Priority access to EMC pre-sales specialists
An increased profile within EMC
Closer engagement with Partner Services
Full utilisation of our Enterprise Solution Centre
Exclusive marketing programmes
EMC promotions and initiatives exclusive to
Programme members
Invitations to all Bell Micro sales, pre-sales training
sessions and technical roadshows
Unrivalled access to EMC skills, expertise and
resources
Genuine differentiation over non-member resellers
Regular communication on EMC updates
Priority access to account support
www.bellmicro.eu
Bell Micro offers seamless installation and implementation of EMC information infrastructure solutions
Following the attainment of EMC
Authorised Services Network (ASN)
Installation and Implementation (I2)
certification, Bell Micro is now certified
to install and implement the EMC
CLARiiON UltraScale family of midrange
networked storage solutions. This
important certification has been secured
through Bell Micro’s Partner Services
Organisation. Resellers can market Bell
Micro’s Partner Services as their own,
effectively outsourcing or supplementing
their own technical services business.
With the new EMC certification in place,
resellers can now offer for the first time a
complete EMC midrange storage service
to end-users – drawing on the
investment and commitment of Bell
Micro. Commenting on the
announcement, Nigel Dunn, Director of
OpenStorage at Bell Micro said:
“Our aim is to take EMC to a new
level within the channel. In
support of this goal we
have invested heavily in
EMC and their leading
information
infrastructure
products and
expertise and are
proud to be
recognised as an
ASN I2 certified
partner in the UK. This
is great recognition of
our commitment to EMC
and Bell Micro’s ability to
implement and integrate complex,
information infrastructure solutions
within multi-vendor IT environments.”
Bell Micro achieves EMC ASN I2 certification
New rules for ASN accreditationBell Micro will have been ASN accredited for over 18 months by the time the new requirementsfor ASN become live in July 2007. As we became ASN under the more stringent rules, we havea background of using Implementation Engineers certified to the higher ‘Expert’ level as wellas those certified to the ‘Specialist’ level required by the new regulations.
This higher level of certification means that Bell Micro have Implementation Engineers whocan work on the whole CLARiiON range, from the installation of hardware through to the fullimplementation of complex multi-site solutions.This coupled with Bell Micro’s experience of multi-vendor servers and software means wehave the people, processes and technology in place to provide you with design, installationand configuration services for complex customer solutions.
Resellers interested in EMC infrastructure solutions or the support of Bell Micro can find outmore by calling the Partner Services Hotline on 0871 230 4999 or emailing pss@bellmicro.eu orvisiting www.partner-services.co.uk.
Tony Fitzpatrick,
Director, CSPA Partnerships and
Alliances, reinforced this view
when commenting that:
We are thrilled that Bell Micro UK has made
the investment in the EMC Authorised Services
Network to deliver implementation and installation
services around EMC CLARiiON networked storage
solutions to its reseller community. We are
impressed by the skills and expertise of the Bell
Micro Partner Services Organisation and we
are confident they will deliver quality
services to both their resellers and
end-users.
‘‘
’’
CheetahInformix Dynamic Server v11.10
Cheetah, or IDS 11.10, is the latest major upgrade to IDS and
reinforces IBM’s commitment to the Informix database. Cheetah
offers availability, performance and manageability
improvements, as well as significantly enhanced
security features – vital for mission critical
applications. Enhanced scalability in Cheetah
means customers’ hardware requirements
stay low – helping keep down the costs
of the system.
This new IDS release also has
improved administration tools –
combining high availability with ease
of use, which is ideal for customers with
multiple locations and limited technical resources at each site.
These admin features combine to provide a lower cost of
ownership and deployment and with Cheetah’s very
low “set it up and forget about it” capabilities
DBAs can focus on business oriented
tasks rather than database admin.
Upgrades from IDS v9 and v10 are
free of charge to supported
customers, while a chargeable
upgrade is available for supported
IDS v7 users.
IBM’s latest version of Informix Dynamic Server, code-namedCheetah, is released this summer.
www.bellmicro.eu
Please contact the IBM software team
on 0871 230 4845 for more information on Cheetah.
www.bellmicro.eu
How to get in touch25 Wellington Business Park, Dukes Ride,
Crowthorne, Berkshire RG45 6LS
T: 0871 230 4500 F: 0871 230 4994
Block 1, Millbank, County Dublin
T: 01 601 5024 F: 01 621 3369
2 St. Crispin Way, Haslingden, Lancashire BB4 4PW
T: 0871 230 4500 F: 0871 230 4501
Nepshaw Lane South, Gildersome, Leeds LS27 7JQ
T: 0871 230 4800 F: 0871 230 4848
Cox Lane, Chessington, Surrey KT9 1SJ
T: 020 8286 5000 F: 020 8286 5056
New startersFinanceLorna Brownbridge Management Accountant
Partner ServicesMandeep Singh IBM Consultant
EnterpriseGraham Hutchinson Account ManagerKevin Davis Account SupportNeil Davis Operations ManagerSophie Manuel Marketing/Order Management
Administrator
HRHayley Mitchell HR Administrator
IrelandJohn Williams Account Support
It’s all about
getting the customer
to value Bell Micro’s
Partner Services advice
and experience within
the IT
marketplace.
Growing an IT service business
Partner Services are now
approaching Bell Micro’s clients with
a far more consultative approach,
understanding both short and
long term customer
objectives. Understanding
their business before
presenting our skills
is paramount to
long term
partnerships and
success.
Once we understand our customers
needs, objectives and goals, we are
able to fit the various services
to match these, be it
through The Associate
Model, the Technical
Academy or our
multitude of vendor
accredited skills.
Throughout the last few months, Partner Services Sales has been going through various changes with regards to
our customer presentation accreditations approach. We have found that it is becoming less and less effective
just listing our skills sets and accreditation, our customers are gaining true tangible benefits from understanding
our approach to growing a services division within a business.
For further information, please contact your Account Manager or the PartnerServices Hotline on 0871 230 4999 or email pss@bellmicro.eu
Recommended