• Broadband Access Usage Outpaces Dial-Up Access

    High-speed Internet usage accounted for more than half of all time spent online in January, outpacing dial-up Internet access for the first time, Nielsen/NetRatings said in a report Tuesday.

  • Microsoft Seeks Two-Week Delay In Remedy Hearings

    Microsoft on Tuesday asked the federal judge overseeing its antitrust case for a two-week postponement of hearings due to start next week on sanctions against the company.

  • Microsoft Issues Java Patch

    Microsoft Monday issued a patch for a security flaw in its Java virtual machine software (Microsoft VM) that attackers could exploit to redirect browser traffic.

  • Pitch the Future to Sell Today

    With the pace of technology advancement in the data storage field, it is difficult for end users to keep on top of the latest developments. Providing clients with comprehensive new information on such trends as Storage over IP, SAN/NAS convergence, or iSCSI is a great way to get their attention, add value, and position your company as a partner.

  • 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.