Trust is earned – build client confidence with award-winning IBM Storage

By | 3 minute read | September 19, 2019

“I want a second opinion.”

There are few phrases that can simultaneously inspire as much fear and confidence. Fear as we envision the doctor’s office or the board room where that phrase is uttered. It’s a recognition of what we don’t know and the potential loss that is loaded behind a wrong decision.

But at the same time, the phrase itself is empowering. With understanding, we can often increase the likelihood of a positive outcome – a successful treatment, a more accurate analysis, a profitable deal.

Recently, I had the chance to speak with a handful of our Business Partners, and they expressed a need to build greater confidence among prospective clients. These businesses typically only have one chance to make the right choice for their future, and we need to empower them with the certainty to work with us.

Prove it

Frequently, prospects want more than just your word that an offering will solve their problems or deliver a new competitive advantage. And for many of us, the number one strategy is to provide client references that outline real-world usage of our solutions and services. If we can demonstrate that our offerings are already delivering tangible results to users, the prospect can rest assured that they’ll see similar success.

But there is another strategy to help certify the strength of your proposals: award-winning technology.

Similar to how strong client references can clinch a deal, awards and recognition provide “third party” influence across the closing process in your accounts. Awards can aid with deal progression too, as customers already seeking storage systems and software are much more likely to favor an expert-backed technology. They also create positive client and prospect perceptions to aid in opportunity identification for accounts just embarking on the search for solutions and to help with generic market “air cover.”

No matter how you look at it, awards and recognition help generate and close deals!  

Not to brag, but…

Building on an already extensive list of 29 awards, industry accolades and positive analyst reviews over the past 9 months, IBM Storage has been recognized for 12 additional awards since the beginning of July. Some highlights include:

  • Computer Reseller News (CRN) named the recently expanded IBM Storwize 5000 Family(built with IBM Spectrum Virtualize)as one theThe 10 Coolest Flash Storage and SSD Technologies Of 2019.” The Storwize 5000 family brings high-performance NVMe storage technology to a wider set of clients at entry-level, affordable price points.

  • IT Brand Pulse announced the results of 2019 IT professionals voting for flash brand leaders where IBM took home top marks in eight dimensions across two flash categories: NVMe-oF All-Flash Arrays and Multicloud All-Flash Storage-as-a-Service. And for each of these categories, IBM was named the overall market leader and received tops scores in reliability, service and support.

  • Data Storage Solutions Review named Eric Herzog (me)to the list of “9 Enterprise Data Storage Influencers to Follow on Twitter.”  If you want to experience firsthand why I was selected, start following me on Twitter.

  • NPD, noting the strong contribution of our US-based IBM Business Partners in the All-Flash market, granted IBM the 2019 B2B Channel Performance Award for year-over-year top U.S. market-share point change in the all-flash array market.

  • Frost & Sullivan recognized IBM Storage with the 2019 Global Product Line Strategy Leadership Award for our Cloud Object Storage product line. The firm’s analysis specifically mentioned that the recently launched IBM Cloud Object Storage Gen2 on-premises storage systems offer a flexible platform that empowers “users to grow their storage at their own pace.”

It’s been quite the summer for IBM Storage, and all of this recognition is the kind of information that decision makers want to hear. As you continue discussions with your prospects and clients, make sure they are aware of the broad set of awards for IBM Storage.  The confidence that it inspires could make all of the difference in closing deals in 2H ‘19.

Explore our full list of awards

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