V-PWR Data Center Program Guide

Transcription

1 V-PWR Data Center Program Guide P

2 V-PWR Data Center Overview Virtualization remains a critical component of making the data center more efficient. Arrow s V-PWR Data Center program provides our NetApp reseller partners with the critical knowledge, skills, and tools to effectively sell FlexPod TM solutions involving NetApp storage as a core component of a virtualized dynamic data center. The V-PWR Data Center program offers partners a number of benefits, including sales and technical enablement, demand generation campaigns with targeted end-users, rebate incentives, and marketable FlexPod services offered through the Arrow Fusion professional services team.

3 FlexPod for VMware NetApp, Cisco, and VMware have partnered to create a unique service-oriented infrastructure that includes all server, storage, and networking hardware and software to facilitate sharing, reuse, and dynamic resource allocation. This joint solution minimizes the risk of transitioning to a cloud infrastructure while delivering the advanced capabilities needed by today s data centers. The individual technologies (Cisco, NetApp, and VMware ) are by themselves the best the idustry has to offer. Together, these technologies offer unique synergies that greatly simplify the deployment and management of IT infrastructure and applications with: Unmatched end-to-end security and isolation in virtualized environments Simplified architecture Lower cost Greater business agility Reduced business risk Flexible future proof, multi-tenant environments, to include: end-to-end data security segregated management dynamic scalability future protocol support Partners who are positioned to deliver their own services via a FlexPod platform create a strong competitive advantage for themselves, as well as their customers Partners without a strong services practice may increase their margin opportunity by leveraging and reselling the suite of FlexPod services available through Arrow s Fusion professional services team Designation by Cisco, NetApp, and VMware as being qualified to sell FlexPod solutions Focused and structured sales and technical training FlexPod implementations build the bridge to cloud, making cloud benefits available today to companies of all sizes Demand generation campaigns and programs that identify and drive FlexPod opportunities Sales and Technical Enablement Arrow has contracted with Cisco and NetApp authorized training providers to offer a full complement of sales and technical courses for your teams. Your sales representatives will learn how to properly position and sell FlexPod solutions and your engineers will be able to configure and design the appropriate FlexPod architecture for a given environment once they have completed this coursework. Members of Arrow s program will receive discounted pricing for these courses. Benefits and Opportunities The benefits and opportunities provided by the V-PWR Data Center program include: Pre-tested, validated reference architectures (FlexPod) by Cisco, NetApp and key virtualization software providers establish market equity and opportunities with customers Eligibility for NetApp s Data Center promotion offering a 4% incentive for joint Cisco UCS/NetApp deals (limited time offer) Arrow incentive rebate for selling NetApp into existing UCS accounts where storage was not attached initially (limited time offer) 3

4 V-PWR Data Center Demand Generation Arrow ECS works with you to generate qualified FlexPod leads using a variety of highly effective marketing strategies: Account Profiling. You get in-depth profiles that deliver information on IT decision makers and insights into key IT initiatives. This head start on prospecting enhances your team s understanding of critical business drivers and provides an overview of the IT environment. With this information, your sales force can sell more effectively because they know your prospects better. Appointment Setting. You are able to meet with decision makers who match your qualification criteria and have a defined need for a FlexPod solution. These appointmentsetting programs help you close business and nurture future opportunities. Customizable Marketing Deliverables. Professionally designed and written demand-generation materials (direct mail, event invitation, communication content, and a solution data sheet) can be customized with your logo and contact information. Direct Mail Programs. Our multi-touch marketing programs provide a powerful way to get your message to a target audience. You will be able to target the prospects that are most likely to require a FlexPod solution. FlexPod Event Package. These events feature an industry expert to help draw targeted end-users. The expert positions FlexPod as a necessary solution to solve critical business challenges. We also offer services to develop HTML invites, registration pages, and provide logistical support to make the events successful. 4

5 FlexPod Services Through the V-PWR Data Center program, Arrow makes available a comprehensive suite of fully integrated professional services designed to enhance our partners FlexPod offering. Delivered by Arrow s Fusion professional services team, our NetApp partners can increase their margin opportunity by leveraging and reselling the following services in an a la carte fashion, leading to a truly flexible FlexPod solution. FlexPod Configuration Service Arrow s FlexPod Configuration Service utilizes partner and customer feedback to determine the appropriate configuration and sizing of the ideal FlexPod solution for the customer environment. The resulting solution will be truly flexible and based on the approved NetApp reference architecture. Deliverables include: Complete list of components needed to construct the recommended FlexPod configuration, including the required NetApp, Cisco, and VMware products A FlexPod solution that will work for your customer, regardless of whether you source all or a portion of the products through Arrow Confidence knowing that Arrow s team of seasoned professionals developed the configuration FlexPod Site Assessment Arrow s team will conduct an expansive on-site interview with the appropriate members of your end customer s organization to assess their current environment and provide a clear picture of the current platform transposed onto a FlexPod architecture. Our recommendations will not only meet their current needs, but prepare them for future growth as well. Deliverables include: Thorough review of your customer s current compute, network, and storage environments Consolidated data map documentation Consolidated FlexPod architecture schematic Determination if your customer s current infrastrucuture is FlexPod ready and what will be required to deploy a FlexPod solution FlexPod Validation Service Once a FlexPod configuration has been implemented, Arrow s Validation Service can be employed to review more than 150 variables and ensure that, prior to moving to production, each variable is configured based on platform best practices. Deliverables include: FlexPod Variable Matrix (FVM) tailored against unique requirements A FVM review with the client to determine any relevant setting changes Updated FVM with recommended variable values On-site variable adjustment for any non-production FlexPod environment Rapid Implementation Service for FlexPod Arrow s FlexPod Rapid Implementation Service includes both the design and build phases. During the design phase, our team will work on-site with your customer to construct physical and logical build plans. Once the design schematics and variable settings have been approved, the build phase consists of Arrow s team constructing the FlexPod solution to specifications, leaving you with a fully operational FlexPod configured to best practice standards. Whether you source all or part of the solution from Arrow, you and your customer can utilize this service. 5

6 FlexPod Build-to-Order Service Arrow s Build-to-Order Service is designed to meet reseller and customer requirements by delivering a fully designed, tested, and optimized FlexPod that is truly flexible and ready for data center integration. As long as we can validate the configuration based on best pratice standards, we can build it! Arrow consultants will perform the following to ensure your customers FlexPod is plug and play : Server, switch, and storage integration Rack and cabling Solution configuration Engineering proof of concept Extended burn-in and test Your customer can rest assured that by utilizing this Arrow service they will be shipped a fully assembled and install ready FlexPod solution. Again, whether you source all or part of the solution from Arrow, you and your customer can utilize this service. FlexPod First Call Support Partners that take advantage of Arrow s Rapid Implementation Service may purchase First Call Support and take the guess work out of supporting your customer s FlexPod environment. You ll receive a single 800 number to reach Arrow s team of seasoned first responders. They will work with you to assess the situation and determine the best course of action. Two options to choose from: X-press Support: Per call service that requires no long-term contracts Standard Support: Annual fee for standard 9-5 support with higher priority Supplier Requirements for FlexPod Certification NetApp Requirements Data Center Specialization required: Two salespeople must complete Application Business Relevance for FlexPod (1-day instructor-led course delivered by Firefly) Two systems engineers must complete Architecting and Designing FlexPod for VMware (2-day instructor-led course delivered by Fast Lane) Two implementation engineers must complete FlexPod Implementation Best Practices (2-day remote TNI lab) VMware Requirements Premier level certified solution-provider/premier.html Enterprise level certified solution-provider/enterprise.html Cisco Requirements Cisco UCS ATP Program Member Data Center Network Infrastructure Cert (DCNI) Data Center Storage Networking Cert (DCSN) Data Center Unified Computing Cert (DCUC) 6

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8 P The Arrow logo is a registered trademark of Arrow Electronics, Inc. in the United States and other countries. NetApp, the NetApp logo, FlexPod, and the gateway design are registered trademarks of NetApp, Inc. in the U.S. and other countries. VMware is a registered trademark and vsphere and vcenter are trademarks of VMware, Inc. Cisco is a registered trademark and Unified Computing System is a trademark of Cisco Systems. All other trademarks used herein are the property of their respective owners. Copyright 2012 Arrow Electronics, Inc. All rights reserved. Published in the USA. 2/12.