Channel has key role in ANZ storage market - IDC
Channel has key role in ANZ storage market - IDC
Storage technology providers should develop partnering strategies in the Australian and New Zealand markets that deliver end to end solutions to customers.
That is according to a new study released by research analysts IDC, who carried out an extensive study of leading systems integrators in the storage solutions market in Australia and New Zealand
The study, entitled 'Bringing Storage Solutions to Market,' says such partnerships should be founded on the premise of delivering IT as a service to the business rather than on a product-focused reseller arrangement that emphasises building up infrastructure.
"Third party storage solution providers are an increasingly important part of any go-to market strategy because they can provide vendor-independent assessment services that allow customers to better understand their data, where it is used and stored and how it should be managed.
"This type of assessment service is becoming a necessary first step prior to storage hardware or software procurement. End users in ANZ are taking a more strategic approach to storage and system integrators will continue to play a critical role in advising customers on the implementation of storage solutions moving forward," the report finds.
It also says that both storage hardware and software vendors will need to focus on their partnering strategy in ANZ.
"The channel can no longer be seen as part of a high volume product focused go-to-market strategy. Partners in the Australian and New Zealand market need to be seen as a strategic component to providing end-to-end solutions that deliver IT as a service to the business," says Megan Dahlgren, Market Analyst Software.
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