Follow the Enterprise Applications

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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".

Why not hold a networking event for your sales people and the local Oracle office or the local Seibel integrator? Develop relationships with application vendors to share leads and partner on accounts. Remember, the application drives the need. Clients who deploy more applications need more storage.

SAN and NAS: Taking it to the Next Level

SAN and NAS Market Conditions

Customer Barriers and Requirements

Six Ways To Increase SAN and NAS Sales Effectiveness and Profits

  • Choose Your Partnerships and Invest In Them
  • Strengthen Your Technical Capabilities
  • Follow the Enterprise Applications
  • Develop Services Around Storage
  • Start Talking Software
  • Pitch the Future to Sell Today
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