Gartner Storage Service Provider_04042001

Dataquest
Publication Date: 4 April 2001 ID Number: ITNI-WW-CT-0101
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The Storage Service Provider Competitive Landscape
Adam W. Couture
Outsourced storage services is one of the hottest new markets in the IT industry today.
Eyeing world revenue potential that is expected to near $7 billion by 2003, both
established and startup companies now offer a wide variety of storage services targeting
various market segments. Gartner Dataquest examines how the competitive battlefield is
emerging and profiles key competitors.

Publication Date: 4 April 2001/ID Number: ITNI-WW-CT-0101 Page 2 of 30
© 2001 Gartner, Inc. and/or its Affiliates. All Rights Reserved.
TABLE OF CONTENTS
Executive Summary........................................................................................................................... 5
Storage Service Provider and Utility Definitions................................................................... 5
Storage Service Provider Strategies .................................................................................... 5
Storage Service Provider Profiles ........................................................................................ 6
Carving Out a Niche in the Storage Service Provider Market........................................................... 7
Managed Hosting and Internet Data Centers....................................................................... 8
Corporate Data Centers ....................................................................................................... 8
Virtual Private Storage Centers............................................................................................ 9
Storage MSPs....................................................................................................................... 9
Storage Service Provider Segmentation .............................................................................. 9
Storage Service Provider Profiles....................................................................................................11
Arsenal Digital Solutions.....................................................................................................12
Go-to-Market Plans ...............................................................................................13
Service Offerings...................................................................................................13
Unique Capabilities and Technologies..................................................................13
Centripetal ..........................................................................................................................13
Comdisco............................................................................................................................14
Compaq Computer .............................................................................................................15
CreekPath Systems............................................................................................................16
EDS ....................................................................................................................................16
Forsythe Solutions Group...................................................................................................17
Hitachi Data Systems .........................................................................................................18
IBM .....................................................................................................................................19
ManagedStorage International ...........................................................................................20

sanrise ................................................................................................................................21
Scale Eight..........................................................................................................................22
Storability............................................................................................................................22
Storage Access ..................................................................................................................23
Storage Alliance .................................................................................................................24
StorageASP........................................................................................................................25
StorageLink.........................................................................................................................26
StorageNetworks ................................................................................................................27
StorageProvider..................................................................................................................28
StorageWay........................................................................................................................28
WorldStor............................................................................................................................29

LIST OF TABLES
Table 2-1. Storage Utility Target Prospects ....................................................................................10
LIST OF FIGURES
Figure 2-1. Basic Storage Utility Models ........................................................................................... 7

ANALYSIS
Executive Summary
Two years ago, the storage service provider (SSP) field of competition was a lonely place.
Although a handful of vendors made a number of intermittent announcements related to storage
utility services, only one vendor was actively marketing and selling them — StorageNetworks.
Today, the competitive landscape is beginning to get clogged with companies attempting to
position themselves and their services into differentiable market niches. Gartner Dataquest tracks
more than a score of storage utility and related-storage service competitors, ranging from "pure
play" startups to established hardware and service providers.
Storage Service Provider and Utility Definitions
An SSP provides a wide variety of storage-related infrastructure and management service
offerings — from backup and recovery to capacity provisioning to broad-scope storage
management. SSPs also may deliver storage professional services, including assessment,
design, operations and management services.
For consistency and clarity, Gartner Dataquest defines the storage utility as the provisioning of
storage capacity for servers on a usage basis. This capacity may be delivered at a user site or
remotely via a network or the Internet. An array of storage services may be delivered in
conjunction with this capacity, ranging from administration services, backup of servers and PCs,
system and file recovery and restoration services, archiving, data warehousing, and others.
Services related to customer-owned hardware do not constitute a storage utility. Gartner
Dataquest classifies these as operational or managed services.
Two other concepts are important to this survey: the public storage utility vs. the private storage
utility. The public utility refers to storage utility services provisioned primarily at Internet data
centers or similar colocation or hosting facilities where all or some of the storage infrastructure is
normally shared by a number of companies. The private utility refers to storage utility services
delivered at a corporate data center where an SSP manages a dedicated storage infrastructure.
Storage Service Provider Strategies
This report examines how the current crop of SSPs market their services and the market niches
they are attempting to carve out. They all market to one or more of the following prospects:
• On-site to users at public Internet data centers (tenants of Exodus, Level 3 and so forth)
• On-site to users at corporate data centers
• Remotely to users anywhere via network storage
• Other service providers (such as Internet data centers, application service providers
[ASPs], other SSPs and so forth)
These categories are explained in the "Carving Out a Niche in the Storage Service Provider
Market" section, along with a table comparing how various SSPs are delivering storage utility
services.
This report also looks at the emergence of the management service provider (MSP) model for
storage. This is a remote monitoring and management service for customer-owned storage
hardware. More and more SSPs are beginning to offer storage MSP services on a stand-alone

basis or in conjunction with other storage services — either as a primary business model or in
conjunction with strategies to market to corporate data centers.
Storage Service Provider Profiles
This report concludes with miniprofiles of 21 SSPs competing in North America. Each profile
looks at the vendor's go-to-market strategies, service offerings and unique technologies or
capabilities. The companies profiled do not encompass the definitive list of every SSP in North
America. For example, Internet data centers delivering SSP services only to their own customers
are addressed but not profiled in this analysis. Similarly, vendors providing a variety of storage
services were not included unless they also offered storage capacity services (the "storage utility"
as defined by Gartner Dataquest). Interestingly, two of the companies profiled, Storability and
StorageLink, originally offered storage utility services but have since dropped them from their
primary service portfolios. However, the two companies are still profiled because they
demonstrate how the storage utility competitive landscape continually evolves, and they may
again address storage utility solutions for corporate data center customers as demand increases.
SSPs profiled include the following:
• Arsenal Digital Solutions
• Centripetal
• Comdisco
• Compaq Computer
• CreekPath
• EDS
• Forsythe Solutions
• Hitachi Data Systems
• IBM
• ManagedStorage International
• sanrise
• Scale Eight
• Storability
• Storage Access
• Storage Alliance
• StorageASP
• StorageLink
• StorageNetworks
• StorageProvider
• StorageWay

• WorldStor
Although every attempt was made to include all U.S. and Canadian storage utility service
providers in this profile, the storage utility market is extremely dynamic, with new players being
announced almost every month. Similarly, SSPs are constantly augmenting their portfolios and
entering into new partnerships and alliances. Finally, attempting to provide one-page profiles
means that a great deal of individual company information must be condensed or omitted. For
these reasons, Gartner Dataquest advises readers to consult vendor Web sites for the latest
company information.
Project Analyst: Adam Couture
Carving Out a Niche in the Storage Service Provider Market
When new service providers enter the storage service outsourcing market, they inevitably try to
position themselves as unique in the marketplace. However, as illustrated in Figure 2-1, Gartner
Dataquest believes there are only three basic SSP models, with a number of variations based
upon how and where storage utility capacity or management services are delivered. These
include:
• Managed hosting and Internet data centers
• On-site at corporate data centers
• Virtual private storage centers
Figure 2-1. Basic Storage Utility Models
96844-02-01
Private
Utility
MSP
Public Utility
Internet
Data
Center
Customers
Managed
Hosting
Center
Customers
Virtual
Private
Storage Center
Corporate Data Center
Source: Gartner Dataquest (March 2001)

Managed Hosting and Internet Data Centers
For the majority of SSPs, managed hosting and Internet data centers are the venue of choice,
and storage utility providers operating from public Internet data centers could potentially opt for
one of three business models:
• Sell storage capacity or services to companies hosting their servers at the Internet data
centers
• Sell remote storage capacity or services to corporate data centers or other Internet data
centers
• Some combination of the above
The most common, and currently the most successful, model is selling storage capacity and
services to customers of Internet data centers. Internet data centers already own the customer
relationship, so sales and marketing expenses are minimized. Moreover, the Internet data center
can be a powerful channel partner, reselling storage utility services as Exodus does with
StorageNetworks and StorageWay and Inflow does with ManagedStorage International.
Although it is technically possible for a storage utility service provider to reside at an Internet data
center and only sell remote services to corporate data centers and other Internet data centers,
Gartner Dataquest isn't aware of any company that has adopted this model. Those companies
residing at Internet data centers and offering remote storage capacity and management services
to corporate data centers also market to other facility tenants.
A variation of the Internet and managed data center models has data center owners providing
outsourced storage capacity and services directly to their tenants. Some companies, such as
CreekPath and Arsenal Digital Solutions, build and manage storage utility infrastructures for
Internet data centers right at their own sites. Additionally, a handful of Internet and managed
hosting data center providers have opted to build and manage their own storage utility solutions.
For example, at their private Internet data centers, IBM and EDS provide on-demand storage
capacity and management independently or as part of Web hosting, applications services
provisioning, or network or security services. Similarly, Qwest, NaviSite, Accesscolo and
Infocrossing continue to build and manage their own storage utility capabilities at their Internet
data centers around the world.
Corporate Data Centers
Corporate data centers are the traditional brick-and-mortar data centers owned and managed by
most of the Fortune 2000. These data centers are also where the vast majority of enterprise-class
storage hardware is shipped. They may be epicenters for LANs and WANs, but ordinarily don't sit
atop an IT backbone like Internet data centers.
Many SSPs market remote storage capacity and management services (usually hosted at
Internet data centers) to corporate data centers. However, so far, most have met with limited
success because remote networked storage tends to carry a great deal of baggage such as
security, loss of control and standards concerns and a host of other issues inhibiting storage
utility services at corporate data centers.
Compaq, IBM, ManagedStorage International and StorageNetworks are attempting to overcome
this trepidation through what some are terming a "private" storage utility. Essentially, a private
utility is a local storage network built at the customer's data center. The service provider owns
and manages the storage infrastructure (although management may be remote), and customers
pay for the service on a usage basis. Providers of private storage utility services often make

"public" storage utility connections available to corporate data centers to augment capacity that is
provided locally.
Virtual Private Storage Centers
Virtual private storage centers are dedicated storage data centers wholly owned or operated by
an SSP. What makes these centers unique is that they are dedicated to storage services and
only storage services. Unlike Internet data centers or managed hosting data centers, no customer
hosts its servers or applications from these centers. Moreover, customer access is always
network-dependent whether that network is Fibre Channel, Ethernet or Internet Protocol (IP).
Scale Eight is one example of a private storage center. This company specializes in large
unstructured files, including video and audio that can be downloaded or streamed over the
Internet from one or both of Scale Eight's private storage centers at AboveNet Internet data
centers. Zantaz, Iron Mountain and LiveVault are other companies managing private storage data
centers. Zantaz and Iron Mountain specialize in archiving, while LiveVault provides online backup
and vaulting — albeit through Iron Mountain facilities and infrastructure. Like Scale Eight, none of
these companies provide server-centric storage capacity for dynamic files. Nor do they intend to
provide services requiring their presence at customer sites.
Storage MSPs
A recent wrinkle in the SSP market is the emergence of storage MSPs. The MSP label is being
adopted by a variety of vendors that provide services ranging from basic infrastructure monitoring
to the provisioning of a complete, outsourced infrastructure for customer applications. Some
could also be considered ASPs because their services may include IT management tools (for
example, Tivoli and CA Unicenter provisioned and billed on a usage basis). However, for the
purposes of this report, MSPs provide remote monitoring and management for customer-owned
IT infrastructures.
Several SSPs offer MSP services for client-owned storage infrastructures. These can include
simply remote monitoring for availability, or can include administration, capacity planning, tuning,
upgrades, corrective action and, ultimately, administration and operation of the customer's
storage environment. Forsythe Solutions, Storability, StorageLink and StorageNetworks offer
MSP services. Forsythe subsidiary Nuclio is a full-fledged MSP in its own right, delivering
managed services for servers and networks as well as storage hardware. Interestingly, Storability
and StorageLink originally offered storage utility services but have subsequently dropped them in
favor of MSP offerings.
One of the primary motivators for SSPs to offer MSP services is that most of their customers at
corporate data centers and many at Internet data centers often already own storage
infrastructures and don't want to abandon these investments. MSP offerings allow them to
outsource management or operations of their infrastructures either as a stand-alone service or in
conjunction with other storage services — sometimes including utility services.
Storage Service Provider Segmentation
Table 2-1 illustrates how the various categories of SSPs target their markets. Although further
segmentations are possible, for simplicity purposes, four categories were chosen and include the
following:
• On-site to users at public Internet data centers (tenants of AboveNet, Exodus, Level 3
and so forth)
• On-site to users at corporate data centers

• Remotely to users anywhere via network storage
• Other service providers (such as Internet data centers, ASP, other storage service
providers and so on)
Categories of storage service and utility vendors listed in the first column of Table 2-1 are broken
down into the following:
• SSPs
• Internet data centers providing their own storage utility services
• Internet data centers reselling storage and storage utility services
• Virtual private storage centers
Although Table 2-1 provides a large sampling of categorical storage utility vendors, it is not
intended to be a comprehensive listing of every company providing some sort of storage-related
service in North America. Additionally, not every company listed in Table 2-1 is profiled in this
report.
It is noteworthy that most competitors target multiple segments. For example, IBM provides
services to customers at their own Internet data centers, public Internet data centers or at
corporate data centers. ManagedStorage and StorageNetworks target users at Internet and
corporate data centers and also provides remote network storage capabilities.
Table 2-1. Storage Utility Target Prospects
Storage Service Provider Target User
On-Site at
Internet
Data Centers
On-Site at
Corporate
Data Centers
Remote
Network
Storage
Other
SSPs
Storage Service Provider
Arsenal Digital X X X
Centripetal X
Comdisco X X X
Compaq X X X X
CreekPath X
EDS X X X X
Forsythe X X X
Hitachi Data
Systems
X X X
IBM X X X
ManagedStorage X X X X
Qwest X
sanrise X X
Storability X X X
Storage Access X X X
Storage Alliance X X X

Storage Service Provider Target User
StorageASP X
StorageLink X X
StorageNetworks X X X X
StorageProvider X X
StorageWay X X
WorldStor X X X
Dedicated Internet Data Center
Accesscolo X X
Digex X
Infocrossing X
Intira X
NaviSite X
Qwest X X
Resale — Internet Data Center
Exodus X
Inflow X
Peak 10 X
Virtual Private Storage Centers
Iron Mountain X X
Scale Eight X X
Zantaz X X
Source: Gartner Dataquest (March 2001)
Storage Service Provider Profiles
The company profiles presented in this section are restricted to storage service vendors providing
either public or private storage utility services. For the purpose of clarity and simplicity, virtual
private storage centers and Internet data centers were specifically excluded.
Although every attempt was made to include all U.S. and Canadian storage utility service
providers in this profile, the SSP market is dynamic with new players being announced almost
every month. Similarly, SSPs are constantly augmenting their portfolios and entering into new
partnerships and alliances. Finally, attempting to provide one-page profiles means that a great
deal of individual company information must be condensed or omitted. For these reasons,
Gartner Dataquest advises readers to consult vendor Web sites for the latest company
information.
Twenty-one SSPs are documented in this profile. They include:
• Arsenal Digital Solutions
• Centripetal
• Comdisco

• Compaq Computer
• CreekPath
• EDS
• Forsythe Solutions
• Hitachi Data Systems
• IBM
• ManagedStorage International
• sanrise
• Scale Eight
• Storability
• Storage Access
• Storage Alliance
• StorageASP
• StorageLink
• StorageNetworks
• StorageProvider
• StorageWay
• WorldStor
Arguably, Scale Eight is an outrider to the other 20 companies profiled because the company's
business model is that of a virtual private storage center. However, Gartner Dataquest deemed
that Scale Eight should be included because it is representative of the growing number of niche
players targeting the storage utility service market. Additionally, Storability and StorageLink could
have been excluded because they no longer focus on true storage utility services (storage
capacity on demand from a vendor-owned infrastructure). However, both these companies
originally offered storage utility services as a component of their service portfolios. As a
consequence, they are included in this report.
Arsenal Digital Solutions
• Founded — 1999
• Corporate headquarters — Durham, North Carolina
• CEO — Kevin H. Pollard
• President and COO — Geoff Sinn
• CTO — Dr. Vijay Ahuja
• Employees — 90

• Ownership — Private
• Locations — 30
• Major strategic alliances — Sun, EMC, AT&T, Verio and Peak 10
• Web site — www.arsenaldigital.com
Go-to-Market Plans
Arsenal Digital primarily pursues a channel strategy. Its services are resold or passed through
Internet data centers that re-brand and resell them (that is, AT&T, Verio, Peak 10). The company
also sells directly to end users with a focus on ASPs and medical, e-learning and publishing
verticals. Half of the company's sales focus on direct sales and half on channels.
Service Offerings
• Disk utility (9GB minimum) — A fully managed primary storage capacity offering backed
by financially guaranteed service level agreements (SLAs)
• Backup and restore utility — A fully managed server backup and restore solution for
Internet data centers or remote customers
Unique Capabilities and Technologies
Arsenal is initiating the deployment of unique storage security technologies and procedures, as
well as developing its own storage management portal and billing application (scalable up to 2
billion transactions per month). Arsenal's acquisition of filefrenzy brought the company application
programming interface (API) technologies that allows it to integrate value-added functionality to
its storage utility platform to include file management, file sharing and collaboration.
Centripetal
• Corporate headquarters — La Mesa, California
• Founder — Michael Ehman
• CEO — James C. Kelly
• Employees — Nine
• Investors — Angel financing
• Locations — Six
• Major strategic alliances — Level 3
• Web site — www.centripetal.com
Go-to-Market Plans
Centripetal focuses on prospects in metropolitan markets with moderate storage needs but
whose storage requirements are growing rapidly. Centripetal will sell through, not to, Internet data
centers. Centripetal is the first Level 3 partner for its Integrated Partner Program. Level 3 will be

the company's primary provider of bandwidth and act as a significant distribution channel.
Centripetal intends to work with the Level 3 sales force to sell Centripetal solutions to the Level 3
customer base. Recently, the company has honed its focus to backup and recovery services.
Service Offerings
• Data backup and recovery services with tape or optical archiving
• Data storage services — Storage area network (SAN)-based RAID storage capacity
• Disaster avoidance, including remote mirroring and clustering of data and servers
• Global storage management and monitoring
Centripetal follows a capital-efficient business model, leveraging the network, sales and
marketing platforms and management systems of its partners.
Comdisco
• Storage utility service launched — 2000
• Corporate headquarters — Rosemont, Illinois
• President and CEO — Norman P. Blake
• Storage services vice president and general manager — Mark Avery
• Storage services employees — More than 125
• Ownership — Public (NYSE: CDO)
• Locations — 48 (13 U.S. data centers)
• Major strategic alliance — EMC
• Web site — www.comdisco.com
Go-to-Market Plans
Comdisco covers the storage service waterfront with traditional outsourced storage management
solutions, professional services and SLA-based storage utility services. The company caters to
corporate data centers, Internet data centers and customers provisioning services at Comdisco
service centers.
As a business continuity service provider, Comdisco believes its SSP model has a distinct
competitive advantage over other SSP vendors in that it not only can protect but also can recover
customer data using its existing infrastructure supporting the Continuity Services Division.
Comdisco's target markets include finance, insurance and healthcare. Comdisco will initially focus
on the United States and then look to Europe.
Service Offerings
• Enterprise storage solutions — Design, implement and manage on-premises storage
• Storage utility solutions — On-demand usage-based storage capacity and services
under SLA hosted at a customer's site or at Comdisco

• Professional services — Storage consultants and project managers assess current
customer storage environments; identify storage and availability needs; design, test,
implement, monitor and manage solutions.
• Availability and data protection — Availability, recovery and tape backup and restore
solutions to support customers' storage environments
Comdisco has traditional capabilities and experience in continuity services as well as its own
Internet data centers and private network.
Compaq Computer
• Storage utility services launched — 2000
• Corporate headquarters — Houston, Texas
• President and CEO — Michael Capellas
• Storage utility employees — 25 in storage business unit
• Ownership — Public (NYSE)
• Locations — All North American and European Compaq offices
• Major strategic alliances — Acxiom, Computer Associates, Digex, Legato, NaviSite,
Nupremis, Storability, StorageNetworks, StorageProvider, Tivoli and VERITAS
• Web site — www.compaq.com
Go-to-Market Plans
Compaq focuses on private services at corporate data centers, and large service providers in
North America and Europe. Compaq trains its own as well as channel partners sales to focus
initial storage utility service sales on the installed base. It bundles assessment and design
services in capacity pricing. Compaq also provisions utility service infrastructures to SSPs.
Service Offerings
• Basic service — Basic managed capacity service includes site assessment/design;
installation, configuration, startup; remote management; capacity management; storage
management portal (customer access to management and monitoring); warranty and
maintenance.
• Optional services — Backup and restore, remote copy, local copy, enhanced response,
recover-all, buyback, data migration and other custom services
The Compaq private storage utility combines flexible product configurations based on Compaq
StorageWorks and SANworks products, Compaq Global Services, and remote management by
Compaq through its network of operations management centers, where Compaq continually
monitors and manages its private storage utility.

CreekPath Systems
• Corporate headquarters — Boulder, Colorado
• President and CEO — Mike Koclanes
• Investors — Exabyte and Battery Partners
• Locations — Three to 15 by end of 2001
• Major strategic alliances — Exabyte, Inflow and FirstWorld
• Web site — www.creekpath.com
Go-to-Market Plans
CreekPath is a spinoff of Exabyte. CreekPath's business model is to partner with Internet data
centers to install high-performance SANs and cooperatively lease storage services to companies
hosting or colocating Web servers inside the Internet data center. The Internet data center
markets and sells the service to its customers and shares revenue with CreekPath. CreekPath
has a "build to order" philosophy and won't build a storage infrastructure unless it has a resale
agreement. (Note: At the time of this writing, CreekPath was in the process of selling its storage
services to concentrate on developing storage technologies.)
Service Offerings
• Primary storage — RAID 5 or RAID 10 disk array formats, 10GB minimum backup
services included with two-week on-site retention, 100 percent uptime SLA
• Backup and recovery
• Offsite tape retention
• Data recovery
• Data tape duplication
"CreekPort" storage portal software allows requests for service changes, detailed usage reports
and review of current bill. Exabyte also transferred proprietary remote SAN management software
to CreekPath. The company will use the software in its Internet SAN (i-SAN) installations to build
storage environments.
EDS
• Corporate headquarters — Plano, Texas
• President and CEO — Richard H. Brown

• Employees — 121,000
• Storage utility employees — 6,000
• Locations — 12 global service management centers and 70 regional sites
• Major strategic alliances — Akamai and EMC (EMC Proven)
• Web site — www.eds.com
Go-to-Market Plans
EDS' strategies are providing flexible storage utility services for Internet data center customers
within its own data centers and remotely managing storage located at client sites from EDS global
service management centers. EDS also supports other service providers, such as Akamai, by
building and managing storage on-demand services for content replication that are integrated
with other on-demand hosting services. EDS' storage utility service is an adjunct to other storage-
related services, including storage consultation, implementation and management. The company
also has a secondary push to corporate data centers under EDS management.
Service Offerings
• Managed storage services — Scalable storage and extensive backup services on an on-
demand basis. A range of packaged services is available, with increasing scalability,
availability and time-to-service guarantees.
• Storage strategy services — Professional services include business analysis, IT
analysis and solution development for storage services, such as availability, data
migration and business continuity
• Storage interconnect services — Professional services for SAN architecture,
implementation and (optional) management services
As one of the largest systems integrators and MSPs in the world, EDS can address IT
outsourcing and management requirements far beyond storage services, including network and
server management.
Forsythe Solutions Group
• Corporate headquarters — Skokie, Illinois
• Forsythe storage solutions vice president — Philip Tenca
• Storage utility employees — 194 (including Forsythe and Nuclio sales force)
• Parent company — Forsythe Technology
• Ownership —Private
• Locations — 32 in North America
• Major strategic alliances — EMC (EMC Proven), Brocade and VERITAS

• Web site — www.forsythesolutions.com
Go-to-Market Plans
Forsythe offers assessment, design, integration and management services for storage, servers
and networks from EMC, Sun, Hewlett-Packard and Cisco. Storage utility services were launched
to enhance the company's storage offerings. Management services for the infrastructure as well
as the application are available through its sister company, Nuclio.
Forsythe and Nuclio customers can acquire storage capacity through purchase, lease or on a
utility basis. Forsythe markets to end users in the public and private utility sectors, although the
majority of engagements are corporate data centers. Target prospects include 2,500 Forsythe
and 40 Nuclio customers in addition to new customers.
Service Offerings
• Managed storage services — Scalable storage on a demand basis with increasing
scalability, availability and time-to-service guarantees. Design and planning, transition
and implementation, 24x7 management and monitoring and fully customizable reporting
are available.
• Backup and recovery services — Tape backup and vaulting, centralized backup and
restore, instant test environment and more
• Business continuity services —Second copy, point-in-time recovery and global business
continuance
Working with Nuclio, Forsythe can provide outsourced services including servers, networks and
even desktops ranging from infrastructure assessment, design, integration and financing to
remote server monitoring and management, and application hosting services. Nuclio also
provides a management portal for storage and other services.
Hitachi Data Systems
• Corporate headquarters — Santa Clara, California
• Storage utility programs director — Roger Marvinney
• Dedicated storage utility employees — Not available
• Locations — Global Utility Centers in California and the United Kingdom
• Web site — www.hds.com
Go-to-Market Plans
Hitachi Data Systems' "Just in Time" storage solution is primarily a service that has a product
component — HDS Freedom Storage. Hitachi packages its Freedom series with additional
capacity that can be tapped at any time. Software and incremental services are packaged with
the capacity, which is billed on a usage basis. Hitachi targets SSPs and enterprises looking at
storage as a utility that users can tap as needed and pay for only what they use.

Service Offerings
• Capacity on demand — Through pre-provisioned packaging
• Capacity forecasting — Capacity planning information to manage the actual growth of
enterprise storage components and subsystems
• Centralized control — Customers enter commands at a remote keyboard to upgrade
disk and cache capacity and the number of host connections.
• Storage management services — Co-management and on-site recommendations of
strategic storage management to full tactical and long-range management
• Business continuity — Customer-activated "point in time" copy and remote copy
functions
The monitoring and billing system based on Hitachi's proprietary "Hi-Track" call home capability is
built into the Freedom Storage unit. Units communicate with Global Utility Centers in California
and the United Kingdom. Proprietary microcode for metering enables customers to self-upgrade
without vendor intervention.
IBM
• Corporate headquarters — Armonk, New York
• Managed storage services director — Irene Craft
• Dedicated storage utility employees — Proprietary
• Locations — 250 e-business hosting centers, including AT&T, Equinix and Qwest
facilities
• Web site — www.ibm.com
Go-to-Market Plans
Storage utility service announcements made in the summer of 2000 simply codified services IBM
was already providing. IBM covers the storage utility service waterfront, offering private storage
utility services to corporate data centers, public storage utility services to Internet data centers,
plus storage on-demand services to hosted customers at IBM facilities. IBM also intends to make
these services available for resale through its channel partners. During 2001, IBM plans to roll out
storage points of presence (SPOPs) throughout the world.
Service Offerings
• Storage consulting services — Storage assessment; architecture and technical design;
data migration services; installation and maintenance
• Managed storage services — Storage capacity on demand (pay as you go); 7x24x365
monitoring and support; problem and change management; storage provisioning
services; high-performance, high-availability options (including Raid 5); backup and

restore; archive and vaulting; local and remote copying; capacity planning/performance
monitoring; business continuity and recovery services
IBM's storage services will support technologies from IBM and other storage technology providers
(for example, McData, Brocade, EMC and Compaq). From a storage management perspective,
IBM plans to leverage storage management technologies from Tivoli — particularly Tivoli's
SANview products. Additionally, IBM intends to develop automation tools to facilitate rapid
storage infrastructure deployment and a Web portal for customer service.
ManagedStorage International
• Corporate headquarters — Westminster, Colorado
• President and CEO —Thomas Sweeney
• Storage utility employees — 230 worldwide
• Investors — Great Hill Partners, Providence Equity, First Union, JP Morgan, EMC and
StorageTek
• Locations — 13 in the United States and four in Europe (United Kingdom, Netherlands
and France)
• Major strategic alliances — StorageTek, EMC, Front Porch, Level 3, Inflow (exclusive)
and Global Center
• Web site — www.managedstorage.com
Go-to-Market Plans
ManagedStorage International was spun off from StorageTek. The company offers private and
public storage utility services as well as remote network storage capacity. ManagedStorage's
intellectual property (software) allows ManagedStorage to offer incremental services such as
server backup, archiving and PC backup tailored to a utility storage model. ManagedStorage
focuses on specific industries, including broadcast/entertainment, banking and healthcare.
ManagedStorage offers storage utility services for resale through Internet data centers as private-
branded services.
Service Offerings
• PowerNODE — Storage capacity on demand
• PowerBAK server edition — Server backup services
• PowerBAK personal edition — PC backup services
• PowerCONTENT — Archival services and data object management

ManagedStorage technologies include PowerBAK PC backup tools and the PowerCONTENT
storage management applications and compression and data object management technology.
PowerBAK is the basis for ManagedStorage's PC backup solution. Additionally, compression and
data object technologies allow it to address certain industries such as broadcast/entertainment,
healthcare and finance.
sanrise
• Corporate headquarters — Dublin, California
• CEO — David Schneider
• Some of the investors — Crosspoint, Comdisco, Exodus, Fenwick & West, GATX,
Hitachi, Morgan Stanley, StorageTek, Texas Pacific and VERITAS
• Locations — 45 (including 39 Exodus facilities)
• Major strategic alliances —Exodus, Brocade, HDS, VERITAS, Oracle, Sun
Microsystems, Crossroads, Foundry Networks
• Web site — www.sanrise.com
Go-to-Market Plans
sanrise is a public storage utility provider marketing to Internet data centers and their customers.
In January 2001, the company was catapulted into the SSP forefront by assuming operations for
the service delivery and customer support of the Exodus DataVault tape backup and restore
service business and approximately 600 subscribers. Customer satisfaction is a major sanrise
initiative and is driven by a three-tiered customer advocacy organization: channel managers,
systems architects and client business managers. The company markets its services under the
"storagetone" brand.
Service Offerings
• Storagetone disk on demand — Via the sanrise fiber-optic SAN
• Storagetone backup and restore — Including server-free backup
• Storagetone safestore vaulting — Managed off-site tape storage
• Sanrise professional services — Storage assessment, evaluation and design
The sanrise storagetone portal includes a variety of global news, information and published
reports to help customers stay current with storage technology. Customers of sanrise can use the
portal to access mystoragetone.com — a secure Web-based tool providing real-time customized
reports and metrics.

Scale Eight
• Corporate headquarters — San Francisco, California
• Founder and CTO — Joshua Coates
• President and CEO — Richard Watts
• Investors — Led by InterWest Partners and Oak Investment Partners
• Locations — Four Exodus facilities (Virginia, California, London and Tokyo)
• Major strategic alliances — Akamai and Exodus (price book)
• Web site — www.s8.com
Go-to-Market Plans
Scale Eight is not a typical storage utility service provider. Scale Eight operates an intelligent
global network that stores, manages and distributes files. Scale Eight doesn't sell storage
capacity to co-residents at Internet data centers. Instead, it markets its capabilities to store,
manage and move large files, including images, video and audio. Because of this focus,
entertainment, corporate training, unified messaging and broadcast industries are target verticals.
Scale Eight also sells its capacity services to other service providers for resale to their customers.
The company's first relationships of this type were with Akamai and Exodus.
Service Offerings
• Fully mirrored storage at its sites — 0.3TB minimum
• Bandwidth for transport (downloads)
• Centralized management application (ServiceView)
Scale Eight's infrastructure is based upon proprietary patent-pending architecture and software
technology. The company has eight patents pending. Customers are provided with a thin-client
device called a "MediaPort" that plugs into their servers that give them access to all Scale Eight
storage capacity on demand. Scale Eight has developed a portal, ServiceView, to let customers
monitor capacity and bandwidth utilization.
Storability
• Corporate headquarters — Southborough, Massachusetts
• President and CEO — Matthew Westover

• Ownership —Private
• Investors — Battery Ventures, Madison Dearborn and Lightspeed
• Locations — Southborough, London, Sydney and Hong Kong
• Major strategic alliances — EMC, VERITAS and Brocade
• Web site — www.storability.com
Go-to-Market Plans
Storability's business model is to deliver customer-dedicated managed storage services to
corporate data centers as well as enterprise customers located within Internet data centers. This
is primarily an MSP model. Additionally, Storability will build infrastructure that allows Internet
data centers to offer managed storage services themselves. Storability's sales model includes
direct, channel and partner sales forces. All pricing is custom quoted.
Service Offerings
• AssuredOperation — Proactive management, monitoring and reporting
• AssuredVolume — Capacity, performance, availability, recoverability and security
• AssuredRestore — Backup, archive and restore
• AssuredRecovery — Disaster tolerance implementation and operation
• AssuredAssessment — Inventory, total cost of ownership (TCO), process analysis and
recommendations
The remote management architecture includes dedicated secure network, automated processing
systems and operations centers in the United States, United Kingdom and Australia as well as
proprietary monitoring and management tools and technologies.
Storage Access
• Corporate headquarters — Boca Raton, Florida
• President and COO — Jon Castleman
• Ownership — Public (SSP: CDNX)
• Locations — Five
• Major strategic alliances — Wavve Telecommunications, Search, Conectium, Storage
Point and Champion Solutions
• Web site — www.storageaccess.com

Go-to-Market Plans
Originating from Champion Computer, Storage Access colocates in data centers occupied by its
partners that resell its storage services. Partner targets include other service providers. Two
primary reseller classifications are: "platinum" for those with a colocation facility that will house
and resell an Access Point and "gold" for partners that want to brand and sell managed storage
services but do not have a data center. Management will be centrally controlled through a Global
Network Operations Center architecture. Three facilities are online: San Diego, Boca Raton and
Miami. Another 12 (United States, Europe, Pacific Rim and South America) will be online in 2001.
Service Offerings
• @ccess capacity on demand
• @ccess data protection services
• @ccess data replication
• @ccess business continuance
• @ccess consulting services
• Utility model for delivering a set of managed storage services
• Vendor-neutral technical strategy
• Channel-based sales strategy
Storage Alliance
• Corporate headquarters — Calgary, Alberta
• President — Jeff Ascah
• Investors — DKJ and Request Seismic
• Locations — Two (Infocast, Group Telecom, Calgary)
• Major strategic alliances — Infocast, Sun, VERITAS, Group Telecom and Jason
Geosystems
• Web site — www.storagealliance.com
Go-to-Market Plans
The "Alliance" in Storage Alliance's name refers to how the company teams with its customers to
facilitate and deliver solutions to end clients. Initial customer base is in the oil and gas exploration
market. Storage Alliance specializes in storing and transporting large image files, particularly 2-D
and 3-D seismic files. ASPs and other oil and gas solution providers leverage Storage Alliance's
capabilities to enhance solutions and expand sales opportunities. Storage Alliance claims core

capabilities in integrating key data storage strategies and solutions with specific ASP products
and tools. The company initially will focus on Calgary and then expand to other oil and gas
markets. Secondary markets include medical and media.
Service Offerings
• DataPort — Primary storage on demand services
• TransPort — Replication services including point-in-time snapshots and mirroring
• LinkPort — Storage utility services packaged for ASPs
• PortAge — Archival, retrieval and disaster recovery service
• Storage experts (professional services) — Architecture planning, systems integration
and project management
The company is investing in several technology initiatives, including: large image management
and transport; proprietary security; and proprietary measurement and management. It also has
entered a hierarchical storage management (HSM) development initiative with VERITAS.
StorageASP
• Corporate headquarters — Sunnyvale, California
• Founder and CEO — Wayne Kim
• Investors — Not disclosed
• Locations — Two
• Major strategic alliances — EMC, Hitachi, Sun and ZOI Net
• Web site — www.storageasp.com
Go-to-Market Plans
StorageASP is a sister company of ZOI Net, a South Korean SSP founded by CEO Wayne Kim.
The company markets to the "public" utility sector, including ASPs — initially in North America
only (operations in Toronto and Santa Clara). StorageASP will lead with backup and recovery
services (data protection). Storage capacity services are available but considered secondary to
backup and recovery in the company's sales and marketing. StorageASP plans to build market
credibility through vendor certifications (for example, EMC Proven and SunTone). StorageASP
positions its services as cost-effective.
Service Offerings
• TERA-Back — Backup and restore
• TERA-Rep — Real-time data replication

• TERA-Remote — Remote replication including disaster recovery
• TERA Service — Professional services for analysis/design, implementation and
customization
• TERA-Stor — Storage capacity on demand
Custom portal (TERA-View) allows customers to manage and retrieve data. StorageASP provides
extended file restoration technologies and methodologies. StorageASP plans ASP relationships
to provide incremental data-related services, including data mining.
StorageLink
• Corporate headquarters — Bellevue, Washington
• CEO — Jack De Blasi
• Ownership — Owned by Sansia System Solutions
• Locations — Four Western U.S. metropolitan areas
• Major strategic alliances — Tivoli and IBM
• Web site — www.storagelink.net
Go-to-Market Plans
StorageLink is an IBM reseller supplying business continuation and data protection services. The
company targets colocated Internet data center customers as well as large enterprise customers.
Sales are direct and through data centers and optical IP network partnerships. StorageLink plans
to expand to all of the major Tier 1 North American metropolitan areas by year's end.
Service Offerings
• Backup and restore — Backup and restore any type of data on any major computer
platform through a point-and-click browser interface. The data are always online and
available for a no-cost, user-initiated restore. Hot backups available for major databases
and applications. One-step restores through a browser interface.
• Archive and recovery — Long-term archiving of data for audit and historical
requirements. Archived data are always online and retrievable via a point-and-click
browser interface.
• Disaster recovery services — One-step, bare-metal restore services, data replication
and second-copy services to a disaster recovery site
• Professional services — Business continuity consulting services for disaster recovery
planning and implementation. Remote backup and restore system management
services available as well.

• Managed services based upon Tivoli technology
• Detailed daily reporting and historical information graphing via a Web-based customer
portal
• Building a national business continuity network infrastructure
StorageNetworks
• Corporate headquarters — Waltham, Massachusetts
• President and CEO — Peter W. Bell
• Employees — More than 600
• Ownership — Public (NASDAQ: STOR)
• Locations — 51 data centers including London and Frankfurt
• Major strategic alliances — Exodus, Global Center, Equinix, ATT Hosting, COLT, Enron
and Vicom
• Web site — www.storagenetworks.com
Go-to-Market Plans
StorageNetworks' sales strategy is to sell directly and co-sell through partner relationships. The
company has two sales forces: one for Internet data center customers and another for corporate
data center customers. StorageNetworks delivers storage management services to customers in
three ways: on-site services, including private utility and MSP storage services; services within
Internet data centers to customers within these environments; second-site services to enterprise
customers, including off-site tape and synchronous replication.
Service Offerings
• DataPACS — Primary data storage services (SAN)
• NetPACS — Primary data storage services network-attached storage (NAS)
• STORwidth — Primary data storage services for media andcontent distribution
• BackPACS — Backup and restore services
• SafePACS — Real-time data replication and business continuity services
• STORmanage — Co-managed storage services for customer-owned hardware
• Professional services — Consulting
The company has developed a storage-specific operating system, STORos, that puts the
intelligence into a storage network and is the foundation for its management applications,

including a portal for storage and service management and control software that manages the
company's Global Data Storage Network.
StorageProvider
• Corporate headquarters — Austin, Texas
• President and CEO — Reagan Dixon
• Investors — Angel investors
• Locations — Seven
• Major strategic alliances — Level 3, Broadwing, Compaq, Brocade and Network
Associates
• Web site — www.storageprovider.com
Go-to-Market Plans
StorageProvider focuses on Internet data centers' customers. The company's strategy is to
provide SSP services to Internet data centers in "second tier" cities such as Austin and Houston,
where major SSPs don't have a presence. Services are marketed under the "Professional
Advantage" brand architecture. Services are geared for midsize businesses and smaller
increments of scalability. This regional model targets U.S. cities only. StorageProvider pays a
referral fee to current customers or Internet data centers bringing it new business.
Service Offerings
• OnlinePro — Storage capacity on demand (minimum 50GB)
• StorPro — High-availability solutions (business continuity) — mirroring
• RecoveryPro — Backup and recovery (tape)
• ProConsult — Assessment and architecture professional services
StorageProvider was the first SSP member of the Storage Networking Industry Association
(SNIA). The company also has developed "StorageView" — a portal for customers and partners.
Although pricing is specified in the customer contract, it will automatically adjust downward if
StorageProvider lowers prices during the contract period.
StorageWay
• Corporate headquarters — Fremont, California
• President and CEO — J. Kim Fennell

• Founder and chairman — Peter Shambora
• Investors — GE Equity, Matrix Partners, Montreux Equity, Redpoint and Worldview
Technology
• Locations — 21 (Exodus, Level 3, AboveNet)
• Strategic alliances — HDS, EMC (Proven), Exodus (reseller), SiteSmith and MFN
• Web site — www.storageway.com
Go-to-Market Plans
StorageWay provides a shared storage infrastructure to Internet data centers and their customers
— both directly and through reseller arrangements. (Exodus resells StorageWay services.) The
company's strategy is to provide storage utilities, which are offered as value-added services by
Internet infrastructure providers as well as via direct sales to businesses with mission-critical
information.
Service Offerings
• OutStore and OutStore Plus — Managed storage capacity. Plus equals higher SLAs.
• OutBack and OutBack Plus — Backup, restore and archival. Plus equals faster restore.
• Professional services — Storage assessment and data migration services
StorageWay claims substantial depth of engineering expertise in the areas of storage, data
management and networking. The company has invented a patent-pending, shared utility
architecture that enables enterprises to easily scale their storage infrastructure and provides
improved storage management control.
WorldStor
• Corporate headquarters — Fairfax, Virginia
• President and CEO — Paul Battaglia
• Investors — Mid Atlantic Venture Funds, Keystone Ventures, WR Huff and Five Paces
• Locations — Nine (Equinix and Exodus)
• Major strategic alliances — EMC, Exodus, Equinix and Brocade
• Web site — www.worldstor.com

Go-to-Market Plans
WorldStor's primary focus is customers at Internet data centers. WorldStor sells through Internet
data centers and to resident customers. The company's long-term goal is to interconnect data
centers and is negotiating with metropolitan fiber providers. Its 2001 plans include expansion to
private utility. WorldStor has primarily a U.S. focus, but its 2001 plans call for international
expansion. WorldStor heavily markets its EMC architecture as a competitive advantage and
highlights its "EMC Proven" status on the company Web site.
Service Offerings
• On-Demand primary data storage — Standard 99.9 SLA
• On-Site tape backup — For data hosted by WorldStor as well as data residing on
customer-owned and operated equipment
• Data replication — Local and off-site replication for testing, content delivery and disaster
protection
• Professional services — Storage system planning, testing and integration services
• Network operations center (NOC) in Fairfax, Virginia, and Irvine, California, for remote
management
• WorldView storage management customer portal
• Develop archival capabilities
This document is published in the following Dataquest Clusters:
IT Services Europe
Network and Internet Services Worldwide
REGIONAL HEADQUARTERS
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U.S.A.
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Egham
Surrey, TW20 9AW
UNITED KINGDOM
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Asia/Pacific Headquarters
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North Sydney
New South Wales 2060
AUSTRALIA
+61 2 9459 4600
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04578-903 São Paulo SP
BRAZIL
+55 11 3443 1509

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