INDUSTRY NEWS COMMENT: CLOUD TALK David Ellis
WITH more and more business-critical applications and processes being run in the cloud, uninterrupted access and connectivity becomes a vital component for end user organisations as well as their service providers. The implications of a loss of service are far greater today than they were in the past when their systems were run locally on different physical machines. Organisations now need
to be more proactive in their approach to business continuity and disaster recovery (BC/DR). Rather than creating greater risk, the cloud can form a crucial and valuable part of an organisation’s business continuity and disaster recover strategy. Services such as cloud attached storage and secure endpoint backup can provide clients with a combination of shared storage, backup and endpoint security. Power management and protection, network back-up and recovery and business Internet continuity technologies can also now form part of a reseller’s portfolio. How should comms VARs and systems integrators
approach this opportunity, particularly if it strays into new areas they are not familiar with? Should they provide consulting services to help their customers develop and manage BC and DR strategies or is this best left in the hands of specialists? Should they provide the products and services to help their clients protect and deal with IT and communications failures? Or should they provide a complete solution encompassing both areas? The solution, I believe, comes down to building partnerships and alliances with experts you can trust. Whatever route you choose to take, your distribution partner should be with you throughout your journey.
David Ellis, Director of New Technology & Services, Computerlinks
Spotlight on IPv6 market
EXPONENTIAL-E’S mantra that IPv6 is the ‘biggest chan- nel opportunity for years’ paid off when 100 interested del- egates descended on Wembley Stadium to find out more about this emerging market.
The event, held on September 13th and called ‘IPv6, The Channel Opportunity’, showed how embracing the IPv6 chal- lenge could lead to business growth and enable companies to set themselves apart from the competition, without the need to become technical experts in the process.
The fast-growing business technology enabler and Ethernet Carrier declared its channel IPv6 event a ‘major success’ having imparted key informa- tion to unlock the commercial opportunities offered by IPv6. Exponential-e’s Head of Indirect David Joplin said: “This event received a full attendance. We are now actively engaging with many existing partners to start the migration of their cus- tomers to IPv6.
“Some of the prospect part- ners who attended are already making appointments with us to become channel part- ners. Furthermore, when using Exponential-e’s network, if end
David Joplin
users ask our partners if they can migrate them to IPv6, the answer is unequivocally... yes.” Luke Hunt, Network Services Director at Focus Group, an Exponential-e partner, observed: “It is vitally important for us to be fully aware of the implica- tions of IPv6 migration and how it impacts on the future of our business. The bottom line is that it presents us with another rev- enue stream opportunity with existing customers.
“The knowledge we gained from the event strengthens our business. And an understanding of what IPv6 entails provides us with another key differentiator from our competitors.”
Exponential-e is planning a similar event that will take place during the first quarter of 2012.
SHORT CALLS
Distributor Nimans has added IP CCTV to its Samsung portfolio. Dealer Sales Director, Tom Maxwell, said: “There is a full range of resolutions available and devices for many different environments, even extreme operating conditions. We see IP CCTV as the next logical building block for Samsung resellers.”
Comstor, the business unit of Westcon Group dedicated to global distribution of Cisco products, has introduced support for the Global Partner Network (GPN) for Cisco’s TelePresence Distributor-as-Agent track. The GPN program allows customers to better use Cisco partner resources.
Voiceflex has upped its stake in the ISDN replacement market by adding EFM to its Business Connect (BC) product portfolio. The firm now offers basic EMF 10 and 20 Meg or a bundle of products. One of the benefits of EFM is the six hour fix at all times, said Director Paul Taylor. He noted: “Product bundles will be introduced across the whole of our BC portfolio.”
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