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Do you have power and cooling, floor space or environmental issues?

Find out the role customers' power and cooling problems play in a green storage project. VARs and integrators must be made aware of these power and cooling problems before starting the green storage project.

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.

About the author
Greg Schulz is founder of the StorageIO Group and author of the books Resilient Storage Networks: Designing Flexible Scalable Data Infrastructures (Elsevier) and The Green and Virtual Data Center: Strategies for enabling environmental and economically friendly Next Generation Data (Auerbach). Learn more at

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.

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