Hitachi Data Systems (HDS) has given resellers access to its in-house Storage Economics analytical methodology in the hope of easing the sales process and enabling end-user IT managers and CIOs to justify spending during the recession.
According to HDS UK channel sales director Neil Evans, the methodology has been successful within HDS’ organisation for close to a decade.
“We have calculated that for around every 12 terabytes a customer sees, we can feed them about a $1m OPEX reduction over three years,” he said.
HDS says that over 60% of IT managers need help managing operational costs associated with their storage infrastructure and just as many found it hard to calculate these costs. The methodology covers 33 cost centres ranging from hardware to power costs, renting space for data centres, backup and regulatory compliance.
Evans said that HDS would fund a proportion of the training that resellers would need to incorporate the methodology into their sales pitches, and added: “It can lead to further services engagements for them in extra revenues, discovery, audit and so on.”