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INPUT is the authority on government business. Established in 1974, INPUT helps companies develop federal, state, and local government business and helps public sector organizations achieve their objectives. Over 1,200 members, including small specialized companies, new entrants to the public sector, and the largest government contractors and agencies, rely on INPUT for the latest and most comprehensive procurement and market information, consulting, powerful sales management tools, and educational & networking events. For more information about INPUT, visit or call 703-707-3500.

  • editor's comments:- We all know that a lot of taxpayers money is wasted. But if you're a company who wants to sell to government agencies - suddenly it doesn't seem like such a bad idea that there's so much of it sloshing around.

    I know from my own experience it is very complicated for companies entering the government market for the first time. That's where this company's services may be useful.

    INPUT publishes reports to help participants in the government business to understand the opportunities available. This helps to break down the entry barriers, increase competition in the government market, and reduce costs, (and maybe even taxes). A virtuous activity.
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Military Storage on
If Megabyte got into serious trouble he
would send out an SOS to his young
niece Kilobyte who was a great fan of
Emma Peel in the Avengers.
Marketing Lessons from Sun's SPARC Server History? ... Megabyte - from
Although all technology markets are different - IT marketers can learn a lot about the rise and fall of such markets by reading my monthly retrospective comments on the home page of the SPARC Product Directory.

Things that Sun did very well? in growing the SPARC compatible market in the early 1990s included:-
  • brainwashing partners into believing that they were participating in an open market (rather than a proprietary one).

    SPARC evangelists (myself included) wanted to believe in the new technology revolution. Sun started as a small company which threatened no one. By helping to accelerate its growth - partners helped to create a monster which eventually as one SPARC server oem told me - "ate its young."
  • leading the server oem pack in the adoption of the internet as a business tool.

    Sun used ezines and online product datasheets to wean its VARs away from a dependency on print media and accelerate their business adoption of the internet (initially email and ftp archives) and then critically (after 1994) the world wide web. This was years ahead of most IBM and HP VARs. That ecosystem helped create the myth about the "dot in dot com". It also educated the leading wave of competent electronic marketing VARs.
  • supporting new CPU hardware features with OS and driver software (while for many years Microsoft ignored and failed to support new features in Intel chips).
Things that Sun did very badly?

There are too many to mention here - but if you want to learn important business lessons go to the SPARC site.

As editor of that publication I took an active part in the market's rise (by helping to aggregate worldwide IHVs, OEMs and VARs). I also anticipated the market's decline - starting in 1998 as my bolt-hole - years before it was clear to others that the Sun server market was going to crash.

profile from featured press release October 3, 2006 ...................................

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