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Q&A Acronis Digital Assets Campaign David Blackman General Manager, Acronis, Northern Europe With its new campaign to educate the market about the value of backing up data in full flow, resellers have a great opportunity to take advantage of Acronis marketing push are companies with fewer than 500 employees, meaning theres a massive opportunity for channel partners to market to SMBs. And resellers who are on hand to offer expertise and solutions specifically catering for the SMB will reap the rewards of this campaign. Ultimately, the benefits are twofold. Firstly, partners can work with a vendor who truly understands the SMB market and has solutions and best practice advice to cater for it. Secondly, they can join the success by running the Digital Assets marketing campaign to their customer base, ensuring they raise awareness of best practice Disaster Recovery and associated solutions. You brought out a white paper from the research you carried out about backing up data how do you think this will help resellers sell more? The guide was written by a freelance journalist and provides best practice tips in a vendor-agnostic format to highlight the pain points of SMBs and how these can be resolved. For example, 63 of organisations would take a day or more to recover from system downtime. This is sometimes because organisations are only using file-based backup. Redeployment is therefore labour-intensive and time- consuming, requiring the customer to find the original software disks and reset preferences manually. If they can capture their files, applications, settings and entire operating systems with disk imaging technology then they will see much shorter Recovery Time Objectives (RTO). If you explain this to SMBs, they immediately sit up and listen. Also, a fifth of SMBs do not back up their workstations, yet industry experts state that up to 60 of corporate data is held on workstations, not servers. For an opportunity to cross sell, advise your customers to protect their entire IT infrastructure, not just their servers What success have you had to date? The campaign has been so successful as its truly integrated. Weve had widespread success in the UK press, achieving coverage in over 50 publications. In addition, weve run various lead generation programmes, resulting in an increase in revenue. Wed like our partners to benefit from the high margins, reliable technology and powerful marketing messages that Acronis can deliver. How long will resellers be able to take advantage of the marketing support for this campaign? We really believe in the success of this campaign, and as such, we will be running it until September this year. Resellers wishing to participate in the campaign can gain access to all the Digital Assets marketing material for customisation with their own branding guidelines and can extend the campaign out to their customer and prospect databases. Weve been hearing a lot about the Digital Assets campaign. Can you tell us a bit more about it? We wanted to listen to the market to truly understand SMBs attitudes towards backup and recovery in 2010. As such, we commissioned independent research house Vanson Bourne to survey IT managers in 600 SMBs across Europe. We asked key questions such as how often they back up, how long they thought it would take them to recover in the event of a disaster and how their disaster recovery strategies vary between workstations and servers. The results were surprising. Despite living in a world where businesses operate around the clock, the majority of small to mid-sized companies are still putting their systems, and therefore their productivity and profitability, at risk by failing to protect them adequately. We discovered that 63 of organisations would take a day or more to recover from system downtime. What benefits does the campaign bring to the resellers? Everyone needs a backup and recovery solution and according to Microsoft, IT tools such as email are almost pervasive worldwide (95.6), followed by backup tools (92.4)*, meaning theres a huge market opportunity. What were really trying to do is educate the marketplace through multiple channels to provide SMBs with best practice advice about the what, where and how of backup and recovery. While enterprises are typically clued up about disaster recovery, SMBs sometimes dont have the knowledge or the resources to ensure that their systems and data are protected. According to IDC, 99.8 of Western Europes business enterprises *Microsoft SMB IT & Hosted IT Index, January 2010 Meet Francois Name Francois Moizant Job Title Acronis Product Manager Tel 020 8805 2999 Email francoisminteractiveid www.testdriveinteractiv 0208 805 2999 10 Summer 2010 er resell uide g solution Sophisticated p06 Push your p10 SolarWinds p11 Satellite Servers Digital Assets up their profile Red Hat Satellite Server is the sophisticated new way to network The campaign to make SMEs take backup solutions seriously Discover the clear benefits of SolarW Introduction Summer 2010 Marketing Director Michael Breeze Thanks to Acronis, Jboss, Red Hat, Ingres, Zimbra, Kerio, Sunbelt, Solarwinds, Novell, SoThin, EnterpriseDB Incontinuum, Andy Miles, Adam Nash, Karen Williams and Walli Datoo For more information, contact Michael Breeze 0208 805 1000 michae Interactive Ideas Service Vendor Relationships: added approach gives you access to: proactive, technically knowledgable A account management team. pecialist vendor product managers S that provide on-demand support to give you prompt replies to your technical and sales enquiries and assistance in News & Events POSTGRES PLUS deal signed Historic deal opens door to complete open source solutions Software Renewals Team announced New service to help partners make most of opportunities I I nteractive Ideas has been named a Master Distributor of EnterpriseDB and will market the open source databas News & Events Red Hats Global Middleware Fifty per cent now located in Europe and Asia EVENTS Starting in July Webinar series Interactive Ideas and Red Hat will be hosting a series of online seminars, or webinars, over the coming months. The first event, on 14 July, is a webinar on Red Hat subscript Q&A Redhat Red Hat Satellite Server Walli Datoo Senior Product Manager for Open Source Software, Interactive Ideas Red Hat Satellite Server extends the functionality of Red Hat Network by adding a suite of sophisticated management tools explains Walli Datoo detached/secure mode where content updates 100 OPEN SOURCE Postgresrocks The New Standard In Open Source Databases Massively Scalable Easy To Use and Deploy Lightning Fast Enterprise Ready www.EnterpriseDB.com Q&A Sunbelt VIPRE Antivirus 4.0 Curt Larson Sunbelt Product Manager Sunbelt Product Manager Curt Larson gives us the inside story on the upgrade of VIPRE, and explains how only a complete rewrite of the Firewall code would do... Nice! Not only do we prevent bad sites from being accessed through the Kerio Connect. Not just a mailserver: 283 Kerio Control. Comprehensive UTM: 161 www.testdriveinteractiv Q&A Acronis Digital Assets Campaign David Blackman General Manager, Acronis, Northern Europe With its new campaign to educate the market about the value of backing up data in full flow, resellers have a great opportunity to take advantage of Acronis marketing push are companies with fewer than 500 e Q&A Solarwinds The SolarWinds way Justin Endres Vice President of Sales EMEA / APAC SolarWinds Following SolarWinds acquisition of TekTools, we talk with their Vice President of Sales for EMEA/ APAC Justin Endres about the Profiler product and what this will mean to their reseller channel. most com Q&A JBoss JBoss Application Server Tobias Hartwig EMEA Product Manager, JBoss Enterprise Middleware Tobias Hartwig explains how the JBoss Application Server offers enterprises a platform for next-gen web applications JBoss Application Server, the most widely used Java application server on the mark Q&A JBoss listed Java Virtual Machines for that OS. In addition, we certify a number of different combinations of operating systems, JVMs, databases and hardware architectures. You can find all supported and certified combinations on our product pages online at www.jboss.com/products/ application/su Reseller Resources reseller resources Adding value with dedicated reseller resources Summer 2010 The interactive ideas Reseller Solution Guide H p10 Sophisticated p06 Push your SolarWinds p11 Satellite Servers Digital Assets up their profile Red Hat Satellite Server is the sophisticated new way to n