Cloud Storage For All: How To Build Your Own Practice

Moving all or part of a customer's storage to the cloud can be a real boon in terms of reducing the cost and increasing the flexibility of their IT environments.

But solution providers that take the plunge into this new technology will find one benefit specific to them: cloud storage can be an easy first step into the nascent cloud computing business.

The goal of cloud storage is to move part or all of a company's data from its own IT infrastructure to another infrastructure where it can be separately managed. Data can be stored and accessed over the Internet on a storage infrastructure owned either by the company or by a third party, and with that infrastructure housed either on-site or at a separate location.

Because capacity in storage clouds is paid for on a per-gigabyte basis, it can be considered an operating expense rather than a capital expense. The total cost of storage stored in a cloud typically depends on the capacity, and so in theory can rise and fall as capacity increases or decreases. However, capacity seldom decreases, unless part of it is used for specific temporary projects such as testing of new applications.

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While the cost-per-gigabyte of using a storage cloud sometimes seems low when the total amount of data stored is low, the costs can add up quickly as capacity increases, and can exceed the cost of storing the data in a company's own infrastructure. However, outsourcing the management of that data, a feature of cloud storage, could result in significant cost savings for many customers.

A Storage Cloud For Everyone

There are several different types of storage clouds available.

NEXT: A Myriad Of Ways To Build Storage Clouds

Solution providers using such appliances can offer cloud storage either with their own brand name or that of the technology developer. They can also resell a cloud storage service through other solution providers. MSPs can also add such a service to their other customer offerings.

Taking Advantage Of Storage Clouds

While storage clouds are very popular for backing up data and for sharing files ranging from baby pictures to business documents, solution providers can help customers take advantage of those clouds in a variety of ways.

This is especially true for customers who have already virtualized all or part of their server infrastructures, as virtual servers can be used in cloud environments to do several storage functions.

NEXT: Getting The Message To Customers

Getting The Message To Customers

Cloud storage is a quickly maturing business but still requires much evangelizing and handholding by solution providers and MSPs.

Most business customers have a basic if imperfect understanding about what storage clouds are, said J.P. Villaume, president and owner of Gulf States Computer, a Baton Rouge, La.-based solution provider that partners with Mozy for storage clouds.

However, Villaume said, it takes time to help understand how it works. For instance, until recently, companies such as Mozy offered unlimited cloud storage capacity to consumers for a fixed fee. When it eliminated that option, it made it easier for Gulf States Computer to sell to businesses.

"Before, when we talked to customers, they'd say, 'Hey, I heard Carbonite and Mozy give unlimited backups,'" he said. "But now that they're shutting that [unlimited capacity] down, customers are better able to see the importance of good service."

When bringing cloud storage to customers, the first step is to help them choose what applications and business data can be best addressed with the cloud, said Jerry Pezzino, managing director of storage and data management business at Denali Advanced Integration, a Redmond, Wash.-based solution provider working with Hewlett-Packard and Axcient.

For customers with a lot of primary data, they can consider moving part of that to the cloud and keeping stubs, or pointers to that data, on local storage for fast access, Pezzino said.

"Most importantly, customers want a single pane of glass to see their files regardless of whether they are on local disk or on a cloud," he said.

Security of data on a cloud can also be an issue, Pezzino said. "Nobody wants to be the first victim to put data on a cloud and see it compromised," he said. "Our medical customers were probably the last to make the move to the cloud."

Steve Brown, vice president of sales and business development at BlueHawk Networks, a San Jose, Calif.-based solution provider that builds cloud infrastructures for customers, said security of storage clouds has actually become less of an issue over time.

"I think concerns about security are disappearing," Brown said. "People see Amazon and how it is able to partition the data to prevent unauthorized users from accessing it."

In some cases, cloud storage can sell itself, said John Zammett, president of HorizonTek, a Huntington, N.Y.-based solution provider that recently started partnering with i365 on cloud storage.

One customer who just signed up for a $6,000-per-month disaster recovery storage cloud did so after a more traditional sales cold call, Zammett said.

"Our rep called the customer to ask about their primary backup needs," he said. "The customer said they had none, but then asked us about whether we have a cloud backup. And we said yes."