HP – Parsed and Future

In ’s last trends research, one of the questions posed was this: “In general, what would you consider to be the most important criteria to your organization when it comes to selecting a vendor/solution?” The number one response (each respondent could check five criteria) was “Total cost of ownership” for 65% of respondents, followed by “Service and support” at 53%. You have to look a long way down the criteria list to get to things like “Existing relationship with vendor” (22%) and “size/financial stability of vendor” (just 15%). In other words, product, value, and service matter a lot….the business card and scale of the vendor much less so. A split is no real guarantee of more future success in the storage arena (where it is/was trucking along pretty well), whereas executing against its existing strategy and product roadmap is.

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