For mid-market organizations that want to build their own internal cloud environments to support their IT objectives, the biggest barrier has always been the capital costs associated with purchasing infrastructure and security solutions to support the initiatives. Traditionally, the large server manufacturers haven’t really targeted mid-market because they never saw a large revenue stream potential, or they assumed these organizations never had the in-house expertise to manage the equipment. Now it seems like every vendor is suddenly touting the latest mid-market solution as if they just realized this market segment exists. Why the shift?
With cloud and virtualization, mid-market organizations are seeing the potential in building their own internal environments and outsource the more complicated services to cloud providers. As a result, there has been significant investment from vendors to make smaller versions of their enterprise class devices to address this market. They understand that in countries like Canada, the vast majority of organizations fit into the mid-market demographic, and they have the same goals as enterprise organizations when it comes to reducing their server and storage footprint, as well as layering on security services.
These newer mid-market sized solutions are geared towards providing the same types of services that would exist on enterprise devices, but understand that these organizations usually have less complex environments. They often run a single type of operating system, have a simplified network, and want a single device to do multiple tasks. They also want some of the key features of larger solutions such as snapshots, deduplication, advance security features such as next-generation IPS and Firewall, and they want a simplified interface.
The nice thing that is coming from this move to support mid-market is that we are seeing more all-in-one devices that use virtual technology to add features. This was never really an option before; each function was sold through another device add-on. It also has provided the market with simplified licensing and pricing models, which makes channel support a lot more streamlined.
It used to be a pain to talk to mid-market about security and infrastructure because they always assumed that the price point was way out of their reach. But cloud is making the conversation a lot easier by giving the market more options to support these organizations. It’s nice to know you don’t have to have thousands of employees to qualify for modern solutions anymore.