Mid-size businesses need storage every bit as much as large enterprises, but the mid-range market presents a completely different set of challenges and opportunities for vendors. What can storage vendors do to successfully take advantage of this untapped market?
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Another issue that seems to arise is whether or not storage vendors fully understand that before they develop their ‘go to’ market strategies for the mid-range, they need to understand both the storage architecture and the preferred buying behaviors of mid-size businesses. Lopez says that understanding the needs of the customer is the only way to tailor a solution to meet a customer’s requirements.