Editorial: Getting the server mix right for SMBs

While industry attention in recent years has been placed on consolidating infrastructure within the datacentre, the SMB market is experiencing a very different but just as pressing set of challenges.

ARN’s Server Market Guide is focused on the latest server offerings and market trends affecting the SMB market and ways in which the channel can assist smaller organisations to improve their infrastructure. The saying “more bang for your buck” is key in the smaller business market but it doesn’t necessarily mean just selling the cheapest box on the truck. SMBs need just as much touch as their larger enterprise counterparts – the trick for their channel partners is to make sure these server offering are adjusted to suit that individual business’ needs. They might not be running as many servers as enterprise clients, but complexity can be just as big an issue for SMBs and therefore any server deployment needs to be done with a delicate and deliberate stroke.

According to IDC analyst, Matt Oostveen, there are tough times ahead for those selling into the SMB market. With interest rate rises, petrol price hikes and a credit crunch taking their toll on all types of organisations, small players are going to be feeling the pinch just as much as anyone else and will need as big a dose of consolidation, integration and smart spending. Those resellers who can provide a healthy mix of all three will best succeed in this space.

Consolidation and better server management were the right ingredients in one SMB-sized Australian manufacturer, according to integration partner, Oriel Technologies. As the team told us in the following case study, the combination of virtualisation and integrated server and storage platforms helped reduce the number of boxes in use as well as improve reliability, manageabiliy and performance.

This month’s Server Market Guide also features sales and implementation tips from industry experts and delves into a few pitfalls integrators need to watch out for when making their SMB pitch. We’ve also included a range of new server platforms from the leading infrastructure vendors.

CHANNEL CHOICE: Vote Now for your favourite in the three categories: Vendor, Distributor and Reseller. Voting closes August 8.

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