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Test Code : C9020-463
Test name : IBM System Storage DS8000 Technical Solutions V4
Vendor name : IBM
real questions : 57 actual Questions
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It isn't every week that the vigour techniques platform receives huge information that is not involving hardware or programs application that has the competencies to shiver up the aggressive station of the power business, however ultimate week changed into considered one of them. they now hold been telling you about the Power7+ systems and how IBM is asking to improved compete towards X86 iron. In November, IBM set $four billion on the table for accomplice financing to stream more iron. And now, huge Blue is tapping Ingram Micro and Tech records to broaden its channel sales for vigour systems and enterprise storage in the u.s..
such as you, I actually hold watched because the reseller and independent application channels for the AS/four hundred, iSeries, system i, and now vigour systems machinery hold consolidated over the many years. this is the first time that i can breathe cognizant of IBM including one ample reseller for its CISC, PowerPC, or vigour iron, a lot less two. What’s happening here?
it's basic. IBM thinks that the marketplace for programs, storage, techniques application, and connected software consumed via miniature and medium businesses in North the us is around $one hundred sixty billion and is growing to breathe at 3 % annually. (That statistic is for organizations with fewer than 1,000 personnel.) whereas IBM’s present master resellers, Arrow Electronics and Avnet, hold splendid insurance, no reseller channel has complete insurance and whether they want to admit it or now not, resellers hold strong relationships with their master resellers and in most situations are loyal to them relish they are to different groups that we're lengthy affiliated with.
invoice Donohue, VP of North the usa company companions and mid-market income at IBM
Resellers working downstream from Tech data and Ingram aren't apt to trade affiliations simply to breathe able to promote a special kindhearted of server just relish the vigour methods line up, notwithstanding they achieve present a discrete client set and perhaps a extravagant income abilities for the reseller. If IBM desired to engage the Tech facts and Ingram Micro resellers to hawk enterprise-class iron, there turned into very puny possibility they had been going to manage two divide channel relationships. So if IBM wanted to enhance its coverage for power methods and enterprise storage, it needed to get Ingram Micro and Tech information master resellers for this iron. it is truly that simple.
here is exceptionally proper with the hosting agencies and managed carrier suppliers that hold strong relationships with both new distributors and who hold not been in a position to score energy-based mostly iron and linked storage from IBM through Tech statistics and Ingram Micro. As they previously pronounced, IBM is sizzling to trot to score MSPs to buy its PureSystems modular and converged techniques into MSPs, and whereas a lot of these internet hosting businesses are affiliated with resellers which are downstream from both Avnet or Arrow, no longer All of them are.
IBM is not backing off from Avnet or Arrow in any manner, shape, or form, but it recognizes that if it desires to win on the X86 platform with verve programs, it has to hold as broad and as abysmal of a channel. It in fact is that essential. The obtrusive query is what IBM is doing to breathe positive there isn't infighting or intensive fee competition between reseller companions downstream from any of the 4 grasp distributors. Having two resellers grinding in opposition t each and every different does not lead to gains for anyone, however having two partners grind against two X86 resellers and winning an account in response to the merits of verve iron and methods application will, in concept, breathe a more profitable pastime.
“We try to pressure carry, now not shift,” Donohue defined to me in discussing the new reseller deals. “And we've taken steps to get positive shift doesn’t ensue.”
What these steps are could breathe regarded a exchange clandestine of course, and this is obviously what the entire four distributors are looking to hold betide as neatly. The main ingredient is to score extra IBM systems and storage obtainable. The larger the base, the more advantageous the fitness of the power ecosystem through which we're All a component, and widening the bottom takes an expert resellers dedicated to the platform banging on doorways, accomplishing purchasers and making the revenue pitch and closing the deal. privilege now, IBM may too hold hundreds and lots of system resellers worldwide downstream from Arrow and Avnet, however there are most efficacious a number of hundred energy systems resellers in the u.s. and these two distribution offers symbolize a doubtlessly huge raise in reseller import a few years therefore. And there's every motive to believe they can breathe prolonged globally at some aspect if it really works out.
To are attempting to score a puny more desirable thought of how the relationships with Tech records and Ingram Micro work, I did a puny query and reply session with Donohue. one of the vital solutions could astound you.
Timothy Prickett Morgan: Are there any specific operating device restrictions on the deal? In other phrases, can Ingram Micro and Tech data peddle AIX, IBM i, and Linux licenses and their add-on utility for the machines they sell?
bill Donohue: Ingram Micro and Tech data should breathe approved for the entire energy portfolio, from the verve 710 during the energy 795 and comprises PowerLinux choices, as well as vigour techniques application comparable to PowerVM, PowerSC, and PowerHA.
We motivate Tech statistics and Ingram Micro to supply price added integration capabilities crucial to usher their confederate community, including resellers, MSPs, and ISVs. The IBM verve platform and IBM PureSystems serve an tremendous ISV ecosystem. They are expecting that Tech statistics and Ingram Micro may hold a key role in attractive the acceptable resellers with key ISVs that elope on the verve structures to ply particular workloads and purposes.
TPM: achieve Ingram Micro and Tech data achieve loads of their business through downstream resellers, or achieve they sell generally direct to purchasers?
BD: both Ingram and Tech statistics aid company partners together with resellers, ISVs, and managed provider providers [MSPs]. In some circumstances, MSPs are too stay consumer shoppers who're establishing infrastructures on IBM technology to assist their managed features.
TPM: What machines does IBM prognosticate Ingram Micro and Tech statistics to hawk, and how is this different from what reseller channels of Avnet and Arrow?
BD: As you breathe cognizant of, the energy portfolio is alittle amazing, starting from PureFlex nodes, to low-conclusion, midrange and high-conclusion servers. They are expecting Tech statistics and Ingram Micro to score off the floor rapidly with the PureSystems and their low-conclusion and midrange solutions focused at their resellers who at the moment achieve not promote power and business storage nowadays. As their groups promote high-conclusion opportunities, they are able to hold interaction further IBM technical materials for any suggestions crucial round configurations, solutions assurance and setting up planning. There should breathe dedicated verve and storage resources for each distributors to interact in these opportunities.
TPM: achieve you in reality consider that both Tech information or Ingram Micro can promote a power 795–a multi-million dollar container–or a high-end virtual storage array? Are Ingram and Tech organized to assist excessive-conclusion servers?
BD: yes. Ingram Micro and Tech statistics hold a wide skill supporting high-conclusion servers with resellers these days.
for instance, adding the IBM power 795 to their lineup is a natural evolution and is supported by latest fine manage techniques already in location with IBM energy. as with every of their channel agreements, Tech, Ingram, and their associated company companions will breathe required to hold the acceptable IBM certifications throughout the portfolio. Their group is already working with Tech and Ingram on education and completing their certification plans. Technical birth Assessments are required on All power 795s, which guarantee replete validation of the prescribed configuration and ambiance. we've finished self credit that Ingram Micro and Tech records will utilize their extensive capabilities in these areas in addition to conform to present IBM nice techniques to assure a a success implementation of All vigour solutions. IBM’s vigour and storage teams are working hand-in-hand with both distributor groups these days.
TPM: How will IBM deal with erudition conflicts across the 4 distributors? Are there bills assigned to resellers that Ingram and TD can’t sell into? Or is this large open competitors?
BD: The addition of Ingram Micro and Tech information to the portfolio of IBM’s full-line distributors is basically for the train of distribution route growth to attain new reseller and customer segments. we've provisions in station to ensure the focus is on salary “lift” and recruitment of new companions.
TPM: what is the anticipated consequence of including these two channel companions. as an example, I comprehend it doubles the number of channel partners for IBM, but what does it imply when it comes to expanding the consumer pool for energy methods and IBM storage? Will it double the coverage in terms of potential shoppers, or is it a greater modest boost in insurance?
BD: IBM wants broader market entry to resellers and their valued clientele, peculiarly in the mid-measurement consumer segment, which is the quickest becoming segment in North the us. Ingram Micro and Tech statistics hold a extensive set of resellers that promote integrated IBM solutions into this mid-size consumer segment.
Incremental growth from new resellers will assist IBM to:
We anticipate the number of new resellers with this growth might breathe modest increase of approximately 15 p.c over the next two years. Given the timing of their fourth quarter and yr-conclusion 2012 efficiency [which comes out on January 22], I cannot remark on specific revenue influences at the moment.
TPM: What vigour products are Tech facts and Ingram Micro now approved to sell?
BD: Tech statistics and Ingram Micro are now licensed to sell the entire IBM power portfolio. they now hold been working towards and educating Ingram and Tech statistics on the storage and verve portfolios. they've been on-boarding income and technical usher supplies to aid these new product traces. IBM has been very involved within the interviews and on-boarding procedure in conjunction with Tech information and Ingram. Their power and storage product groups had been at earnings working towards activities this week at each distributors. we've a very aggressive training scheme that Tech statistics and Ingram can now leverage.
TPM: What storage items are Tech records and Ingram now approved to promote?
BD: They are actually authorized to promote commercial enterprise-classification storage together with: XIV, SONAS, DS6000, DS8000, TotalStorage 7000, and SVC.
TPM: Why is this restrained to simply the USA? What about Canada, Europe, and Asia?
BD: The authorization for energy programs and enterprise storage is a U.S.-best announcement in response to a resolve of the distribution necessities in the U.S. In 2013, IBM plans to resolve the distribution necessities in Canada to check if any further authorizations should breathe made.
I’ll breathe reaching out to Ingram Micro and Tech facts to view what aspirations they hold for their new relationship with IBM concerning verve techniques and storage. reside tuned.
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