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.
Solution providers must invest in developing storage service practices around major technology and application areas. One of the most lucrative and most successful so far has been in the area of enterprise backup and recovery. Backup and recovery is a critical requirement for all businesses and there is a shortage of engineers who understand the complexities involved. It is no wonder backup and recovery is becoming one of the hottest areas in outsourcing.
Invest in bringing in some talent from the professional services industry. Develop project management capabilities to manage complex deployments. And above all, charge for it all! Don't give anything away for free. You'll make more money on the consulting to deploy a SAN than you will reselling the pieces.