iSCSI is one of the most important emerging storage technologies today. It is an attractive option for companies that need affordable and easy-to-manage networked storage, but at the same time, iSCSI remains somewhat enigmatic to many IT practitioners. This presents an opportunity for vendors and resellers to play a more consultative role when selling networked storage, especially in the mid-market. Suppliers have the opportunity to win the trust and favor of customers in a key market segment. Since margins on storage hardware have all but disappeared, the real opportunities moving forward will be in storage management software. By earning customers’ trust today, vendors will be better positioned to sell them storage management software in the future. This report will help suppliers:

• Define the market for iSCSI storage.
• Develop a channel strategy for iSCSI.
• Understand the challenges faced by customers who are interested in iSCSI, and where you can help.