HP has released a new storage bundle designed to help it push further into the SMB space.
The enterprise virtual array (EVA) small business bundle is a response to the trend towards SMBs requiring storage consolidation - an area of increasing importance to the company, according to HP’s product marketing manager for storage, Mark Nielsen.
“In the past we’ve seen EVA positioned at the mid-range and high-end enterprise storage market,” he said. “But our EVA3000, EVA5000 and XP series have a number of features that are useful to SMB customers as well.”
By modifying an EVA3000, HP had created the opportunity for its channel to act as storage consolidation providers - starting off small whilst still being able to offer a scalable product, Nielsen said.
“The channel has also been letting us know that the product previously in the space [MSA1000] has not been as competitive,” he said. “So we’ve brought on the EVA3000 small business bundle to address that.
“We are fairly channel–centric in terms of our go to market model. And this really strengthens our ties with what is effectively our tier two channel.”
The bundle also saw HP responding to a fluid market, Nielsen said.
“Competitors such as EMC and HDS all have had products down in the SMB space in the past," Nielsen said. "Customers are also asking for full fibre channel solutions down in that space, which our MSA1000 didn't have.”
The vendor would look to support its channel via its solutions partner organisation, which would provide promotion and sales-specialist resources to help close sales, he said.
“There are several options – hardware, software and services - that are specially priced when purchased with the bundles,” Nielsen said. “HP will also do a lot of marketing around servers and storage together to create a single point of accountability in being able to buy a complete HP solution.