Gartner Research

Tech Go-to-Market: Branded Data Center Providers Must Mount a Defense Against Unbranded Vendors

Published: 19 May 2016

ID: G00295604

Analyst(s): April Adams, Heeral Kota

Summary

A slow shift is occurring in how data center managers view the acquisition of systems when it comes to branded versus unbranded vendors. Product marketing managers with branded data center vendors should develop strong attack and defense strategies to compete with unbranded vendors, including ODMs.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • What You Need to Know About the Customer's Top Concerns
    • Quality Ranks High During Vendor Selection
    • Adaptability Is a Challenge for Unbranded Vendors
    • Value Wins Over Lowest Cost
    • Maturity Not a Monumental Concern
  • Advice for Branded Vendors
  • Advice for Unbranded Vendors
  • Appendix: Survey Questions and Responses

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