Resellers should take a closer look at storage, networking and security opportunities in the SMB market, according to broad-based distributor, Ingram Micro.
Business manager of the distributor’s storage, networking and security (SNS) division, Rodney Thorne, said that the enterprise space was over addressed and SMBs were under informed.
Vendors and resellers were lured into the enterprise market by the prospect of a quick buck, he said.
“It’s a much easier sell [to enterprise] because they have budget, they have the business case and they have management who are very cautious and wary about these sorts of attacks,” Thorne said.
As an industry, vendors and resellers needed to do a better job of educating SMBs that security and storage were critical business factors, Thorne said.
“The concept of an attack that causes data loss or allows someone to steal data – that’s a really big threat at the moment,” he said.
According to Thorne, vendors had only started to scale down products to match the needs of the SMB community in the past year or two.
“To get a storage or backup solution into a company two years ago was a much more expensive exercise than it is today,” he said. “The price of disk, of tape solutions and management software to do that is scaled back a lot further to allow SMB customers to protect their business.”
Ingram Micro launches its third SNS Showcase in Brisbane today (Tuesday) with dates at Melbourne and Sydney to follow. The importance of storage, networking and security technologies in the SMB market is a focus of the road show.
Vendors attending the showcase include HP, Microsoft, Ozemail, Trend Micro and Veritas. Topics range from broadband growth and adoption to data protection and security.