Ziff Davis Internet
News & Resources for the IT Reseller
NewsReviewsTech AnalysisCommentarySecurityLinux/Unix
My Account |  

New Arrow Unit to Focus on Sun Storage Line
By John Hazard

Distributor Arrow Electronics is building a new business unit around Sun Microsystems’ storage solutions.

This move takes advantage of Sun’s growing storage presence following its acquisition of StorageTek last June, Arrow officials said.

The distributor also announced on Feb. 13 a deal with Sun to move the vendor’s StorageTek line of tape storage solutions through its MOCA unit of Sun resellers.

“The idea is to get a robust infrastructure in place to support the entire Sun line and to get the StorageTek legacy resellers who don’t already have an affiliation with Sun engaged to sell the entire Sun [storage] line,” said Kevin Powell, vice president of Enterprise Software for Arrow’s Enterprise Computing Solutions.

“This is a great opportunity for both groups. StorageTek resellers will add to their product portfolio and Sun can leverage a StorageTek footprint, where there is no Sun footprint,” Powell said.

Arrow, based in Melville, New York, is adding eight new employees, including a field director for Sun storage sales, as well as storage specialists on the engineering and sales side, to “beef up” its current Sun storage resources.

PointerClick here to read about Sun’s “try-and-buy” program for its new Sun Fire T2000 system.

Channel Insider Special Report: IT Spending in the Channel

The as yet unnamed unit will be led initially by Bill Page, currently senior vice president of MOCA’s services business and an Arrow veteran.

Arrow’s first task, Powell said, is to convince StorageTek resellers to sign on as Sun resellers. Once on board, StorageTek legacy VARs will receive an orientation and training in the balance of the Sun line, he said.

Sun acquired the tape storage provider in June 2005 for $4.1 billion to fill out its nascent storage practice and round out the portfolio as the Santa Clara, Calif., company prepares to compete with EMC, Hewlett-Packard and IBM for position in the data center market, where bundled servers and storage are the foundation of the grid computing concept.

Sun also announced plans the week of Feb. 6 for an OEM business unit, which officials said it created to take advantage of the continued migration in data centers away from proprietary hardware and software and toward more open- and industry-standard products.



Free Hands-On Training Lab
Find out how key features of SBS 2003 can help you open up a new line of revenue. Register now >>

SBS 2003 Sales Reference Card
This handy reference card contains features at a glance, sales objection handling, pricing guidelines & more. Get it now >>

Microsoft Empower for ISVs rewards your big idea with big benefits and support.
Access key development tools at a low cost to help you develop that idea into an innovative application. Learn more >>

Changing Business for the Better: A Practical Guide to BPM

This paper provides an overview of the benefits of BPM technologies and identifies the characteristics of BPM solutions that lead to successful BPM process-centric integration projects.

Download this free white paper to learn more!

>> brought to you by IBM

Attention Microsoft Solution Providers!

Want to gain a competitive edge? Try Microsoft Watch – FREE!

Each week you receive:
  • Microsoft News and Insider Information
  • Expert Analysis
  • Code Names of Upcoming MS Products
  • Year-Ahead Calendar, updated monthly

    Click Here to sign up now for your FREE 14 Day Trial to Microsoft Watch.
  • Add up to $1,200 of value with the new BONUS PACKS.
  • HP PartnerONE: The key to increasing your margins.
  • HP Compaq nc6129 Business Notebook. $1149 Smart Buy
  • HP xw8200 workstation. Smart Buy price $1549.
  • ProLiant DL360G4p server: HP Smart Buy price $1647
  • Microsoft files new anti-piracy lawsuits. Learn more.
  • New offers with Windows Genuine Advantage.

    •Catalog Publishing
    •Dealer Management
    •Order Configuration
    •Price Management
    •Sales Management

    View All >

    Search the jobs you want & get the info you need – post your resume here today!

    Powered by Dice
    White Boxes
    MS vs. IBM
    Linux in the Channel
    Stay in the Zone
    Put The Channel Insider on your desktop.
    Subscribe to The Channel Insider: Channel News, Reviews, Resources and more.

    Make your selections below:

    Contract Watch

    The Channel Insider Update

    Preferred e-mail format:

    Enter your e-mail:

    view all newsletters >>
    Channel Insider Quick Links
    Ziff Davis Footer Logo