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Subject: RE: ONStor in the News!
Date: Fri, 17 Nov 2006 18:34:13 -0800
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Thread-Topic: ONStor in the News!
thread-index: AccKrSetYKSU6rIESWqGmTktumVGdwADLBdg
From: "Steve Querner" <steve.querner@onstor.com>
To: "Jon Toor" <jon.toor@onstor.com>,
	"dl-Campbell" <dl-campbell@onstor.com>,
	"dl-Pleasanton" <dl-pleasanton@onstor.com>,
	"dl-Sales" <dl-sales@onstor.com>,
	"dl-se" <dl-se@onstor.com>

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Jon, this great stuff. I think we are making a lot of progress in terms
of our recognition

factor. I notice it when I interview candidates for sales jobs. More and
more have heard good things

about us, and that wasnt' the case 6 months ago.

=20

Steve Querner=20
Vice-President WW Sales=20
ONStor, Inc.=20

________________________________

From: Jon Toor=20
Sent: Friday, November 17, 2006 5:02 PM
To: dl-Campbell; dl-Pleasanton; dl-Sales; dl-se
Subject: ONStor in the News!

=20

To all,=20

=20

Two great pieces of coverage for ONStor in the news this week. Enjoy!

=20

Regards,=20

=20

- Jon

=20

Byte and Switch Article about Shopzilla Meeting Holiday Crunch with
ONStor and 3PAR:

(ONStor initiated this article and drove it with the media.)

=20

http://www.byteandswitch.com/document.asp?doc_id=3D110910&WT.svl=3Dnews2_=
1
<http://www.byteandswitch.com/document.asp?doc_id=3D110910&WT.svl=3Dnews2=
_1>


=20

=20

CRN article about IT going green:

=20

http://www.channelweb.co.uk/crn/analysis/2168820/travelling-greener-road


=20

=20

=20

Byte and Switch Article

Online shopping during the holiday season relieves much of the stress of
battling crowds at the mall -- and places that stress on the
infrastructure and IT teams at online retail sites.=20

With Black Friday, Black Monday, and other shop-happy days coming,
admins such as Shopzilla's Burzin Engineer (his name, not his job title)
want to make sure their shopping sites can handle the loads to avoid any
black eyes and red ink for their businesses.=20

=20

"An hour's downtime on one of those days could cost between $80,000 and
$200,000, depending on the hour," says Engineer, Shopzilla's director of
infrastructure. "If it's peak time, it's easily $200,000. Downtime's not
an option. It's time for people's resignations if that happens."=20

=20

A week from today is Black Friday, widely considered the kickoff of the
holiday shopping season. That's followed by Black Monday, also known as
Cyber Monday, when millions return to work after the Thanksgiving
weekend, log on, and promptly hit their favorite online retail sites.=20

=20

But the busiest day for online shopping usually comes in mid-December,
when people realize the deadline for getting their gifts shipped on time
is rapidly approaching. Engineer expects that day to come around Dec. 11
this year. He has the date circled because "that's the day when all the
geeks typically go shopping. They say 'Oh, shoot, I need to go online
because I'm running out of time for them to ship.' That's the busiest
day. Black Friday is more for the malls."=20

=20

Still, with Shopzilla getting 1.3 million unique visitors on Black
Friday last year, it's not exactly a slow day online. Engineer says
holiday season brings about 70 percent more unique visits than the rest
of the year, and about a 35 percent increase in storage I/O requests. He
says redirects from Shopzilla to merchants' sites usually double this
time of year.

=20

"It stresses our entire infrastructure. If you do not show a page to a
consumer in four seconds he's gone, he's bye-bye. It's a Catch-22 for
us. On those days we would like things on the site to be pseudo-static
and not updated in real time because so many people are pounding on us.
At the same time, that's the day merchants want the most relevant
information to be available to consumers. In order to sustain load and
constant refreshing of data, we need to refresh data while we're at peak
load."=20

=20

The site lists about 60 million items from around 80,000 stores, with 75
million images online. Shopzilla has 35 Tbytes of storage on 3PAR InServ
S800 SAN and ONStor Bobcat 2200 NAS gateways the two vendors co-market
as a UtiliCat Unifited Storage system. (See ONStor, 3PAR Double-Team.)

=20

How does Shopzilla prepare for the holiday rush?

=20

"We do a code freeze 15 days before [Black Friday]," Engineer says.
"After that, no more changes to our system. And before that, we
typically add anywhere from 30 percent to 50 percent more capacity and
application servers. This time of year, we keep the disks crunching."=20

=20

This is the second holiday season Shopzilla has the 3PAR-ONSor combo.
Engineer says he likes the scalability they offer with 3PAR's thin
provisioning and dynamic optimization features.=20

=20

"We can add disk and have data repartitioned across the disks. That was
the key missing ingredient. Before we would have to bring the system
down, and copy data over to new storage. It was massive downtime."

=20

This year, Shopzilla beefed up its ONStor cluster from two heads to
four, and began replication of its customer-facing applications to a
second data center.=20

=20

Engineer says the upgrades usually pay for themselves by spurring repeat
business during the rest of the year. "After the holidays we go through
another busy peak as people come back" with gift certificates, he says.

=20

Then it's time to prepare for the next shopping holiday, which is more
red than black. "The next big push is Valentine's Day. But that's
nowhere near the amount of traffic as this time of year."

=20

=20

=20

Excerpt from CRN Article

...This will drive three key areas of channel opportunity, said Kelly -
technology virtualisation, consolidation and presence.

"Virtualisation is big business for resellers, and when you consider the
environmental benefits it becomes even more compelling - particularly
with many Intel/AMD-based servers functioning at only 10 per cent
capacity or less. Virtualisation means less equipment, less cost, less
power and less carbon emissions.

"Then, in terms of presence, forward-thinking companies will soon begin
harnessing changes in social and working practices to drive business
agility, and simultaneously improve their green credentials. This is
another opportunity for the channel."

In fact, it's merely a logical extension of the existing virtualisation
argument, said Box.

"Virtualisation has always been about reducing costs, but given how much
attention is now being paid to energy efficiency, these costs are now
being broken out within the project rather than included with any other
cost savings as they have previously," he said.

Jon Toor, vice-president of marketing at ONStor, stressed that resellers
must not fall into the trap of thinking that less hardware means less
margin.

"It may seem counter-intuitive to say that a more efficient solution -
where the customer actually needs to buy less - will result in more
revenue," he said. "But it really is the case. Resellers differentiate
by finding and implementing better solutions.

"Anybody can implement the obvious, but a great reseller will work hard
to find the solution that will save his client time and money. The
customer will respond by doing more business with that reseller. Many of
the largest IT vendors have built businesses on saving money for the
customer. Resellers can do the same. And the best margins will be in the
most differentiated solutions," Toor said.

All IT users must manage storage growth, Toor added. The reseller's
opportunity depends on the customer's constraints on that growth.

"If he's out of room, a more space-efficient solution may allow him to
expand without growing his footprint. If he's maxed-out on power or air
conditioning, a more power-efficient solution lets him grow while saving
power. If it's a headcount limitation he'll need to manage more data
without adding administrators. Each is an opportunity for the reseller
to add value by offering a solution that lets the customer accommodate
growth without busting through his particular constraint."

Another important point for resellers to remember, said Chris Grant,
director of Data Centre Services at Colt, is that although current
regulations call for low carbon initiatives on IT hardware, it will only
be a matter of time before regulatory issues start impacting services as
well.

"Savvy resellers should therefore look beyond sales and marketing to the
technical aspects of distribution and integrate other carbon saving
initiatives - such as data-centre services - into their low-carbon
portfolios."

The only downside is in the time required, said Toor.

"It may be necessary to learn new technologies and perhaps establish
relationships with new vendors," he said. "But the time investment will
reap rewards. You'll have more options to solve your customer's problems
and more likelihood that he will buy from you rather than your
competitor."

=20

Jon Toor
VP of Marketing
ONStor, Inc.
408-963-2463 (v)
408-666-7221 (m)
jon.toor@onstor.com
www.onstor.com

=20

<http://www.esj.com/Storage/article.aspx?EditorialsID=3D1572>=20

=20

=20

=20

=20

=20


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<p class=3DMsoNormal><font size=3D2 color=3Dnavy face=3DArial><span =
style=3D'font-size:
10.0pt;font-family:Arial;color:navy'>Jon, this great stuff. I think we =
are
making a lot of progress in terms of our =
recognition<o:p></o:p></span></font></p>

<p class=3DMsoNormal><font size=3D2 color=3Dnavy face=3DArial><span =
style=3D'font-size:
10.0pt;font-family:Arial;color:navy'>factor. I notice it when I =
interview
candidates for sales jobs. More and more have heard good =
things<o:p></o:p></span></font></p>

<p class=3DMsoNormal><font size=3D2 color=3Dnavy face=3DArial><span =
style=3D'font-size:
10.0pt;font-family:Arial;color:navy'>about us, and that wasnt&#8217; the =
case 6
months ago.<o:p></o:p></span></font></p>

<p class=3DMsoNormal><font size=3D2 color=3Dnavy face=3DArial><span =
style=3D'font-size:
10.0pt;font-family:Arial;color:navy'><o:p>&nbsp;</o:p></span></font></p>

<div>

<p><st1:PersonName w:st=3D"on"><font size=3D2 color=3Dnavy =
face=3DArial><span
 style=3D'font-size:10.0pt;font-family:Arial;color:navy'>Steve =
Querner</span></font></st1:PersonName><font
color=3Dnavy><span style=3D'color:navy'> <br>
</span></font><font size=3D2 color=3Dnavy face=3DArial><span =
style=3D'font-size:10.0pt;
font-family:Arial;color:navy'>Vice-President WW Sales</span></font><font
color=3Dnavy><span style=3D'color:navy'> <br>
</span></font><font size=3D2 color=3Dnavy face=3DArial><span =
style=3D'font-size:10.0pt;
font-family:Arial;color:navy'>ONStor, Inc.</span></font><font =
color=3Dnavy><span
style=3D'color:navy'> </span></font><o:p></o:p></p>

</div>

<div>

<div class=3DMsoNormal align=3Dcenter style=3D'text-align:center'><font =
size=3D3
face=3D"Times New Roman"><span style=3D'font-size:12.0pt'>

<hr size=3D2 width=3D"100%" align=3Dcenter tabindex=3D-1>

</span></font></div>

<p class=3DMsoNormal><b><font size=3D2 face=3DTahoma><span =
style=3D'font-size:10.0pt;
font-family:Tahoma;font-weight:bold'>From:</span></font></b><font =
size=3D2
face=3DTahoma><span style=3D'font-size:10.0pt;font-family:Tahoma'> =
<st1:PersonName
w:st=3D"on">Jon Toor</st1:PersonName> <br>
<b><span style=3D'font-weight:bold'>Sent:</span></b> Friday, November =
17, 2006
5:02 PM<br>
<b><span style=3D'font-weight:bold'>To:</span></b> dl-Campbell; =
dl-Pleasanton;
dl-Sales; dl-se<br>
<b><span style=3D'font-weight:bold'>Subject:</span></b> ONStor in the =
News!</span></font><o:p></o:p></p>

</div>

<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'><o:p>&nbsp;</o:p></span></font></p>

<div>

<p class=3DMsoNormal><font size=3D2 face=3DArial><span =
style=3D'font-size:10.0pt;
font-family:Arial'>To all, </span></font><o:p></o:p></p>

</div>

<div>

<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'>&nbsp;<o:p></o:p></span></font></p>

</div>

<div>

<p class=3DMsoNormal><font size=3D2 face=3DArial><span =
style=3D'font-size:10.0pt;
font-family:Arial'>Two great pieces of coverage for ONStor in the news =
this
week. Enjoy!</span></font><o:p></o:p></p>

</div>

<div>

<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'>&nbsp;<o:p></o:p></span></font></p>

</div>

<div>

<p class=3DMsoNormal><font size=3D2 face=3DArial><span =
style=3D'font-size:10.0pt;
font-family:Arial'>Regards, </span></font><o:p></o:p></p>

</div>

<div>

<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'>&nbsp;<o:p></o:p></span></font></p>

</div>

<div>

<p class=3DMsoNormal><font size=3D2 face=3DArial><span =
style=3D'font-size:10.0pt;
font-family:Arial'>- Jon</span></font><o:p></o:p></p>

</div>

<div>

<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'>&nbsp;<o:p></o:p></span></font></p>

</div>

<div>

<p class=3DMsoNormal><strong><b><font size=3D2 face=3DArial><span =
style=3D'font-size:
10.0pt;font-family:Arial'>Byte and Switch Article about Shopzilla =
Meeting <st1:place
w:st=3D"on">Holiday</st1:place> Crunch with ONStor and =
3PAR:</span></font></b></strong><o:p></o:p></p>

</div>

<div>

<p class=3DMsoNormal><font size=3D2 face=3DArial><span =
style=3D'font-size:10.0pt;
font-family:Arial'>(ONStor initiated this article and drove it with the =
media.)</span></font><o:p></o:p></p>

</div>

<div>

<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'>&nbsp;<o:p></o:p></span></font></p>

</div>

<div>

<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'><a
href=3D"http://www.byteandswitch.com/document.asp?doc_id=3D110910&amp;WT.=
svl=3Dnews2_1"><font
size=3D2 color=3Dpurple face=3DArial><span =
style=3D'font-size:10.0pt;font-family:Arial;
color:purple'>http://www.byteandswitch.com/document.asp?doc_id=3D110910&a=
mp;WT.svl=3Dnews2_1</span></font></a><o:p></o:p></span></font></p>

</div>

<div>

<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'>&nbsp;<o:p></o:p></span></font></p>

</div>

<div>

<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'>&nbsp;<o:p></o:p></span></font></p>

</div>

<div>

<p class=3DMsoNormal><strong><b><font size=3D2 face=3DArial><span =
style=3D'font-size:
10.0pt;font-family:Arial'>CRN article about IT going =
green:</span></font></b></strong><o:p></o:p></p>

</div>

<div>

<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'>&nbsp;<o:p></o:p></span></font></p>

</div>

<div>

<p class=3DMsoNormal><font size=3D2 face=3DArial><span =
style=3D'font-size:10.0pt;
font-family:Arial'><a
href=3D"http://www.channelweb.co.uk/crn/analysis/2168820/travelling-green=
er-road">http://www.channelweb.co.uk/crn/analysis/2168820/travelling-gree=
ner-road</a>&nbsp;</span></font><o:p></o:p></p>

</div>

<div>

<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'>&nbsp;<o:p></o:p></span></font></p>

</div>

<div>

<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'>&nbsp;<o:p></o:p></span></font></p>

</div>

<div>

<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'>&nbsp;<o:p></o:p></span></font></p>

</div>

<div>

<p class=3DMsoNormal><strong><b><u><font size=3D2 face=3DArial><span
style=3D'font-size:10.0pt;font-family:Arial'>Byte and Switch =
Article</span></font></u></b></strong><o:p></o:p></p>

</div>

<div>

<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'>Online shopping during the holiday season relieves much of the =
stress
of battling crowds at the mall -- and places that stress on the =
infrastructure
and IT teams at online retail sites. <o:p></o:p></span></font></p>

</div>

<div>

<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'>With Black Friday, Black Monday, and other shop-happy days =
coming,
admins such as Shopzilla's Burzin Engineer (his name, not his job title) =
want to
make sure their shopping sites can handle the loads to avoid any black =
eyes and
red ink for their businesses. <o:p></o:p></span></font></p>

<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'><o:p>&nbsp;</o:p></span></font></p>

<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'>&quot;An hour's downtime on one of those days could cost between
$80,000 and $200,000, depending on the hour,&quot; says Engineer, =
Shopzilla's
director of infrastructure. &quot;If it's peak time, it's easily =
$200,000.
Downtime's not an option. It's time for people's resignations if that
happens.&quot; <o:p></o:p></span></font></p>

<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'><o:p>&nbsp;</o:p></span></font></p>

<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'>A week from today is Black Friday, widely considered the kickoff =
of the
holiday shopping season. That's followed by Black Monday, also known as =
Cyber
Monday, when millions return to work after the Thanksgiving weekend, log =
on,
and promptly hit their favorite online retail sites. =
<o:p></o:p></span></font></p>

<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'><o:p>&nbsp;</o:p></span></font></p>

<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'>But the busiest day for online shopping usually comes in =
mid-December,
when people realize the deadline for getting their gifts shipped on time =
is
rapidly approaching. Engineer expects that day to come around Dec. 11 =
this
year. He has the date circled because &quot;that's the day when all the =
geeks
typically go shopping. They say 'Oh, shoot, I need to go online because =
I'm
running out of time for them to ship.' That's the busiest day. Black =
Friday is
more for the malls.&quot; <o:p></o:p></span></font></p>

<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'><o:p>&nbsp;</o:p></span></font></p>

<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'>Still, with Shopzilla getting 1.3 million unique visitors on =
Black
Friday last year, it's not exactly a slow day online. Engineer says =
holiday
season brings about 70 percent more unique visits than the rest of the =
year,
and about a 35 percent increase in storage I/O requests. He says =
redirects from
Shopzilla to merchants' sites usually double this time of =
year.<o:p></o:p></span></font></p>

<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'><o:p>&nbsp;</o:p></span></font></p>

<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'>&quot;It stresses our entire infrastructure. If you do not show =
a page
to a consumer in four seconds he's gone, he's bye-bye. It's a Catch-22 =
for us.
On those days we would like things on the site to be pseudo-static and =
not
updated in real time because so many people are pounding on us. At the =
same
time, that's the day merchants want the most relevant information to be
available to consumers. In order to sustain load and constant refreshing =
of
data, we need to refresh data while we're at peak load.&quot; =
<o:p></o:p></span></font></p>

<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'><o:p>&nbsp;</o:p></span></font></p>

<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'>The site lists about 60 million items from around 80,000 stores, =
with
75 million images online. Shopzilla has 35 Tbytes of storage on 3PAR =
InServ
S800 SAN and ONStor Bobcat 2200 NAS gateways the two vendors co-market =
as a
UtiliCat Unifited Storage system. (See ONStor, 3PAR =
Double-Team.)<o:p></o:p></span></font></p>

<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'><o:p>&nbsp;</o:p></span></font></p>

<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'>How does Shopzilla prepare for the holiday =
rush?<o:p></o:p></span></font></p>

<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'><o:p>&nbsp;</o:p></span></font></p>

<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'>&quot;We do a code freeze 15 days before [Black Friday],&quot; =
Engineer
says. &quot;After that, no more changes to our system. And before that, =
we typically
add anywhere from 30 percent to 50 percent more capacity and application
servers. This time of year, we keep the disks crunching.&quot; =
<o:p></o:p></span></font></p>

<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'><o:p>&nbsp;</o:p></span></font></p>

<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'>This is the second holiday season Shopzilla has the 3PAR-ONSor =
combo.
Engineer says he likes the scalability they offer with 3PAR's thin =
provisioning
and dynamic optimization features. <o:p></o:p></span></font></p>

<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'><o:p>&nbsp;</o:p></span></font></p>

<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'>&quot;We can add disk and have data repartitioned across the =
disks.
That was the key missing ingredient. Before we would have to bring the =
system
down, and copy data over to new storage. It was massive =
downtime.&quot;<o:p></o:p></span></font></p>

<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'><o:p>&nbsp;</o:p></span></font></p>

<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'>This year, Shopzilla beefed up its ONStor cluster from two heads =
to
four, and began replication of its customer-facing applications to a =
second
data center. <o:p></o:p></span></font></p>

<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'><o:p>&nbsp;</o:p></span></font></p>

<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'>Engineer says the upgrades usually pay for themselves by =
spurring repeat
business during the rest of the year. &quot;After the holidays we go =
through
another busy peak as people come back&quot; with gift certificates, he =
says.<o:p></o:p></span></font></p>

<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'><o:p>&nbsp;</o:p></span></font></p>

<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'>Then it's time to prepare for the next shopping holiday, which =
is more
red than black. &quot;The next big push is Valentine's Day. But that's =
nowhere
near the amount of traffic as this time of =
year.&quot;<o:p></o:p></span></font></p>

</div>

<div>

<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'>&nbsp;<o:p></o:p></span></font></p>

</div>

<div>

<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'>&nbsp;<o:p></o:p></span></font></p>

</div>

<div>

<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'>&nbsp;<o:p></o:p></span></font></p>

</div>

<div>

<p class=3DMsoNormal><strong><b><u><font size=3D2 face=3DArial><span
style=3D'font-size:10.0pt;font-family:Arial'>Excerpt from CRN =
Article</span></font></u></b></strong><o:p></o:p></p>

</div>

<div>

<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'>...This will drive three key areas of channel opportunity, said =
Kelly
&#8211; technology virtualisation, consolidation and =
presence.<o:p></o:p></span></font></p>

</div>

<div>

<p><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt'>&#8220;Virtualisation
is big business for resellers, and when you consider the environmental =
benefits
it becomes even more compelling &#8211; particularly with many =
Intel/AMD-based
servers functioning at only 10 per cent capacity or less. Virtualisation =
means
less equipment, less cost, less power and less carbon =
emissions.<o:p></o:p></span></font></p>

<p><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt'>&#8220;Then,
in terms of presence, forward-thinking companies will soon begin =
harnessing
changes in social and working practices to drive business agility, and
simultaneously improve their green credentials. This is another =
opportunity for
the channel.&#8221;<o:p></o:p></span></font></p>

<p><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt'>In fact,
it&#8217;s merely a logical extension of the existing virtualisation =
argument,
said Box.<o:p></o:p></span></font></p>

<p><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt'>&#8220;Virtualisation
has always been about reducing costs, but given how much attention is =
now being
paid to energy efficiency, these costs are now being broken out within =
the
project rather than included with any other cost savings as they have
previously,&#8221; he said.<o:p></o:p></span></font></p>

<p><st1:PersonName w:st=3D"on"><font size=3D3 face=3D"Times New =
Roman"><span
 style=3D'font-size:12.0pt'>Jon Toor</span></font></st1:PersonName>,
vice-president of marketing at ONStor, stressed that resellers must not =
fall
into the trap of thinking that less hardware means less =
margin.<o:p></o:p></p>

<p><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt'>&#8220;It
may seem counter-intuitive to say that a more efficient solution &#8211; =
where
the customer actually needs to buy less &#8211; will result in more
revenue,&#8221; he said. &#8220;But it really is the case. Resellers
differentiate by finding and implementing better =
solutions.<o:p></o:p></span></font></p>

<p><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt'>&#8220;Anybody
can implement the obvious, but a great reseller will work hard to find =
the
solution that will save his client time and money. The customer will =
respond by
doing more business with that reseller. Many of the largest IT vendors =
have
built businesses on saving money for the customer. Resellers can do the =
same.
And the best margins will be in the most differentiated =
solutions,&#8221; Toor
said.<o:p></o:p></span></font></p>

<p><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt'>All IT
users must manage storage growth, Toor added. The reseller&#8217;s =
opportunity
depends on the customer&#8217;s constraints on that =
growth.<o:p></o:p></span></font></p>

<p><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt'>&#8220;If
he&#8217;s out of room, a more space-efficient solution may allow him to =
expand
without growing his footprint. If he&#8217;s maxed-out on power or air
conditioning, a more power-efficient solution lets him grow while saving =
power.
If it&#8217;s a headcount limitation he&#8217;ll need to manage more =
data
without adding administrators. Each is an opportunity for the reseller =
to add
value by offering a solution that lets the customer accommodate growth =
without
busting through his particular =
constraint.&#8221;<o:p></o:p></span></font></p>

<p><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt'>Another
important point for resellers to remember, said Chris Grant, director of =
Data
Centre Services at Colt, is that although current regulations call for =
low
carbon initiatives on IT hardware, it will only be a matter of time =
before
regulatory issues start impacting services as =
well.<o:p></o:p></span></font></p>

<p><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt'>&#8220;Savvy
resellers should therefore look beyond sales and marketing to the =
technical
aspects of distribution and integrate other carbon saving initiatives =
&#8211;
such as data-centre services &#8211; into their low-carbon =
portfolios.&#8221;<o:p></o:p></span></font></p>

<p><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt'>The only
downside is in the time required, said =
Toor.<o:p></o:p></span></font></p>

<p><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt'>&#8220;It
may be necessary to learn new technologies and perhaps establish =
relationships
with new vendors,&#8221; he said. &#8220;But the time investment will =
reap
rewards. You&#8217;ll have more options to solve your customer&#8217;s =
problems
and more likelihood that he will buy from you rather than your
competitor.&#8221;<o:p></o:p></span></font></p>

</div>

<div>

<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'>&nbsp;<o:p></o:p></span></font></p>

</div>

<div>

<p><st1:PersonName w:st=3D"on"><b><font size=3D2 face=3DArial><span =
style=3D'font-size:
 10.0pt;font-family:Arial;font-weight:bold'>Jon =
Toor</span></font></b></st1:PersonName><br>
<b><font size=3D2 face=3DArial><span =
style=3D'font-size:10.0pt;font-family:Arial;
font-weight:bold'>VP of Marketing<br>
ONStor, Inc<span class=3Dgrame>.</span><br>
408-963-2463 (v)<br>
408-666-7221 (m)<br>
<a href=3D"mailto:jon.toor@onstor.com">jon.toor@onstor.com</a><br>
www.onstor.com<o:p></o:p></span></font></b></p>

<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:auto;mso-margin-bottom-alt:auto'><font
size=3D3 face=3D"Times New Roman"><span style=3D'font-size:12.0pt'><img =
border=3D0
width=3D142 height=3D70 id=3D"_x0000_i1025" =
src=3D"cid:image001.jpg@01C70A76.FB13DC70"
u1:shapes=3D"_x0000_i1025"></span></font><o:p></o:p></p>

<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:auto;mso-margin-bottom-alt:auto'><font
size=3D3 face=3D"Times New Roman"><span style=3D'font-size:12.0pt'><a
href=3D"http://www.esj.com/Storage/article.aspx?EditorialsID=3D1572"></a>=
<span
class=3DMsoHyperlink><font face=3D"Times New =
Roman"><o:p></o:p></font></span></span></font></p>

<div u1:shape=3D"_x0000_s1026">

<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:auto;mso-margin-bottom-alt:auto'><font
size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt'><o:p>&nbsp;</o:p></span></font></p>

</div>

<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
12.0pt'>&nbsp;<o:p></o:p></span></font></p>

<p><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt'><o:p>&nbsp;</o:p></span></font></p>

<p class=3DMsoNormal =
style=3D'mso-margin-top-alt:auto;mso-margin-bottom-alt:auto'><font
size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:12.0pt'><o:p>&nbsp;</o:p></span></font></p>

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<div>

<p class=3DMsoNormal><font size=3D3 face=3D"Times New Roman"><span =
style=3D'font-size:
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