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This article is part of the December 2011, Vol. 2 No. 4 issue of Breaking into new channel markets in 2012
For years, many companies opted to address disaster recovery protection with a wish and a prayer. That’s because it was a complex and costly insurance policy that only larger organizations were willing to bank on. Not anymore. By linking disaster recovery with virtualization, VARs can help customers leverage existing investments while solving a critical business need. Armed with new products, channel partners can ease the burden of managing DR for their midmarket customers and create a new revenue stream for themselves. “We’ve always talked to 100% of our customers about data protection,” said John J. Vitiello, vice president of technical services at Worldcom Exchange Inc. (WEI), a Salem, N.H.-based solutions provider. Three years ago, about 20% to 30% of WEI customers showed some interest, but they felt they were protected with tape, Vitiello said. “Today, 70% to 80% of our customers are listening, realizing that there’s more value to their data than they had previously believed,” he said. A combination of mature thinking and maturing technology has ... Access >>>
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Staying legal: Channel opportunities for e-discovery
by Leah Rosin
Solution providers can help customers lock down regulatory requirements using specialized skills and strategies that tap into the growing e-discovery market.
Disaster recovery gets a virtualization boost
by Lynn Haber
New products and new ways of thinking are bringing disaster recovery-based virtualization tools within reach of customers.
- Staying legal: Channel opportunities for e-discovery by Leah Rosin
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