8020 EUROPA SUPPLEMENT
BUILDING VIRTUALIZATION SOLUTIONS
IT IS WHAT’S ON THE INSIDE THAT COUNTS
Though Virtualization is often viewed to delivering solutions than just good
purely as the separation of the operating products, “Solution selling is not just
system from the hardware in the server, about the software and hardware. The
by the use of a Hypervisor abstraction most important element is the services
layer, enabling multiple operating that our channel partners wrap around
systems to run on a single server, the our products to ensure they are specified
reality is very different. correctly, configured and implemented
Ruediger Gunther, Director Midrange accurately and managed pro actively.”
EMEA at Azlan explains, “Virtualization “A Virtualization solution is not a bundle
occurs in most of the layers of the of products. Unless the solution addresses
technology stack from the server a real need of the client and is configured
hardware right through to the desktop to work within their business environment
and applications.” to deliver optimum performance it is just a
“Virtual servers let you host multiple collection of boxes.”
operating systems and multiple
Ruediger Gunther
It is Azlan’s focus on what a
applications locally and in remote Virtualisation solution is really about and
locations, freeing you from physical and geographical what the channel needs to deliver them that sets it apart in
limitations. In addition to energy savings and lower this new opportunity area.
capital expenses due to more efficient use of your “A reseller cannot sell Virtualization as a product. It
hardware resources, you get higher availability of doesn’t exist,” states Ruediger Gunther.
resources, better desktop management, increased “Virtualization is a project business. It is a journey
security, and improved disaster recovery processes that the client embarks on and the channel partner has
when you build a virtual infrastructure.“ to be with them all the way. Unless the reseller moves
“End-customers today want get more out of to a solution provider model and embraces all the skills
Virtualization than just consolidation of their servers. They to deliver the solutions they will never be successful in
are looking for solutions with more advanced functions like Virtualisation.”
application mobility, disaster recovery, and load balancing.“ “However as Azlan also believes this is a journey we
“Putting together these real world Virtualization are geared up for the trip and have all the services and
solutions therefore demands more than just a good support that our channel partners will need to make them
Hypervisor. It requires a whole host of compatible successful in this exciting new market.”
products and services to ensure that the client gets the “Our new go!virtual is a platform we have developed
most appropriate solution for their requirements.” to train and equip our channels with all the skills they will
At the heart of the Virtualisation solutions that Azlan is need for solution selling in this Virtualization market.”
supporting through its channel partners are products from
some of the industry’s major manufacturers.
Ruediger explains why, “Azlan has chosen carefully in
assembling a suite of products from manufacturers who
understand the whole Virtualization piece.”
“At the heart of our offerings are Virtualization specialists
VMware, Virtualiron, Vizioncore and Datacore. With these
vendor’s products our channel partners are able to provide
the ultimate in scalable virtual architectures to deploy real
business applications.”
“To then assist partners with the complete solution we
have brought together specialist server, storage, network,
software and security vendors like HP, IBM, Oracle and
Cisco whose products have been re-engineered to fully
support a Virtualised infrastructure.”
This assembling of ‘best of breed’ products forms
the basis on which the channel can build Virtualized
solutions, but, as Ruediger explains, there is a lot more
18 8020 EUROPA JUNE 2008
17,18,19,20 Azian Supplement.indd 2 13/6/08 09:45:20
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