ibm system x at dns arrow - a new era

IBM System x at

DNS Arrow - a new era

DNS Arrow IBM System x team Launch

• 2.35pm - 3.00pm Dave Ridley: Introducing the DNS Arrow System x Business

• 3.00pm - 4.00pm Tikiri Wanduragala, IBM Senior Sales Consultant System x: Insight into customers’ real issues and how System x can alleviate them

• 4.00pm - 4.15pm Coffee Break

• 4.15pm - 5.00pm Graham Hunt: IBM Alliance Manager VMware

• 5.00pm - 5.45pm Cam Merrett, TecDem: Demonstration of VMware Virtual Desktop Infrastructure (VDI)

• 6.00pm Walk over to City Golf

IBM System x at DNS Arrow, a new era - Agenda

•Who is DNS Arrow?

•Why System x, why now?

•Value Added Distribution

•Investment

•Engagement

•Call to Action

Who is Arrow?

Arrow is a value-added distributor for components and computer products:

Sales: $14.5 billion in 2006/7 Components: $9 billion ECS: $5 billion

Employees: approx. 13,000 Locations: 200 sales facilities in 38

countries, 19 distribution centres, HQ in Melville, NY

Major ECS vendors:

EMC, NetApp, Sun, HP and IBM HP and IBM No.1 value-added distributor

worldwide

Arrow ECS represents approx. 35% of their total revenue but this is the major growth area

DNS Europe

DNS Int. Europe is the headquarters of Arrow ECS in Europe:

Acquired by Arrow in 2005 Group revenue: >€750 million 2005 Employees: 355 Acquired Centia/AKS 4th September 2007

DNS Arrow UK (including Centia):

Acquired by DNS Int. Europe in January 2007

Revenue: €350 million Employees: 250 Logix

Hub for Arrow ECS expansion strategy and opportunities across Europe

United KingdomDNS Arrow UK

Key Technology Providers

Servers Storage NetworkingAccessSecuritySoftware Virtualisation

Expanding product portfolio

System x at DNS Arrow

Why System x, why now?

•IBM’s growth aspirations and where IBM need to be in the x-86 Market.

•DNS Arrow’s unique position gives us a fast start as Virtualisation, Security and Data Management specialist.

Value Added Distribution – or is it?

•Normal Distribution – Credit, Logistics, Pricing and Stock.

Value Added Distribution – as we see it!

• Marketing

• Facilities– Demo– Events– Meeting Rooms

• Training Services

• Professional Services

• Unique Industry Partnerships

• Largest IBM VAD Worldwide ; >$2bn

• Scale - 65% Market Share of System x in US.

Training Services

An extensive portfolio of scheduled and bespoke training courses for resellers and end users

Partner with best-of-breed vendors to provide a broad range of training offerings:

End user training Accreditation and certification training Independent issues-based training Storage networking Security principles Virtualisation training Pay and play workshops Managed training solutions Flexibility to offer on-site training Anix Training (Largest UK IBM Training Co)

A large team of highly experienced instructors delivering expert hands-on training and guidance to technical professionals

World-class training facilities in three UK locations:

London, Harrogate and Reading

Technology training for the real world

Professional Services

Impartial pre-sales consultancy and technical advice

Expert design, development and project management through to implementation

Engineering build centre, allowing minimal disruption when installing a solution

Customer Support Centre, offering post-sales support and advice to our contract customers

Central resource desk for scheduling consultants, providing a response within a maximum of two hours

Fully qualified and certified IT consultant specialists accredited to the highest standards

Superb state-of-the-art Solution Suites to showcase our vendors’ latest solutions

One source for IT skills and services

World-class facilities

UK-wide customer centres

3 locations – London, Harrogate and Reading Presentation suites, meeting rooms, seminars and

hot desks

State-of-the-art solution centres

Largest of their kind in the UK Hardware & software testing / demos Truly heterogeneous environment Live testing / proof of concept

A nationwide network of training centres

State-of-the art training rooms 3 UK education centres – Harrogate, London and

Reading

Available to our partners and customers

Investment

• People– Dedicated System x Team

• Demo facilities

• Stock

• 3 year growth plan - £60m Revenue Target

• Strategic Solution Partnerships– TecDem

– 18 months relationship addressing a large untapped market for IBM.– Desktop spend in 2008 £7b – No IBM solution – Until now.– Ongoing lead generation uncovered £20m of opportunity– Online demonstration and technical sales support

• Acquisition of Centia

DNS Arrow System x Org Chart

Lindsay NicholDNS Arrow IBM Divisional Director

Storage, Software & System x

Craig ThomsonIBM secondee

DNS Arrow System x Bus MgrCraig_thomson@uk.ibm.com

Jon FoxDNS Arrow

System x Sales ExecutiveJon.fox@dnsarrow.co.uk

Dave RidleyIBM Secondee

DNS Arrow Tech Pre Sales Managerridleyd@uk.ibm.com

Jonathan BrownDNS Arrow Quote Team

System x specialist

Richard StangroomDNS Arrow Quote Team IBM

Storage & System x

Neil FrostDNS Arrow System xPurchasing & Admin

Neil.frost@dnsarrow.co.uk

Darren ThomasDNS Arrow Quote Team IBM

Storage & System x

TBHSolution Sales

Centia UK – now DNS Arrow Access & Virtualisation

Value added distributor specialising in access infrastructure computing software, thin clients and management software

Over 20 years’ experience in access solutions: Access Desktop Security Performance Thin clients Application delivery Virtualisation

UK Revenue: €50 million (FY06) Employees: 40

One of Europe’s leading Citrix Authorized Learning Centers (CALC) and extensive portfolio of Citrix skills and professional services

VMware Authorised Training Centre (VATC)

Virtualisation and access infrastructure solutions

Engagement

Strategic Partnership

Business PlanMarketing Plan & investmentsEntry to solutions Programme.

Committed SLAFavourable Terms

Stock ProfilingTraining – Pre-Sales

Demos

Distribution Partner

Jonathan BrownDNS Arrow Quote Team

System x specialistRichard Stangroom

DNS Arrow Quote Team IBM

Darren ThomasDNS Arrow Quote Team IBM

Craig NewellStock and Availability

storagequoteteam@dnsarrow.co.uk01423 519000

Jon FoxDNS Arrow

System x Sales Executive

Summary

Widely acknowledged as best in class

A worldwide presence – largest VAD for IBM committed to long term growth of System x business.

“True” Value Added Distribution – Marketing, Lead Gen, Facilities for Demos, events, Training and Professional Services and unique Industry Partnerships

Investment in people, stock, Strategic Solution Partnerships

Virtualisation Distributor of choice – “one stop shop”

www.dnsarrow.co.uk

Call to Action

• Strategic Partnership– Business Plan– Marketing Plan & investments– Entry to solutions Programme.. More about that later..– Committed SLA– Favourable Terms– Stock Profiling– Training – Pre-Sales – Demos

Distribution PartnershipLarge Stock holdingExperience on System xMore than you would expect from a Distribution partnerChecklists – Build / Part ship /

– Before you leave…!– F2F meeting with rep from System x team along with your account

manager

Questions?

THANK YOU!