IBM emerges at top of strong midrange array field


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Overall rankings

Overall: Midrange array vendors

IBM just missed the 7.00 mark while garnering a very impressive overall

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score of 6.91. And it was a good thing for Big Blue to tally such a high score because the competition was fierce. Oracle Corp. snared a category and nipped at IBM’s heels in three others to finish a close second with an overall score of 6.86. Following Oracle there was a small gap in the scores before NetApp Inc. (6.65) and Dell Inc. (6.64) finished in a virtual dead heat.

Sales-force competence

Sales-force competence: Midrange array vendors

The first step in any midrange array implementation is the sales process. For an IT organization, this experience will often set the tone of the relationship with its product vendor. For a vendor, it’s a chance to demonstrate the depth of its knowledge and commitment to the customer. Oracle netted a 6.75 by scoring highest on three of the six category statements and tying on a fourth. It tied IBM for the highest statement score (6.93) for “The vendor’s sales support team is knowledgeable.”

Breaking down the numbers

  • Oracle scored well for being easy to negotiate with (6.86), having reps that are knowledgeable about customers’ industries (6.79) and respecting customers’ interests (6.79).
  • Besides the one statement tie, IBM was tops for having reps that understand customers' businesses (6.69) and for being flexible (6.69).
  • The group's overall sales-force competence rating of 6.46 is the second highest ever.

Key stat

6.65: The group’s highest average statement score for having a knowledgeable sales support team.

This was first published in September 2012

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