Redesigning strategy

DQW Bureau
New Update




Over the past few years, large enterprises have invested heavily

in storage resulting in the creation of isolated pools or 'islands' of

storage. They are now look­ing at consolidation that would allow them better

utilization of capacities, better performance, and ease of management.

Storage has been one pre­mise

of IT where the Indian enterprises are willing to and also spend liberally, but

not copiously yet. According to V&D100 estimates the total network storage

market in India in FY 2004—05 stood at Rs 430 crore. SAN and NAS contributed

Rs 270 crore and Rs 100 crore respectively to the total.  Standalone ship­ment of network storage software was in the

range of Rs 55 crore.


SMBs scouting actively

SMBs have been actively spending-though conser­vatively-which according

to an AMI-Partners report, was at Rs 116 crore for DAS and Rs 74 crore on

network storage. Most vendors have revised their products and strategies and

customized them to the burgeoning demands and needs of the Indian SMB market.

For Tom Zack, VP, Marke­ting

and Operations, Asia-Pacific, Hitachi Data Systems, the middle tier market is

growing at 40 percent and they have to address the lower mid tier market thro­ugh

products that are low in cost with high availability and rich functionality.

Also for the first time in Sun and HP's product history-they are selling HDS'

mid-tier storage solution.

Evolving market

Gone are the days when vendors pushed vanilla sto­rage boxes, today the

need is for specialized storage solu­tions. Earlier server vendors like HP and

IBM used to sell storage boxes with their key offerings. Globally, market

players realized the need for specialization and strategy change.


As the storage industry in

India is shifting from DAS model to a networked sto­rage ­model, it is

increasing the focus on software and services integrated in the solutions. EMC

is a successful study where it changed its market strategy from 70 percent

hardware and 30 percent software and services in FY 2003—04 to 47 percent

hardware and 53 percent soft­ware in FY 2004—05. NetApp also benefited from

its two SIs-Wipro and Apara.

Veritas picked up Rs 50 crore-43

percent of the market-through its various solutions for e-mail archi­ving,

clus­tering, backup etc.

Storage solution providers

today are taking the applica­tion-oriented approach to­wards IT



IT departments are now

deploying low cost, cost-effective ATA disk arrays as a staging area, either as

a front-end to a tape library or as a stand-alone appliance on the network.

Majority of Indian Com­panies

are looking at buil­ding DR capabilities by utilizing their existing Ether­net

infrastructure and already available IP skill sets of their IT technicians.

Minu Sirsalewala