QLogic targets OEMs and integrators in need to provide focus in diverse markets for networking adapters QLogic has stepped up its work with broader channels including systems integrators and embedded systems designers. The plan is to develop end-user solutions based on a new line of 10Gb Ethernet (10GbE) adapters. Investments include a dedicated sales team focused specifically on meeting the needs of systems integrators and embedded systems designers, an enhanced design registration program, and a strong focus on QLogic’s dual adapter strategy.
This endeavours to cover a range of customer needs and plan some way into the future. One size does not fit all – QLogic dual-adapters address diverse market requirements. Using a converged network adapter as a network interface card (NIC) is simply overkill, and conversely 10GbE NICs are inadequate to address the requirements of the converged network performance segment. QLogic believes that a dual 10GbE adapter strategy is the most efficient and economical way to address the market’s varied requirements. QLogic developed the 3400 Series intelligent Ethernet adapter with the right mix of virtualization features to cost-effectively optimize the software-defined data centre.
Qlogic's Henrik Hansen, EMEA Marketing Director tells IT Europa: “We believe that data centre specialists can see benefits in several aspects of our offering. And, part of QLogic's strategy in pursuit of the Ethernet opportunity is that we are investing in building much closer relationships with end users. Our goal is particularly to address specialists either in enterprises, the MSP Cloud, CSPs or Webscale environments. In our view, anybody who is working on building out compute infrastructures today for tomorrow's data centre requirements is exactly the audience we want to be connected with.”
But with all the emphasis on software-defined everything, how do solutions such as Qlogic's stay a jump ahead? “Our vision is that data centres are becoming more complex and as we move towards a world of software-defined everything - though at the face of it, it may give the better tools to manage the entire infrastructure – the infrastructure will still only be as good as the lowest common denominator.”
“For example, installing 16Gb FC HBAs where you run the SAN infrastructure at 8Gb makes no sense, or where you have 10GbE in your servers throughout your estate, but the Ethernet Fabric is oversubscribed or parts of the fabric still runs at 1Gb - clearly will cause problems.”
Therefore I/O is one of the critical design aspects to consider, he says. “Hence, in order to ensure everything is optimised - once again our vision is that every organisation in any of the four segments mentioned above will require an solid I/O foundation. And, this is where our mission comes in - QLogic continue to innovate as we enable optimised I/O for server & storage connectivity.”
And this is a trend affecting both the small integrators with networking skills and larger ones, both groups looking for scalable and repeatable solutions. Through its design registration program, for example, QLogic aims to provide a predictable cost model for systems integrators as they develop standardised, repeatable solutions. The program also offers enhanced margins for strategic customer opportunities and streamlines the planning process by ensuring that adequate inventory is available on large-volume builds.
It has been welcomed by those looking at developing in this part of the channel: “QLogic 10GbE adapters allow us to integrate right-fit features into our designs and deliver profitable solutions that are aggressively priced,” said Jeff Ittel, senior vice president, Avnet Embedded. Avnet Embedded is a division of distributor Avnet.. “With dedicated resources such as an enhanced design registration program, and a sales team focused on systems integrators, we are able to work more closely with QLogic to seek new revenue opportunities.”
“By creating a strong sales team to address the unique needs of systems integrators and embedded systems developers and providing a range of dedicated resources for these customers, we are expanding the reach of QLogic 10GbE technology,” said Ryan Klein, senior director of sales, QLogic. “While some competitors have adopted a ‘one-size-fits-all’ approach to their offerings, we have adopted a dual-adapter strategy to properly align with 10GbE market requirements and allow customers to better control, optimize and scale their virtualised environments. QLogic 3400 Series intelligent Ethernet adapters and 8400 Series converged network adapters provide systems integrators and embedded systems developers with the right adapter for the right application.”