Summit Session

Storage Deal-Makers Toolkit

Originally Aired: February 10, 2021 Now Your Desk!

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Storage vendors are forcing massive uplifts on customers and locking them into long-term maintenance deals which guarantee recurrent revenue and eliminate competition. This session discussed how these vendors are organized to make this happen, and how you can anticipate and defend against these predatory sales tactics.

Key Highlights:

  • How storage vendors use price hikes to drive customers into risky ELA-based agreements
  • Leverage-building practices to positively affect deal outcomes
  • A ClearEdge toolkit for storage deals

Speakers

Scott Braverman

Analyst II

Scott came to ClearEdge in 2018 and is focused on the storage market sector. He previously worked in the IT department at the Belknap White Group, where he was charged with researching and evaluating disaster recovery proposals from industry-leading consultancies including Sungard and Acronis. He also served in the Data Integrity group at Commonwealth Financial Network, on a team tasked with apportioning $1 million annually in corporate-improvement initiatives. Scott earned degrees in Economics, Finance and Computer Information Systems at Bentley University.

Bob Stanley

Managing Director

Bob leads the ClearEdge Storage & Back-Up IT practice teams. He brings over 22 years of sales and executive leadership in data storage and consulting to client engagements. Before joining ClearEdge, Bob was a catalyst for driving high sales growth at Data Domain, Isilon, FalconStor and EMC. While at EMC, as part of the Enterprise Accounts Sales Management team, he developed many of the best practices for EMC’s emerging software products and services. Bob holds a Bachelor of Science degree in Business from Northeastern University.