Interactive Ideas Reseller Solution Guide Issue 2: 2011

Q&A Cryptshare Introduction To Cryptshare Mark Forrest CEO, Cryptshare Q. Youve just launched Cryptshare in the UK, why now? A. Cryptshare has been around for some time and our business has grown rapidly in Germany in the last 12 months and since we have staff in the UK it seemed like a good time to accelerate sales. Looking at the market probably gives us a more scientific view of why now. The facts are that we all use more file types in our daily work, these files are large, confidential and we really want to share them with colleagues, partners and customers. 29 of all emails have file attachments, but email was not designed to handle them and so limits are imposed that stop us doing what we want, and that is when the trouble starts. Cryptshare solves the problem in a simple and elegant way, and the UK is no different to any other part of the world. So the need is there now and the market is wide open. Transfer files easily and quickly. Q. Resellers face a wide range of choices in what they sell, so why should they sell Cryptshare? A. The first thing to consider is that Cryptshare is a simple solution to a common problem, so customers are highly receptive to the benefits. Better still the proof is very quickly shown leading to short sales cycles. Cryptshare is fast and easy to sell and brings real value with a proven ROI. Since the competitive landscape is wide open we are very well differentiated and so deals can be done fast, we rarely end up in Following our recent agreement with Cryptshare, we talk with CEO Mark Forrest... competitive tenders, even for quite large deals, and even where budget has to be found the value is such that a way is most often found. Being a new problem domain does mean on occasion we have to wait for budget but this is an exception. This creates a great atmosphere with the customer, and we frequently hear of our partners following up a Cryptshare sale with several other roducts, indeed we work with several European resellers who lead every new customer contact with Cryptshare to benefit from this pull through. Pull We sell 100 through resellers supported by Distributors, we do not sell direct and we are always working to help all involved make money. Secondly you need to have a clear market niche and a plan to address it. We have a clearly differentiated product, know where to sell and how and with a roadmap of additions and enhancements to keep Cryptshare ahead and exciting with up sell opportunity we are in good shape for the long term. Thirdly, you have to have a clear go to market plan. We have. We sell 100 through resellers supported by Distributors, we do not sell direct and we are always working to help all involved make money, if you make money we will. Finally, you need to love what you are doing and so must your team. This makes you adapt to changes in the market, makes you agile in solving problems and responsive to fellow travellers. We will win together and have fun doing it! The Cryptshare team is small but well motivated and all of our staff share in the financial success of the business which keeps us very focused on tasks that ensure we win together. through sales are a great incentive, to cap that we will offer bonus margin to all resellers who close deals within 60 days, talk to us about that. Q. You have invested significantly in Cryptshare. Why have you done this? A. I have been around technology companies for nearly 30 years and have lead several companies through significant growth. It is really fun! I have learned that the ingredients for success are pretty common. First you need to solve a real problem. Crytptshare solves the problem of securely sharing large files without killing your email. And does so in a simple and www.testdriveinteractiv 26 intuitive way. The product is well engineered and does what it needs to. For more information Contact your Interactive Ideas account manager 020 8805 2999 www.interactiveideas.co 0208 805 2999 Issue 2: 2011 ER RESELL UIDE NG SOLUTIO Inside Discover why more than half of all organisations have adopted Open Source Software solutions Novell Mark Oldroyd explains the meaning of the 3 magic words: Automation, Oversight & Monitoring Red Hat Takes Aim p06 Simon Williams talks about Partner commu Introduction Issue 2: 2011 RESELLER GUIDE SOLUTION Supporting our partners with: Contents 03 About Us Inside Our service & values Discover why more than half of all organisations have adopted Open Source Software solutions 04 News & Events All the latest opportunities Novell Mark Oldroyd explains th The Interactive Ideas Service Vendor Relationships: Background Interactive Ideas was founded by Mike Trup and Grahame Fernback as a distributor of CD-ROM computer software in May 1994, initially importing technical and interactive software from the US that was not available in the UK. At first, the News & Events SolarWinds Hyper9 SolarWinds sets sights on the Application Performance and Virtualization markets T he launch of SolarWinds Application Performance Monitor (APM) and the acquisition of Hyper9 significantly extends the companys ability to address the unmet needs of Systems and Virtuali News & Events Interactive Ideas Expands Get Social Linux & Open Source Solutions I nteractive Ideas expands Linux & Open Source Solutions with the addition of SEP and dedicated product manager for EnterpriseDB. Mervin Alvarez joined Interactive in April to take on the newly created EnterpriseDB prod Q&A Red Hat Williams Sets Sail In New Channel Role Simon Williams Regional Sales Manager, UK&I Channels & Distribution, Red Hat Recently appointed Regional Sales Manager of UK & I Channels & Distribution at Red Hat, we talk to Simon Williams about his expectations and aims for the future... Q. Youve www.testdriveinteractiv 0208 805 2999 7 Q&A SolarWinds SolarWinds Go Hyper Emmet Florish Channel Development Manager, EMEA, SolarWinds Q. Youve recently acquired Hyper9. For those who dont know what Hyper9 is, can you give an overview? A. Hyper9 is a simple and powerful virtualization management solution that provides unified capacity, sp Award-Winning IT Management Built By Network & Systems Engineers SolarWinds affordable, easy-to-use IT management solutions install in minutes and put the functionality you need right at your fingertips to ensure optimal health and performance. See why 97,000+, customers trust SolarWinds products to Feature Novell: Datacentre Protecting Workloads With PlateSpin Forge Rob Aherne Data Center Partner Executive, Novell Enterprises of all sizes face real risks from downtime today. Whether businesses need to deploy a recovery solution is no longer a question at all. Its not a matter of if, but when. www.testdriveinteractiv 0208 805 2999 11 Q&A Acronis Acronis Announces Backup & Recovery 11 David Blackman General Manager, Acronis Q. Youve just announced Acronis Backup & Recovery 11. Can you tell us a bit more about this? A. Acronis Backup & Recovery 11 helps organizations of all sizes address disaster recovery and data protection needs www.testdriveinteractiv 0208 805 2999 13 Feature Novell: EUC Why Managing The Endpoint Lifecycle Matters James Stewart Senior Technology Sales Specialist, Novell What is an endpoint? Simply put, its a device that attaches to your network. Although more and more users want access to networked resources from smartphones, iPads and the like I www.testdriveinteractiv 0208 805 2999 15 Q&A EnterpriseDB The Prospect Maturity Model Sean Doherty Vice President, Marketing and Business Development, EnterpriseDB Q. What is EnterpriseDBs Prospect Maturity Model? A. EnterpriseDBs Prospect Maturity Model (PMM) is a sales and marketing tool used to: 1. Understand where a prospect is relativ www.testdriveinteractiv 0208 805 2999 17 Q&A Open Source Stack Growth Figures Are Stacking Up Walli Datoo Product Manager, Open Source Software Whats driving the growth of Open Source? We talk to Walli about the Open Source Stack concept to find out... A recent Gartner survey found that 50 of companies are now using Open Source software. W Open Doors With Open Source A recent survey found more than half of organisations surveyed have adopted open-source software solutions as part of their IT strategy. Gartner, Inc. Gartner Press Release, Gartner Survey Reveals More Than Half of Respondents Have Adopted Open Source Software Solutions Q&A Open Source Stack Source development is fundementally better than a proprietary development model. Open Source software has a higher rate of innovation as it is centralised on collaboration, the users of the software become major stakeholders in determining what features are required rather than Q&A 20 Years of Linux Happy 20th Birthday Linux Michael Breeze Marketing Director, Interactive Ideas As Linux hits 20, our very own Michael Breeze from Interactive Ideas charts the remarkable impact Linux has had an modern IT... Firstly Id like to say thanks to the Linux Foundation who have kindly b Q&A Kerio Go To Kerio For SMB Matthew Thomas UK Channel Manager, Kerio Q. For those resellers who are not familiar with the Kerio range, can you elaborate on what products you sell? A. Kerios aim is to be a complete back end software solution for SMBs allowing them to connect communicate and collabo www.testdriveinteractiv 0208 805 2999 23 Feature Novell: ISM 3 Magic Words: Automation, Oversight & Monitoring Mark Oldroyd Senior Technology Sales Specialist, Novell Whether its from internal or external pressures, the problems are always the same. How can we be sure the company or even the departmental security policies are being enforce Feature Novell: ISM a different angle, by offering a less invasive approach. Such technologies typically take periodic snapshots of identity and entitlement information held within traditional application silos. Their intention is to make visible the identity data to support the compliance requireme Q&A Cryptshare Introduction To Cryptshare Mark Forrest CEO, Cryptshare Q. Youve just launched Cryptshare in the UK, why now? A. Cryptshare has been around for some time and our business has grown rapidly in Germany in the last 12 months and since we have staff in the UK it seemed like a good time to www.testdriveinteractiv 0208 805 2999 27 Q&A SEP Introduction To SEP Hubert Schweinesbein Partner Sales Director, EMEA, SEP Interactive Ideas expands Linux & Open Source Solutions with software from SEP. Hubert Schweinesbein tells us more... Q. For those who dont know who SEP are. Can you tell us what you sell? the Citrix Synergy in San Fr www.testdriveinteractiv 0208 805 2999 29 Q&A Seanodes Introduction To Seanodes Eric Bueno Managing Director, Seanodes Q. Youve recently signed a distribution agreement with Interactive Ideas, can you tell us more about Seanodes and what you do? A. Seanodes is a Software Company specialized in high performance storage solutions and inventor www.testdriveinteractiv 0208 805 2999 31 www.testdriveinteractiv 32 0208 805 2999