www.bellmicro.eu

Plus important news on SafeWord MobilePass from Secure Computing, IBM System Storage andnew Security Technical Academies, Informix Services & Consultancy, Protection beyondCompromise, new dedicated Symantec webportal, Redhat, McAfee & the Associate Service fromPartner Services amongst others.

ISSUE 3

Look out in this issue for:

When green means business –

HP TechnicalServices

IntroducingInternet Security

Systems

Create yourmarketing

masterpiece withcampaignWORKS

What’s driving the agenda?

Staying in theBlack or GoingGreen? – how HP server andstorage rangeshelp to delivervirtualisation &consolidation

Ground breakingperformance,

flexibility & efficiencycapabilites,

the new IBMPOWER6 chip

ChannelVOICEThe Enterprise Newsletter from Bell Micro

Many customersare considering the

environmental and politicalimpact their business has on society and their local

community. This issue is green in more ways than one,

it’s focussed largely on the green issues addressable

by our key vendorstechnologies.

www.bellmicro.eu

This issue of Channel Voice is green in more ways than one. We have changed the paper stock we have used in the printing process to80% recycled material and have used vegetable based inks throughout. Wehave also cut down on waste by not using a polythene bag for postage.

The articles you will find enclosed are

largely focussed on the green issues

addressable by our key vendors’

technologies. Carbon footprints are

increasingly commonly discussed in the

media and in UK boardrooms, so we

hope you will find this newsletter a useful

insight into how Bell Micro’s products

and services can be applied to help your

customer achieve their goals.

Here at Bell Micro, we have recently

launched our own green task force to

run a pilot project to investigate and

implement greener processes in our

Haslingden office. Our carbon footprint

for this office has already been

measured to give us the benchmark for

our infrastructure, since this is where we

could make the biggest positive impact.

The project team are undergoing an

education process to ensure that all

decisions taken are appropriate and,

most importantly, effective. If you are

interested in further detail of the items

we are investigating, please contact your

Account Manager and we will be happy

to share our findings with you.

Just a few examples of internal activities

that are taking place in phase one at

Haslingden before rolling out to our other

offices are:

The marketing team will shortly be

sending an electronic feedback form

regarding this issue of Channel Voice.

Please keep an eye out for it and do take

the time to let us know your thoughts on

the format and content of our newsletter.

The feedback we receive is critical to us

producing information that is of interest

and value to all of our customers.

Regards

John Toal,

Director of Enterprise Division

1. Think Before You Print campaign

and the removal of automatic

email trails to reduce paper usage

2. Increasing the number of

recycling bins and desk top bins

to collect more paper for recycling

3. Green Dot Campaign to highlight

all electrical items which should

be switched off when not in use,

including PCs, monitors, lights

and photocopiers.

4. Recycling all printer cartridges

5. Research is being carried out on

light and heat consumption for

the Haslingden building including

the investigation of bore holes,

natural light and solar panels

6. Installation of hand dryers

instead of paper towels in all

wash rooms

7. Removal of plastic cups from

water dispensers and replaced

with recycled glasses

8. Video conferencing and

webcams for inter office

meetings are to be installed.

9. Review of company cars and

travel policy

www.bellmicro.eu

When ‘Green’means businessBoth ethically and commercially ‘Green’ IT is at the top of the IT agenda. Many customers are

considering the environmental and political impact their business has on society and their local

community. The datacentre in particular has been identified as cause for carbon concern and an

opportunity for IT decision makers to contribute significantly to an improved environmental strategy.

To help our business partner community explore the ‘Green’ issue with their customers, Bell Micro in conjunction with HP hascreated a range of environmental resources, both online and in print. Our new microsite at www.bellmicro.eu/goingreen containsa wealth of resources and information around this increasingly important issue. You can use the site to help build your businessarguments and formulate marketing campaigns around the ‘Green’ issue.

We have also put together a series of direct mail and e-shot templates for you to use via the new Bell Micro ‘campaignWORKS’initiative, our new online marketing campaign builder (see the full-page article on page 15, in this edition for more details). Choosefrom one of four ‘Green IT’ templates, use the copy provided or customise your own copy and create an integrated directmarketing and e-shot campaign to send to your customers and prospects.

Many of the IT solutions we have been talking about for some time also integrate closely withdeveloping a ‘Green’ IT strategy. Consolidation, virtualisation, data management and highavailability are just some of the solutions looking at creating the leaner, meaner, more flexible ITinfrastructures that also pay into a greener IT strategy. You can see a range of IT solutionsguides at www.partner-services.co.uk and tie these into the business arguments aroundenvironmentally sound IT strategies to create a very compelling argument for changing ITinfrastructures with your customers.

For more information please visit

the microsite atwww.bellmicro.eu/goingreen

or contact your Bell Micro Account

Manager

Enable greener datacentres with HP Technical Services

HP has leveraged leading technology and scientific research to create three breakthrough services aimed atanticipating how your customers datacentre power and cooling needs will grow:

1. Thermal Quick Assessment – Based on customer interviews and professional observations, this service providesan entry-level assessment of the datacentre power and cooling environment. The HP Thermal Quick Assessmentoffers a smaller scale investment that results in recommendations and best practices geared for short and long-termcooling efficiency.

2. Thermal Intermediate Assessment – In addition to the services provided in the quick assessment, the HP ThermalIntermediate Assessment includes sophisticated thermal modeling of below-floor thermal conditions. This service is onlyapplicable to raised-floor environments where the floor is used for cooling distribution.

3. Thermal Comprehensive Assessment – The HP Thermal Comprehensive Assessment provides 3D modeling of theentire datacentre supply and return air flows, in addition to the services offered in the quick and intermediate assessments.With impact data on room and rack configuration, infrastructure management practices, and failure scenarios, this serviceprovides extensive analysis of the unique thermal conditions in a datacentre.

www.bellmicro.eu

Announcing SafeWord MobilePassfrom Secure ComputingMobile devices such as BlackBerries andPalm-based mobile phones are fastbecoming an indispensable tool formobile workforce productivity. They keepus in touch and are always with us.SafeWord® MobilePass® combines thesecurity of proven two-factorauthentication with the convenience ofone-time passcodes generated right onyour personal mobile device or PC.

MobilePass is an authentication solutionthat generates one-time passcodes on avariety of popular mobile phoneplatforms, including Palm, BlackBerry,Windows Mobile, and J2ME-enableddevices. MobilePass is also available forWindows Desktops, where you canretrieve your one-time passcode fromyour laptop or desktop PC.

MobilePass makes two-factorauthentication easier than ever, combiningproven security with user convenience. Justquick-launch the MobilePass applicationfrom your mobile device to retrieve yourone-time passcode for secure remoteaccess logins for VPNs, Citrix applications,and Outlook Web Access. Now you canturn the mobile phone that you take withyou everywhere into a strong authenticationdevice for secure application, Web, andnetwork login.

MobilePass for WindowsDesktopSafeWord offers a software-based clientthat resides on your Windows laptop orPC. Simply launch the MobilePassapplication from your PC to generateyour one-time passcode and ensure asecure network login.

For further information please contactMark Corriganmcorrigan@bellmicro.euTel. 0871 230 4666Mob. 07717 336 420

SafeWord MobilePass isavailable on a number ofpopular platforms, including:

• MobilePass for BlackBerry • MobilePass for Palm • MobilePass for Windows Mobile • MobilePass for J2ME-enabled devices • MobilePass for Windows Desktop

SafeWord MobilePass givesyou unparalleled convenienceand security:

• Clear, vivid display of your one-time passcode from your own mobiledevice

• Support for a wide range of popular

mobile device platforms and any

laptop or desktop PC

• Easy use and deployment gives you a

low Total Cost of Ownership (TCO)

• Generates one-time passcodes that

are never used twice

• Quick-launch to generate your one-

time passcode

• Completely compatible with other

SafeWord PremierAccess

authenticators and solutions

www.bellmicro.eu

Virtualisation

Virtualisation is an approach to IT that pools and shares resourcesso utilisation is optimised and supply automatically meetsdemand.

Commonly virtualised resources include computing power anddata storage. Traditionally, distributed computing centres haveused dedicated servers for each application within an enterprise,while most server capacity goes unused. By pooling and sharingresources, utilisation is optimised and supply rapidly shifts to meetdemand.

Business issues addressable via virtualisation include:• IT cost of ownership• Reducing risk• Improving service levels• Building flexibility into IT infrastructures

Virtualisation consolidates existing and expected futureworkloads. This reduces the number of physical servers required,thereby reducing floor space, cooling and capital costs. It alsoincreases the utilisation of servers to improve energy efficiency.

Consolidation

From simple server and storage consolidation to data centre,application and database consolidation, the choices for ITadministrators get broader by the day. Indeed consolidation couldbe considered as an emerging business process in its own right,not a discrete activity but an ongoing activity that continuouslyoccurs in response to evolving technologies and the drive towardsadaptive IT infrastructures.

Business issues addressable via consolidation include:• Controlling IT costs of ownership• Delivering IT as a service• Building flexibility into IT estates

One of the most effective ways to lower energy consumption is toconsolidate servers, especially little-used servers. By movingthese applications onto a single platform, IT sites save almost theentire energy costs of the original server, the cooling costs of thatserver and gain greater manageability by having applicationsrunning on fewer physical machines.

A clear conscience is all very well, but end-user

budgets still have to be managed and adhered to. Is it

possible to save the world and still stay in the black?

To make a “green” IT Plan, end-users are encouraged

to take a number of steps including making

environmentally sound purchase decisions and

conserving energy. Two increasingly popular

approaches to addressing these issues are

virtualisation and consolidation, which both have the

potential to achieve commercial, financial and

environmental objectives.

A clear conscience is all very well, but end-user

budgets still have to be managed and adhered to. Is it

possible to save the world and still stay in the black?

To make a “green” IT Plan, end-users are encouraged

to take a number of steps including making

environmentally sound purchase decisions and

conserving energy. Two increasingly popular

approaches to addressing these issues are

virtualisation and consolidation, which both have the

potential to achieve commercial, financial and

environmental objectives.

Is there more to going green than the carbon footprint?

Is there more to going green than the carbon footprint?

What’s driving the agenda? Staying in the Blackor Going Green?

What’s driving the agenda?Staying in the Blackor Going Green?

www.bellmicro.eu

How do the HP server anhelp to deliver consolida

Blade ConsolidationThe integrated BladeSystem simply magnifies the management

benefits of consolidation. By taking advantage of the pooling

and virtualisation capabilities of BladeSystems, enterprises can

consolidate multiple under-utilised, special purpose servers

onto a compact and highly versatile BladeSystem – this not only

saves space, but also reduces long-term operational costs

significantly. BladeSystems also consolidate storage, network

and power, reducing complexity of cabling and driving greater

utilisation of resources including reducing power draw and heat

output thus in turn reducing the carbon footprint.

Integrity ConsolidationThree out of every four Integrity systems purchased are used for

IT Consolidation. Why?

– Flexible capacity is needed within a consolidated

datacenter to have the flexibility to focus server

capacity on the highest-priority business needs at all times.

– Secured availability to keep IT systems up and running

and secure at all levels becomes even more important in

a consolidated environment.

– Simplified management to streamline and consolidate

IT operations improves the productivity of system

managers and optimises the use of data center facilities.

Integrity servers have multiple operating system capabilities;

this means that customers can consolidate applications and

databases onto a unified HP Integrity platform or even a single

HP Integrity system allowing power and space saving returns.

Storage consolidationStorage consolidation is an integral element of any IT

consolidation effort and it can take many forms, including:

• Physically consolidating storage devices located in multiple

data centers into a smaller number of data centers

• Consolidating data stored across a variety of devices from

multiple vendors onto a smaller number of networked

storage devices

• Consolidating storage management and other management

tasks such as backup

Through consolidation, organisations can eliminate over-

provisioned or under-utilised silos of technology and can pool

and provision shared storage resources in a way that allows

them to be allocated as and when they are needed. By

consolidating not just devices or arrays, such as the new EVA

range, but storage management tools including Storage

Essentials as well, organisations can boost the return from their

consolidation efforts.

Any consolidation or virtualisation project requires strategicplanning, high quality technical advice and sound commercialreasoning. Bell Micro’s channel partners can benefit from theexperience and expertise of our Pre-Sales Consultants to helpend-users realise their technical and commercial objectives.

Proposed solutions can often be demonstrated in a real lifeenvironment at our Enterprise Solutions Centre (see page 16)to help customers to prove that the proposed solution willaddress their needs.

www.bellmicro.eu

nd storage ranges ation and virtualisation?

Blade VirtualisationTo prevent applications under utilising resources, datacenters

are employing virtualisation to reduce costs and make IT more

responsive to the needs of their business. HP has brought

together VMware, HP platforms, management tools and

services to provide customers with a clear path to unified

management in a virtualised IT environment. HP BladeSystem

provides ideal platforms for virtualisation on industry standard

hardware. By using HP BladeSystem, you can leverage the

performance, density and low power consumption of server

blades. A smaller footprint helps to make the most of the

valuable space in the datacenter.

Integrity VirtualisationHP Virtual Server Environment (VSE) for

HP Integrity provides intelligent control

of virtualised environments through

integrated planning, management

and automation, allowing

consolidation of multiple

applications on a single server and

management of clusters as one entity

without compromising performance.

HP VSE utilises all available server

capacity while providing the highest

priority applications with additional

resources during peak times. It allows

customers to maintain service levels in

the event of downtime and to pay for

spare capacity when needed.

These solutions help organisations:

• Double resource utilisation

• Maintain continuous service levels

• Pay for only what is used

• Balance supply and demand based on business

requirements

• Reduce costs and increase agility at the same time .

Storage virtualisationStorage virtualisation provides an abstraction layer between

physical storage devices and the logical volumes consumed by

applications. The abstraction hides the details of the storage

infrastructure from servers, simplifying the overall management

environment. An array that utilises virtualisation makes it

significantly easier to exploit key functionality such as dynamic

volume growth and local replication technologies including

snapshot and cloning.

When storage is decoupled from the server and data is housed in

a common pool of shared storage your customers can boost

productivity and rapidly adapt to changing business needs. In this

way, online and SAN consolidation can bring multiple benefits.

From the affordable, easy to deploy EVA4100 Starter Kits for small

SAN use, to the largest XP implementation, the HP range of virtual

storage arrays available from Bell Micro is extensive.

As always, the implementation skills of the Partner Servicesteam are available for resellers to ustilise as their own foron-site installations – essential where the set up andbespoke configuration of management software is required.Call your Account Manager to find out how you can utilise

the skills and expertise of the Bell Micro team along with thetechnical delivery capability of HP’s server and storagesolutions to deliver your customer’s requirements. To engage any of these services, please contact yourAccount Manager.

Desperately seeking: IT staffAt Bell Micro we understand thedifficulties inherent in IT recruitment,that’s why we set up the now highlysuccessful Bell Micro TechnicalAcademy programme. Building upon theacademic skills acquired on universitycourses, the Academy supplements thisknowledge with the technical, sales andconsultative skills suitable for acommercial role. Strong interpersonaltraining also ensures that our channelpartners have access to a steady streamof IT professionals with rounded-skills inIT consultancy.

Antony Young, Director of Servicesand Security, Bell Micro comments:

Academy courses span the entire BellMicro solutions and technology offer.Two of our most recent additions includethe Bell Micro Security and IBM System Storage Academies.

Bell Micro Security Academy

For business partners considering their ITsecurity offer, the Bell Micro Academyprogramme offers a range of trainingoptions: Business partners seeking new Pre &Post Sales Security Consultants can tap into the Technical Academy forgraduates, accessing students who

have been pre-qualified for Academytraining and who will benefit fromtechnical training courses spanning atleast four leading security vendors. Upongraduation the students will be fullyaccredited to get to work immediatelyagainst live projects and opportunities.

The Technical Academy for existingconsultants offers the chance to becross-trained around the products of atleast four leading security vendors over aperiod of 6 months. Offers yourconsultants scope to extend their skillsand greater career opportunities whilstextending the scope of your broaderbusiness offer.

There are two Security SalesAcademies – one in the enterprisesector and another targeting SMBbusinesses. Existing sales staff attend atwo-day course at Bell Micro Chessington, studying theoffer from four leadingsecurity vendors. Theywill be supported afterthe course via accessto security productspecialists and co-op marketingassistance fromBell Micro and thevendors.

IBM System Storage Management Academy

The IBM System Storage Academy isdesigned to equip selected final-yearstudents with the technical andconsultative skills required to supportand implement IBM storage solutions.The students are then available for IBMbusiness partners to interview.

A 10-week structured training programmeleads to IBM Certified Status qualificationsin addition to skills in businesscommunications, time management andcustomer service. Follow-up activity via aBell Micro Personal Development Planmentors the students in their first monthsin live consulting environments.

Bell Micro is

committed to developing

new skill sets within our business

partner community, enabling these

organisations to confidently approach

any type of project or new type of

business – knowing that they will

soon have the skills in-house

to maintain this business over

the long-term.

‘‘

’’

Finding great staff is never an easy task,harder still in the fast-moving andcompetitive IT marketplace where the rightskills are hard to find, new people need tomake an immediate contribution and whenrecruitment mistakes can prove costly.

www.bellmicro.eu

For more information about Bell Micro’s Technical Academyprogramme visitwww.technicalacademy.com

Informix Services and Consultancy

Bell Micro’s Informix Services are

not designed to replace Informix

technical support; they provide

depth and breadth where is it needed,

augment your own skills and offer reassurance that your Informix systems are secure and

achieving optimum performance.

Our consultants can also be hired on a daily rate for bespoke consultancy engagements.

All of our Informix consultants have more than 10 years of professional Informix experience

and can understand the technical and commercial aspects of your business.

Bell Micro’s Informix services are available to both business partners and end-users.

In addition to Bell Micro’s office hours technical support we also

are introducing wide range of further Informix services which can

be tailored and packaged to meet your requirements. These

services are flexible; each one can be purchased individually or

they can be combined to build a comprehensive package that

meets your specific needs.

www.bellmicro.eu

* Limited to one FOC 20-point Health Check per

system per year

** Informix System Health Check must be performed

before using these services.

Informix packaged services provided by Bell Micro are:

• Free of Charge Remote 20-point Health Check*• Informix System Health Check• 8 to 8 Extended Technical Support • 24x7 Extended Technical Support• Stand-by Administration Service**• Remote Administration Service**• Remote Back-up and Restore Service**

Bell Micro also provide training and education courses. We can visit your UKpremises and run courses based on IBM training content, or we can custom design acourse which builds on your existing knowledge and achieves your particular aims.

For full details of Bell Micro’s Informix

Service, please contact the IBM

Software team on 0871 230 4845. We

can arrange a preliminary telephone

consultation where you can discuss

your requirements in full.

www.bellmicro.eu

Want to know what BellMicro offer in the world

of Symantec? Then visit our new dedicated Symantecwebportal for news, event, promotions, key campaigns andproduct details: www.protectionbeyondcompromise.com

Protection BeyondCompromise

As the range of products available from Symantec continues to

grow, so do the ways in which you could address your customers’

needs with industry leading software. Our team of Symantec

Software Specialists is available to help guide you to the most

appropriate products and services for your business model.

Bespoke on site training from Bell MicroBell Micro offers an exclusive service for our partners to develop

skills and knowledge around product features, competitive

positioning and customer targeting. These bespoke on-site training

sessions can be tailored to your specific requirements, for as few

or as many of your sales and pre-sales teams as you wish.

Specific coverage of products will be targeted to suit your own

customer base and the sessions can be run more than once to

give you the flexibility you need to secure the most benefit for your

organisation. Supported by call-out sessions and deal reviews, the

sessions are more than just education – each one will be designed

to result in a funnel of opportunity for your sales team.

In order to book your bespoke on-site training session,

please contact Jamie Farrelly on 07770 210293 or email

Symantec@bellmicro.eu.

www.bellmicro.eu

D I S T R I B U T O R A U T H O R I Z E D

This little piggy...

went to open source market

Whether you’re an existing reseller or an ISV lookingto grow your business, the combination of Red Hatproduct benefits and Bell Micro support could giveyou a big step up in profitability. You can find outmore on our new joint microsite.

Red Hat Enterprise Linux 5 has already taken open source to a

new level, offering flexibility, features and cost-savings that

make a compelling case for IT managers. Now Bell Micro’s

subscription tracking package offers our resellers a business

opportunity they can’t afford to miss.

Unlike other software solutions, Red Hat Enterprise Linux 5 is

sold on annual subscription instead of using the traditional

licensing structure. The subscription business model provides

everything the end-user needs in one all-inclusive price –

without the hassles of licensing agreements, limiting service

level provision or selling unbudgeted upgrades. There are no

hidden extras.

Reseller benefitsThe reseller benefits make good business sense too. Because

when you sign up for our subscription renewal bulletins, we

keep you informed of all pending subscription renewals on your

customer base. It means you never miss out on a sales

opportunity, and it gives you more scope to grow your business.

It also means an easy sale to an existing customer, which is a

much more cost-effective way of spending your sales time than

generating new contacts and trying to convert cold calls. But

remember, your

customers must renew

their subscriptions, otherwise they will not receive vital updates or

support. Each installed system must have a valid subscription for

the customer to be compliant according to the Red Hat End User

Licence (EULA).

The business opportunities don’t end there. Because you’re

dealing with an existing customer, you’ve got scope to upsell

Red Hat services, for example by upgrading to a three-year

subscription. A wealth of other upsell opportunities includes

hardware, associated software solutions and service and

support. As you fulfil these leads, you also increase the scope

for new business through referrals.

The power of open sourceThe latest Red Hat product offering, Enterprise Linux 5, is the

result of over two years of collaborative development amongst the

world’s leading IT vendors and software communities. With a host

of new features and enhanced functionality, the platform gives IT

professionals new scope to reduce costs, but at the same time

improve their operational flexibility and business agility.

A comprehensive range of enterprise Linux products is

available, and this is backed by support every step of the way –

from deployment, to development and management. Red Hat

Enterprise Linux business operating systems combine the

performance, Independent Software Vendor support, features

and extended life cycle that enterprises demand.

For details about how Bell Micro can

help you grow your business, visit our

microsite at www.redhat-portal.com

POWER6 provides enhanced performance, flexibility and efficiency:• Performance – Customers will see a 35-40% performance improvement

• Flexibility – Ability to move workloads within and between System p servers to reduce occurrences of total system downtime that affects

service quality.

• Efficiency – Allows for consolidation of even larger workloads resulting in further energy and resource savings.

POWER6 – Customer benefitsIBM System p POWER6 offerings have features designed to enable continuous availability, reduce

complexity and improve service levels.

• POWER6 Processors allow more processing power with fewer processors,

reducing both hardware and software licensing costs and getting tasks

completed more quickly freeing up time and energy for additional tasks or

idling back to conserve energy.

• Live Partition Mobility and Live Application Mobility provides for

movement of partitions between servers to optimise system utilisation.

Enables outage avoidance for planned outages and upgrades.

Provides for workload balancing across multiple servers.

• Concurrent upgrades are enabled for hardware and AIX,

with cold-node repair enabling clients to repair failed hardware

components without bringing a system or application

offline/down.

• Utility Capacity on Demand enables processing

capacity to be enabled and utilised at one minute

increments in order to support flexible/changing

business requirements.

• LPAR Virtualisation Tools and Systems Director Easy-to-

use tools designed to size, configure and deploy a customers

virtual environment. Enhanced to improve management of cross-

system environment: servers and storage

• Hardware Management Console Enhancements New

graphical web-based interface

designed to ease the

deployment and

management of POWER6

systems.

www.bellmicro.eu

IBM have announced new ground breaking performance, flexibility and efficiency capabilities for its System p UNIX servers. The POWER6 announcementcovers the new POWER6 chip, new Virtualisation capabilitiesand pre-viewing a new version of the operating system, AIX 6.

To find out more

on how Bell Micro are

supporting the green

initiative or for further

information on POWER6

please contact your

Bell Micro IBM Account

Manager on

0871 230 4500.

Turning yourservers p greenTurning yourservers p greenThere are an increasing number of key drivers for businesses to adopt a green policy including:• The global environmental debate and need address society’s

current unsustainable use of resources. • The increasing cost of business due to rising energy costs• European directives such as Removal of Hazardous Substances

and Waste Electrical and Electronic Equipment

How IBM can help right now:• IBM Systems provide leadership in efficiency• Virtualisation and consolidation increases flexibility and

reliability, while decreasing administration costs.• IBM Product Stewardship Program – This program aims to

produce products with improved energy efficiency, assisting clients in reducing their energy usage and associated CO2 emissions, as well as operational costs.

POWER6 Chip Level Functions:• Power Reduction: Monitor and reduce power to idle logic within cores• NAP Mode: Powers off inactive cores and restores power when needed• Thermal Tuning: Sensors monitor and reduce power to overactive circuits

Hardware Functions currently released for p570:• Enhanced System Design and Implementation: enables up to 2X server performance uplift over p5-570• Variable Fan Speed: Reduces power to fans by up to 45%. Fans use 33% of the total electrical power consumed by servers.• Rear Door Heat Exchanger: Cools exhaust air from 19” rack, can reduce system air conditioning requirements by up to 60%

There are an increasing number of key drivers for businesses to adopt a green policy including:• The global environmental debate and need address society’s

current unsustainable use of resources. • The increasing cost of business due to rising energy costs• European directives such as Removal of Hazardous Substances

and Waste Electrical and Electronic Equipment

How IBM can help right now:• IBM Systems provide leadership in efficiency• Virtualisation and consolidation increases flexibility and

reliability, while decreasing administration costs.• IBM Product Stewardship Program – This program aims to

produce products with improved energy efficiency, assisting clients in reducing their energy usage and associated CO2 emissions, as well as operational costs.

POWER6 Chip Level Functions:• Power Reduction: Monitor and reduce power to idle logic within cores• NAP Mode: Powers off inactive cores and restores power when needed• Thermal Tuning: Sensors monitor and reduce power to overactive circuits

Hardware Functions currently released for p570:• Enhanced System Design and Implementation: enables up to 2X server performance uplift over p5-570• Variable Fan Speed: Reduces power to fans by up to 45%. Fans use 33% of the total electrical power consumed by servers.• Rear Door Heat Exchanger: Cools exhaust air from 19” rack, can reduce system air conditioning requirements by up to 60%

www.bellmicro.eu

Following the recent announcement of Bell

Micro as a new distributor of Internet

Security Systems (ISS), your organisation

can benefit from this new partnership and

growing market. If you want to introduce

market-leading security solutions from the

ISS Protection Platform into your end-user

accounts, then call Dan Waters on 0871 230

4845 at Bell Micro today!

Why ISS?ISS, delivers pre-emptive, integrated security

solutions that stop Internet threats BEFORE

they impact your customers’ business. ISS

solutions secure IT infrastructures, supporting

compliance and risk management

requirements while enabling cost-effective

business processes.

Helping you to position your company as a

trusted business partner to your end-user

accounts, ISS provides a family of advanced

security applications and services available as

stand-alone solutions or together in a modular,

integrated system. The ISS protection platform is

a complete and powerful combination that offers

an end-to-end solution.

The protection platform incorporates:

• advanced intrusion prevention

• anomaly detection

• firewall

• VPN

• vulnerability scanning

• anti-virus

• email security

• web filtering

• email filtering

The ISS protection platform provides complete

coverage of the enterprise, with solutions for

desktops, servers, networks and gateways. All of

the security applications of the ISS protection

platform can be easily managed remotely, from

anywhere. There are a variety of delivery options

available for the ISS protection platform.

Why IBM? Following the acquisition last October of ISS by

IBM, IBM is continuing to invest in ISS. To date

this expansion has benefited the sales, support

and development of the IBM Proventia® product

line, as well as their Managed Security Services

and Professional Security Services. IBM has also

expanded the ISS X-Force research and development

team by combining the expertise of the X-Force

with its own world-class research organisation.

Overall, the acquisition has provided ISS with

more resources and additional reach to deliver

comprehensive, pre-emptive Internet security to

organisations around the world. This investment

by IBM has been a major factor in Bell Micro

partnering with ISS and now we’d like to share

this opportunity with you.

How can I benefit?As a special incentive to Bell Micro resellers, we

are offering a limited number of subsidised ISS

sales and technical training courses. These

subsidised courses are strictly on a first come,

first served basis, so if your organisation wants

to resell the market-leading range of IBM

Proventia products and services, then call Daniel

Waters on 0871 230 4845 at Bell Micro.

Want to know more?If you would like to understand more about

the partnership, and how you and your

customers can benefit, then call Daniel

Waters today on 0871 230 4845 or email

dwaters@bellmicro.eu

an IBM Company – workingwith Bell Micro to help yourcustomers to define:

Introducing InternetSecurity Systems,1 What is at risk

4 How toshowreturn oninvestment(ROI)

Vulnerability Mapping

2What toprotect first

Protection Prioritisation

3How toprotect the

entire ITinfrastructure

Threat Preventationand Shielding

Reporting and Benchmarking

Using a range of templated direct mail pieces and e-shots,

campaignWORKS enables your sales and marketing teams to

generate professional looking marketing deliverables. Your team can

login and create an entire integrated campaign, with a consistent look

and feel across direct mail piece, e-shot and telemarketing script.

Using simple admin tools, this solution pre-populates the templates

with your business contact details and approved logos.

The templates are pre-populated with copy, with the most compelling

business arguments already presented. However,

campaignWORKS enables you to edit or insert your

own headlines and copy to truly make the campaign

your own.

Once completed and approved you get instant

access to print ready artwork and html coded

e-shots. Simply press submit and your

approved direct mail piece will go direct to the

printer and then out to your door. It’s all quick

and painless.

You can use campaignWORKS as a focal

point for all your marketing activity, simply

login to access campaigns in progress,

archived campaigns or start a new marketing activity. You can share

messages and collaborate with your Bell Micro and vendor colleagues

to make sure projects progress quickly, with easy input from your

channel peers.

Initially campaignWORKS will feature a range of materials around the

core IT solutions covered by Bell Micro in the channel including;

‘Green’ IT, consolidation and virtualisation. Soon more solutions and

technology templates will become available, enabling you to

focus and simply manage your entire marketing strategy

around this online marketing portal.

campaignWORKS sits alongside a whole range of

marketing support options from Bell Micro, from

1-2-1 marketing consultancy to the delivery of

integrated, co-op funded campaigns.

If you would like more details in howcampaignWORKS can help your

marketing efforts please contactyour Bell Micro AccountManager.

Time is a rare resource for the majority of people involved in IT channel sales. Yet thepressure to keep your customers informed about new technologies, solutions approaches andIT business issues never goes away. Bell Micro would like to introduce a new way to solve thismarketing problem. campaignWORKS is an easy to access, easy to use online marketingtool that makes it incredibly simple for anybody to take powerful campaigns to market.

www.bellmicro.eu

Create yourmarketingmasterpiece

Sometimes demonstrating one piece of technology on its own is just not enough.

The reality of most IT infrastructures is complex integration between systems, software and

storage in complex heterogeneous environments. So when your customer or prospect needs to

see and decide on anything from a new piece of kit to a complex new solution –

you require access to a demonstration facility that’s capable of recreating a

real world IT environment.

The Bell Micro Enterprise Solution Centre (ESC) brings together the UK’s widest portfolio of

enterprise technologies, with kit available from HP, IBM, EMC, QLogic and software from

Symantec amongst many others. So when your customer wants to see products working

together, get in touch with your Bell Micro Account Manager to explore what we can do to

help you close the business.

The ESC is also a fantastic resource for pre and post-sales technical

meetings, sales and technical training and comprehensive testing.

Our specialist staff can be on hand to make sure the suite is

set up to match your required IT environment to make

sure you make the most of the time available.

Better together

Visit www.oneplaceforIT.com for more informationNow

featuring the new

Virtual Tour

www.bellmicro.eu

www.bellmicro.eu

McAfee Security RiskManagement SolutionsMcAfee is focused upon Security Risk Management (SRM) – helping customers protect assets and perform compliance and security reporting

What is Security Risk

Management (SRM)?

SRM is a practice to improve

security processes, automate

some aspects of compliance reporting,

quantify IT security risk, and prioritise

mitigation activities.

What is McAfee’s approach to

Security Risk Management?

McAfee’s approach to SRM builds

on market definitions by bringing

together threat protection and compliance

management to help organisations control

both core operational processes efficiently.

McAfee approaches security risk

management as a process, not a product.

It is a way of doing business that helps

organisations protect their investments,

proactively identify and eliminate

exposures, block attacks, manage

compliance, and implement remediation

strategies. McAfee uses a ten-step process

that is based on four core SRM principles

to help customers define critical assets,

assess threats, comprehensively block

attacks, and implement the security

measures required to

minimise digital risk.

What is the competitive

advantage of this approach?

McAfee’s approach to security risk

management provides organisations

with the most effective way to minimise

exposure from security threats and non-

compliance. There are four key reasons

that prove McAfee is uniquely qualified to

deliver SRM solutions:

• Focus on Security

• Applying Business Discipline to Security

• Comprehensive and Integrated

• Expertise

How does McAfee Data Loss

Prevention (DLP) solution fit

into McAfee’s approach to Security

Risk Management?

McAfee DLP solution (a host-based

solution) offers broad universal

protection that enforces the compliance of

IT security policies governing the flow of

data, regardless of the format in which is it

stored or manipulated, even if data has

been copied, pasted, zipped or encrypted.

This proactive technology complements

McAfee’s approach to security risk

management, and will help its users

address the problem of information leakage

before it happens.

What problems are McAfee

solving with SRM?

McAfee’s portfolio of SRM

solutions helps customers reduce

their costs and more efficiently manage

their security risks and compliance.

McAfee’s integrated products help

organisations to solve the following

business challenges:

• Exposure to threats and

compliance issues

• Downtime and business interruption

• Data Loss

• Prioritisation of Critical Risks

• Manually intensive data analysis,

auditing, remediation and reporting

processes

• Lack of centralisation and management

between products

• Non-compliance with internal security

policies and external regulatory policies

Where can partners find out more information about SRM?

Call Anthony Westacott at Bell Micro on 0871 230 4776 or 07767 243985.

Alternatively email awestacott@bellmicro.eu.

www.bellmicro.eu

Getting the balance right! This can be one of thebiggest recruitment challenges our partners facein the marketplace. It’s not just a case of findingthe right skill set, however that’s hard enough,more importantly what do you do with theemployee once a project finishes, or a particularaccreditation is withdrawn from the channel.

Many partners have also had negative experiences using a

‘contractor’, especially in cases where solutions don’t go

according to plan, vendor support can be paramount in these

situations, or the contractor decides to move onto other higher

paying contracts. All of the aforementioned can have huge

negative impact on our channel partners. It maybe a case whereb

our partner’s do not have the capability to approach larger

projects/roll-outs, their in-house services maybe at full utilisation.

The Associate Model gives our partners the opportunity to

overcome these ‘very real’ challenges, whilst having the ability to

provide highly skilled, experienced consultants at typical

‘contractor rate’, supported by the Bell Micro pool of post and

pre-sales support, including vendor accreditations, training,

holiday cover. Essentially we take the risk on our partners behalf.

The Associate Service is provided by Bell Micro Partner

Services as an alternative option to both the IT contractor

market and permanent recruitment.

By taking

advantage

of this

service,

you will be

able to

• extend

your

resource

pool without

increasing

headcount and

incurring the

associated risks of

permanent employment

legislation.

• enjoy highly competitive daily

rates

• be able to avoid the risks

associated with employing self

employed contractors namely

– Lack of loyalty to the project and to you

– Lack of accountability to the project and to you

– Mismatch with your organisation’s culture, values and

customer ethos

– Poor continuity of resource for future projects

– Lack of comprehensive, specialist insurance cover

– Increased employment liability after year 1

• be able to enjoy the benefits of permanent recruitment

namely

– Suitably qualified and experienced Consultants

– Loyalty to the company and the project

– Management control & accountability

– Ability to affect training and development needs

– Specialist insurance cover without direct responsibility

for the associated cost and management overhead.

The minimum order for this service is 150 days per annum, per

named Consultant. The service can be paid as a monthly call

off or as a monthly service charge. Any unused days must be

paid for at the end of the 12 month period.

The Consultant will be employed by Bell Micro who shall

remain responsible for all associated costs of employment.

Pitfalls associated with both the ITcontractor market and permanentrecruitment

• Availability of funding• Utilisation pressure• Cashflow• Skills gap• Staff retention• Geographical coverage• High cost of continually training services staff• Time to ROI• Need for multi-disciplined skills• High risk of building broad-based services business• Lack of track record• Risk of unproven skills• Lack of available resources• Recruitment fees

Your breadth of capability, our people! Introducing Partner Services Associate Service

If you would like

to find out more about

Partner Services

Associate Service, please

e-mail pss@bellmicro.eu

or call the hotline on

0871 230 4999.

www.bellmicro.eu

EnergyEfficiency

Emulex Corporation, the most reliable,innovative name in storage networking, fullysupports the need for energy-efficient datacentres. This article provides a snapshot of some of the developments Emulex has introduced to balance performance withenergy efficiency, resulting in environmentally friendly solutions.

Did you know?

In a coal-fired plant, it takes a pound of coal to generate akilowatt-hour ofelectricity. A data centre thatsaves 1 watt eliminatesthe burning of one tonne of coal over the course of 10 years.

Industry Initiatives:• Blade Servers: Emulex is working with leading server OEMs to design high performance, power efficient Fibre Channel (FC)

host bus adapter (HBA) solutions for blade servers.

• Server Virtualisation: Emulex provides high performance, scalable FC HBA solutions for use in virtual environments.

• HBA Virtualisation: Emulex partnered with IBM to develop N-port ID Virtualisation (NPIV) and drove its approval as an

industry standard.

Product Design:With each new generation, Emulex improves the efficiency and performance of its FC HBA offerings and recent integrated green

innovations have included:

• Component Consolidation: Emulex has reduced the number of active components with each FC

HBA release.

• Performance: Emulex combines sophisticated software algorithms and intelligent hardware design to

address data center performance requirements with zero impact on energy consumption.

• Advanced Power Distribution: Emulex FC HBAs use power distribution components

to deliver measured voltages to various components on an HBA.

Emulex Generational Energy Efficiency(I/O) Per Watt Performance)

I/O

) Per

Wat

t

35,000

30,000

25,000

20,000

15,000

10,000

5,000

0

Gen A 2000 Gen B 2002 Gen C 2003 Gen D 2005

Emulex FC HBA Generations & Year IntroducedThis chart demonstrates Emulex accomplishments in increasing performance & energy efficiency as a function of I/O per watt of electricity

Performance

Creating awareness of an ISVsolution in target markets is agoal of the Maximation programme.Baytouch Ltd’s (ISV) REACHsuiteapplication is a good example ofMaximation in action:Background:We eat them, drink them, breathe them, wear them and livesurrounded by them…CHEMICALS. The EU recentlyimplemented a wide ranging safety directive called REACH(Registration, Evaluation and Authorisation of CHemicals) inJune 2007. The directive will require any company affected,which is any company manufacturing or handling any oneor more fo the 30,000 chemical substances covered toregister the CHemical and its use(s). The net result will be agreater degree of chemical safety and appropriate use forchemicals than there has ever been in the past.

To help a bulk supplier, manufacturer, distributor or a retailerimplement the REACH legislation for substances theirorganisation is using, REACHsuite is the compliance solution.

The REACHsuite solution (www.reachsuite.com) is neededwithin but also beyond the chemical industry. Baytouch Ltdrealised the potential for developing a solution to this directivetwo years ago, and there is now extensive publicity EU wide toensure all that will be affected by REACH are aware of itsimpact when it starts on 1 June 2008.

Maximation in action:Baytouch Ltd contacted Bell Micro having received aBell Micro newsletter to discuss the value of theMaximation programme to Baytouch.

Following agreement of a win/win relationship, (a co-funded co-marketing campaign will create moreREACHsuite sales leads for Baytouch and subsequentpull through of IBM hardware through Bell Micro),Baytouch enrolled onto the Maximation programme.

Baytouch and Bell Micro then worked togetherdeveloping a marketing campaign: a target market wasdefined, resources identified, funding & timelinesagreed and IBM approved. Result: 30 leads generated(definition of a lead is an appointment or online

demonstration of REACHsuite).

REACHsuite leads processed by Baytouch andhardware leads handed to a Bell Micro businesspartner. The business partner is selected on a ‘best fit’basis. In this example the business partner has a largebase of chemical

manufacturing customers.

It really is as simple as this. If youare an ISV and your solution hasthe potential to pull through IBMSystem p or Storage, Bell Microwant to hear from you.

www.bellmicro.eu

* An application does not need to have such a direct effect as REACHsuite to make a positive impact (albeit indirectly) on our environment, practically allapplications improve efficiency (principally to save money) but ultimately this will lead to reduced energy consumption.

Interested?Please contact Greg Bate at

gbate@bellmicro.eu or call

0871 230 4575 now to discuss

the win/win potential.

The Maximation website is

www.maximation.eu

Step

1

Step

2

Step

3

Step

4

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 startersEnterprise Sales Colin Alexander Account Manager

Partner ServicesWilbert Gwasera IBM Storage ConsultantAdrian Lowe Technical ConsultantChris Atherton Technical ConsultantChris Colden Technical ConsultantChris Lawlor Technical ConsultantKieran Rons Technical Consultant

IBMRachel Lloyd IBM Senior Account Manager

Central Finance Jon Wood Temp Management Accounts

Assistant

Congratulations to Heather

Renfree of Hewlett-Packard,

the winner of bottle of

champagne for completing the

electronic feedback form.

We are offering our resellers a booth on the Bell Microstand at this year's Storage Expo. Your booth willenable you to have a formal presence at the event, thepotential to address the four to five thousand end usersexpected to attend the event and promote yourorganisation to the UK storage market.

Resellers will be able to take advantage of key vendorinvestment in the event by being in the same place asall the vendor pre-sales experts and, most importantly,the products.

The price of the Bell Micro booths is £2,000 which includessignage and literature racks for promotional collateral.

In order to book your booth on the stand, pleasecontact Nichola Cornes on 020 8286 5146 or email ncornes@bellmicro.eu.

Date for Diary: StorageExpoThe UK’s No 1 dedicated data storageevent 17th – 18th Oct 07

Visit us at stand no 545 for the totalsolution

POSTAGE PAIDHQ10408