Customers might becoming more open-minded about brands and can be prepared to take alternatives but resellers have to work hard making a strong enough return on investment pitch if they are going to be successful.
There has been anecdotal evidence over the last couple of years that the recession had changed attitudes towards purchasing habits but getting the customer away from the house hold names involves a fair amount of work if the case of NCE and the Oxford Radcliffe Hospitals NHS Trust is anything to go by.
Approached by the IT director at the Oxford hospital and informed that a virtualisation project was in the offering the reseller started to talk about options and set out a pitch that didn't revolve around VMware instead offering backup specialist Veeam.
John Greenwood, solution sales director at NCE, said that the key approach was to listen to what the customer wanted and to then make suggestions about the available options highlighting the solid technical options from other vendors and the cost comparisons: "They continue to push forward but they have an objective to cut spending and make management easier."
Greenwood said that as well as making the right ROI arguments that other advantage that resellers can have with a customer is a well established relationship.
Kevin Woodley, data centre manager at Oxford Health Informatics Service, said that it had been using virtualisation technology for six years but needed to address its backup and disaster recovery plans.
"With spending control being a top priority in the NHS, the decision to dramatically reduce costs through virtualisation was a simple one," he said.