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Subject: FW: First Fujitsu Story Hits on Channel Insider
Date: Tue, 13 May 2008 22:40:15 -0700
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Thread-Topic: First Fujitsu Story Hits on Channel Insider
Thread-Index: Aci1fOv1cTEoUmDwStaiMNY+ss99/wABy6DA
From: "Bob Miller" <bob.miller@onstor.com>
To: "org-All Employees" <org-all@onstor.com>

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First article on our Fujitsu announcement. Just think what we can do
with Cougar!

We can now go after NTAP with a strong channel partner.

As this article says customers are fed up with NTAP and EMC locking them
in and now they will have a great alternative with ONStor.

Congrats to Tom, Narayan, Douglas  and everyone who helped put this
together.

Regards

Bob

=20

From: Angela Griffo [mailto:agriffo@trainercomm.com]=20
Sent: Tuesday, May 13, 2008 9:43 PM
To: Bob Miller; Tom Gallivan; Douglas Gruehl; jvoong@dystrick.com;
Narayan Venkat; collaboration@dystrick.com; Shiva Shankar
Cc: ONStor (Trainer)
Subject: First Fujitsu Story Hits on Channel Insider

=20

Hi team,

The story hit on eWEEK's Channel Insider home page and it's extremely
positive!  Based on our pre-briefing with Sharon she hit all the high
points.  The joint reseller Gary Newgaard from Paragon had some
wonderful things to say like the agreement "opens up a much greater
addressable market for the channel, giving both Fujitsu VARs and
customers and OnStor VARs and customers access to the Bobcat technology.
Newgaard says the Bobcat also fills a gap in Fujitsu's storage product
line for midmarket businesses who need to link multiple storage domains,
many of which are on hardware from different vendors."   He offers
strong reseller support which exactly what we want.  Also, gotta love
all the shots at NetApp throughout the story.  Congrats on a wonderful
placement!

=20

We're hoping Byte and Switch, searchstorage and others will hit
throughout the week.  I'll continue to send clips as they come in.

=20

Cheers,

A

=20

http://www.channelinsider.com/c/a/Storage/Fujitsu-OnStor-Take-Swipe-At-N
etApp/

=20


Fujitsu, OnStor Take Swipe At NetApp


DATE: 2008-05-13

By Sharon Linsenbach
<http://www.channelinsider.com/cp/bio/Sharon-Linsenbach/>=20

=20

Fujitsu inks agreement to resell OnStor's Bobcat NAS Gateway, pitting
the vendor against market leader Network Appliance.

Network Appliance might want to prepare for a brawl.  Fujitsu's
strategic alliance with OnStor, announced today, will allow the vendor
to sell OnStor's Bobcat NAS Gateway with its own Eternus storage
products.

Fujitsu and OnStor say the partnership will help wean customers from the
pricey licensing and lengthy contracts of market leaders NetApp and EMC
without sacrificing performance.

Cracking that market is no trivial feat, however. Analysts say the two
market leaders have the midmarket and enterprise NAS and iSCSI SAN space
mostly locked up.  An IDC report from the first quarter 2008 reports
that, in the NAS market, EMC leads with 41.2 percent revenue share
followed by Network Appliance with a 28.3 percent share. Net App
continues to lead the iSCSI SAN market with 19.6 percent market share,
followed by EMC with 17.4 percent, according to IDC.=20

But given VARs disdain for EMC and NetApp's notoriously high licensing
fees and restrictive, long term contracts, the space may be ripe for
competition.=20

One Maryland-based NetApp VAR,  who asked not to be identified, says
both NetApp and EMC products hit customers like an addiction -- it 's
simple to implement and integrate entire solutions, but once they're in
place, the software license fees are exorbitant and it is difficult move
customers off of the entrenched technology.

According to Dave Egan, senior vice president of storage at Fujitsu, the
OnStor agreement creates an alternative for customers and also stakes a
serious claim for more North American marketshare for Fujitsu
independent of its existing global reseller agreement with NetApp. =20

"This is a major strategic move for us to grow our market share in North
America.  As that grows, our NetApp relationship won't go away, but we
won't be marketing or relying on it as heavily," says Egan.

Egan says reselling the same products as NetApp in North America was
problematic, and created friction for both Fujitsu and smaller NetApp
channel partners.  With the new agreement, Fujitsu becomes OnStor's
largest North American reseller, says Tom Gallivan, senior vice
president of worldwide sales at OnStor.


Gary Newgaard, President of Paragon Systems, a Washington-based partner
of both Fujitsu and OnStor, says the agreement opens up a much greater
addressable market for the channel, giving both Fujitsu VARs and
customers and OnStor VARs and customers access to the Bobcat technology.
Newgaard says the Bobcat also fills a gap in Fujitsu's storage product
line for midmarket businesses who need to link multiple storage domains,
many of which are on hardware from different vendors. =20

OnStor says the Bobcat offers a solid state design with multi-core
processing for extremely fast performance.  The Bobcat's OpenSAN storage
support is heterogeneous, allowing the Bobcat to work with storage
devices from any storage hardware vendor.  The modular Bobcat allows
VARs to add power and capacity on-demand and the included EverON
software suite allows for both data management and data protection,
OnStor officials say.=20

 According to Gallivan, virtualization capabilities are built into the
Bobcat and the devices are certified to work with VMware's
virtualization technology. =20

While the built-in virtualization capabilities may excite some
resellers, Newgaard says the real value of OnStor's Bobcat lies in the
fact that customers get enterprise-class file serving and storage
performance at reasonable prices.

"This gives solution providers the same capability to connect multiple
data stores for midmarket businesses that customers get on the high-end
enterprise level, and the software licensing fees are still very
appealing," Newgaard says.  =20

Newgaard says that while he believes Fujitsu has one of the most
comprehensive technology portfolios ranging from supercomputers to
consumer notebooks, the vendor hasn't traditionally been strong in NAS
in North America.

He says he'd been approached by Fujitsu in February 2008 about carrying
their storage products, and says he's looking forward to bringing the
Bobcat to market. "Fujitsu's definitely trying to get more front-of-mind
awareness in the U.S. market, and this is a great way to do it. OnStor's
really good at connecting disparate data stores no matter what vendor
created the drives," Newgaard said.

The OnStor Bobcat NAS Gateway will be integrated into Fujitsu's Eternus
product offering but will remain OnStor branded, says Gallivan.  The
companies are in talks to distribute the solution through Tech Data and
CDW, he says. =20

=20

=20

Angela Griffo | Trainer Communications

p 949.240.1749 | c 949.842.7695 | f 949.240.7409 agriffo@trainercomm.com

4900 Hopyard Road, Suite 100 | Pleasanton, CA 94588 |=20
www.trainercomm.com <http://www/trainercomm.com>=20

=20

2008 Bulldog Award Winner | "PR Innovation of the Year"

2008 Iron Sabre Certificate of Excellence | "Product of the Year"

2007 PRSA Silver Anvil Award Winner | "Community Relations Campaign of
the Year"

2006 MarCom Creative Gold Award Winner | "Best Promotion Campaign:
Special Event"=20

=20


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<body lang=3DEN-US link=3Dblue vlink=3Dpurple>

<div class=3DSection1>

<p class=3DMsoNormal><span =
style=3D'font-size:11.0pt;font-family:"Calibri","sans-serif";
color:#1F497D'>First article on our Fujitsu announcement. Just think =
what we
can do with Cougar!<o:p></o:p></span></p>

<p class=3DMsoNormal><span =
style=3D'font-size:11.0pt;font-family:"Calibri","sans-serif";
color:#1F497D'>We can now go after NTAP with a strong channel =
partner.<o:p></o:p></span></p>

<p class=3DMsoNormal><span =
style=3D'font-size:11.0pt;font-family:"Calibri","sans-serif";
color:#1F497D'>As this article says customers are fed up with NTAP and =
EMC
locking them in and now they will have a great alternative with =
ONStor.<o:p></o:p></span></p>

<p class=3DMsoNormal><span =
style=3D'font-size:11.0pt;font-family:"Calibri","sans-serif";
color:#1F497D'>Congrats to Tom, Narayan, Douglas &nbsp;and everyone who =
helped
put this together.<o:p></o:p></span></p>

<p class=3DMsoNormal><span =
style=3D'font-size:11.0pt;font-family:"Calibri","sans-serif";
color:#1F497D'>Regards<o:p></o:p></span></p>

<p class=3DMsoNormal><span =
style=3D'font-size:11.0pt;font-family:"Calibri","sans-serif";
color:#1F497D'>Bob<o:p></o:p></span></p>

<p class=3DMsoNormal><span =
style=3D'font-size:11.0pt;font-family:"Calibri","sans-serif";
color:#1F497D'><o:p>&nbsp;</o:p></span></p>

<div>

<div style=3D'border:none;border-top:solid #B5C4DF 1.0pt;padding:3.0pt =
0in 0in 0in'>

<p class=3DMsoNormal><b><span =
style=3D'font-size:10.0pt;font-family:"Tahoma","sans-serif"'>From:</span>=
</b><span
style=3D'font-size:10.0pt;font-family:"Tahoma","sans-serif"'> Angela =
Griffo
[mailto:agriffo@trainercomm.com] <br>
<b>Sent:</b> Tuesday, May 13, 2008 9:43 PM<br>
<b>To:</b> Bob Miller; Tom Gallivan; Douglas Gruehl; =
jvoong@dystrick.com;
Narayan Venkat; collaboration@dystrick.com; Shiva Shankar<br>
<b>Cc:</b> ONStor (Trainer)<br>
<b>Subject:</b> First Fujitsu Story Hits on Channel =
Insider<o:p></o:p></span></p>

</div>

</div>

<p class=3DMsoNormal><o:p>&nbsp;</o:p></p>

<p class=3DMsoNormal><span =
style=3D'font-size:10.0pt;font-family:"Arial","sans-serif"'>Hi
team,<o:p></o:p></span></p>

<p class=3DMsoNormal><span =
style=3D'font-size:10.0pt;font-family:"Arial","sans-serif"'>The
story hit on eWEEK&#8217;s Channel Insider home page and it&#8217;s =
extremely
positive!&nbsp; Based on our pre-briefing with Sharon she hit all the =
high
points. &nbsp;The joint reseller Gary Newgaard from Paragon had some =
wonderful
things to say like the agreement &#8220;opens up a much greater =
addressable
market for the channel, giving both Fujitsu VARs and customers and =
OnStor VARs
and customers access to the Bobcat technology.&nbsp; Newgaard says the =
Bobcat
also fills a gap in Fujitsu's storage product line for midmarket =
businesses who
need to link multiple storage domains, many of which are on hardware =
from
different vendors.&#8221; &nbsp;&nbsp;He offers strong reseller support =
which
exactly what we want.&nbsp; Also, gotta love all the shots at NetApp =
throughout
the story.&nbsp; Congrats on a wonderful =
placement!<o:p></o:p></span></p>

<p class=3DMsoNormal><span =
style=3D'font-size:10.0pt;font-family:"Arial","sans-serif"'><o:p>&nbsp;</=
o:p></span></p>

<p class=3DMsoNormal><span =
style=3D'font-size:10.0pt;font-family:"Arial","sans-serif"'>We&#8217;re
hoping Byte and Switch, searchstorage and others will hit throughout the
week.&nbsp; I&#8217;ll continue to send clips as they come =
in.<o:p></o:p></span></p>

<p class=3DMsoNormal><span =
style=3D'font-size:10.0pt;font-family:"Arial","sans-serif"'><o:p>&nbsp;</=
o:p></span></p>

<p class=3DMsoNormal><span =
style=3D'font-size:10.0pt;font-family:"Arial","sans-serif"'>Cheers,<o:p><=
/o:p></span></p>

<p class=3DMsoNormal><span =
style=3D'font-size:10.0pt;font-family:"Arial","sans-serif"'>A<o:p></o:p><=
/span></p>

<p class=3DMsoNormal><span =
style=3D'font-size:10.0pt;font-family:"Arial","sans-serif"'><o:p>&nbsp;</=
o:p></span></p>

<p class=3DMsoNormal><span =
style=3D'font-size:10.0pt;font-family:"Arial","sans-serif"'><a
href=3D"http://www.channelinsider.com/c/a/Storage/Fujitsu-OnStor-Take-Swi=
pe-At-NetApp/">http://www.channelinsider.com/c/a/Storage/Fujitsu-OnStor-T=
ake-Swipe-At-NetApp/</a><o:p></o:p></span></p>

<p class=3DMsoNormal><span =
style=3D'font-size:10.0pt;font-family:"Arial","sans-serif"'><o:p>&nbsp;</=
o:p></span></p>

<h1>Fujitsu, OnStor Take Swipe At NetApp<o:p></o:p></h1>

<p class=3DMsoNormal>DATE: 2008-05-13<o:p></o:p></p>

<p class=3DMsoNormal>By&nbsp;<a
href=3D"http://www.channelinsider.com/cp/bio/Sharon-Linsenbach/"
title=3D"http://www.channelinsider.com/cp/bio/Sharon-Linsenbach/">Sharon
Linsenbach</a><o:p></o:p></p>

<p class=3DMsoNormal><o:p>&nbsp;</o:p></p>

<table class=3DMsoNormalTable border=3D0 cellspacing=3D0 =
cellpadding=3D0>
 <tr>
  <td valign=3Dtop style=3D'padding:0in 0in 0in 0in'>
  <p class=3DMsoNormal>Fujitsu inks agreement to resell OnStor's Bobcat =
NAS
  Gateway, pitting the vendor against market leader Network =
Appliance.<o:p></o:p></p>
  <p>Network Appliance might want to prepare for a brawl.&nbsp; =
Fujitsu's
  strategic alliance with OnStor, announced today, will allow the vendor =
to
  sell OnStor's Bobcat NAS Gateway with its own Eternus storage =
products.<o:p></o:p></p>
  <p>Fujitsu and OnStor say the partnership will help wean customers =
from the
  pricey licensing and lengthy contracts of market leaders NetApp and =
EMC
  without sacrificing performance.<o:p></o:p></p>
  <p>Cracking that market is no trivial feat, however. Analysts say the =
two
  market leaders have the midmarket and enterprise NAS and iSCSI SAN =
space
  mostly locked up.&nbsp; An IDC report from the first quarter 2008 =
reports
  that, in the NAS market, EMC leads with 41.2 percent revenue share =
followed
  by Network Appliance with a 28.3 percent share. Net App continues to =
lead the
  iSCSI SAN market with 19.6 percent market share, followed by EMC with =
17.4
  percent, according to IDC. <o:p></o:p></p>
  <p>But given VARs disdain for EMC and NetApp's notoriously high =
licensing
  fees and restrictive, long term contracts, the space may be ripe for
  competition.&nbsp;<o:p></o:p></p>
  <p>One Maryland-based NetApp VAR,&nbsp; who asked not to be =
identified, says
  both NetApp and EMC products hit customers like an addiction -- it 's =
simple
  to implement and integrate entire solutions, but once they're in&nbsp; =
place,
  the software license fees are exorbitant and it is difficult move =
customers
  off of the entrenched technology.<o:p></o:p></p>
  <p>According to Dave Egan, senior vice president of storage at =
Fujitsu, the
  OnStor agreement creates an alternative for customers and also stakes =
a
  serious claim for more North American marketshare for Fujitsu =
independent of
  its existing global reseller agreement with NetApp.&nbsp; =
<o:p></o:p></p>
  <p>&quot;This is a major strategic move for us to grow our market =
share in
  North America.&nbsp; As that grows, our NetApp relationship won't go =
away,
  but we won't be marketing or relying on it as heavily,&quot; says =
Egan.<o:p></o:p></p>
  <p>Egan says reselling the same products as NetApp in North America =
was
  problematic, and created friction for both Fujitsu and smaller NetApp =
channel
  partners.&nbsp; With the new agreement, Fujitsu becomes OnStor's =
largest
  North American reseller, says Tom Gallivan, senior vice president of
  worldwide sales at OnStor.<o:p></o:p></p>
  <p><br>
  Gary Newgaard, President of Paragon Systems, a Washington-based =
partner of
  both Fujitsu and OnStor, says the agreement opens up a much greater
  addressable market for the channel, giving both Fujitsu VARs and =
customers
  and OnStor VARs and customers access to the Bobcat technology.&nbsp; =
Newgaard
  says the Bobcat also fills a gap in Fujitsu's storage product line for
  midmarket businesses who need to link multiple storage domains, many =
of which
  are on hardware from different vendors.&nbsp; <o:p></o:p></p>
  <p>OnStor says the Bobcat offers a solid state design with multi-core
  processing for extremely fast performance.&nbsp; The Bobcat's OpenSAN =
storage
  support is heterogeneous, allowing the Bobcat to work with storage =
devices
  from any storage hardware vendor.&nbsp; The modular Bobcat allows VARs =
to add
  power and capacity on-demand and the included EverON software suite =
allows
  for both data management and data protection, OnStor officials say. =
<o:p></o:p></p>
  <p>&nbsp;According to Gallivan, virtualization capabilities are built =
into
  the Bobcat and the devices are certified to work with VMware's =
virtualization
  technology.&nbsp; <o:p></o:p></p>
  <p>While the built-in virtualization capabilities may excite some =
resellers,
  Newgaard says the real value of OnStor's Bobcat lies in the fact that
  customers get enterprise-class file serving and storage performance at
  reasonable prices.<o:p></o:p></p>
  <p>&quot;This gives solution providers the same capability to connect
  multiple data stores for midmarket businesses that customers get on =
the
  high-end enterprise level, and the software licensing fees are still =
very
  appealing,&quot; Newgaard says. &nbsp;&nbsp;<o:p></o:p></p>
  <p>Newgaard says that while he believes Fujitsu has one of the most
  comprehensive technology portfolios ranging from supercomputers to =
consumer
  notebooks, the vendor hasn't traditionally been strong in NAS in North
  America.<o:p></o:p></p>
  <p>He says he'd been approached by Fujitsu in February 2008 about =
carrying
  their storage products, and says he's looking forward to bringing the =
Bobcat
  to market. &quot;Fujitsu's definitely trying to get more front-of-mind
  awareness in the U.S. market, and this is a great way to do it. =
OnStor's
  really good at connecting disparate data stores no matter what vendor =
created
  the drives,&quot; Newgaard said.<o:p></o:p></p>
  <p class=3DMsoNormal>The OnStor Bobcat NAS Gateway will be integrated =
into
  Fujitsu's Eternus product offering but will remain OnStor branded, =
says
  Gallivan.&nbsp; The companies are in talks to distribute the solution =
through
  Tech Data and CDW, he says.&nbsp; <o:p></o:p></p>
  </td>
 </tr>
</table>

<p class=3DMsoNormal><span =
style=3D'font-size:10.0pt;font-family:"Arial","sans-serif"'><o:p>&nbsp;</=
o:p></span></p>

<p class=3DMsoNormal><span =
style=3D'font-size:10.0pt;font-family:"Arial","sans-serif"'><o:p>&nbsp;</=
o:p></span></p>

<p class=3DMsoNormal><b><span =
style=3D'font-family:"Arial","sans-serif";color:#B81238'>Angela
Griffo</span></b><b><span =
style=3D'font-family:"Arial","sans-serif"'>&nbsp;</span></b><b><span
style=3D'font-size:10.0pt;font-family:"Arial","sans-serif";color:#B81238'=
>| </span></b><b><span
style=3D'font-size:10.0pt;font-family:"Arial","sans-serif";color:gray'>Tr=
ainer
Communications</span></b><o:p></o:p></p>

<p class=3DMsoNormal><span =
style=3D'font-size:10.0pt;font-family:"Arial","sans-serif";
color:gray'>p&nbsp;949.240.1749 </span><span style=3D'font-size:10.0pt;
font-family:"Arial","sans-serif";color:#B81238'>| </span><span
style=3D'font-size:10.0pt;font-family:"Arial","sans-serif";color:gray'>c
949.842.7695 </span><span =
style=3D'font-size:10.0pt;font-family:"Arial","sans-serif";
color:#B81238'>| </span><span =
style=3D'font-size:10.0pt;font-family:"Arial","sans-serif";
color:gray'>f 949.240.7409 agriffo@trainercomm.com</span><o:p></o:p></p>

<p class=3DMsoNormal><span =
style=3D'font-size:10.0pt;font-family:"Arial","sans-serif";
color:gray'>4900 Hopyard Road, Suite 100 </span><span =
style=3D'font-size:10.0pt;
font-family:"Arial","sans-serif";color:#B81238'>| </span><span
style=3D'font-size:10.0pt;font-family:"Arial","sans-serif";color:gray'>Pl=
easanton,
CA 94588 </span><span =
style=3D'font-size:10.0pt;font-family:"Arial","sans-serif";
color:#B81238'>| </span><span =
style=3D'font-size:10.0pt;font-family:"Arial","sans-serif"'><a
href=3D"http://www/trainercomm.com"><span =
style=3D'color:gray'>www.trainercomm.com</span></a></span><o:p></o:p></p>=


<p class=3DMsoNormal><span style=3D'font-size:10.0pt'>&nbsp;</span><span
style=3D'font-size:8.0pt'><o:p></o:p></span></p>

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src=3D"cid:image001.gif@01C8B541.D60AC1B0" align=3Dleft hspace=3D12 =
v:shapes=3D"_x0000_s1026"><![endif]><span
style=3D'font-size:10.0pt;font-family:"Arial =
Narrow","sans-serif";color:gray'>2008&nbsp;<b>Bulldog
Award Winner</b> </span><span =
style=3D'font-size:10.0pt;font-family:"Arial","sans-serif";
color:#B81238'>|</span><span =
style=3D'font-size:10.0pt;font-family:"Arial Narrow","sans-serif";
color:gray'> &quot;PR Innovation of the Year&quot;</span><o:p></o:p></p>

<p class=3DMsoNormal><span style=3D'font-size:10.0pt;font-family:"Arial =
Narrow","sans-serif";
color:gray'>2008&nbsp;<b>Iron Sabre Certificate of Excellence =
</b></span><span
style=3D'font-size:10.0pt;font-family:"Arial","sans-serif";color:#B81238'=
>|</span><span
style=3D'font-size:10.0pt;font-family:"Arial =
Narrow","sans-serif";color:gray'>
&quot;Product of the Year&quot;</span><o:p></o:p></p>

<p class=3DMsoNormal><span style=3D'font-size:10.0pt;font-family:"Arial =
Narrow","sans-serif";
color:gray'>2007&nbsp;<b>PRSA Silver Anvil Award Winner</b> </span><span
style=3D'font-size:10.0pt;font-family:"Arial","sans-serif";color:#B81238'=
>|</span><span
style=3D'font-size:10.0pt;font-family:"Arial =
Narrow","sans-serif";color:gray'>
&quot;Community Relations Campaign of the =
Year&quot;</span><o:p></o:p></p>

<p class=3DMsoNormal><span style=3D'font-size:10.0pt;font-family:"Arial =
Narrow","sans-serif";
color:gray'>2006 <b>MarCom Creative Gold Award Winner </b></span><span
style=3D'font-size:10.0pt;font-family:"Arial","sans-serif";color:#B81238'=
>|</span><span
style=3D'font-size:10.0pt;font-family:"Arial =
Narrow","sans-serif";color:gray'>
&#8220;Best Promotion Campaign: Special Event&#8221; =
<o:p></o:p></span></p>

<p class=3DMsoNormal><o:p>&nbsp;</o:p></p>

</div>

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