The VAR Guy

Solid State Drives: Sales Opportunities Await Mobile, Desktop VARs

Lenovo Guest Blog — Fri, 10 Feb 2012 15:30:25 +0000

A few years ago, Solid State Drives (SSDs) started appearing in laptops. Costs were high and capacity was low, and most of the industry stuck with good old-fashioned Hard Disk Drives (HDDs). Now that it’s 2012, it’s time to rethink the drives you and your customers are using. After all, HDD has been around for a long time (since 1956) so it is not surprising that there is a new drive on the block.

So what is the difference between the two drives? To assist in sorting this out we posed a number of questions to Annabelle Thuan, Lenovo SMB Marketing Manager.

Mahdy: What is the difference between SSD and HDD?

Thuan: The main difference in the technology is that solid state is a flash-based storage and has no moving parts, while hard disk drives are electromechanical and have a moving component called a spinning platter. As you might expect, with no moving parts, SDD is more reliable and durable because it can better absorb shock from laptops’ bumps and drops.

The other big difference is speed. SSD is much faster because it is random access (RAM). This means that data can be located instantaneously by address. HDD, on the other hand, has a two-step process to access the information. The first is that it needs to “seek” the right track on the disk, and the second is that it needs to spin to the right part of the track. This causes a slight delay compared to solid states.

Side by Side Comparison Chart:

Mahdy: What are the advantages of SSD and why would a customer prefer it over HDD?

Thuan: Customers are probably more familiar with SSD technology when they think of digital cameras or mobile phones, but they’ve been gaining market in laptops for a few reasons. The four major advantages of SSD over HDD are:

Increased reliability and durability — as described above, no moving parts = less wear and tear
Better performance — faster response times for data retrieval and improved user efficiency
Smaller form factor — provides the opportunity to build a laptop with a sleeker look and lighter weight
Longer battery life — SSDs use 20% less power than HDDs, providing a cooler system, lower expense from electricity consumption for charging and a longer battery life overall.

Mahdy: What market sector would benefit the most in having SSD in their PCs?

Thuan: SMBs can definitely benefit from solid state drive technology, but there are other market factors per sector that will make sales more prevalent in some over others. With healthcare switching over to Electronic Medical Records (EMR) and Electronic Health Records (EHR), solid states could play really well in that sector due to the reliability and durability of SSD. There could be a boom in SSD sales in this sector in 2012 because Obama’s Hi-Tech Act incentives are set to diminish at the end of this year and the industry is trying to determine the best solution for data storage.

Mahdy: Will there come a point when all computers have SSD? In other words will HDD become obsolete?

Thuan: As the industry stands now, there is a proven market for both SSD and HDD. Ultimately this will become a question of capacity versus cost, and the consideration of customer needs. SSD costs have declined significantly since they launched, but there is still a pricing gap over HDD. As long as that gap stays in place, HDD’s won’t become obsolete.

Mahdy: So is SSD available in all your laptops?

Thuan: We are offering our customers the opportunity to upgrade to a 160GB SSD on specific T420 and T520 laptops for free (Stay tuned for Xseries updates…). This upgrade to solid state drive on ThinkPad Tseries will increase your laptop’s reliability, performance capabilities and battery life. In addition there is also the added value that it will come in a smaller form factor and will generally require less than 1/2 or 1/3 the power of its hard disk drive counterpart. To find out more about this offer and the benefits of SSD, partners can check out our partner portal at www.lenovopartnernetwork.com

Ann Mahdy is communications and PR manager at Lenovo. Monthly guest blogs such as this one are part of The VAR Guy’s annual platinum sponsorship. Read all of Lenovo’s archived guest blogs here.

HP, Central Logic Launch Healthcare-Focused Solutions Line

Dave Courbanou — Fri, 10 Feb 2012 13:58:36 +0000

HP and healthcare software company Central Logic have teamed up to build a robust set of offerings to make hospital and healthcare management more streamlined and more digital. Read on for the details on tablets, touchscreens and software that could be part of a VAR’s vertical-oriented portfolio.

The HP/Central Logic team boils it down to this: Central Logic Core software, a web-based portal for managing patient care and hospital room capacity, now will be integrated in HP’s fleet of healthcare-ready hardware and technology. HP’s Z600 workstations are the entry-level client, and if that’s not enough, a hospital also replace those antiquated whiteboards with the HP TouchSmart 9300. Then, if a hospital wants to go big, it also can mount HP’s 47-inch touchscreen digital signage display for a more “fun” way to manage and use Central Logic Core. If you’re craving some touch without all that size, HP’s Slate 2, recently outfitted for the POS world, also works with Central Logic Core for patient management on the go.

Important to note: This package solution with Central Logic will be sold “exclusively on HP hardware through the HP Healthcare Specialist Partners,” in addition to distribution companies. According to the company, Central Logic also offers a full suite of patient flow software solutions, including patient transfer, physician availability and more. All of the software has been optimized to work with HP’s TouchSmart computers.

Ready for the deep dive, or just looking to peruse the opportunities? HP has a full healthcare portal for partners to dive into. Meanwhile, be sure to check out all the healthcare opportunities that revolve around mobile device management and more.

Apple News Roundup: Steve Jobs and the FBI, iPad 3 Launch

Dave Courbanou — Fri, 10 Feb 2012 13:49:35 +0000

The buzz around Apple is constantly palpable, but not every blip in the Apple newsfeed needs a full blog’s attention. Enter, the Apple News Roundup. Here are the details on the iPad 3′s nearly confirmed specs and release date, plus the FBI’s 1991 investigation into Steve Jobs. Intrigued? You should be.

Jobs in trouble with the law? No, not really. In 1991 the FBI launched an investigation into the person and character of Steve Paul Jobs after then-president George H.W. Bush asked him to join the President’s Export Council. According to Bloomberg:

Bush appointed Jobs to the President’s Export Council on May 24, 1990, where he served until the end of the of the Republican president’s term in January 1993, according to Robert Holzweiss, a researcher at the George Bush Presidential Library in College Station, Texas.

The real buzz around this story, however, is what the investigation revealed. It’s a shockingly similar story to what Steve Jobs’ biography told about the former Apple CEO, including the infamous reality distortion field and his young romance with psychedelic drugs. How’d the report come to light? The FBI can release documents on individuals after they die, but it wasn’t the FBI’s doing. Bloomberg and “others” requested the dossier under the Freedom of Information Act. The fascination with Steve Jobs never seems to stop.

Meanwhile, more iPad 3 leaks are coming to light, with the dead-on accurate blog The Loop confirming AllThingsD’s suspicions about an iPad 3 event coming the first week in March 2012. As if that wasn’t enough, MacRumors has been on the prowl, scooping up all obscure blogs that have been releasing more pictures of alleged iPad 3 aluminum shells. But wait, there’s more! A fancy new LCD circuit board on an (alleged) 10-inch screen has cropped up, clearly showing the logo for display company SHARP. This screen also features three ribbon cables instead of the traditional two on older iPad models — it’s assumed this is because of the super-high resolution.

The Apple buzz never stops, but you can be sure we’ll pick up the beat next week. The iPad 3′s arrival is imminent and I have hunch there will be some more Steve Jobs-related activity during the launch event.

Lenovo Plans Tablet Update to Android Ice Cream Sandwich

Dave Courbanou — Fri, 10 Feb 2012 13:43:19 +0000

Toward the end of 2011, I reviewed Lenovo’s ThinkPad Tablet favorably, finding it was one of the most well-desgined business tablets in its class. Lenovo is announcing that very same ThinkPad Tablet will be upgraded to Android 4.0 Ice Cream Sandwich. But is there more in store?

Lenovo has set the delicious Android upgrade for a spring 2012 launch, so don’t get too excited yet. However, Lenovo promises it will deliver, since the company is “committed to making their tablets ‘future proof.’” That’s something refreshing to hear from a tablet vendor, since oftentimes “older” Android devices are left on the wayside as newer Android devices replace them. It’s also good form for Lenovo, which traditionally has focused in on providing business individuals with a reliable experience.

The Android 4.0 Ice Cream Sandwich update for the ThinkPad Tablet promises to bring browser enhancements, expanded voice dictation and facial recognition technology for unlocking the device. Current owners also will be happy to know the upgrade will happen over-the-air, meaning an uncomplicated series of taps will send them into upgrade-land painlessly. Lenovo recommends anyone more curious about the update visit its tablet page for more info, which, according to the company, should be coming shortly.

NEVEX, Texas Memory Systems Work on Application Acceleration

Nicholas Mukhar — Fri, 10 Feb 2012 13:33:28 +0000

NEVEX Virtual Technologies, an application performance solution provider, and Texas Memory Systems (TMS), a storage technology provider, announced they are partnering to “supercharge” virtual applications for VMware and Microsoft Hyper-V. Buckle your seatbelts — I think we’re about the break the speed limit. Read on for the details …

The companies plan to combine TMS’ Flash-based storage devices with NEVEX’s CacheWorks solution released in November 2011, which is designed to boost customers’ application performance. TMS’ Flash-based SSD storage, meanwhile, accelerates those applications so users can make greater use of their available storage capacity. The result of the integration? Business customers using the newly integrated solution will be able to maximize their Flash storage space and leverage high-performing applications.

“It makes perfect sense for NEVEX to work with ‘The World’s Fastest Storage’ to provide ‘The World’s Fastest Cache,’” said Texas Memory Systems President Dan Scheel in a prepared statement. “By combining our high-bandwidth, low-latency enterprise data storage systems with NEVEX’s application optimization cache software, we provide I/O acceleration for virtualized applications that blows the others out of the water.”

One of those others Scheel alluded to is EMC Corp. , which recently launched its VFCache solution specifically to boost application performance for the enterprise. Following the VFCache announcement, Mark Sorenson, VP of EMC’s Flash Business Unit, and Pat Gelsinger, CEO of EMC Information Products, said EMC plans to lead Flash storage innovation in the enterprise.

It looks like a trend is brewing. Will there be even more Flash storage innovation to come in 2012? All signs point to yes. And we’ll be watching for it.

Intel Readies for Big Splash at Mobile World Congress 2012

The VAR Guy — Fri, 10 Feb 2012 13:22:34 +0000

The VAR Guy is still looking for a ticket to Barcelona for Mobile World Congress 2012, especially as Intel readies itself for a huge announcement at the event. What could it be? Where is Intel headed? How will The VAR Guy get there? Our resident blogger has a few ideas.

Remember the Intel Atom system-on-a-chip phone Intel was shopping around? It wasn’t a production model, just a reference prototype to flex Intel’s mobile strong arm (but not that ARM.) Now it looks as though Intel has a bit more than a reference model up its sleeve, because the company has just announced a huge showcase display at Mobile World Congress. The VAR Guy notes in particular:

CEO Paul Otellini: Otellini will host a news conference at Mobile World Congress on Feb. 27, kicking off an entire day focusing on how Intel plans to expand into “new and existing markets,” specifically, the mobile market. The VAR Guy expects some fluffy timelines and roadmaps, but he also thinks there is huge potential for Otellini to showcase an aggressive and ambitious roadmap that could surprise Intel’s mobile competitors. Intel has graciously provided a link to watch the news live, but of course The VAR Guy would prefer front and center. With a cocktail.
Intel’s Booths: LTE, mobile growth, cloud, wireless networking — they all will be featured at Mobile World Congress, but with a twist, of course: Intel’s sprinkling of how Atom-based devices are driving or expanding those existing marketplaces. If Intel is brave enough to focus on these topics, The VAR Guy is hopeful Intel has something equally ambitious to show off. And the company just may, because …
Intel and Android: Intel is hosting a developer brunch at the event, as well as its App Planet Exhibition, which showcases Intel’s latest AppUp store applications. Intel is hopeful Android developers will be enticed to develop for Intel’s platform, and plans to show demos of “Intel Architecture optimizations” and streamlined developer tools.

If you’re going to Mobile World Congress, let The VAR Guy know if you have a plus-one. Then be sure watch Intel closely all day Feb. 27. Our resident blogger, while normally optimistic, knows full well if Intel fails to impress the mobile world now, the stakes only get higher as ARM continues down the road to domination. In the interest of keeping competition honest, The VAR Guy will continue to root for Intel.

Microsoft Plans Windows 8 Preview at Mobile World Congress

The VAR Guy — Thu, 09 Feb 2012 13:34:09 +0000

When you think Barcelona, Spain, you’re either thinking killer vacation or Mobile World Congress. But surprisingly, The VAR Guy is thinking about Windows 8, too. Microsoft has sent an official invitation to certain members of the press to come check out the Windows 8 Consumer Preview at special event during Mobile World Congress. Our resident blogger is intrigued, but will he be packing his bags? Read on …

A tip of the hat goes to InformationWeek for publicizing Microsoft’s Mobile World Congress invitation. (Alas, our resident blogger has been checking his inbox regularly but has yet to receive said invite.) But other than the invitation and the release and download date for the Consumer Preview, which is coming Feb. 29, 2012, there’s not much else to talk about. The VAR Guy wonders, What can we expect Microsoft to show off that it hasn’t already?

If you thought you got a decent window into Windows 8 during Microsoft’s BUILD conference, our resident blogger would be inclined to agree with you. But there is something slightly different here: Instead of the focus being on developers, Microsoft probably will be focusing on how Windows 8 fits around a consumer experience (duh), with home-use cases (photos, music, etc.) and a much-improved Metro interface with more native applications.

But why Mobile World Congress? Microsoft has no plans to put the Windows Phone 7 OS on tablets. Instead, Microsoft is revamping Windows 8 for a tablet/desktop “no compromise” experience. It’s arguably one of the most ambitious things Microsoft is doing in the consumer space. At Mobile World Congress 2012, the buzz likely will be around Android, with a pinch of iOS for good measure and maybe Windows Phone 7 at the tail end. But to have a whole event around Windows 8 at Mobile World Congress? Microsoft clearly wants Windows 8 in the spotlight.

Just take a look at all the Building Windows 8 blogs — between more streamlined network connectivity and push notifications, it’s clear Microsoft has one goal and one goal only: to show how mobile Windows 8 can be. The VAR Guy will reserve further speculation until the event, but he’d be lying if he said he wasn’t the least bit intrigued. Meanwhile, his suitcase stands at the ready. (Are you listening, Microsoft?)

Leaked iPad 3 Casing Has More Room for Battery, New Screen?

Dave Courbanou — Thu, 09 Feb 2012 13:24:02 +0000

The latest beat on the Apple rumor street is that the iPad 3 may look almost identical to the iPad 2. That is, save for the gorgeous retina screen and upgraded internals. Pictures of an iPad 3 shell have been leaked, suggesting a few moves by Apple that could be more interesting than an upgraded CPU. Here are the details …

A tip of the hat goes to MacRumors for aggregating the data. It turns out repair site RepairLabs apparently received a photo of an alleged iPad 3 rear-case aluminum shell. At first glance, it’s identical to an iPad 2 shell, but a closer look shows rerouted mount points for internal circuitry. RepairLabs suggested a smaller motherboard is likely, which means the iPad 3 will have more room for batteries. New mounting hole locations also suggest a different-style screen will adorn the front of the iPad 3, nicely coordinating with all the buzz about a retina display.

I’m inclined to believe the iPad 3 will not be thicker, larger or heavier, but will be identical to the iPad 2 from the outside, much like the iPhone 4S is aesthetically the same as the iPhone 4. Only after turning it over could someone tell it’s an iPad 3. Keeping the iPad 2 form factor means users can take advantage of the huge amount of accessories and peripherals that have been designed for the smaller iPad 2. It also means Apple and OEMs alike don’t have to build anything new or special to capitalize on the iPad 3 accessory scene.

Apple also may be making design changes on the iPad similar to the lifecycle redesign of the iPhone. The original iPhone was a radical new design, which was quickly redesigned (3G) and recycled (3GS) for a second season, until the iPhone 4. We currently have the iPad original, followed by the iPad 2, and the 3 likely will be identical. The iPad 4, it stands to reason, will be potentially a complete redesign. If this rear aluminum shell is real, the iPad 3 announcement should be coming shortly, maybe even in the next 30 days.

ZyXEL Offers Up New Incentive-Based Channel Rewards Program

Dave Courbanou — Thu, 09 Feb 2012 13:15:40 +0000

Smaller channel programs are getting makeovers in 2012. We recently looked at Logitech’s burst of VAR love and channel improvements coming to D-Link VARs, and now networking company ZyXEL Communications is working its VAR mojo by adding a new incentive-based loyalty program to its channel partner program.

ZyXEL has christened the new program the ZyXEL Channel Incentive Program, or CIP for short. CIP plans on bringing “increased benefits” to U.S. and Canadian ZyXEL partners by giving them an American Express reloadable funds card. Partners leveraging CIP now have access to money and rewards faster than before. But how does a partner track said rewards? That’s where ZyXEL’s new cloud portal comes into play: The revamped, web-based dashboard will give ZyXEL partners a birds-eye view to track all current promotions, incentives and more.

ZyXEL’s press release was a little light on any extended incentive details, but ZyXEL noted that partners in CIP also will have access to beta testing programs, discounts, training, certification and many other web portal goodies.

Worth noting: These moves are eerily similar to the improvements D-Link has made with its own partner program. It’s quite possible that this signals a level of competition between D-Link and ZyXEL in the channel.

Chrome Browser Now Available on Google Android 4.0 Devices

Dave Courbanou — Thu, 09 Feb 2012 12:59:22 +0000

Google Chrome, the browser that spun off the sensation of Chrome OS and more, is now coming to that other ubiquitous Google platform, Android. Why? How? What? It’s not that complicated, it’s just a browser. Here’s what Android devices can look forward to.

Google realizes browsers can be portals to more than web pages: they’re home base for browsing, bookmarks and more. Building Chrome for Android (but only Android 4.0, a.k.a., Ice Cream Sandwich) brings that desktop experience down to a tiny ready-to-go package. Google also understands the mobile lifestyle, so Chrome for Android comes outfitted with a bunch of features that make moving from your desktop to your tablet or phone seamless. So, what are all these cool new features?

Tabs: Not groundbreaking, but always appreciated. Google Chrome for Android features a more elegant tabbing system.
Sign-in and Sync: Sign into Google Chrome on your Android device and suddenly your desktop favorites and personal settings get synchronized across.
Get Up and Go: Once synchronized, users can choose to have their desktop Chrome tabs already loaded up and available on their Android phone. Pick up where you left off reading or researching without worrying about bookmarking or sending a list of links to your phone.
Privacy: The infamous incognito mode is here in Chrome for Android, making it easy to ensure web browsing activity is conducted completely in private.

Google even produced a cute little video about it all:

Click here to view the embedded video.

Again, only Android 4.0 Ice Cream Sandwich devices can test drive Chrome for Android, which, unsurprisingly, is in beta. But it is readily available on the Android Marketplace should you choose to download it. How Chrome on Android plays into Chrome OS in the future remains to be seen. I anticipate a lot of crossover, but I think Chrome OS will stick around.

Can HP CEO Meg Whitman Impress Hewlett-Packard Partners?

The VAR Guy — Thu, 09 Feb 2012 05:41:53 +0000

At the HP Global Partner Conference next week, Hewlett-Packard CEO Meg Whitman will have the opportunity to engage and energize partners. But the event will also serve as a proving ground for Whitman and HP. Indeed, some partners want further assurances that HP is back on track after the company lost its way in 2011. Here’s a preview from The VAR Guy.

Whitman is scheduled to address the HP Global Partner Conference audience in Las Vegas on Wednesday, Feb. 15. Rumor has it The VAR Guy will be in the house for the HP event — one of the Top 100 Channel Partner Conferences of 2012. The VAR Guy will be listening closely for updates on HP’s channel partner strategy. But our resident blogger also wants big-picture updates from Whitman. Among the elephants in the room from 2011 that Whitman must restore partner faith in…

1. HP Leadership: Former HP CEO Leo Apotheker was in place only from November 2010 to September 2011. HP’s board ousted Apotheker after the company’s WebOS strategy imploded and HP’s commitment to the PC market came into question. Apotheker’s tenure was the latest in a long list of CEO hirings and firings in the past decade.

Whitman arrived in September 2011 to restore HP’s credibility with Wall Street, customers and partners. But can she prove to partners that she’s made a long-term commitment to getting HP back on track?

2. HP Hardware: For several weeks in 2011, HP considered spinning off its PC business (the HP Personal Systems Group). The debate was leaked to the media during former CEO Apotheker’s tenure.

On one side of the debate, many partners wanted HP to retain its PC business to offer customers total IT solutions.
On the other side of the debate, some investors wanted HP to shed its PC business in order to improve margins and to focus on growth markets.

HP ultimately decided to hold onto its PC business. Now, Whitman must prove that the hardware debate has ended — explaining why PCs remain core to the HP portfolio.

3. HP Software: Hewlett-Packard has never been a software powerhouse. The much-hyped WebOS strategy was supposed to help HP compete with Apple iOS and Google Android. Former CEO Leo Apotheker promised to make WebOS run on all HP devices — tablets, smartphones, PCs, printers, etc. Instead, HP pushed Apotheker out the door and pulled the plug on WebOS hardware. These days, WebOS is shifting to the world of open source but there are no guarantees for success.

After HP’s WebOS debacle, Whitman must prove to partners that HP’s recent buyout of Autonomy — for $10 billion — was worth the price and offers partner opportunities.

4. The Cloud: At the 2011 HP Americas Partner Conference (HP APC), former CEO Apotheker made rambling statements about HP’s cloud strategy — claiming the company was preparing to compete with Apple iTunes, Amazon Web Services and other big cloud services. Apotheker failed to offer any real details … and he didn’t say how channel partners would fit into the HP cloud strategy.

Whitman has an opportunity to right those wrongs. The VAR Guy will listen closely to determine if Whitman delivers the goods.

How to Sell Cloud Services to New and Existing Customers

EVault Guest Blog — Wed, 08 Feb 2012 15:30:01 +0000

According to a recent Forrester Research report, about half of all midsize companies are either actively exploring cloud-based services or are already implementing them. Why? These companies can clearly see the benefits: reduced infrastructure costs, pay-as-you-go services, enhanced flexibility, greater agility, and significantly reduced IT costs and time.

Value-Added Resellers (VARs) and service providers should be seeing something, too: the opportunity to meet the demand for cloud-based services in the small and medium business (SMB) market. Here’s a real opportunity to upgrade your organization’s offerings and bring new solutions to your existing customers, as well as reach customers you couldn’t before.

To deliver cloud services, you may need to make a few business changes. This may be an entirely new business model for you. And, because the decision to move to cloud computing is typically made at the executive level, some of your sales teams may need to invest in executive-specific selling skills.

Also, as the hype surrounding cloud services continues to grow, it’s important to focus on what’s important. For example, most customers won’t care about a lot of the technical details. They just want to know how to access their information and make sure it stays secure. So selling cloud services doesn’t require you to keep a cloud technology “guru” on staff; that’s a function cloud technology and services vendors can fulfill. You can focus on what you do best – solving your customers’ business problems.

The best way for VARs and solution providers to sell cloud services to SMB customers is to discuss the technology’s business advantages as they relate to customer needs and pain points throughout the sales cycle. Describe how the technology can improve their business, drive down costs, and increase productivity and network performance. It’s a value proposition sure to interest them.

Though you don’t need to be steeped in the technology, its not enough to talk about only the cloud’s business advantages. You must also reassure your customers that your cloud services are secure and supported by a reliable, enterprise-level infrastructure technology and services provider. Your technology and service provider should be able to arm you with information to help you answer these common questions from customers. If not, you might need to reconsider if you have the right partner to help you grow your business.

Do you meet security standards for compliance?

Customers will be looking for cloud service providers that meet their industry’s security compliance standards. Hospitals, for example, have strict guidelines for protecting patient records, just as banks need to ensure client records are encrypted and protected. Consider your target customers and organize your offerings to meet their industry-specific security standards.

Do you offer service-level agreements (SLAs)?

Customers want to know about your service guarantees, planned services outages for their operations, and more. Your service-level agreements (SLAs) with your customer is an important part of your offering.

Do you offer solution deployment flexibility?

The cloud may not solve all your customers’ needs. A cloud-connected approach, on the other hand, will include cloud, on-premise, and hybrid deployment options. For example, your customer may wish to store backup data onsite for fast access, but also automatically replicate the backup data to the cloud for greater disaster protection. Customers can pay only for what they need as they grow or shrink, while minimizing IT budgets or freeing an IT department to focus on other initiatives.

How will my organization’s data be protected?

Failproof recovery is critical; an organization that loses its data is out of business. Be prepared to talk about how your service is backing up its own servers—preferably by replicating backup data offsite to a separate location via secure data transfer that’s optimized for wide area networks (WANs).

What happens in the event of a disaster?

Customers will be looking for your foolproof data backup and disaster recovery plan. They want to know their service provider can get their data—and their business—back up and running quickly in case of disaster.

In summary: When choosing which cloud services to offer to your SMB customers, ask yourself the following questions.

Does the technology support your ability to get your customers’ data back quickly, mitigate their risk, and decrease their exposure during a disaster?
Is it reliable, secure and efficient?
Does it hurt day-to-day performance or, instead, increase network performance and leave mission-critical programs free to do their job?
Is the technology available in various deployment options—enabling you to tailor a solution to your customers’ needs (and, not coincidentally, giving you more ways you to make money)?

Perhaps most important, does the technology services vendor have your back when something goes wrong? Their service to you should be every bit as good—if not better—than the service you want to offer your customers.

Felix Santos, CISA, CISM, ISSM, is responsible for Compliance and Information Security for EVault, the online backup company. Monthly guest blogs such as this one are part of The VAR Guy’s annual platinum sponsorship. Read all EVault guest blogs here.

The VAR Guy

Solid State Drives: Sales Opportunities Await Mobile, Desktop VARs

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HP, Central Logic Launch Healthcare-Focused Solutions Line

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Apple News Roundup: Steve Jobs and the FBI, iPad 3 Launch

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Lenovo Plans Tablet Update to Android Ice Cream Sandwich

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NEVEX, Texas Memory Systems Work on Application Acceleration

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Intel Readies for Big Splash at Mobile World Congress 2012

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Microsoft Plans Windows 8 Preview at Mobile World Congress

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Leaked iPad 3 Casing Has More Room for Battery, New Screen?

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ZyXEL Offers Up New Incentive-Based Channel Rewards Program

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Chrome Browser Now Available on Google Android 4.0 Devices

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Can HP CEO Meg Whitman Impress Hewlett-Packard Partners?

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How to Sell Cloud Services to New and Existing Customers

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