- Understand your markets' pain points. Specialize in a strategy that addresses their needs. For example, highly regulated SMBs may have a need for a records management solution. It may require storage beyond the capability of DAS and SAN is more complexity than they can withstand. iSCSI storage systems fill the gap nicely.
- You may start a turf war. Wars aren't good for business. Many clients are accustomed to purpose built storage hardware. They may take some exception to the idea that their precious data blocks can travel down a copper wire right behind a web page request.
- Champion at all levels. If the client has an existing storage infrastructure team, and you are pitching the reduced labor costs of iSCSI SAN storage, don't expect the worker bees to get real excited about your solution. Without their support, you'll have a hard time closing the deal.
This was first published in January 2007