Expansion of the Recommended Approach for Storage Services John Varghese With Anna Levine June 22, 2004
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 • 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 • Software • Veritas • Legato • CommVault • DataCore • Hardware • Adic • EMC • NetAPP • SAN Switches • McData • Qlogic • Cisco • Brocade
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 • 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 • 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 • 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.