Avnet and HP Join in New Channel Storage Offering

HP channel partners will be able to deliver customized managed storage services to mid-sized companies seeking cost-effective alternatives. The new effort aims to build a revenue stream for VARs.

In another move that strengthens the managed services market for VARs, distributor Avnet Technology Solutions and HP Electronic Vaulting Services are marketing an off-site managed storage offering to mid-sized business customers.

 Executives with Avnet said the new service will allow HP-authorized VARs to build a revenue stream among mid-sized companies in vertical markets such as healthcare, financial services and government that require significant amounts of offsite, secure data backup and recovery support. The storage solution, which carries a monthly fee, can be customized to meet individual customers' needs, lessening the need for a large, up-front capital investment.

"This is the first storage offering in which Avnet has partnered with HP," said Charles Babb, vice president of Avnet managed technologies. "This is a secure solution that could replace tape storage."  Members of Avnet's reseller advisory council were pushing Avnet to provide such a managed service solution, he added.

Babb said that VARs will need to undergo a day or so of technical and sales training from Avnet to market the HP Electronic Vaulting Services solution effectively. It provides local and remote back-up for a monthly charge tailored to the volume of compressed data. That approach makes the solution especially cost-effective for mid-size users.

Budget constraints often cause companies to back up data to their primary storage systems or to another system in the same location. However, such strategies offer no protection or recovery from equipment failure, site failure, physical security breach or local environmental disaster. With the partnership among Avnet, HP and the channel, customers will be able to satisfy their critical  back-up and recovery requirements within an operating expense budget and without the capital investment required to equip a remote site.

John Convery, executive vice president of marketing and vendor relations for reseller Denali Advanced Integration near Seattle, said the approach should allow his company to manage IT storage needs "end-to-end" for mid-sized companies for $99 a seat.

Convery, noting that Denali is HP's fastest growing channel partner in the Pacific Northwest, said the new program "should be a win-win for everyone involved. It is a more cost-effective solution.

"We see this as another dimension of delighting our customer with service options," Convery explained. "Midsize companies have a tremendous need for these services, and we are going to drive this focus into the sweet spot. Our customers want us to provide solutions that make the most out of their technology dollars, and managed services are a great way to do just that."

HP officials said in a prepared statement that they were using the new program to build on past success in providing enterprise storage solutions. “We’ve achieved tremendous success in selling managed services at the enterprise level, and now HP is turning to Avnet and its channel to expand our reach into the mid-market,” said Suzanne Gagliese, director, Americas Business Continuity and Recovery Services Outsourcing Services at HP. “Avnet’s IT hosting and managed services facility created a perfect opportunity for co-launching HP Electronic Vaulting Services to the channel. Avnet has the expertise and infrastructure needed to bring these unique services to market.”

Babb said the new program should help channel partners strengthen their capabilities in managed services. "It's about enhancing the services that resellers already have," he noted, adding he expects wide interest among Avnet's reseller base.

After conducting a diagnostic analysis and assessment to determine their customers’ storage needs, channel partners can purchase the services from Avnet as a single line item, priced per gigabyte. HP Electronic Vaulting Services will be hosted in Avnet OneTech Services’ tier 4, SAS70 data center.

TAGS: services,vertical,marketing,HP,Storage

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