Selling deduplicating virtual tape libraries (VTLs)

Deduplicating virtual tape libraries (VTLs) are a data protection technology that a growing number of midsized and enterprise business customers are thinking about. The more customers read about deduplicating VTLs, the more they understand the benefits, and some are ready to implement the technology. The challenge for VARs is to keep customer expectations for data reduction ratios in line with what deduplicating VTLs can actually deliver.

Achieving high data reduction ratios of 20:1 or more is possible, but the following variables must first hold true:

  • The daily rate of changed data in the client environment must remain at 5% or lower.
  • Customers must retain data on disk for 90 days or more.
  • The compression ratio of backed up data must be at least 2:1.

    To quantify the benefits that a deduplicating VTL can deliver to a client, VARs already selling deduplicating VTLs almost always do a preliminary assessment of the client's backup environment. What tools they use to perform the assessment will generally vary according to what deduplicating VTL they offer. For instance, Quantum DX resellers may use Quantum's proprietary backup assessment tool, while Sepaton has a relationship with Agite Software to use its backupVISUAL software in client environments.

    Making a case for VTLs

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