Enterprise storage pricing has all the simplicity of a mobile phone tariff. Vendors love to obfuscate the costs, whereas prospective purchasers just like a good, honest price. Why does enterprise storage pricing have to be so complicated and can’t we just have pricing online? Chris and Martin chat to George Crump from StorONE about strategies for pricing from both the customer and vendor perspective.
Vendors mentioned in this podcast: StorONE, IBM, NetApp, Microsoft Azure, Pure Storage, Dell EMC.
Find more about StorONE at https://www.storone.com.
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Timeline
- 00:00:00 – Intros
- 00:02:00 – Enterprise storage pricing is very ambiguous
- 00:03:20 – Hotel room rates and storage pricing are made up
- 00:04:50 – How do vendors set list price?
- 00:05:40 – Sales cycles drive pricing on quarterly & annual basis
- 00:07:00 – Do “good” customers get a better deal?
- 00:09:30 – Is being transparent on price a weakness?
- 00:11:30 – Storage value is in the software
- 00:12:00 – Software pricing is generally done by capacity
- 00:14:00 – Subscriptions allow vendors to add value through new features
- 00:18:00 – Should features be inclusive or itemised?
- 00:20:10 – Cloud is training people to adjust to itemised pricing
- 00:27:00 – So what does pricing in the cloud look like?
- 00:29:53 – Customers need to be ready to buy
- 00:34:00 – Wrap Up
Related Podcasts & Blogs
- #166 – Infinidat Elastic Storage Pricing With Eran Brown
- #164 – Introduction to StorONE S1: AFAn
- #130 – Making Money in the Storage Business
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