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techadvisor: DATA CENTERCome TogetherNext-generation data center networks converge data and storageto deliver new levels of performance and pave the way to the cloud.By Patricia SchnaidtVirtualization isn’t the only catalyst driving nextgenerationdata center network design. The rise ofSoftware-as-a-Service applications, cloud services,unified communications and user-generated contentfundamentally changes how people consume networkbandwidth as they work and play.Server virtualization has been the top IT priority forthe last three years, according to ESG’s annual IT spendingintentions survey. The widespread adoption of servervirtualization, coupled with powerful, multicore servers, isdriving change in the heart of the data center—and growingthe opportunity to build higher-performance, lower-latencynetworks to meet growing application demands.The New Data CenterWhether you are building data centers for customers or todeliver cloud services, there’s a big opportunity to embracenext-generation network architectures. The promise lies inachieving new levels of performance and scalability, as well asthe ability to dynamically provision resources to meet changingbusiness needs. Businesses are intrigued with the notionof turning on storage resources for a new business analyticsapplication in a day rather than waiting for weeks for the necessarysetup. The first step to realizing that vision begins withunifying the traditionally separate networks used for servers,storage and data in the data center.The key to a converged data and storage network is a fabric,which is a new breed of switches that is designed to deliververy high-performance, ultra-low latency and high availability.Cisco, Dell, Juniper Networks, HP and other vendors offerconverged infrastructure solutions today. Unlike traditionalhierarchical networks, Ethernet switch fabrics are designed fora flat architecture, so that any node can talk to any other node,Data Center Network Convergence PROS: Achieve new levels of performance. CONS: Must learn a new way of building networks. BOTTOM LINE: Ideal for large-scale data centers.reliably and predictably. Flattening the network in this waymakes it easier to pool virtual resources and dynamically moveVMs to balance workloads, which is essential for workloadmobility, business continuity and cloud services. Fabrics alsoeliminate the need for spanning tree protocol, which enablesa data center to scale more easily.Fabrics use Ethernet and Data Center Bridging technologiesto enable consolidation and to achieve the high performanceand reliability necessary for storage networking. With a unifiedfabric, customers can choose different protocols andstorage devices to meet the varying needs of their applications,and workloads.Lower CostsConverging networks can also deliver cost savings and simplifydata center operations, which is an always welcome benefitfor clients and solution providers alike. For instance, serversuse converged network adapters, which eliminate the need tooutfit servers with multiple adapters, and that simplifies theconfiguration of server racks and cabling. Using an Ethernetfabric also reduces the number of switches needed, which cutscapital costs, and reduces power and cooling requirements fora greener data center.About the author: Patricia Schnaidt is a business technologywriter in San Francisco.8 CHANNEL ADVISOR SPRING 2013

2 00 13CLOUDSUMMITALL SKY.NO LIMIT.Keynote SpeakerSAVE THE DATEApril 8–10Marriott Desert RidgePhoenixCaptain James LovellCommander of Apollo 13 Missionwww.ingrammicrocloud.com© 2012 Ingram Micro Inc. All rights reserved. Ingram Micro and the Ingram Micro logo are trademarks used under license by Ingram Micro Inc.11/12 CS2012.1000a.1CS2012.1000a.1_CldSmmt_CA_ad.indd 111/30/12 11:03 AM

techadvisor: HIGH-PERFORMANCE COMPUTINGPacked with PromiseBigger data sets and sophisticated algorithms are signalinggame-changing business intelligence, and HPC provides the foundation.By Hanna HurleyIn an economy still waiting for its next golden moment,the high-performance computing (HPC) market showsmultiple bright points. Research facilities and universitieshave been the traditional HPC customer, but the interest inanalyzing data and running data-intensive apps is spreadingto financial organizations, oil and gas companies, retailers,pharmaceuticals and insurers. In the third quarter of 2012,IDC reported that these organizations broke HPC records,spending $3.3 billion on HPC technical servers. Customersproved they had a significant budget, spending an averageof $500,000 and up for high-end supercomputers. Inthat segment alone, revenue jumped 80.6 percent over theHPC Gets Down to Business PROS: Businesses have a growing need fornumber-crunching. CONS: It’s an unfamiliar market. BOTTOM LINE: Customize solutions with IngramMicro.second quarter of 2012 to $2.1 billion. For the workgroupsegment, classified as HPC systems sold below $100,000,revenue increased 7 percent.The compute requirements for research—analyzinggenomes or global weather patterns—have been in big demandfor years. What’s new and innovative now in the marketplaceis that interest in HPC is also moving into other businessenvironments. Retailers, for example, are crunching customerdata from Internet purchases, social-network conversationsand location-based smartphone interactions to predict futurepurchases. They are taking a vast volume of data that is in avariety of formats and systems and accumulating with rapidvelocity. Other businesses are leveraging high-performancecomputing for a rich set of interesting apps.A global beverage manufacturer is analyzing temperatures,rainfall levels and the hours of sunshine on a given day to bettermanage its real-time inventory. Having this informationhelped the company cut its inventory levels while improvingits forecasting accuracy by 5 percent in a key European market.Banks and insurers are using HPC to analyze the risk of sellinga customer a house or policy. Financial organizations are10 CHANNEL ADVISOR SPRING 2013

crunching data to analyze portfolios and define which assetswill be most profitable in six months, two years and even inspecific localities. Insurers are tailoring policies for each newcustomer based on customer risk profiles, changes in wealth,home asset value and other data inputs. These algorithms aresophisticated and the analysis demands rapid returns—perfectfor HPC.Add HPC to Your Service PortfolioNow is the time to get in on the growing demand for HPCamong your enterprise customers. Ingram Micro hasintroduced its own HPC offering designed for these forward-thinkingorganizations that is completely unique to themarket. Artizen is a first of its kind for Ingram Micro, and theproduct suite gives customers what is sure to be an appealingopportunity to customize the high-performance computesystem specifically for their apps and business environments.Because organizations with HPC needs are more diversenow, budget-minded customers are looking for more desktopand server options that maximize the investment withoutunderutilizing the power and performance. Resellers can leveragethe Artizen line to offer purpose-built platforms that tieinto the business data sets and scale as projects become largerand more complex. The Artizen solutions have an industrylowfailure rate and a 93-percent energy efficient design. Thesescalable and compatible platforms fill in gaps in your line cardofferings and help increase your bottom line. Future investmentin compute power can be added to the system exactlywhen more performance is needed.Retail, insurance, manufacturing, banking, pharmaceuticals,insurance and CAD houses are considering, or implementing,an HPC strategy. Universities and research facilities areexpanding their programs. The federal government has earmarkedlarge grants that these organizations are using tobuild out these systems. Purdue University recently receiveda $14.5 million National Science Foundation grant to expandits online science and engineering gateway. Researchers willdevelop a virtual society that shares simulation software, dataand other content to advance nanoscience to nanotechnology.All these organizations will continue to invest in HPC.According to Market Research Media, the worldwide HPCmarket is expected to grow at an 8.3 percent compound annualgrowth rate, reaching $44 billion in 2020 and generating$220 billion in revenues between 2015 and 2020. The mixedofferings from traditional HPC providers, and now throughArtizen, will help our resellers earn their own piece of revenuefrom this expanding and exciting market.About the author: Hanna Hurley is a business technologywriter based in San Francisco.Is this how you want yourcustomers to see you?You specialize in IT. Leave the marketing to us.Let our channel-savvy experts take care of yourmarketing needs. Running and growing your businessis enough of a challenge as it is without having toworry about marketing your brand. Ingram Micro hasa team of 30 creative experts ready to help you witheverything from business collateral to websites tocomprehensive campaigns. It’s like having an agencyin your back pocket. If you’re ready for us to help youlook and sound good, contact Samantha Long at(714) 382-2546 or samantha.long@ingrammicro.com.Your business has a story. Let us help you tell it.www.im-marketingservices.com© 2012 Ingram Micro Inc. All rights reserved. Ingram Microand the Ingram Micro logo are trademarks used underlicense by Ingram Micro Inc. All other trademarks are theproperty of their respective companies. Products availablewhile supplies last. Prices subject to change withoutnotice. 11/12 JZ2011.201c

cover storyCloud computingdelivers exceptionalopportunities forgrowth throughbusiness-orientedprofessionalservices.By Tom FarreDO YOU EAT ANELEPHANT?" the jokerasks. The answer: “Onebite at a time.”"HOWThis applies as much togastronomy as to cloud computing, wherethe field is so vast that it could be difficultto find your niche. What solution providerbusiness model makes sense? Whichcloud services should you offer? And howcan you drive revenue and profits as productsales lessen, services change andbig-ticket on-premise projects go the wayof the mastodon?12 CHANNEL ADVISOR SPRING 2013

“With the growth of the hosted technology model, the typicalsolution provider is not selling as many services and productson-site as in the past,” says Jim Veraldi, senior director,Advanced Computing Division, Ingram Micro. What’s more,the recurring revenue model means deferred cash flow andprofits. This can hurt traditional VARs and integrators whocount on revenue from periodic on-premise refresh projects.“Take a simple application such as email,” Veraldi says. “Asmore SMBs move to a hosted service with a monthly annuity,some services are no longer needed, such as the $20,000 emailupgrade every three or four years. Services-oriented solutionproviders need to ask themselves, “Which services that Ioffer today will still be viable in the next three to five years?”The answer, according to industry experts, lies in cloud-specificprofessional services. These run the gamut from businessconsulting and cloud-readiness assessments to aggregation,integration, customization, development, training and manymore. Just as network services helped yesterday’s productresellers move up the value chain, cloud professional servicescan open the door for VARs and MSPs to lucrative revenuesin concert with the cloud’s recurring revenue contracts.Services Add Value to the Cloud“There’s an exceptional opportunity for professional servicesto complement cloud and managed services solutions,” saysRenée Bergeron, vice president of cloud computing, IngramMicro. “End customers are beginning to understand the valueof professional services because their solutions, whether inthe cloud, on premise or a combination of both, are becomingmore complex. They need help in deciding what to do,and in optimizing solutions as they move infrastructure andapplications to the cloud.” Citing the example of cloud-basedemail, Bergeron notes that up-front consulting is required, aswell as account setup, data migration and perhaps applicationintegration. “There are many opportunities for integrationand customization with cloud professional services,” she says.Garrett Brucker, president of Solve IT, an MSP and cloudprovider in Lakewood, Colo., agrees. “Often, we lead withhosted email, and, in fact, we’re a Microsoft Cloud Championwith more than 25 clients on Office 365,” says Brucker.“The big thing is getting Exchange off-premise, because it’scomplex and a beast to manage. Once it’s in the cloud, clients’infrastructure is simplified considerably. From there we canoffer hosted SharePoint and licensing for Office, providingneeded professional services while gaining a monthly residualfrom Microsoft.”Hosted solutions set the table for interactions with clientsthat can sustain and deepen the relationship. At Matrix Integration,a $45 million solution provider in Indiana with a longhistory of product sales, Office 365 delivers this opportunity.“As the cloud removes hardware from the client’s site, youwant to be careful it doesn’t also remove the intimacy you havewith clients,” says Charles Stafford, vice president of humanresources and technical operations at Matrix. “Email migrationto the cloud is a big decision for clients. It forces them toreview how they engage with customers and partners and howthey run their business. Helping them sort this out affords ussignificant consulting opportunities, as does reconnectingExchange, and other cloud solutions, to the other apps thatstill reside on-premise.”Such business-oriented engagements can help your companyachieve trusted advisor status. When changes in theclient’s business require new technology, you will likely be the“go-to” solution provider.SMBs ‘Get’ the CloudThe acceptance of cloud solutions among SMBs has progressedfar beyond the hype stage. Recent research suggeststhat progressive SMBs “get” the cloud and are planningsignificant commitments. A study from Edge Research commissionedby Microsoft reports that more than half of SMBswith 26 to 250 employees are current cloud adopters, whileanother 30 percent will join this group within three years.Cloud users are optimistic about their companies’ growthprospects, believing that the cloud makes them more competitive.Most use four cloud services today and should usesix in two to three years.Despite a high comfort level, SMB cloud users know theyneed help. The study reports uncertainty about their abilityto implement new technologies and applications. Even thosewith the resources are too busy with other things to focus oncloud solutions, and they lack training expertise. Realizing thecomplexity of juggling multiple cloud services, they want tobuy as many cloud services as possible from a single source.Enter solution providers such as Single Path, a Chicagoareafirm that has evolved from a Cisco and Wintel VAR intoa managed and cloud services provider. “Four or five yearsago, when the recession hit, many of our customers put theirEXECUTIVE SUMMARYCloud professional services are promisingbecause they can: Replace project revenue lost to recurringcontracts. Ensure that customers gain value from the cloud. Boost margins as you work higher in the valuechain. Help you become the client’s trusted businessadvisor.SPRING 2013 CHANNEL ADVISOR 13

capital projects on hold,” says Rob Koch, managing partnerat Single Path. “We needed to enable customers to charge ourservices as an operating expense, so we became more of anMSP, and now we are leading with cloud services.”Cisco’s Hosted Collaboration Services (HCS), a cloud-basedunified communications (UC) solution, is Single Path’s tophosted service. The company also offers backup and restore,Microsoft Office 365, infrastructure as a service (IaaS), andis starting to customize and integrate business applicationsfor customers on force.com, a cloud development platformfrom salesforce.com. Microsoft 365 and force.com are hostedby partners, while Single Path hosts Cisco HCS and otherservices from its own data center.Koch agrees that today’s SMBs are embracing cloud solutions.The reason, he says, isn’t necessarily to save money.“Sometimes cloud can cost customers more, but they’re offloadingresponsibility,” he says. “They will pay us a premiumto manage their technology.” This premium adds profitabilityto the cloud solution.IT management is just part of the cloud provider’s serviceportfolio. A typical Cisco HCS solution generates recurringrevenue per user. Installation services are required, as are newWhere SMBs Are With Cloud ServicesCurrent Adopters Next Wave (2-3 years) Total Using Cloud26-50 51-100No. of EmployeesCloud User Characteristics:63%58%Most PopularCloud Services:• Email• Instant message• Voice communications• Backupexpect to increasesales in 2013.101-250believe the cloud makesthem more competiitive.4 No. of CloudServices Today:6No. in 2-3 Years:Source: Edge Strategies for Microsoft, March 2012phones that generate hardware sales—the attachment rate is80 percent to 90 percent. The UC solution must be configuredwithin the customer’s network, end users trained andthe overall solution managed. UC may require integration toapplications such as CRM, further increasing the service nut.“Cisco HCS shows the potential of the cloud to generateprofessional services projects,” says Bergeron of Ingram MicroCloud, which offers HCS and dozens of other cloud servicesfor solution providers to resell. “If you aren’t familiar with thecloud, and fear it could diminish everything you know and dotoday, the HCS solution shows the opposite. It leverages yourexisting networking expertise, and adds a cloud service thatkeeps you in the account in an ongoing basis.”A similar scenario exists for other cloud services. IaaS, forinstance, leverages cloud providers such as Amazon, IBM andRackspace to replace on-premise infrastructure. “The realityof cloud solutions is that they still need to be set up andmanaged,” says Brucker of Solve IT, which hosts IaaS from itsown data center. “The hardware and software may be off-site,but clients need someone to manage the infrastructure andthe relationship with the cloud provider, and they need helpconnecting to other applications. Clients don’t want to gofrom having to worry about on-premise Exchange to worryingabout it in the cloud.” As Solve IT’s cloud business grows,Brucker intends to shift his hosting to a vendor like Rackspacethrough Ingram Micro.Another promising service relates to software developmentthrough cloud platforms such as force.com and MicrosoftAzure. Force.com can be used to add custom elements toexisting applications, or to build new apps from scratch.After you render services that are typical of any developmentproject, the customer would have a modern cloud-poweredapplication. The platform provider would manage softwareupgrades, leaving you with annuity revenue as well as opportunitiesfor business consulting.Brokering Cloud ServicesTo highlight the need for cloud-specific professional services,Gartner has coined the term “cloud services broker” (CSB),described as a must-have for most end-user organizations. ACSB is a third-party provider that engages in two big-pictureactivities: aggregation of cloud services into a total solutionintegration of cloud services with each other and with onpremisetechnology; and customization of cloud applicationsto meet clients’ requirements. The CSB supports SMBs thatprefer to purchase multiple cloud services from a single vendor(or aggregator). SMBs also need help optimizing cloudtechnology through integration and customization.Gartner’s CSB concept resonates with Koch of Single Path.The company delivers cloud services from its own data center,but as a CSB it engages in aggregation, integration and customizationdepending on the customer’s need. “We might sellOffice 365 along with cloud-based security, which makes usa cloud aggregator,” he says. “We become an integrator if the14 CHANNEL ADVISOR SPRING 2013

Building a Services Practice with Ingram Micro CloudIngram Micro has gone “all in” as a provider ofpartner-friendly cloud solutions through Ingram MicroCloud, while maintaining the quality of its traditionalbusiness. This makes the distributor an ideal partnerfor solution providers building a practice around cloudprofessional services.Key resources include a growing portfolio of servicesfor resale in the Cloud Services Marketplace. Training,vendor certifications, road shows, conferences andonline study provide education. Staffing services helpsolution providers hire the right resources. And partnermembers of the Ingram Micro Services Network (IMSN)deliver cloud-specific expertise on a partnership basis.“Ingram Micro performs multiple roles that canassist a cloud service provider in every aspect of thebusiness,” says Eran Gil, senior vice president of businessdevelopment at Cloud Sherpas. “From sourcingsolutions to education, from sales and marketing totechnical support, Ingram Micro can help to transforma partner’s business.”On the sourcing side, the Cloud Services Marketplaceoffers more than 70 cloud services in all the majorcategories. SaaS solutions include salesforce.com,Office 365, Cisco HCS, security from Symantec, andmany more. Amazon, IBM and Rackspace provide IaaS,and the force.com development platform is available.Thorough vetting ensures that every service is partnerfriendly,and all are technically sound with competitivepricing and SLAs.“We source monthly subscriptions for Microsoft, Citrixand VMware software from Ingram Micro,” says GarrettBrucker of Solve IT. “It’s easier for us than buyinglicenses to operate our colo.” Brucker also appreciatesIngram Micro’s due diligence on cloud providers. “IngramMicro offers great value to us,” he says. “They leadthe industry in helping solution providers figure out howto deliver the cloud.”Rob Koch of Single Path also uses the Cloud ServicesMarketplace, particularly when adding services froma new vendor. “If we need something like McAfeeEmail Continuity, and we don’t have a relationship withMcAfee, we can add it as an Ingram Micro customer,”says Koch. In addition, VARs sourcing multiple serviceswill benefit from Ingram Micro’s aggregation service. Asingle monthly accounting is simpler than managingeach vendor directly.For solution providers wanting to learn about cloudservices, Ingram Micro Cloud features volumes ofintellectual capital online. Vendor-specific training andcertifications can be had from the Ingram Micro TrainingAcademy. Ingram Micro delivers education on multivendorsolutions such as cloud professional services.Also in the works is training on hot vertical marketssuch as healthcare.If you’re a neophyte in cloud services, you may needassistance with your first deployments. IMSN can help.The network has virtualization and analytics gurus oncall, and is adding experts in cloud services such assalesforce.com that you can hire on a fee-for-servicebasis. After a couple of joint engagements, you shouldbe able to go it alone.In the future, Ingram Micro could extend its field assistancesolution providers using its own consultants andengineers. “We’d be looking to work with our resellerclients to augment their resources where there may betechnology or geographic voids,” says Jim Veraldi ofIngram Micro. “We are in a unique position to help partnersbecause we can tap into experts across vendors,technologies and solution sets anywhere around theglobe. Our goal has always been to help partners succeed,and our resources could potentially improve theirservices offerings.”Such musings sit well with Charles Stafford of MatrixIntegration. “We’ve been working closely with IngramMicro on products for many years,” Stafford says. “Wewill continue to do that in the new era of cloud services.”For more information, contact your Ingram Micro salesrepresentative, or visit www.ingrammicrocloud.com.HCS solution needs to be tied to other applications. Customizationcomes in when we develop applications on force.com.”Another example of a CSB is Cloud Sherpas, a specialtyprovider of cloud solutions from Google, salesforce.com andServiceNow. The company aggregates more than 20 differentbrands of cloud solutions for resale. It might integrate thesecloud apps with on-premise systems into a total solution, andthen customize the solution for the client’s industry or processes.Ingram Micro’s Services Division has expanded theCSB definition by elaborating on the professional servicesthat a cloud provider might offer. There’s a breadthof possibilities for those serious about this business.Business consulting is prime territory, as the cloud shiftsthe balance from IT operations to business processes thatcan improve competitiveness. “Customers are looking forconsultants, and will pay to solve a business problem,” saysJason Bystrak, director of cloud services, Ingram Micro. “Atthe end of the day, they might say, ‘Here’s the IT part of theSPRING 2013 CHANNEL ADVISOR 15

solution, and here’s the business process behind the solution.’Cloud providers should get away from dealing exclusivelywith the IT department and engage with business-functionleaders, C-level executives and business owners.”Cloud readiness assessments are another promising servicethat includes IT health checks, security analyses and compliancereviews. Determining which IT assets should remainon-premise is as valuable as knowing which should be movedto the cloud.Software customization helps to tailor the cloud to the client’sbusiness. “When you move a client to a new businessapplication, someone's got to create workflows, customizethe fields, and ensure the processes match how the companyoperates,” says Bystrak. Software integration,a step higher in the value chain, ties the cloudapplication into the rest of the IT infrastructureto facilitate data transfer and communicationwith other business applications. Software developmentcreates cloud software from scratch.Once the cloud solution is online, datamigration will populate the application. Someonehas to move data from the old on-premiseenvironment to the new cloud solution, andthis professional service should carry a fee.Training, whether for end users directly or forthe client’s trainers, complements any new solution.And change management services can helpclients transition to new cloud services. Theymay also need staffing services to manage theircloud environment. “Ingram Micro has a staffmember dedicated to managing our salesforce.com platform, and I often ask him to create anew report, change a field or add a screen,” says Bystrak. “A VARcould help a client by placing a cloud administrator on-site, orcharge a staffing fee to hire one.”As the cloud replaces on-premise infrastructure, clientsmay need asset disposition services, such as data wiping and“green” disposal of decommissioned gear. There’s also ongoingdemand for end-point device sourcing and management.“I’ve heard a VAR say, ‘I’m not really a desktop guy, I focus onthe network’,” says Bystrak. “But the shift to cloud reduces the data center footprint, andmore users today access the network wirelessly from a notebook,tablet or smart phone." Bystrak suggests devising servicesaround end-point devices for sourcing, asset tagging, imagingand configuration. And customers may need help conceivingand managing bring-your-own-device (BYOD) programs.Getting There From HereIf this business sounds promising, here are tips from expertswho have been there. Be aware that your staff, businessprocesses and technology may need to be tweaked in thetransition to selling, delivering and supporting cloud services.• Brand your business: As you add professional services to your“The good news isthat if you find theright partners, you’llgain a key source oftechnology and businessassistance.”— Charles Stafford,Matrix Integrationportfolio, you must communicate who you are and what youoffer. That means branding your company as a cloud providerthat can help clients improve their businesses. Then you need acontent strategy with collateral that promotes your brand andservices. Interestingly, research suggests that the majority oftech buyers aren’t aware of their provider’s full suite of services.“If service providers don’t stay in front of clients, if they aren’ttalking about their full range of offerings in a way that resonateswith clients, they’re unlikely to extend the relationship,” saysElizabeth Harr, partner at Hinge Research Institute, a brandingand marketing firm. One smart approach is to schedule regularsit-downs to explore clients’ business challenges and whethercloud services might fit.• Sell to the top: Perhaps the biggest challengecomes in human resources. Since consultativeselling is the key to success with cloud services,you need to build a team that is comfortableselling to, and supporting, C-level executivesand business owners. “The cloud changes theskillset of the people we look to hire,” saysStafford of Matrix Integration. “It not onlyimpacts who we talk to on the client side, butthe technical resources we need to supportthose conversations.”• Travel up the value chain: Sales conversationswith C-level executives are likely to involvebusiness applications such as CRM, ERP, collaborationand industry-specific software, allaimed at growing the client’s revenue andimproving operations. “Traditional partnershave provided professional services around theinfrastructure,” says Bergeron. “They’ve movedup from selling technology to technology solutions. Nowthey can move higher up the value chain by offering servicesaround cloud-powered business applications.”• Partner well: This last piece of advice relates to creating theright partner ecosystem. Key is identifying industry leaderssuch as Ingram Micro and leveraging their resources to providethe right services, receive technical support and get your stafftrained. “They’re trying to crack the same nut we are,” quipsStafford. “The good news is that if you find the right partners,you’ll gain a key source of technology and business assistance.”With their help, you are likely to get a powerful boost up thevalue chain toward a successful professional services practice.About the author: Tom Farre, the former editor of VARBusiness,is a freelance journalist who has covered technology formore than 20 years.SOLUTION PROVIDER MENTIONSCloud Sherpas, www.cloudsherpas.comMatrix Integration, www.matrixintegration.comSingle Path, www.singlepath.comSolve IT, www.solveit.us16 CHANNEL ADVISOR SPRING 2013

M-009664C1_DCPOS_SmStry_IMCA_Lowry_Layout 1 6/6/12 3:17 PM Page 1smartstoriesIngram Micro, Lowry Computer Products Investigate Global Business OpportunityTaking inventory can be afrustrating, time-consumingand lengthy process for anyorganization. But when thatorganization is a crime lab,the pressure is on to ensureevidence critical to investigationsis not misplaced or accidentallydestroyed.Recently, a large, state-of-theartcriminal investigation facilityturned to Lowry ComputerProducts in Brighton, Mich., tohelp it efficiently track its caseassets, as well as the evidencethat is examined in its lab.Using Lowry’s integrated AssetControl System (ACS), whichis built around radio frequencyidentification (RFID) technology,one crime lab technician wasable to affix all the RFID tags toassets and populate the inventorydatabase with informationon more than 10,000 assets andpieces of evidence in a matterof hours—saving an incredibleamount of time and money.According to Lowry’s vice presidentof software development,Paul Rakowicz, its highly versatileACS solution has applicationsacross many verticalmarkets, including creative,retail, IT and, of course, crimelabevidence tracking.“ACS is a major initiative for usand brings a new level of efficiencyand accountability to alltypes of businesses,” saysRakowicz. “To ensure oursuccess, we rely on IngramMicro’s vast marketing, salesand support resources tosupport our clients and educateprospects on the value of ACS.“Ingram Micro helps us strategizehow to approach the varyingverticals and pull togetherthe right solution and service forour customers,” Rakowicz says.Most customers come to Lowrywith a very common issue: Theyare overwhelmed trying to keeptrack of their equipment, theirassets and personnel, explainsRakowicz. “Lowry’s ACSsolution eliminates the administrativeheadache and the timeintensivenessof auditing,troubleshooting and pinpointingexactly where people and assetsare, while providing details onstatus, condition and the exactinventory available.”To help make the case forcustomers and prospects,Lowry taps Ingram Micro forassistance with telemarketingcampaigns, marketing initiatives,product fulfillment and businessintelligence resources.“Ingram Micro understandsour customers’ business challengesand brings the depthand breadth of its resourcesto bear to help solve them,”says Rychee Brown, directorof marketing, Lowry. “There’san incredible breadth anddepth of services availablethrough Ingram Micro’s divisionsand BUs and our experiencehas been fantastic.”Brown also credits Ingram Microwith helping Lowry leveragethese resources to build on itssuccess around the ACS solutionand offer its services tomore international customers.Lowry ComputerProductsBrighton, Mich.Market SegmentData Capture/RFIDChallengeBuild on success ofLowry’s Asset ControlSystem (ACS) and expandreach internationallySolutionLeveraging Ingram Micro’sbreadth of services formarketing, fulfillment andsupport to grow its ACSservice practiceCustomer BenefitSuccessful expansion ofits ACS solution into newvertical markets, bothnationally and globallyInnovative Solution Award© 2012 Ingram Micro Inc. All rights reserved. Ingram Micro and the Ingram Micro logo are trademarks used underlicense by Ingram Micro Inc. All other trademarks are the property of their respective companies. 6/12 M-009664C1

Businesses’ information troves are growing everyday and on all fronts: Customer relationshipand vendor management systems chip in withstructured data contributions, while call-centerlogs, open-ended surveys, web sites and theuntamed world of social media pile more andmore unstructured and semistructured data onto the plate.Indeed, even before there was a Web 3.0, experts often wouldcite the finding that 80 percent of business-relevant informationoriginates in unstructured form.Today, companies are all about trying to make sense of thisroiling sea of big data. Buried within these quickly expandingand incredibly disparate stores of information are insightsthat can propel them to greater success. The struggle, though,is determining what keys they’ll need to unlock the knowledgethat lies within the data to predict customer behaviors,BigDATA BOUNTYHelp your customers harvest the riches of their data toachieve the next level of success.By Jennifer Zainoprevent fraud, optimize operations—and so much more. Thechallenging proposition has only just begun: While businesstransactions in databases remain the most significant sourceof data analysis, according to the 2012 Intel IT Center reportEXECUTIVE SUMMARYAnalyzing massive amounts of structured andunstructured data is a big challenge. Big data solutions span people, process andinfrastructure. Open a dialog with line-of-business managersat your clients. Drive success through Ingram Micro’s big dataecosystem.18 CHANNEL ADVISOR SPRING 2013

on big data analytics, the top five list also includes four semistructuredor unstructured sources—documents, email, sensoror device data, and imaging data.But IT leaders are game for all of it. The same report atteststo the high priority big data analytics has at companies: 90percent of the 200 IT managers from large companies surveyedrated improving data analytics capabilities as very important.Accomplishing this is going to be a multifaceted effort thatstarts with sussing out the big data picture at large. “Big datais a solutions concept that spans everything from process toinfrastructure,” says Scott Zahl, vice president and generalmanager, Advanced Computing, Ingram Micro. Organizationshave to identify where the data lives, what consolidationshould take place, how access to information will be governed,and even what human intelligence resources they have tohelp them work with the data. Of course, the computingtechnologies they need for optimizing sorting, querying andanalyzing massive amounts of data—fast—must factor intoconsiderations.Take Customers by the HandThere’s a big opportunity for solution providers to step in andhelp clients craft a strategy and solution that will make sensefor them, especially as they prepare to deal with the rising influxof unstructured data. “We help customers build a road mapand implement it to transform big data from being a problemto being a valuable asset,” says Michael Schuckman, softwarepractice leader at Micro Strategies, a solution provider in NewJersey. “Larger companies looked towards doing this first, butdefinitely midsize companies are looking as well, since theyhave the same data growth, especially with social media in thepicture and unstructured data they never had before.”The menu of technology options available for solutionproviders to help customers with analyzing big data in all itsvariety is extensive. Technology vendors such as Cisco, EMC,HP and IBM are on tap with storage, networking, applianceand software offerings.Micro Strategies, for example, helps its customers withIBM solutions like the Netezza-powered Pure Data Systemfor Analytics. This system integrates hardware, software andstorage and uses asymmetric, massively parallel processing forfast query performance on relational data analytic workloads.It integrates with IBM InfoSphere BigInsights, which is builton the Apache Hadoop software framework, for managingand analyzing structured, semistructured and unstructureddata. Together, there’s “the ability to quickly and relativelyinexpensively garner immediate insights from disparate data,”says Schuckman. A component of BigInsights is BigSheets, forbringing line-of-business executives insight into web-scaleunstructured data sets using a spreadsheet metaphor. “Thatmirrors a lot of the capabilities people know from Excel,” saysFrank Lupo, solutions architect, Micro Strategies.Also coming into play for Micro Strategies’ customers isIBM InfoSphere Data Explorer, based on the Vivisimo VelocityPlatform, which lets companies visualize structured andunstructured information across systems and data repositories.“They’re the binoculars to data silos,” says Sandra Paykin, businessanalytics/business intelligence director, Micro Strategies.Regardless of which vendors a solution provider relies onto support its big-data analytics business, Ingram Micro canhelp you get up to speed on the technology solutions. IngramMicro’s solutions consulting team, for example, helps VARswith technology education road mapping, and securing theappropriate certifications that are offered by its vendor partnersin the analytics space.Not only that, but an analytics program for some of its keytechnology vendors put in place by Ingram Micro’s BusinessIntelligence Center could help you with your big data businesstargets, too. The Center has developed big-data analyticsapplications that leverage Ingram Micro’s own and externaldata sources to give vendors better insight into issues suchas how their products are doing, which sectors they are sellinginto, and where things are lagging, says Jeet Mukherjee,senior director, Business Intelligence Center, Ingram Micro.The vendors have started using the applications to identifysolution providers “to work with and penetrate a particularvertical vs. a gunshot approach,” he says. “They can really lookat their and our partners in a specific area, and become a lotmore adept at going after that vertical.”Explore New Directions with Your ClientsSolution providers with their eye on the big data analyticsspace also should have their eye on connecting directly withline-of-business executives at their clients. “There’s moreconversation at the line-of-business level in regards to howto use this technology to advance the business,” says JasonHernandez, director, Advanced Computing, Ingram Micro.Think titles like senior marketing manager—the typicalpoint person when it comes to getting business value out ofthe mass of unstructured data coming in from customersposting to sites like Twitter or taking their questions and commentsto call centers. “The resellers’ sales organization needsto shift where it’s spending time with the customer, becausethe IT organization isn’t necessarily trying to determine howtechnology can advance or generate revenue for the end customer,or how data can be analyzed to generate revenue,” saysHernandez. To that end, Ingram Micro’s field consultants canhelp you develop your sales positioning, including how to starta dialogue with different business contacts at your customers.At Dataskill, a solution provider based in San Diego, thefocus is on the healthcare industry and extracting knowledgefrom a wealth of unstructured data—both internal sourcessuch as a physician’s notes and the patient’s story, and externalsources such as social networking—to drive analysis that willorchestrate more efficient patient workflows, more effectivetreatment regimens and better care. That means it’s importantSPRING 2013 CHANNEL ADVISOR 19

“Big data is asolutions conceptthat spans everythingfrom processto infrastructure.”—Scott Zahl,Ingram Microto connect with hospital executives like chief medical officers,chief medical informatics officers and even CFOs, who haveas priorities improving treatment to lower readmissions andraising performance outcomes.Ingram Micro has been a help on that front, says Nigel Hook,principal, Dataskill, which has taken advantage of IngramMicro’s sales positioning training as well as collaborated ondemand generation and co-marketing efforts. “This is veryrelevant because today these customers are early adopters ofadvanced analytics technology,” says Hook.Also in the pipeline at Ingram Micro Services Network isa new program to help solution providers capitalize on theentire big data opportunity rather than just pieces of it. Insecond quarter, a new service will be added to the networkto partner traditional data center infrastructure resellers withthose more versed in analytics applications, so that togetherthey can gain a bigger slice of the customer’s big data pie. “Ifyou only speak to the application portion, you’re missing theopportunity to talk about housing data,” says Hernandez, “orif you only speak to how to leverage the data, you’re missingthe opportunity to talk about the storage component.”That’s a conversation that shouldn’t be missed when you getto drive the conversation, as many solution providers will forbig data. Businesses may not even know that their end destinationis a big data solution when they tell their solution providersabout the issues they’re having collecting more data or differenttypes of data, such as unstructured social media commentary.VARs, says Zahl, “can come in and say to them, ‘If we talk aboutthis holistically, we can build a more effective solution for youlonger-term than if we talk about this in pieces and parts.’”About the author: Jennifer Zaino covers business-technologyissues for a number of leading IT publications.SOLUTION PROVIDER MENTIONSDataskill, www.dataskill.comMicro Strategies, www.microstrat.comThere’s More Online.Visit the Channel Advisor Web SiteAll the channel insight and business support you enjoy in the print edition of theIngram Micro Channel Advisor is offered online. Watch videos, browse photo galleries,learn about upcoming events, and view exclusive content not available in print.www.imchanneladvisor.com

the newis here. let us help you sell it.78Allieunfamouspeople.Dan, Tom, AlliE, Mike and Adrienne—Fivededicated Cloud OneStop team members.There are a total of 78 Ingram Micro andmicrosoft team members who ensure youand your customers get the perfectMicrosoft solution.www.ingrammicro.com/microsoftrefreshMarzeskiDan Eyrickmike bElletTom mannAdrienne Robinson© 2013 Ingram Micro Inc. All rights reserved. Ingram Micro and the Ingram Micro logo are trademarks used under license by Ingram Micro Inc. All other trademarks are the property of their respective companies. 2/13 M-012554.17MM-012554.17M_MS_Office_CA_ad.indd 13/1/13 12:01 PM

TheMoreYouKnowRide the momentum of new Microsoft productsto new heights.By Tam HarbertAsk solution providers what the new Microsoftproducts, such as Windows 8 and Office 365,mean to them, and you’ll get a variety of reactionsranging from excitement to “I’ll wait andsee” to grudging acceptance.But there’s no need to sit on the sidelines.At the very least, partners should take advantage of IngramMicro’s programs to start a conversation with clients aboutthe new Microsoft offerings. Ingram Micro will offer some20 Microsoft road shows during the first half of 2013, educatingresellers on the new products and how to take advantageof them to spur sales in systems, mobile devices and otherproducts and services.“The end-user marketing around the Microsoft refresh, andWin 8 in particular, offers a great, casual conversation starterfor channel partners,” says Jennifer Anaya, vice president ofmarketing, Ingram Micro North America. “Not only doesit open the conversation around PC refresh, but also givesa way to discuss the business case for tablets, mobile devicemanagement and enhanced security measures.”Michael Goldstein, president and CEO of Florida-basedLAN Infotech, has started some of those conversations. He firstEXECUTIVE SUMMARYA Microsoft refresh brings new business bounties. Start the conversation about the new Microsoftofferings. Tap into desktop refresh, mobility, collaborationand security. Let Ingram Micro help.22 CHANNEL ADVISOR SPRING 2013

showed Windows 8 to his customers in October2011. As tablets based on Windows 8 Professionalare finally starting to ship, Goldsteinfeels he can make a good case for Windows 8as a mobility enabler for SMBs. “Now I can puta tablet out there that’s like an iPad but has thefull functionality of Windows,” he says. “I canput traditional Microsoft apps on it, and I canremotely control it and manage it.”Bill Jacques, vice president, NetworkingTechnologies, a managed services provider inKenilworth, N.J., is more interested in Office365, which he thinks is a good fit for small clients looking tomove to the cloud. He has a client that is launching a businesswith about 15 employees. “If he tried to do this from scratch,he’d have to buy a Microsoft Exchange license and server todo email. He’d have to buy 15 copies of Office at around $400each,” says Jacques. Instead, with Office 365, the customer canget all that through the cloud, with nothing to manage, forabout $18 a month.However, Jacques says the cloud offering isn’t great for hismanaged services business. “The cloud, in general, is dangerousto managed service providers, because we are in the businessof providing IT infrastructure and support,” he explains.“But you can’t avoid the cloud,” he admits. “It’s here to stay.”One thing that helps is a new offering, Office 365 Open,which is available through Ingram Micro’s Microsoft Licensingdesk. Heather Connally, director of vendor management,Microsoft Business Unit, Ingram Micro, is excited about thisoption. “We believe the Office 365 Open model is somethingthat we have been asking for, and our partners are demanding,”she says. “The ability to incorporate Office 365 into onpremiselicensing sales and selling work streams really opensdoors for our partners to embrace Office 365.”Previous versions of Microsoft Online Services weren’twithout their complexities, as they could be resold only whenMicrosoft had a direct relationship with the end customer.Office 365 Open allows solution providers to maintain andmanage the end-to-end relationship, including billing andthe cloud experience for their customers.Some resellers are struggling with how to sell Office 365.“It’s a different sales cycle. They have to adapt to the fact thatthey are not recognizing all the revenue as a one-time sale,”says Connally.Ken Klika seems to have figured it out. A partner and directorof network solutions at BCG Systems, Klika sees Office 365as a gateway to providing many other services to his clients.BCG is a managed services and business integration providerin Akron, Ohio, with three distinct practices: network solutions,development services and business solutions.“Cloud computing, in general, and 365, in particular, isan equalizing technology,” Klika says. “Not only do I see it asbeneficial to my clients, but I also see it as beneficial to myHow Ingram Micro Can HelpIngram Micro is at the ready to help you make the most ofMicrosoft’s new products:• Office 365: To get help on Office 365, go to microsoft-cloud@ingrammicro.com.• Marketing: For market development, promotions andready-to-go campaigns, go to http://www.ingrammicro.com/ext/0,,24282_24191_24192,00.html.• General Information: For partners with an Ingram Microaccount number, get information and help atwww.ingrammicro.com/microsoft.organization.” The average small or midsize business may notbe able to afford on-premise Exchange or SharePoint, but withOffice 365 it can have those capabilities and more. Plus, thecloud eliminates the worry about upgrading hardware andsoftware every few years.And the cloud opens the door for BCG to provide morevalue-added services. “Cloud computing gives me an opportunityto show organizations that BCG is on the cutting edge,”says Klika. “It opens up a whole new world of services to theseorganizations because now that they have that cloud infrastructureavailable to them, it takes away some of the barriersthat have kept them from using the technology.” Lync Online,part of the Office 365 suite, is a perfect example. If he were tosuggest an instant-messaging tool to an SMB, “I’d get a lot ofblank stares,” says Klika. “But when I show people the powerof Lync and SharePoint and Exchange working together, theystart to understand what’s possible when they have access toa unified communications tool like Lync.”BCG has more than 50 clients using Office 365 today, andmore than half of those are new customers gained througheducational seminars on cloud-based solutions that BCG hasconducted over the last 18 months. “Rather than cannibalizingmy existing client base, the cloud has allowed me togrow with new clients and new opportunities,” he explains.Indeed, Connally stresses that the more resellers learnabout these new products, the better off they will be. Evenwith the skeptics, “we’re seeing that, as they learn about it,they begin to realize that there are a lot of great opportunitieswith these products,” she says. “Now they can choose thebest transaction method that fits the way they are currentlydoing business. Getting behind the powerful Microsoft brandprovides partners instant credibility they can use to createmarket opportunity for themselves.”About the author: Tam Harbert is a business and technologywriter in Washington, D.C.SOLUTION PROVIDER MENTIONSBCG Systems, www.bcgsystems.comLAN Infotech, www.laninfotech.comNetworking Technologies, www.networkingtec.comSPRING 2013 CHANNEL ADVISOR 23

techadvisor: PHYSICAL SECURITYProtect and DefendThe physical security market is growing by double digits, and tappinginto IP video surveillance demand has never been easier.By Bob ViolinoAs organizations look to protect themselves againstsecurity threats, both perceived and real, and astechnology continues to advance, demand forvideo-surveillance solutions is rising at a steadyclip. The physical security industry, including IP video surveillance,is a “high growth” area, says Tom Burns, director,physical security business unit, Ingram Micro North America.IP-based video-surveillance solutions are well-provenand deliver better image quality, functionality, scalabilityand lower total cost of ownership than analog systems. IMSResearch forecasts that 2013 “will be the tipping point whenworld network video-surveillance equipment sales overtakeanalog video-surveillance equipment sales.” There were 25million security cameras shipped worldwide in 2011, withan estimated growth to 50 million shipped per year by 2016,according to IMS. Demand has been growing by at least 11percent a year.A Watchful Eye“Physical security products extend across all verticals, as eachsegment of our society deals with physical security demands,including perimeter protection,” says Burns. “U.S. import andcustoms laws, government regulations and data protectionrequirements are all now including requirements for physicalsecurity in terms of access control to facility, and monitoringand recording of activities.”Fueling the growth are specialty applications that haveemerged, which are providing business intelligence. Examplesinclude collecting anonymous customer demographics,tracking customer patterns and traffic frequency, parkingmanagement at shopping malls and traffic management.Security Cameras In Use PROS: Tap into this double-digit growth market. CONS: Perception that video surveillance is toughto learn. BOTTOM LINE: Leverage preintegrated solutionsand training.“There are many reasons for this growth, with one of the drivingfactors being property damage and losses,” Burns says. Agood example of this is in the retail industry, where camerascan help prevent theft in stores.Break Down the BarriersIngram Micro’s physical security business unit has joinedforces with industry leaders to create a new multivendor, IPvideo-surveillance bundle designed to meet the needs of solutionproviders who need purpose-built, validated, IP camerasolutions for their customers. The SecurePOD bundle enjoyssupport from Ingram Micro, Intel, Dell, Axis and MilestoneSystems.Solution providers can take advantage of pre-sales and supportoptions for SecurePOD, , as well as extended warranties,the ability to brand the product, and go-to-market assistanceof sales and technical training. “Ingram Micro recognizesthat one of the primary barriers to successful entry into theIP-surveillance and physical-security market is business andtechnical training,” says Guy Reams, senior technical trainingmanager, Ingram Micro.Ingram Micro is launching a new physical security universityto help solution providers attain “the knowledge and skillsto be successful in this industry and to learn from experts onhow to design, sell and implement physical security solutions,”Reams says.About the author: Bob Violino has written about businessand technology for more than 25 years.24 CHANNEL ADVISOR SPRING 2013

sales & marketing advisor5 TIPS FORMARKETING WITH TWITTERYou can use Twitter to help grow your business.We’ll show you how.By Laura HantkeTwitter can be an invaluablemarketing tool for your companybecause it allows you toconnect one-on-one with yourcustomers. But like any social mediatool, it’s most effective when usedproperly. With that in mind, here areChannel Advisor’s top five tips for makingthe most of your Twitter account.Download a Dashboard AppDashboard apps are an efficient wayto manage your Twitter activity. Theyallow you to send and receive tweetsand direct messages, organize your livefeed and segregate columns based oncustom criteria.One popular dashboard app is Hoot-Suite, which allows you to integrateadditional social media, includingFacebook, WordPress, Google+ andLinkedIn. The free version will provideyou with basic analytics reports, butif you have $10 per month to spend,there’s a Pro version that comes withGoogle Analytics and Facebook Insightsintegration. Another option is Tweet-Deck, which is owned by Twitter. It,too, allows you to organize and customizea dashboard for your Twitteraccount, with the added perk of Facebookintegration.Use HashtagsHashtags are Twitter’s way of organizingcontent based on keywords. Insert a“#” before any key phrases you use—forexample, #cloudcomputing—and thatphrase becomes a clickable link thatwill show you the current mentions ofthat phrase. This can be a helpful wayto get more eyes on your tweets, as usersinterested in a particular topic will seeyou contributing to the conversation.Your business also has the option ofcreating its own hashtags. Maybe youcreate a tag of your company name sothat you can keep track of any othermentions of your business. There areplenty of options; just make sure yourhashtag is specific enough that it won’tapply to an unrelated topic.Content Is KingThis one applies to all areas of marketing,but with Twitter’s 140-characterlimit, it’s particularly important. Lookat each tweet as an opportunity to brandyour business. It’s OK to be slightly lessformal via social media than you wouldin a flyer or e-blast.You may also want to consider askingyour audience what they want to hearfrom you. Use existing business intelligence(BI) to gauge your customers’interest in different areas or verticals,and focus on the more popular ones.You can also send out a brief surveyto your customers and ask them whatthey’re most interested in. Your communicationswill gain more traction ifthey’re tailored for your audience.Connect One-on-OneSocial media allows something traditionalmediums don’t—a two-wayconversation. So take advantage of it!Your customers are out there, helpingto define your brand when theytalk about you. Use that opportunityto thank them when they send out apositive mention, and address theirconcerns when they don’t.Be proactive. If a customer tweets thatthey’ve had a negative experience withyour company, don’t just apologize—fix the problem. In this way, you helpturn a detractor into a potential brandadvocate, as well as show the rest ofyour followers that you take your customerservice seriously.Be HonestThis is a big one. Occasionally a companywill create a fake online persona toespouse the values of their own brand;this never ends well. If found out, yourcompany risks losing its credibility—and it’s generally easy to tell whetheran online persona is real.By incorporating these tips into yourcompany’s social media marketingstrategy, you can help your businessgrow, attract new customers and buildsolid relationships with existing clients.Twitter is an important piece of thesocial media puzzle. Make sure yourcompany doesn’t miss out.About the author: Laura Hantke is asocial media marketer and staff writerfor the Ingram Micro Channel Advisor.26 CHANNEL ADVISOR SPRING 2013

Mix It Up at the Solutions Partner InvitationalWe’re inviting solution providers to mix it up in 2013. Join us to learn about vertical markets, bestbusiness practices and hot-selling technologies like data capture/POS, physical security, mobilityand digital signage. And with participation from resellers in EMEA and the Americas, you’ll beempowered to discover international opportunities, too. Don’t miss your chance to learn howIngram Micro can support your business and help you expand into new and profitable arenas.Visit ingrammicro.com/solutionspi for agenda and registration information.© 2013 Ingram Micro Inc. All rights reserved. Ingram Micro and the Ingram Micro logo are trademarks used underlicense by Ingram Micro Inc. All other trademarks are the property of their respective companies. 2/13 M-014348.05aM-014348.05a_DCPOS_PI_CA_Ad.indd 12/27/13 2:30 PM

solution centersASK THE ENGINEERSTap into New OpportunitiesIngram Micro’s Solution Centers in Buffalo, N.Y., and Santa Ana, Calif., are staffed by certifiedengineers on call to answer your questions. Here they explore IP video surveillance and Microsoft’scloud solutions.QAIP video surveillance is a growing opportunity, but where do we start?With today’s amazing processing power, building high-resolution, high-frame-rate IP video surveillancesolutions is easier and more cost-effective than ever. If you sell servers, storage and networking solutions,then IP video surveillance is a natural fit.Most customers expect high-resolution images because of HDTV. In most cases, the resolution of CCTV SDis not acceptable, and point-to-point coaxial cable runs make no sense in today’s world of Power-over-Ethernet(PoE). The price difference between CCTV and IP network cameras can be substantial, so you should view theproject from a total cost of ownership.To get started, set up a small-scale IP surveillance solution for your office using two to four cameras, a PoEswitch and a PC with video management software. Experiment with different camera locations, angles of view,camera heights, room sizes and lighting conditions. Also experiment with video motion detection and maskingto optimize when images will be triggered for recording. Compare the bandwidth and storage needed for H.264and MJPEG codecs. You should also compare the two codecs in different lighting levels and network conditionsto understand their pros and cons. You may find that storage is a limiting factor, unless you use a high-performancestorage-area network or direct-attached storage.Assess what you have learned. How long did the setup take? Were there any difficulties mounting the camerasto the ceiling and getting Ethernet cabling to the location? How good was the angle of view for the coverage youwanted to achieve? Did the motion detection and masking minimize false positives? Was the lighting and resolutiongood enough to identify people or license plates?—Marko Rogan, Solution Center Lead EngineerQAHow do Microsoft solutions plug into cloud and data center?Microsoft has many solutions for cloud, including public cloud, private cloud and Software-asa-Service(SaaS). Microsoft’s offering for public cloud is Windows Azure and SQL Azure, whichprovide hosting for web sites, virtual machines, custom applications and services, and data management.Microsoft Windows Server 2012 and System Center 2012 are used for a highly managed data center or privatecloud. They offer pooled resources that allow for elastic and self-service management, including virtualizednetworking and usage-based access.The next area is SaaS. Microsoft Office 365 is a subscription service that provides access to many popularsolutions that Microsoft manages in data centers worldwide. Microsoft will upgrade Exchange Online,SharePoint Online, Lync Online, Office Web-Apps and SkyDrive Pro to 2013 versions early this year.—Tom Mann, Solution Center Engineer/InstructorHave a question for Ingram Micro’s Solution Center engineers? Submit your questionto editor@ingramchanneladvisor.com. You’ll win a T-shirt if your question is published.28 CHANNEL ADVISOR SPRING 2013

AS LITTLE AS YOU WANT.AS BIG AS YOU NEED.Whether your customers buy one product at a time or entire truckloads,Ingram Micro Logistics scales to meet your demand.We process any volume from a single order to 300,000+ orders per day, easilyrolling with fluctuating demand. If you’ve got a logistics challenge, we cantake it on and reduce your supply chain costs. To find out how, contact usat imlsales@ingrammicro.com or (714) 382-4845.www.ingrammicrologistics.com© 2013 Ingram Micro Inc. All rights reserved. Ingram Micro and the Ingram Micro logo are trademarks used underlicense by Ingram Micro Inc. All other trademarks are the property of their respective companies. 2/13 JV2013.2020JV2013.2020_IML_CA_ad.indd 12/21/13 10:49 AM

vHOW’D THEY BUILD THAT?A CLOSER LOOK ATSECUREPODWant to break into the IP video surveillance marketquickly? Ingram Micro’s exclusive SecurePOD,featured in “Protect and Defend” (p. 24) could be theanswer. Powered by Intel processors and running on aMicrosoft server OS and virtual hypervisor platform, thebrandable SecurePOD has been pre-configured, tested,and validated by Intel, Dell, Axis and Milestone. Here’sa look at the components of this all-in-one physicalsecurity solution:For more information aboutSecurePOD, or to learn aboutupcoming training events,contact Ingram Micro’s PhysicalSecurity business unit atsecurityinfo@ingrammicro.com.DELL POWERVAULT STORAGEDesigned to support capacity-intensive applications like video streaming,this direct-attached storage array offers seamless server expansion anddrive flexibility.x/DELL POWEREDGE SERVERAn energy-efficient, dense 1U server with next-generation processingand flexible I/O options for high-performance computing.x/AXISCOMMUNICATIONSCAMERASNetwork camerasoffer both indoorand outdoorcoverage with avariety of mountingoptions fordiverse customerenvironments.x/MILESTONESYSTEMSXPROTECTSMART CLIENT,WEB CLIENT ANDMOBILE CLIENTThis easy-to-use client applicationprovides intuitive control oversecurity installations, with accessto live and recorded video, instantcontrol of cameras and connectedsecurity devices, and a comprehensiveoverview of recordings.30 CHANNEL ADVISOR SPRING 2013

From House of rocktohouse of worshipIngram Micro’s ProAV business unit gets any size job done in one stop.Quickly. Conveniently. Competitively.Big venues or smaller ones, they have the same things in common: a lot of know-how, preparation and differentcomponents go into them. You don’t have time to research and source products from a bunch of different places,and then hope they’re in stock. That’s why Ingram Micro’s ProAV business unit offers a rockin’ line card thatfeatures the most comprehensive portfolio of in-demand and emerging ProAV and digital signage products andsolutions. You’ll find the specialized support and business enablement resources, as well as a back-stage passto a dedicated team of seasoned market, sales, business development and technology professionals you needto grow your business.To learn more about the benefits, tools and resources available from Ingram Micro’s ProAV business unit, visitwww.ingrammicro.com/proavinfo or call (800) 456-8000, ext. 77607.BIGGER IS BETTER.© 2013 Ingram Micro Inc. All rights reserved. Ingram Micro and the Ingram Micro logo are trademarks used under licenseby Ingram Micro Inc. All other trademarks are the property of their respective companies. Products available while supplieslast. Prices subject to change without notice. 3/13 MH2013.1100eeMH2013.1100ee_ProAV_DS_CA_ad.indd 13/5/13 10:11 AM

Five Cisco professional managed services.Dozens of new market opportunities.Countless expanded customer relationships .One Cisco solution.We make it happen.It can get complicated out there. We’ll help you buildyour practice—to profits and beyond—with CiscoCollaborative Professional Services.Support your customers’ IT operations using the unparalleledexpertise of Cisco engineers. Leverage Collaborative ProfessionalServices (CPS) to offer a profitable, robust managed servicesoffering, regardless of your current capabilities.Cisco CPS has five core components: guidance, development,assessment and knowledge services, and practice accelerators,cost-effectively developing and delivering high-value services forplanning, designing and optimizing Cisco technologies. And it can allbe delivered virtually and automatically via a scalable infrastructure.Ingram Micro has a team solely dedicated to helping you withyour Cisco business. To learn how we can help get you to marketfaster and deliver services more profitably with less risk, visitwww.ingrammicro.com/ciscocps or call (800) 456-8000, ext. 76471,option 2.More Reasons to Use CPS*Solution providers using best-practicenetwork assessments are:More Profitable• Gross margins triple their peers’.• Assessments are performed97% of the time (paid by endusers: 83%).More Efficient• Projects are 97% more efficient.• Project waste is less than 4%.More Lucrative• Deals are 54% larger.• Deals are more complex.*Based on data from the Service LeadershipInc. Index and used with permission© 2013 Ingram Micro Inc. All rights reserved. Ingram Micro and the Ingram Micro logo are trademarks used under license by Ingram Micro Inc. All othertrademarks are the property of their respective companies. Products available while supplies last. Prices subject to change without notice. 2/13 25292024AdvancedTechnology25292024_CiscoCPS_CA_ad.indd 12/25/13 7:28 AM