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Technology Stocks : EMC How high can it go? -- Ignore unavailable to you. Want to Upgrade?


To: Sam Citron who wrote (15864)1/15/2004 4:27:03 PM
From: Gus  Respond to of 17183
 
Channel Snapshots.....

The Ultimate Storage Partner Programs Review
Store This: Highlights, Lowlights and Bottom Lines

By Rob Wright and Sonia R. Lelii
VARBusiness
- 12:24 PM EST Wed., Jan. 07, 2004

EMC

Highlights: Premier Velocity Partners can receive up to 5 percent rebates and Velocity Partners can earn up to 3 percent rebates. The EMC Proven Professional program is open to all partners.

Lowlights: The Premier Velocity Partner sales quota ($15 million) is daunting. VARs say lead generation causes partners to compete with one another. EMC partners also say the company is still grappling with its aggressive direct sales force.

Bottom Line: The EMC Velocity Partner Program is most attractive to larger VARs that can meet the Premier-level requirements.

Hitachi Data Systems

Highlights: A team of HDS "Channel Sales Reps," or CSRs, help partners in the field and actively work to develop and close business.

Lowlights: Hitachi's channel strategy is relatively new. Only 40 of the 250 HDS partners are certified as Platinum and Gold. The rest are either less committed Associates or Advisors.

Bottom Line: Gold and Platinum partners can use MDF money to offset 50 percent of their training and certification costs. Newcomers should brace themselves for a lot of schooling.

StorageTek

Highlights: StorageTek's Total Channel Program has much lower revenue requirements than other storage vendors, making it easier for solution providers to join.

Lowlights: The certification process and technical training are extensive and challenging, especially for complex tape technology. In addition, StorageTek went from more than 200 partners to currently 175 in about a year.

Bottom Line: StorageTek's tape solutions aren't for the average reseller. But the Total Channel Program offers significant awards, especially for Premier Plus Partners.

Veritas

Highlights: Elite Partners get rich 3 percent rebates, while Premier Partners get 2 percent rebates. Both levels receive prequalified leads. Also good: the Veritas Certified Professional designation, rapidly becoming one of the most prized certifications in storage.

Lowlights: VARs selling Veritas BackupExec are essentially on their own, while Select Partners are ineligible for the quarterly rebate programs, MDF and other co-marketing resources. Plus, revenue targets are vague.

Bottom Line: Veritas offers an energized brand and a strong certification for solution providers, but lower-level Select and Premier partners are somewhat endangered and don't receive nearly as many benefits as Elite Partners.

Computer Associates

Highlights: CA's Partner Lead Delivery and Management System features dedicated partner managers and quote and configured opportunities. CA officials say it generated $750 million worth of partner sales in 2003.

Lowlights: CA doesn't have a true enterprise certification level for value-focused solution providers. Plus, with program requirements so low, VARs may often find themselves competing with other CA BrightStor partners with no way to distinguish themselves.

Bottom Line: CA offers an attractive program and capable product line for storage beginners, especially VARs in the SMB space. But with lower certification and program requirements than Veritas, CA's offering seems best suited for midtier SPs and storage newcomers.

Hewlett-Packard

Highlights: ESPs have a manageable revenue requirement for selling HP storage products. Technical training and support for Enterprise Storage Elite is top-shelf quality.

Lowlights: Certification tests are tough and the training, while voluntary, can be expensive.

Bottom Line: HP has a strong product line at the high end, but high certification hurdles and scant awards make this program best-suited for only a small number of hard-core storage integrators.

Sun

Highlights: Resellers can join as long as they maintain certifications and maintain a 25 percent attach rate on storage sales.

Lowlights: A challenging certification process includes the Sun Certified Storage Architect exam that tests partners' knowledge of SAN design, implementation, installation and troubleshooting of SAN hardware and software. Partners need to be prepared to make a major financial investment to join.

Bottom Line: With its iForce strategy back on track, Sun seems to have a focused program, especially for the 59 elite partners in North America. That said, the company needs to refine its own storage technology and get its financial house back in order.

IBM

Highlights: IBM's TotalStorage program offers VARs a close relationship; the TotalStorage Solution Centers (TSC) are one-of-a-kind revenue generators.

Lowlights: IBM's TSC program is strong at the enterprise level, but it isn't as compelling for midrange storage VARs and newcomers.

Bottom Line: IBM's TSC program is unique. IBM still has a way to go with non-TSC storage partners, but the broad product line continues to mature and grow.

Storage Partner Programs Guide

crn.channelsupersearch.com



To: Sam Citron who wrote (15864)1/15/2004 4:38:32 PM
From: Gus  Respond to of 17183
 
More dots.............

January 15, 2004
Storage Outlook: iSCSI Still a Year Away
By Paul Shread

iSCSI won't begin to take off until 2005, when management tools for the IP storage standard appear en masse, but companies will begin planning for it this year, according to Chuck Hollis, EMC's VP for storage platforms marketing.

"We don't think the robust tools will show up until early 2005," says Hollis. "This year will be the year for planning for iSCSI. Companies will look at it and decide what to do about it."

That was one of the predictions for the year ahead made by Hollis in a recent interview with Enterprise Storage Forum. Hollis also expects a number of other storage issues to be big this year, including Information Lifecycle Management (ILM), server virtualization, disk-based backup with ATA, NAS gateways, and long-distance replication.

Hollis says ILM – the notion that data should be stored accordingly as its value changes over time – is "the next phase of storage evolution."

ILM will begin with what Hollis calls "tactical ILM" — tiered, targeted implementations at "pain points" such as email and large databases.

The value of email, he says, "rapidly degrades after 30 seconds, until the lawyers show up," and is thus a good candidate for early ILM implementation.

For large databases, "any time you get data out that isn't critical, it's a huge win," he says.

Virtualization Will Be Big

EMC sees server virtualization as a big issue for 2004, which is hardly surprising, considering its recent acquisition of VMware.

Much has been made of server and storage virtualization, Hollis says, and while both are important, they have largely been done in isolation.

"Customers interested in storage and server virtualization will begin to ask how they will be coordinated and go together," Hollis predicts.

What sets VMware apart, and thus EMC, is its ability to offer "end-to-end virtualization," contends Hollis.

Another trend for 2004 will be the growing use of disk-based backup with ATA, Hollis predicts.

"People will start to realize 'I'm really not in love with tape as much as I thought I was,'" he says, and will begin to look at ATA-based backup and restore.

Disk-based backup will be used for data requiring rapid restore, according to Hollis, with older data moved to tape once it no longer needs to be accessed immediately.

On this issue, Hollis says EMC was a little ahead of the curve. Its ATA CLARiiON option debuted in March 2000.

Big Changes Coming for NAS

2004 will also see a major change for the network attached storage (NAS) market, Hollis says, with NAS gateways becoming dominant.

With SANs having reached "critical mass," Hollis believes customers will begin asking why NAS should be a "separate box ... Why not just a gateway on a SAN?"

The result will be a repositioning of NAS vendors as gateway vendors, he says, instead of continuing to offer separate, integrated storage.

EMC was early here too, according to Hollis. Its Celerra was always a gateway product, and could be sold either as an integrated product or as a gateway. But other vendors, including NetApp, will need to reposition themselves, he predicts.

Finally, Hollis envisions 2004 as a big year for long-distance replication.

The technology has been around for years, but has been hampered by performance problems, backlogs, and high bandwidth costs for distances beyond 40-60 km, he explains.

EMC claims it has solved the problem with its SRDF/Asynchronous product and "Delta Set" architecture that allows replication over longer distances at lower cost.

"We think long-distance replication will become a hot issue in 2004," Hollis says, particularly for high-end users such as financial services and telecom providers.

internetnews.com

Check out the new and improved Corvis (CORV) and its optical network which cost more than $4B to build during the bubble but only cost Corvis $91M to acquire last year. BTW, that's $91M paid for a state of the art optical network already pulling in $750M a year in sales.