Thanks to the increased use of cloud computing, customers are getting used to buying on an operating expense basis vs. a capital expense basis, Xioss' Robinson said.
"With all that's happening with Amazon Web Services and other clouds, customers understand the benefits," he said.
Tegile's Commins said customers can still work with their solution providers to purchase the Tegile arrays outright or sign a standard lease.
Commins said that Tegile has also been moving to grab storage refresh opportunities from Dell's Compellent technology.
Given that Dell is in the process of upgrading its Dell Compellent storage family, Tegile sees this as a good time for its partners to go after Dell customers, Commins said.
With Tegile's in-line dedupe and compression technology, customers need 50 percent to 75 percent less capacity using the Tegile arrays than if they use Dell Compellent, he said.
"For Compellent partners not sure of what to do with the Dell road map, here's an opportunity to maintain their relationship without selling Dell," he said.
Robinson said Tegile has hired several ex-Compellent people who know where the Dell Compellent customers are.
"The timing is right," he said. "Compellent is going through a refresh cycle with new controllers and appears to be raising the cost of its technology."
PUBLISHED NOV. 15, 2013