www.bellmicro.eu

Bell Micro is committed to helping

partners achieve more byproviding support at every

stage of the technologylifecycle – from design to

deployment. In each issue ofChannel Voice, we highlight

specific ways in which Bell Micro can enhance

your business.

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

ISSUE 1

Look out in this issue for:

Details of our HP SoftwareAcademies

Ways to increaseyour IBM service

capabilitiesovernight

The route to more ISV

business throughour Maximation

programme

A step up the vitualisationand automation

ladder

The great new incentive

for Support Plus

ChannelVOICEThe Enterprise Newsletter from Bell Micro

www.bellmicro.eu

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.

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.

Welcome

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

The mission, vision and values forthe new organisation are clear

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

Yours faithfullyJohn Toal, Director of Enterprise Channel

Your sales teamwork hard to get infront of customers andtalk about technologysales, but are they missingout on something bigger? All toooften there is a bigger, broadersolutions-led opportunityhidden behind a simpletechnology sale. Our HPSoftware Academy focuses onproviding a sales approach that offers margin improvements allied to enhanced customerrelationships. Similar events held across Europe in 2006 have generated outstandingfeedback and bottom-line benefits, representing over £25m incremental revenue of which£6m+ 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.

www.bellmicro.eu

Get more out of everydeal that you win

Attend The HP Software SolutionsPartner Academy April 16-18 2007

www.bellmicro.eu

The pressure on organisations to protect andmanage data has intensified with the recentgrowth in unstructured data and the reliance on email to communicate and exchangedocuments. Many companies now consideremail to be mission critical. In fact, recentstudies suggest that email and othermessaging 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

exponential data growth and increasing user demands for data

recoverability, IT budgets remain flat.

Symantec Enterprise Vault software answersthese challenges.

Managing millions of mailboxes for thousands of customers

worldwide, Symantec Enterprise Vault provides an intelligent

archiving platform that stores, manages, and enables the

discovery of corporate data from email systems, file server

environments, instant messaging (IM) platforms, and

collaboration and content management systems. Because not

all data is created equal, Enterprise Vault utilises intelligent

classification and retention technologies to capture, categorise,

index, and store target data to enforce policies and protect

corporate assets while helping to reduce storage costs and

simplifying management. It also provides specialised

applications, such as

Discovery Accelerator and

Compliance Accelerator,

that mine archived data to

support legal discovery,

content compliance,

knowledge management,

and information security

initiatives.

For further information on Enterprise Vault 7.0 contact

your Account Manager or call the Symantec Team on

0871 230 4847, alternatively email

symantec@bellmicro.eu

Features and benefits

• 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.

Symantec Enterprise Vault 7.0Store, Manage and Discover CriticalBusiness Information

www.bellmicro.eu

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;

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 agreeddate(s). The client pays for the engineer/consultant irrespectiveof whether their (reseller) objective is met. This is mostapplicable to engagements where the reseller believes that theservice should take a specific amount of time.

Partner Services Packaged Services are a comprehensive rangeof pre-defined services to help the channel community sell services in a quick and efficient manner. The benefit to you and yourend-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. 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, Tivoliand 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 exactopposite 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 manageboth 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 contractormarket and permanent recruitment. The service overcomes many of the pitfalls associatedwith these resourcing options by offering a permanently employed Bell Micro consultant atcontract market rates.

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

Increase your IBM Service capabilitiesovernight!

1 Time and Materials/labour-only

2 Packaged Service

3 Fixed Price

4 Associate Service Packaged Services are available aroundthe following technologies:

• IBM System p installation

• IBM Basic SAN Installation

• IBM SVC Implementation attach array with up to 2 new hosts

• IBM SVC Implementation attach array with up to 5 new hosts

• IBM SVC Implementation attach array with up to 10 new hosts

• IBM Tivoli Storage Manager Server Installation

• IBM Informix Database Administration

www.bellmicro.eu

Latest Product Announcements from Secure Computing – the leader in Enterprise Gateway Security

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.

Secure ComputingIntroduces Sidewinder 7.0Secure Computing Corporation recently announced

Sidewinder 7.0, the industry’s first and only firewall

to incorporate reputation technology to provide

proactive and reliable protection. In addition to the

integration of the TrustedSource reputation system,

Sidewinder 7.0 includes significant enhancements

for performance, policy management and overall

security.

In the coming weeks and months we will be taking

several steps to bring you up to speed on the

Sidewinder 7.0 release including:

• New Sidewinder 7.0 web site and related sales

tools

• Channel Webcast – training on Sidewinder 7.0

and sales tools update

• Sidewinder 7.0 Pricing and SKUs

• Special Migration Programs for CyberGuard

Classic Customers

• Sidewinder 7.0 Demo Video – Now available,

this demo video contains three important

sections for you to use when prospecting for

new customers and discussing Sidewinder 7.0

with existing customers:

- Secure Computing Introduction – by John McNulty

- Sidewinder 7.0 GUI Demo – by Paul DeBernardi

- Sidewinder 7.0 Attack Demo – by Darrell Kesti

Secure Computing DeliversWebwasher 6.5 IntegratedWeb Gateway SecurityAppliance Secure Computing Corporation announced

Webwasher 6.5, the industry’s first and only

reputation-based Web gateway security solution.

Webwasher 6.5 delivers reputation-based URL

filtering for corporate users surfing the Web, and

provides bi-directional protection for enterprise

networks to stop inbound threats such as spyware,

phishing or other malware, and prevent outbound

threats related to sensitive data leaks.

As part of Secure Computing’s vision to provide

comprehensive enterprise gateway security,

Webwasher 6.5 incorporates global intelligence

from the company’s industry-leading reputation

system, TrustedSource. Like a credit agency

provides credit scores to enable reliable commerce,

TrustedSource provides source-based reputation

scores for URLs, domains and IPs as content-

based reputation scores for web page content,

messages, attachments and images. Using this

real-time scoring, Webwasher 6.5 allows

organisations to detect and prevent security threats

such as spyware, phishing or other malware.

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% software-

upgrade 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

www.bellmicro.eu

HP-UX 11i V3It’s here and it’s a chance for your customers to take a giant step up the virtualisation and automation ladder

www.bellmicro.eu

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

Introducing

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

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.

Bell Micro makes it easier with IBM Multi-Vendor

Support

The focus IBM Services has on supportingyou 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.

www.bellmicro.eu

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 programmeThe Programme is designed for people who are

serious about investing in and developing their

IBM System Storage business. To participate,

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

IBM System Storage members benefit from:

• 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

Bell Micro IBM System Storage Partner ProgrammeSupporting your System Storage needs

www.bellmicro.eu

HP OpenView TechnicalAcademy what our students say…

What we say…

Tom Prudden

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.

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

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.

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.

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

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.

‘‘

’’

Virtualisation with HP BladeSystem and VMware

www.bellmicro.eu

For more information please contact

your Account Manager or visit our

microsite www.cuttingthecomplexity.com

The pressure to ‘do more with less’ is thereality of modern IT strategy. Part of theresponse to this issue is the rapid emergenceof virtualisation technologies that extendcapacity, enhance efficiency and improveresilience. Ensuring that our channel partnersare able to provide effective virtualisationadvice and solutions is a key business driverfor Bell Micro.

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

through the integration of people, processes and technologies.

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

implementation, geographic location or the physical

configuration of underlying resources.

Traditionally, data centers have used dedicated servers for each

application within an enterprise, while most server capacity goes

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

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.

VMWare from HP

VMware from HP is a comprehensive suite of VMware

virtualisation software designed to virtualise and centrally

manage your HP ProLiant servers. As part of the ProLiant

Essentials range – Virtualisation Management Software

(PEVMS) is an optional bundle with VMware Infrastructure

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

technical software support and updates for all VMware

software licenses.

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

Why HP BladeSystem c-Class is thebest 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

www.bellmicro.eu

Open StorageOpen for Business!

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.

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.

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

• Nigel Dunn Head of Open Storage

• Matthew Earle EMC Hardware Business Development Manager

• Dan Laycock EMC Software Business Development Manager

• Tom Segeren EMC Contract Renewals

• Ian Stephens EMC Product Manager

• Peter Springfield EMC Pre-Sales

• Reg Hall EMC Pre-Sales

PlatformsFabric/

infrastructure

www.bellmicro.eu

Informix in the City

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.

A whole new storyline for IBM Informix

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.

www.bellmicro.eu

How does it work?

Support Plus Upsell – key customer features and benefits

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

Earning points – the domino system

HW4hr

SP SP24SW

STS +LTU

HW4hr 9x5

HWNBD

HW4hr 13x5

No h/wcontract

No s/wcontract

SWLTU

So for example, if a customer has currently got a

Hardware contract (HW with NBD (Next Business Day

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

you would qualify for a total of 6 points as per the 2nd

domino under SP.

Points are claimed as a ratio to revenue thus giving

parity among Partners.

Reward to the successful Partners at end of Awareness

Campaign (April 30th 2007)

Partners can then reward internally in line with company

policy.

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

These services combine features from theHardware Maintenance on Site, Software TechnicalSupport and Software Updates portfolio:

• 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

Reasons for consideringSupport Plus/Support Plus 24

Object of the gameTo raise awareness and increase the volume of Support Plus

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

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

only to SP or SP24

What’s in it for you?• Increased revenue and margin via the support contract

• Increased customer loyalty

• Increased customer satisfaction

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

the incentive

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.

You will experience the full value of HPs’Reactive Hardware and Software supportand 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

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 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

The great storage opportunity – how Bell Micro is helping you to create valuable storagebusiness in the channel

www.bellmicro.eu

How to get in touch25 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

New startersIBM

Greg Bate ISV Program Manager

Partner Services

Dan Redgrave IBM Storage Consultant

Enterprise

Andrew Waine Account Support

Laura Popham Admin Account Manager

Alex Sumner Marketing Executive

Commercial

Martin Parker Allied Telesis Product Manager

Paul Haines Major Account Manager

Lee Whittaker Business Development Executive

Chris Redfearn Business Development Executive

James Murphy Networking Product Manager

Sales Admin

Jenna Williams Customer Service Co-ordinator

We offer a range of Packaged Services designed to help you sell EMC services in a quick andefficient manner. The benefit to you and your end-user is that these services are delivered on afixed-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 EMCPackaged Services datasheets please see thePartner Services Microsite at www.partner-services.co.uk/pack_storage.aspx

For further information or discuss a particular opportunity, please

contact the Partner Services Hotline on 0871 230 4999 or email

partner.services@bellmicro.eu

EMC services

EMC Packaged Services Datasheetsinclude:

• Description of the service

• Deliverables

• Customer Benefits

• End-User Price

• Scope of Work

• Acceptance Criteria

• Exclusions & Limitations

• Pre-Requisites