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"Buyers are looking beyond price and asking 'How easy is it to manage this stuff?'" says Speyer.
Falling below price on the list was a vendor's reputation, or its established presence in the marketplace.
"Certainly in the midmarket, they [buyers] are pretty savvy people," says Speyer. "They're looking for peace of mind around product fit and post-sales service support."
When asked about top storage priorities in the next 12 months, midmarket storage pros didn't surprise. Like companies of all sizes, they named storage capacity, improving data protection, and data retention and archiving as their top three choices.
This was first published in November 2007