Tech Data's SAN Solution

The bundle includes Brocade Communications Systems' SilkWorm 3200, an eight-port Fibre Channel fabric switch; Computer Associates International's BrightStor ARCserve Backup v9 software; and Emulex's LP9002L host-bus adapter.

The bundle is part of Tech Data's efforts to help solution providers better sell more complex technology and services, said Roy Appelbaum, vice president of networking and storage technologies at Tech Data.

"It's a competitive world, and we want to empower these guys to take advantage of new business opportunities," Appelbaum said. "We've improved our line card, and some mainstream manufacturers that were focused on the Unix space or direct space are now coming to Tech Data and the Intel- and Microsoft-based resellers to service the midsize marketplace."

The bundle is targeted at midsize enterprises with about 500 Gbytes of storage needs, Appelbaum said. It works in a distributed Intel-based environment in the Windows NT/2000 space and allows users to easily migrate to a SAN-based backup from an existing direct-attached storage state with either server-attached tape backup or shared tape backup over a LAN, according to Tech Data.

Brady Graham, senior account representative at Clearwater-based solution provider GovStreet USA, believes the bundle will help his company develop a storage practice.

"We really have not gotten into SAN, in part because, where do we start? We see a lot of potential in it, and it's good to see three vendors coming together with a common goal," Graham said. "Even if this bundle won't fit everyone's needs, it's a starting point and this takes the guesswork out of, 'Is it compatible?' They went through the trouble of testing it."

Graham also said the price point,less than $20,000 to end users,is attractive. "Up to this point, it's been hard to get a SAN [solution for under $25,000. This will be attractive to SMBs," he said.

Solution providers can make 20 to 30 points on the solution including services, and can expect revenue of between $10,000 and $20,000 excluding services with the bundle, Appelbaum said.

Tech Data will support the solution with logistics management, technical assistance, systems engineers, business development, vendor product specialists, education and training, credit/financing options, marketing and configuration support, Appelbaum said.