Hey, I am marketing a service for a company that provides a global infrastructure that stores, manages, and serves a company's files over the Internet. We are talking about digital and rich media files and documents. What are some questions that I could ask a client concerning their current environment? Also, what are some concerns that companies are faced with in reference to a global infrastructure? The company provides a storage center to store all of the company's information, but it will not be onsite at the company's location. Just needed a heads up on what is being talked about out there in terms of this.

Thanks.


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The question is, why would customers be interested in outsourced storage?

There are two basic areas to explore that you will need to understand with each customer you approach:

What is the cost of managing storage?
*Disk subsystem installation time
(are there hidden costs during delays in implementations)
*Professional services fees
*Out of disk errors emergency admin time
*Acquisition planning staff time
*Capital costs of storage
*Lifecycle of storage
*Backup administration and off site storage/transfer

What do you want to do with stored data?
*Mirrored/replicated for disaster tolerance
*Data transfers to remote locations for easier-cheaper-faster access
*Shared with business partners

There are probably some I've missed. In a few months you can probably add a few items to the list, but you probably won't for competitive reasons!


This was first published in April 2001

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