Do you have power and cooling, floor space or environmental (PCFE) issues?
This is another important question to ask your potential customers. A customer may tell you they have power and cooling challenges; in other words, they're not able to get sufficient power, or power was expensive for them. Maybe they have power, maybe it's affordable to them but they don't have good standby power, good UPS systems or good battery backup. That power is inhibiting their growth. Because of power and cooling challenges, such as air conditioning, HVAC, heating ventilation and cooling systems, constraints around any of these issues are precluding them from growth, and they need to address them.
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A VAR needs to address that customer's pain point with energy-efficient storage and tools. By that I mean storage systems that can do more work in a given physical, power or cooling footprint, and storage systems that can store more data using less energy.