Interactive Ideas Reseller Solution Guide Issue 2: 2011

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 recently taken over the head channel role in the UK. Could you give an overview of what you are expecting from the role and would like to achieve? Q. Increasing numbers of resellers are looking to become Red Hat Ready and Advanced Business Partners. Could you explain the benefits of the Partner Programme? A. My expectation is to dedicate the majority of my time with our business partner community to continue driving growth and value for both customers and partners alike. Central to this is building sustainable valued partnerships, which require not just an understanding of our chosen markets, technologies and customers, but also understanding the critical part our partners play in our business both today and for tomorrow. A. The Partner Programme has three defined levels, Ready Partner, Advance Business Partner and Premier Business Partner. Each of these levels reflect both the technical and sales accreditation achieved. This provides customers with a clear understanding of how to differentiate between partners. As our pace of growth continues, my team will develop and enhance the strategic relationships with our partners that add value to our unique value proposition. This will be driven through our Partner Programme which enables us to deliver on our commitments in a structured manner to the benefits of both customers and partners. My aim is to continue to build a sustainable and proactive programme that is both inclusive and value driven. Join Red Hat and Partners at the Red Hat Summit. As a partner develops their business with Red Hat they receive access to additional resources and programmes designed to further enhance their business offering and growth potential. The Partner Programme is designed to differentiate, encourage and reward partners who recognise the opportunity and value in working with Red Hat collaboratively as a true business partner. As a partner develops their business with Red Hat, they receive access to additional resources and programmes designed to further enhance their business offering and growth potential. There are many programmes that Advanced and Premier partners have access to in order to help develop and build their business. One such example is the Red Hat renewals team which we discuss in question three. www.testdriveinteractiv 6 Q. Alongside Haleem at Interactive working on renewals, you have recently taken on a Red Hat renewals team. What services are they able to offer resellers to assist them on their renewals? A. The Red Hat renewals team offers additional proactive resources and subject matter expertise to a partner for the complete end to end management for their annual renewals process. These resources enable partners to ensure their customer receives consistent and ongoing value from their Red Hat subscriptions. Q. Finally, its the Red Hat Partner summit on June 5th-8th in Dublin. For those resellers who havent attended previous summits, what can they expect? A. This is a summit where partners have access to key note speakers who will present on subjects such as, strategic direction and portfolio development. The four day event has been designed to allow people to attend sessions that meet their immediate needs. There will also be plenty of opportunities to network with other partners and the Red Hat team. I look forward to meeting many of you on the 5th-8th June in Dublin. Meet Walli Walli Datoo Product Manager 020 8805 2999 wallidinteractiveideas 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