ibm system x at dns arrow - a new era
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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 - PowerPoint PPT PresentationTRANSCRIPT
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 [email protected]
Jon FoxDNS Arrow
System x Sales [email protected]
Dave RidleyIBM Secondee
DNS Arrow Tech Pre Sales [email protected]
Jonathan BrownDNS Arrow Quote Team
System x specialist
Richard StangroomDNS Arrow Quote Team IBM
Storage & System x
Neil FrostDNS Arrow System xPurchasing & Admin
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
[email protected] 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!