Users are finding it harder to justify spending budget on IT unless it starts off with a low price and has attractive lifecycle costs.
According to research from among resellers storage specialists Quantum the pressure is increasing on customers as the recession starts to bite and the consequences for their long-term storage strategies could be severe.
Steve Mackey, area sales director, Northern Europe at Quantum, said that there had to be more forward thinking to ensure that companies were able to backup and recover information.
"Organisations must have a rigorous backup and recovery plan in place in order to justify technology investments,” he added “It is vital that future requirements for capacity and performance are taken into account."
The research also revealed that resellers were noticing lengthening sales cycles and 39% had seen projects delayed or cancelled although 24% said the current conditions in the economy had not had an impact on them at all.
Mackey added that in the long-term the need for backup and restore was not going to diminish, particularly as data continued to grow, and resellers needed to take a consultative approach to ensure the message got across to users.