Here's a good case in point that illustrates HDS's hardware-über-alles mentality: This summer EMC announced enhancements to its Symmetrix DMX family, boosting its maximum capacity to 576 drives. It rolled out new software features, including a new version of Symmetrix Remote Data Facility (SRDF) that provides asynchronous replication and a new version of the Symmetrix operating system that allows for nondisruptive upgrades. EMC also said it would offer iSCSI and Ficon connectivity for the DMX. In discussing the new high-end DMX3000, CEO Joe Tucci said that since the initial launch of the DMX in February "absolutely zero accounts" have requested a system with more than 400 drives (see EMC Debuts DMX, Part Deux).
Guess what HDS's response was to this? Hey, we have customers that need more than 400 drives in a single system! HDS's marketing team either wasn't able to think outside its hardware cage or its product offerings didn't allow them to.
And HDS continues to neglect software at the expense of hardware features. Next month the company is expected to roll out a new member of its midrange Thunder series, the 9580V (see HDS to Crank Up Thunder). The system reportedly will double the cache available to 8 Gbytes and double the front-end connectivity of the system, compared with the 9570V, to a maximum of eight Fibre Channel ports. But is there any new software? Evidently nothing to write home about, aside from an app called HiCopy that will be able to replicate data across HDS's own arrays.
It's not just the absence of a credible software play that's holding HDS back. Professional services are also an increasingly important factor for success in this market. And HDS has not been able to catch up to its competitors on this front, either.
HDS only hired a general manager to oversee professional services less than a year ago (see HDS Appoints Services GM). The size of its services organization pales in comparison to those of EMC, IBM, HP, or Storage Technology Corp. (StorageTek) (NYSE: STK). According to IDC, HDS generated $145 million in storage services revenues in 2002. IBM pulled in more than 30 times that, with $4.7 billion. EMC tallied $1.1 billion; HP and Compaq had $1.9 billion; and StorageTek had $763 million (see HP Services Stay Self Centered).
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