Dell has begun a campaign to equip its sales teams to be able to engage with decision-makers and talk about the challenges around storage.
"We have recognised that storage can be a scary subject and business needs someone to talk about the importance of storage in business terms," says Alastair McFadzean, Dell EMEA regional enterprise marketing manager.
McFadzean says the thrust of his visit to SA and other countries in EMEA is to ensure sales teams are equipped to address the common concerns about storage growth, handling associated backup, and implementing increasingly stringent compliance regulations relating to storage.
"We weren`t helping customers in as many situations as we should have been and in the next year plan to take the message that 'storage is easy` more effectively and aggressively to the market."
He says this message is as relevant to SA as the rest of the region because the local market has the same technology, concerns, challenges and constraints as elsewhere.
"Storage decisions normally take place in five-year cycles and are therefore of strategic importance to most organisations," says McFadzean.
Dell is aiming to grow its server market by touting the business benefits of common componentry across its new eighth generation of servers.
"A common component set enables customers to develop only a single systems image, or combination of operating system and application software, instead of a separate one for each server building block. That represents significant savings in terms of total cost of ownership."
He says although the common systems image is relatively "unsexy" from a technology point of view, it is a good idea that has real business value.
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