ANTenna Blog -- Storage

As the first product of a new initiative to provide integrated solutions for midsize companies, IBM has introduced a new data protection package. The package is available at a promotional price of nearly 40% off.

The Comprehensive Data Protection Solution Express comprises Tivoli Storage Manager FastBack Center backup and restore software, a System x Express x3550 server, and a System Storage DS3200 RAID storage unit, along with optional support services. According to Ron Kline, director of marketing for IBM general business, the package reflects an initiative to pull together elements of IBM technology and, in conjunction with the company's business partners, integrate them into solutions that address the need of the midsize market.

"What we've done here is to take the pieces that address our customers' pain points and brought them together," said Kline. "We asked our partners, 'What do our midsize customers want?' and worked with them to develop an integrated solution."

Kline pointed out that the pieces have been tested to guarantee they work together. But, he emphasized, it isn't a "hard bundle" -- built into the offer is the expectation that IBM's channel partners will work with customers to customize the package appropriately.

Kline also said that the effort isn't about the individual pieces. "The solution is about protection rather than about the components," he said. He cited IBM's "Inside the Midmarket: A 2009 Perspective" study from last spring as showing that the majority of businesses would prefer to buy a complete solution than pieces of technology.

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To support the solution aspect, Kline said that IBM has already trained a "couple of hundred" channel partners in supporting the Comprehensive Data Protection Solution Express and plans to train "thousands" more. "Training is a very essential part of the solution offering," he said.

"This is just the first of what we expect to be a long line of solutions" for the midmarket, Kline continued. (IBM defines the midmarket as companies with 100 to 1,000 employees.)

The IBM Comprehensive Data Protection Solution Express is available through November for $9,500, a $6,000 savings off the eventual price.