SupportNet Inks Exclusive Deal For Tool For iSeries

The Indianapolis-based distributor, a division of Arrow Electronics' North American Computer Products group, has signed an exclusive deal to use Midrange Performance Group's Performance Navigator and Second Opinion Service, according to Support Net.

The service would cost $750 to $1,000 if purchased directly from Midrange Performance Group, said Eric Williams, executive vice president at SupportNet.

A free SupportNet tool has helped solution providers close more than 100 iSeries opportunities worth $20 million.

"It measures performance management and capacity and allows solution providers with server consolidation or logical partitioning opportunities to look at customers' needs, take a more exact picture of what the customer needs and create a more efficient proposal," Williams said. "In most cases, the solution is different from what the customer is asking for."

SupportNet has closed more than 100 iSeries opportunities with the tool, accounting for more than $20 million in revenue, he said.

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Last year, SupportNet gave away the tool in free trials but charged solution providers that closed opportunities using the tool. This year, however, there is no charge period, Williams said. "After we closed the increase in our close rate and received some positive feedback, we decided to offer it as a general service," he said.

SupportNet's iSeries close rates using the tool are double the normal rate, he said. While not detailing his company's success with the tool, "I'd be safe to tell you [that when we [use this tool, we double our normal close rate," he said.

"Upgrades in the past were more on projections without substantial data to support a modeling,good guesswork," said Chris Henry, regional director of sales at Software Information System, a Lexington, Ky.-based solution provider. "Oftentimes, business partners in the sizing of systems would overprovision on a CPU and [commercial processing workload and disk arming for purposes of not getting it wrong. This gives me the ability to confidently architect a system that will perform well [from day one."

The system leverages data collected from iSeries servers to generate a snapshot of performance, CPU utilization, commercial processing workload, page faulting and disk arming, Henry said.

If anything, it almost works a little too well, he said. "From a cost standpoint, this is not a great thing if you make a living selling hardware," he said. Customers often spend less than they expect once Software Information System determines the correct iSeries configuration, Henry added.

"I do not engage in an iSeries upgrade opportunity without using this tool," he said.