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Expansion of the Recommended Approach for Storage Services. John Varghese With Anna Levine June 22, 2004. Short Term Approach. Summary. Acquire more certifications. Currently working on becoming SUN Enterprise certified and Veritas certified

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expansion of the recommended approach for storage services

Expansion of the Recommended Approach for Storage Services

John Varghese

With

Anna Levine

June 22, 2004

summary
Summary
  • Acquire more certifications. Currently working on becoming SUN Enterprise certified and Veritas certified
  • Familiarize with all storage products that GTSI sells and start developing a reputation of being ‘vendor agnostic’
  • Focus on Veritas and SUN-3rd party billable opportunities for now.
  • Engage with ESCs, Account Managers, and Tech Teams on face to face basis regularly and start instilling a culture that Storage Service opportunities should be referred internally to GTSI services.
  • Develop a lab environment for Training purposes.
  • Explore service partnership with Veritas
acquiring certifications
Acquiring Certifications
  • SUN SCSA – 06/02/04
  • SUN SCNA – 06/24/04
  • SUN Workgroup – 07/15/04
  • Veritas FSE-035 (Certified for Volume Manager and File System – 07/31/04
  • Veritas NetBackup – 08/30/04
  • Veritas Cluster Server – 09/30/04
  • SUN Enterprise Certification - ???
familiarize with storage products
Familiarize with Storage Products
  • Software
      • Veritas
      • Legato
      • CommVault
      • DataCore
  • Hardware
      • Adic
      • EMC
      • NetAPP
  • SAN Switches
      • McData
      • Qlogic
      • Cisco
      • Brocade
billable opportunities
Billable Opportunities
  • Engagements with BDEs and ESCs
        • Letter Ready to be sent out to BDEs and ESCs. Casual engagements already taking place. Attending weekly Storage Meetings regularly
  • Develop Pipeline through Capture Team
        • Create Document that will help them utilize me better
  • Seek partnerships with Veritas, SUN, NPlusone, NetApp
        • Veritas contact: Justin DuHaime + Brendan McCarthy
        • Sun Contact: Matt Vandermost
        • NPLusone Contact: Cabot Davis
        • Net App Contact: Michael McGrann
  • Case Studies
build a lab environment
Build a Lab Environment
  • Acquired permission from Storage Team to share equipment:
        • SUN Blade 1000
        • EMC Clairion
        • StorageTek L40 Tape Library
  • Veritas 90 day licenses
  • Additional Equipment needed:
        • SUN E250 Server (SUN Team)
        • HP/Compaq Server (HP Team)
  • Sanjay Barthakur
exploring partnerships
Exploring Partnerships
  • SUN Service
    • Only interested in SUN products.
    • Need help in Enterprise and Security
    • Wants to see service @ GTSI grow from $3 million to $13 million
  • Veritas Service
    • Last year 11% of revenue @ GTSI was service
    • Want to grow PS to $2 million/year
    • Grow service through licenses
  • NPlusOne
    • EMC and Veritas certified workshop
    • About 40 employees
    • Can offer Veritas Support for DBA
    • Can offer EMC support for Architecture and Design
  • NetApp Service
  • Adic Service
long term approach
Long Term Approach
  • Offer vendor agnostic strategies in the Discover, Define and Deliver process of project.
  • Build relationship with sales managers that will allow us to engage with customers in the earliest phase of the project so we can offer “Discover, Define and Deliver” process
  • Explore service partnership with other storage vendors
  • Incorporate additional staff and train existing staff that will focus on EMC services, NetApp services, and Adic services
  • Expand on the GTSI Strategic Services Manual focusing on case studies and templates for Solution Deployments.