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Bell Micro Channel Voice 1
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www.bellmicro.eu
Bell Micro is committed to helping
partners achieve more byproviding support at every
stage of the technologylifecycle – from design to
deployment. In each issue ofChannel Voice, we highlight
specific ways in which Bell Micro can enhance
your business.
Plus important news on EMC, IBM, Symantec Enterprise Vault, HP BladeSystem& HP-UX, Secure Computing amongst others.
ISSUE 1
Look out in this issue for:
Details of our HP SoftwareAcademies
Ways to increaseyour IBM service
capabilitiesovernight
The route to more ISV
business throughour Maximation
programme
A step up the vitualisationand automation
ladder
The great new incentive
for Support Plus
ChannelVOICEThe Enterprise Newsletter from Bell Micro
www.bellmicro.eu
Whether you are a vendor, a business
partner or an ISV, Bell Micro is here to help
you to achieve more. More sales, more
profit, more customers, more skill, more
services. Through every level of our
organisation from senior directors and
account managers, through the technically
skilled account support, pre-sales and partner
services teams, to the marketing, logistics and finance
teams, our business is about helping you to achieve more
from design to deployment.
As many organisations have experienced over recent years with the
extensive consolidation of the IT channel, the integration of two large
companies and the launch of a new brand name brings a testing time at all
levels of the organisation. I hope that you agree with me that the launch of
the Bell Micro brand has been a positive influence on the business and that
we have continued to bring you high levels of customer service.
Welcome
January 2007 saw the launch of Bell Micro, the joining of OpenPSL and Ideal Hardware.
The mission, vision and values forthe new organisation are clear
The Enterprise Channel of our business is looking forward to big things in 2007and we look forward to achieving more with you.
Yours faithfullyJohn Toal, Director of Enterprise Channel
Your sales teamwork hard to get infront of customers andtalk about technologysales, but are they missingout on something bigger? All toooften there is a bigger, broadersolutions-led opportunityhidden behind a simpletechnology sale. Our HPSoftware Academy focuses onproviding a sales approach that offers margin improvements allied to enhanced customerrelationships. Similar events held across Europe in 2006 have generated outstandingfeedback and bottom-line benefits, representing over £25m incremental revenue of which£6m+ has already closed.
Registration closes March 23. Places are limited. Should the
course be oversubscribed, further sessions will be scheduled
throughout 2007.
To book spaces for your team,
please visit www.keepingsoftwaresimple.com
to register your interest online.
www.bellmicro.eu
Get more out of everydeal that you win
Attend The HP Software SolutionsPartner Academy April 16-18 2007
www.bellmicro.eu
The pressure on organisations to protect andmanage data has intensified with the recentgrowth in unstructured data and the reliance on email to communicate and exchangedocuments. Many companies now consideremail to be mission critical. In fact, recentstudies suggest that email and othermessaging applications store as much as 75% of a company’s intellectual property.
So, how do organisations protect their email data when email is
expected to be available 24 hours a day, seven days a week?
And what if a legal challenge requires IT to find files and email
related to last quarter’s earnings? With little extra time to
maintain backup windows, IT administrators are challenged to
meet stringent business requirements. Also, in spite of
exponential data growth and increasing user demands for data
recoverability, IT budgets remain flat.
Symantec Enterprise Vault software answersthese challenges.
Managing millions of mailboxes for thousands of customers
worldwide, Symantec Enterprise Vault provides an intelligent
archiving platform that stores, manages, and enables the
discovery of corporate data from email systems, file server
environments, instant messaging (IM) platforms, and
collaboration and content management systems. Because not
all data is created equal, Enterprise Vault utilises intelligent
classification and retention technologies to capture, categorise,
index, and store target data to enforce policies and protect
corporate assets while helping to reduce storage costs and
simplifying management. It also provides specialised
applications, such as
Discovery Accelerator and
Compliance Accelerator,
that mine archived data to
support legal discovery,
content compliance,
knowledge management,
and information security
initiatives.
For further information on Enterprise Vault 7.0 contact
your Account Manager or call the Symantec Team on
0871 230 4847, alternatively email
Features and benefits
• Automate mailbox management: Free users from quota
frustrations without compromising Microsoft® Exchange
performance and reliability.
• Optimise storage consumption: Archive email and
documents intelligently to optimise storage utilisation,
reduce backup windows, and minimise costs.
• Eliminate PST headaches: Remove the problems of storage
consumption, backup, security, and stability inherent in PST
files.
• Enable faster backups and improve disaster recovery:
Centralise the management of email content to help ensure
faster backup of Exchange and controlled recovery in a
disaster.
• Implement intelligent archiving: Give context and insight into
archived content, filtering out non-critical material.
• Archive for legal and
compliance: Archive and
retrieve email and other
business content to meet
legal and regulatory
compliance requirements.
Symantec Enterprise Vault 7.0Store, Manage and Discover CriticalBusiness Information
www.bellmicro.eu
Bell Micro are the only IBM distributor able to provide implementation services for System p, Tivoli and System Storage hardware platforms. We have invested heavily in our IBM team and now have 4 dedicated, certified IBM Specialists. We can help you to maximise your business opportunities and profit margins by providing a cost effective, IBM trained, alternative to creating or expanding your own IBM professional services team.
We also provide dedicated services sales and project management teams, both of which serve to make quoting and delivering these services as easy and as profitable as possible.The quality of what we deliver is paramount, and with that in mind our services are offered through one of four pricing models, all aimed specifically at the resale market;
A brief synopsis of each is covered below:
Time and Materials only covers having an engineer/consultant(who is capable of delivering the service) on site for the agreeddate(s). The client pays for the engineer/consultant irrespectiveof whether their (reseller) objective is met. This is mostapplicable to engagements where the reseller believes that theservice should take a specific amount of time.
Partner Services Packaged Services are a comprehensive rangeof pre-defined services to help the channel community sell services in a quick and efficient manner. The benefit to you and yourend-user is that these services are delivered on a fixed-price basis so you are not exposed to any of the risk of the project over-running. An example of this service would be the installation of a System p server where we have a pre-defined scope of work,pre-requisites, price and documentation. Additional Packaged Services are being created around high-end disk and tape, Tivoliand Informix product suites.
Fixed price projects concern having a set deliverable but do not make reference to the number of days involved (i.e. the exactopposite of T&M). Here Partner Services owns the deliverable irrespective of the number of days that it
takes to sign the project off. These engagements involve extensive Project Management to manageboth the risks and cost of the project – enabling Partner Services to successfully deliver the project
against the agreed deliverable.
The Associate Service is ideally suited as an alternative option to both the IT contractormarket and permanent recruitment. The service overcomes many of the pitfalls associatedwith these resourcing options by offering a permanently employed Bell Micro consultant atcontract market rates.
Should you want to investigate any of these opportunities further, please contact MattJarvis, IBM Services Sales on 07979 954817 or e-mail [email protected]
Increase your IBM Service capabilitiesovernight!
1 Time and Materials/labour-only
2 Packaged Service
3 Fixed Price
4 Associate Service Packaged Services are available aroundthe following technologies:
• IBM System p installation
• IBM Basic SAN Installation
• IBM SVC Implementation attach array with up to 2 new hosts
• IBM SVC Implementation attach array with up to 5 new hosts
• IBM SVC Implementation attach array with up to 10 new hosts
• IBM Tivoli Storage Manager Server Installation
• IBM Informix Database Administration
www.bellmicro.eu
Latest Product Announcements from Secure Computing – the leader in Enterprise Gateway Security
For more information on both product announcements please visit: http://www.securecomputing.com/press_releases.cfm
or call Mark Corrigan at Bell Micro on 0871 230 4666 or email [email protected].
Secure ComputingIntroduces Sidewinder 7.0Secure Computing Corporation recently announced
Sidewinder 7.0, the industry’s first and only firewall
to incorporate reputation technology to provide
proactive and reliable protection. In addition to the
integration of the TrustedSource reputation system,
Sidewinder 7.0 includes significant enhancements
for performance, policy management and overall
security.
In the coming weeks and months we will be taking
several steps to bring you up to speed on the
Sidewinder 7.0 release including:
• New Sidewinder 7.0 web site and related sales
tools
• Channel Webcast – training on Sidewinder 7.0
and sales tools update
• Sidewinder 7.0 Pricing and SKUs
• Special Migration Programs for CyberGuard
Classic Customers
• Sidewinder 7.0 Demo Video – Now available,
this demo video contains three important
sections for you to use when prospecting for
new customers and discussing Sidewinder 7.0
with existing customers:
- Secure Computing Introduction – by John McNulty
- Sidewinder 7.0 GUI Demo – by Paul DeBernardi
- Sidewinder 7.0 Attack Demo – by Darrell Kesti
Secure Computing DeliversWebwasher 6.5 IntegratedWeb Gateway SecurityAppliance Secure Computing Corporation announced
Webwasher 6.5, the industry’s first and only
reputation-based Web gateway security solution.
Webwasher 6.5 delivers reputation-based URL
filtering for corporate users surfing the Web, and
provides bi-directional protection for enterprise
networks to stop inbound threats such as spyware,
phishing or other malware, and prevent outbound
threats related to sensitive data leaks.
As part of Secure Computing’s vision to provide
comprehensive enterprise gateway security,
Webwasher 6.5 incorporates global intelligence
from the company’s industry-leading reputation
system, TrustedSource. Like a credit agency
provides credit scores to enable reliable commerce,
TrustedSource provides source-based reputation
scores for URLs, domains and IPs as content-
based reputation scores for web page content,
messages, attachments and images. Using this
real-time scoring, Webwasher 6.5 allows
organisations to detect and prevent security threats
such as spyware, phishing or other malware.
HP are making good on their promise to help their
customers to build the ‘adaptive enterprise’ by
making strong moves towards mission critical
virtualisation and even greater automation
capabilities in the latest HP-UX 11i V3 release.
This version of the platform combines powerful
virtual-workflow flexibility with an extended HP Virtual
Server Environment (VSE) featuring dynamic memory
migration and HP Virtual Partitions.
The new HP Roadmap for version 3 of HP-UX 11i and the introduction of two new HP
Integrity servers signals HP’s commitment to engineering the platform for future
investment. The new HP Integrity BladeSystem and HP Integrity rx2660 take HP-UX
into the SMB space opening up the low-end market momentum around UNIX to HP’s
channel partners.
For your UNIX customers HP-UX 11i V3 is proof that HP is expanding it’s investment in this
core technology and is delivering a version of HP-UX that delivers up to 35% software-
upgrade performance and 50% reduction in total cost-of-ownership.
Make sure your sales team has access to
everything they need to know about HP-UX 11i v3,
by contacting your Bell Micro Account Manager or
visiting our microsite at
www.questioningyourintegrity.com
www.bellmicro.eu
HP-UX 11i V3It’s here and it’s a chance for your customers to take a giant step up the virtualisation and automation ladder
www.bellmicro.eu
Solutions led business is at the heart of the Bell Micro Enterprise philosophy and with this in mind we are pleased to announce a new programme for ISV’s in the channel.
Bell Micro are no strangers to the ISV community, having already operated two successful ISV programmes over the past two years. The
new Maximation programme from Bell Micro brings these initiatives together, providing our ISV partners with a powerful, simple route to
new business. Maximation is about creating strong solutions propositions between ISV’s and our channel business partners. Developed
in conjunction with IBM, this programme is open to any size of ISV, whatever their current level of channel activity. The scope of
Maximation means the we are able to nurture and grow new ISV partnerships whilst at the same time we can help even the most
channel-focussed software vendors to extend their market reach and pipeline.
This programme is all about providing the human and financial resources to deliver ISV marketing campaigns, lead generation and
practicalities such as training that are fundamental to building successful partnerships with resellers.
For more information please contact your Bell Micro
Account Manager or visit
www.maximation.eu
Introducing
The Bell Micro Vendor Services team support over 3000 contracts through some 350 Resellers. Our dedicated IBM Services team
includes an Upfront Attach Specialist, a Business Development and Backup Specialist and a dedicated Renewals Manager. This team
have the expertise to assist you in enhancing your offering to customers by providing advice on maximizing Services attach to the
proposed hardware and software purchases. Add value to your customer, by reducing the number of contracts and making it easier for
them with IBM’s Multi-vendor support – one contract and one point of contact for all your clients’ infrastructure (i.e. IBM/Cisco/HP/Sun).
Increase revenue, margin and customer loyalty by building
additional support services into your offering:
• Support Line (SL) covering AIX, Windows and Linux
• Remote Technical Support (RTS) covering Storage and SAN
• Enhanced Technical Support (ETS) to provide system
wide Proactive Support
IBM also offer ongoing channel programs in order to
help you WIN!
For more information on how to win with IBM services
please contact Chris Hoyle 0871 230 4624.
Bell Micro makes it easier with IBM Multi-Vendor
Support
The focus IBM Services has on supportingyou and your clients is exceptional:
• IBM has the largest and most highly trained technical resources
anywhere in the UK
• Engineers have access to over 44,000 parts strategically located in
the UK – annual parts usage that is more than the turnover of
some UK maintainers.
• Advanced remote diagnostic and recovery tools – 40% of the calls
are resolved remotely with no need for an engineer to visit.
• Flexible ways to contract – providing superior warranty cover on
service levels, service type, and service terms.
www.bellmicro.eu
IBM has assumed a market leading position in storage, delivering technology that answers all the
critical business issues. We want our business partners to have full access to this proven
technology, becoming the first to take it to market and enjoy genuine competitive
advantage in a dynamic and proliferating market.
The IBM System Storage Programme is all about cementing the relationship
between Bell Micro and those partners best placed to build new storage
opportunities. By committing to work with Bell Micro, members gain
access to an exclusive set of benefits. These unique advantages can
save you money, deliver sales and technical skills in-house and offer
you a real competitive edge. Programme benefits focus on
providing the knowledge, tools and resources needed to generate
margin-rich business, whilst providing useful networking
opportunities and the chance to raise your business profile within
IBM. All of these benefits are designed to help your business
capitalise quickly and easily on the broad ranging opportunities
presented by IBM System Storage technology.
Bell Micro provides channel partners with all the skills and
services necessary to identify, win, implement and support IBM
System Storage business. IBM recognises this market leading
status by working with us to make
unprecedented resources available, including
their support for this initiative.
For more details on the programme benefits
download a programme guide from
www.ibmservicecentre.com
How to sign up to the programmeThe Programme is designed for people who are
serious about investing in and developing their
IBM System Storage business. To participate,
prospective partners must demonstrate their
commitment, through an agreement to work
exclusively with Bell Micro and by completing a joint business plan for storage technology.
To take advantage of the many benefits, or to discuss the opportunity further, contact your
Bell Micro IBM Account Manager on 0871 230 4500
IBM System Storage members benefit from:
• Priority access to Bell Micro pre-sales and account support resource
• Exclusive training sessions
• An increased profile with IBM
• Extensive marketing support
• Priority access to our Enterprise Solutions Centre for demonstrations,
testing and proof of concept excercises
• Exclusive access to Bell Micro incentives and promotions plus
exclusive initiatives for Programme members
• Access to System Storage ISV Solutions
• Participation in a Quarterly Storage Counsel
• Priority access to Bell Micro Partner Services and preferential pricing
Bell Micro IBM System Storage Partner ProgrammeSupporting your System Storage needs
www.bellmicro.eu
HP OpenView TechnicalAcademy what our students say…
What we say…
Tom Prudden
I finished my degree and completed my dissertation in June; starting at the academy a week later.
The course was very intensive, but also highly rewarding and enjoyable. The instructor led tuition gave me an insight into
the kind of career the academy could lead to, as well as an insight into how the industry is structured. The final week of the
Academy focused on some of the Soft Skills we would need as consultants and featured some very valuable advice and training.
My job at Bell Micro is highly rewarding and very different to anything else I have done previously. The nature of the
software and the consulting role ensures the job always remains challenging. The opportunities for further training and
growth also allow me to expand my skill set and further direct my career. I can highly recommend the Academy to other
students and companies who are looking for HP OpenView Specialists. It’s a great scheme which benefits both sides and
strengthens the industry.
Giving a foot onto the ladder of success to Academy graduates has proved to be a ‘win win’
situation for Bell Micro.
We took two graduates from the HP Openview Academy last summer and both are performing
well and are ahead of targets we initially set. They have proved an excellent early ROI with
revenues generated in the first four months outweighing any initial costs.
Academy graduates want to prove their worth: they are eager to learn and willing to give
something back.
I would recommend the Academy to anyone thinking of recruiting new blood.
Ben Abraham, Practice Manager
If you would like further information in recruiting an Academy graduate, contact
Georgina Leadbeater on 0871 230 4536 or e-mail [email protected] or check out
the Academy microsite at www.thetechnicalacademy.com
This summer sees the doors opening on the second HP OpenView
Technical Academy. With students recruited and ready to learn, the
Academy is geared up and ready to build on last years successes.
Simon Hüber
I used to be a mechanic for a Volkswagen/Audi dealership in Milton Keynes. I did an access course and then my degree in
Computer Networks for Business, a four-year sandwich degree course at The University of Central England in Birmingham.
The Technical Academy has enabled me to go straight out of university into consultancy. As trainee consultant I can already
tell that I have started my career and not just found a “job”. My company is committed to keeping staff up-to-date with
training and industry certifications, on my first day I was booked on a further two courses. Since joining the company I have
spent a lot of my time engaged in a Systems & Management project for a large financial services provider. I have gained so
much knowledge and experience in such a short space of time and am eager to build on this in the future. Last month I
was selected to spend a week in Budapest on a CCM (Change and Configuration Management)
Train the Trainer course. I hope soon to be involved in rolling out training through the Channel.
Antony Young (far left), Simon Hüber and Tom Prudden.
Following
the success of the HP
OpenView Technical Academy,
Bell Micro have now launched
the IBM Storage Management
Technical Academy in collaboration
with IBM.
For further information, please
contact Georgina Leadbeater on
0871 230 4536.
‘‘
’’
Virtualisation with HP BladeSystem and VMware
www.bellmicro.eu
For more information please contact
your Account Manager or visit our
microsite www.cuttingthecomplexity.com
The pressure to ‘do more with less’ is thereality of modern IT strategy. Part of theresponse to this issue is the rapid emergenceof virtualisation technologies that extendcapacity, enhance efficiency and improveresilience. Ensuring that our channel partnersare able to provide effective virtualisationadvice and solutions is a key business driverfor Bell Micro.
Virtualisation is an approach to IT that pools and shares
resources so utilisation is optimised and supply automatically
meets demand. To achieve this, a holistic approach is used
through the integration of people, processes and technologies.
This new virtual view of the resources is not restricted by the
implementation, geographic location or the physical
configuration of underlying resources.
Traditionally, data centers have used dedicated servers for each
application within an enterprise, while most server capacity goes
unused. Average utilisation rates of 20 to 30 percent are not
uncommon and contribute to high costs and wasted IT resources
and funds. By pooling and sharing resources, utilisation is
optimised and supply automatically shifts to meet demand.
Virtualisation technology delivers transformative capital and
operating costs savings as well as increased operation
efficiency, flexibility and IT service levels.
VMWare from HP
VMware from HP is a comprehensive suite of VMware
virtualisation software designed to virtualise and centrally
manage your HP ProLiant servers. As part of the ProLiant
Essentials range – Virtualisation Management Software
(PEVMS) is an optional bundle with VMware Infrastructure
products. HP now includes standard 1-year 9x5 unlimited
technical software support and updates for all VMware
software licenses.
Key benefits of virtualisation:
• Increases hardware utilisation and reduces hardware
requirements
• Reduces cost per rack space and power costs
• Decreases labour cost by simplifying and automating labour
and resource intensive IT operations
• Enables continuous uptime and non-disruptive maintenance
of IT environments with live migration of entire running
systems
• Improves responsiveness to business needs with instant
provisioning and dynamic optimisation of application
environments
Why HP BladeSystem c-Class is thebest platform for VMware
• Each enclosure is already built for a 16 server VMware farm
• Choice of 2 or 4 processor server blades
• Choice of dual-core and quad-core
• Choice of Intel or AMD processors
• Supports Ethernet, Fibre-channel and Infiniband switches
• Full redundancy (servers, interconnects and power)
• No single point of failure
• Intelligent Infrastructure for easy & time-smart management
www.bellmicro.eu
Open StorageOpen for Business!
Bell Micro’s Open Storage business unit delivers a diverse range of technologies to help our reseller partners to deliver what end-user
customers require in the datacenter – from disk arrays, to fabric and switches, management software, UPSs and professional services.
The largest part of the Open Storage business in the UK is our EMC practice. Bell Micro occupies a leading position in EMC’s
distribution channel and is set to grow by 30% in 2007. With the forthcoming re-launch of EMC’s Velocity Programme and Bell
Micro's own EMC specific Partner Programme, we are combining to deliver a host of value-added benefits to partners looking to
capitalise on Enterprise storage opportunities.
If you would like to know more about how our EMC team, or any of our Open Storage team, can work with you to build a
new revenue stream or to develop your existing business, please contact your account manager or call the team directly
on 0208 286 5000.
The key people for you to know in the EMC team are:
• Nigel Dunn Head of Open Storage
• Matthew Earle EMC Hardware Business Development Manager
• Dan Laycock EMC Software Business Development Manager
• Tom Segeren EMC Contract Renewals
• Ian Stephens EMC Product Manager
• Peter Springfield EMC Pre-Sales
• Reg Hall EMC Pre-Sales
PlatformsFabric/
infrastructure
www.bellmicro.eu
Informix in the City
Bell Micro, working in tandem with IBM and key business partner Oninit, are pleased to announce
an exciting new initiative to grow and develop the IBM Informix arena.
Working exclusively with IBM, this new programme will be focused on a web-portal at
www.informixcity.com and is intended to bring renewed energy to the Informix community,
providing a strong focal-point for Informix resources, expertise and informed opinion.
The site is targeted at ISV’s considering an Informix activity and channel partners
who are looking for Informix applications and solutions partners.
Demonstrating the importance of the Informix brand within IBM and
the channel, we hope this web-portal will become a habitual
point-of-reference for Informix developers, delivering extensive
value-add to subscribing users including; IBM downloads
and information and a qualified knowledge forum for
easy access to other Informix developers
experiences and insight.
With over 20,000 users worldwide and an
unrivalled pedigree in complex data
handling, Bell Micro are confident that
Informix IDS represents a solid
platform investment for IBM
software partners and will work
closely with IBM and Oninit to provide
the tools, training and access to IDS
technical skills that will make an
Informix project viable.
A whole new storyline for IBM Informix
Take a look at www.informixcity.com for a more detailed
perspective on programme delivery or contact your Bell
Micro Account Manager to understand how you can
access this Informix resource.
www.bellmicro.eu
How does it work?
Support Plus Upsell – key customer features and benefits
Let’s play Support Plus Dominoes*Incentive running from 1st February – 30th April 2007
Earning points – the domino system
HW4hr
SP SP24SW
STS +LTU
HW4hr 9x5
HWNBD
HW4hr 13x5
No h/wcontract
No s/wcontract
SWLTU
So for example, if a customer has currently got a
Hardware contract (HW with NBD (Next Business Day
response)) and you manage to upsell to Support Plus,
you would qualify for a total of 6 points as per the 2nd
domino under SP.
Points are claimed as a ratio to revenue thus giving
parity among Partners.
Reward to the successful Partners at end of Awareness
Campaign (April 30th 2007)
Partners can then reward internally in line with company
policy.
*T’s & C’s apply, for a copy, please e-mail [email protected]
These services combine features from theHardware Maintenance on Site, Software TechnicalSupport and Software Updates portfolio:
• 4 hour onsite Hardware Support
• 2 hour response Software Support
• Choice of coverage hours ( Monday to Friday 8am to 9pm or 24 x7)
• License to Use
• Software Updates
• Electronic Access/ ITRC
Reasons for consideringSupport Plus/Support Plus 24
Object of the gameTo raise awareness and increase the volume of Support Plus
(SP) and Support Plus24 (SP24) sold by each partner by the
upselling of existing support to SP or SP24 i.e. H/W or S/W
only to SP or SP24
What’s in it for you?• Increased revenue and margin via the support contract
• Increased customer loyalty
• Increased customer satisfaction
• 1st prize of £2000, 2nd £1500, 3rd £1000 and 4th £500 via
the incentive
For further details of how to get involved in the Incentive or
to discuss your Support Plus opportunities, please speak to
the Vendor Services Sales team on 0871 230 4615.
You will experience the full value of HPs’Reactive Hardware and Software supportand will also see the benefits of:
• Software License compliance is maintained, ensuring
legal peace of mind.
• Your system managers will be notified when new
software releases are available
• Cost benefits due to subscription savings on software
updates
• Escalation management
• Increased system uptime
• Increased return on IT investment
• Single point of contact for Hardware and Software issues
• Support for HP products and eligible multi vendor products
Storage remains a dynamic market for our channel
partners and to ensure you continue to maximise
this opportunity Bell Micro have developed a new
version of our proven ‘How to sell guides’ for
HP StorageWorks.
This guide focuses on the broader storage
solutions sales that emerge from key issues and
initiatives such as virtualisation, consolidation
and IT governance/compliance. By building the
business arguments around these issues and
tying them into the technologies on offer from
HP this guide represents a must read for your sales
team before they discuss storage with customers.
In addition to the How to Sell Guide, your Bell Micro Account
Manager can offer hands-on help with HP StorageWorks
sales, training and deployment. The HP marketing team are
ready to help you go-to-market with joint storage marketing
campaigns.
The Bell Micro ‘How to sell guide’ for storage illustrates the
Information Lifecycle Management model in detail, highlighting
the HP products that fit at each stage in this cycle.
You can view this ‘How to sell guide’ online at
www.secureintheknowledge.com or order your hard copy
from your Bell Micro Account Manager.
www.bellmicro.eu
The great storage opportunity – how Bell Micro is helping you to create valuable storagebusiness in the channel
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, Milbank, 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 startersIBM
Greg Bate ISV Program Manager
Partner Services
Dan Redgrave IBM Storage Consultant
Enterprise
Andrew Waine Account Support
Laura Popham Admin Account Manager
Alex Sumner Marketing Executive
Commercial
Martin Parker Allied Telesis Product Manager
Paul Haines Major Account Manager
Lee Whittaker Business Development Executive
Chris Redfearn Business Development Executive
James Murphy Networking Product Manager
Sales Admin
Jenna Williams Customer Service Co-ordinator
We offer a range of Packaged Services designed to help you sell EMC services in a quick andefficient manner. The benefit to you and your end-user is that these services are delivered on afixed-price basis so you are not exposed to any of the risk of the project over-running.Services include CLARiiON installs and upgrades; to view the complete range of EMCPackaged Services datasheets please see thePartner Services Microsite at www.partner-services.co.uk/pack_storage.aspx
For further information or discuss a particular opportunity, please
contact the Partner Services Hotline on 0871 230 4999 or email
EMC services
EMC Packaged Services Datasheetsinclude:
• Description of the service
• Deliverables
• Customer Benefits
• End-User Price
• Scope of Work
• Acceptance Criteria
• Exclusions & Limitations
• Pre-Requisites