Perhaps not surprisingly, when Byte and Switch Insider researchers contacted HDS's professional services group about providing information for our October report comparing the offerings of more than a dozen industry players, the company declined to participate. Given the relative immaturity of the HDS services group, it would not have compared favorably to larger and stronger competitors.
The bottom line is that the prime directive at HDS isn't to become a more strategic supplier to its customers it's to increase the attach rate of its Lightning storage arrays. The company is still counting disk drives as the measure of success.
Moreover, in recent months, the company's main strategy for boosting its presence in the SAN market apparently has centered on a slew of new spiffs designed to motivate its sales force. This approach is not designed to solve customer problems. It's a short-term grab for market share.
Memo to HDS: You're fighting yesterday's battles. Customers aren't interested only in the biggest/fastest/meanest hardware that money can buy anymore. They want complete solutions which encompass storage hardware, software, and services and unless HDS can deliver them, the company is going to fall even further behind the rest of the pack.
Todd Spangler, US Editor, Byte and Switch
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