I’m going to put the Value Chain on hold for a post or two because I want to explore some other stuff with you. I was on a trip recently and met with a number of existing and prospective Scale ComputingVAR partners and potential customers. The conversations were pretty normal for a company like ours, one that has brought to market a unique solution – our hyperconverged HC3 product. The discussion of why Scale is here and how we are being successful in the face of major competition always comes up.
The answer: The reason companies like ours exist is to solve problems that the big guys can’t or won’t. Continue reading →
Today, Scale Computing has announced that Vision Solutions has joined our Alliance Program. The partnership will enhance the functionality of the HC3™ hyperconverged platform with remote failover and decreased downtime of physical to virtual migrations. Vision Solutions is the third technology partner to join Scale’s Alliance Program in the past few months. Scale continues to build and strengthen the ecosystem of top application providers that our VARs and customers can trust for quality, value-added features that are simple to use and easy to purchase. Look for more alliance partnerships as HC3 continues to gain momentum in the virtualization market. Visit our alliances page on the website to learn more. Continue reading →
I have heard something out in the market a few times lately, something that really bothers me. What I’ve heard is a new way for our competitors to try to marginalize us with our customers. It goes something like this: “Scale is a great solution if you don’t have much budget for virtualization. But if you do have the budget, you should go for the ‘premium solution’ from the name brand vendors.” I.e. traditional servers + SAN + storage switching + virtualization software suite. We usually hear HP, Dell,IBM or even Cisco servers along with EMC, Netapp, or other storage along with VMware. Continue reading →
As a child of the 80’s, it’s hard not to smile thinking back on the classic Life cereal commercial “Mikey likes it!” For those of you who don’t remember, the commercial starts with two boys leery of trying a new cereal that is supposedly good for them. Instead, they decide to use Mikey – a boy I assume to be their little brother – as a guinea pig. “He won’t eat it. He hates everything.” The boys stare in disbelief watching Mikey take a bite. And, as you can guess from the title of the commercial, Mikey likes it! I was reminded of this last week while on the road at a reseller event and thought others might enjoy sharing in the nostalgia. Continue reading →
I’m at RSA, the premiere security show of the year. It’s held at the Moscone Center in San Francisco. Air is cold, streets are crowed with lanyard-wearing men and women shuffling back and forth between hotels, meetings, conferences and the trade show floor. It’s awesome.
I’d estimate that 75 percent of the people walking by aren’t looking at the road ahead, but the miles of email or messaging below on their mobile device that’s glued to their hands. Obviously, I too, am looking at such a device. Call me a hypocrite. Continue reading →
In my last blog post, I talked about the differences between Objectives and Results and the mistakes companies (including salespeople) make in confusing the two. The point is that the Sale is not an objective, but a result of doing the right things – and doing enough of them. The same is true for companies and really needs to be looked at closely especially when building your tech company, whether you “write code” or “sell code”, i.e. develop technology or market/sell it.
Here is the thing that many tech companies get WRONG: you need to build the company to achieve the result you want. And to do that, you have to do it in a certain way. I call this the “Value Chain” because the steps are linked in a certain order and you can’t really skip steps or put them in the wrong order and still be successful (accidents of business or nature notwithstanding). Continue reading →
In my last post, we talked about the difference between evangelists and missionaries, and how the more innovative your product or solution, the more you need missionaries. The idea here is that missionaries do their job not for glory or riches, or even notoriety, but for the belief in the value of the mission itself to those being “converted.” As I said before, the missionary is fearless – he burns with “missionary zeal”. To bring something to market that potential customers (the unconverted) don’t even know can help them, takes that kind of fearlessness – and not just from the sales team, but from everyone in the company. In Startupland, everyone is in sales, every day.
One major challenge young companies have is how to get your channel partners to buy-in to the mission. After all, your resellers are going to represent you to the customer and if they don’t believe, you may never even have a chance to convert that prospect. Continue reading →
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