The new vendor conundrum

Duplessie, Steve
July 2005
Storage Magazine;Jul2005, Vol. 4 Issue 5, p72
This article comments on the language used by computer storage device vendors. The new world of information technology (IT) is not about speeds and feeds or rooting for the underdog. It is about the investment vendors make up and down their ranks in teaching people how to talk the business of IT. It is enhancing the ability to create value from reference data repositories and dynamic business intelligence and decision support that gets people's attention. And it is not just teaching sales people to speak French--it is making sure these terms, concepts and initiatives live up and down the vendor organization. Customer support, engineering, presales and postsales personnel not only have to understand the new language of business IT, they have to live it. If an individual look at ho has prospered over the last couple of years, it is those organizations that have invested in learning the new language. Sure, they talk about product features and benefits, but only after they have talked about the business-process issues. CIO do no care about speeds and feeds, they care about solutions. Resellers began using the S word years ago, but users can figure out who is full of it and who is not. Those that either wait for the market to evolve or belive they have the vest solution, yet refuse to invest in teaching their company the language, will lose again.


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