Gartner Research

The Do's and Don'ts of Getting the Best Storage Deals in India

Published: 13 November 2014

ID: G00261123

Analyst(s): Arun Chandrasekaran, Aman Munglani, Santhosh Rao

Summary

Businesses in India consistently overpay for storage, with some businesses paying as much as 30% to 40% more than others. To get the best deal on storage, IT leaders in India should avoid the top pitfalls to negotiating storage contracts and employ Gartner best practices.

Table Of Contents

Analysis

  • The Do's
    • Request a Detailed Breakdown of Pricing as a Part of the Response to RFP
    • Provide Storage Vendors With Information on Your Existing Infrastructure and Application Road Maps
    • Require Training Services as Part of the Storage Contract
    • Ask for Reference Customers and Consider Becoming a Reference Customer
    • Establish a Procurement Team for Vendor Negotiation
  • The Don'ts
    • Don't Issue Overprescriptive RFPs
    • Don't Plan Your Current Infrastructure With the Past in Mind
    • Don't Force-Fit Workloads to the Storage Infrastructure
    • Don't Procure Storage Based Solely on the Cost of Acquisition
    • Don't Restrict the Pool of Bidders; Instead Consider a Dual-Vendor or Multivendor Strategy

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