News


  • Start Talking Software

    The storage business is no longer about hardware. It is no longer about seek time or capacity. The next frontier is storage management software. Much of the activity today in the VC community around storage is investments in storage resource management, virtualization, and various categories of software to catalog, monitor, optimize, and protect storage resources. In addition, the economic climate is driving end users to be more concerned with how to maximize the value of assets they already own.

  • Develop Professional Services Around Storage

    Storage is complex. Storage is confusing. The longer it remains confusing, and the more complex it becomes, the greater the profit opportunity for solution providers to provide services. IBM has officially changed the rules of competition in the technology business by proving once and for all that professional services drive technology purchases.

  • Follow the Enterprise Applications

    The original promise of SAN included the nirvana of a seamlessly connected enterprise network of storage. While this may eventually be one of the benefits of SAN, it is not reality today. SAN deployments are still predominantly discrete projects associated with major enterprise applications. This has led to the phenomenon of "islands of SANs". If you want to increase your revenue in SAN, find the enterprise application projects. Where are your clients implementing SAP? Where are they implementing Seibel?

  • Choose Your Partnerships and Invest In Them

    It is not enough any more to simply have a long line card. In fact many savvy end-users look at solution providers who are purveyors of all as likely masters of nothing. Solution providers must choose which partners to invest in and put their time and money where their mouths are. Vendors are savvy, and major storage players such as Veritas, EMC, and IBM can be very choosy about who gets access to their best and brightest pre-sales team, and which partners they allow access to enterprise accounts.

  • Six Ways To Increase SAN and NAS Sales Effectiveness and Profits

    The past 10 years in the storage industry has been marked with tremendous growth and change. Nowhere has this growth and change led to larger opportunities than for solution providers. The storage solution provider and integrator market is evolving much in the same way as networking did. The hardware is becoming a commodity, software is becoming king, and professional services are now required to integrate complex, heterogenous infrastructure.

  • Customer Barriers and Requirements

    Considering recent uncertainty in the economy, it's logical that end-customers evaluating SAN and NAS implementations cite cost as the major barrier. Seven out of 10 IT personnel that are planning NAS implementations identify cost as a barrier. For IT personnel planning SAN implementations, eight out of 10 identify cost as a barrier. Six out of 10 potential SAN buyers also cite performance, application support, manageability, interoperability, complexity and finding a reliable supplier as barriers.

  • SAN and NAS Market Conditions

    On average, sales of storage solutions (including SAN and NAS) accounted for 17 percent of the typical solution provider's annual revenue in 2001, according to a December 2001 survey of 306 solution providers in North America by Reality Research and Consulting. If you consider that the typical solution provider generates $145,900 in annual revenue per employee, storage-related sales would account for nearly $25,000 in revenue per year, per employee.

  • SAN and NAS: Taking it to the Next Level

    Storage Area Networks (SANs) and Network-Attached Storage (NAS) are maturing into mainstream technologies. The growth of SAN and NAS signify that storage has passed from its secondary role as a peripheral technology to primary technology status with strategic business implications. This emphasis on the strategic business value of SAN and NAS translates into consulting and service opportunities for solution providers.

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