NAS and SAN for the masses

Storage giant EMC’s latest CLARiiON AX100 systems aim to open up the benefits of networked storage to SMBs across the Middle East. EMC’s channel is playing a vital role in promoting the benefits of NAS and SAN to a wider customer base.

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By  Stuart Wilson Published  July 13, 2004

Storage giant EMC’s latest CLARiiON AX100 systems aim to open up the benefits of networked storage to small and medium-sized businesses (SMBs) across the Middle East. EMC’s channel is playing a vital role in promoting the benefits of network attached storage (NAS) and storage area networks (SAN) to a wider customer base. “A number of EMC Middle East’s partners helped us define this new market opportunity, as regional customers of every size realise that their current infrastructure can't support their huge information growth,” said Mohammed Amin, general manager of EMC Middle East. “Now, both existing and new EMC partners are in a unique position to supply and integrate the CLARiiON AX100, a system that meets the budget needs of even the most cost-conscious customers.” Capable of storing up to three terabytes of information with simple management functions and advanced protection, EMC’s Middle East distribution partners are pushing the CLARiiON AX100 as an affordable and easy-to-use solution for SMBs switching from direct-attached storage to SAN and NAS architectures for the first time. “EMC Middle East has realized tremendous market share gains beyond our traditional enterprise customer base with our mid-level storage offerings, and we believe that regional customers will realize similar business benefits from the CLARiiON AX100,” adds Amin. “This system will give EMC Middle East users an entry point from which they can scale and effectively manage their information throughout its lifecycle, effectively creating an entirely new range of customers for our solutions.” Industry analysts are also convinced that SAN and NAS systems targeted at the SMB sector are a channel play. “Leading with its ease-of-use characteristics and broad functionality at an aggressive price point, the CLARiiON AX100 is a compelling offering for solution providers, VARs and distributors to deliver to markets across the globe,” said Janet Waxman, VP systems and storage distribution channels at IDC. Building the channel skills to deliver these solutions in the Middle East is an ongoing process. Vendors and value-added distributors plying their trade in the storage arena are beavering away to skill up the second-tier reseller channel and build customer awareness of the business benefits that SAN and NAS storage solutions bring. Although well established in the enterprise account segment, replicating this market penetration in the midmarket and SMB segment requires strong channel involvement.

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