Accelerate
Success
Technology
VersaStack
Partner Programme
Powered by SolutionsPath™
The Datacentre Cocktail: create the optimal
mix for your customer‘s datacentre
2015
1.Introduction
Datacentre owners are increasingly moving away from traditional siloed environments. The past few years have seen
the emergence of integrated infrastructure, in which the full stack of datacentre technologies is combined into preengineered, tested, and supported systems designed to operate as a whole. The underlying reasons for this trend are
three critical chief-information-officer (CIO) imperatives: IT is being tasked to reduce total cost of ownership (TCO),
increase revenue, and lower risk.
Until today, though, no such integrated infrastructure had been
IBM and Cisco are global IT industry leaders, and have a 15-year
designed to include the Cisco UCS® Integrated Infrastructure
history of demonstrated joint success with more than 25,000
and the IBM Storwize family of virtualised storage technologies
shared customers. They have experience in driving emerging
to meet the demands of existing and new IT workloads in
technology transitions and have the breadth and ability to
traditional as well as cloud based deployment models. Now, with
deliver innovative, validated solutions while helping customers
the VersaStack ™ solution by Cisco and IBM, that has changed.
reduce risk.
By opting for the VersaStack integrated infrastructure solution,
the business benefits to your customers are from:
Cisco and IBM together provide global delivery capabilities and
deep industry expertise along with current technology offerings
•• Ease-of-deployment capabilities provided by Cisco UCS
integrated infrastructure innovations such as Cisco
analytics, and the Internet of Things (IoT). We deliver a portfolio
UCS service profiles, reducing design, deployment, and
of offerings based on client-specific needs and strategies across
management overhead
multiple industries and segments, including healthcare, banking,
•• Performance optimisation without complexity with IBM Easy
Tier features
•• Efficient use of computing, networking, and storage
resources with up to five times more data storage with IBM
Real-time Compression
•• Transparent integration of new technologies with Cisco
Validated Designs
•• Unified integrated infrastructure provisioning and
management with Cisco UCS Director
•• Versatile storage virtualisation capabilities enable a dynamic
infrastructure by extending IBM Storwize functions to
existing IBM and non-IBM storage
•• Validated IBM applications and analytics capabilities with IBM
services support.
•• Expertise from IBM Global Services across a broad range of
services including strategy, architecture, design, planning,
implementation, management and maintenance.
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in datacentre computing, networking, mobility, collaboration,
public safety, energy, utilities, and retail. Together we can offer
you precisely what you need to achieve the vision of a modern
datacentre.
2. The Converged Infrastructure Market
evolution
IDC forecasts the total integrated systems market will grow from $7.3 billion in 2013 to $17.9
billion in 2018, representing a five-year 2013–2018 compound annual growth rate (CAGR) of 19.6%.
Avnet Technology Solutions EMEA therefore recognises this is an opportunity for the channel – and
calls for the channel to act now to drive growth in EMEA.
The reason for this phenomenal growth is a shift in the way a growing number of customers are
consuming IT. Customers are increasingly looking for systems that are simple to manage, easy to
scale, provide elasticity, don’t require advanced forecasting and deliver on the promise of software
defined everything.
.
What is VersaStack?
VersaStack is a pre-designed, pre-validated infrastructure building block built on Cisco UCS,
Cisco Nexus datacentre switches and IBM storage components. Plugging straight into virtualisation
projects and virtualised environments, VersaStack is hypervisor ready and optimised for
deployment alongside VMware and Microsoft Hyper-V.
Cisco UCS
The Cisco Unified Computing (UCS) architecture was designed, from the ground up, for
virtualised environments. It unifies compute, network, storage access, and virtualisation into a
cohesive system. UCS has a radically simplified architecture:
•• Dramatically reduces the number of devices that must be purchased, cabled, configured,
powered, cooled, managed, and secured
•• Extended memory technology allows UCS to support up to 384 Gigabytes memory and up to
a 60% reduction in the cost of memory, thereby supporting more VMs per server than other
competitor server manufacturers.
Cisco Nexus
Cisco Nexus datacentre switches use award-winning Unified Fabric technology to consolidate
traffic onto one simplified, cost-effective architecture. Nexus switches also offer:
•• Excellent scalability and fast, easy “zero-touch” installation
•• Automatic configuration
•• In-service upgrades
•• Single point of policy management all greatly simplify management and increase efficiency,
availability, and security
IBM Storage
IBM Storwize V7000 Efficient, virtualised storage for software-defined environments
•• Compute Efficiency: Maximise CPU utilisation with Flash Optimised storage driven by Easy Tier®‘s
analytics based data placement – Improve performance up to 3X using 5% total storage as flash.
•• Network Efficiency: Maximise network utilization with accelerated replication
•• up to 3X times faster
•• Data Efficiency: Drive up utilisation and drive down cost. Data Virtualisation and Real-time
Compression - Store up to 5X more in the same footprint
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Proven across a broad range of environments
Profile of customer for a VersaStack solution
VersaStack has been pretested and jointly validated
Large Commercial and Enterprise
with popular hypervisors, operating systems, applications, and
•• Clients requiring flexibility, versatility & efficiency in their
infrastructure software, including:
compute / storage solution & need to tame heterogeneous
•• VMware® View and vSphere™
environments
•• Citrix Xen Desktop
> Flexibility & Versatility – IBM Storwize offers both block
•• Red Hat Enterprise Linux® (RHEL)
•• Oracle®
> Efficiency – UCS modular stateless computing, service
•• SAP®
file storage
profiles & management
•• Microsoft® Exchange, SQL Server®
, and SharePoint®
•• Clients with IBM storage and workloads which require the
efficiency that an integrated infrastructure provides, like
WebSphere, DB2, & data analytics
•• Clients using Cisco UCS or considering Cisco UCS as their next
compute standard
•• Cisco and IBM partners selling Cisco UCS and IBM Storwize
today
Meet VersaStack the integrated datacentre solution from IBM and Cisco
Cisco UCS B and C Series Servers,
UCS Manager, UCS Director
Cisco Nexus 9000
Switches
Cisco MDS Switches
IBM Storwize V7000 & V7000U
Disk Systems
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3. How can Avnet help?
Avnet converting the technology stack into a compelling solution
Avnet delivers a single-source platform to help you successfully bring VersaStack to your customers faster, easier and more
profitably.
Avnet delivers the entire VersaStack project lifecycle – pre-sales support, consolidated quoting, single order capability, assembly and
testing, ship complete and tracking.
Avnet is unique in that it is the only distributor in EMEA that has both the breadth of tier one vendors in its portfolio and the skills
and means to assemble, test and pre-configure highly complex converged systems on behalf of its customers in EMEA.
Tongeren, Belgium, is part of the Avnet European distribution centre, which houses both a pan-European distribution and logistics
operation, and an integration centre, primarily serving Avnet Technology Solutions EMEA customers.
This distribution centre the only one in Europe which is especially equipped for safe assembly, pre-configuration and validation of
IT solutions like VersaStack solutions. The centre is 34,000 square meters in size and over one million packages are shipped every
year from this location.
As a value-added distributor and strategic partner, Avnet simplifies the approach to converged infrastructure for its customers,
partners and resellers and makes it easier for them to invest in this growing market.
Avnet is ready to build your VersaStack solutions, having put in place all the resources required to deliver the technology stack in its
entirety. Use this capability to support your in-house skills as an add-on to your own resources.
Distributor engagement with Avnet allows customers, partners and resellers to address the aforementioned challenges by capitalising
on Avnet’s expertise and leadership in this area:
•• Pre-integration to remove complexity and reduce risk.
•• A “single source” approach which provides one point of contact to reduce complexity.
•• A “transformative” approach to infrastructure which aims to break down the silos within a business to increase collaboration on
IT projects/deployments.
•• The standardised approach to converged infrastructure to significantly reduce risk, take the ‘guesswork’ out of architecting new
environments and delivering IT services.
•• Highest standard and accreditation – converged infrastructure is assembled by certified engineers which closes the gap on the
lack of training and accreditation needed to configure, validate and create such complicated IT systems.
•• Insight into the broader converged infrastructure ecosystem across EMEA – through SolutionsPath™, Avnet can provide a solid
overview of the converged infrastructure opportunities and solutions to educate the channel and drive growth.
Enjoy:
•• Lower Expenses via: faster time to market, variable cost workforces and high value consulting and integration
•• Improved Process: Consulting vs. rack and stack; repeatable, high quality assembly and test; unique, customisable serial numbers
and detailed white-glove services
•• Fewer Profit Leaks from: accurate solution and technical design, no missed components and the only end-to-end test vehicle in
the market.
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4. What is the SolutionsPath™ Programme?
Developed by Avnet, in partnership with its suppliers, SolutionsPath™ is a proven methodology that includes business intelligence
tools, education and lead-generation resources designed to help resellers and customers grow their business through specialisation.
Engagement is simple with the VersaStack Partner Programme
You can connect with this world-leading solution by joining our VersaStack Partner Programme. The most proactive partners
will enjoy returns from the sale of the VersaStack itself and from the surrounding services.
The VersaStack Partner Programme is open to Business Partners at every level of service capability, with partners able to complement
their in-house skills and resources with Avnet’s, ensuring expert deal support from Avnet, IBM and Cisco and maximising your margin
opportunity from outset.
Only participating partners will benefit from these exclusive programme deliverables:
•• Unique VersaStack frameworks that simplify deployment and maximise project returns
•• Training paths developed specifically for VersaStack
•• Finance options to eliminate any cost-based customer pushback
•• Service support to complement your in-house skills and resource
•• Scope to create bespoke incentives for your team. The same applies for this converged infrastructure market – a real opportunity
for the channel.
Envision, Enable and Execute
Image of SolutionsPath™ Programme content – example below
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6.SolutionsPath
Sales Accelerator
1. Dedicated partner end-user events to
identify end-user accounts to attend
2. Targeted end-user demand generation
to identify new opportunities
1 Maximisung solution and wallet share
through existing customers
2.Highly profiled new customer
opportunities
5.SolutionsPath
University
1 day University on Customer
workshops & scenarios
VersaStack Converged expert sales force
4. SolutionsPath
Portal & Market Insight
• 1 portal to access playbooks that
contain all sales tools
- IBM
- Cisco
• Subscription to Datacentre Market
Insight on the latest research hot
topics to keep you up-do-date
Easy to use sales guides for identifying,
qualifying and engaging customers
through a solutions focused sales
process
3.SolutionsPath
Certify
IBM
partner status
Fully certified partner on VersaStack
Converged Solutions
2. SolutionsPath
Briefing online
Partner Briefing:
A half day agenda to educate Channel
Sales and Marketing on the opportunity
in the Hyper-converged Market
Awareness of market opportunity and
programme content
1.SolutionsPath
Analyse
Look at current customer bying profile
from Avnet
Identify prospect customers from profile
identified from local IT database
Knowledge of existing customer profile
Agreed profile of partner target market
to identify new prospects
Cisco
Partner status
5. Avnet, IBM and Cisco investing in partners
Avnet anticipated the rise in adoption of Converged Infrastructure and aligned our business to
help partners and their end-users realise the productivity and efficiency gains of Converged
Infrastructure deployments. Avnet continue to be at the forefront with IBM and Cisco.
•• Avnet EMEA have a long standing relationship with IBM and Cisco
•• Avnet are the only distributor with integration and assembly distribution centre for VersaStack
in EMEA, based in Belgium.
•• Highest standard certification engineers to configure and validate converged Infrastructure
solutions
•• Insight to the broad converged infrastructure eco-system
•• A proven channel enablement methodology called SolutionsPath™ to help partners accelerate
growth in key markets
Benefits of the VersaStack Partner Programme
•• Avnet’s VersaStack Partner Programme offers a fast-track to VersaStack revenues, both
for partners who are new to this technology and those who have already ventured into this
market
•• Avnet’s VersaStack frameworks and Partner Programme make this a simple, profitable
engagement - reducing the sales cycle by as much as 50% over non converged infrastructure
solutions
•• Reduced cost of sale – faster time to market, uses variable cost workforces and high-value
consulting and integration
•• A better process – no more rack and stack, repeatable high quality assembly and test
•• Fewer profit leaks – via accurate scoping, no missed components and end-to-end testing
•• Save time with single: source, quote, order and invoice – then ship complete
•• Ensured accuracy as every VersaStack deployed has been designed, sized and built by Avnet’s
accredited specialists
•• Avnet services minimise the risk of failure and missed components and accelerate delivery
•• Avnet can help to extend the solution by leveraging VersaStack’s reach within the IT
environment to find further hardware and service opportunities
•• Strong finance packages, including new lease options, from Avnet, IBM and Cisco remove any
cost based customer objections and will enable customers to buy at outset the solution they
want to grow into.
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As a global IT solutions distributor, Avnet Technology Solutions transforms technology into business solutions for customers
around the world. It collaborates with customers and suppliers to create and deliver services, software and hardware
solutions that address the changing needs of end-user customers. The group serves customers and suppliers in North
America, Latin America and Caribbean, Asia Pacific, and Europe, Middle East and Africa. It generated US $11.0 billion in
annual revenue for fiscal year 2014. Avnet Technology Solutions is an operating group of Avnet, Inc. For more information,
visit http://www.ats.avnet.com.
© 2015 Avnet, Inc. All rights reserved. The Avnet Technology Solutions logo and SolutionsPath™ are registered trademarks
and PayNow, CloudReady and Accelerating Your Success are trademarks of Avnet, Inc. All other products, brands and names
are trademarks or registered trademarks of their respective owners.
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