exactly when disaster strikes. If properly vetted and chosen carefully, the service provider in effect becomes an extension of the
enterprise’s staff, exactly when they need it the most.
A Case Study for Success
As a rapidly growing university town, Clemson, South
Carolina is a city that prides itself in community excellence. In
order to preserve and accelerate this vision, Clemson wanted to
streamline its data management efforts to help ensure continuity of operations for its expanding infrastructure. With 100 GB
of data to back up every month, one critical component of this
was off-site data backup that would enable Clemson to maintain
the integrity of its most important information, with the ability
to quickly restore it as needed, while also having access to less
critical data in a timely manner. By handling business continuity through a managed services approach, Clemson was able to
achieve these goals with higher service levels and improved total
cost of ownership over traditional service delivery models.
This newest model offers companies both large and small a
number of compelling benefits over a hardware driven approach,
u Increased peace of mind with the knowledge that the network is
proactively monitored 365x24x7
u A single point of contact and single supplier instead of multiple vendors
u Improved service level agreement terms
u Reduced costs through a more stable and predictable pricing model
u Elimination of the need to build and maintain management and reporting
u Reduced costs for specialized IT staff
The virtualized component is key. Working with a local IT
solutions and services provider, Clemson is utilizing a leading
edge solution that enables them to protect data in a web-based
environment that is fully secure, while providing rapid data recovery when needed. And the worry about tapes is also eliminated.
They take advantage of a local cache that enables them to pull up
mission critical data quickly as needed. In addition, less critical,
operational data is tiered in order of recovery importance, giving
Clemson access to the data it needs, when it needs it.
As Alexias Anderson, IT manager for the City of Clemson
explains, “The managed services model is very beneficial to us
because I am a one person IT shop so there’s not a lot of time
to devote to managing the various applications we have. With a
managed services disaster recovery solution, we had the opportunity to implement a very efficient strategy while being able to
manage other things more effectively as well. The learning curve
was also very short and easy. We love it! We’ve had to do a few
restores and they were all very seamless and very easy.”
A Thriving Channel
It’s no longer good enough to pull one trick out of a bag; the
move to solution selling vs. tool selling is transforming the channel into one that provides proven, repeatable, long term value.
When a business continuity solution is wrapped in an appealing
managed services package, the reseller gains higher margins than
it would via a typical transaction that only involved a piece of
software or hardware.
Services today looks much like the original equipment manufacturer (OEM) structure that we’re familiar with as it relates
to traditional hardware production. Much like hardware OEMs
that take many disparate parts and assemble a finished good, so
does the managed services market. Instead of hard drives, mother
boards, computer chips and chassis, service providers combine
hosting space, hardware, software and people to produce a finished product. While the business model makes sense, it is the
byproduct of specialization, economies of scale and subject
matter expertise that really make the compelling argument.
The result is a combination of capabilities that are exactly
what the enterprise needs only when they need it. Even better,
they only pay for it when they need it. A single entities’ inability to profitably produce such a combination is why it was never
done before. On the service provider side, being able to create
a profitable business model with compelling prices to the user
thanks to economies of scale is a winning combination. From a
channel perspective, this new tool enables traditional value added
resellers to bridge the gap and take on true trusted advisor relationships with their customers. Most importantly, by leveraging
the OEM service provider model the customer engagement is
profitable from day one.
Stacy Hayes co-founded DS3 DataVaulting, a veteran data management
solutions provider, with Idris Grant and Bill McCormick in 2002. He is an
accomplished technology industry business leader and has also served as
a U.S. Naval Officer and specifically, as White House Liaison Officer for the
Secretary of the Navy. He has a B.A. degree in Industrial Relations from the
University of North Carolina at Chapel Hill.
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