Peter l’Bel,
general manager
server and storage,
Exertis
Going in with
preconceived
technologies,
vendors or
products
often doesn’t
produce the
best result
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have the required bandwidth? Do the UPSs
have the spare capacity? Do the racks have
the space? Do the servers have the correct
connectivity? Does the back-up and DR have
the scalability? As a solutions team, we will
help partners ensure their customers have
all angles covered and aren’t solving one
problem by creating another.”
Exertis offers solutions from multiple
partners including Dell, the world’s largest
manufacturer of iSCSI storage; Fujitsu, one
of the only mainstream server vendors to
offer resellers guaranteed rebate on all
sales; DataCore, the world record holder for
SDS performance; StorMagic, innovators of
high availability solutions without the need
for shared storage; and Huawei, one of the
market’s most cost-effective flash storage
providers.
That said, l’Bel makes the point that the
choice of vendor is very much a secondary
consideration. “Once we understand what,
how, why, when and where storage is
required, we can offer the best solution to
fit the needs. Going in with preconceived
technologies, vendors or products often
doesn’t produce the best result,” he said.
L’Bel adds that dealers can talk to Exertis
about the storage solutions it offers or
meet with one of the company’s Technical
Consultants and see the solutions in action
in its Enterprise Demo suite.
VOW
VOW says it is addressing the needs of
resellers new to data storage with a
number of educational initiatives.
The wholesaler’s main catalogue, for
example, includes a USB capacity chart,
which helps resellers specify the optimum
size of storage device for each customer’s
individual needs. The catalogue also has
detailed information on how to choose
memory cards, which helps end-users as well
as resellers identify the correct type of card,
class and capacity for their device, be that a
laptop, digital camera, smartphone or tablet.
Stuart Bleese, Category Manager – EOS
& Technology, says the information includes
details on the importance of protecting your
data to avoid a potential security breach/
data loss and a guide to FIPS classification.
“Further guidance is available on choosing
the right SSD and how to install it; how to
choose optical media (CD/DVD); and how
to choose data tapes, such as LTO, and why
they are crucial for ensuring a suitable back-
up system is in place,” he said.
“Additionally, several of our storage
suppliers, including Verbatim, Integral and
Kingston, work closely with our resellers.
They will visit their premises to deliver
product training and offer marketing and
technical support in the form of promotions
and funding to help resellers raise awareness
of the brands among their customers. Most
of our direct storage suppliers also work
with our resellers on price to secure sales
opportunities and will offer bid support on
volume deals that resellers can then pass
across to their customers.”
Bleese added: “We also have a living
knowledge resource in the form of our
VOW to Guide that explores technology
subject matters in depth to offer guidance
and expert viewpoints. This is a resource
specifically put together for our resellers and
we always welcome suggestions on topics
they want us to cover in more detail.”
