Ingram targets SMEs in pan-Europe push
Distributor to help VARs expand Windows storage and server offerings
Distributor Ingram Micro Europe is targeting SMEs with a pan-European programme to help resellers expand their Windows Intel-based storage and server applications business.
The scheme will run in all 14 European countries in which Ingram operates until the end of September, and will focus on providing complete hardware and software packages rather than single-product sales.
The initiative follows a similar push by the distributor in the mobility arena.
"Mobile sales grew by more than the industry average during this promotion," said Kevin Vine, director of networking services at Ingram Micro.
Anita Lussenburg, Ingram's director of European vendor management, said: "Lots of SMEs are using a basic server or powerful desktop with an early Windows operating system, tape backup and very little security.
"They need more server and storage capacity. The aim is to make SMEs good offers and a safe sell for resellers."
Lussenburg added that Ingram is putting more emphasis on security requirements.
Symantec's security and business continuity software will be available Europe-wide, along with APC's power management.
The European campaign will educate resellers about business potential, and will include promotional and training support. Vendors such as Hewlett-Packard (HP), IBM, Fujitsu Siemens Computers, Intel, Microsoft, Symantec and APC are backing the initiative.
The programme will be implemented locally with country-level variations.
For instance, Ingram currently has no UK agreement with Fujitsu Siemens.
HP, IBM and Fujitsu Siemens (except in the UK) will provide Intel-based hardware, with Microsoft providing Small Business Server and Windows Server 2003. Networking will include products such as HP's ProCurve.
Lussenburg said individual countries will provide other vendors' products and put together system bundles. Some storage hardware, media and software will come from the various storage specialist providers.
Simon Aron, managing director operations at reseller Eurodata Systems, said storage will be a massive growth area in SMEs in the next few years.
"When servers are replaced SMEs will not buy direct-attached storage because it does not make sense, but they will buy a centralised storage device," he said.
IDC predicted that the western European low-end server packages market will be worth about £2.5bn this year, and the storage market worth £4bn.