CRN Storage News


  • Start Talking Software
    The storage business is no longer about hardware. It is no longer about seek time or capacity. The next frontier is storage management software. Much of the activity today in the VC community around storage is investments in storage resource management, virtualization, and various categories of software to catalog, monitor, optimize, and protect storage resources. In addition, the economic climate is driving end users to be more concerned with how to maximize the value of assets they already own. This is often a conversation about software. The new software technology being developed today has the potential of upending the whole pecking order in the storage business. Once functionality moves away from the hardware and into software, storage hardware will officially drift into the realm of commodity. Storage will be purchased on price, capacity and delivery terms, and those who built their business on storage hardware will feel the pinch. The sooner solution providers can increase the percentage of storage revenue coming from software, the better positioned they will be for the future.
  • Develop Professional Services Around Storage
    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.
  • Follow the Enterprise Applications
    The original promise of SAN included the nirvana of a seamlessly connected enterprise network of storage. While this may eventually be one of the benefits of SAN, it is not reality today. SAN deployments are still predominantly discrete projects associated with major enterprise applications. This has led to the phenomenon of "islands of SANs". If you want to increase your revenue in SAN, find the enterprise application projects. Where are your clients implementing SAP? Where are they implementing Seibel? Where are they looking to consolidate large Microsoft Exchange deployments? These are the areas where you will find the growing storage requirements. To really hit it big in storage, you have to get a little "enterprise application religion".
  • Choose Your Partnerships and Invest In Them
    It is not enough any more to simply have a long line card. In fact many savvy end-users look at solution providers who are purveyors of all as likely masters of nothing. Solution providers must choose which partners to invest in and put their time and money where their mouths are. Vendors are savvy, and major storage players such as Veritas, EMC, and IBM can be very choosy about who gets access to their best and brightest pre-sales team, and which partners they allow access to enterprise accounts.
  • Six Ways To Increase SAN and NAS Sales Effectiveness and Profits
    The past 10 years in the storage industry has been marked with tremendous growth and change. Nowhere has this growth and change led to larger opportunities than for solution providers. The storage solution provider and integrator market is evolving much in the same way as networking did. The hardware is becoming a commodity, software is becoming king, and professional services are now required to integrate complex, heterogenous infrastructure.
  • Customer Barriers and Requirements
    Considering recent uncertainty in the economy, it's logical that end-customers evaluating SAN and NAS implementations cite cost as the major barrier. Seven out of 10 IT personnel that are planning NAS implementations identify cost as a barrier. For IT personnel planning SAN implementations, eight out of 10 identify cost as a barrier. Six out of 10 potential SAN buyers also cite performance, application support, manageability, interoperability, complexity and finding a reliable supplier as barriers. Additional barriers cited by potential NAS buyers are reliability, with seven out of 10 identifying that as an issue, while six out of 10 potential NAS buyers cite manageability, security, back-up issues, availability and performance.
  • SAN and NAS Market Conditions
    On average, sales of storage solutions (including SAN and NAS) accounted for 17 percent of the typical solution provider's annual revenue in 2001, according to a December 2001 survey of 306 solution providers in North America by Reality Research and Consulting. If you consider that the typical solution provider generates $145,900 in annual revenue per employee, storage-related sales would account for nearly $25,000 in revenue per year, per employee. Of that amount, NAS and SAN together account for 26 percent, or nearly $6,500 in sales annually per employee
  • SAN and NAS: Taking it to the Next Level
    Storage Area Networks (SANs) and Network-Attached Storage (NAS) are maturing into mainstream technologies. The growth of SAN and NAS signify that storage has passed from its secondary role as a peripheral technology to primary technology status with strategic business implications. This emphasis on the strategic business value of SAN and NAS translates into consulting and service opportunities for solution providers.
  • Plans to unveil SAN appliances over next six months


    Imperial To Introduce Solid State Storage For SANs
    Imperial Technology is preparing new products and programs aimed at convincing the IT market that solid-state storage is ready for use with SANs.
  • How Storage Became the Center of the Universe
    During one of my earliest interviews on the storage beat, a storage company CEO said this to me: "We used to stand around the coffee machine and figure out ways to get out of storage. Now, we are the center of the universe."
  • Disk Drives Get Their Due
    The lowly disk drive is getting the kind of respect usually reserved for places like Thomas Jefferson's Monticello and Hewlett-Packard's renowned garage. Last month, the San Jose City Council designated a little building in downtown San Jose, Calif., as a historical landmark,the site where data storage was born. About 50 years ago, IBM inventor Reynold B. Johnson created the first hard-disk drive,the result of research conducted in a laboratory on 99 Notre Dame Avenue in San Jose. Since then, the hard-disk drive has gone from storing 5 MB of data in a six-foot-high 305 RAMAC to storing 1 GB of data in a PDA that fits in the palm of your hand. Businesses now depend on thousands of hard-disk drives to store and retrieve millions of bytes of data. San Jose's City Council is hailing 99 Notre Dame Avenue as a site symbolic of "the emerging development of Silicon Valley in the 20th century."
  • Combined company would be the number six vendor


    Legato Acquires OTG, Makes Channel Play
    Legato Systems on Thursday made a play to grab mind share in the storage management software industry with its $403 million acquisition of OTG Software.
  • IBM Debuts Pre-Tested Storage Solutions
    San Francisco -- IBM's storage systems group unveiled a new program this week to help business partners and software vendors simplify interoperability issues associated with Big Blue storage products and offer customers pre-configured, pre-tested solutions.
  • IBM: Just fulfilling customer needs for heterogeneous storage


    IBM, Hitachi In Interoperability Testing Deal
    IBM is proving its commitment to open storage by bringing Hitachi Data Systems in to test that its Freedom Storage 7700 and 9900 arrays work with IBM's NAS 300 gateway, a device that allows SAN arrays to also serve NAS data.
  • Storage 101: High Availability, Part 3
    Global ClusteringOnce you have a replica copy of the data at a remote site, you need an automated method of starting the application at the remote location, pointing to the correct data volumes, and redirecting user traffic to the secondary site. Global Clustering products such as VERITAS Global Cluster Manager extend the concept of local clustering to the wide area by providing automated application and service migration from a primary data center to a geographically dispersed location. This allows your critical application to continue to function even in the event of a site outage.