Key storage survey illustrates qualities the Storage Channel requires from vendors

Tandberg Data Worldwide Channel survey to SMB focused resellers reveals end user storage pain points

Regulatory compliance continues to be driver for Backup investments:
Tandberg Data, a leading global supplier of backup and archiving technologies, has unveiled the results from a global partner storage research survey. Results of the survey reveal some interesting factors for channel their customer base. Quality of service is the single most important factor to customers: 75% highlighted Quick Response times as the most important quality, followed by 65% who mention local availability as a key buying factor. Though customers are very concerned and aware of regulatory compliance issues, the survey also showed a general lack of understanding of available backup requirements and technologies, 15% do not  classify storage management as important in IT management.
The survey, conducted in January 08 from worldwide partners, involved conducting interviews with channel sales and technical managers from storage resellers who were questioned in detail as to the effectiveness of the storage they recommend and examines their own end user customer needs. For 75% of reseller respondents, the typical size of their end user customers is classified as small/medium enterprises with backup requirements below 10TB. 

End user findings at a glance:-

Quality of service is the single most important factor to customers

Key storage software spending goes to:-

  • Backup and replication
  • Archiving software for emails, files or databases
  • Virtualisation software
  • Key connectivity requirements are SATA, SCSI, nFC & SAS 8Gb FC growth

In terms of disk solutions, 30% of resellers customers are using NAS; 22% are using D2D2T; 21% are using Virtual Tape; 17% are using Removable Disk; and 10% are using ILM solutions.
In line with IDC predictions, in terms of tape technology used in this sector, 47% have adopted LTO; 22% have DLT; 12% have SLR; 10% have VXA; 9% have AIT.

Applications that consume the largest amount of storage for end users are highlighted as being:-

  • File systems 42%
  • Email systems 28%
  • Databases 21%
  • ERP 2%
  • Others 7%

In terms of pain points, the survey investigates the position now and the anticipated position in 2 years. Top of the list both today and in 24 months are growing storage and performance demands. Interestingly for the channel, education as to the available storage technologies still seems to be lacking, as third in line is lack of understanding of available backup requirements and technologies. Reliability of backup solution remains important; but of greater concern the survey also highlights that storage management is not recognised as important in IT management.
When the channel was questioned as to current and future issues, just under half the respondents stated their customers were very concerned and aware if regulatory compliance; with a third of their customers protecting data offsite with encryption. Just under a third are using data de-duplication software; with CDP being of lesser importance with a sixth of respondents installing CDP.

Channel Findings at a glance:-

The questioned resellers were forthright in their opinions as to what constitutes great channel relationships with storage vendors, both hardware and software.

  • 75% of resellers highlighted Quick Response times as the most important quality
  • 65% of resellers attribute relationships as a key buying factor and 55% of resellers listed Ease of Being business as being a contributor
  • At the other end of the scale, affordability; industry alliances; and one stop shop were of least importance to channel partners
    Discounts, rebates and marketing support were mid-table in terms of importance to the questioned resellers.

Copies of the full survey are available upon request.

Marije Stijnen, Director of Corporate Marketing, Tandberg Data noted:- The survey has highlighted some interesting factors that we will continue to use in developing the most appropriate solutions and relationships with both the channel and their customers. The findings also serve to endorse the importance of Tandberg Data's new channel portal and effective Channel marketing programme that provides the channel with, easy to use, quick response times 24x7, and a portfolio of marketing support at their fingertips.


About Tandberg Data

Tandberg Data is a leading global supplier of backup and archiving technologies.  Tandberg Data offers of a complete range of tape libraries, tape autoloaders and tape drives (based on the LTO, SLR and VXA tape technology platforms), storage software, data media and disk-based storage such as the RDX QuikStor.  These solutions are marketed exclusively through a channel of qualified resellers and distributors.

These solutions are underpinned by OEM agreements with major server manufacturers including IBM, Hitachi, Fujitsu, Fujitsu-Siemens, Apple and Dell and supported by all major operating systems and storage software applications to operate in heterogeneous network environments.  All solutions are designed to meet the growing storage requirements of small and medium-sized organisations with scalability, reliability and backward compatibility features that ensure cost effective operation and long-term investment protection. 

In addition to corporate offices in Oslo, Norway, TANDBERG DATA ASA has subsidiaries in the USA, France, Germany, the United Kingdom, Japan and Singapore, as well as branch offices in Italy, India, and China (PRC) Thailand and Brazil.  TANDBERG DATA ASA is a publicly held company based in Oslo, Norway and is traded on the Oslo Stock Exchange (ticker=TAD).

RDX QuikStor, BAKStor, and SLR are trademarks of Tandberg Data ASA. RDX is a registered trademark of ProStor Systems, Inc. LTO is a trademark of HP, IBM and Quantum. All other trademarks are the property of their respective owners.

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