SANs give Exabyte new business focus

Exabyte hopes the industry will stop seeing it as just a 8mm tape drive vendor. With SAN (storage area networks) being the buzzword of the day, the company wants to be taken as a serious network backup system contender.

"The market trend is moving from desktop-centric to centralised storage," said Clarence Ku, regional managing director, Asia-Pacific, Exabyte Singapore. "Users want the storage automation capabilities which we provide with a complete line-up of Digital Linear Tape (DLT) and 8mm storage library offerings. With these they should see us as a major SAN provider."

SAN today is still in an immature stage similar to the early days of local area networking. Nevertheless, the vendor is working on bringing its resellers up to speed on the technology. This includes its creation of an extranet which resellers can log into for assistance.

"Under our business alliance program, we are also helping our distributor, Tech-Pacific to train the resellers in certification courses. Our criteria for resellers is that each has at least one engineer who specialises in storage," Ku said.

For users, Exabyte plans to set up a local users' group within the next six months.

"It will be more of a SAN user group, so we are identifying which customers will be using the technology. They will get updates on SAN from our key executives who will make presentations when visiting Singapore," Ku said.

"As we move into SAN, customers needs will become more demanding," he stressed.

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