Prakash Krishnamoorthy, Country Manager, HP StorageWorks India on Approaches to convince customers f

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Files are abound every organization today. Business communications, office communications are all files that contain business critical information. The CAGR of files are higher than the growth rates for other types of data. Rich media is also paving the growth in file data.All large, medium and even small organizations need to manage their file data. With increased proliferation of desktops and laptops the need to consolidate and protect files is even more important.

NAS provides the right framework to manage file proliferation and protection of data. The benefits of consolidation are also true for files and NAS is a framework to consolidate your file. When you consolidate it is easy to collaborate and it is easy to protect. So every customer has to have file services and the first server is invariably the file server.

Businesses and processes that use more files are the ones that will experience the fastest rate of growth of file data and they are the ones where

the opportunity is higher. Surveillance is one of the fastest emerging areas for NAS deployment. Healthcare and Media&Entertainment industry are also fast growing NAS markets. However the rest of the industry and probably every organization have a need for a NAS. Some need more power and some need more capacity but the need is universal.

NAS simplifies storage management, reduces risks&IT Costs and Improves efficiency. So every customer is going to need this and the best way is to listen to customers.

You will hear customers say one of the following:
I need storage for my digital landfill I am sick of my users filling up the server with graphics and music files I need a network share as a backup or replication target. I need a new server or am refreshing my server infrastructure I am deploying a new SAN array and need to serve files to my end users This is the best opportunity to position a NAS Solution.

If the customers are not sayi

ng this we need to look for them. If a customer is buying desktops and laptops then it is opportunity for partners to ask customer how do you intend to manage the file serving needs of these new users.

There are several approaches to convince customers and each one of them will help partners address the needs of some of the customers.
Customers want proven Solutions and so we need to show them that the Solution Works. This can be done by deploying one in the customer site. This is the fastest way to convince the customer. When you see it working in your own environment it justifies investment Customers will like to see how other organizations manage their data growth and so a visit to one of the other deployments or installations can be a great enabler. Customers will like to work with products and Solutions that are proven and have a record of proveness and that is an area that we at HP focus a lot more. Our close interactions with Microsoft and our industry stand

ard Proliant architecture makes it even easier to convince customers.
Additionally questions like what happens if you lose your files, how many times do you backup your desktops and laptops can also result in creating awareness around file data and that will pave the way for customers to recognize the need to have reliable NAS storage with data protection Solutions.