IBM System x at DNS Arrow - a new era
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Transcript of IBM System x at DNS Arrow - a new era
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IBM System x at
DNS Arrow - a new era
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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
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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
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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
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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
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Key Technology Providers
Servers Storage NetworkingAccessSecuritySoftware Virtualisation
Expanding product portfolio
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System x at DNS Arrow
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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.
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Value Added Distribution – or is it?
•Normal Distribution – Credit, Logistics, Pricing and Stock.
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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.
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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
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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
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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
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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
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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
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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
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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
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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
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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
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Questions?
THANK YOU!
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