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Al Chien, vice president of sales and marketing at Dasher Technologies, a Campbell, Calif.-based solution provider and one of the Pure Storage partners who seeded one of the vendor's beta Flash arrays with a large customer, said that the beta test enabled his company to already drum up business for the vendor.
Dasher, which Chien said has a robust and growing storage practice as well as relationships with several tier 1 vendors, had been trying to break into a target account for several months to no avail until the concept of positioning Pure Storage Flash arrays was presented. "We thought it would be interesting for them given their existing infrastructure, pain points, and objectives, and it was," he said.
The customer looked not only at the performance and efficiency of the FlashArray but also the cost, Chien said. "But Pure Storage came in with Flash at the cost of spinning disk," he said. "In the opportunity we won with Pure Storage, and three other opportunities we are now working on, pricing to the customer was comparatively the same as traditional hard drive storage. Part of that is from the software included with the FlashArray. It helps mitigate the cost by being blended into the price."
Chien said he expects the Flash-based array market to grow in the future. "Is this a 'Flash-in-the-pan? No," he said. "This is an indication of what will come. There will be a place for traditional spinning disk in tier 2 and tier 3 storage applications. But as Flash gets more cost-effective, it's here to stay."