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It took some time, but patience and the power of leveraged vendor services—plus a little chocolate—enabled a small solution provider to help a customer overcome problems it had with its previous VAR and finally implement an enterprise-class disaster recovery solution.
That solution provider, Irvine, Calif.-based Consiliant Technologies LLC, is a long-time partner of Hitachi Data Systems Corp., the Santa Clara, Calif.-based enterprise storage array vendor, despite the fact that until recently, Consiliant had fewer than 10 people on its staff. Consiliant was successful with HDS by utilizing the vendor's professional services arm—to customers, those skills made them a standout VAR.
Consiliant's ability to leverage partner services was important to Stonefield Josephson Inc., a Los Angeles-based CPA firm with five offices in California and one in Hong Kong. Several years ago, Stonefield had acquired a small HDS SAN array from another solution provider but found it unsuitable for its requirements.
Still, Stonefield Josephson was willing to give HDS another chance, and in 2004 acquired two new HDS arrays from Consiliant for disaster recovery, said Larry Gallup, senior sales executive at Consiliant.
At the time of the sale, Consiliant explained to the customer that, while HDS's replication software was among the best, it required that the source and target arrays be the same. However, Stonefield Josephson decided to purchase them anyway because of a $15,000 cost difference for the smaller array, Gallup said.
But it wasn't until about two and a half years ago, when Theresa Matonak took over as IT director at Stonefield Josephson, that the CPA firm looked seriously at implementing a disaster recovery solution.
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