Ingram Micro Adds EMC Solution Center, Launches Road Show

Distributor plans to train, educate channel partners on EMC data center infrastructure and VMware technologies.

Distributor Ingram Micro, through its Infrastructure Technology Solutions division, has opened a new center for channel partners to showcase and engage storage solutions based on EMC Corp.’s products and services.

Ingram officials said that the demonstration lab—called the EMC Velocity Solution Center and housed at Ingram’s facility in Buffalo, N.Y.—is important because business customers are increasingly seeking cost effective, efficient IT solutions that employ virtualization technologies.

In that regard, to help channel partners decipher the next generation of data center solutions Ingram’s ITS will launch a 17-city teaching and demonstration road show during August, featuring vendors EMC, Cisco Systems Inc. and VMware. The event will provide channel partners with solution demonstrations and workshops in storage and virtualization technology.

Ingram’s EMC solution center enables resellers not only to demonstrate the vendor’s storage solutions but also to test drive technologies such as backup, recovery, archiving and virtualization.

The distributor wants the center to provide channel partners with comprehensive training and education around EMC data center infrastructure and VMware technologies. Ingram also has made available tools and resources for business development, on-site lab time and live demonstrations.

Access is available exclusively to EMC-accredited channel partners in the U.S. Resellers may use the lab either in person or remotely though a virtual private network (VPN).

An Ingram executive said that the EMC solution center was unique in its construction and focus.

“It gets to the application layer,” said Don Hoppock, Ingram senior vendor business manager. “In solving business needs, it helps to dig down to the application layer because our partners can leverage that to showcase solutions.”

“We want to make sure that we feature the solution center as part of the sales cycle—it’s not the entry point—but it’s an important part of the process,” Hoppock said. “We spend a lot of time coaching partners on how to use the demo center to their best advantage.”

The EMC solution center benefits from infrastructure provided by Ingram’s ITS division, which includes storage, servers, networking, security and mobile technology from a wide array of vendors.

Power and cooling solution planned

The ITS division, launched in 2007, is tasked with helping channel partners “develop data center practices and move their business from a product focus to a solutions-oriented selling approach that keys on important customer attributes,” said Scott Zahl, Ingram vice president, ITS division.

“As we built the organization we found out that we were really building a support vehicle to help our resellers center around key technologies and solutions to drive their business in the data center,” Zahl said. “One of the benefits is that our resellers have access to products across a broad portfolio,” he said.

Zahl said that demos of six solution sets are presented through the EMC Velocity Solution Center, including NAS/iSCSI (IP) virtual storage functionality; Exchange Business Continuance (fail over); SQL disaster recovery using VMware Sight Recovery Manager fail over; VMware View Manager Desktop Deployment (VDI); Avamar (source de-duplication)Virtual Environment; and, Networker Backup of Exchange using DL3D ( target de-duplication).

A power and cooling solution, whose centerpiece is technology by American Power Conversion (APC)—a provider of backup power products and services—will be offered in the near future, Zahl said.

An EMC executive said that the solution center will help businesses looking for IT efficiencies.

“Businesses of all sizes have a heightened awareness and growing need for cost-effective solutions that leverage virtualization and deliver IT efficiencies,” said Gregg Ambulos, EMC vice president, Americas channel sales. “This equates to new business opportunities for channel partners who have the right technical expertise, partnerships and resources to support them.”

TAGS: EMC,virtualization,Ingram,channel partners,Storage

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