Backup provides a golden opportunity

Veritas reported record worldwide revenues for the quarter ending September 30 2003, raking in a massive US$451m compared to $366m for the same period a year ago.

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By  Matthew Southwell Published  November 1, 2003

Veritas reported record worldwide revenues for the quarter ending September 30 2003, raking in a massive US$451m compared to $366m for the same period a year ago.

Even more impressive was the storage software company’s third quarter net income, which more than doubled to US$77.6m from US$36.2m for the same quarter last year.

Unsurprisingly, Gary Bloom, the vendor’s chairman, president & CEO, was elated and pointed to the growing recognition of Veritas’ offerings and wider acceptance of the benefits storage software offers as key factors in the company’s growth.

Furthermore, he went on to predict that Veritas would take home revenues of between US$480 and US$490 million in Q4.

The storage software provider has also been active in the local market.

Last month it announced that Dubai Internet City (DIC) is deploying its NetBackup solution to automate data management and centralise the storage of its most vital data.

When complete, the project will ensure that DIC’s financial, human resources and billing data from more than 18 remote servers is backed up as part of its overall storage area network (SAN) solution.

While Veritas’ strong financial quarter and DIC’s decision to automate its back up are laudable, it is not just those involved with either entity that should be celebrating.

Today, the Middle East is not just talking a good storage game, it is acting on those words and building infrastructures that can hold the increasing amounts of data local companies are generating.

The DIC Veritas project, for example, is just a small part of a larger roadmap that will eventually see the free zone build an environment capable of clustering and replicating its data for greater accessibility and eliminating data loss.

Figures from a recent spot poll support this argument yet further as 36% of respondents said they were already using storage management solutions.

The vendors are also noticing an upturn, with HP noting that while in the past customers were requesting SANs with a storage capacity of between 200 and 300 G/bytes, today they are asking for a minimum of a Terabyte.

This growth in data and the solutions end user organisations need to manage it provides a huge opportunity for the channel.

Users that are actively seeking products are far easier to sell to than those who do not understand why they need certain solutions.

Furthermore, these same user are far more likely to buy into the accompanying services pitch and upgrade roadmaps that are essential to generating repeat business further down the line.

However, before resellers across the region break out the bubbly, they have to ensure that they can either deliver entire solutions or actively understand and integrate their party of the solution with the rest of a user’s planned or existing environment.

In short, the channel needs to tap into the region’s enthusiasm by delivering solutions, not just one off product.

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