Storage Management Strategies for the CIO
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Sales-force competence
Enterprise. You
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don’t have to twist arms to convince data storage managers they need a
backup application, but a savvy sales force always helps. Sales teams must be doing something
right, since the cumulative sales-force competence score of 6.14 on this Quality Awards survey is
the highest ever (a hair over last year’s 6.12). With top scores for six of seven statements in
this category, EMC NetWorker prevailed with a 6.40, followed by CommVault, which led in the
remaining category statements and rolled up a 6.21 for second place.
Breaking down the numbers
- NetWorker’s highest marks were for having knowledgeable support teams (6.67) and flexible sales reps (6.57).
- CommVault easily won the statement about having sales reps who are knowledgeable about users’ industries (6.52), but it scored even higher for its sales support teams (6.59).
- Licensing is still nettlesome; all products received their lowest ratings for “The vendor’s licensing formula offers good value.”
Midrange. Among midrange backup and recovery products, the sales experience is also better than ever, with the group averaging a 6.16 for sales-force competence -- far higher than the previous record of 5.73. Veeam, one of the new crop of virtual machine-centric backup applications, sailed to victory in this Quality Awards category with a very impressive 6.75. That was just enough to nudge out EMC Avamar, which netted a nifty 6.72. AppAssure, now part of the Dell family, finished third with a 6.14.
Breaking down the numbers
- Veeam had one of the only two 7.00-plus scores in the survey: a 7.06 for offering good value with its licensing scheme.
- The top three (Veeam, EMC and Dell) each scored 6.00 or better on all rating statements.
- Veeam scored highest on four statements, while EMC finished on top for the remaining three.
- All seven products received scores of 6.00 or better for having knowledgeable sales support teams.
This was first published in June 2012
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