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Ensuring business continuity and building opportunities

Jennifer O'Brien | Dec. 19, 2014
Who says storage can't be sexy?

InFront Systems' King said many customers with a set budget settle on flash, but still expect high performance.

"It's the emergence of good enough reasoning. We've got to be aware of the good enough discussions. Now what is good enough? Well good enough sometimes is in the eye of the beholder, not the educator trying to convince you that it could burn or fail in the endeavor. You don't want to ever see a customer fail, but they can make rash decisions based on budget. We're walking away from a lot of jobs."

Additionally, the popularity of fl ash and 'good enough' computing is fuelling the birth of the generalist in the partner community, he added.

"We're seeing our industry devolve into a bunch of generalists. They don't have the specialists. We've always tried to advocate ourselves as a specialist company. I believe customers know 80 per cent of everything before you even walk in the door. And what you're trying to do now is understand and guide. They're not sure of the flavour or the colour. The big boys are generalists these days and they laugh at the deep integration capabilities of the specialist organisation," King said.

Telsyte senior analyst, Rodney Gedda, said hybrid Cloud is a top trend to affect the storage arena. In a Telsyte Australian Infrastructure and Cloud Computing Market Study, storage rated the top workable area of the infrastructure (61 per cent) to develop a hybrid Cloud. It was followed by servers (40 per cent); applications (37 per cent); and disaster recovery (31 per cent).

"Storage is one area where customers can integrate more easily then perhaps an application or a full disaster recovery [DR] environment so that's why businesses think that's the most workable area," Gedda said.

Touching on the evolution of storage, he said tomorrow's reseller should: balance project and managed services [annuity revenue]; focus on multiple delivery models [hybrid Cloud]; skill up for software-defined future; add value to equipment and as-a-service (for example, disaster recovery); and provide business outcomes.Gedda said a company's Cloud journey typically involves a hybrid model.

"Cloud is one delivery model -- it's being procured in parallel with a lot of on premise investments, as well as a lot of managed service investments. The future for a delivery model across the enterprise is going to be one of hybrid solutions. We're already seeing in the Cloud space that there is an average of three providers for infrastructure as a service. The market is definitely branching out and testing the waters amongst a number of providers," he said.

"That mix is leading to an environment where the CIO and the lines of business are going to have to have more of an understanding and more control over how they manage information intelligence."


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