Six Ways for Providers to Go to Market in the Data Center - Slide 4

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Partnering is an alternative way to get all the necessary data center infrastructure components into the provider's portfolio if it doesn't have offerings in every category in-house. This approach also enables providers to focus their resources on the things they do best and rely on partners for the rest. However, partnerships can be fickle, and sometimes they falter. Those taking the portfolio-by-partnership route should not underestimate the resources required to effectively manage and nurture these partnership relationships.

IT managers are beginning to view the data center more holistically and are taking a more strategic approach to technology procurement and deployment, and technology and service providers that sell into the data center will want to broaden their marketing approach, according to Gartner, Inc.
"If you are selling into the data center, you are no longer just competing head-to-head with familiar competitors selling like products," said April Adams, research director at Gartner. "Today, you have increased competition not only in your specific area of technological expertise, but for overall enterprise mind share, as well. Providers will need to expand their view of the competitive landscape and consider alternative ways to go to market in order to highlight their strengths and maximize their sales potential."
Gartner has identified six ways that technology and service providers can go to market in the data center.

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