Status Quo

Though the demise of the tape drive has
been forecasted for years, it still remains one of the strongest
components for data storage. According to the endorsement of channel
partners, branded tape drive market continues to be dominated by two
of the usual suspects- href="http://www.dqweek.com/Jamsons-to-go-exclusive-for-Sony">Sony
and HP. Sony scores high not only on
product quality, but also in terms of marketing support, online
support, commercials as well as relationship management. In after
sales support, partners equally endorse HP too. The numbers plainly
show that Sony is focusing heavily on training and certification
programs for channel partners. This has helped Sony achieve
consistency in honoring commitments and touch the level of partner's
expectations. Sony products conform to specifications, score high on
price vs performance ratio, are user friendly and it also has
innovative market development programs, quality marketing manpower
and are flexible in conducting localized promotions.

HP and Seagate also continue to be the
key suppliers in the market and their influence appears to be
increasing. One cannot miss the neck-to-neck competition between the
three vendors, when it comes to flexibility in conducting localized
promos. HP, on the other hand, has strong technical expertise to
resolve problems, ability to provide satisfactory repair and
replacement services and quality manpower at its disposal. In fact HP
and Sony have managed to gain equal points in almost all the segments
in the research. Seagate is a little behind and needs to improve its
relationship with channel partners by consistently communicating with
them. Though it has managed to impress the channel partners with its
technical expertise to solve their problems, it surely has a long way
to go. Its commercial terms and policies are not really transparent,
partners are unhappy with its back-end incentives and settlements and
credit policies. Seagate is also extremely inconsistent in its
communication with channel partners.