Selling Storage Networks The consultative approach
The Consultative Approach
• Unlike traditional storage, servers, and IP networks, many businesses have no experience managing storage networks
• They are often aware of its potential, but they are also aware of the challenges
Network storage solutions introduce new technologies to the customer’s existing environment, and new technologies introduce new complexities:
The customer’s current IT staff might not be well-versed in these technologies
Companies with limited in-house technical expertise might find network storage to be a logistical challenge
Having a superior product or solution does not guarantee the sale. The storage networking sales model often requires a consultative model instead of a traditional product sales model.