Tech Data创建高端方案部门
作者： 西岸
责任编辑： 阚智
来源： 《电脑商情报》
时间： 2007-01-23 02:35
Tech Data Corporation, a leading IT products distributor, today established its Advanced Infrastructure Solutions Division (AIS). Comprising its own sales, marketing, credit, technical and product management resources, AIS will provide solutions-oriented sales support to VARs (value-added resellers) nationwide unlike any other distributor in the channel.
AIS will combine a high-touch, consultative sales approach with Tech Data’s extensive technical expertise and broad product knowledge to help resellers capitalize on the demand for mid-market and enterprise-level server, storage and software solutions. Through partner enablement training initiatives and dedicated, expert resources, the division will focus on helping VARs develop a profitable, strategic approach to selling, high-end data centers utilizing industry-standard solutions.
“The migration of midrange and enterprise technologies toward open-standard solutions is creating new opportunities for VARs,” said Pete Peterson, senior vice president and general manager, Advanced Infrastructure Solutions Division. “x86 blade servers, for example, are gaining strong traction in a space once dominated by more complex, support-intensive Unix installations. A data center leveraging the latest x86 servers can provide greater computing power in a more efficient, cost-effective solution. AIS will help VARs capitalize on this emerging opportunity, better enabling them to deliver industry-standard solutions to mid-market and enterprise customers historically supported by proprietary Unix-based products.”
AIS will support a wide range of high-end servers, storage and other data-center hardware such as battery back-up, rack mounts and environmental-control devices. It will provide VARs with access to an array of software applications, data management solutions and related services. The division also is in discussion with manufacturers and software publishers, including some not yet leveraging the distribution channel, that provide complementary products supporting AIS’ data center solutions offering. AIS expects to expand its product offering in the coming months.
Plans call for each AIS sales representatives to support a limited number of customers, closely assisting VARs in developing and expanding their server and storage business. The division’s sales representatives, who will be required to earn and maintain networking certifications, will help VARs identify and capitalize on trends driving the adoption of these solutions, including:
* Server Virtualization ? Servers utilizing virtualization software decrease infrastructure and operating costs by reducing server counts and maximizing server resources network-wide. AIS provides VARs with access to Parallels and XenSource server virtualization solutions.
* Server Consolidation ? The latest server technologies enable VARs to deliver solutions that cut operating costs and server counts by performing the same tasks with fewer devices and eliminating the need to power and house large server farms.
* Storage Consolidation and Virtualization ? Business continuity practices and government regulations mandating extensive data backup are straining storage resources. Storage consolidation and virtualization solutions enable more efficient management of all network-attached storage.
* Security ? Protecting a business’ information assets starts with designing a comprehensive, integrated security solution for the data center. AIS will offer enterprise-class threat management and asset-protection solutions.
* Remote Network Management and Monitoring ? AIS will provide VARs with access to 24-hour-a-day remote network management solutions, including intrusion detection, software updates, security patches, firewall maintenance, data back-up and device configuration.
“The AIS division is a natural progression in the evolution of distribution for Tech Data,” said Bob McGrade, director, Distribution Sales, Solution Partners Organization ? Americas, HP. “It is the clear next step to help resellers focus on key business solutions and product sets including HP’s BladeSystems and StorageWorks offerings.”
“Tech Data continues to bring innovative initiatives to the channel that offer exceptional business-building opportunities for vendors and VARs,” said John Teltsch, vice president, Worldwide Sales, System x, IBM. “Through our partnership with AIS, we will enhance our engagement with VARs deploying the latest IBM servers, software and services in data centers nationwide.”
Through its Infrastructure Management Solutions program, AIS will collaborate with business partners to enhance engagement and education opportunities for VARs. AIS will host regional Infrastructure Management Solutions events throughout the year, as well as establish a specialized curriculum during TechSelect Partner Conferences. VARs will interact with AIS specialists, business partners and industry experts on the challenges and opportunities a data-center infrastructure practice presents, such as how to finance large installations over extended sales cycles. The program also will assist VARs in acquiring necessary technical trainings and business partner authorizations.
AIS will combine a high-touch, consultative sales approach with Tech Data’s extensive technical expertise and broad product knowledge to help resellers capitalize on the demand for mid-market and enterprise-level server, storage and software solutions. Through partner enablement training initiatives and dedicated, expert resources, the division will focus on helping VARs develop a profitable, strategic approach to selling, high-end data centers utilizing industry-standard solutions.
“The migration of midrange and enterprise technologies toward open-standard solutions is creating new opportunities for VARs,” said Pete Peterson, senior vice president and general manager, Advanced Infrastructure Solutions Division. “x86 blade servers, for example, are gaining strong traction in a space once dominated by more complex, support-intensive Unix installations. A data center leveraging the latest x86 servers can provide greater computing power in a more efficient, cost-effective solution. AIS will help VARs capitalize on this emerging opportunity, better enabling them to deliver industry-standard solutions to mid-market and enterprise customers historically supported by proprietary Unix-based products.”
AIS will support a wide range of high-end servers, storage and other data-center hardware such as battery back-up, rack mounts and environmental-control devices. It will provide VARs with access to an array of software applications, data management solutions and related services. The division also is in discussion with manufacturers and software publishers, including some not yet leveraging the distribution channel, that provide complementary products supporting AIS’ data center solutions offering. AIS expects to expand its product offering in the coming months.
Plans call for each AIS sales representatives to support a limited number of customers, closely assisting VARs in developing and expanding their server and storage business. The division’s sales representatives, who will be required to earn and maintain networking certifications, will help VARs identify and capitalize on trends driving the adoption of these solutions, including:
* Server Virtualization ? Servers utilizing virtualization software decrease infrastructure and operating costs by reducing server counts and maximizing server resources network-wide. AIS provides VARs with access to Parallels and XenSource server virtualization solutions.
* Server Consolidation ? The latest server technologies enable VARs to deliver solutions that cut operating costs and server counts by performing the same tasks with fewer devices and eliminating the need to power and house large server farms.
* Storage Consolidation and Virtualization ? Business continuity practices and government regulations mandating extensive data backup are straining storage resources. Storage consolidation and virtualization solutions enable more efficient management of all network-attached storage.
* Security ? Protecting a business’ information assets starts with designing a comprehensive, integrated security solution for the data center. AIS will offer enterprise-class threat management and asset-protection solutions.
* Remote Network Management and Monitoring ? AIS will provide VARs with access to 24-hour-a-day remote network management solutions, including intrusion detection, software updates, security patches, firewall maintenance, data back-up and device configuration.
“The AIS division is a natural progression in the evolution of distribution for Tech Data,” said Bob McGrade, director, Distribution Sales, Solution Partners Organization ? Americas, HP. “It is the clear next step to help resellers focus on key business solutions and product sets including HP’s BladeSystems and StorageWorks offerings.”
“Tech Data continues to bring innovative initiatives to the channel that offer exceptional business-building opportunities for vendors and VARs,” said John Teltsch, vice president, Worldwide Sales, System x, IBM. “Through our partnership with AIS, we will enhance our engagement with VARs deploying the latest IBM servers, software and services in data centers nationwide.”
Through its Infrastructure Management Solutions program, AIS will collaborate with business partners to enhance engagement and education opportunities for VARs. AIS will host regional Infrastructure Management Solutions events throughout the year, as well as establish a specialized curriculum during TechSelect Partner Conferences. VARs will interact with AIS specialists, business partners and industry experts on the challenges and opportunities a data-center infrastructure practice presents, such as how to finance large installations over extended sales cycles. The program also will assist VARs in acquiring necessary technical trainings and business partner authorizations.
