Channel Marker

Jul 22 2011   7:29AM GMT

Research, recruitment underscores interest in DCIM solutions

Heather Clancy Heather Clancy Profile: Heather Clancy


Earlier this month, I wrote about the dynamic data center infrastructure management (DCIM) space, and opportunities for IT solution providers related to this space.

Just received some data from Emerson Network Power, one of the leading players in the DCIM space, that further underscores the need for DCIM solutions. That data, which was drawn from a survey of 240 data center managers, found that three factors were predominant in keeping the respondents form optimizing the performance of their companies’ data centers.

  1. Lack of visibility into system utilization
  2. Absence of documented efficiency strategies
  3. Lack of functionality within management systems

Said Blake Carlson, vice president of global IT markets, Avocent business of Emerson Network Power:

“If you compare managing a data center to flying an airplane, what we are seeing now is that organizations are no longer willing to fly without instruments — as they have done for the past 20 years — but have not quite reached the point of automation. That is definitely the direction the industry is heading but achieving that objective will require greater interaction between IT and infrastructure systems, and between the physical and virtual layers of the data center.”

Although the focus of my original article wasn’t on vendor activities or recruitment, it is clear from the email and vendor pitches that I’ve received, that building a channel is very definitely a focus for many vendors in that space, including Emerson, which has a long history in the channel. Some quick news for your consideration:

Viridity Software expanded in Europe in July through a distribution arrangement with CiRRUS Management Solutions. Viridity’s product, EnergyCenter version 2.0, is focused on monitoring, optimizing and managing data center space. Among other things, the new version includes a feature for monitoring the power consumption of VMware virtual guests, with an eye toward helping manage virtual sprawl. Mark Kacary, co-founder and director of CiRRUS, said many businesses heightened their attention to energy consumption dynamics at the end of 2010. DCIM offers a specific way for these companies to take more control of their energy consumption. “If I can reduce the number of servers or make them more efficient, not only am I using less power, I am spending less on the cooling technology,” he said.

1E, is based in the United Kingdom, also told me this month that it is seeking more resellers and IT solution partners in the United States. Paul Szemerenyi, vice president of North American channels for 1E, said among his company’s most successful partners are Microsoft Gold VARs with a specialty in Microsoft System Center. That’s because his company’s power management software can help augment their existing System Center deployments. Although 1E has primarily sold direct to large companies in the past, especially those in financial services, it is looking to partners to build its SMB footprint. “We’re not looking to create a massive services operations, we’re looking for partners to augment our message,” Szemerenyi said.

Dave Kawula, principal consultant and co-founder with Tricon Technical Services, started working with 1E about four months ago as one of the company’s first channel partners. “For our team it was really easy to extend into this area because we were already having conversations about IT efficiency,” he said.

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