Channel players working in storage need to offer managed services in order to remain competitive, Channelnomics hears from storage players.
On Tuesday, ClearSky Data came out of stealth mode and launched its global storage network - what it describes as a managed service aimed at making the data lifecycle of enterprise-size companies less complicated.
Ellen Rubin, CEO and co-founder of ClearSky, noted that storage is seeing various new storage "flavors", such as Pure Storage and Nimble Storage, who do not work with the same managed services model as ClearSky.
"So it's not to say that that model is dead," she told Channelnomics. "All of those companies continue to sell very actively through the channel and using the line of the relationships that are traditional VARs. There's no doubt that that's true."
Rubin added, however, that these organizations are not addressing a "huge" gap in the market - helping VARs understand how to be relevant in a world with cloud. Addressing this is important, she said, as some are already starting to embrace cloud and its recurring revenue model that doesn't allow a large upfront typical margin structure.