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