Storage vendors must partner with vendor-independent integrators and service providers to maximise their product sales, according to the latest research from IDC.
In the recent study, titled Bringing Storage Solutions to Market, IDC profiled several systems integrators in the storage solutions market in Australia and New Zealand.
The study found that storage hardware and software vendors operating in the A/NZ markets should be developing strong channel alliances in order to take to market a total product and services solution.
Vendors would become increasingly dependent on system integrator partners as more and more Australian companies look at storage and server consolidation, IDC analyst, Megan Dahlgren, said.
"Third-party storage solution providers are an increasingly important part of any go-to-market strategy because they can provide vendor-independent assessment services that allow customers to better understand their data, where it is used and stored and how it should be managed." Dahlgren said. "This type of assessment service is becoming a necessary first step prior to storage hardware or software procurement."
She said end-users in Australia and New Zealand were taking a more strategic approach to storage and system integrators would continue to play a critical role in advising customers on the implementation of storage solutions moving forward.