34
The transition from DAS to multiple storage pools based Tip 7: Expect increased
SAN for SMBs will probably be on SATA, SAS/FC and awareness among your
impacted while people are increasingly Solid State Disks. customers and prepare your
reluctant to make long term responses in advance.
investment but should regain Tip 5: Driving primary storage Storage software as a service
ECTIVES
traction with more forward utilisation from the industry will begin to gain traction in
looking financial managers. average of below 40% to 80% 2009. “Expect customers to be
P
ERSP translates to halving the cost attracted by delivery models
Tip 3: SANs no longer need to per Gigabyte of used primary that enable them to
be complicated - especially storage. The need to expand experiment and try things out
iSCSI based SANs. HP’s storage capacity reflects the ‘for free’ thoroughly before
acquisition of LeftHand change in the type of data committing serious effort and
Networks gives this vendor the stored on primary storage. cash” (source IDC).
credentials needed to be
successful. It’s easy and Historically transactional, The initial impact will be a
CHANNEL
profitable, with a well defined structured data drove the need reduction in revenues as
and effective on-boarding for capacity and performance. customers transition from a
process. Storage virtualisation, Unstructured data now yearly to quarterly or monthly
allowing pooling of storage to consumes the lion’s share of licensing model. However, the
drive higher utilisation rates primary storage; paperless new price points and the
should continue to be a office initiatives have led to ability to shrink or grow
growth area, driven by thin larger images and scanned expenditure as the company’s
provisioning to defer disks or documents. VOIP and requirements ebb and flow
disk shelves purchasing for as applications like Microsoft opens up new markets and
long as possible. Office Communicator have allows vendors to attract the
increased the amount of voice long tail of smaller companies.
Tip 4: Customers love storage and video being stored. IDC The good news for the channel
virtualisation and thin predicts an increase in open is that we will be needed to
provisioning. Showing an source storage software during reach this customer base –
application as much storage 2009. “Shrinking storage that’s what the channel knows
capacity as it would like to see budgets and economic and understands.
while only buying the physical downturn may prove to be the
storage when it is needed is conditions needed to push Tip 8: Keep a watch out for
an attractive proposition in open storage deep into early SaaS offerings from CA and
difficult times. Again, look at adoption phase.” Symantec during 2009.
LeftHand Networks for the Understand your requirements
latest in simplified thin Tip 6: Understand the to participate in this new
provisioning, snapshotting and strengths and weaknesses of delivery model.
replication. open source offerings such as
Bacula and Amanda. Do they The challenge for our resellers
Consolidating multiple tiers of require more technical is to understand the drivers
storage onto single arrays will competence? and concerns of their
also be attractive but to customers in the coming year.
maintain performance levels Does that competence actually Our contribution at CMS is to
for primary storage, cost more than commercial have the product knowledge
application aware storage will software being replaced? What and portfolio, pre-sales skills
be required. IDCs expectation if the competence leaves the and business acumen to help
is that consolidation to single company? Does your customer you craft solutions that exceed
storage systems will increase really want to trawl your customers’ expectations.
but under the hood of these newsgroups for support on
single arrays there will be these products? jfagan@cmsperipherals.com
MAY 09 WWW.SNS-UK.CO.UK
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