Recently I talked to a UK company in the financial services industry who was considering replacing the DCIM solution they currently have with Nlyte. Besides referencing functionality lacking in their current DCIM product that Nlyte has, another core reason they were considering switching was they did not feel the current vendor aligned with their goals. They felt the vendor was more interested in selling them additional hardware than optimizing the hardware they have – or they were pushing the element management capabilities of their DCIM software.
We hear this quite frequently at Nlyte. A company that makes most of its revenue from selling hardware is not going to be motivated to optimize/reduce a data center’s hardware footprint. A company that makes 99% of its revenue from hardware will, at best, treat DCIM as a sideline to help sell more hardware, and at worst, they will use software as a means to lock you in so they can sell more of their proprietary hardware. Bottom line for them, hardware is how they make money and they aren’t going to kill that golden goose – or even try to put it on a diet.
At Nlyte, DCIM software is what we do. We don’t sell hardware and thus have no incentive to push hardware or prioritize one vendor’s hardware over another. We are motivated by one thing: to make our customers successful using our DCIM software. Why? We want organizations to get increasing value out of the Nlyte system so they stay satisfied and hopefully use us to manage more of their data center infrastructure. We make money by providing value – not by locking in customers or pushing hardware – and often we provide that value by reducing the hardware footprint in the data center.
Nlyte is so focused on minimizing the hardware footprint our customers have that we provide patented technology in our product that helps these companies optimize the use of their existing resources. In the 10 years we have been servicing customers, we estimate we have saved them over a BILLION DOLLARS by helping them optimize the use of their existing hardware resources. At the big picture level, some DCIM vendors make money mainly when new data centers are built so they are inherently unmotivated/conflicted to optimize hardware use versus Nlyte whose core mission is to optimize existing data center hardware use so organizations won’t have to build new facilities.
So next time a DCIM vendor opens up their jacket like a dirty watch salesman, and you see the software in the lining of their jacket, don’t reach for it. If you do, chances are your hand will receive a new piece of unwanted hardware you won’t need – and odds are it will be handcuffs.
About the AuthorMore Content by Mark Gaydos