Well the election is over and the administration elect has a world of issues to address!
Reading the paper or viewing the Internet these days is sobering to say the least. I just wish we did not have to wait another 8 weeks until earnings season. You maybe asking yourself, why would anyone want to see more bad news? Well let me share with you my thoughts….
IT faces technology development slowdown
It happens during every macro economic slowdown. Invention falls prey to the investment thesis of “what did you do for me today”. In today’s market the Enterprise focuses on the proven economic paybacks. Start-ups who are still trying to invent get snuffed by the lack of available capital for a company whose returns may still be 3-5 years away. It is a shame, but it is also one of the reasons why the 800lb gorillas keep their weight and status.
Analyze the relationship between backup speed and recovery speed
Data deduplication is a valued storage saving solution! As I mentioned in a previous entry, your dedup rate varies by application data and backup application capabilities. But I think the Enterprise must fully understand the trade offs between increasing backup speed, reducing storage requirements and recovery time objective.
Selling Services to help your Customers
Last week I wrote about some interesting case study work done in the industry 10 years ago…and I think the points made are proving to be true. One other recurring truth is the recurring nature of the services business. Two factors drive the services business…the economy and invention. Today we are seeing a reduction in services in the Enterprise as IT staffs look to cut contractors in a shrinking economy. After years of Enterprise selling I know how hard it is to convince Sales/SE teams that selling services will actually help their customer get the value out of their purchases faster. No rep feels comfortable asking for service dollars when they are selling a $1M of hardware or software. However the interesting reality is that it is exactly this value that drives CXO’s to look at outsourcing IT…I will get expertise that I do not need to employ, I will contract to an SLA and I will increase my ROIC (return on invested capital). Sounds good right! Wrong!
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Welcome to Mark Ward's Blog
Thank you for taking the time to visit my blog!
As the chief executive at a high growth storage company, I spend a significant amount of my time with customers and prospects who are looking to solve the challenges around data storage. I will use this blog to share the insights I gather from these travels and from my 20 plus years in the industry.
