Compellent takes shots at storage rivals

Storage firm Compellent (CML) has launched the first tiered storage platform for both file and block access which will be sold exclusively through the channel. The zNAS platform is an add-on to its existing Storage Center NAS product line and allows customers to upgrade without rip and replace.

Compellent unveiled its ‘Fluid Data’ system at its worldwide partner conference last month. The firm’s CEO and president, Phil Soran, told its assembled partners that faster growth in technology means they have to find new ways to manage data – and to be able to move it around as and when it’s needed.
Architecture
The Compellent architecture supports a mix and match approach to hard disks ranging from slower and less-costly SATA through fibre channel, and ultimately high performance Solid State Disks, all in the same system. The addition of zNAS adheres to Compellent’s data tiering technology which allows users to specify where data should reside, for how long and how it should cascade down onto cheaper or lower performance storage tiers.

“It allows our customers to make an initial investment and then effectively upgrade, scale or virtualise the drive spindles in any way they choose,” says Bob Fine, director of product marketing at Compellent, of the launch.

Fine points to the shortcoming of traditional SANs that require lots of reserved space and complexities around LUN and drive assignments: “Data progression is key; customers are looking for a fluid way to optimise storage,” he adds.

Although IT spending has slumped in Western Europe over the last few years, Terri McClure, senior analyst at Enterprise Strategy Group believes that tiered storage will be an area of growth: “Our research indicates that 2010 is the year of IT cost containment, and users are looking for ways to reduce operating expenditures by reducing storage infrastructure complexity.

“With solutions like zNAS unified storage and Compellent’s next-generation approach to block and file management, users can do just that. They can plan and manage data in a flexible pool, increasing capacity utilisation and reducing the number of systems deployed to drive down operational costs.”
Channel commitment
Compellent grew by 38 percent last year, following six years of consecutive growth. The firm is keen to compare these numbers to its much bigger rivals EMC (EMC) and NetApp (NTAP) which posted only single digital growth. Compellent did, however, recently suffer its first ‘seasonal decline’ in 17 quarters, which CEO Soran said “bought a sense of urgency” to the firm. The vendor is resolute, though, that it won’t go back on its commitment to a total channel model.

“Other vendors have this oscillating approach towards their channel,” comments Andy Hardy, the firm’s MD of International sales. “They start direct or have their channel on the side, which creates conflict and it’s then hard to trust that vendor. We have never gone direct, and our partners know they can trust us.”

With a presence now in 35 countries, 18 percent of its total revenue comes from EMEA. Compellent is now experiencing “significant growth” in the UK, and intends to keep the momentum up on this side of the Atlantic, including offering a new financing programme for UK VARs.

Simon Kelson, managing director at UK partner Atlanta Technology describes Compellent’s approach as “refreshing”. He told Channel Pro: “It is a transparent organisation, whose interest is in the customer, not just shifting boxes.”