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EMC banks big storage customers

One week after analyst firm International Data Corp. ranked EMC as third in worldwide disk storage systems revenue, the company has bounced back with a slew of new government, financial and telecommunications customers.

While IDC may have ranked EMC only third in worldwide disk storage systems revenue, the storage giant is touting a slew of new customer wins to reiterate its position as a storage powerhouse.

Last week, Framingham, Mass.-based IDC said Network Appliance Inc. took the lead in the network-attached storage (NAS) storage market with 38% revenue share, while EMC, the leader for the past several quarters, dropped to second place with 31% share. In the open storage area network (SAN) storage market, HP edged out EMC for the No. 1 position with 30% revenue share, while EMC followed with 27% share.

However, while HP leads in SANs and NetApp tops the NAS market, EMC continues to maintain its leadership overall in the network storage market with 28% revenue share, IDC said.

One expert believes EMC did not feel the numbers were realistic. "If you view capacity growth in real customers, they think they are winning the war," said Steve Duplessie, founder and senior analyst with Enterprise Storage Group Inc. in Milford, Mass. "To a large degree, it's true."

On Monday, EMC made public the names of a number of its new storage customers. The United States Patent and Trademark Office (USPTO), Arlington, Va., announced that it has implemented 90T bytes of EMC Automated Networked Storage systems to support its electronic filing applications for the registration of trademarks.

EMC has also penned a deal with Chicago-based First American Bank for the implementation of 6T bytes of EMC Clariion networked storage on a storage area network (SAN) to provide consolidated storage to Compaq Windows NT, Sun Solaris and Novell Netware servers. The SAN powers the bank's critical applications, including check imaging, financials, Oracle, SQL Server, Citrix network access and development.

Noel Levasseur, First American's executive vice president, heads IT operations for the bank. "This is our first EMC installation and first foray into clustering and Fibre Channel-attached storage," he said. First American's 6T byte storage pool is divided into three systems. A production system with 2.7T bytes, a business recovery system with 2.7T bytes and a small system for testing and development.

Levasseur said First American spent five months sifting through offerings from many different SAN vendors and settled on EMC because of its clear software road map.

Also new to EMC's customer list is Axtel, the biggest telecommunications carrier in Mexico.

Axtel installed EMC's ControlCenter family of management software to centrally manage an infrastructure made up of EMC Symmetrix and Hewlett-Packard StorageWorks storage systems.

Axtel serves approximately 300,000 customers in Mexico's three largest metropolitan areas.

ControlCenter was used to consolidate management tools required to monitor, control and report on EMC Symmetrix and HP-Compaq StorageWorks storage, as well as Fibre Channel switches and servers from numerous vendors. EMC said Axtel increased its storage capacity in six months using the software.

EMC spokesman Dave Farmer said that the IDC quarterly numbers represent two or three of many steps in a very long race.

"These market share results only reflect three months of 2002, are hardware only and do not represent EMC leadership and investment in open storage software. EMC leads the most important segments of the storage market," Farmer said. "On the hardware side, where these numbers focus, year-to-date IDC data shows that EMC is the revenue share leader in External RAID, NAS, SAN and networked storage."

Farmer said EMC is in the middle of the most aggressive product rollout in the company's history. In the third quarter of 2002, EMC introduced 12 new products and services. "[We] will complete a refresh of our entire product line over the next three months." Let us know what you think about the story. E-mail Kevin Komiega, News Writer


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