Quality Awards II: Surprise Winner--BakBone NetVault is leader of the backup pack


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Sales-force competence
The majority of backup apps are sold through resellers, so some of the survey results are more a reflection of a conglomeration of resellers rather than the vendor directly. However, the results highlight a vendor's ability to recruit, train, service and support quality resellers.

All winners of our Quality Awards have scored high on sales-force competence. BakBone NetVault did so in style this year, with a very high 6.16. CommVault Galaxy also scored well, but with a relatively distant 5.47. For the statement "My sales rep is flexible," NetVault gained its highest score (6.31). More importantly, it scored 6.15 for the statement "The vendor's licensing formula offers good value." EMC Retrospect had the second highest rating among all products for this statement with a 6.38.

Licensing (how the licenses are counted and what their price is based on: CPU, tape drives or volumes) is one of the key areas of contention in the sales process. "I just really don't like the idea that every time I add a few more servers, I've got to go buy some more licenses," says Cindy Yoho, a systems engineer at a Nashville, TN, publishing house, in reference to CA BrightStor ARCserve Backup. Yoho's company also uses HP Data Protector and she notes that "HP's licensing works a lot better for us. It's just licensed by tape drive." Price thinks CommVault's licensing is much easier vs. Veritas NetBackup. "The system monitors the licenses

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and you can only use exactly what you have," he says.

Interestingly, Veritas Backup Exec (with a 5.54) didn't win this category among SMB products, while EMC Retrospect had its best category score for sales-force competence (6.03). In fact, this was the only score in any SMB product category that exceeded 6.0. This was CA BrightStor ARCserve Backup's strongest category score (4.86), and the only one in which it posted a positive score.

This was first published in November 2006

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