Bell Micro Channel Voice 1

Channel ISSUE 1

VOICE The Enterprise Newsletter from Bell Micro

Bell Micro is committed to helping partners achieve more by providing support at every stage of the technology lifecycle – from design to deployment. In each issue of Channel Voice, we highlight specific ways in which Bell Micro can enhance your business.

Look out in this issue for: Details of our HP Software Academies

Ways to increase your IBM service capabilities overnight

The route to more ISV business through our Maximation programme

A step up the vitualisation and automation ladder

The great new incentive for Support Plus

Plus important news on EMC, IBM, Symantec Enterprise Vault, HP BladeSystem & HP-UX, Secure Computing amongst others.

www.bellmicro.eu

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Welcome January 2007 saw the launch of Bell Micro, the joining of OpenPSL and Ideal Hardware.

As many organisations have experienced over recent years with the extensive consolidation of the IT channel, the integration of two large companies and the launch of a new brand name brings a testing time at all levels of the organisation. I hope that you agree with me that the launch of the Bell Micro brand has been a positive influence on the business and that we have continued to bring you high levels of customer service.

The mission, vision and values for the new organisation are clear

Whether you are a vendor, a business partner or an ISV, Bell Micro is here to help you to achieve more. More sales, more profit, more customers, more skill, more services. Through every level of our organisation from senior directors and account managers, through the technically skilled account support, pre-sales and partner services teams, to the marketing, logistics and finance teams, our business is about helping you to achieve more from design to deployment.

The Enterprise Channel of our business is looking forward to big things in 2007 and we look forward to achieving more with you.

Yours faithfully John Toal, Director of Enterprise Channel

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Get more out of every deal that you win Attend The HP Software Solutions Partner Academy April 16-18 2007

Your sales team work hard to get in front of customers and talk about technology sales, but are they missing out on something bigger? All too often there is a bigger, broader solutions-led opportunity hidden behind a simple technology sale. Our HP Software Academy focuses on providing a sales approach that offers margin improvements allied to enhanced customer relationships. Similar events held across Europe in 2006 have generated outstanding feedback and bottom-line benefits, representing over ÂŁ25m incremental revenue of which ÂŁ6m+ has already closed.

Registration closes March 23. Places are limited. Should the course be oversubscribed, further sessions will be scheduled throughout 2007.

To book spaces for your team, please visit www.keepingsoftwaresimple.com to register your interest online.

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Symantec Enterprise Vault 7.0 Store, Manage and Discover Critical Business Information Features and benefits The pressure on organisations to protect and manage data has intensified with the recent growth in unstructured data and the reliance on email to communicate and exchange documents. Many companies now consider email to be mission critical. In fact, recent studies suggest that email and other messaging applications store as much as 75% of a company’s intellectual property.

So, how do organisations protect their email data when email is expected to be available 24 hours a day, seven days a week?

And what if a legal challenge requires IT to find files and email related to last quarter’s earnings? With little extra time to maintain backup windows, IT administrators are challenged to meet stringent business requirements. Also, in spite of

• Automate mailbox management: Free users from quota frustrations without compromising Microsoft® Exchange performance and reliability.

• Optimise storage consumption: Archive email and documents intelligently to optimise storage utilisation, reduce backup windows, and minimise costs.

• Eliminate PST headaches: Remove the problems of storage consumption, backup, security, and stability inherent in PST files.

• Enable faster backups and improve disaster recovery: Centralise the management of email content to help ensure faster backup of Exchange and controlled recovery in a disaster.

• Implement intelligent archiving: Give context and insight into archived content, filtering out non-critical material.

• Archive for legal and compliance: Archive and retrieve email and other business content to meet legal and regulatory compliance requirements.

exponential data growth and increasing user demands for data recoverability, IT budgets remain flat.

applications, such as Discovery Accelerator and

Symantec Enterprise Vault software answers these challenges.

Compliance Accelerator, that mine archived data to support legal discovery,

Managing millions of mailboxes for thousands of customers

content compliance,

worldwide, Symantec Enterprise Vault provides an intelligent

knowledge management,

archiving platform that stores, manages, and enables the

and information security

discovery of corporate data from email systems, file server

initiatives.

environments, instant messaging (IM) platforms, and collaboration and content management systems. Because not

For further information on Enterprise Vault 7.0 contact

all data is created equal, Enterprise Vault utilises intelligent

your Account Manager or call the Symantec Team on

classification and retention technologies to capture, categorise,

0871 230 4847, alternatively email

index, and store target data to enforce policies and protect

symantec@bellmicro.eu

corporate assets while helping to reduce storage costs and simplifying management. It also provides specialised

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Increase your IBM Service capabilities overnight!

Bell Micro are the only IBM distributor able to provide implementation services for System p, Tivoli and System Storage hardware platforms.

We have invested heavily in our IBM team and now have 4 dedicated, certified IBM Specialists. We can help you to maximise your business opportunities and profit margins by providing a cost effective, IBM trained, alternative to creating or expanding your own IBM professional services team.

We also provide dedicated services sales and project management teams, both of which serve to make quoting and delivering these services as easy and as profitable as possible.

The quality of what we deliver is paramount, and with that in mind our services are offered through one of four pricing models, all aimed specifically at the resale market;

1

Time and Materials/ labour-only

3

Fixed Price

2

Packaged Service

4

Associate Service

Packaged Services are available around the following technologies:

A brief synopsis of each is covered below: Time and Materials only covers having an engineer/consultant (who is capable of delivering the service) on site for the agreed date(s). The client pays for the engineer/consultant irrespective of whether their (reseller) objective is met. This is most applicable to engagements where the reseller believes that the service should take a specific amount of time.

• • • • • • •

IBM IBM IBM IBM IBM IBM IBM

System p installation Basic SAN Installation SVC Implementation attach array with up to 2 new hosts SVC Implementation attach array with up to 5 new hosts SVC Implementation attach array with up to 10 new hosts Tivoli Storage Manager Server Installation Informix Database Administration

Partner Services Packaged Services are a comprehensive range of pre-defined services to help the channel community sell services in a quick and efficient manner. The benefit to you and your end-user is that these services are delivered on a fixed-price basis so you are not exposed to any of the risk of the project overrunning. An example of this service would be the installation of a System p server where we have a pre-defined scope of work, pre-requisites, price and documentation. Additional Packaged Services are being created around high-end disk and tape, Tivoli and Informix product suites.

Fixed price projects concern having a set deliverable but do not make reference to the number of days involved (i.e. the exact opposite of T&M). Here Partner Services owns the deliverable irrespective of the number of days that it takes to sign the project off. These engagements involve extensive Project Management to manage both the risks and cost of the project – enabling Partner Services to successfully deliver the project against the agreed deliverable.

The Associate Service is ideally suited as an alternative option to both the IT contractor market and permanent recruitment. The service overcomes many of the pitfalls associated with these resourcing options by offering a permanently employed Bell Micro consultant at contract market rates.

Should you want to investigate any of these opportunities further, please contact Matt Jarvis, IBM Services Sales on 07979 954817 or e-mail mjarvis@bellmicro.eu

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Latest Product Announcements from Secure Computing – the leader in Enterprise Gateway Security Secure Computing Introduces Sidewinder 7.0 to incorporate reputation technology to provide

Secure Computing Delivers Webwasher 6.5 Integrated Web Gateway Security Appliance

proactive and reliable protection. In addition to the

Secure Computing Corporation announced

integration of the TrustedSource reputation system,

Webwasher 6.5, the industry’s first and only

Sidewinder 7.0 includes significant enhancements

reputation-based Web gateway security solution.

for performance, policy management and overall

Webwasher 6.5 delivers reputation-based URL

security.

filtering for corporate users surfing the Web, and

In the coming weeks and months we will be taking

provides bi-directional protection for enterprise

several steps to bring you up to speed on the

networks to stop inbound threats such as spyware,

Sidewinder 7.0 release including:

phishing or other malware, and prevent outbound

• New Sidewinder 7.0 web site and related sales

threats related to sensitive data leaks.

Secure Computing Corporation recently announced Sidewinder 7.0, the industry’s first and only firewall

tools • Channel Webcast – training on Sidewinder 7.0

and sales tools update

As part of Secure Computing’s vision to provide comprehensive enterprise gateway security,

• Sidewinder 7.0 Pricing and SKUs

Webwasher 6.5 incorporates global intelligence

• Special Migration Programs for CyberGuard

from the company’s industry-leading reputation

Classic Customers • Sidewinder 7.0 Demo Video – Now available,

system, TrustedSource. Like a credit agency provides credit scores to enable reliable commerce,

this demo video contains three important

TrustedSource provides source-based reputation

sections for you to use when prospecting for

scores for URLs, domains and IPs as content-

new customers and discussing Sidewinder 7.0

based reputation scores for web page content,

with existing customers:

messages, attachments and images. Using this

- Secure Computing Introduction – by John McNulty

real-time scoring, Webwasher 6.5 allows

- Sidewinder 7.0 GUI Demo – by Paul DeBernardi

organisations to detect and prevent security threats

- Sidewinder 7.0 Attack Demo – by Darrell Kesti

such as spyware, phishing or other malware.

For more information on both product announcements please visit: http://www.securecomputing.com/press_releases.cfm or call Mark Corrigan at Bell Micro on 0871 230 4666 or email mcorrigan@bellmicro.eu.

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HP-UX 11i V3 It’s here and it’s a chance for your customers to take a giant step up the virtualisation and automation ladder HP are making good on their promise to help their customers to build the ‘adaptive enterprise’ by making strong moves towards mission critical virtualisation and even greater automation capabilities in the latest HP-UX 11i V3 release.

This version of the platform combines powerful virtual-workflow flexibility with an extended HP Virtual Server Environment (VSE) featuring dynamic memory migration and HP Virtual Partitions.

The new HP Roadmap for version 3 of HP-UX 11i and the introduction of two new HP Integrity servers signals HP’s commitment to engineering the platform for future investment. The new HP Integrity BladeSystem and HP Integrity rx2660 take HP-UX into the SMB space opening up the low-end market momentum around UNIX to HP’s channel partners.

For your UNIX customers HP-UX 11i V3 is proof that HP is expanding it’s investment in this core technology and is delivering a version of HP-UX that delivers up to 35% softwareupgrade performance and 50% reduction in total cost-of-ownership.

Make sure your sales team has access to everything they need to know about HP-UX 11i v3, by contacting your Bell Micro Account Manager or visiting our microsite at www.questioningyourintegrity.com

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Introducing

Solutions led business is at the heart of the Bell Micro Enterprise philosophy and with this in mind we are pleased to announce a new programme for ISV’s in the channel.

Bell Micro are no strangers to the ISV community, having already operated two successful ISV programmes over the past two years. The new Maximation programme from Bell Micro brings these initiatives together, providing our ISV partners with a powerful, simple route to new business. Maximation is about creating strong solutions propositions between ISV’s and our channel business partners. Developed in conjunction with IBM, this programme is open to any size of ISV, whatever their current level of channel activity. The scope of Maximation means the we are able to nurture and grow new ISV partnerships whilst at the same time we can help even the most channel-focussed software vendors to extend their market reach and pipeline.

This programme is all about providing the human and financial resources to deliver ISV marketing campaigns, lead generation and practicalities such as training that are fundamental to building successful partnerships with resellers.

For more information please contact your Bell Micro Account Manager or visit www.maximation.eu

Bell Micro makes it easier with IBM Multi-Vendor Support

The Bell Micro Vendor Services team support over 3000 contracts through some 350 Resellers. Our dedicated IBM Services team includes an Upfront Attach Specialist, a Business Development and Backup Specialist and a dedicated Renewals Manager. This team have the expertise to assist you in enhancing your offering to customers by providing advice on maximizing Services attach to the proposed hardware and software purchases. Add value to your customer, by reducing the number of contracts and making it easier for them with IBM’s Multi-vendor support – one contract and one point of contact for all your clients’ infrastructure (i.e. IBM/Cisco/HP/Sun).

Increase revenue, margin and customer loyalty by building

The focus IBM Services has on supporting you and your clients is exceptional: • IBM has the largest and most highly trained technical resources anywhere in the UK • Engineers have access to over 44,000 parts strategically located in the UK – annual parts usage that is more than the turnover of some UK maintainers.

• Advanced remote diagnostic and recovery tools – 40% of the calls are resolved remotely with no need for an engineer to visit.

• Flexible ways to contract – providing superior warranty cover on service levels, service type, and service terms.

additional support services into your offering: • Support Line (SL) covering AIX, Windows and Linux • Remote Technical Support (RTS) covering Storage and SAN • Enhanced Technical Support (ETS) to provide system

wide Proactive Support IBM also offer ongoing channel programs in order to help you WIN! For more information on how to win with IBM services please contact Chris Hoyle 0871 230 4624.

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Bell Micro IBM System Storage Partner Programme Supporting your System Storage needs IBM has assumed a market leading position in storage, delivering technology that answers all the critical business issues. We want our business partners to have full access to this proven technology, becoming the first to take it to market and enjoy genuine competitive advantage in a dynamic and proliferating market.

The IBM System Storage Programme is all about cementing the relationship between Bell Micro and those partners best placed to build new storage opportunities. By committing to work with Bell Micro, members gain access to an exclusive set of benefits. These unique advantages can save you money, deliver sales and technical skills in-house and offer you a real competitive edge. Programme benefits focus on providing the knowledge, tools and resources needed to generate margin-rich business, whilst providing useful networking opportunities and the chance to raise your business profile within IBM. All of these benefits are designed to help your business capitalise quickly and easily on the broad ranging opportunities presented by IBM System Storage technology.

Bell Micro provides channel partners with all the skills and services necessary to identify, win, implement and support IBM System Storage business. IBM recognises this market leading status by working with us to make unprecedented resources available, including their support for this initiative.

For more details on the programme benefits download a programme guide from www.ibmservicecentre.com

How to sign up to the programme

IBM System Storage members benefit from: • • • • • •

The Programme is designed for people who are serious about investing in and developing their IBM System Storage business. To participate,

• • •

Priority access to Bell Micro pre-sales and account support resource Exclusive training sessions An increased profile with IBM Extensive marketing support Priority access to our Enterprise Solutions Centre for demonstrations, testing and proof of concept excercises Exclusive access to Bell Micro incentives and promotions plus exclusive initiatives for Programme members Access to System Storage ISV Solutions Participation in a Quarterly Storage Counsel Priority access to Bell Micro Partner Services and preferential pricing

prospective partners must demonstrate their commitment, through an agreement to work exclusively with Bell Micro and by completing a joint business plan for storage technology.

To take advantage of the many benefits, or to discuss the opportunity further, contact your Bell Micro IBM Account Manager on 0871 230 4500

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HP OpenView Technical Academy what our students say…

Tom Prudden

This summer sees the doors opening on the second HP OpenView Technical Academy. With students recruited and ready to learn, the Academy is geared up and ready to build on last years successes.

I finished my degree and completed my dissertation in June; starting at the academy a week later.

The course was very intensive, but also highly rewarding and enjoyable. The instructor led tuition gave me an insight into the kind of career the academy could lead to, as well as an insight into how the industry is structured. The final week of the Academy focused on some of the Soft Skills we would need as consultants and featured some very valuable advice and training.

My job at Bell Micro is highly rewarding and very different to anything else I have done previously. The nature of the software and the consulting role ensures the job always remains challenging. The opportunities for further training and growth also allow me to expand my skill set and further direct my career. I can highly recommend the Academy to other students and companies who are looking for HP OpenView Specialists. It’s a great scheme which benefits both sides and strengthens the industry.

Simon Hüber I used to be a mechanic for a Volkswagen/Audi dealership in Milton Keynes. I did an access course and then my degree in Computer Networks for Business, a four-year sandwich degree course at The University of Central England in Birmingham.

The Technical Academy has enabled me to go straight out of university into consultancy. As trainee consultant I can already tell that I have started my career and not just found a “job”. My company is committed to keeping staff up-to-date with training and industry certifications, on my first day I was booked on a further two courses. Since joining the company I have spent a lot of my time engaged in a Systems & Management project for a large financial services provider. I have gained so much knowledge and experience in such a short space of time and am eager to build on this in the future. Last month I was selected to spend a week in Budapest on a CCM (Change and Configuration Management) Train the Trainer course. I hope soon to be involved in rolling out training through the Channel.

What we say…

Antony Young (far left), Simon Hüber and Tom Prudden.

Giving a foot onto the ladder of success to Academy graduates has proved to be a ‘win win’ situation for Bell Micro.

We took two graduates from the HP Openview Academy last summer and both are performing well and are ahead of targets we initially set. They have proved an excellent early ROI with revenues generated in the first four months outweighing any initial costs.

Academy graduates want to prove their worth: they are eager to learn and willing to give something back.

I would recommend the Academy to anyone thinking of recruiting new blood.

Ben Abraham, Practice Manager If you would like further information in recruiting an Academy graduate, contact Georgina Leadbeater on 0871 230 4536 or e-mail gleadbeater@bellmicro.eu or check out the Academy microsite at www.thetechnicalacademy.com

‘‘

Following the success of the HP OpenView Technical Academy, Bell Micro have now launched the IBM Storage Management Technical Academy in collaboration with IBM. For further information, please contact Georgina Leadbeater on 0871 230 4536.

’’

www.bellmicro.eu

Virtualisation with HP BladeSystem and VMware The pressure to ‘do more with less’ is the reality of modern IT strategy. Part of the response to this issue is the rapid emergence of virtualisation technologies that extend capacity, enhance efficiency and improve resilience. Ensuring that our channel partners are able to provide effective virtualisation advice and solutions is a key business driver for Bell Micro.

Key benefits of virtualisation: • Increases hardware utilisation and reduces hardware requirements • Reduces cost per rack space and power costs • Decreases labour cost by simplifying and automating labour and resource intensive IT operations • Enables continuous uptime and non-disruptive maintenance of IT environments with live migration of entire running systems • Improves responsiveness to business needs with instant provisioning and dynamic optimisation of application environments

Virtualisation is an approach to IT that pools and shares resources so utilisation is optimised and supply automatically meets demand. To achieve this, a holistic approach is used

VMWare from HP

through the integration of people, processes and technologies.

VMware from HP is a comprehensive suite of VMware

This new virtual view of the resources is not restricted by the

virtualisation software designed to virtualise and centrally

implementation, geographic location or the physical

manage your HP ProLiant servers. As part of the ProLiant

configuration of underlying resources.

Essentials range – Virtualisation Management Software (PEVMS) is an optional bundle with VMware Infrastructure

Traditionally, data centers have used dedicated servers for each

products. HP now includes standard 1-year 9x5 unlimited

application within an enterprise, while most server capacity goes

technical software support and updates for all VMware

unused. Average utilisation rates of 20 to 30 percent are not

software licenses.

uncommon and contribute to high costs and wasted IT resources and funds. By pooling and sharing resources, utilisation is optimised and supply automatically shifts to meet demand.

Virtualisation technology delivers transformative capital and operating costs savings as well as increased operation efficiency, flexibility and IT service levels.

Why HP BladeSystem c-Class is the best platform for VMware • • • • • • • •

Each enclosure is already built for a 16 server VMware farm Choice of 2 or 4 processor server blades Choice of dual-core and quad-core Choice of Intel or AMD processors Supports Ethernet, Fibre-channel and Infiniband switches Full redundancy (servers, interconnects and power) No single point of failure Intelligent Infrastructure for easy & time-smart management

For more information please contact your Account Manager or visit our microsite www.cuttingthecomplexity.com

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Open Storage Open for Business!

Platforms

Fabric/ infrastructure

Bell Micro’s Open Storage business unit delivers a diverse range of technologies to help our reseller partners to deliver what end-user customers require in the datacenter – from disk arrays, to fabric and switches, management software, UPSs and professional services.

The largest part of the Open Storage business in the UK is our EMC practice. Bell Micro occupies a leading position in EMC’s distribution channel and is set to grow by 30% in 2007. With the forthcoming re-launch of EMC’s Velocity Programme and Bell Micro's own EMC specific Partner Programme, we are combining to deliver a host of value-added benefits to partners looking to capitalise on Enterprise storage opportunities.

The key people for you to know in the EMC team are: • • • • • • •

Nigel Dunn Matthew Earle Dan Laycock Tom Segeren Ian Stephens Peter Springfield Reg Hall

Head of Open Storage EMC Hardware Business Development Manager EMC Software Business Development Manager EMC Contract Renewals EMC Product Manager EMC Pre-Sales EMC Pre-Sales

If you would like to know more about how our EMC team, or any of our Open Storage team, can work with you to build a new revenue stream or to develop your existing business, please contact your account manager or call the team directly on 0208 286 5000.

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Informix in the City A whole new storyline for IBM Informix Bell Micro, working in tandem with IBM and key business partner Oninit, are pleased to announce an exciting new initiative to grow and develop the IBM Informix arena.

Working exclusively with IBM, this new programme will be focused on a web-portal at www.informixcity.com and is intended to bring renewed energy to the Informix community, providing a strong focal-point for Informix resources, expertise and informed opinion.

The site is targeted at ISV’s considering an Informix activity and channel partners who are looking for Informix applications and solutions partners.

Demonstrating the importance of the Informix brand within IBM and the channel, we hope this web-portal will become a habitual point-of-reference for Informix developers, delivering extensive value-add to subscribing users including; IBM downloads and information and a qualified knowledge forum for easy access to other Informix developers experiences and insight.

With over 20,000 users worldwide and an unrivalled pedigree in complex data handling, Bell Micro are confident that Informix IDS represents a solid platform investment for IBM software partners and will work closely with IBM and Oninit to provide the tools, training and access to IDS technical skills that will make an Informix project viable.

Take a look at www.informixcity.com for a more detailed perspective on programme delivery or contact your Bell Micro Account Manager to understand how you can access this Informix resource.

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Let’s play Support Plus Dominoes* Incentive running from 1st February – 30th April 2007 Object of the game

What’s in it for you?

To raise awareness and increase the volume of Support Plus

• Increased revenue and margin via the support contract

(SP) and Support Plus24 (SP24) sold by each partner by the

• Increased customer loyalty

upselling of existing support to SP or SP24 i.e. H/W or S/W

• Increased customer satisfaction

only to SP or SP24

• 1st prize of £2000, 2nd £1500, 3rd £1000 and 4th £500 via

the incentive

How does it work?

Earning points – the domino system

So for example, if a customer has currently got a Hardware contract (HW with NBD (Next Business Day

HW

SW

4hr

STS +LTU

response)) and you manage to upsell to Support Plus,

SP

SP24

you would qualify for a total of 6 points as per the 2nd domino under SP.

HW 4hr 9x5

Points are claimed as a ratio to revenue thus giving parity among Partners.

HW NBD

Reward to the successful Partners at end of Awareness Campaign (April 30th 2007)

HW

SW

4hr 13x5

LTU

No h/w contract

No s/w contract

Partners can then reward internally in line with company policy.

*T’s & C’s apply, for a copy, please e-mail xx@bellmicro.eu

Support Plus Upsell – key customer features and benefits

Reasons for considering Support Plus/Support Plus 24

These services combine features from the Hardware Maintenance on Site, Software Technical Support and Software Updates portfolio:

You will experience the full value of HPs’ Reactive Hardware and Software support and will also see the benefits of:

• • • • • •

• Software License compliance is maintained, ensuring legal peace of mind.

• Your system managers will be notified when new software releases are available • Cost benefits due to subscription savings on software updates • Escalation management • Increased system uptime • Increased return on IT investment • Single point of contact for Hardware and Software issues • Support for HP products and eligible multi vendor products

4 hour onsite Hardware Support 2 hour response Software Support Choice of coverage hours ( Monday to Friday 8am to 9pm or 24 x7) License to Use Software Updates Electronic Access/ ITRC

For further details of how to get involved in the Incentive or to discuss your Support Plus opportunities, please speak to the Vendor Services Sales team on 0871 230 4615.

www.bellmicro.eu

Storage remains a dynamic market for our channel partners and to ensure you continue to maximise this opportunity Bell Micro have developed a new version of our proven ‘How to sell guides’ for HP StorageWorks.

This guide focuses on the broader storage solutions sales that emerge from key issues and initiatives such as virtualisation, consolidation and IT governance/compliance. By building the business arguments around these issues and tying them into the technologies on offer from HP this guide represents a must read for your sales team before they discuss storage with customers.

In addition to the How to Sell Guide, your Bell Micro Account Manager can offer hands-on help with HP StorageWorks sales, training and deployment. The HP marketing team are ready to help you go-to-market with joint storage marketing campaigns.

The great storage opportunity – how Bell Micro is helping you to create valuable storage business in the channel The Bell Micro ‘How to sell guide’ for storage illustrates the Information Lifecycle Management model in detail, highlighting the HP products that fit at each stage in this cycle.

You can view this ‘How to sell guide’ online at www.secureintheknowledge.com or order your hard copy from your Bell Micro Account Manager.

www.bellmicro.eu

EMC services We offer a range of Packaged Services designed to help you sell EMC services in a quick and efficient manner. The benefit to you and your end-user is that these services are delivered on a fixed-price basis so you are not exposed to any of the risk of the project over-running.

Services include CLARiiON installs and upgrades; to view the complete range of EMC Packaged Services datasheets please see the Partner Services Microsite at EMC Packaged www.partner-services.co.uk/pack_storage.aspx

Services Datasheets include: For further information or discuss a particular opportunity, please contact the Partner Services Hotline on 0871 230 4999 or email partner.services@bellmicro.eu

• Description of the service • Deliverables • Customer Benefits • End-User Price • Scope of Work • Acceptance Criteria • Exclusions & Limitations • Pre-Requisites

New starters IBM Greg Bate

ISV Program Manager

Partner Services Dan Redgrave

IBM Storage Consultant

Enterprise Andrew Waine Laura Popham Alex Sumner

Account Support Admin Account Manager Marketing Executive

Commercial Martin Parker Paul Haines Lee Whittaker Chris Redfearn James Murphy

Allied Telesis Product Manager Major Account Manager Business Development Executive Business Development Executive Networking Product Manager

Sales Admin Jenna Williams

Customer Service Co-ordinator

How to get in touch 25 Wellington Business Park, Dukes Ride, Crowthorne, Berkshire RG45 6LS T: 0871 230 4500 F: 0871 230 4994 Block 1, Milbank, County Dublin T: 01 601 5024 F: 01 621 3369 2 St. Crispin Way, Haslingden, Lancashire BB4 4PW T: 0871 230 4500 F: 0871 230 4501 Nepshaw Lane South, Gildersome, Leeds LS27 7JQ T: 0871 230 4800 F: 0871 230 4848 Cox Lane, Chessington, Surrey KT9 1SJ T: 020 8286 5000 F: 020 8286 5056