Maximum ROI

Return on investment (ROI) is something of a hot topic in the IT industry at the moment.

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By  Mark Sutton Published  December 7, 2002

Return on investment (ROI) is something of a hot topic in the IT industry at the moment.

As IT budgets are cut back, and major projects get put on hold, so IT managers find that they are expected to do more with less.

The money isn't there for new hardware, so they must maximise the benefits of what they have already.

This is particularly true in areas like storage, where existing servers and storage devices are being brought together in consolidated arrays-previously the solution to growing storage demand was simply to bolt on another box, now without the money for hardware, companies are looking at what they can achieve with storage management software to squeeze a little bit more out of what they have got.

So where does the channel fit in all this? After all, if the customer isn't spending money, then how are you going to get money from them? Obviously, the answer is that it is all about building relationships with your customers. In the case of storage, there is still a sell to be made in software, to provide better management.

The same goes for a number of other areas, such as networking, where a minor purchase can still make a difference to performance. And of course, by helping customers work out the best way to get the most from their infrastructure, you are positioning yourself to offer services to that customer. Customers may not have so much money to spend, but there are still opportunities.

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