HP has announced the latest addition to its StorageWorks family, the All-in-One (AiO) Storage System. The product is targeted at small and medium businesses (SMBs).
StorageWorks product marketing manager, Mark Nielsen, said HP expected more than 90 per cent of AiO sales to go through the channel.
"The channel can sell the hardware, make extra margins on break and fix services such as adding HP care packs, and add in services they have in their own businesses," he said.
Nielsen predicted the channel could value-add in areas such as helping customers with data migration and to act as a customer administration resource, advising smaller clients on storage deployment.
IDC estimates 60 per cent of SMBs have not deployed storage solutions, creating a latent market opportunity worth $5.7billion globally.
"SMBs have traditionally shied away from storage because it is too complex and potentially too costly. They simply didn't have the expertise or resources," Nielsen said.
In light of this, HP and its army of 850 storage resellers across Australia are embarking on an ambitious campaign spearheaded by the AiO and existing StorageWorks infrastructure.
Key selling points, according to Nielsen, are that AiO can "bridge the gap between NAS and SAN, which has previously only been available in enterprise level solutions that are out of reach for SMB customers."