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Courting the First-Time SAN BuyerProduct Type: Market Research ReportPublished by: IDC Published: December 2004 Product Code: R104-17854 Description
This IDC Insight describes the traps and issues in selling to the person or organization that has never before purchased substantive storage infrastructure. Although the first-time buyer is a greenfield, the assumptions from the mature large (1,000?9,999 employees) and extra-large (10,000+ employees) organization market will not work here. Table of Contents
Table of ContentsIDC Opinion In This Insight Situation Overview Suppliers Are Looking to Expand the Networked Storage Market High End Is Near Saturation Lower Prices and Ease of Use Expand Low End Users Keep Expanding DAS Until IT Reaches the Breaking Point Problems with Backup Pain from Expansion Total Aggregate Server Storage Capacity and Number of Servers In the Medium-Sized Business the "Tipping" Point Is Probably Reactive to Pain and Not Proactive Interruptions, Application Outages Risk to Job Performance The Role of New Applications or Server Refresh Medium-Sized IT Organizations Have No Storage Administrators and Don't Want Any Application, Server, and Network Administration Don't Want to Build a Storage Team Why Your Product Won't Be Evaluated on Its Merits Knowledge and Skills Are Lacking Time Will Not Be Made Available Interests Are Elsewhere Access to Supplier Experts Is Limited Finding the Trusted Circle Is Critical Trusted Supplier "Friend" Who Is a Datacenter Manager It's the Price Point Not the ROI That Is Important Comfort Price Zone for the Organization Avoiding the Spotlight Alternative Strategies The Good and Bad News ? A 24-Month Total Purchasing Cycle Awareness of the Need Interest in Solving the Problem Decision on Technology, Brand, Product, and Supplier Future Outlook Essential Guidance Price Products at the Right Price Point Have the Right References Support the Users with an Education Program Keep Installation and Use Simple |
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