How to meet Senior Business and IT Executives’ Expectations of Hybrid Cloud

Alex Ryals, Director, Technology Solutions at Avnet Technology Solutions, shares his methods for meeting executive expectations of the hybrid cloud

Cloud computing, overall, is now well-established as a viable, even essential, element in how organizations use technology to achieve business goals. Challenges such as meeting the needs of users, deploying solutions to business needs faster and increasing demands on badly stretched internal IT teams are driving the discussion surrounding cloud computing.

As VARs and solution providers aggressively embark on their journey with hybrid cloud solutions, it’s important to keep in mind the different discussions their customers are having based on their roles within the organization. We pulled a piece from a recent Tech Target whitepaper on Hybrid Cloud that discusses the varying expectations of hybrid cloud solutions as they apply to Line of Business and IT executives.

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Posted under Cloud Computing, IT infrastructure, SolutionsPath

Avnet on the ground at NetApp Insight, Berlin

Evan Unrue, EMEA Converged Infrastructure Technical Lead, Avnet Technology Solutions


Avnet ships pre-engineered Flexpod systems all over the world for NetApp; call it Trade Show Flexpod as a Service. Our primary purpose in this endeavour is to maintain, ship and deploy these Flexpod units into the various trade shows NetApp attends for demonstration  and display purposes, and then to educate whoever wants to understand the nuances, architecture, features and benefits of Flexpod. This year, however, was slightly different.

That’s because a solid proportion of people approaching the Flexpod were customers who had deployed Flexpod recently – or not so recently in some cases. This gave me the opportunity to ask a few questions:

  1. Why did they buy Flexpod?
  2. Did it deliver what they expected?
  3. What were they expecting it to deliver?
  4. How does Flexpod factor into their technology roadmap?
  5. What pain did it ease, if any?

One recurring theme was that many were so inwardly focused on what they were looking for when they bought the Flexpod, that this fixed reference point shaped how they leveraged the platform. As a result, they hadn’t fully explored the possibilities of what they can now do, with Flexpod on the ground.

What problems does Avnet solve?

Many of these reference points were re-enforced simply by “how they had always done it”. When I walked through the full extent of what they had invested in with Flexpod – things it can do, ways it can be deployed, managed, automated and the strong complimentary technologies from Cisco and NetApp that tie into Flexpod – some really interesting conversations developed around what customers could do next.

For context, the types of organisations I was speaking with were as follows:

  • A large media and publishing group with multiple divisions
  • A global mining company
  • A few service providers
  • A company that provides vertically-aligned managed IT to pharma and a few other verticals.
  • A number of typical commercial SME outfits (averaging a few hundred to a few thousand users).


Why did these organisations buy Flexpod in the first place?  The reasons ranged from being fed up of managing failing infrastructure and easing management pain to delivering on a more strategic IT roadmap.

Below are some of the reasons Flexpod customers I spoke with came to explore Flexpod™ as a solution:

Managing an “Accidental Architecture”

Dealing with increasingly unmanageable infrastructure born through sweating assets for too long, tactically replacing failing kit, plugging resource gaps, and in some cases through acquisition of other businesses where they have new infrastructure which has to be stitched into an existing platform.

This cocktail of diversely-branded old and new kit in many cases results in a seemingly endless struggle to keep critical applications up in the face of failing hardware or a constant flow of troubleshooting tasks, as the thin veneer of interoperability grows ever thinner. For the customers I spoke to, the resulting “accidental architecture” consumed so much time to maintain, innovation seemed to be off the table.

Supporting/deploying platforms and applications in the field

One thing was clear. A lack of standardisation was causing real issues around time-to-resolution of support issues, and time-to-deployment of applications and infrastructure. These customers had many platforms out in the field which weren’t necessarily poorly constructed, but the lack of standardisation in configuration, vendor technology and even the way the infrastructure was racked, patched and managed made it hard to apply a procedural approach to conducting a root cause analysis of issues and resolving them in good time.

A few of the companies I spoke with likened deployment of any significant applications to playing Jenga, in that stacking new workloads on creaking and overly-agnostic infrastructure was compounding the “accidental architecture” issue. They had to stitch resources together in increasingly creative ways and tactically deploy infrastructure on the fly. This process is not a quick one and the time it takes to prep everything for these new applications often takes weeks or months.

The IT vs Business Expanse

As NetApp Insight is primarily a technical conference, it was of course mainly attended by engineers, IT Managers, IT Directors and CTOs rather than customer CEOs and CFOs, so admittedly I only heard one side of the story here. However, this side made for an interesting story. A lot of these guys had become accustomed to feeling like “the help”: they were rarely invited to discuss the topics which influenced the demands being pushed onto the IT business; they weren’t asked what IT could do for the business; and the topic of making IT a profit centre rather than a cost centre was completely alien. The business attitude around old and hard to maintain kit is often to let to sweat because “it works, it’s fine and nothing has broken yet” – this divide forces IT into reactive mode.

The Battle with Shadow IT

The group IT Director of one company was faced with a situation where there were three distinct parts of the business, and each had aligned themselves to deploying applications with a different cloud provider for dev and non-critical/non-core applications. This was a struggle for IT as they were losing visibility of the business’ application landscape, competing with external IT providers and at real risk of breaching certain regulations if data was being dealt with on cloud platforms outside their sphere of control.

Flexpod Services by Avnet


Flexpod isn’t a magic box with the answer to all companies’ IT struggles, but it does give customers a platform they can leverage to address their issues. There has to be an appetite for business to address the people and process aspects around IT, and most importantly the business attitude towards IT, before any technology is going to offer a long-lasting solution. To put it bluntly, you can buy a new car, but if you’re a bad driver, a new car isn’t going to stop you having car crashes. Much like the relationship between driver and automobile, the driver needs to know where he or she is going, have full control of the vehicle and listen to the engine to know when it’s going wrong. These same rules apply for the relationship between the business and IT.

Starting from the bottom and working up, one thing Flexpod gives many of these organisations is control. Standardisation of hardware and software makes lifecycle management of IT simpler and less painful. Less diversity in the infrastructure means they can manage firmware levels across platforms with decreased risk, hardware interoperability is a non-issue as the components are all certified to work together, no questions asked. Adding new resource aligns to the set standardisation around Flexpod, meaning infrastructure deployments and application roll outs are massively accelerated.

Flexpod converged infrastructure

Another by-product of Flexpod’s standardisation is that with everything being a known commodity within the datacentre or across sites, companies can start to apply more efficient root cause analysis procedures with less guesswork around how they troubleshoot issues within their infrastructure.  This benefit is compounded further when you consider Flexpod is supported as a single platform, meaning you’re not spending half the day trying to get one vendor to take ownership of the issue as they point fingers amongst themselves.

Ultimately gaining control over your infrastructure means less downtime, less time troubleshooting alerts, and less of your time wasted. This allows more time to deploy people on tasks that actually improve, and don’t just “fix” things.

When the IT organisation moves out of a purely reactive state and has time to be pro-active, they can start to look at how to align closer to the business. In reality, this works both ways – they have to be met in the middle. But without the need to be purely reactive, there is at least time and breathing space to have the important conversations and start to make changes.

Something that one of the organisations I spoke with was looking to deal with was their shadow IT issue. Their roadmap involved leveraging Flexpod to regain some control around their core IT, and over time implement automation elements, such as UCS Director, prime service catalogue and a few others, to start developing a service-oriented and policy-driven approach to how they deliver internal services. Then over time, they could standardise on a set of cloud providers and leverage these same policy-driven approaches to manage how and where things go into the cloud. This would allow the business to consume from their own IT in much the same way they had in the cloud, but IT regains control of the application landscape and ensures they remain compliant where needed.

In summary, Flexpod offers a mechanism to help IT get control of a business’ infrastructure and free up time and money to do things better. Getting to the hub of it, doing things better means delivering services more quickly and seeing faster returns, or rationalising how you do things today and easing operating expenses both in time and man hours. The business is certainly responsible for implementing fundamental changes, but Flexpod is helping many customers execute faster, with less risk and with less pain.


If you’re a partner looking for more information on our Flexpod solution, visit our website:

Posted under Converged infrastructure, IT infrastructure, Storage

The Four Keys to a Successful Software Vendor Agreement


Avnet TS EMEAAs companies grow in size, the streamlined individual software license model can morph into something larger and more complex: the enterprise software agreement. The variables to consider in these contracts extend well beyond the basics of price, performance, longevity and support.

Here are four additional dimensions of larger software agreements that you should take into account before releasing that purchase order:

#1 Enterprise Licensing Arrangements

Determining whether to buy in volume through an enterprise license or to purchase individually on a “per seat” basis starts with a good understanding of your company’s usage model.

  • For consistent usage, general purpose and/or large user bases – Some enterprise licenses are offered “buffet style,” meaning for one annual fixed price you can download and use as much as you like across your operation.

The goal here, of course, is to maximise the value of your investment by leveraging the software as much as possible.

  • For inconsistent usage, specialised purpose and/or small user bases – In this case, a “pay as you go” arrangement might be the best approach, with the software vendor conducting periodic audits to capture usage and true up with the client afterwards.

This works especially well with specific engineering software, financial or legal applications, or tools for designers.

The other aspect to consider with any enterprise licensing is the business relationship with the vendor. Are they a vendor, or are they a true strategic partner?

The larger the engagement is and the more mission-critical it is to your business, the more support, access and consulting services you may need from the partner to ensure you get maximum return on your investment.

#2 Substitution Clauses

As software new product rollout cycles continue to shrink, you don’t want to be tied to obsolete software through your enterprise agreement.

Before negotiating your software agreement, take a look at the vendor’s development roadmap first. Does it include options that might align with your own company strategy and future need?

If so, consider adding a substitution clause that allows you to swap out current licenses for those new products if they become available during the duration of the agreement and if they do support your strategy at the time.

Negotiating what is eligible for substitution through the enterprise agreement – and at what value – is highly advantageous in these situations. Be sure to find out:

  1. What products can be tagged for substitution eligibility? Which are not eligible?
  2. Is it a 1:1 substitution ratio, with every old product updated to the new product, or is it 2:1, 3:1 or higher?
  3. What happens if the initiative or software doesn’t roll out as planned? Will alternate licenses be offered, or will the scope of the contract be reduced?

#3 Portability

Businesses of all sizes are continuously adding (and removing) personnel based on individual and business performance as well as overall market conditions. So it’s important that your software profile can adapt to the changing needs of your business during the duration of the agreement. The key term here is “portability”.

Portability ensures that you don’t pay double if an individual in your company is let go in Month One of your enterprise agreement and another person is hired to fill that position in Month Two.

A “portable” software license allows that single seat license to be used by anyone who fills that seat, not only the person it was originally activated for.

#4 The Total Solution

Some software you purchase will require specific hardware to function properly, or specific platforms come highly recommended from the vendor for best performance.

Purchasing a full solution from the software vendor often leads to better performance and support overall, so it’s not always a bad idea.

However, don’t overpay for that total solution. You don’t have to work in IT distribution to know that hardware margins have been shrinking over the last 20-30 years, so as you negotiate focus on the software pricing.

That’s where the biggest costs will be. But at the same time don’t take your eye off the hardware costs either. If that system pricing doesn’t feel competitive, don’t hesitate to renegotiate.

While enterprise software agreements can be more intimidating than individual licensing arrangements, there’s nothing to fear.

By understanding your own particular use case and taking the four dimensions above into account during the negotiation, you should arrive at an agreement that meets the needs of your growing business for years to come.

Posted under IT Software

This post was written by on December 11, 2013

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Converged infrastructure: how to address business challenges rather than talking tech

Technical Architect

Evan Unrue, EMEA Technical Architect Team Leader (VCE)

The IT infrastructure landscape has been changing for some time. Organisations are starting to explore the concept of delivering IT as a service either internally or externally to customers. One of the first steps down this path is setting up an infrastructure that is repeatable, where defining true utilisation and the cost of delivering resource can be measured.

By using the converged infrastructure approach, organisations are able to massively reduce the risk around infrastructure architecture, reduce time to service delivery and man hours involved in maintaining their infrastructure.

Key Benefits

A transformative approach to data centres leveraging converged infrastructure allows organisations to reduce complexity and risk in architecting solutions, also mitigating interoperability challenges in the planning phase. When organisations can buy their infrastructure in an appliance fashion, where the vendor has taken ownership of the complex plumbing, this allows businesses to focus on better aligning IT resources to business demands.

Typically when taking the à la carte approach to building and maintaining a data centre using silo technology stacks, larger organisations can churn 70% of IT spending simply by keeping the lights on and systems running. When IT budgets are under pressure, the challenge is in finding available budget for investing in new software and services which can really differentiate a company from its competition.

Mid Market Organisations

Converged infrastructure still plays a role in the mid market; its value is in allowing customers to promptly meet service and application requirements, while ensuring reduced design complexity and swift deployment. When the bespoke approach to infrastructure delivery is undertaken, the requirement to manage skills and interoperability across all technology stacks drives complexity. Converged infrastructure, on the other hand, enables mid market organisations to leverage an appliance approach focusing on sizing for the appropriate resource and scale, not on the nuts and bolts of how it’s held together.

When dealing with larger corporations, CXOs look to ensure rapid deployment of applications and services. This could be the difference between gaining a competitive edge or not. If a competitor gets to market first but your organisation drags its heels for six months due to the required IT rollout taking too long, your organisation is at a disadvantage. Quick delivery is key in staying ahead of the game. The mid market is slightly different in that although these companies still need to remain competitive, they often have far less robust IT teams, so simplicity of design, management and support become more of a driving factor.


Looking at why people buy IT, private companies purchase technology to make money. In the public sector, it is to deliver services. When looking at repeatable architecture, with reduced risk and time to deployment, organisations can reduce the air gap between business and technology and stay better aligned to these objectives.

When it comes to the channel, the challenge is lining up the right skills at the right time to ensure the procurement cycle is not lengthened where it need not be.

Many partners understand how to deliver data centre solutions today and do it well. There are also many customers with a good grasp of the various technology stacks involved in IT infrastructure. However, opting for the bespoke approach to building a data centre can leave an infrastructure exposed to organic growth and hardware sprawl driving unnecessary complexity.

When leveraging converged infrastructure, you can define a building block of infrastructure design to support “X” number of users and you can understand that the power, cooling and management costs in maintaining and managing that building block are “Y”. This allows you to gain real control over the cost of delivering services, be it internally or externally.

The mid market is seemingly further along in terms of what percentage of their IT estate is virtualised, as typically there is less to virtualise. However, often this degree of virtualisation is underpinned by unbalanced infrastructure where they have remediated their existing physical estate to accommodate virtualisation. Most converged platforms are designed and taken to market specifically with virtualisation in mind, meaning that as their estate grows, they will be well equipped to deploy new servers without worrying about the infrastructure ‘falling over’.

Most mid market organisations started small; however, technology needs are constant and evolving. This growth, when driven across an unbalanced and organically grown infrastructure, culminates in infrastructure bottlenecks. Ultimately, whether on physical or virtual infrastructure, the application requirements remain the same, so when we drive the same number of applications on less hardware, we again expose ourselves to risk. Converged infrastructure allows these companies to manage the disruption that this growth creates, whilst providing balanced architecture and simple design practice to meet business demands.


The nirvana for any organisation is for IT to be an enabler, not a constraint. Taking a converged infrastructure approach can remove a lot of pain, as it’s designed with architectural simplicity in mind. In my opinion, the ability for an organisation to progress in the volatile markets of today will depend on organisations defocusing on data centre plumbing and better spending time exploring how they can differentiate themselves by rapidly bringing new services to market, giving them the edge they need.

Posted under IT infrastructure

Channel Opportunity: Converged Systems

Converged Systems IT storage specialist

Wayne Gratton, EMEA SolutionsPath business development director

Today’s businesses are constantly changing and developing at a rapid pace that’s pushing IT departments and data centres to deliver applications that are fast, scalable and interoperable in a shorter time scale. Because of this, customers are now contemplating how to deliver improved OPEX in their data centres and are increasingly searching for ways to move towards the ‘private cloud.’ This could be driven by what customers are seeing in the public cloud – with instant provisioning of IT services – and expecting the same in their own dedicated data centres.

Changing workloads, such as Desktop Virtualisation, Business Analytics, ERP systems or even new application services, mean that companies are considering ways of centralising and consolidating their IT systems to meet demand, streamline company information and improve cost efficiency.

The question is: how can companies organise these pools of resources quickly enough to be able to implement repeatable, secure, manageable and cohesive applications? The answer… Converged systems.

It seems to me that converged systems are becoming more and more appealing to vendors to address this challenge. We’re certainly seeing an increase in interest from customers and partners who want to find out more about these solution opportunities and what they can offer the channel.

IDC’s 2012 European Storage Survey highlights the rapid rate at which converged systems are being adopted in European organisations. This year alone, more than a third of the surveyed organisations reported deploying some type of converged infrastructure. According to IDC, this interest in converged systems is the result of the rise in private cloud deployments – 20 percent cited they have implemented private clouds in 2012, compared with only six percent in the previous European storage survey, conducted in 2011.

Because of the increasing demand for this type of IT management process, many vendors, like HP, Cisco, Oracle and IBM, are now offering these solutions. However, it is also true that some vendors and resellers are still unaware of the market opportunity.

In this case, it’s essential to understand what converged systems are, what this technology can do and what exactly the benefits are.

So, with that being said, what is a converged system?

  • A converged system can be defined as a ‘pre-integrated, vendor-certified system’
  • The combination of storage and computing into a single entity is known as converged storage
  • It can contain: servers, data storage devices, networking equipment, middleware and application software in addition to software for IT infrastructure management, automation and orchestration
  • An operating system and virtualisation can also be part of a converged solution
  • It’s also worth noting IT vendors and industry analysts use various terms to describe the concept of a converged infrastructure. These include: ‘converged system,’ ‘unified computing,’ ‘fabric-based computing,’ and ‘dynamic infrastructure’

Why use converged systems?

  • Converged systems are a step up compared to reference architectures, as they are typically sold as pre-integrated solutions, even a SKU – a number or code used to identify each unique product to enable inventory to be tracked
  • They create a group of virtualised servers, storage and networking capacity that is shared by multiple applications and lines of business, making it more streamlined and more manageable
  • Converged infrastructure provides technical and business efficiencies, stemming from the pre-integration of technology components, the pooling of IT resources and the automation of IT processes

Converged systems address the key challenges of managing evolving workloads and copious amounts of data. I would highlight the key customer benefits as:

  • Ease and speed of deployment
  • Lower operating expenses
  • Improved security
  • Higher utilisation
  • Ease of management
  • Improved application performance and application availability

One thing’s for sure, these systems simplify the use and optimisation of application environments by integrating hardware, software and services into turnkey solutions. It can be noted that this converged approach allows resellers’ and partners’ customers to quickly get to grips with the full potential of virtualisation, cloud and next-generation applications, such as real-time analytics. In addition, it also helps to speed up the consolidation of legacy applications, data and infrastructure – quite simply to drive business growth and promote cost efficiency.

Posted under Cloud Computing, Virtualisation