Scaremongering tactics used to sell DR
- 15 September, 2005 22:00
DON’T preach doom and gloom as a means of selling data recovery to end-users.
According to Craig Tamlin, Quantum country manager Australia New Zealand, that’s exactly what some resellers are doing.
“Resellers shouldn’t be out there telling customers they should have better disaster recovery because of compliance laws, because those rules don’t exist in New Zealand yet,” he says. Instead he recommends looking at best practice to help customers understand the perils of using cheap backup.
“I spend a lot of time trying to get people to understand the theory of data movement. Data protection is such an important area but so many customers still tend to scrimp and save on it.”
Tamlin is eager to establish a good rapport with partners, and earlier this month hosted around 30 partners at Quantum’s first New Zealand partner event and product roadshow.
“It was the right time and a good opportunity to enter the minds of our partners and give them a vision of Quantum. I want them to feel like they can pick up the phone and call us anytime.”
Tamlin says he now wants to grow into the library space through Quantum’s virtual tape library (VTL) and believes Datastor is strongly positioned to take Quantum forward.
“Education is the key to driving the notion of backup to disk and VTL emulates a tape library but at lightening fast speeds.”