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Ingram builds virtualisation business with Avocent

Ingram builds virtualisation business with Avocent

Focus on integrating and managing VMware environment, and bundling solutions

Infrastructure management vendor, Avocent, has brought on Ingram Micro as its third local distributor.

Country manager, Ed Havlick, said the partnership with Ingram locally came off the back of distribution agreements in the US and Europe. The ongoing development of Ingram's Solutions Group, along with its virtualisation push and partnerships with tier-one vendors like HP and IBM, made it a strategic deal for Avocent, he said.

Avocent provides localised and remote central management and integration tools across virtual and non-virtual servers, as well as network and power management products.

"With Ingram, we're focusing on integrating and managing that VMware environment and are working on bundling solutions," Havlick said. "Ingram is in the right place now with its systems integration program and there are opportunities for both organisations in Australia."

The vendor will continue to work with existing Australian distributors, Anixter and Comsol.

"Anixter is in the cabling business and sits at the early adopter stage with clients building a datacentre," Havlick said. "Comsol has been a loyal Avocent partner for years and heavily focuses on providing solutions that bundle complementary vendor technologies. They have a strong footprint in the marketplace, but they don't have the breadth Ingram offers. I see all three [distributors] as covering different segments of the market."

As reported previously in ARN, Ingram has flagged virtualisationas a key growth segment and is recruiting complementary vendors to VMware's technologies. Last month, it announced a distribution agreement with datacentre management vendor, PlateSpin.

Ingram virtualisation practice manager, Peter Pollari, said Avocent fit into its whole-of-business approach to virtualisation and infrastructure management.

"We identified a particular product of Avocent's that would sit in our virtualisation business, which was the DSView consolidated management tool," he said. "This gives resellers the ability to manage datacentres locally and remotely.

"Many organisations have centralised datacentres, then a smaller, regional operations. We saw the need for resellers, when servicing these customers, to be able to manage the entire network regardless of where the datacentre may be. And not just manage the network traditionally, but also through out-of-band management, which is an important emerging technology area."

The distributor has also brought on Sydney-based integrator, Technical Architecture Solutions (TAS), to provide third-party integration services to other channel partners. Havlick said Avocent was looking at working with TAS, but pointed out the vendor also provided its own professional services offering.

Integrators interested in partnering with Avocent will need to complete solution-based sales and technical training and meet volume targets, Havlick said. The vendor plans to run a two-day training course for partners in early May.

"We're not out to get a tonne of partners - they have to demonstrate the ability to do a consulting type of sale," he said.


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