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The Perfect Storm: Symantec Backup Appliances for Symantec Resellers

Created: 06 Mar 2013
Phil Wandrei's picture
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Are you looking for the next “perfect storm” of sales opportunities that will drive greater margin and revenue?   While the movie “The Perfect Storm” highlighted the intersection of major weather events and their subsequent power, there are perfect storms that provide opportunities within IT.  Nowhere is that more evident than with backup appliances. 

The perfect storm within IT requires three elements to be present; customer need, the right technology, and the right product. Let’s examine each of these three and how they apply to Symantec backup appliances. 

  1. Customer Need

One of the biggest challenges facing organizations today is data growth.  According to IDC, customer data is growing at 62% compounded annually.  This means the amount of data that needs to be protected is doubling every 17 months.  This tremendous rate of growth and its volume, impacts customer in four areas: 

  •  Escalating capital expenditures to store, manage, and protect all of the data.
  •  Increased operating expenditures in staff and professional services to administer and support it.
  •  Growing service level expectations versus shrinking backup windows.
  •  Necessity to support the environment today and position it to support new technologies.

Data growth is forcing organizations to re-evaluate how they are protecting their data today and tomorrow. 

  1. Right Technology

To address business challenges, organizations often look to new technologies. While this may provide an immediate solution, there are often hidden factors that may impact cost and increase complexity.  Organizations need to validate the solution for both its short- and long-term impact. 

A new technology that has proven itself is purpose built backup appliances (PBBA). PBBAs are appliances that provide an integrated hardware and software solution for data protection.  The most common form of PBBA is a target deduplication product. Integrated PBBAs include the backup software and provide a more comprehensive solution.  According to IDC, PBBA is an established market of $2.6B and is growing at 19.4% compound annual growth rate.  It will reach $5.9B in 2016. 

We expect the total worldwide PBBA revenue will grow robustly with a compound annual growth rate (CAGR) of 19.4%, totaling nearly $5.9 billion by the close of 2016 …”

Robert Amatruda, IDC

  1. Right Product

Symantec backup appliances are the right product.  As an integrated PBBA, it combines the server, storage, operating system, industry leading Symantec backup software, into a fully configured and performance optimized backup solution.  Symantec, as the market leader in data protection, delivers the backup appliances that are the fastest growing PBBA in the industry. 

Only Symantec backup appliances address the customers’ needs with the right technology and product.  It is the perfect storm to deliver greater margins and profits in your portfolio, as a sales person or Symantec reseller. 

To learn how to increase your sales with Symantec Backup Appliances join the CRN ChannelCast, “The Increasing Momentum of the Backup Appliance”. 

Join CRN Senior Editor Joseph F. Kovar along with Mark Bagley, Director of Product Management, Symantec’s Information Group, and Erik Kennedy Symantec Sales Specialist for the NetBackup Appliances and deduplication technologies for a look at what data backup appliances are and the market segments they appeal to, how they compare to software-only solutions, and how solution providers can use them to build their data protection business.


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