Tech Times September/October by Tech Data

September/October 2012

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September/October 2012

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Executive Address Harvest the benefits

In the News Sharing Canada’s jewel

IBM’s PureFlex Academy Join IBM Top Gun trainers

Changes to the Lineup Discover new opportunities

TechSelect Member Profile Broadview Networks prepares for growth in the Prairies

A time of transitions

VMware Shares the Masters Enjoying the Masters at Spruce Meadows in Calgary

VMworld 2012

Enhanced Associate Training Improves Customer Service

‘Hands-on Hardware’ benefits resellers

Helping You Grow Your Business Log into www.techdata.ca

Voice of the Vendor Michael Kerr of EMC shares his insights

Editor Ann Cain Art Direction and Design Julie MacAulay Contributing Writers and Editors Irene Buchan, Ann Cain, Robert Dutt Project Manager Ralitsa Naydenova Tech Times is published and distributed six times per year to channel resellers across Canada. ©2012 Tech Data Canada Corporation. Prices, promotions, offers & terms and conditions of sale subject to change without notice. Errors and omissions excepted. All manufacturers’ names are registered trademarks of their respective corporations. This publication comes to you free from Tech Data Canada Corporation. We received your mailing address from your Tech Data customer account information. To make changes or to unsubscribe, please contact your Tech Data sales team at 800.668.5588 or notify us at emailcanada@techdata.ca. www.techtimesmagazine.ca

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September/October 2012

Share Your Favourite Tech Data Moments Here’s a peek at some of our best reseller moments snapped at recent Tech Data and vendor hosted events. Now it’s your turn to send us your favourite Tech Data photos. We’ll feature your submissions in the November/December issue of Tech Times. Tech Data’s reseller events and sales promotions help you reach new heights with product demonstrations and face-to-face consultations. Our national marketing advantage can help you close more sales and boost your bottom line through targeted opportunities. And of course we’re here to also have some fun and unwind! We’re looking for photos that capture your top memories of a Tech Data event whether that’s a face-to-face meeting, networking with colleagues and sharing ideas - like our TechSelect partners do regularly, or taking a break on one of Tech Data’s amazing vendor promotion destinations to Iceland, Italy, England, Hungary, California, Texas or somewhere else equally exciting. Send your photos to ann.cain@techdata.ca and don’t forget to include who is in the photo, where you are and the event (and what you are doing i.e., scavenger hunt, etc.). We would also like to know why this is your favourite Tech Data moment. Ann Cain, Manager, Communications ann.cain@techdata.ca

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On the road with BBT

Enjoying a tour of Tech Data’s ATSC

Fraink Haid, VP Sales, connects with TechSelect member Broadview Networks

from the

Enjoying another Tech Data adventure

September/October 2012

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September/October 2012

ExecutiveAddress 8

September/October 2012

Harvest the benefits “It is only the farmer who faithfully plants seeds in the spring, who reaps a harvest in the autumn.” ~B. C. Forbes As a small-town boy who was born on a family farm in eastern Ontario, I can tell you firsthand that without faithfully planting seeds and tending to your crops throughout the summer, you won’t have much to harvest in the fall. And as President of Tech Data Canada, I can assure you that those same principles and lessons apply to the Canadian channel, to your business, and most certainly to Tech Data. While we’ve all enjoyed our summer – and what a summer it was! – it’s time for all of us to get down to the business of harvesting all that we’ve sown. During July and August, Tech Data’s team focused on increasing our inventory levels in anticipation of the busier fall and winter months. We started our enhanced ‘hands-on’ sales training this summer to give our sales representatives more technical knowledge for a better customer experience. Focusing on learning and development, our technical specialists have recently achieved additional certifications increasing our breadth of technical resources to well over 30. This extends our reach beyond the typical capabilities of broad line distributors and VADs. We continue to see growth in our configuration business and you can learn more about our integration services in the interview with Richard Toledo, Manager of Technology Services, Business Operations in this issue of Tech Times in the AIS section. As the channels trusted software destination, Tech Data’s software team is putting dynamic software selection at your fingertips with StreamOne, our intuitive software license selector that helps you choose the right license in just four steps. And through our work with Tech Data’s business development team we continue to enhance our ecommerce tools to make it easier to do business with us online.

Across the country our sales and marketing teams are busy connecting with resellers at Tech Data and vendor partner events, and through sales calls and networking opportunities. It doesn’t really matter what harvest you are preparing for because the principles remain the same. Prepare wisely and you’ll reap a bountiful harvest. That’s what the Tech Data team is working towards. I’m excited about the developments we are seeing unfolding in the market in the data center, cloud and digital signage. This fall I’m looking forward to enjoying the benefits of our planning and a good harvest. And I hope you are too!

D.R. Rick Reid

President, Tech Data Canada

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Tech Data Corporation Shares Canadian Jewel Bob (Robert) Dutkowsky, CEO of Tech Data Corporation visited Tech Data’s Mississauga head office in August for Tech Data Corporation’s Board of Directors first visit to Canada. Other special guests included Steve Raymond (former Tech Data CEO), Nestor Cano, President Tech Data Europe and Murray Wright, President Tech Data Americas. Canada’s executive team welcomed this unique opportunity to showcase the Advanced Technology Solutions Centre (ATSC) – the one and only of its kind in Canada, our Mississauga-based ISO 9001:9008 certified logistics and configuration centre, and Tech Data’s Canadian headquarters. As well, the board had an opportunity to meet with key customers and vendor partners to learn about Canada’s market differentiators. Bob Dutkowsky and Tech Data Canada President, Rick Reid took some time to sit down with industry media to speak candidly about some of Tech Data’s initiatives and the Board’s first visit to Canada. Dutkowsky shared in a media interview that Tech Data Corporation is a global business with operations in 100 countries and the Board’s visit to Canada is an opportunity to see and feel firsthand the value Tech Data Canada brings to all of our Tech Data locations. “Canada’s logistics centre is our crown jewel, we have the best configuration services and what we do here is unique,” says Reid. Adding that as the market changes, Tech Data Canada has changed to support our VARs and add unique value each step along the way. “It’s critical to provide efficiencies for VARs in the marketplace and our Advanced Infrastructure Solutions (AIS) and ATSC do that for our reseller partners,” states Reid. To view complete media coverage for this event, “Like” us on facebook.com/techdatacanada, or follow us on Twitter at twitter.com/ techdata_canada.

September/October 2012

Bob Dutkowsky, CEO, Tech Data Corporation talks with Julian Lee of ecnTV. Watch the interview at www.ecntv.tv.

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small to medium business Eaton Powerware 3S Series UPS is the ideal solution for your small office or home office power protection needs. As easy to use as a power bar, Eaton Powerware’s 3S Series UPS is your solution to a durable and dependable UPS at an affordable price. Bundled with UPS monitoring software and backed by a 3 Year Limited warranty web registration. $25,000 Load Protection Guarantee. Can you afford not to protect your investment? TD SKU 0537A1 0538A1

Description 3S 550va/330 watt 3S 750va/450 watt

For more information please contact your local Tech Data Representative or click on www.eaton.com/3s

Enterprise-class Unified Storage at a Small Business Price Every ReadyDATA 5200 ships with a full suite of advanced features such as block-level replication, deduplication, and thin provisioning. Add expansion to as many as 180TB and the dramatic perforce boost that comes from supporting a mix of SSD, SAS and SATA drives within a volume, and ReadyDATA redefines the concept of storage for small and medium businesses, remote offices/branch offices (ROBO), and departments within enterprise organizations. Never before have so many features come standard on an enterprise-class storage device, especially one with a price tag that is comfortable for even the smallest of IT organizations.

Fast. Targeted. Profitable: Earn up to a 15% Discount with Symantec’s Margin Builder Program Symantec’s Margin Builder program offers eligible Symantec Partner Program members with SMB Specialization, the potential to earn additional upfront margins on qualifying SMB opportunities. Members of our SMB Specialization can earn up to a 15% discount on qualifying SMB opportunities! Register today at www.marginbuilder.com.

The R900 series, powering your business. Toshiba’s greatest performance notebooks ever: the R900 notebook series, offering a showcase of innovations and impeccable craftsmanship for uncompromising power and freedom. For more information call your Tech Data Sales Representative today at 800.668.5588.

September/October 2012

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small to medium business Updated! SmartPro Models now With Front panel LCD display. SmartPro Line Interactive UPS with enhanced LCD interface offers network-grade power protection for critical server, network and telecommunications equipment. These Line Interactive UPS actively corrects power back to usable levels while maintaining a full battery charge in case of power failure. TD SKU MDP#__________ 20693S Smart3000RMXL2U 880214 Smart3000RM2U 808017 Smart2200RMXL2U 77423Q Smart2200RM2U

For more information call your Tech Data Sales Representative today at 800.668.5588.

HotSpots THE GROWING DDoS PROBLEM Over 50% of data center operators experience more than 10 DDoS attacks per month. Safeguard your customer’s network from availability threats. Download your free whitepaper Why Anti-DDoS Products and Services are Critical at www.arbornetworks.com or call your Tech Data Sales Representative at 800.668.5588 today!

Small Laptop? Big Protection! Banish bulk without sacrificing protection and organization with Targus 13” and 14” laptop solutions. Targus offers a variety of carrying cases for Ultrabooks, MacBooks® and smaller laptops including the Pewter Topload Case (13”), Revolution Ultra-Lite Case (13”) and Classic Laptop Case (14”). Sleek, slim protection with ample accessory storage. TD SKU: 26069Z, 1906B1, 4517B8, 4516B8

For more information call your Tech Data Sales Representative today at 800.668.5588.

Imation T5R and R4 Data Protection Appliances Imation T5R and R4 Data Protection Appliances are purpose built to provide affordable, enterprisestrength data protection for SMBs. These appliances use hard drives, removable RDX disk cartridges, replication and cloud storage to provide up to four layers of data protection in a single backup infrastructure, providing SMBs with an unprecedented combination of data security, flexibility and simplicity. Visit our Partner Portal at www.imation.com. TD SKU# Description DataGuard T5R Appliance (No HDDs) 28655 DataGuard T5R Appliance with 5 x 1TB HDD 28654 28652 DataGuard R4 Appliance (No HDDs) 28851 DataGuard R4 with 4 x 1TB HDD Other configurations available

Ensure the availability of critical systems Double-Take Availability offers affordable data protection, provides fault tolerance and enables immediate recovery from any system outage at the push of a button though a unified console. Continuous data replication over any distance ensures you always have access to a current copy of your data, applications and operating system. TD SKU: 39266Q

For more information call your Tech Data Sales Representative today at 800.668.5588.

September/October 2012

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September/October 2012

Yet another successful Tech Data and IBM educational conference has come to a close! The three-day â&#x20AC;&#x153;IBM PureFlex Academyâ&#x20AC;? conference, presented exclusively by Tech Data, took place August 21st to 23rd at the IBM Briefing Centre in Raleigh, North Carolina. While in Raleigh, partners joined IBM Top Gun trainers and Tech Data specialists for a two-day training session. The training sessions prepared partners for the PureFlex Sales Certification Exam which they could complete while in Raleigh to receive their IBM Certified Specialist PureFlex Technical Support V1 certification. Partners also had the opportunity to enjoy great dinners and other exciting activities. Thank you all for making us your preferred PureFlex Distributor.

September/October 2012

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Tech Data is always looking for opportunities to partner with leading vendors to bring you the solutions and services you need to support your end customer’s needs. Digital Signage Solutions Digital signage opportunities in the market exist for content management and delivering and enabling through the cloud. VARs are expanding their digital signage practice beyond displays and networking and into content management and other solutions, targeting vertical markets like healthcare, retail, education and more. Audio visual is another strong area of growth as part of the digital signage portfolio. VARs familiar with the professional audio/video market will appreciate Tech Data’s new distribution agreement with TeamBoard, a leading manufacturer of interactive technology solutions for education, corporate, and training environments. TeamBoard’s awardwinning T3 series Interactive Whiteboard is on display in Tech Data’s Advanced Technology Solutions Center (ATSC) for resellers and their customers to experience onsite or remotely. TeamBoard’s whiteboard can be used three ways: as an interactive whiteboard, as a standard whiteboard and as a presentation screen. The interactive touch whiteboard functionality enables presenters to move data on the whiteboard with a touch of a finger or pen. You can navigate through dynamic activities, websites, multimedia and presentations. Used in the electronic whiteboard mode it saves handwritten notes to text that can be emailed directly to participants. As a whiteboard, the unique Egan Versa surface allows users to wipe off dry erase or permanent marker 22

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easily and cleanly. For presentations, TeamBoard’s intuitive tools support Windows®, Mac OS® X or Linux. To ensure the highest quality signal gets where you need it, Tech Data now offers solutions from Kramer Electronics, a global manufacturer of audio visual distribution products, with over 30 years’ experience and 22 offices around the world. For any facility that has a display of any kind, Kramer’s products cover Pro A/V switchers, distribution amplifiers, range extenders, scalers, format converters,

control systems, room connectivity, and cables. Kramer has a solution for distributing any signal type in any size facility, whether the system is as small and simple as a laptop to a display, or as large and complex as campus wide A/V distribution. Kramer offers local design and product selection assistance, as well as local after-sales technical and troubleshooting support and offers year round scheduled workshops that cover both product training and Pro A/V technology training.

continued on page 24>

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<continued from page 22 Inspired Xpress from AMX, a leader in innovation, offers integrated technologies for a whole new way of scheduling, monitoring and reporting results from every digital sign you deploy. From simple single display signage to sophisticated interactive applications that are programmed to grab your viewer’s attention in ways you have never imagined before – and remember, that is the goal! - Inspired XPress from AMX is tailored for organizations that desire to manage all aspects of their digital signage including content creation. Inspired XPress features a simple, intuitive software interface that allows staff to quickly create templates and content, and then publish content to SPX-1000 players which are small enough to mount behind any display. Content design is fluid, similar to a web page. Ideal for digital signage applications where the player must be mounted behind the display or in a confined space like a kiosk or video wall, Inspired XPress has the power to deliver dynamic information to customers of retailers, hotels, banks, event venues and other public spaces in multiple languages. For resellers whose end customers are interested in utilizing subscription software to manage and share their content, ScreenScape based in Prince Edward Island, is a new Canadian vendor in Tech Data’s digital signage portfolio. ScreenScape’s content management subscription software supports placebased marketing opportunities. Through the cloud, ScreenScape lets small local businesses and organizations in a community extend their message, and allows them to monetize the screen they have in their facility. ScreenScape addresses the need to keep content dynamic. For the VAR, ScreenScape provides the ability to deliver another solution to SMB customers who are looking to deploy digital signage. For more information about Tech Data’s Digital Signage solutions please email Gabriel Pawchuk, Digital Signage Sales Champion at Gabriel.pawchuk@ techdata.ca or send him a tweet @ TDCanadaDS. Follow Tech Data at www. tddigitalsignage.ca. 24

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Simplifying the Apple Platform As more organizations are implementing a Bring Your Own Device (BYOD) policy for employees to bring personally owned mobile devices to their place of work and use those devices to access privileged company resources as well as their personal applications and data this, creates a need for system administrators to simplify the apple platform for those employees whose BYOD is an Apple product.

For a complete listing of Tech Data’s vendor partners visit www.techdata.ca. Under About Us select ‘Doing Business With Us’ to view our complete manufacturer’s line card. The Casper Suite by JAMF Software simplifies Apple mobile device management with a comprehensive platform to manage Mac OS X client management solutions and iOS mobile devices. From beginning to end, the Casper Suite provides a seamless experience for end users and administrators and helps resellers increase IT efficiencies, reduce ownership cost and minimize liability for their end user customers. As the adoption of Apple products in the enterprise continues to increase, JAMF Software provides a framework that enforces software licensing compliance, security standards, energy usage, and other organizational rules and requirements. Using the Casper Suite’s unique selfservice interface, users are able to install in-house apps with a single tap or select from a customized list of recommended

apps. Administrators can also remotely manage configuration profiles and gather a full inventory of installed apps on devices from a single console in the JAMF Software Server (JSS). The Casper Suite also takes advantage of security capabilities in iOS to perform remote device locking, secure remote data wipes and passcode administration. Flex Your Way to a Productive Workplace Precise time keeping is the key to optimizing personnel and processing resources to contain costs and remain competitive in today’s market. To help you keep productivity and profitability on pace Pyramid Time Systems (formerly Pyramid Technologies) Clocks, Time Clock Systems, and TimeTrax™ Wireless or Ethernet based Synchronized Clock Systems ensure dependable, accurate time and employee time. Pyramid Time’s SIMPLE:SMART timekeeping includes analog and digital wall clocks, wireless time signal transmitters, bell and tone schedulers, mechanical time clocks and PC based time clock systems that are simple to install and easily expandable. With Pyramid Time facilities management staff will no longer spend time maintaining clocks for daylight savings time and power outages freeing them up for more important matters. Improved efficiencies will be created when the wall clocks match the automated time clocks eliminating excuses for late punches from lunch and break. Risk management staff will benefit from accurate time records in hospitals and healthcare settings. Synchronized time will greatly reduce the chance of critical care errors and subsequent legal action. And school administration and faculty will benefit from accurate and timely class commencement and dismissal, optimizing teaching opportunities and minimizing chaos in the hallways between classes. For a complete listing of Tech Data’s vendor partners visit www. techdata.ca. Under About Us select ‘Doing Business With Us’ to view our complete manufacturer’s line card.

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September/October 2012

TechSelect Member Profile In this issue of Tech Times, we talk to Broadview Networks.

Tell us a little about your organization. Broadview Networks of Winnipeg is a privately owned corporation in its 9th year of operation. We provide advanced infrastructure consulting and implementation services to Industry, Government, Education and Healthcare throughout Canada. We have the inhouse expertise necessary to tackle a wide range of IT customer needs. We employ experienced and knowledgeable professionals so clients can always be confident they have the most qualified IT professionals working on their business. What are your thoughts on the industry in general? It’s going to be an exceptional year of change in the corporate computing world. Tablets and ubiquitous device computing are going to be the centre stage for end users, while IT departments plan for an unprecedented amount of new or updated products from Microsoft and the hardware vendors with the release of Windows 8. Over the next year, for the first time ever, we will experience the same user interface across Desktops/Laptops, Tablets, and Mobile phones with Windows 8, Windows RT and Windows 8 Mobile. While the end user is getting a new set of tools with Windows 8 and Office 13 this year, the Datacentre is far from left out. We just saw the launch this year of System Center 2012 laying the foundation for Server 2012 making Microsoft a true competitor in the Virtualization game. What challenges are you facing and what is your plan to overcome them? We’re facing increased competition within Manitoba and Saskatchewan from national VARs moving into our market. To help protect our account base, we retooled our Managed Services offering this summer to provide more value at the same price point. Recruitment of quality staff and retention is also an ongoing challenge. We try not to overlook the details when it comes to employee satisfaction. Management is accountable to demonstrate staff

September/October 2012

Broadview Networks team at Tech Data’s 2012 Reseller Adventure

appreciation and quarterly employee surveys are performed to measure our success in this area. Small perks are also provided to keep morale high. To encourage cross departmental team work, a job sharing initiative was implemented this quarter. Technical and sales staff spent a couple of hours shadowing each other and gained a broader understanding and appreciation for the work each department performs. What would you like to see from vendor partners? Vendors need to respect the VAR’s time and understand where their products fit within the VARs portfolio. Most VARs can’t succeed by focusing too heavily in any one area; success comes from a full solution set. We’d like to see more cooperation between complimentary vendors for joint marketing programs and product promotions. Program simplicity, low Vendor contact turnover, and an effective deal registration system with margin protection are also key to effective vendor relationships. What are some of the goals for your organization for the next five years? Broadview performs quarterly strategic planning and has well-defined goals for the next 3-5 years. These include market expansion, Partner Network growth, and Vendor development. We feel expansion of our current Managed Services and Cloud Practice will be key to future success. Specific KPIs (Key Performance

Indicators) for Vendor development include a Vendor communication strategy and pipeline reporting capability. How has the TechSelect program helped you meet your organizations goals? Part of our growth strategy is to deliver solutions in partnership with other VARs. TechSelect has helped Broadview build our Partner Network both within our region and across Canada. By strengthening existing Partner relationships and building new ones, Broadview has been able to expand our geographical footprint and offer customers more complete solutions without diluting the focus of our core offerings. The vendor support within TechSelect has also been a benefit and allowed us to promote and sell more of their products. What is your outlook for 2012? The outlook for the Prairie provinces continues to look strong through 2012 and into 2013. A diversified and stable local economy provides a solid base for ongoing growth. Typically trends are reflected in our region about one year after they are evident in the U.S. This allows us to anticipate and prepare for market opportunities and shifts within the industry. An example of this is the adoption rate of Office 365 within the enterprise space.

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September/October 2012

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VMworld 2012: A time of transitions for virtualization giant By Robert Dutt

New leadership, familiar goals and the end of an unpopular pricing experiment at the company’s annual virtualization mega-event SAN FRANCISCO – Change was everywhere at VMware’s VMworld conference this year. It was a story of new leadership and some new directions, but at the same time, keeping going with a strategy that’s worked. The company got a send-off from the chief executive who’s helped redefine not just the company but the industry in which it participates, and a sense of where it’s going in the near future from the executive who will lead it forward. Maritz: Mission accomplished The timing of this year’s VMworld – in the last week of August – was one that embodies the changes swirling around the software company. It was the last week at the helm for Paul Maritz, the CEO who’s shaped the company into a dominant player over

the last five years, before he handed over leadership of the company to Pat Gelsinger, the veteran Intel and EMC executive who will lead VMware into the future. It’s an unusual type of executive “double switch” – Maritz will no longer lead day-to-day operations at VMware, but as the new director of strategy at EMC, Maritz likely moves several slots up the rankings of executives likely to take the reins at EMC when the venerable Joe Tucci decides it’s time to call it a day. It’s not surprising that Maritz’s presentation looked back at the last 5 years, since Maritz first took the VMworld stage in 2008. “I have to really thank all of you for an incredible journey and what we’ve been able to achieve since 2008,” Maritz told attendees. continued on page 30>

Crowded House: VMworld brought more than 20,000 partners, customers and VMware employees to San Francisco’s Moscone Center www.techdata.ca

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<continued from page 29

“Fasten your safety belt for the next four years, and enjoy your ride with Pat” To say there have been some pretty impressive changes in that time would be an understatement. In 2008, the CEO’s slide deck showed about 25 per cent of all server workloads were running virtually. Today, that figure is more like 60 per cent, putting applications running on virtual machines firmly in the majority.

Changing of the guard: Outgoing CEO Paul Maritz hands over VMworld to incoming CEO Pat Gelsinger

In 2008, the VMware community was 25,000 certified professionals. Today, that figure stands at 125,000. And over the same time, the everpresent cloud discussion has changed from “What is the cloud?” to “How can we use the cloud to transform our business?”

Meet the new boss: Pat Gelsinger stressed that VMware will remain independent

They are changes that set the stage for the next wave of value delivered by virtualization, Maritz suggested. Of course, this wave that he sees is already well-represented in the VMware product line – encompassing the company’s new strategy for extending server virtualization to data centre wide virtualization, and adding gravitas to client virtualization at a time when the long-available technology seems poised to truly come into its own. Both changes are driven by what Maritz described as “the imperative to deliver new functionality and new experiences to both end users and end customers,” and not just to continue IT’s “50-year journey to automate most of the paper-based processes in business.”

Changing realities: Paul Maritz’ final VMworld keynote as CEO focused on how virtualization has grown, and where it will go in the future

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“There’s going to have to be a fundamental innovation change,” Maritz advised. “These forces are going to have a really big impact over the next four years, and we’re going to get a lot more efficient about using existing IT to go after these new experiences.”

Gelsinger: Staying the course It appeared to be a bittersweet moment for Maritz as he clutched the hand of his successor and told attendees that he was “formally handing over custodianship of this community” to the new executive. “Fasten your safety belt for the next four years, and enjoy your ride with Pat,” Maritz said, handing over the stage at the Moscone Center to the company’s “incoming CEO.” But if the 20,000-odd partners and customers expected a dramatically different message from the new boss as opposed to the old boss, they were likely surprised, saying that VMware will stay the course Maritz set over the last five years – and that includes the company’s autonomy from its corporate parent EMC. Gelsinger made it clear on several occasions Monday that his appointment doesn’t mean EMC is taking back the reins on its spinoff. “I’m committed to executing the same strategy that Paul has described for VMware,” Gelsinger told attendees. “VMware is, and will remain, an independent company.” In fact, all of the reasons that VMware was spun off originally remain valid, Gelsinger said – those include very different cultures (East Coast EMC vs. West Coast VMware, hardware company vs. software company), and the need to partner broadly – including with EMC’s rivals in the storage market. Gelsinger also expressed solidarity for the channel community that makes up the vast majority of VMware’s revenues. In front of a slide that read “VMware and partners accelerate the transition,” Gelsinger told attendees

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“he’s seen the power of the partner ecosystem over the last 10-plus years.” In his briefing with press later, Gelsinger said that part of the reason VMware must remain independent is to foster “a neutral ecosystem play that could partner broadly and effectively.” On the heels of VMware’s justcompleted acquisition of softwaredefined networking pioneer Nicira, Gelsinger also offered his “solemn reaffirmation” that VMware will remain committed to the open software community in general and the OpenStack community in particular. One big change: farewell vRAM It didn’t quite get the standing ovation Gelsinger may have hoped for, but his announcement that the new company is deep-sixing an unpopular licensing plan certainly was warmly received. Gelsinger announced the company would do away with vRAM, a pricing model introduced just a year ago at VMworld that proved wildly unpopular

with the company’s customers. The vRAM model shifted VMware’s licensing away from per-CPU pricing and towards pricing based on the amount of virtual memory a system addressed. With vRAM, Gelsinger told attendees, VMware had inadvertently created a “four-letter dirty word.” “Today I am happy to say that we are striking this word from our vocabulary,” he said. So as of the newly announced vSphere 5.1, it’s out with the new and in with the old, as the company has pledged to license by CPU and socket, and not per virtual machine. The decision was an obvious one, Gelsinger said, after the company did a survey of some 13,000 of its customers, which came up with one clear message to the virtualization giant: “Change your pricing.” His own ‘show-of-hands’ poll of the 20,000 or so VMware attendees proved equally decisive. After asking “How many of you liked last year’s pricing

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changes?” Gelsinger reported being able to see one hand go up – not a good sign when you’re surrounded by your most loyal customers and partners. In a press conference after the keynote, Maritz offered a more complete “mea culpa” for the failed licensing plan, describing it as unwieldy and hard for customers to understand and predict. “We made things unnecessarily complex, and we’re fixing that,” he said, while VMware CMO Rick Jackson described vRAM as an attempt to change the virtualization industry which proved unpopular. “We tried something new to pioneer in the industry, to think about a new way of pricing,” he told press and analysts. But it proved unpopular in practice, “so let’s step back and change that decision.”

Robert Dutt is Owner and Chief Blogger at ChannelBuzz.ca.

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VMware Shares the Masters This September the eyes of the world were focused on Spruce Meadows, Calgary, as the best athletes from the world’s top show jumping nations competed for international acclaim during the Spruce Meadows ‘Masters’. Tech Data and VMware invited resellers to attend this incredible event to watch top equine athletes compete and spend some time focusing on VMware opportunities. It was a remarkable experience and a wonderful opportunity to build lasting partner relationships.

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September/October 2012

Enhanced Associate Training Improves Customer Service How can ‘hands-on’ sales training improve customer service? It’s simple really. If Tech Data staff receive hands-on training from Tech Data’s own technical specialists they’ll have a better understanding of how components support each other, what works best in which environment and for what type of application so they can more knowledgeably support their customers’ needs. “Experts sharing their knowledge elevates the abilities of our sales staff when they are speaking with customers. It is part of our value add. We aren’t just order takers. Sales and product specialists work together to provide the best service for our reseller customers,” says Brett Tousson, Director Inside Sales at Tech Data Canada Corporation. Hands-on Hardware was conceived for the sales force to view the actual technology products that Tech Data distributes in order to gain a better understanding, and ultimately enhance customer service and support.

The idea for the hands-on training was born from a need to provide supplementary technical training for new sales representatives. “Working with Vivianna Dawson, Tech Data’s Training Manager, we both saw an opportunity to develop a hands-on technical training series that would give our sales teams a stronger working knowledge of products and solutions for pre- and post-sales consulting,” says John McBurney, Inside Sales Team Leader, speaking about Tech Data’s enhanced training program. McBurney worked closely with Nigel Barnes, Technical Support Specialist and Richard Toledo, Manager, Technology Services, Business Operations at Tech Data Canada Corporation to develop the ‘hands-on’ training. “It is very interactive with one hour of in-class teaching where I review components, functionality, and application followed by a hands-on lab. I believe having a better grasp of the technology helps the sales representatives to understand their customers’ questions and ask relevant ones,” says Barnes. Tech Data’s new mandatory training for sales representatives will better arm the sales teams with the knowledge to assist resellers in making the best purchase decision. “As the training series progresses, we hope to give our sales team more confidence to help them become active participants in technology discussions. This will help to build stronger relationships with our customers,” notes Barnes. The sales training will be expanded around other hardware, such as switches and routers, and unified communications. Focusing on software, the instructors are looking to put together training on Microsoft, VMware and much more.

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September/October 2012

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By ordering online these lucky resellers earned a ballot for every online order they placed which entered them in a weekly draw for an iPad. The promotion ran from July 23 to August 31, 2012. Congratulations to all the winners.

Week 1: Mark Anderson of Computers Now Inc., in Sudbury, Ontario Week 2: Karim Ismail of Acrodex, in Edmonton, Alberta Week 3: Doris Bonn of Northern Computer Inc., in Kelowna, British Columbia Week 4: Doug Small of BridgeTech Systems in Ottawa, Ontario Week 5: Rania Khunaysir of Jolera Inc., in Toronto, Ontario Week 6: Vanessa LaFreniere of IPTEK-JLDR Informatique in Gatineau, Quebec www.techdata.ca

When was the last time you updated your business profile? Your business may have changed a lot since you first signed up for Tech Data’s e-commerce services. “The more you share with us about your business the better we can service you. We can target the right promotions for your business in order to enhance your profitability and we can engage the right people in technology discussions aimed at expanding your knowledge base. Our team of technical specialists and our Advanced Technology Solutions Centre are two examples of tools that resellers can leverage in order to expand their business,” notes says Ed Galasso, Director, Field Sales at Tech Data. It only takes about 15 to 20 minutes to update your profile. When you need to add, edit or delete information, simply re-visit Tech Data’s company questionnaires and make your changes. It’s a good idea to update your company profile using About Me and My Company Questionnaires. Each short questionnaire provides a ‘snapshot’ of your current business strengths and market opportunities, and gives Tech Data a better idea of where we can contribute to your growth and success. The more information you provide, the more Tech Data can help you grow your business.

September/October 2012

In this edition of Voice of the Vendor we talk with EMC Corporation’s Michael Kerr, Director, Canada Channels.

What are the responsibilities in your role? I have responsibility for our network of resellers and distributors for the Canadian market. It’s my role to lead a team that can identify, develop and support those partners that benefit from utilizing EMC products and offerings for our mutual clients. Without a partner network we cannot cover the geography and diverse nature of Canadian businesses. They can complement our offerings with their knowledge of industry; locale and technologies that combined will provide an answer to a client’s business need. How did you get started in the industry? At Waterloo University I was a Systems Design Engineering coop student. I was fortunate to have three very different work terms with IBM Canada in Toronto and Vancouver. At the time computer technology was at the forefront of its development and impact on business and society. I joined IBM Canada full time in 1977 and have enjoyed the industry since then.

Director, Canada Channels, EMC Corporation

Michael Kerr

As a high profile leader in the industry, do you have any insights or advice for those just starting out? Integrity is a word that is often used but not always practiced. For those just beginning when the first test comes don’t waiver from what you believe to be fair to both sides. The Canadian IT community is exceptionally small so developing a strong and consistent reputation from the beginning will pay dividends throughout their career.

September/October 2012

What challenges you? It is one challenge to have a company move forward and with their products and people sell to a market. It is exponentially more difficult to have that same organization work with many diverse independent businesses in concert to attack a market. That has always been the appeal of working with the Channel. I respect the risk and reward that each of my partners takes as a business. The pressure of making a payroll surpasses any “stress” that a corporate employee can feel. If we can convince these partners to bet their business with EMC and show yearly profit and growth that’s an accomplishment. What do you consider to be your greatest achievement? On a personal note my wife and I have raised four children without going bankrupt. They are now successful in their own right. From a business perspective while at IBM I was able to be part of the PC revolution and the transformation it had in every aspect of our lives. This has continued at EMC where the holy grail of IT, the ability to leverage all information to advantage, is within reach. The evolution of Big Data has the same capability to transform as the PC did. When I joined EMC in 2001 less than 3% of the Canadian business was shared with the Channel. Today that share is greater than 70%. To be part of the team that made that happen has been very rewarding. What are EMC’s priorities for the year? EMC has three main priorities for our channel community in 2012. • Continually enhance the experience of our partners by improving our processes and programs, making it easier to do business with EMC.

• Improve our business proposition.

• Help partners leverage the power of the Canadian Field Sales organization while minimizing channel conflict.

www.techdata.ca

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If you like your social media more on the technical side then you should join the conversation at :

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We are looking for input not just from sales, purchasing and marketing, but your technicians as well. If they arenâ&#x20AC;&#x2122;t regular readers of Tech Times, tear out this page and give it to them! And post it on your bulletin boards!

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Tech Times sat down with Richard Toledo, Manager, Technology Services, Business Operations at Tech Data Canada Corporation to talk about the expertise Technology Services offers resellers.

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Inside Technology Services at Tech Data

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Q: What services does Technology Services offer to resellers? Technology Services offers consulting, support and training, as well as configuration utilizing vehicles such as our Advanced Technology Solutions Centre (ATSC), Technical Support Specialists, Solution Experts and two Integration Centres. Q: Tell me the key benefits of these services: The Advanced Technology Solutions Centre (ATSC) is a one-of-a-kind demonstration and training facility where leading edge IT solutions from our premier vendors are showcased in a fully operational working environment for our resellers to take full advantage. We like to refer to it as “THEIR ATSC”. Technical Support Specialists consult, configure and support some of our premier vendors and work closely with our Sales Team and resellers by providing accurate technical information based on their unique business challenges. Integration Services is comprised of two Centres; our flagship 16,000 square foot facility in Mississauga and our 2000 square foot facility in Vancouver. As far as capabilities go when it comes to IT, you name it. We perform hardware and software installations on not just notebooks and desktops but also on servers, printers and Unified Communications equipment. As well, we configure and ship rack AIS - 4

assemblies. With our Dedicated Server Room, we have customers on T1 lines with direct connectivity. We also provide VPN/DSL lines for some of our customers to access either their servers onsite at Tech Data or for us to access their site. We call it “Configure to Plug and Play”. Q: What are the benefits of using Tech Data’s Advanced Technology Solutions Centre (ATSC)? Having the ATSC benefits our customers in many ways. They can utilize our resources to demo, train and educate their own staff and their customers on leading edge technology with no need to invest in hardware or software. Their technical resources can spend time on billable projects, not to mention the sheer savings around facility investments. Tech Data customers now have a facility they can call their own and book it for events, training seminars, product demos and much more. Q: What percentage of servers sold were configured through Integration Services last year? At last check, 80% of the servers Tech Data sold last year were configured here too. Q: How many associates work in Technology Services? Tech Data has 35 technical resources under the Technology Services umbrella, each holding multiple technical certifications including but not limited to MASE,

MCP, VCP5, CCIE, CCNA, CCNP, ACTS. Our quality control standards are based on the banking industry’s security and quality standards so resellers can be assured they are working with the most highly skilled and certified technology associates. On average our associates have worked with Tech Data for 10 years or more. Q: Tell me about the testing that each server has to go through before we ship it to the reseller or their end customer: Every server that is touched by a technician in our integration centre goes through a thorough Quality Assurance (QA) test. Tech Data’s ISO 9001:2008 QA process includes a system check by two technicians QA1 and QA2 who confirm OEM specs and updates are applied (i.e., latest Firmware Levels), system is put on bench for a burn in, and diagnostics are captured. Once everything has met our quality requirements the system is packed and shipped. Q: How do customers work with the Tech Data Technology Services team on testing products? Customers have two options for testing products with our team; first through our Advanced Technology Solutions Centre where they can book an appointment online at www.atscsolutions.ca and choose the vendor(s) they would like to see, and indicate if they want a live onsite or remote demo. The www.facebook.com/TDCanadaAIS

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second is when they need to test a configuration for an end user. We refer to this as a proof of concept (POC). The customer would simply place a PO for the POC order and make arrangements through their sales representative to come to our Integration Center and they would work side-byside with our Technical team. Q: Tell me about working with some of the banks. How are they different from a typical reseller customer? Working with some of our largest resellers on bank opportunities has enabled Tech Data to provide the type of services we provide today. They were also the building blocks for infrastructure, security, dedicated server environment and our ISO9001:2008 Quality Management System. Our processes are the most stringent in the industry due to this type of business and as a result we have been able to successfully provide the highest quality of service to ALL our customers, big and small. Q: What message do you want to share with resellers about Technology Services that they may not know? The ATSC is a multi-functional facility where customers can experience some of the latest technology at no cost to them. They can also host their own internal events or end user events. Tech Data has a large Marketing department with years of experience setting up small and large events and are available to assist you with your next ATSC event. Q: What percentage of resellers use AIS and Technology Services? I would like to say they ALL do at some point.

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When combined with FortiGuard Services and the many security functions available on FortiGate consolidated security appliances, Fortinet Web Filtering provides enterprises with the most comprehensive protection against web-based threats available today. Fortinet security solutions are built from the ground up with all security technologies developed in-house for tight integration. Deployed on a single FortiGate platform, Fortinet security solutions are easy to configure and manage. Custom FortiASICâ&#x201E;˘ network and security processors offload demanding and repetitive tasks to accelerate inspection and traffic throughput, while many FortiGate systems allow effortless scalability with the addition of custom security modules. As the leading global provider of unified threat management (UTM) systems, Fortinet is well positioned to protect your company against the latest network and web-based threats now and into the future.

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Costs and lost business associated with data breaches and lawsuits continue to increase every year. This is proof that as long as valuable information exists, criminals will attempt to steal it using ever more sophisticated web-based attacks. To stay ahead of new threats, enterprises need a security system that can enforce granular web access policies on all devices used to access the web from inside and outside of the network perimeter. Since web-based attacks are frequently launched as a blend of several threat technologies, an effective security solution must provide a layered defence employing multiple security technologies. In-depth monitoring and reporting capabilities must be available to alert administrators and users to dangerous web sites and usage patterns, and to allow further analysis for fine tuning. This solution must also be easy to configure, deploy and manage.

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Web Filtering: An Essential Part of a Consolidated Security System

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Starting at $2,699.00

Call your Tech Data Representative today! 1-888-668-5588

Easy Integration With its open standards design and IPMI 2.0 compliant protocols, the RD630 server ensures worry-free integration into your racks. RD630 works with your existing tools, management consoles, and storage devices, easily fitting into your existing network.

Ideal for Collaboration and Infrastructure Leveraging the latest generation Intel® Xeon® E5-2600 processing performance, the ThinkServer RD630 features up to 80% greater performance than previous generation servers. With up to 16 cores and 320GB memory capacity, the RD630 delivers outstanding compute-power that’s ideal for IT infrastructure and the most demanding database applications. The ThinkServer RD630 is loaded with the database-centric features you demand. With up to 16TB capacity, outstanding I/O expansion, and hot-swap, front-access drives with intelligent diagnostics, it offers a feature-rich solution that makes manageability a snap. Configure your RD630 with cost-effective SATA, robust SAS, or latest generation SSD choices. Its enormous capacity and outstanding RAID protection on all models means you won’t compromise on storage or data protection.

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Database Ready

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ThinkServer RD630 is a highly scalable, powerful 2U rack server solution that’s ideal for business process or decision support deployments. The RD630 features sophisticated hardware RAID standard on every model — providing your managed networks and user groups vault-safe data protection and lightning-fast data performance. Plus, outstanding remote manageability, an array of network adapter choices, and rich I /O, the RD630 server handles heavy workloads and robust bandwidth with energy efficient design innovation.

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PANASONIC TOUGHBOOK. TOUGH IS IN THE FAMILY. You have a tough job, and so does your equipment. That’s why we’ve designed Panasonic Toughbook computers to endure the most extreme conditions of doing business on the road or in the office. Equipped with rugged and reliable features like a partial magnesium case that’s 20 times stronger than ordinary plastic, a shock-mounted hard drive, and sealed keyboards, Toughbook helps you withstand the blows, drops and spills that come with the unpredictable challenges of a day on the job. Panasonic Toughbook mobile computers also feature advantages like integrated wireless capabilities for real time, continuous, secure communications, advanced computer technology, hardware and software partnerships for customization of industry applications and unsurpassed service and support. The result is a full line of high-performance PCs designed to meet your needs and surpass your expectations. PUTTING THE TOUGH IN TOUGHBOOK COMPUTERS Panasonic has a long track record of investing heavily in research and development of high quality materials, innovative technologies and highly sophisticated, vertically integrated manufacturing facilities. By coupling these investments with a rigorous testing process, Panasonic continues to achieve legendary status for durable, reliable mobile computers. RESEARCH Panasonic researchers and engineers work to continuously bring technological innovations to the Toughbook product line. In addition, the experiences and opinions of Toughbook customers also play a vital role in the future direction of Toughbook products.

EXTREME TESTING In the drive for ever-tougher Toughbook computers, Panasonic technicians conduct more than 500 checks and tests before, during and after production. Oven-like temperatures, 26 consecutive drops and 12 hours of water spray are just a few of the extreme tests that Toughbook computers must endure. MANUFACTURING Panasonic is the only major manufacturer that designs, builds and tests its mobile computers in its own factories. By controlling the quality of Toughbook computers every step of the way, Panasonic achieves very high reliability rates. FAILURE RATES A failed laptop means frustration, lost time and lower productivity. Panasonic Toughbook mobile computers are extremely reliable assuring less downtime, lower repair expenses and greater peace of mind. MATERIALS AND TECHNOLOGY High quality materials, innovative technologies, and vertically integrated manufacturing all contribute to the exceptional reliability of Toughbook mobile computers. PROFESSIONAL SERVICES Panasonic offers a number of Professional Services that can augment your IT support needs and help customize your Toughbook deployment. CONFIGURATION Panasonic has a state of the art configuration centre located in Mississauga, Ontario with a production floor of 2,200 sq ft. and a warehouse of 2,000 sq ft. The production floor uses the Next Cell System, a dynamic concept which allows for growth and productivity. The configuration centre also uses the Midas System which tracks the progress of production using real time data.

For more information, visit the Toughbook computer section of www.panasonic.ca

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The new computing model has gone from nebulous buzzword to a real-world reality for many solution providers...

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Taking the stage for his final VMworld conference as the host company’s CEO last month, outgoing chief executive Paul Maritz took attendees through a look back at the changes his five years of VMworld keynotes have seen. In that short time, the show has gone from 13,000 attendees to 20,000 attendees. The number of server workloads done in virtualized environments has gone from 25 per cent to 60 per cent. But perhaps more telling than that are his thoughts on the cloud journey we’ve seen over the last five years. Maritz suggested we’ve gone from a discussion about “What is the cloud?” to one about “How can we use the cloud to transform our business?” Maritz’ summary eloquently captures a fundamental change in our industry. In a few short years, cloud has gone from being at best not understood and at worst dismissed as some marketing fabrication that belonged on the nextgeneration Buzzword Bingo card, to a shift in how technology is architected, provisioned and consumed in the modern era. But it was the departing chief executive’s later comments – about the changes he saw for the next five years – that captured what’s causing this fundamental shift. Maritz walked his audience through the transition going on in IT users’ expectations. The world, he argued, is moving from monolithic business applications to “new apps” and the Big Data they provide behind them. Infrastructure is moving from physical to virtual, from on-site to cloud. And the way people access data is changing – from “a PC-dominated world to a mobile, multi-device world.” The assumed reason for cloud adoption is to save money on IT infrastructure costs – to spend less “just keeping the lights on.” But a recent survey of IT professionals who’ve gone through a cloud migration conducted by Virginiabased solution provider CSC suggests AIS - 14

that’s not the biggest driver in the real world. While 17 per cent of the IT executives they polled said the primary driver for their cloud projects was costrelated, 33 per cent said it was to allow access to information from any device. In other words, increasingly, mobility is driving the cloud decision.

“But perhaps more telling than that are his thoughts on the cloud journey we’ve seen over the last five years.” While the term “cloud” is generally now well-understood, particularly in IT and business circles, that very understanding has allowed the term to take many forms. The sub-categories of public, private, and hybrid cloud have allowed technology vendors to create roles in this brave new world that fit with their business models, whether venerable or newly created. It’s also allowed them to hedge their bets – huge players like IBM and HP are equally comfortable with offering customers capacity on their own public cloud offerings, and using their traditional server offerings along with new and innovative software and services to help organizations stand up their own private clouds. And while the discussion has shifted dramatically in the IT end user’s world,

the shift has been even more dramatic in the channel. Over an even shorter timeline, the discussion in the channel has shifted from cloud as the next “great disintermediator” of the solution provider community, to an opportunity for solution providers to expand their value proposition and offer some repeatable niche applications via their own cloudbased services. Sure, some IT departments, or even particularly brave or foolish business types, are rushing out to Amazon EC3, handing over their credit card information and spinning up their own cloud-based environments. But those cases are the outliers. The vast majority are looking to their existing solution providers – or to new ones if their incumbents don’t seem to be keeping up with their needs – to help them migrate their own journey to the cloud. And for that reason, the vast majority of IT players are quickly adding to or re-architecting their channel programs, introducing certifications and categories that meet the needs of the growing percentage of their partner base that resell cloud services, architect private clouds, or provide their own cloud-based applications for customers. Rather than causing channel-centric companies to abandon their partners, as was initially feared, the cloud has driven those same companies to expand their partner bases and embrace new types of partners. It’s created new business model opportunities for solution providers to pursue. And it’s enabled the shift Maritz noted away from the PCcentric user towards users on a litany of mobile devices. You can argue either side of whether or not any of these things are good things. But you can’t argue that, as Maritz suggested in his parting shot, the cloud is transforming businesses – yours included. Robert Dutt is Owner and Chief Blogger at ChannelBuzz.ca. www.facebook.com/TDCanadaAIS

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Tech Data applies the highest security and quality assurance processes and standards required by the financial and government markets to its integration business ensuring all configurations meet the highest standards. Making sure that Tech Data meets our service level agreements (SLAs) is Thieu Dao, Supervisor, Integration Operations, who works in Tech Data’s Advanced Infrastructure Solutions (AIS) division.

“I always arrive in the morning with the expectation of having a “good day” and I look forward to working with my team.”

Q: How long have you worked in the AIS division of Tech Data? I started my career as a computer operator with ComputerLand (NexInnovations) in 1990, and had an opportunity to help out the Configuration Department during peak periods. I transferred to the Configuration Department full-time and worked as a Lead Technician for accounts such as CIBC, BMO, Nesbitt Burns and RBC. Over the years I participated in many vendor trainings including Toshiba, HP and IBM with a focus on servers. I became the Team Leader for a group of 8 technicians in charge of the RBC account. In mid-2000, I joined Tech Data’s Advanced Infrastructure Solutions (AIS) division as Supervisor, Integration Operations. Q: Tell me about your experience working with RBC and some of our larger accounts? I like the structure of working with larger accounts such as RBC because they are very process-oriented and their instructions and updates are well documented. All equipment is qualified by the customer and when issues are encountered, most of the time we can get a resolution rather quickly. Another good thing about working with a large account is the opportunity to interact with the reseller’s sales representative, the reseller and sometimes the vendor as well as the end user. Q: What do you like most about Tech Data Canada? The fast paced environment and the level of energy demonstrated by Tech Data employees, not only in the office side but on the logistics side as well. Q: Describe a typical day for you: A typical day consists of reviewing reports, work schedules and assigning technicians to projects to ensure we meet our SLAs. I spend my time investigating and resolving any issues, reviewing inventory and managing stock, reviewing non-conformities report (NCR) and minimizing them, and of course working closely with my team of technicians. Q: What do you like the most about your job? I enjoy being involved in the decision making and planning process. I have the opportunity to be involved in large, complex projects and can escalate issues for the team and assist them in meeting our SLAs I also enjoy the interaction with sales, logistics, resellers, end users and vendors. The most interesting thing is the chance to see and work with new equipment and technology.

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AIS Employee Spotlight

Q: What motivates you in your job? I always arrive in the morning with the expectation of having a “good day” and I look forward to working with my team. I relish the chance to learn every day as technology evolves, working on new projects and leaving at the end of the day knowing I’ve met our SLAs and any issues that may have arisen during the day have been resolved. Q: What has been your most memorable moment at Tech Data? My most memorable moment at Tech Data was when I was selected as the winner of both the company’s Over The Top (OTT award) as nominated by my colleagues, and the President’s Club, recognizing my contributions to Tech Data, both on the same day!

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