Integrated Archive Systems

Although it represents some of the powerhouses of the storage industry, Integrated Archive Systems (IAS) is open to picking up smaller vendors that don’t have an established track record.

Among new vendors the company has added recently are Avamar, which makes the Axion line of software and appliances for storage backup, replication and management, and Akonix, which provides technology for monitoring, managing and securing instant messages.

“We will absolutely take a chance on smaller vendors, but it’s gotta add great value [and] it has to have a good service offering,” said Amy Rao, CEO and founder.

Unlike some of its peers that are trying to boost the amount of revenue derived from services, IAS believes its current mix is about right. That’s because there is still plenty of margin to be made in certain enterprise-scale storage hardware. “People are buying bigger and bigger libraries; the price doesn’t come down on that,” Rao said.

IAS has never honed in on any particular vertical market, she said, although the company believes it will migrate more into security solutions during the coming year as its accounts delve deeper into this area. Among technologies to which it is pinning its evolving work in this area are products from Juniper Networks, Symantec and NCircle, which sells network vulnerability management offerings.

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“We define a customer as anyone who is growing and who has a need to save or retrieve data in the continuance of their business,” Rao said.