www.bellmicro.eu

ISSUE 8

Look out in this issue for:

ChannelVOICEThe Enterprise Newsletter from Bell Micro

Why Bell Micro and HP are ‘Investing inpartnership’

Realising virtualWindows of

opportunity withSymantec

Meeting the DataManagement

challenge head-onwith IBM

How to sharpen your HP Services

revenue this winter

How Bell Micro are making it easier for

Business Partners to SECURE THE DEAL

www.bellmicro.eu

There’s no denying that things have changed in the channel, post financial crisis and as we move into arecession. At Bell Micro we believe the best strategy is to adapt to change, meeting the challenges of thenew economy head on. More than that, we firmly believe that our value-add proposition to you meansproviding the insight, ideas and commitment you need to respond to recessionary IT agendas. You cansee from the testimonial included on this page that Bell Micro is pulling out all the stops to make thingshappen for you and your customers.

Managing Changeto create IT opportunity

Bring old deals back to life

We’re focusing our efforts on identifyingand promoting the technologies thataddress today’s most relevant IT businessdrivers including: cost optimisation, energyefficiency and information security. Insidethis edition of Channel Voice you will findinformation about ‘Secure the Deal’, adynamic new programme from Bell MicroSecurity aimed at revenue growth viasecurity attach.

Similarly you can read how our HP team is‘Investing in partnership’ with proactivechannel partners to build the skills andinsight needed to thrive in even thetoughest economy.

Take a look at how Bell Micro is makingvirtualisation a tangible opportunity via

Symantec’s data protection solutions for Windows.

Finally, on this page, you see how BellMicro Financial Services is responding tothe changing economic climate bydirectly challenging the lack ofcommercial credit that’s causing deals tobe shelved, see how our finance solutionsare challenging even the sternest financialpushbacks from your customers.

Regards

John Toal, President, Bell Micro EMEA

‘‘Just a quick email to say atremendous thank you to you andyour team for the continuedoutstanding support you provideto us – a real testament to thequality of Bell Micro’s value addedpartnership, espoused by manybut delivered by very few!

Adam Lawton and Ian Jolleyresponded to impossibletimeframes to support us in a lastminute tender for the public sectorteam and went the ‘extra mile’ tohelp us make this happen – a bigthank you to those guys and all theteam there at Bell.

Mike WhittleDirector, The DTP GroupEnterprise Division’’

Contact your Account Manager or the Bell MicroFinance Team to find out more: Dee WestonDWeston@bellmicro.eu or 07909 995 561alternatively Gary Grant GGrant@bellmicro.eu or 07986 072 801.

Has your project been shelved indefinitely? Your proposal may be the best in the market, butwithout budget the deal will not close!

Bell Micro is keen to help you revisit those deals where the customerhas pushed back on finance, and take to them a compelling newfinance solution from Bell Micro Financial Services. You may have

already agreed that the deal is technically attractive foryour end-user; with this finance option it can

become commercially viable too.

Whether it's hardware, software or services, wecan arrange a finance solution for you. If it's asolution destined for your customer's ITenvironment or technology you need in yourown business, an agreement with Bell Micro

Financial Services can close this deal for you.

Key advantages:• Finance hardware, software or services• Risk reduction• Tax advantages• Improves cash flow• Payment plans to make life easier/ to suit• Capital conserved for other projects• Budget management becomes easier• Payment achieved much earlier • Technology refresh, and ability to resell at a later date

www.bellmicro.eu

Even in the toughest economic conditions there are

areas of IT that stubbornly demand attention and

budget. IT security is one such issue. These days you

can’t see the news or read a newspaper without

hearing a story about lost laptops and memory

sticks, sensitive data left on obsolete hard drives or

critical information that’s leaked onto a website.

The simple truth is that your customers are still

talking about keeping their data, systems and

networks secure, they’re worried about being

compromised by people inside or outside the

business and they’re concerned about the damaging

impact on their business reputation and profitability if

their security fails. The opportunity around IT security

is everywhere and growing.

All of this reaffirms Bell Micro’s determination to put IT

security at the core of our value proposition. ‘SECURE

THE DEAL’ is an exciting new programme from Bell Micro

that is designed to make a big impact on the way we all

sell security. We are investing now in campaigns,

resources and skills that will help our channel partners to

access available security budgets in their customer base.

At Bell Micro we believe that security is too often an

afterthought. We have all done the hard work around a

server, storage or infrastructure deal but then overlook

the margin and solutions opportunity that security can

bring to the deal. SECURE THE DEAL challenges this

status quo by ensuring that security is embedded into

every business opportunity.

All of Bell Micro’s sales teams receive ongoing security

sales training, helping you to spot and build opportunities

in your base. Our specialist Bell Micro Security Division

supports these teams and your business by providing all

the security expertise and resource you need to

confidently approach and win any security deal.

Bringing together vendors, Bell Micro and our broad

community of channel partners, SECURE THE DEAL is

focused on driving security business. From tactical lead

generation activity and security sales training right

through to strategic alliance building with the industry’s

top security solution providers, SECURE THE DEAL has

been created to make it simple to spot and win the

security opportunity.

For our existing resellers, SECURE THE DEAL means a

fresh approach to the market with dynamic new sales

tools and messages that resonate with customers. For

resellers looking to

access security

revenues, this

programme delivers

painless entry into the

sector by providing

everything required

to go to market in

one place.

Realise Virtual Windows of Opportunity

Data Protection in a Virtualised EnvironmentSymantec provides a range of solutions that help organisations toprotect both information and applications, enhance datacentre servicelevels, improve storage and server utilisation, manage physical andvirtual environments, and drive down operational costs.

The new release of Backup Exec 12.5 allows organisations to easilyprotect their data and systems in a physical and virtual environmentthrough award-winning technology to provide comprehensive dataprotection for Microsoft Windows Server 2008 Hyper-V andconventional physical systems from a single console. Backup Exec alsoreduces complexity by enabling users to backup an unlimited numberof guest machines within a Microsoft Hyper-V host environment to diskor tape from a single agent.

The Windows ChallengeA Symantec survey of IT managers conducted by Applied Research inSeptember 2008 found the following:• 85 percent rated protecting business information ‘important’ or

‘extremely important’• Half say that their email and SharePoint content is growing at a rate

of more than 30 percent annually• 75 percent indicate that reducing the amount of storage for

unstructured information is ‘important’ or ‘extremely important’• Only 15 percent feel confident that they could quickly produce

information required for legal discovery

The Symantec Solution to Data ManagementSymantec’s industry leading email and content archiving platform.Enterprise Vault 8.0, helps organisations reduce the costs of storingunstructured information such as email, instant messages and files bymore than 60 per cent through a combination of enhancements to itsdata de-duplication and electronic discovery features and throughassociated energy cost savings.

FACT: Windows is growingrapidly within the datacentreWindows Servers growing at 22% p.a.,Microsoft Exchange expected to havea 66% market share by 2008 and SQLServer the fastest growing RelationalDatabase Management System at28% p.a.

FACT: Server virtualisation isbecoming increasingly popularDelivering improved hardware utilisationand considerable cost savings,amongst a host of other benefits.

Server virtualisation and the proliferation of unstructured data (any data not held in a database) prevalent in a Windows environment have created their own challenges, which your customers will undoubtedlybe looking to address.

www.bellmicro.eu

Visit www.bellmicro.eu/symantec or contact your Bell MicroAccount Manager for further information

EV8 New Feature Summary of New Functionality

Optimised Single-Instance Storage

Best storage footprint of any archive:• Optimised Single Instance Storage • Sharing between email, attachments

& files• One common storage model for all

archived items

Seamless EndUser Experience

• Mobile Search– Blackberry & Windows Mobile– Search & access archived information

• Vault Cache– Replaces Offline Vault– Synchronised offline vault access– Bandwidth optimised

SimplifiedDeployment,Administration andManagement

• Getting Started Configuration Wizard– Option to install known default settings– Uses known best practices

• Easy day-to-day administration– Age & Quota archiving in same policy– Common Tasks Dashboard– Exchange 2007 Managed Folder

Support• Simplified Backup

DiscoveryAccelerator withGuided Review

• New analytics tools speed review(Guided Review)– Conversational view of email threads– Bulk message marking (rules based)– Search within search

• New higher productivity user interface– Lightweight client within browser– Quickly filter by sender, date, tags,

category etc

www.bellmicro.euwww.bellmicro.eu

Tivoli® Storage ManagerYour customers may be using a home-grown fix, IBM Tivoli or an alternative product – but if you're not supplying their back-up solution youcould be missing a great opportunity.

Tivoli Storage Manager (TSM) is a natural extension of a hardware sale or a software application – it provides end users with securesecondary copy of their data so if disaster strikes their critical information is not lost.

And by selling TSM you can gain additional margin and service opportunities from yourexisting customer base.

Whether you prefer to offer full support service with high margins or a low-touch sale withbase-level discounts, Bell Micro can help. Our experts can help you skill-up on TSM, orthey can install and configure the products on your behalf - so with Bell Micro's assistanceyou're supported all the way.

Our research tells us thatmost end users have a back-up strategy…

Please contact Matt Jarvis to find out how

Bell Micro can help you make money out of

Tivoli. Matt’s number is 07979 954817,

or email mjarvis@bellmicro.eu

Your customers will undoubtedly be facing the challenges of managing explosivedata growth, ever-increasing requirements for regulatory compliance and

the complexity of managing distributed data. With the potentiallydevastating costs of lost business information, it’s obviously

critical for organisations to employ effective,companywide data protection strategies.

However, in today’s economic climate,it’s also vital that they can do so

in a way that is both costeffective and

resilient.

Meeting the Data Management Challenge

Head On

Always looking to help you stay ahead of the game, Bell Micro has become the first UK distributor for IBM InformationProtection Services – Remote DataProtection: a highly reliable,distributed data protection serviceavailable on a ‘pay as you use’ basis. Information is backed up to a secure IBM

datacentre using the client’s existing IP

network. In the event of a system failure or

accidental deletion, clients can use the Web

restore engine to identify and recover files or

folders from the backup location.

IBM Information Protection Services give

you the opportunity to generate new annuity

revenue streams, whilst also directly

addressing key customer pain points.

Contact your Bell Micro Account Manager

to find out more.

Peace of mind A managed service that automatically protects business critical data servers and PCs

Usage-based monthly billing, based on total amount of data protectedPredictable and affordable

A global help desk is available 24x7

Fully automated service that includes all hardware, software, expert staffing, and 24x7 monitoring and management

Delivers rapid, user-initiated, web-based restores

Provides secure, bandwidth efficient, network-based daily backups to a ‘data vault’ at a remoteInternet data centreSecure and efficient

Quick restores

No capital investment

Global support

www.bellmicro.eu

Thinking aboutDiet and De-Tox?With the festivities behind us and the start of abrand new year, we’re all full of good intentionsto lead a healthier lifestyle. So, why not takethe same approach when it comes to yourcustomers’ storage infrastructures – findingways of helping them to consume less, whilst also reaching and maintaining peakperformance.

Labelling schemes on food packaging are a great way to help consumers make better choices by giving ‘at a glance’ information about nutritional content. With IBM N series solutions, you can help your customers to select their data storage solution with the same level of confidence.

Help your customers fight the fat with IBM N series

IBM N series solutions will makestorage infrastructures fitter – not fatter!

With rapid provisioning capabilities and efficientcloning that does not waste capacity with full copiesof data, IBM N series storage systems help toreduce the demand for power, cooling and space –lowering the total cost of ownership and ensuring anall round leaner and greener IT architecture.

Historically, storage efficiency has been low – withoften as little as 50% of storage capacity utilisedeffectively. IBM N series solutions with FlexVoltechnology make thin provisioning a flexible andstraightforward process, allowing your customers toquickly adapt to changing business needs andminimise costs, whilst still meeting highperformance requirements.

For instance, if they are running VMware on IBM NSeries, using the FlexVol technology to enable thinprovisioning could increase storage utilisation by atleast 30%, cutting capital expenditure costs on newstorage by 50%.

Finding escalating storage demands hard to digest? Are your customers worried that their storage systems are carrying excess weight that simply can’tbe sustained, particularly given the current economic climate? Here’s how you can help them toaddress this particular pain point, with IBM N series solutions:

2. Active DeduplicationN series deduplication provides on-box, block-level deduplication withinthe entire flexible volume on N series storage systems for primary, backup andarchive data.

No other solution can do that – providing significant cost and management benefits:

• Utilise minimal system resources - primary data, backup data, and archival data canall be deduplicated with nominal impact on data centre operations.

• Schedule deduplication to occur during off-peak times, applications can sustaincritical performance but still realise significantly reduced storage capacityrequirements.

• Install the simple, command-based deduplication feature in minutes. Oncededuplication is enabled and scheduled, no other action is required.

• Select which datasets to deduplicate with tools designed to evaluate those datasetsand help point out the areas that will provide the greatest return.

• Perform a full byte-for-byte validation before removing any duplicate data for worry-free deduplication.

1. Flexible VolumesN series’ FlexVol storage virtualisation technology offers the following benefits:

• Adapt quickly and easily to changing storage needs, through the creation of ‘virtual volumes’.• Reduce capital expenditure and overheads through the use of “just-in-time” storage with

built-in thin provisioning. • Pool physical storage, so that volumes can be created and resized dynamically and

automatically without disruption, as application needs and business demands change.• Improve, and even double the utilisation of existing storage.• Improve I/O performance and reduce bottlenecks, by distributing volumes across all

available disk drives.

3. Space Efficient CopiesN series’ Snapshot™, FlexClone®, SnapMirror® and SnapVault® technology offersthe following benefits:

• Use Snapshot™ to perform instant backups with no impact on performanceand minimal consumption of storage space, while applications are running.

• Use FlexClone® to instantly replicate data volumes, files and LUNs as virtualcopies - speeding up development and test activities, facilitating thinprovisioning and reducing space, power and cooling costs.

• Use SnapMirror® to protect business-critical data effectively andefficiently, by replicating only changed data blocks to your disasterrecovery site over an IP or FC connection.

• Use SnapVault® to ensure the speed and simplicity of backup and recovery– minimising the storage capacity and administrative resources required.

www.bellmicro.eu

For more information visit www.lowfatstorage.com orcall Heather Haworth at Bell Micro on 01706 898249.

www.bellmicro.eu

As we all face the business implications of first thecredit crunch and now a looming recession it’scritical not to suffer from paralysis by analysis.Some organisations will be caught in theheadlights of the financial crisis and will failto act, unable to adapt and change to suit today’s stark economic reality. Butat Bell Micro and HP we intend to take amore proactive route forward than that,seeking out the opportunity in thisadversity from leaner meaner technologies and cost-cutting IT investment.

‘Investing in partnership’ is about Bell Micro’s partnership with our customersand our partnership with HP. We know it’s our job to work with you to identifythe issues that will drive customer spend on IT – issues like reducing IT energycosts in the business, exploiting virtualisation and consolidation effectively toreduce IT infrastructure costs or building high availability to ensure or improvecustomer service standards in today’s highly competitive atmosphere.

Bell Micro is a key distribution partner for HP, we’re number one or two ineach of the markets we engage in with HP because we know theirtechnology inside out, we understand how it works in your customer’sbusiness context and we invest in the skills necessary to help you scope and deploy these solutions.

We’re already great at this, but Investing in partnership also means we will work harder than ever to make sure wecan translate HP’s offer to suit you and your customers. Our Product Managers, Pre-Sales and Account Supportteams thoroughly understand HP’s evolving product and service set, so that we can quickly and effectively alignthese messages with your customer’s specific needs, always looking for appropriate attach, cross-sell and up-sellopportunities to maximise the value of the deal for you.

Investing in your in-house capabilitiesNot only will we invest time and resources in unearthing the truth about IT spend in a recessionary environment, wewill focus on helping you build the capabilities you need in-house to make the most of these opportunities, buildingyour internal service revenues and having the sales skills required to extend and maximise every deal.

Investing in partnershipInvesting in you

www.bellmicro.eu

Our Sales and Technical academies are already a proven vehicle for skills transfer intoqualified partner businesses. Now aligned with Business Matters and our thoroughknowledge of the HP offer, you can be confident that the time invested in the technical and softskills these academies provide will rapidly translate into revenue. Where it’s not feasible to acquirethese skills in house Bell Micro is investing in people within our Partner Services team to ensure we can always findthe skills to complement your in-house offer, letting you approach every deal with confidence.

Identifying the technologies that count‘Business Matters’ is a new initiative from Bell Micro (launching Jan/Feb 2009) that’s dedicated to investigating yourcustomer’s boardroom agenda. It’s critical that the IT channel aligns itself effectively with these issues, creating solutionsand business arguments that resonate with your customer base and provide you with compelling business arguments inany customer conversation. Business Matters is designed to do exactly this and we’ll be talking to you very soon inmore detail about how this initiative can contribute to your business.

From Integrity BladeSystem bringing the energy and efficiency of blade computing into business-critical computingenvironments to ProLiant Virtualisation and continuous consolidation via Insight Dynamics VSE – Bell Micro is investingin understanding the HP solutions that will really make a difference to your sales.

The people behind the partnershipAt the very heart of Investing in partnership is our Account Management partnership with you. We don’t simply takeyour order and conduct our relationship over the phone, our experienced IT Account Managers work directly with you,focused on your business. They have the skills and business insight you need tobuild an effective sales strategy for 2009, plugging you into Bell Micro and HP inthe most profitable manner. They can quickly put you in touch with the peoplethat can make a deal happen and make delivery simple and rewarding.

The brief for Bell Micro Account Managers is more than about maximisingthe number, it’s also about building a relationship that will stand the testof time, that will see us all through a recession and ensure ourpartnership is positioned to take advantage of a future upturn inbusiness.

Find out more about Bell Micro’sinvestment in partnership and what thismeans for you by visitingwww.bellmicro.eu/hp or contactingyour Bell Micro Account Manager.

Brighten yourServices businessthis winter Sharpen your HP Services

with Bell MicroSelling vendor services has always been margin friendly, and with Bell Micro it’s even more rewarding. Over the last few quarters, more than40 HP business partners have already received over £15,000 in Capital Bonds through our Contract Retention, Incremental & OverallContracts incentives.

To help you reap the rewards of this business, Bell Micro has now extended these great incentives until the end of January:

Why Bell Micro for Vendor ServicesYou can be confident selling Vendor Services with Bell Micro. Channel only, our dedicated specialists enjoy a thorough understanding of the offerings from HP and IBM, and are always on hand to help you scope and win business. Our team is employed directly by Bell Micro so you can be confident your data and customer insight is in safe hands.

We have a fantastic pedigree in Vendor Services, representing your business back intothe vendor at the highest level and leveraging the resource and expertise you need. We are also represented on the European Services Advisory Board.

There is no need to register for the incentives as Bell Micro automatically tracks andmonitors sales. All you have to do is focus on doing this business. Prize winners will benotified by email. The Bell Micro decision is final.

*This incentive targets systems not already on contract. For the purposes of the incentive systems = processor or EVA.

The incentive does not cover items recently bought at point of product sale. If the systems targeted are on warranty or HA,

they are not included unless there is uplift in service to a higher level.

**The additional discount cannot be used to target business already direct with HP or another HP partner, nor should it be used

to compete against an opportunity that would normally have been fulfilled by Care Pack.

For moreinformation please

contact the Bell MicroVendor Services team on

01706 222 180 or visitwww.partner-services.co.uk

www.bellmicro.eu

NEW 20% with HP new business initiative

To help you be even more competitive, HP will also be offering an additional discount of 20%** off your standard ASMP buy price from nowuntil the end of January, for any business where the customer has:

• Never held a support contract with HP• Currently been on contract with a 3rd party and is looking to migrate back to HP• Not had a support contract with HP in the last 90 days

Incremental Services revenuepost point of product sale

For incremental revenue of:

• £5,000 win £100 Capital Bonds• £10,000 win £150 Capital Bonds• £20,000 win £500 Capital Bonds

This is based on order value to Bell Micro

Contract Retention incentive

• If you renew a contract over £10k netduring the incentive period youqualify for £150 Capital Bonds

• If you renew a contract over £20k netduring the incentive period youqualify for £300 Capital Bonds

This is based on order value to Bell Micro

Overall contracts incentive

This incentive is open to all partners.During the incentive period, all of yourplaced orders will be entered into a drawto win £1,000 Capital Bonds

www.bellmicro.eu

Nowadays standalone anti-virus software is no longer enough to stand up to theonslaught of spam or the complex array of email security threats battering businesses.Gartner estimates 1 in 20 emails contain malware, and with cyber criminalsincreasingly using a blend of threats – threats originating on the Web, delivered inemail and targeted at critical information – this presents a huge challenge.

IT managers need to look for an intelligent security solution with accurate, built-in threat analysis andzero-day protection. With a hosted service, email protection is provided away from the customernetwork, thus keeping threats away from the network without any loss of control for the administrator.Websense captures more than 90 million unsolicited spam, phishing or exploit campaigns destined forWebsense customers every day so it’s no wonder that a hosted service offers many ITmanagers peace of mind that this is all taken care of in the cloud.

Here are a few of the considerations for IT managers to weigh up when makinga decision:• Cost and complexity• Internal IT resources• Network capacity and scalability• Email content inspection• Reporting and policy setting

Websense ThreatSeeker TechnologyWebsense hosted services stand out by offering localprotection based on global security intelligencedelivered by the Websense ThreatSeeker Network.This technology feeds security “intelligence” toWebsense Web, email and data securitysolutions to provide the most up-to-dateprotection.

Websense SaaS Solution Websense Hosted Email Security is asolution that provides your customers withcomprehensive email security against thelatest threats and protects essential businessinformation.

To arrange a free evaluation ofWebsense Hosted Email Securityfor your customer (or Web anddata security solutions), visitwww.websense.com/downloadsor call the Bell Micro SecurityTeam on 0208 410 7995.

Websense Essential Information ProtectionWebsense Hosted Email Security forms part of the unique technologies offered byWebsense, i.e. integrated Web, data and messaging security solutions that worktogether to protect your customers’ most important information. Customers whochoose at least one of the product families will realise the benefits associated withvendor consolidation, such as reduced costs, better return on investment andproducts that work together to provide a better level of protection.

Organisations that do not adequately

address messaging securityproblems face legal liabilities,

financial risks, the potential for notbeing in compliance with statutory

and legal requirements and other risks.

Advantages of a Hosted Security Model.

Osterman Research, April 2008.

‘‘

’’

Hosted Email Security:

global intelligence, local protection

www.bellmicro.eu

How to get in touch25 Wellington Business Park, Dukes Ride,

Crowthorne, Berkshire RG45 6LS

T: 01706 222 180 F: 01344 778 489

Block 1, Millbank, County Dublin

T: 01 601 5024 F: 01 621 3369

2 St. Crispin Way, Haslingden, Lancashire BB4 4PW

T: 01706 222 180 F: 01706 898 200

Nepshaw Lane South, Gildersome, Leeds LS27 7JQ

T: 0113 251 3000 F: 0113 251 3030

Cox Lane, Chessington, Surrey KT9 1SJ

T: 020 8286 5000 F: 020 8286 5056

New startersLesley Craine Account Support

Terry Curling IBM Sales Specialist

Craig Dodge BDM – Security

Matthew Fordham Pre Sales Technical Specialist

Sanjit Juj BDM, Data Centre Solutions

Pranav Kumar Pre Sales Consultant

Emma Purcell Resource Consultant

Paul Rosser Pillar Data Business Manager

Andrew Stuart Senior Account Manager

Nicola Wood Order Management Acc Manager

Samantha Willey IBM Brand Manager

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