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Subject: Dell and Equallogic - My Thoughts
Hi Everyone, By now you are all aware that Dell intends to acquire Equallogic. Because it has significant implications for our market and business, I would like to provide my perspective about what the announcement means for Sanrad: - The announcement instantly validates the iSCSI SAN market. Dell would not be interested unless they sensed a large, near-term market opportunity. - Dell will be using its vast resources to educate the market about the benefits of iSCSI SANs. Sanrad has the opportunity to leverage this educational investment. We will no longer have to evangelize iSCSI; customers will be looking for it. - Equallogic's channel will be thrown into turmoil. Most of the channel views Dell as a competitor, and many of Equallogic's existing channel partners will be looking for an alternative. Sanrad, with its differentiated, iSCSI SAN solution and channel-only focus, can take advantage of this discontent. Sanrad exclusively sells through the channel; there is no channel conflict. We are in a perfect position to pick up knowledgeable resellers who are already selling iSCSI SANs. - Equallogic is going to be distracted and Dell will take some time to integrate the new products and organization. Sanrad has a 12 - 18 month window to attack the market while Dell figures out what to do with its acquisition. We have, in brief, the kind of opportunity now that comes along rarely, if at all, in a lifetime. A phenomenal market is developing, an already trained channel will be looking for alternatives, and we have a differentiated solution. It simply does not get much better than this. That does not mean it is going to be easy. Nothing is going to be handed to us. We are going to have to move fast, we are going to have to execute well. But I know we can and we will. I am excited about working with you to make Sanrad even more successful than Equallogic. Best regards, Dave Dave DuPont CEO 650.938.6303 x111 www.sanrad.com |
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SANRAD VP of International Sales quit (Nov 2007)
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