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Vol. 3 No. 2 April 2004

Storage vendors should have knocked EMC down when they had the chance

EMC has once again proven to everyone that superior sales and marketing will always win out over superior technology. As long as people make purchasing decisions, the salesperson will be the most important cog in the machine--not the machine itself. For 15 years, EMC had its way with the storage business. Smarter, faster and more aggressive, it wrote the rules in this business. Then a funny thing happened on the way to the Jag dealer--it stumbled. It didn't realize that it needed to be price-sensitive in a down economy. It didn't even realize that it was a down economy. It got caught with its hand in the proverbial economic cookie jar, and IT people used it as a way to get even with the giant. That was two years ago. EMC was never more vulnerable. IT people used the then-economic conditions to punish EMC for its long-standing arrogance. IT was back in the driver's seat. The window was open--and the competition was welcomed in with open arms. The times, they were a-changing. Remember when Digital was king? It could do no wrong--...

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