entered in 2005, the world's major storage vendors have stepped up into the small and medium-sized business market (SMB) pace. In China, this is particularly evident in the characteristics of domestic and foreign industry experts generally agreed that in 2005 China's storage market will no doubt have a watershed. The rationale is that
: On the one hand, in low-end storage products to the market trends are becoming evident in the business users and government procurement tender, purchase a separate storage products, trends on the horizon; on the other hand, more vendors Their market focus to the expansion of the channel.
It is reported that in 2004 registered in the domestic small and medium-sized enterprises has increased to 35,700,000, the number of domestic enterprises accounted for 99%. Last year, they are in the field of IT investment of up to 33,000,000,000 yuan, is expected in the next 5 years, the IT-related demand will continue to maintain rapid growth. The huge number of small and medium-sized enterprises, as well as the huge demand for storage products, marking the small and medium-sized enterprise storage market to back up the huge space, including IBM, Hitachi Data Systems (HDS), EMC and Hewlett-Packard, and other storage vendors have launched against the market Storage backup solution. Judging from the current storage vendor's market strategy and channel strategy, we can see that activation of small and medium enterprises market, will be stored on the popularity lay a solid foundation. The domestic small and medium enterprises are gradually release energy, but the former is concerned, is both opportunities and challenges. Highlight the importance of the SME market
shrewd market players have noticed that the storage vendors are now introducing the success stories is no longer true in word and resolute when talking about telecommunications, finance and insurance, and other high-end customers, they are more willing to discuss the storage of products in health, education And small and medium-sized customers in the manufacturing sector, such as the use of. Hitachi Data market in the Asia Pacific region vice president Zhi Bao, in 2005, the global network of low-end storage market expansion to ten scale of hundreds of millions of dollars, the China market is also showing a trend to enlarge, and thus the major manufacturers are clamoring to get into. The package represents the views of the current industry mainstream consciousness. Prior to that, in a visit to our correspondent, HP vice president and general manager of network storage program Bob. Shuzhi Bo (BobShultz) also made it clear that HP is now entering the low-end enterprise market in the best time. Corresponding to that, IBM and EMC have two giant storage in early 2004 into the SME market. China, EMC vice president and general manager of business systems LEI Lin told the IT Times, the company in the Chinese market 2 / 3 of the business is still concentrated in large customer market, but in order to meet a real leader, EMC will need to expand In the low-end market, looking for growing businesses. It is reported that many companies with mid-range products accounted for pulling more market share, manufacturers are frustrated because Shou hold high-end market ignored the small and medium-sized enterprises with demand. From the survey data provided by IDC, China's high-end storage market, the total market share of 45% of the remaining 55% is covered in low-end market. At the same time, IDC also pointed out that the former extend the curve has shown a decline in the market trend, and the development of the curve, which suggests just the opposite, with the major manufacturers of the products continue to rise rich and strong. Chinese Wang Zhibin Gartner analysts believe that these two different curves of the trend reflects a basic fact: high-end market with low-end market mutual dislocation. He said: The eyes of the industry's low-end market is the high growth rate. Can only be based on a single high-end market growth, and growth in low-end market is universal, market capacity is too high. With the data Information is increasingly becoming the industry's core resources, users and storage-related concepts, products and technologies have gradually learned that storage is no longer an unattainable. They are willing to invest their own data. Packages Chi-kin of the SME market, surprisingly good, so he thought at this stage the importance of the SME market has been more than a high-end market. Chi pointed out that the package, for example, a doctor's office does not have to store the original product, but with the paperless medical projects in the medical records of patients increased, and fast search request, the hospital has no choice but to a large number of professional storage equipment to be The patient's medical history, X-rays, brain / ECG, and other information should be kept. In the past, the accounting firm, the health care system do not need storage devices, but with scientific progress, storage products, lower prices, as well as with the industry, these small and medium-sized customers need to start a business … this … we want to intervene in these markets We need to open up. Therefore, in particular the growth of low-end fast. Bao Chi-kin said. Server channels from the shackles of the industry has recognized the importance of the SME market, but the market is a market, in order to win China's top market share, establish a strong and effective distribution channels has become necessary. Shuzhi Bo stressed that the HP storage products can take advantage of the inherent advantage of existing distribution channels servers, and IBM in China for the time being the market leader in storage, is also considered to be soiled with the host of the channel-kwong. In response, Hitachi Data Corporation, the new Chinese president, the stronger the Ko told our staff reporter, in the light they need to compete in the market channel sales strategy change. At the same time, Chi package that when a mature industry can not be an after-take-all. China more than a decade ago, users pay only one brand of products, China is now the storage market has matured, the user may not know that the host with manufacturers to buy storage equipment, and even more to a separate storage vendors to buy storage equipment, it can be more Good value for money. Bao said. Therefore, the headquarters of Japanese companies in the United States to be more than 70% of the work for the development and cultivation of high-quality channel partners, which has been the company into two of the most important task. In the same vein, Ke also confirmed that the stronger the Hitachi Data channels now increasing over time. He noted that Hitachi Data in the Chinese market has a big 4 national channel partners (Lenovo, Digital China, Changhong Zarva and Huashengtiancheng), as well as 18 gold medals agents, and its business development and promotion of the development of the corresponding support Policy. It is reported that this was summed up as mixed channel model resulted in China last year, Hitachi Data 170 percent performance increase. In addition, the store must be done in cooperation with server vendors. Bao Chi-kin do not think that the hardware manufacturers than on their own sales channels, but to be able to use and also be a complementary way. According to him, Hitachi Data with IBM, Sun, Hewlett-Packard and Lenovo, and other vendors to start co-operation with the aim of the server manufacturers such as bundling its products. He said: Last year we reached an agreement with Lenovo, the products come out, have their own LOGO, we have the LOGO. Is really the beginning of October last year, at present, each quarter, will increase almost 30 percent, which is The fast growth of at least one year is more than double. Look at the current momentum is good, this model will continue to push it, this is a very successful model, we hope to achieve better results. Accordingly, Chi-Hitachi Data package that the real advantage is not technical, and in building a leading opponent channels. Hitachi Data in the positive moves at the same time, EMC, IBM and Hewlett-Packard, such as first-line manufacturers have not idle. 1 to March this year, EMC at the same time in the 10 cities in a broad recruitment partners. At the same time, EMC also announced the recruitment channels – Venus program. IBM is set up one after another, the club plans to the Dragon King and storage Pioneer plans to foster an attempt to have more channel partners to join. Must be carried out in the category of great importance to the establishment of low-end market channels at the same time, manufacturers also displayed on the industry's strong interest in high-end market. Prior to this, a lot of storage vendor sales manager in the face of the SME customers often encounter an embarrassing situation: an appointment to visit the numerous, numerous recommended program would be a lot of reason to refuse. Are storage vendors in the SME market every year are invested a great deal of manpower and material resources did not play a little role in it? Is it a variety of tour, seminars, communication would be even if the user did not have a little bit of goodwill? Gartner analyst Wang Zhibin Analysis , In fact, it is not based on the user's vendor industry characterized by the introduction of the corresponding solutions, currently makes most of the manufacturers of storage solutions that they can not 'pigeon-holing'. Storage market has been in a period of cultivation, storage vendors Most of the resources into the development of high-end users, wishful thinking I hope to bring products to the actual needs of small and medium enterprises, small and medium enterprises to ignore the specifi
c research and analysis. In view of the current status of the storage market, the stronger the Ko breakdown of the industry that customers shape. According to the characteristics of the industry to promote, this is bound to the development of a trend, because different industries have different characteristics, it's a different business, and business applications, and are faced with different storage requirements. In this regard, We will moderate from the perspective of the industry to develop business. In line with our slogan – the application platform to optimize storage (AOS). Ke said that the stronger. Ke in view, different manufacturers, but are products. We introduced the product to users rather than the performance and features, but for different industries, how can we have a good system. For users, instead of a hardware, he applications to solve many problems, there are many different applications , It is necessary to serve his business on the premise, we at this level to help users find good solutions. Ke said. According to Wang Zhibin, currently IBM's strengths in the areas of telecommunications, HP's strengths in the areas of insurance, Hitachi Data put their focus falls on the development of the financial system. For telecommunications, banking and insurance industry customers, they are the most important thing is to store the product can guarantee the integrity of the data. Wang Zhibin that 3 large storage vendors of the biggest advantages is that the product can not fully protect the data loss, Not just in China so many years without any problem in Hong Kong, as well as the major foreign banks are doing. Brbrbr