On-Demand Video

Storage Supplier Briefing

May 5, 2020 Now Your Desk!

Watch Now

Hardware’s commoditization has forced many storage vendors to differentiate themselves by adopting software solutions specific to their storage devices and arrays. This shift requires buyers to think about their storage spends differently, as software purchases calls for a different set of skills and strategies to drive a successful outcome. This briefing dives into the main strategies storage vendors are using today to maximize margins and how customers can combat them.

Key Learning Objectives:

  • Updated overview of the storage competitive landscape and ClearEdge case trends
  • Highlight the changes in storage players sales strategies as they shift to a software based licensing model
  • Best practices on demand forecasting, pricing analysis, and creating deal alternatives to combat sales tactics commonly used in storage based deals


Scott Braverman


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.