Valuable Business Connections

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					SPRING ISSUE 2010                                  Today

Valuable Business Connections
The average small business is becoming highly dependent on multiple forms of digital communications,
but the technology choices are increasingly complex and come at a cost. With this backdrop, how can
small and medium sized companies assess what best fits their needs, and avoid paying too much to keep
the communication flowing?

A review of SMB communications needs -                                                                                    Email addresses and mobile phone numbers are the                                                                                                                               Communications costs are high, assistance to
fixed, mobile or unified                                                                                                  primary business contact points for all employees                                                                                                                              understand and control them would be valued
Businesses of all sizes adopt technology to make them more                                                                An email address and mobile phone number are the most consistent                                                                                                               The flexibility, especially of mobile communications, might be
productive, cost effective or flexible and help them compete. Over                                                        and prominent contact points on SMB business cards. Surprisingly, the                                                                                                          worth it, but costs are still an issue. SMBs are open to ideas like
the years, the adoption of tools such as mobile phones, wireless                                                          fax machine is not yet defunct as many still have its number on their                                                                                                          fixed/mobile convergence—offering both services from a single
laptops, the Internet and email have all been driven by such                                                              cards—more so than list a web address. Beyond telephony and text                                                                                                               device—providing it delivers value without requiring substantial
expectations. Small and medium-sized businesses (SMBs) are often                                                          messaging, many SMBs use mobile phones for email, web browsing                                                                                                                 upfront investment. Most of them think this is an area where mobile
at the forefront as it can give them a lead on their larger competitors.                                                  and instant messaging both inside and outside the office. Even at a                                                                                                            operators can help, giving those operators an opportunity to grab
But what starts as a useful extra tool for a few soon becomes the                                                         desk with a fixed phone, the mobile is the first preference for many                                                                                                           fixed call minutes and revenues.
accepted norm for all, bringing further challenges and costs.                                                             employees wanting to make a call, despite the difference in cost.
The Internet has become a vital conduit and tool                                                                          Working from home is widespread, but is not ideal                                                                                                                              Technology advances are creating all sorts of new methods of
for many SMBs                                                                                                             for communications and is still relatively ad hoc                                                                                                                              communications, and the IT and telecoms industries are trying
Widely accepted as a fundamental part of business IT, the Internet                                                        Most small businesses have some employees working at least part                                                                                                                to bring these together through products that offer ‘Unified
has moved far from its academic routes. Around two thirds of SMBs                                                         of their time from home and, for a quarter of them, this applies                                                                                                               Communications’ or ‘Fixed/Mobile Convergence’. However, for SMBs
have been online for over 5 years, and for more than half of these                                                        to more than 10% of the workforce. Most of these employees are                                                                                                                 the problem is not one of converging technologies, but simplifying
companies, this commercial use of the Internet is part of a formal                                                        provided with a laptop computer, around half a mobile phone, and a                                                                                                             the way they communicate. Their core need is one of capable
business strategy. Around a third of SMBs are selling online, over a                                                      third of employers pay for home workers’ broadband connection, but                                                                                                             and robust connectivity. This means Internet connection services
quarter are using IP telephony, and one in six have some form of                                                          there is less support for fixed phones or PBX integration. More than                                                                                                           providing sufficient bandwidth, responsiveness and reliability and
network video collaboration capability. The Internet is now a central                                                     a third of SMBs notice problems getting mobile phone coverage at                                                                                                               for mobile connections, decent quality, coverage and flexibility. What
element of the business and the working life of its employees, and                                                        work, but at home the problem is, if anything, worse, with almost                                                                                                              they need to seek from their suppliers is an understanding of these
its selection process must bear in mind the impact of current and                                                         half of companies noting that some employees have difficulty getting                                                                                                           basic communications needs. They need to then be presented with
projected usage.                                                                                                          coverage on their business mobile while at home.                                                                                                                               products that meet those needs simply and in a way that does not
                                                                                                                                                                                                                                                                                                         try to radically change the current working practices of the business,
An independent report by Quocirca Ltd.                                                                                                                                                                                                                                                                   but allows them to evolve.

                                                                Symantec Backup Exec™ 2010

      Microsoft Office 2010                                 Even more
                                                           Symantec for your                                                                                                                                                                                                           McAfee                             Cisco
                                                                customers - and for you
                                                           New McAfee                                                                                                                                                                                                                  New McAfee                         Why selling Cisco is
      Soon...                              Page 4
                                                             Protection, stability and efficiency for the growing business.
                                                           Reward Points                                              Pages 6
                                                                What your customers need these days is peace of mind with minimal    Take duplicate data. Up to 70% of the data businesses store is          to expenditure, its combination of easier administration, reduced
                                                                                                                                                                                                                                                                                       Reward Points   Pages 10           an adventure                         Pages 22
                                                                costs. You can deliver both with Symantec Backup Exec™ 2010 and      duplicate and hasn’t been accessed in over 90 days!4 That’s a huge      hardware requirements, cost savings and increased business
                                                                Symantec Backup Exec™ 2010 for Windows® Small Business Server.       cost in wasted hardware and IT management time. Using new               protection makes it a product that no manager dare ignore:
                                                                Designed to deliver more protection and better performance with      Symantec NetBackup PureDisk™ technology this wastage is cut,            • You can bundle it with every Windows server, application, and desktop
                                                                less management and fewer resources, these solutions have been       enabling customers to optimise storage and save costs. With less junk    or virtual server you sell, to provide unmatched data protection.
                                                                designed to meet the needs of every growing business.                to haul across the network, it also helps to improve the flow of data    • You can extend it with additional Backup Exec Agents and Options,
                                                                                                                                     across physical and virtual environments.                                or Backup Exec System Recovery for disaster recovery protection.
                                                                A market that’s ready                                                                                                                        • You can cross-sell other Symantec solutions, such as Symantec
                                                                                                                                     It can also be complemented by Symantec Enterprise Vault™. This
                                                                Managers often complain about overheads, but they still admit in                                                                              Protection Suite, to offer your customers comprehensive protection.
                                                                                                                                     new feature enables managers to reduce redundant data on Exchange
                                                                surveys that only 27% of them believe their current backup process   and File systems, and also to automate data retention periods to keep   However your customers see the future, Symantec Backup Exec™
                                      Whatever the temperature might be and however
                                      much it’s raining (or snowing) spring is officially here
                                      and it’s a time for new growth and looking ahead.                                                                      Today
                                      Fortunately after the tough winter – both weather-wise Inside this issue...
Cathi Low                             and economically – that’s something that we can          Ingram Micro
                                                                                               Valuable Business Connections ����������������������������������������������������������� 1
Director, Value Business
                                      do with renewed confidence in this issue of              Ingram Micro
                                                                                               Licensed to help����������������������������������������������������������������������������������� 2
                                      Technology Solutions.                                    Ergotron
                                                                                                                                                 Video conferencing in comfort with convenience ����������������������������� 3
                                                                                                                                                 Software Customer Services
The UK economy grew by 0.3% in the last quarter of 2009, ending          It has taken us just 8 months to achieve the coveted Investors in       Licensed to help����������������������������������������������������������������������������������� 3
the longest period of a contracting economy since records began          People Award, based on the quality of our business strategies, the      Microsoft
                                                                                                                                                 Software ����������������������������������������������������������������������������������������������� 4
in 1955. 2010 looks brighter and certainly Ingram Micro is doing         effectiveness of our management, the way we involve and empower
everything it can to help, with strong programmes designed to help       our employees, and our focus on continuous improvement.                 Office 2010������������������������������������������������������������������������������������������� 5
you encourage your customers to spend, and as a result sales are                                                                                 Symantec
                                                                         Ingram Micro UK’s Managing Director, Matt Sanderson, said at the        Even more for your customers and for you ��������������������������������������� 6
being noticeably stimulated.
                                                                         award ceremony that: “This is a fantastic achievement for Ingram        Norton
One example of the kind of support that is helping to spring you in      Micro, and all employees should be congratulated on this success. Our   Protection, Performace & Peace of Mind ������������������������������������������� 7
to the next quarter is The Authority: Ingram Micro’s microsite and       aim is to provide the best service to our customers and vendors, and    Adobe
                                                                                                                                                 Making the most of Acrobat 9 ������������������������������������������������������������ 7
publication which is designed to support your sales efforts into the     this achievement is recognition that we are able to do that. We will
                                                                                                                                                 Ingram Micro
Public Sector. The Authority provides a showcase of products the         regularly review the Investors in People standards to ensure we not     Introducing SAM ���������������������������������������������������������������������������������� 8
Public Sector needs to help it move forward, and the dedicated           only maintain but also exceed expectations.”                            Microsoft
                                                                                                                                                 BPOS ����������������������������������������������������������������������������������������������������� 9
Ingram Micro Public Sector Team provides the expertise, support and
                                                                         I hope this issue of Technology Solutions, with its product,            McAfee
advice you need to help you make the most of the opportunities.                                                                                  New McAfee Rewards �����������������������������������������������������������������������10
                                                                         programme and promotion news from leading vendors on the front
The just-ended March Campaign is another example of how Ingram           line of the improving economy, will similarly not only meet your        BlackBerry
                                                                                                                                                 BlackBerry Technical Support Services ���������������������������������������������11
Micro is helping you drive incremental sales. This marketing and         expectations, but also exceed them.
                                                                                                                                                 Ingram Micro
sales campaign combined aggressive sales promotional activity with                                                                               AIM �����������������������������������������������������������������������������������������������������11
                                                                         An easy way to discover new and profitable technology opportunities
simple deals-led marketing, to deliver an uplift on specific products.                                                                           Quantum
                                                                         is through Ingram Micro events such as our long-standing and            More intelligence keeps storage simple ������������������������������������������12
                                                                         successful reseller training events. You can always keep up to date     WatchGuard
Think big                                                                                                                                        Greater Security for Greater Threats �������������������������������������������������13
                                                                         with these at
As business starts to build again, it’s time to think big – and they     events.aspx                                                             Cisco
                                                                                                                                                 The Avant Guarde start of something big ���������������������������������� 14-15
don’t come any bigger than Channel Expo: the biggest channel event
                                                                                                                                                 HP ProCurve
showcasing the latest products, services and technologies.               Microscope ACES 2010 Awards - May 26th                                  Ingram Micro certifies more success with HP ProCurve�������������16-17
This year’s Expo takes place on 12th-13th May, and will be hoping to     Dont forget, we are also nominated for several awards at                Netgear
                                                                                                                                                 Over 4x the protection for less ���������������������������������������������������������18
improve on last year’s visitor numbers of 3,135 (an 8% increase year-    this year’s Microscope Aces awards; without the support of
on-year). This is the place to be to meet the vendors with the new       our resellers this would not be possible so thank you for your          Start with the right rack and you can’t go wrong ���������������������������18
products and new ideas, and if you are serious about business growth     support over the last 12 months. If you                                 Avocent
and improvement – whatever the economy is doing – then this is one       would like to vote for us to win, please                                Your perfect partner ��������������������������������������������������������������������������19
                                                                                                                                                 HP ESSN
event you shouldn’t miss.                                                vote at                                  Dealing with data, downtime and disasters ����������������������������� 20-21
Investing for success                                                                                                                            Why selling Cisco is an adventure ��������������������������������������������������� 22
Investing your time in visiting Channel Expo is one way to move your                                                                             User experience monitoring ������������������������������������������������������������ 23
business forward. At Ingram Micro we’ve also discovered another                                                                                  Antec
valuable investment: investing in people.                                                                                                        Antec powers ahead ������������������������������������������������������������������������ 24

 02                                                                                                                                                                                             Technology Solutions TODAY
Video conferencing in comfort,
with convenience
Though video conferencing has many benefits for your business customers – like increasing
productivity and eliminating unnecessary travel – it can bring its own problems. Ergotron
Video Conferencing Solutions are designed to solve those too.

The kind of large display required for successful video conferencing      adjustment is also provided on the Neo-Flex WideView WorkSpace,           Take them anywhere
is heavy, awkward to move, and expensive. So anything which can           which provides a compact and flexible mounting for a personalised         The Ergotron Neo-Flex family is not only highly flexible but also highly
make it more flexible, and make it possible for an organisation to        video or computing display in an office cubicle or small                  versatile. So whether you have customers in the corporate office,
manage with only one display, must be an advantage. The Ergotron          meeting space.                                                            education or digital signage markets, an Ergotron video conferencing

Neo-Flex Mobile MediaCenter is just such a cost-saving solution, as       Large cable management storage areas also help to keep cables             solution could be just what they’re looking for: giving them all

it enables one display to be shared between multiple locations, in a      neatly and safely out of the way at all times.                            the advantages of video conferencing, without the difficulties of

choice of formats and at a range of heights.                                                                                                        manhandling hardware or the expense of buying multiple displays.

                                                                          Doubly convenient
Accommodating displays ranging from 27-65ins. (68.6cm-165.1cm)
and from 11-54kg – and with optional accessories including a              A dual display can help to increase flexibility and productivity. And
keyboard arm – the Neo-Flex Mobile MediaCenter family offers a            the Neo-Flex Dual WideView WorkSpace makes it easy to use a dual
choice of highly manoeuvrable, easily adjustable carts, designed to fit   display in almost any location.
through standard-size doorways and to pass safely over thresholds.
                                                                          Its flexible open architecture supports a wide range of dual-display
Adjustable with a touch – no knobs or levers involved – the Mobile
                                                                          configurations, as well as a fleet of accessories – from a universal
MediaCenter can be rotated to portrait or landscape orientation, and
                                                                          CPU Holder to a camera shelf and T-Slot Bracket (also available for
is height adjustable over a 20ins. (51cm) range so it can be used
                                                                          WideView WorkSpace and Mobile MediaCenter). The cart moves
comfortably whilst sitting or standing.
                                                                          easily between locations, fitting through standard doorways and
                                                                          passing safely over thresholds. Like the other Ergotron Neo-Flex
Space-saving video conferencing                                           solutions, it also has room on the cart for video conferencing enabling
The easy height adjustment uses Ergotron’s patented Constant Force        devices, making it a convenient video conferencing centre on wheels.
lift technology, which provides a fluid, one-touch adjustment and
moves the camera and display smoothly in tandem. This same

Licensed to help
With around 80 years’ combined experience, the Ingram Micro Customer Services team
has the industry knowledge and the resources you want – and they know how to use
them to support you in your software licensing sales.

In fact, Software Customer Services is not so much a team as a team       Micro can email you a link which you can use to update the
of teams. In addition to Customer Services, there’s also our Licensing    required information.
Administration Team and our Software Post Sales Team. So whatever
                                                                          Full visibility of customer queries and their status also enables the
kind of help you might need with licensing, Ingram Micro has it
                                                                          Customer Service Team to be more proactive in ensuring SLAs are
pretty well covered. There’s also the online Licensing Query Tool
                                                                          met, and should result in a faster and more reliable service to you.
for fast and effective responses to your queries, and of course the
Ingram Micro Click2License Tool, which has been making licensing          The Licensing Administration Team is there to make sure you orders
simpler and more manageable – and therefore a bigger sales success        are handled smoothly. They not only process all the orders but
– for almost nine years.                                                  also deal with queries (incomplete orders, for example) and the
                                                                          despatching of licences for some vendor programmes.
Click2License enables you to quickly and easily purchase licences
online from no fewer than six major software vendors: Adobe,              Once your Licence sale has been made, you can still rely on Ingram
BlackBerry, Business Objects, Computer Associates, Microsoft (Open        Micro’s Customer Service Team for help and support, via the Post
Licence) and Symantec Express. Order turnaround via Click2Licence         Sales Support service at
is never more than four days, and in the case of Microsoft Open           Alternatively you can contact the Team directly on 0871 973 3260
Licence is same day for orders placed before 10am. For vendors            option 2. Please ensure you have your issue ID handy to help the
as yet unavailable via Click2Licence, the Ingram Micro XML and EDI        Team help you more effectively.
integration tools can help to speed up order turnaround.

The new Licensing Query Tool – accessible via the Click2Licence           Click2License enables you to
section of the Ingram Micro website – is another way that Ingram
Micro has accelerated and simplified the licensing process.
                                                                           Quickly & Easily purchase
Queries are instantly acknowledged, and a query status and full               licenses online from no fewer
history can be viewed 24/7 using a tracking reference number.
Queries over orders can also be resolved more quickly, as Ingram
                                                                             than six major software
 Technology Solutions TODAY                                                                                                                                                                                            03
Here’s what you’re missing out on;
• Have control over your desktop estate: Upgrade your                     • You can manage your schedule and meetings                               actionable plan and get this communication is imperative; Office
existing older versions (FPP, OEM, VL) to a one Agreement ensuring        more efficiently: When you receive a meeting request in                   2010 provides tools that help people draw insights from information:
everybody in your team are standardised on the latest business tools      Outlook 2010, you can get a preview of your calendar to see how           • PowerPivot for Excel 2010 gives you the ability to quickly calculate
to help them be more productive, competitive with                         the request affects existing calendar commitments – without                data sets of hundreds of millions of rows from multiple sources
assured compliancy.                                                       leaving outlook!                                                           at lightning speed—which can eliminate the need to purchase
                                                                                                                                                     additional BI tools.
• Be more Security: a significant percentage of UK businesses             • You can manage multiple Exchange e-mail accounts
are running software which is more than 7 years old. The world            in one place: multiple mailboxes can now be accessed and                  • Sparkline’s save real estate on-screen by charting trends in a single
has changed since 2003, in the past 7 years Cyber threats have            managed from a single location.                                            cell adjacent to the corresponding data.
exponentially grown; by being on older software you are exposing
your business to unnecessary risk, from a virus and security              • Get Mobile: The way that we work has significantly changed in           • Bring Ideas to Life:
perspective. With increased mobility there’s an increased security risk   the past 7 years. To maximize productivity and be competitive, your       But it’s not just the data it’s how well you can tell
around loss or theft. Windows 7 and Office 2010 offer much greater        employees need to access data whether their at home, in the office        your story to customers and partners.
security for PCs and external drives. Here are some examples:             or on the road. Everything is real-time.
                                                                                                                                                    • Photo and video editing tools in PowerPoint 2010 can trim a video

                                                                          • You can view and edit Office documents with                              clip, turn a color film into black & white, add artistic effects to
• Windows Defender: helps protect you from spyware and other
                                                                          a Web browser: With Office Web Apps 2010—companions to                     photos, and more without the need for expensive third-party tools.
forms of malicious software.
                                                                          Word, Excel, PowerPoint, and OneNote—you can review and make              • Quickly preview content changes with Live Preview. Your users will
• Encrypting File System: provides user-level file and folder             light edits to documents from a supported Web browser. You also get        like the new Paste with Live Preview feature that shows options of
encryption, ensuring strong data protection and control.                  new conversation tools in the Outlook Web App,2 supports presence          how the content will look before they paste content between Office
                                                                          and IM integration, so you know can check colleague availability.          2010 documents or from other applications
• Previous Versions: Windows® 7 helps you restore previous
versions of files that you have accidentally deleted or changed.          • Use Office from a mobile device: Office Mobile 2010                     • The new Microsoft Office Backstage™ view gives everyone
                                                                          delivers an improved authoring and editing experience for Word,            quick access to important operations such as viewing document
• Advanced Backup and Restore: you can back up your data to a             Excel, and PowerPoint, which is available to your employees from           information, saving printing, and sharing.
network location and encrypt files on your PC and external drives         any supported Windows and Nokia e-series phones
such as memory sticks.
                                                                                                                                                    • Save money on hardware, energy costs and other
                                                                          • Windows Desktop Search: Just type a few letters in the
• BitLocker and BitLocker to Go: these encrypt the hard drives in                                                                                   overheads by modernizing your software
                                                                          search box to find files, applications, or even a menu in Control Panel
your machines; and BitLocker to Go provides the same encryption           in just seconds.                                                          • Prolong the life of existing hardware by just updating the software
and password protection policies on removable storage devices like
                                                                                                                                                    • Windows XP Mode*1: Realize cost savings and reduce possible
USB sticks.                                                               • Windows Aero®: With just a simple mouse gesture, you can
                                                                                                                                                     operational downtime by extending the life of existing software.
                                                                          arrange windows side-by-side, maximize windows or have a peak at
• Information Rights Management (IRM) & Policy Capabilities:                                                                                         With Windows XP Mode, you can run many older Windows XP
                                                                          your desktop.
Allows users to define exactly who can open, modify, print, forward,                                                                                 productivity applications right from the Windows 7 desktop.

and/or take actions wit documents and                                     • Improved power management: More productivity on                         • Networking (HomeGroup and Domain Join*): If you have a server,
e-mail messages.                                                          mobile PCs and reduced energy bills.                                       you can easily and more securely add PCs to your network. Even
                                                                                                                                                     if you do not have a server, you can easily share files and use a
• Work better together, and get things out the                            • Location-aware Printing: Windows® 7 Professional detects
                                                                                                                                                     printer for multiple PCs running Windows® 7 using HomeGroup.
door faster.                                                              whether you are at work or at home and automatically sends your
                                                                          documents to the right printer.                                           • Action Center and Diagnostics:
• You can work on Office Documents simultaneously                                                                                                    Windows® 7 comes with
to increase speed to market: The co-authoring feature in                  • Remote Desktop Host: you can access documents and                        powerful diagnostics and
Word, PowerPoint and OneNote supports simultaneous editing; new           programs on a computer remotely from another computer.                     troubleshooting tools which
content is automatically highlighted when multiple users work on a                                                                                   makes it easier and less
shared document, so users see the latest changes upon reopening.          • Manage your Data more effectively: we have tons
                                                                                                                                                     expensive to resolve many
                                                                          more data than what we had, increasingly need to communicate
                                                                                                                                                     IT issues.
• You can broadcast a presentation; with Broadcast Slide                  in different ways such as blogging, twitter etc, we need to create
Show users can present a slideshow directly from PowerPoint 2010          and manage content in a way that can be consumed by customers,
to anyone with access to a supported web browser.                         partners and staff. How quickly you can translate the data into an

 04                                                                                                                                                                                 Technology Solutions TODAY
                                                                                                               Ingram Micro UK recommends genuine Microsoft Office 2010

Coming Soon...
Find out more today
Register your details at

                                                              It’s what your customers’
                                                              desktops have been waiting for
                                                              The launch of Microsoft office 2010 is only a matter of weeks away, so it’s
                                                              never too soon to be telling your customers just what it’s going to do for
                                                              their business, their productivity and their desktop.

                                                              Billed as Microsoft’s best-ever productivity software, when Microsoft      Professional finish without the fees
                                                              Office 2010 is combined with Windows 7, the performance benefits           Office 2010 makes it easier to be better. New, easy-to-use and
                                                              for your customers will be obvious and immediate. So if they’re            powerful video and photo editing tools can add real impact
                                                              impatient for Microsoft Office 2010, you can tell them it’s definitely     to communications, without having to call in – and pay – the
                                                              going to be worth the wait.                                                professionals. It’s also easier and quicker to make better-informed
                                                                                                                                         decisions, with new Sparklines in Excel 2010.
                                                              Connected and in control
                                                                                                                                         Showing entire trends in a single cell, Sparklines improves data
                                                              The first thing your customers will notice is that Microsoft Office 2010
                                                                                                                                         visualisation, providing meaningful insights into business
                                                              is all about improved productivity and efficiency, wherever they are.
                                                                                                                                         processes which make it easier for your customers to determine
                                                              • making them as connected as possible with the people they know,          their clients’ needs.
                                                               from staff to partners and customers
                                                                                                                                         2010 plus 7
                                                              • enabling them to work where and whenever they need to
                                                                                                                                         Combining Microsoft Office 2010 with Windows 7 helps people to do
                                                              Office 2010 makes it easier and more effective to manage an                their best work, faster and more easily, from more places.
                                                              organisation from almost anywhere, over the PC, Phone or Browser.
                                                              New Office Web Apps even make it possible to review and edit               For example, PCs running Windows 7 start and shut down faster,

                                                              documents on the go. When the work is done, there’s no need                even from standby. And new advances to the User Interface make it

                                                              for your customers to keep it to themselves. Microsoft SharePoint          easier to navigate Windows and find what’s needed. User Account

                                                              Workspace 2010 can be used for working offline, then the changes           Control has also been refined, to deliver fewer prompts for users and

oFFER HoTSPoT                                                 can be instantly synced to a PC when the user is back online – so
                                                              the content stays consistent and the rest of the team stays up-to-
                                                                                                                                         more flexibility for IT administrators – such as deploying operating
                                                                                                                                         systems without administrative privileges.

50% Discount in year one for Microsoft Office                 date. Presentations can also be made from anywhere, with the new           For workers on the move, Windows 7 increases productivity by
2010 & Windows 7                                              Broadcast Slide Show feature in Microsoft PowerPoint 2010.                 increasing battery life on mobile PCs. Background activities are
• With Open Value Subscription you can offer your customers   When the work is done, there’s no need for your customers to keep          reduced, and trigger-starting of system services is supported. And for
 50% discount off year one and the opportunity to trade-up    it to themselves. Microsoft SharePoint Workspace 2010 can be used          workers in one place, it’s easy to roam far and wide, with powerful
 to the latest versions.                                      for working offline, then the changes can be instantly synced to a         new search tools that enable searching across a PC, the Web and the

                                                              PC when the user is back online – so the content stays consistent          intranet, all in familiar format, from the Windows 7 desktop – saving
• Benefit to you: minimum 3 year relationship with customer                                                                              time and effort.
                                                              and the rest of the team stays up-to-date. Presentations can also be
 and predictable revenue streams
                                                              made from anywhere, with the new Broadcast Slide Show feature in
• Benefit to customer: 50% discount off year one, spread      Microsoft PowerPoint 2010.                                                 Optimising the desktop
 payment with automatic access to the latest technology as                                                                               Optimising the desktop means optimising productivity and efficiency
                                                              However, being connected can bring its own problems with the
 well as a standardised compliant desktop.                                                                                               for all your customers who choose Microsoft Office 2010 with
                                                              proliferation of email. So new Conversation View in Microsoft Outlook
                                                                                                                                         Windows 7. Optimising your sales means ensuring prospective users
Contact your account manager                                  2010 cleans up and removes duplicate information from the inbox,
                                                                                                                                         know in advance all the benefits and advantages of new Microsoft
for further details                                           keeping email organised and easier to search.
                                                                                                                                         Office 2010: so they’re primed, ready, and waiting to grab their copy
                                                                                                                                         on launch date.

Technology Solutions TODAY                                                                                                                                                                                  05
Symantec Backup Exec™ 2010

Even more for your
customers - and for you
Protection, stability and efficiency for the growing business.

What your customers need these days is peace of mind with minimal        Take duplicate data. Up to 70% of the data businesses store is              to expenditure, its combination of easier administration, reduced
costs. You can deliver both with Symantec Backup Exec™ 2010 and          duplicate and hasn’t been accessed in over 90 days!4 That’s a huge          hardware requirements, cost savings and increased business
Symantec Backup Exec™ 2010 for Windows Small Business Server.
                                                                         cost in wasted hardware and IT management time. Using new                   protection makes it a product that no manager dare ignore:
Designed to deliver more protection and better performance with          Symantec NetBackup PureDisk™ technology this wastage is cut,                • You can bundle it with every Windows server, application, and desktop
less management and fewer resources, these solutions have been           enabling customers to optimise storage and save costs. With less junk             or virtual server you sell, to provide unmatched data protection.
designed to meet the needs of every growing business.                    to haul across the network, it also helps to improve the flow of data        • You can extend it with additional Backup Exec Agents and Options,
                                                                         across physical and virtual environments.                                         or Backup Exec System Recovery for disaster recovery protection.
A market that’s ready                                                                                                                                • You can cross-sell other Symantec solutions, such as Symantec
                                                                         It can also be complemented by Symantec Enterprise Vault™. This
Managers often complain about overheads, but they still admit in                                                                                           Protection Suite, to offer your customers comprehensive protection.
                                                                         new feature enables managers to reduce redundant data on Exchange
surveys that only 27% of them believe their current backup process       and File systems, and also to automate data retention periods to keep       However your customers see the future, Symantec Backup Exec™
adequately protects their business data!1 Around half of SMBs have       storage at predictable levels. New Virtual Tape Library support offers      2010 and Symantec Backup Exec™ 2010 for Windows® Small
lost data (around 70% permanently)2 and nearly 60% of them can           integrated support and a new simplified licensing model for Virtual Tape     Business Server are the tools you can sell to make it more secure.
only tolerate four hours or fewer of downtime before experiencing        Library (VTL) devices. The Enhanced Agent for Enterprise Vault automates
significant revenue loss or other adverse business impact.3               backup and recovery of Enterprise Vault 8 SP2 (and higher) with the
                                                                                                                                                     For further information, contact the Ingram Micro
                                                                         ability to easily recover an Enterprise Vault site or individual indexes.
These are only the in-house issues. Faced with external threats like                                                                                 Team now on: 0871 973 3260 or visit:
denial of service attacks, hackers and phishing, every manager owes
                                                                         Better data management                                            
it to his or her business to have the best protection. Protection you
can offer with Symantec Backup Exec™ 2010 and Symantec Backup            Backup Exec™ 2010 offers complete centralised management in any
Exec™ 2010 for Windows® Small Business Server.                           network, with rapid granular application recovery to reduce costs
                                                                                                                                                        Source: Rubicon Consulting, Inc: Data Backup for SMBs, November 2008.
                                                                         further. Supporting tape as well as disk, plus the latest Windows®          3
                                                                                                                                                       Source: ESG Research: Data Protection Market Trends, January 2008; and Medium-Size

The right products at the right time                                     systems – as well as legacy or mixed OS environments dating back            Business Server and Storage Priorities, June 2008.
                                                                                                                                                       Source: Sheila Childs, Gartner: New Archiving Technologies That Deliver Cost Savings
                                                                         over 20 years – it’s not only future-proof – it’s past-proof!
Symantec Backup Exec™ 2010 delivers market leading backup and                                                                                        and More, LSC28_154, 12/09, AE.

recovery protection from server to desktop. Designed for the growing
business with 100-999 employees and from three servers to several        Other critical innovations for 2010
hundred, it’s perfect for the smaller IT department needing to deliver   Other new features in Symantec Backup Exec™ 2010 include:
enterprise levels of security and performance. Designed to reduce
business downtime, it ensures that critical information is always
                                                                         • Virtual server application support, with first-to-market Exchange, SQL
                                                                          and Active Directory backup and recovery for virtual environments,
                                                                                                                                                           PRODUCT HOTSPOT
protected and can be restored in seconds.                                 plus enhanced VMware vSphere 4.0 and Microsoft Hyper-V R2 support.               Symantec Backup Exec™ 2010
Symantec Backup Exec™ 2010 for Windows Small Business Server
                                             ®                           • Windows 7, Exchange 2010 and Windows Server 2008 R2                             The advanced data protection tool with dedupe, archiving
is designed for the smaller business with big plans for the future.       compliance, offering comprehensive protection for the latest                     and VMware technology
Meeting the needs of organisations with 10-99 employees, up to            Windows desktop, email and server environments.
three servers and no in-house IT support, it delivers robust and         • Lotus Domino 8.5 compatibility, with simplified backup and                       MORE SAVINGS              Data deduplication reduces storage
reliable support for customer-facing and back-office applications.         recovery of the Domino Attachment and Object Service (DAOS)                                                overheads
                                                                          store and associated NLO files.
                                                                                                                                                           MORE EFFICIENCY           Unified archiving data storage
Exciting new features you can sell with confidence
                                                                         Why sell Symantec Backup Exec™ 2010?                                              MORE PROTECTION           Recover data in physical and virtual
Both versions of Symantec Backup Exec™ 2010 offer your customers
even better tools to cut the cash and management costs of protecting     Symantec Backup Exec™ 2010 is a giant step ahead with enormous
their data and systems.                                                  market potential. Even at a time when customers are sensitive

 Technology Solutions TODAY                                                                                                                                                                Technology Solutions TODAY
Protection, performance, & peace
of mind against digital dangers
The online environment is a dangerous place for the unprepared. But it’s also a unique workplace and
playground for those who venture in. So what’s required is security which can remove the dangers, without
compromising productivity or removing the element of fun. That’s why the new Norton 360™ Version 4.0 is
designed to provide Comprehensive, all-in-one set-it-and-forget-it protection that requires virtually no action
on your part.

Using an industry-leading online intelligence system, Norton 360          If disaster does strike, files can easily be retrieved and restored on     It’s only when nothing happens – no virus attack, no hacking, no
protects against viruses, spyware, Trojans, worms, bots, rootkits and     any web-enabled computer, so it’s quick and easy to get back up and        identity theft – that users remember that Norton 360 is still there, still
more of the threats your customers PCs face every day. It also utilises   running as good as new.                                                    working, and still protecting.
a new and groundbreaking reputation service, which provides real-
                                                                          In fact, keeping a PC running as good as new is another of the
time threat detection going far beyond the capabilities of standard
                                                                          benefits of Norton 360.
anti-virus solutions.
                                                                          The software automatically tunes up any PC on which it’s installed,
One of the features which help to make Norton 360 so effective is
                                                                          by cleaning and repairing the registry, removing unnecessary files,
improved Norton Safe Web technology, which actually stops Internet
                                                                          defragmenting the hard drive and optimising the PC to help it run
threats before they can infect a PC. Unsafe and dangerous websites
                                                                          faster. It also provides easy-to-understand information about files and
are identified in search results, so they can be avoided. This means
                                                                          applications which may be having a negative impact on performance,
users can continue to browse, buy and bank safely online, using only
                                                                          so the user can decide what action to take to keep their PC running
sites which they will know to be reputable.
                                                                          at its best.

Disaster protection
                                                                          Behind the scenes
With so much valuable data stored on PCs, protecting it against
                                                                          Because Norton 360 is a fully automated protection solution, it works
disaster is essential. This version of Norton 360 uses automated local
                                                                          quietly in the background on any PC. Norton 360 works quietly in the
and secured online back-up, to protect digital photos, downloaded
                                                                          background with minimum performance impact and without using up
music, movies, financial documents and other important files against
                                                                          system resources.
loss, damage and other disasters.

Making the most of acrobat® 9
although acrobat 9 – the latest iteration of adobe’s PdF software – has been out in the marketplace for some
time now, some of your customers may still not be fully aware of how much they can do with it. That’s why
adobe® is now offering valuable free resources on the Web.

When Acrobat® 9 hit the shelves back in 2008, it was the most             • Comment: Adding comments to a PDF document
important and comprehensive Acrobat release since Adobe’s PDF
                                                                          • Secure: Restricting access and permissions.
software was first launched onto the world. Though the integration
of Flash was the big story, there were plenty of other advances and       In addition to these five useful starters, visitors to the site can also
innovations for end users to get to grips with. So it’s not surprising    download a PDF portfolio of no fewer than 22 tutorials, and a Quick
that some of them may still not be making full use of all its             Start User Guide.
capabilities – either because they are not aware of them, or are not
confident enough to try using them.
                                                                          More than just software
To overcome both problems, Adobe is making available useful advice        Acrobat users are a loyal and enthusiastic set of customers.
on the Web, where it’s presented simply and clearly, for reading on       So much so that Adobe has established an online community
screen and for downloading.                                               at www.acrobat

                                                                          This is where the Acrobat user community can visit for the latest
More ways to work with Acrobat 9
                                                                          news and views on their preferred Portable Document Format
The first step for end users wanting to find out how Acrobat 9 can        software, with pages such as Topic of the Month, and Acrobat
do more for them in their everyday working life, is to download           Expert Spotlight.
one of the tutorials, grouped under the banner of “5 ways Acrobat
can start saving your time.” These tutorials, available from www.         There are also more tutorials, videos, forums, and sample PDFs, cover the topics of creating,            available on this site. So for your customers who want to explore
combining, forms, comment and security, under the following titles:       more, learn more and, ultimately, get more out of Adobe Acrobat 9,
                                                                          it’s the first place they should visit.
• Create: Scanning documents into PDF files

• Combine: Creating a PDF portfolio

• Forms: Creating an interactive form

 Technology Solutions TODAY                                                                                                                                                                                             07
Introducing SaM: your new
added value sales assistant                                                                                                                                     We have the answers

To help you add even more value to the services you offer your customers, Ingram Micro – supported by Microsoft
– is providing you with a new assistant, called SaM. SaM specialises in Software asset Management, and will make
it easier for you to audit your customers’ existing software assets for compliance, and to ensure they’re achieving
the best value for money.

SAM is the illustrated character leading Ingram Micro’s innovative      Increased opportunities                                                      User-friendly
marketing campaign to promote a new Software Asset Management           SAM Excellence is not only a way to ensure your customers’ licensing         Apay Obang-Oyway, Head of Software & Mobility at Ingram Micro,
strategy, devised in association with Microsoft and available           issues are satisfactorily resolved. It’s also an ideal opportunity for you   says that “end customers want to be confident of their licensing
exclusively from Ingram Micro. The strategy is built around the SAM     to help optimise your customers’ infrastructure, to ensure they are          position and to prove that they are compliant. We believe that
Excellence programme, currently being piloted, which covers estates     getting the most cost-effective performance from the software                businesses will see clear, tangible benefits from adopting a SAM
of up to 250 seats, certifies that end customers hold a valid           they hold.                                                                   strategy. They can typically save 20-30% on software licences in the
licensing position for their Microsoft software, and lasts for                                                                                       first year, whilst being in greater control of their software assets.”
                                                                        The audit your customers undertake using SAM Excellence will
a full twelve months.
                                                                        help them and you to identify any areas of under-performance or              It’s precisely to address the image of SAM as difficult, dry and best

Added value                                                             duplication, and then to work towards rationalising and optimising           avoided that Ingram Micro has introduce the SAM character.
                                                                        the infrastructure to achieve the best results.                              SAM shows that there’s now a relatively easy, user-friendly way for
Software Asset Management services will be delivered via an Ingram
Micro web portal, where licensing information can be exchanged.                                                                                      resellers and their customers to handle software asset management,
                                                                        Knowledge and reputation
This will help your customers to perform a self-assessment to ensure                                                                                 and that rather than being a problem, it’s a big opportunity.
                                                                        Software Asset Management can be a complex subject which both
their licence position is compliant and, if not, they will be able to
                                                                        resellers and their customers shy away from. However, with the
agree on the necessary actions with their software vendor.
                                                                        licensing knowledge of Ingram Micro behind it, and the full co-
Building on Ingram Micro’s licensing knowledge, the processes on        operation of Microsoft, the SAM Excellence programme provides the
the portal enable your end-customers to receive software vendor         support that resellers require, and the reassurance customers need
acceptance and endorsement – which means the programme adds             that they are getting the right answers to their SAM questions.
real value to the services Ingram Micro delivers to you, and which
                                                                        After all, getting it wrong can be costly, whereas getting it right not
you can deliver to your customers.
                                                                        only means peace of mind from knowing that all software is genuine
As Karen Wale, SAM Partner Manager for Microsoft UK, explains:          and all usage is compliant, but also offers increased cost-efficiency
“Ingram’s innovative and straightforward approach to SAM will make      through more effective use of the software and a more streamlined
it simple for small and mid-sized businesses to get back in control     infrastructure.
of their software assets, helping them derive full value from the
investments they make in technology.”

 08                                                                                                                                                                                  Technology Solutions TODAY
                                                                                     Coming Soon...
                                                                          There’s a New CLOUD
                                                                                  On Your Horizon...
Register your interest by visiting
For more information contact the Microsoft Team
Call: 0871 973 3260 Email:

Increase your business
levels with a phone call
Statistics show that resellers who use the
Ingram Micro Pre-Sales Hotline see their
business levels increase dramatically,
compared with those who don’t. So what’s
stopping you making that call?

Call the Ingram Micro Pre-Sales Hotline on 0871 973 3636 and select
one of our four vendor partners; Cisco, HP ProCurve, Microsoft or
Symantec. We’ll then put you through to a specialist technician with
not only a deep technical knowledge but also the ability to explain
even the most complex products and solutions in plain English. Just
to be on the safe side, the call will be followed up with an email
summarising the advice you were given.

Meanwhile, your own technical staff are freed up for billable
services, as your sales and purchasing staff will have the power
                                                                                     Increase your business levels
and knowledge at their fingertips to get the right solution first time,                         with a phone call
                                                                                   Dial: 0871 973 3636
and quickly.

With all the technical expertise and commercial awareness you need
in one place, you can also be sure the Ingram Micro Pre-Sales Hotline
experts will give you a comprehensive solution to meet all your
needs. What’s more, because they’re part of Ingram Micro, they have
access to world-class labs for proof of concept.

 Technology Solutions TODAY                                                                                   09
New Mcafee Rewards
Programme Now Live!
Mcafee’s new global points-based Rewards programme is now live, so you can earn
some great Rewards by selling qualified Mcafee products via Ingram Micro.

Who can Join?
The Rewards programme is open to all resellers

How do you Join?
By visiting and
clicking on the Rewards Programme link

How do I earn points?
By purchasing qualifying products. Join now to get
a complete list of qualifying products.

How do I get started?
Contact our Software Team now for your
McAfee Quotation

0871 973 3260

don’t forget... we have lots more information
on Mcafee solutions and opportunities
available at our Microsite...
visit now!
 10                                                                               Technology Solutions TODAY
                                                                       at the BlackBerry® Technical Support Services

as an Ingram Micro business partner, you can resell the comprehensive technical support and software
maintenance services of BlackBerry Technical Support Services. There are two programs to meet the
support needs and cost requirements of customers of all sizes.
organizations today want the convenience and cost-savings that an end-to-end BlackBerry® solution
can provide and keeping it up and running is often mission-critical. your ability to service these needs
– by reselling BlackBerry Technical Support Services – can help set you apart from the competition.
Consider these further advantages:

        Key Reseller Benefits
        Increased Sales
        The ability to buy an all-in-one solution helps support growth in your initial sales of BlackBerry products and services.
        BlackBerry Technical Support Services can become a complementary sale, every time you provide your customers with
        the BlackBerry solution.

        Recurring Revenue
        Resellers enjoy an attractive compensation package for each subscription sold, with margins that scale with the program
        level sold and the amount of optional services selected. With a high renewal rate (over 90%), and year-over-year
        contract growth, BlackBerry Technical Support Services turns every sale into a recurring annual revenue stream.

        Reduced Support Calls
        Free yourself up from post-sale customer support calls so you can concentrate on your core business, all the while
        enjoying the peace of mind of knowing your customers are getting the level of support you both can depend on.

Call your account manager                                                                                                                                  BlackBerry® Bold™ 9700 smartphone
for more information

BlackBerry®, RIM®, Research In Motion®, SureType®, SurePress™ and related trademarks, names and logos are the property of Research In Motion Limited and
are registered and/or used in the U.S. and countries around the world. Used under license from Research In Motion Limited.

 Technology Solutions TODAY                                                                                                                                                                    11
More intelligence keeps
storage simple
Because your SMB customers often have limited staff resources, they can’t usually spare a dedicated full-time
IT employee to keep their tape libraries running smoothly and reliably. So the new Scalar i40 tape library from
Quantum, with best-in-class management and monitoring capabilities, could be an intelligent, simple solution.

Featuring iLayer software (the ‘i’ stands for ‘intelligent’) the Scalar i40   No growing pains                                                         Supporting the US Federal Government’s recommended encryption
tape library is so intelligent that it simplifies everything from initial     Even smaller businesses have to cope with data growth. So the Scalar     standard for the highest levels of security, the Scalar i40 ensures data
set-up to on-going management and increasing capacity over time.              i40 includes a Capacity on Demand scalability feature, which enables     is protected even while stored off-site.
Which means it offers a feasible and affordable solution for any SMB          library capacity to grow on demand without disruption. Starting from     Peace of mind for your customers also comes from knowing that over
or a remote office.                                                           25 slots and rising to as many as 40, scaling up requires a software     30,000 Quantum iLayer libraries have already shipped – making it a
The embedded iLayer software monitors hundreds of events within               licence only, with no hardware to buy or install.                        proven solution to the storage needs of SMBs, a simple choice for
the library, providing the customer with detailed library, drive,             This means the Scalar i40 offers market-leading investment               your customers, and an easier sale for you.
connectivity, and media status at any point in time. The iLayer then          protection for your customers.
uses this information to perform predictive analysis and proactively
notify the user of pending issues or trends to consider. Easy to
                                                                              Safe choice
understand messages advise users of specific corrective actions, so
problems can be resolved quickly and easily, avoiding unnecessary             Most SMBs will have a least some sensitive data in their library which
downtime.                                                                     needs protection. And many will also need to meet the increasing
                                                                              demands of compliance for high levels of data security. So the
With its easy-to-use interface and proactive diagnostics, iLayer              exceptional security offered by the Scalar i40 should provide much-
technology has been proven to reduce library management time by               needed reassurance.
over 50%, and service calls by 50% too.

  12                                                                                                                                                                                  Technology Solutions TODAY
Greater security
for greater threats
Security threats are never going to go away. In fact, they’re only going
to get bigger. as traditional network boundaries disappear networks
become more exposed, and new technologies present new opportunities
for security breaches. at the same time, tougher regulations demand your
customers take more action, whilst the recession requires them to spend
less money. But perhaps WatchGuard XTM can square the vicious circle.

eXtensible Threat Management – or XTM – is the next generation
of Unified Threat Management, or UTM. Where UTM was a
                                                                         a loophole found in other security products; application blocking
                                                                         enhancements to control IM and P2P usage, increasing security

                                                                                                                                                 GETS PAST
groundbreaking concept, offering a whole range of security functions     and productivity; call set-up security for VoIP to eliminate “wiring
in one integrated network appliance, XTM takes the concept even          around the firewall”; Role-Based Access Control; three management
further, with more security features, zero day protection, greater       interfaces – WatchGuard System Manager, command line interface
networking capabilities and more management flexibility.                 and a web UI; and finally, multi-box management which allows
                                                                         updates to be pushed to multiple devices at one time, to align
In fact, XTM gives your customers’ businesses the ability to extend
                                                                         security policies across the organisation.
the functionality of their device more quickly and more easily, to
adapt dynamically to changing threats and network environments.
                                                                         Trade up and save
                                                                         For customers with an earlier generation WatchGuard product – or
More with less
                                                                         even a comparable competitive product, there is an instant 25%
Although some UTM appliances have added new features such as
                                                                         discount available when they trade-in and trade up. A great way
content filtering and spam protection, they are not doing enough to
                                                                         to secure more security business for your business.
face up to the new network security realities.

XTM, on the other hand, is an inherently flexible solution which
put administrators in the driving seat, and enables them to choose
exactly what they need to protect their organisation. And, addressing
the economic constraints which all businesses are currently facing, it
also eliminates the expense of buying and managing multiple routing
and stand-alone appliances.

More features
WatchGuard XTM security solutions are packed with features to
ensure that whatever the device and wherever the location, the user
and the data will always be well-protected and easy to manage.

Features include: full in- and out-bound HTTPS inspection – closing

 Technology Solutions TODAY                                                                                                                                  13
                     The avant Garde Start
                     of something big

avant Garde Start is the new collaborative sales enablement programme from Cisco. It not only offers all
Cisco registered or certified partners the same support and sales opportunities previously available only to
Silver and Gold Partners – but also additional benefits to make it easier than ever for you to increase your
business revenues.

Avant Garde Start has been created to help you, Cisco and Ingram        More support                                                            will be in touch to update you on the next steps and forthcoming
Micro work more closely together, to win incremental sales in the       Secondly, as a partner in Avant Garde Start, Cisco’s co-marketing       events, and to help you to get a bigger share of the next big thing in
commercial and small business sectors of up to 1,499 employees.         materials, customer intelligence and migration sales support are all    Cisco sales opportunities.
That means a bigger Cisco sales opportunity than you have ever          made freely available to you.
had before, but with simplified and streamlined elements to the                                                                                 Going Public
programme to make it easier to take part and easier to succeed.         Co-marketing funding is made exclusively available to you, and you
                                                                                                                                                Cisco has the only complete end-to-end networking solution for
                                                                        can take advantage of resources and materials. When new revenue
                                                                                                                                                the Public Sector, including Core products for large networks and
Cisco-trained for Cisco sales                                           opportunities arise, they’re highlighted for your attention. And you
                                                                                                                                                Small Business products for smaller site projects. It can also offer
                                                                        will benefit from Cisco’s first joint business development initiative
The new Avant Garde Start programme incorporates the same                                                                                       a 5% discount for any Public Sector opportunity you have in your
                                                                        – IBLM Migrate to Accelerate – which is a framework and sales
elements Cisco uses for its own sales teams. So whatever in-depth                                                                               sights. With the Public Sector Partner Program (PSPP) to complete
                                                                        methodology to help you capture more business from your installed
training, customer intelligence, co-marketing support and migration                                                                             the picture, selling Cisco to the Public Sector is suddenly a highly
                                                                        base of customers.
sales they benefit from, so do you as a Cisco registered or                                                                                     attractive prospect.
certified partner.
                                                                        Opportunity knocks                                                      The Cisco product portfolio of routers and switches, voice, security,
Firstly, that means you are trained to the highest standards, to help   The commercial and small business sectors, which Avant Garde            storage and wireless solutions means you can offer your Public Sector
you achieve the greatest Cisco sales success.                           Start is designed to help you target, represent a staggering 113,000    customers a fully rounded, one-stop solution to their networking

                                                                        potential accounts, with a revenue opportunity of $4.19 billion         needs. You can also offer them convincing evidence of Cisco’s
Cisco training with Avant Garde Start will help to sharpen up your
                                                                        (approx. £2.75 billion). That really is too good – and too big – an     success in their area of operation, whether that’s Local or Central
sales skills and your technical understanding of Cisco commercial
                                                                        opportunity to miss.                                                    Government, the NHS, Education, or Defence.
and small business solutions and technologies. Once you are trained,
you’ll also receive a Cisco Sales Master certificate to confirm your    To join Avant Garde Start and get started, all you have to do is        Proven in Public
enhanced skills and your Cisco sales status.                            visit, where you can join the Partner
                                                                                                                                                Cisco’s Public Sector credentials are highly impressive, working as it
                                                                        Development Fund programme and register for Avant Garde Start.
                                                                                                                                                does across the whole sector and the whole country.
                                                                        Once you’ve registered, your regular Cisco or Ingram Micro contact

 14                                                                                                                                                                             Technology Solutions TODAY
Cisco’s Local Government customers include all types of authorities        Public support
across the UK and Ireland – including district, borough and county
– as well as unitary authorities. Cisco has introduced a “Framework
                                                                           In addition to offering a comprehensive range of products for your      PRoGRaM HoTSPoT
                                                                           Public Sector customers, Cisco provides you with tangible support in
for Communities and Local Government” to provide guidance and              the shape of competitive pricing through the Public Sector Partner
                                                                                                                                                   Public Sector Partner Program (PSPP)
a blueprint for creating connected councils and communities, and           Program (PSPP).                                                         Providing competitive pricing for Cisco partners selling into
demonstrating its understanding of the demands of the market.
                                                                                                                                                   the Public Sector, PSPP helps partners maintain healthy
                                                                           Once registered on the Program, all Cisco Certified and registered
The company’s focus on the healthcare sector has developed                                                                                         margins in a market with traditionally long sales cycles.
                                                                           Partners can negotiate deals of between 37% and 56% discount
enormously with the establishment in 1999 of a UK Healthcare               for eligible Cisco Public Sector customers, depending on the product    • 37-56% discount
Team. Cisco has consistently recommended that the NHS adopts an            families involved and your certification level. Discounts are granted
architectural approach to networks, and has recently announced the                                                                                 • Up to 12 month’s deal validity
                                                                           on a per deal basis, approved in minutes (up to a few days for larger
Cisco Network Architecture Blueprint for the NHS, to provide guidance      deals) and are valid for up to 12 months.                               • Fast deal approval times
and recommendations.
                                                                           When PSPP is combined with a TMP trade-in quote, an additional          • Additional 6% discount available for TMP trade-in quotes
Cisco is equally involved in the Education marketplace, helping            discount of up to 6% can also be made available.
to create a connected learning environment, with solutions for                                                                                     • Can select multiple sources to fulfil the deal
education which will help to prepare the next-generation workforce.        To benefit from the Programme’s full support, you must meet the           (not exclusively Cisco)
Finally, in the Defence arena, Cisco has a specialised division with       enrolment criteria, and you need to register and be approved for one
a mission to deliver world-class communications solutions and              or more of the sub-vertical markets. For SMB enrolment there are no
leadership to the UK’s Armed Forces and security agencies.                 enrolment criteria, but only deal values of less than $50,000 (approx
                                                                           £32,500) can be submitted to the programme.
With additional expertise in Emergency Services, Schools, Social
Housing and Charities, Cisco is well-prepared to support its partners in   With the solutions to suit the sector and the discounts to suit its
achieving success in all areas of the Public Sector, with understanding    budgets, Cisco offers an exceptional opportunity for Public Sector
of the market’s requirements, and with the solutions and expertise to      sales, that’s too good to keep private.
meet them.

 Technology Solutions TODAY                                                                                                                                                                                    15
Ingram Micro certifies more
success with HP ProCurve

Important changes to the certification available to HP ProCurve resellers now make it quicker, easier and less
costly to progress through the qualification levels. With the help and support provided by Ingram Micro, sales and
technical staff can now achieve valuable certification, to strengthen your HP ProCurve offering, your customer
service and – ultimately – your business’s bottom line.

This Programme helps employees to distinguish their skills in
developing ProCurve-based solutions: which in turn helps to
distinguish your business from the competition. By providing
professionals with the highest levels of expertise and skills,
knowledge and understanding of networking mainstream
technologies and technical trends, the ProCurve Certified Professional                    • One Certification = 1 exam to pass
Programme measurably rewards them and your business.                     Simplification   • Fast Track for Cisco-certified Engineers
As part of the changes to certification, a new “Cisco to ProCurve”                        • Simplified curriculum maps
programme has been introduced, to offer a fast-track route for
Cisco professional and expert level Certified Engineers, significantly
reducing the capital and time costs required to certify Cisco-trained
personnel in HP ProCurve.
                                                                          Time Out of     • More online training offerings reduce time out of office
Cisco to HP ProCurve – the easy way                                          Office
The new “Cisco to ProCurve” programme is available to both
Cisco Professional and Cisco Expert certified engineers, leveraging
their existing expertise to provide a quicker route to HP ProCurve                        • Best practice teaching methodologies employed for
competence.                                                                                 greater retention and transfer to the job
The ProCurve Campus LANS programme comprises:
                                                                                          • Annual certification cycle with simplified exams to
                                                                                            maintain certification
• FREE Web-based training and an online exam, and eliminates
 the need for travel and its associated costs. The result is valuable
 certification for a minimal budget.

 16                                                                                                                                    Technology Solutions TODAY
 ProCurve Technical Certifications                                                                                                                CERTIFICaTIoN
    Systems Engineer

                                          ProCurve Networking       Expert: Interoperability                                                      HoTSPoT
                                                                                                                                                  ProCurve Certified Professional Programme
                                                                                                                                                  • In keeping with the continued growth of ProCurve
                                                                                                                                                    Networking, the training curriculum and certification
                                                                    Advanced: availability & complex
    Systems Engineer     ASE              ProCurve Networking
                                                                    switched and large-scale routing
                                                                                                                                                    credentials have been expanded to provide the necessary
                                                                                                                                                    skills to sell, design, deploy, service and support ProCurve
                                                                    environments / availability
                                                                                                                                                    Networking products and solutions.

                                                                                                                                                  • New and updated training courses provide a detailed
                                                                    Fundamentals: connectivity.
Integration Specialist   AIS              ProCurve Networking       Intermediate switching and basic                                                overview of ProCurve’s Adaptive EDGE ArchitectureTM:
                                                                    routing environments.                                                           a networking strategy based on pushing network
                                                                                                                                                    intelligence out to the edge of network designs.

                                                                                                                                                  • ProCurve hardware support certifications equip an
HP Accreditation from a standing start                                     Accreditation begins at Accredited Integration Specialist (AIS)
                                                                                                                                                    individual to provide basic hardware support around
Of course ProCurve Networking certification is also available for          level – which confirms the recipient has the fundamental skills in
                                                                                                                                                    ProCurve switches products.
engineers without Cisco experience. A thorough understanding of HP         connectivity, intermediate switching and basic routing environments.

ProCurve networking strategy is key to winning sales and providing         Progression is then through Accredited Systems Engineer to Master
                                                                                                                                                  • ProCurve systems integration certifications equip
market-leading services that your customers expect.                        Accredited Systems Engineer who will have expert knowledge and
                                                                                                                                                    technical IT professionals with the depth of skills
                                                                           skills in HP ProCurve networking interoperability.
                                                                                                                                                    needed in the design, implementation and support
                                                                                                                                                    of ProCurve solutions.

Contact your account manager to find out
how we can get you fastracked

 Technology Solutions TODAY                                                                                                                                                                                 17
over 4x the protection for less
Security is something your SMB customers should never compromise on – especially with the growth of cloud
computing and virtualisation exposing them to even more dangers. So the news that NETGEaR’S ProSecure
UTM10 outperforms the competition by up to 4½ times – and at a competitive price – is good news for them
and for you.

Now you can offer truly effective, enterprise-quality protection           Equipped to detect                                                       are ideal for your SMB customers with up to 30 users. They offer
against malware and viruses, in an all-in-one solution including           What makes the NETGEAR ProSecure UTM so effective is its                 email, Web and network protection which outstrips the competition,
a firewall. And though it’s from a relative newcomer to the                employment of more than a million AV signatures. This compares           yet – as the Tolly Group tests discovered – often at a lower price.
marketplace, it’s tested and proven by no less an authority than           with the competitions’ use of just 3,000-60,000 signatures. And          As NETGEAR’s senior product line manager for SMB Security – Jason
the Tolly Group.                                                           whilst most competitive products only examine email headers, or rely     Leung – explained: “Vendors often sacrifice Win32 malware catch
                                                                           on simple real-time Blackhole Lists for spam protection, the ProSecure   rates to meet the price points of growing businesses. At ProSecure
Taming the WildList                                                        UTM series employs a hybrid in-the-cloud approach for spam analysis      we have found a way to deliver security effectiveness and
In a Tolly Group-conducted comparative test against Fortinet,              and URL filtering.                                                       performance at a price point that is attractive to growing business
SonicWALL and WatchGuard, NETGEAR’s ProSecure UTM10 achieved                                                                                        and our channel partners alike.”
                                                                           For spam, this means looking not just at email headers but also at
a 100% detection and blocking rate against the WildList Organisation
                                                                           the content – resulting in fewer false positives and negatives than
International’s list of viruses propagating in the wild. At the same
                                                                           provided by competitive systems.
time, it achieved up to 90% detection and blocking of other
important Win32 malware, tested over HTTP, SMTP and
POP3 protocols.                                                            Patent pending
                                                                           NETGEAR ProSecure UTM10 and UTM25 both employ patent-pending
The next best competitors achieved just 81% detection of the WildList      Stream Scanning architecture, to enable large amounts of data to
malware, and only 62.74% of the Win32 malware.                             be processed quickly. This means maximum security, with minimum

No single competitive appliance achieved high detection figures for        scanning-induced latency.

both forms of malware, making the NETGEAR solution more than four          Also featuring a Sophos best-of-breed anti-malware engine, URL
times more effective overall.                                              filtering in partnership with Commtouch, anti-spam technology with
                                                                           Mailshell, and a built-in firewall, these NETGEAR security appliances

                                                                                                                                                           NetShelter® SX
                                                                                                                                                           Rack enclosures with advanced

Start with the right rack,
                                                                                                                                                           cooling, power distribution, and cable
                                                                                                                                                           management for server and networking
                                                                                                                                                           applications in IT environments.

and you can’t go wrong.                                                                                                                                    Rack PDU
                                                                                                                                                           Power distribution that remotely controls
Get the seamlessly integrated, fully compatible                                                                                                            power to individual outlets and monitors the
NetShelter® rack system from aPC®.                                                                                                                         aggregate power consumption.

APC, the name you trust for power protection, also offers a
comprehensive line of non-proprietary racks, rack accessories
and management tools that ensure the highest availability in a                                                                                             Cable Management
multi-vendor environment. APC design means you can create a                                                                                                Comprehensive selection of accessories
comprehensive rack solution that meets your availability needs for                                                                                         designed to organise power or data
today and that easily scales up for tomorrow.                                                                                                              cables within a rack environment.

Contact APC today and protect your rack application with
Legendary Reliability®.

                                                                                                                                                           Rack-mount Keyboard Monitor
                                                    The NetShelter® SX is vendor-neutral
                                                       and carries the “Fits Like a Glove”                                                                 1U rack-mountable integrated keyboard,
                                                                 compatibility guarantee.                                                                  monitor and mouse.

                                                                                                                                                           Blanking Panel
                                                                                                                                                           Designed to improve cooling efficiency by preventing
                                                                                                                                                           air recirculation within an enclosure.
                                            NetShelter is completely compatible
                                            with all APC award-winning
                                            InfraStruXure® architecture, allowing
                                            you to add rack, power and cooling                                                                             NetBotz® Security and Environmental
                                            on a scalable as-needed basis.
                                                                                                                                                           Protecting IT assets from physical threats.

 18                                                                                                                                                                                Technology Solutions TODAY
avocent - your
perfect partner
avocent is the perfect partner if you are looking for the best IP solution for your customers. Their IP enabled
intelligent power distribution units (iPdU’s) enable IT administrators to control the power to any device regardless
of their location, this has been a huge problem historically as this one task always needed someone to be
physically at the rack. Now from the click of a button, you can turn sockets on/off.

Features and Benefits include:-                                            • Simplify Access and Control – Of any serial computing device from

• Security – LDAP authentication and encrypted IP communication             any location Secure – Separate authentication to access ports and

 between the user’s browser and switch can be SSL-128 bit, DES,             console server

 3DES or AES`                                                              So if you are looking for the right IP Solution for you customers look

• On-Board Web Interface – No need to load and manage another              no further than Avocent, Not only are we now an awful lot bigger

 software program on the user’s PC Access.                                 since becoming part of Emerson but we can deliver you leading edge
                                                                           IP solutions that your customer demand and at the right price and the
• IPv6 Support – Supports Internet Protocol Version 6
                                                                           great news for you is we offer generous margins to you too. Don’t
IP KVM technology has now been around for a long time, Avocent             delay contact us today!
have been the innovators in this technology, and their latest
IP enabled KVM switches enable users to get the “at the rack”              For more information, visit or
experience from remote locations, this can speed up IT support calls
by up to 70%. Feature and benefits include:-
• Server/Computer Access – Manage PS/2, USB, Sun or serial devices
• Easy to Use – Configure your system name and select your servers
 from the convenient OSD
• Uses standard CAT-5 cables
• OS Independent – BIOS-level access ensures connection to
 the attached servers regardless of the health or type of
 operating system
So now you can connect to your servers and control the power, but
what about the UNIX box, network switches, Sun servers or PBX?
Well Avocent’s entry level Serial Console Server allows the user to
have a remote SSH or Telnet session with the confidence that all data
is secure (LDAP, Radius or AD) Available in 8 and 16 port models,
the CS4008 and CS4016 console servers let you consolidate access
to serial devices with a single interface. Consolidated access to serial
devices such as servers, routers, switches and serial power devices
can ease management complexities in SMB environments, including
server rooms and midsize data centers.

Features and Benefits include:-
• Securely Access Any Serial Device From Any Location Consolidate –
 All serial port access via a single interface
• Access Devices – Via the local serial port (in-band) or remotely using
 TCP/IP or dial-up (out-of-band)

 Technology Solutions TODAY                                                                                                                         19
dealing with data, downtime
and disasters, with a little help from HP
Probably the greatest challenge facing the data centre today is storage. Whilst virtualisation has delivered
enormous benefits, it has also created some new requirements of its own. Business continuity is also as important
today as it has always been, but the solutions have not always kept pace with the problems. and at the same
time, virtual “sprawl” is growing faster than your customers’ physical server bank, producing additional difficulties.
Fortunately, HP has the answers.

Rethinking virtualisation                                                 Providing applications with new levels of availability, thus providing    Free upgrade to SAN IQ8.5
Server virtualisation software is an attractive proposition for           the continuous storage availability your customers need across the        Customers with existing P4000 solutions within an HP support
businesses needing high availability (HA) and disaster recovery           storage systems, to prevent downtime in the event of hardware, rack       contract can upgrade to the newly-launched SAN IQ8.5 software,
(DR) solutions, with a low cost of entry. But although it can prove       and even building failures.(depending on the configuration)               free of charge (please check with your Ingram Micro Account
a valuable component of an HA and DR strategy, what is too often                                                                                    Manager for compatibility).
overlooked is the need for a shared storage solution that supports        New generation
the HA and DR features of server virtualisation.                          Based on a new generation hardware platform – using ProLiant G6           Real solutions for virtualisation business
                                                                          technology – the newly launched SAN solutions provide optimised           Now Ingram Micro is supporting HP StorageWorks P4000 G2 SANs,
To meet this need HP has released the next generation of HP
                                                                          storage for your customers’ virtualised storage server environments,      you can call on extensive resources to help you develop your
StorageWorks P4000 G2 SANS (previously branded HP LeftHand
                                                                          and the peace of mind that comes from knowing their data is               business with this products portfolio.
P4000), which is now available from Ingram Micro.
                                                                          safe whatever happens. HP P4000 G2 SANs provide accurate and
                                                                          consistent point-in-time copies for Disaster Recovery, which can be       Ingram Micro can provide:
High availability, lower cost                                             enhanced even further with HP Data Protector software.
                                                                                                                                                    • Product, technology and qualifying questions training for Partners..
HP StorageWorks P4000 G2 SAN not only provides cost-effective
storage solutions for server virtualisation. It also offers integrated,   Newly launched SAN IQ8.5                                                  • There’s direct assistance available: for end user engagement,
at no extra cost, high quality HA and DR storage features such as:
                                                                          This new software features:
                                                                                                                                                    • Technical architecture and technical validation of solutions.
• Storage Clustering
                                                                          • Network RAID 5 and 6, which can provide enhanced storage
                                                                                                                                                    Ingram Micro can also provide solution demonstrations, and – once
• Network RAID Synchronous Replication                                     utilisation by up to 50%.
                                                                                                                                                    you’ve sealed the deal – implementation services.

• Snapshot with Built In Application Integration                          • Snapshot with Built In Application Integration
                                                                                                                                                    With Ingram Micro making the perfect partner for HP StorageWorks
                                                                          • Best Practice Analyser – to assist with the ongoing optimum             P4000 SANs. These SANs make perfect partners for HP Procurve
• Remote Copy Asynchronous Replication with Bandwidth Throttling
                                                                           performance of the SAN                                                   switches, this is an exceptional business opportunity, with all the
• Multi-Site HA/DR Solution Synchronous Replication                                                                                                 support you need readily available to help you make the most of it.
                                                                          And of course, because all the software is built into the solution, no
• Thin provisioning                                                       additional expense is incurred in paying for software add-ons.

• Online Volume Migration                                                 Within the upgrade, the P4000 Virtual SAN Appliance now supports

• SmartClone Technology                                                   shared external storage, increasing the functionality of this solution.
                                                                                                                                                    For additional Information, please contact
• Single plane of glass management                                                                                                                   
                                *60% off CUP skus only

 20                                                                                                                                                                                 Technology Solutions TODAY
                                                                                                                                                  PRodUCT HoTSPoT
                                                                                                                                                  HP StorageWorks P4000 G2 SAN solutions
                                                                                                                                                  A family of cost-effective and easy to implement storage
                                                                                                                                                  solutions for virtualisation.

                                                                                                                                                  • P4300 G2 16TB MDL SAS Starter SAN
                                                                                                                                                    Perfect for consolidating storage for Windows
                                                                                                                                                    or Linux servers.

                                                                                                                                                  • P4300 G2 2TB SAS Starter SAN
                                                                                                                                                    For first time virtualisation projects.

Performance, scalability and energy efficiency                            Manageability, reliability, scalability                                 • P4500 G2 10.8TB Virtualisation SAN
                                                                                                                                                    Performance optimised shared storage, cost-effective
With data-intensive environments tending to run their IT infrastructure   HP Insight Control provides essential infrastructure management, for
                                                                                                                                                    high availability, scalable performance and non-disruptive
on many servers, problems can arise as the virtual server sprawl          rapid server deployment, proactive server health monitoring, and
                                                                                                                                                    configuration changes for virtual environments.
grows faster than the number of physical servers. The result is           with comprehensive power management and remote administration
increased operational costs, time-consuming server consolidation and      tools. Server uptime is improved with redundant power supplies, fans    • P4500 G2 21.6TB Multi-Site SAN
management, a shortage of servers with high availability clustering,      and ROM, Advanced EXX memory, automatic server recovery,                  Simplified high availability. A fully automated,
and rising energy costs for the data centre.                              pre-failure warranty and adaptive load-balancing NIC support.             synchronously replicated storage system.

The HP ProLiant DL785 G6 Server offers a solution which can reduce        This powerful solution is also fully scalable, with upgrade options     • P4500 G2 60TB Scalable Capacity SAN
costs, increase agility, simplify resource management and increase        for processor, memory, drives and controllers, as well as provision       For consolidating large Windows, Linux and Unix
operational efficiency.                                                   for a second drive bay – for a total of 16 SFF SAS drive bays. High-      data volumes.
                                                                          performance graphics and HTx cards are also an option.                  • P4000 Virtual SAN Appliance
High-performing processors                                                                                                                          Transforms captive server and Shared disk drives into a
                                                                          With the high processing power, increased memory and improved
With the latest AMD Opteron six-core processors, support for the new                                                                                virtual iSCSI SAN, for small and remote offices.
                                                                          I/O expansion capacity offered by the HP ProLiant DL785 G6 Server,
Smart Array Controllers and high-efficiency power supply units, the       your customers will have the flexibility to optimise performance for
HP ProLiant DL785 G6 offers unparalleled performance, scalability and     database, consolidation and virtualisation environments. And – with
                                                                                                                                                  HP ProLiant DL785 G6 Server
energy efficiency.                                                        the help of you, Ingram Micro and HP – they’ll have the solution they   A 7U rack-mount server, with HP Insight Control
                                                                          need to overcome the challenges of the data-intensive universe in       infrastructure management.
Supporting up to eight six-core AMD Opteron 8400 Series processors,
                                                                          which they have to operate.
very large virtualisation and consolidation environments, and                                                                                     • Processor: 4 or 8 2.8 GHz SE, 2.4 GHz standard and 2.1 GHz
VMWare, Microsoft, Oracle and Linux virtualisation software,                                                                                        HE Six-Core AMD Opteron™ processors
the DL785 G6 can meet the needs of customers with the most
                                                                                                                                                  • Memory: 64 DDR2 DIMM slots. 512 GB maximum memory
demanding and data-intensive environments.
                                                                                                                                                  • Internal storage: 8 (standard) + 8 (optional) SFF SAS drive
                                                                                Probably the Greatest                                               bays. Up to 8 TB of Hot Plug SAS. Embedded RAID support

                                                                              Challenge facing the data
                                                                                                                                                    with optional BBWC, RAID 0/1 support. 1 removable
                                                                                                                                                    Slimline DVD/CD-RW Drive.

                                                                               centre today is storage.

 Technology Solutions TODAY                                                                                                                                                                                   21
                                      Strike Gold!
                                      Register online today for a chance to win £1500
                                      worth of Thomas Cook holiday vouchers and 3
                                      runners up prizes of a Tom Tom Sat Nav
                                      Set sail at

Why selling Cisco is an adventure
Selling Cisco Small Business Pro products with Ingram Micro isn’t just a great way to explore new revenue streams,
build sales and increase turnover. Now it’s a great way to win a fantastic holiday too.

Under the Cisco Small Business Pro banner, Cisco has been launching         You can also increase your chances of winning, by spending over
numerous new products firmly targeted at the sub-100 user market.           £1000 on products from the Cisco Small Business Pro range.
And as you might expect from a distributor with one of the UK’s
largest holdings of Small Business products, Ingram Micro is your           Everyone’s a winner
best place to find these Cisco products, backed by excellent support –
and a chance to win a great prize.
                                                                            When you get your Cisco Small Business Pro products from Ingram
                                                                            Micro, you’re onto a winner straightaway.
                                                                                                                                                     WINNER’S HoTSPoT
                                                                            You can use the Cisco Small Business Product Finder Tool at              Think nobody ever wins with this kind of
A whole world
                                                                                     incentive? Not true, as you can see here.
The Cisco Small Business Pro family covers a whole world of network
                                                                            to help you find the products you need – or you can have a Small         Ingram Micro runs incentives like this from time to time and
technology products, offering an unrivalled choice at Small Business
                                                                            Business Advisor come and talk to you to discuss your Small Business     there are genuine winners from you the resellers big or small.
prices. Six new products have also recently been introduced to the
                                                                            needs. You can also expect expert technical support from the Pre-        We took a number of guys and girls to a Jonathan Palmer race
range: Clustering Wireless AP, Secure ADSL Router, new ESW switches,
                                                                            Sales Hotline.                                                           day recently based on their Sales performance for Cisco Small
a new camera, the UC540/UC560 sub 100 voice solution, and a new
phone range.                                                                                                                                         Business products and a great day was had by all!
                                                                            There’s free marketing support in the form of marketing mailshots to
                                                                            your end-user base, incentives and events to make a big noise about
Naturally all feature leading-edge technology, and are available from
                                                                            Cisco, and all the help and support you need from the dedicated Cisco
Ingram Micro with extensive sales, marketing and technical support,
                                                                            Account Team.
and sizeable discounts.
                                                                            Last but not least, you can expect an extra 10% discount for your
They also give you the chance to see the world, with the Cisco and
                                                                            Public Sector customers, 20% discount on the Not For Resale
Ingram Micro “Explore New Revenue Streams” incentive.
                                                                            programme for in-house and demonstration kit, and you can have
                                                                            access to the Ingram Micro Credit Builder programme, offering
Winning is the word
                                                                            sizeable extended credit.
Select Cisco and Ingram Micro reseller partners will receive an email,
letter and microsite link, each of which will feature a different pair of   So if you want to see the world, and see your turnover increase, start
co-ordinates. All you have to do is search the map on the microsite         off by exploring new revenue streams, with Cisco Small Business and
for the locations indicated, and find three words.                          Ingram Micro.

Put those words together to form the name of a significant place,           For more information call 0871 973 3492
then enter the name on the Ingram Micro website. If the name
is correct you will be entered into a draw for £1500 of holiday
vouchers, or one of three runners-up prizes of a Tom Tom satnav.

 22                                                                                                                                                                            Technology Solutions TODAY
User experience monitoring
The experience users receive when accessing IT applications is critical to the effectiveness of many business
processes. That experience is affected by the application operating environment, the user’s location and the
network being used for access. To understand the overall user experience requires the ability to monitor all of
these aspects and provide granular enough information to fine tune the IT infrastructure and ensure the optimal
experience for all users.

The problem is that users cannot be relied upon to report poor           If the issues that impact user experience are not well understood, the
experience. If they are external users, for instance using an            temptation is to throw money at the problem and invest in higher-
e-commerce application, they may just abandon it and go elsewhere.       performing devices and additional infrastructure. Such untargeted
If they are internal users, they may have become inured to poor          investment can lead to little improvement and is often unnecessary
performance, accepting it and operating unproductively with              when other actions, such as modifying user behaviour, reprioritising
consequent impact on the business processes they participate in.         network traffic or deploying a content delivery service, would have
These issues are compounded by the increasing use of virtualisation,     been cheaper and more effective.
which means applications are no longer directly linked to the physical
                                                                         Many of the issues that arise from poor user experience are
resources that drive them.
                                                                         intangible; lost customers, unproductive employees and ineffective
The effective operating speed of a network and the resources             business processes. Having an over-arching view of the user
available to a given application is rarely consistent and can vary       experience leads to an understanding of how to improve it, reduce
through time. Understanding and controlling these issues is essential    business risk and create business value at a minimum cost. It is
to improving the user experience wherever they happen to be              possible to build a compelling case, even based around a single
located. The data that provides the insight into the user experience     known issue. If this can be done, the ongoing ability to measure the
comes from a wide range of existing sources including network            user experience and answer questions no-one had thought to ask            Having an over-arching view of
switches and routers, load balancers, firewalls etc. These can be
supplemented by additional task-specific monitors.
                                                                         before is invaluable.
                                                                                                                                                   the user experience leads to
Sampling data from all of these and consolidating it centrally using
                                                                         Information technology can be a wonderful thing when it works,
                                                                         but a miserable experience when it fails. The technology is there
                                                                                                                                                   an understanding of how
a single data model allows a picture of the overall user experience
to be visualised via a console. This enables business managers to
                                                                         to enable users, not frustrate them, and ensuring the experience is
                                                                         more often good than bad is the only way to create a productive
                                                                                                                                                  to improve it, reduce risk
direct how priorities should be changed and technical staff to make      harmony between humans and computers.                                    & create business value
                                                                                                                                                     at minimum cost.
targeted changes to how applications are managed and networks

 Technology Solutions TODAY                                                                                                                                                   23
antec powers ahead
antec has long led the way in innovative PSU technology, and its latest
TruePower Quattro range is no exception.

Many Antec innovations have gone on to become industry standards.      a rare Silver level certification from 80 PLUS: meaning 85% or more      company’s reputation. A stylish racing stripe paint
For example, the first ever smart PSU with variable fan speed was      efficiency at 20%, 50% and 100% loading.                                 job helps to set the new TPQ-1200 apart from its rivals
launched by Antec in 1992. The first ever PSU to be sold in retail                                                                              almost as much as its performance does.
packaging with multiple languages was an Antec model, in 1998.         Despite the unit’s sizzling speed, the 80mm straight through PWM
The first ever high-performance PSU with dedicated rails and true      fan helps to keep the unit cool and quiet, whilst DC to DC voltage       The TruePower Quattro also comes in 850W and 1000W
output wattage was introduced by Antec in 2001. In 2004 the first      regulation modules ensure faster response times and greater              configurations which – like the 1200W model – feature gold plated
ever modular PSU was introduced by Antec. In 2008 the first ever       system stability. because the 80mm PWM fan is straight through, it       connectors for superior connectivity, an advanced hybrid cable
PSU with DC to DC power modules and Pulse Width Modulation fans        has to do less work to move the same amount of air compared to           management system to improve airflow and reduce clutter, and
was an Antec PSU. And in 2009, the new PSU format exclusively for      top mounted fans, resulting in quieter operation and more efficient      Universal Input and Active PFC to enable the TruePower Quattro to
Antec cases was introduced – helping to deliver better cooling and     cooling. Also, because it is a PWM fan, instead of a voltage regulated   operate with maximum efficiency on any power grid.
lower cost.                                                            fan, which is used on most other PSU’s, the fan can rotate at a lower
                                                                       speed when idle, again making for a quieter experience. Also, the        Designed to support quad GPUs and Core i7 / Core i5 / quad
Now Antec continues its groundbreaking tradition, with the new         PWM fan allows for faster spin speeds than voltage regulated fans        core CPUs, the Antec TruePower Quattro range of PSUs is another
TruePower Quattro PSU, featuring new PowerCache™ technology.           too, which means when you fully load this 1200W PSU you can              innovation from Antec.
                                                                       rely on the fan to look after your investment and do a good job of
Power where it’s needed                                                                                                                         And though its new PowerCache technology could one day become
                                                                       keeping it cool and long lasting, hence the 5yr warranty. After all,
                                                                                                                                                standard, right now it’s anything but.
                                                                       a 1200W PSU can very hot if fully loaded, with nearly 180 amps
PowerCache is a high performance capacitor situated at the end of
                                                                       running through it, you need to make sure about the quality of the
the TruePower Quattro’s cables. It delivers an extra power reserve
                                                                       fan…..or just buy Antec
where it’s needed, when it’s needed most, and helps this new Antec
PSU to power ahead of the competition.                                 Looking the part

The TruePower Quattro TPQ-12 offers 1200 watts of quiet power,         Antec is the favourite of enthusiasts and professionals. So as well as
with six 12V rails (all with over-current protection). They not only   making sure the technology of the new TurboQuattro lives up to their
make that power stable and continuous, but also earn this latest PSU   expectations, Antec has designed the unit’s looks to live up to the

 24                                                                                                                                                                            Technology Solutions TODAY

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