- 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.
Dig Deeper on Primary and secondary storage
Related Q&A from Brian Peterson
Storage blade server training is necessary for resellers who sell and support storage blade servers. Continue Reading
Assessing Fibre Channel (FC) versus iSCSI benefits depends on storage capacity. Read expert Brain Peterson's advice on deciding when a switch is ... Continue Reading
Streamlining data storage management through retention policies can ease the burden of regulation compliance and data management. Continue Reading