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"We have a lot of customers who we have migrated to Data Protector, but we haven't had a lot of opportunity to talk to them about something new," IT Partners' Cassidy said. "But with the Catalyst integration, we can talk to them about new features and some great new services opportunities. Most Data Protector customers are not disk-to-disk backup customers. Now we can talk them about a great new solution to their pain. And backup is a major pain point."
It is also important for solution providers that the restore rate of deduped data is the same as the backup rate, Cassidy said.
"The restore rate has always been slower," he said. "If the recovery is slow, it doesn't matter how fast the backup was done. If the restore rate is the same as the ingest rate, that really appeals to customers."
The HP B6200 StoreOnce backup appliance, which can be configured with up to 48 TBs of capacity, is currently available with a starting list price of about $250,000.