Why should a VAR convince their customer that storage as a service should be managed by a VAR instead of in house? What are the specific benefits?

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Economics. There are many things that can be said but ultimately it must be based on economics. If it can be demonstrated that the customer can save a significant amount of money using a VAR to manage their storage needs, then it is worth putting together an economic model for the customer. All other issues are nice (and worthy) to talk about but it must be based on an economic argument. The other benefits are all unimportant if the economic benefit doesn't work.

This was first published in February 2007

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