FalconStor Software increases sales in Asia Pacific by 20 percent with Dell OEM Solutions •  OEM Solutions Group 

“ Thanks to our partnership with the Dell OEM Solutions Group, our sales have increased by approximately 20 percent.” Eric Chen, general manager, FalconStor APAC Operations

Customer profile

Company: FalconStor Software

Industry: Technology

Location: Taiwan and United States

Employees: 500+

Website: www.falconstor.com

Business needFalconStor wanted to increase Asia Pacific (APAC) sales by offering customers turnkey storage solutions.

SolutionThe company now delivers the FalconStor® CDP, FDS, VTL, and NSS solutions based on Dell PowerEdge servers and storage, with protection from Dell Support Services.

  Benefits

•   Sales increase by approximately  20 percent 

•   Sales cycle time decreases by approximately 33 percent 

•   Open architecture supports  turnkey solutions

•   High performance ensures continued expansion

•   Flexible services drive growth  in new markets

FalconStor saw that many businesses in Asia Pacific (APAC) needed more efficient ways to store data. The company planned to offer its products as a range of turnkey solutions, so that customers would not have the expense of implementing or supporting their storage technology themselves.

However, FalconStor needed an original equipment manufacturer (OEM) solution provider to support any turnkey offering for the platform’s products, which include FalconStor CDP, FalconStor VTL, FalconStor FDS, and FalconStor NSS.

Eric Chen, general manager at FalconStor, APAC Operations says, “We realised we could increase sales by providing a complete infrastructure which included rapid support. To reach our goal, we needed to find an IT solution provider that could offer both hardware and support capabilities.”

It was crucial that FalconStor make the right choice for the FalconStor CDP, FDS, VTL, and NSS solutions, because the decision would play a major part in its future success. The company needed to stay focused on its own strengths and have confidence the OEM provider was going to deliver reliable support.

“We wanted to benefit from a company whose core competencies would enable us to continue building award-winning storage solutions,” says Chen.

Dell OEM helps deliver  the best turnkey solution 

It did not take FalconStor long to see that Dell OEM Solutions was the ideal partner to help the company achieve its goal.

Chen asserts, “The open architecture of Dell solutions perfectly matched with our plan to offer customers open solutions to simplify IT. Thanks to Dell OEM division’s excellent engineering, service, and supply chain management, we could deliver the reliability that the FalconStor CDP, FDS, VTL and NSS solutions required.”

FalconStor Software, headquartered in New York, United

States, with Asia Pacific headquarters in Taichung, Taiwan,

was founded in 2000 and has become a leader in storage

solutions. The company has created a number of award-

winning solutions for enterprise and small-to-medium size

customers. These include FalconStor® Continuous Data

Protector (CDP), FalconStor® Virtual Tape Library (VTL),

FalconStor® File-interface Deduplication System (FDS),

and FalconStor® Network Storage Server (NSS), which are

deployed at a number of Global 1000 companies.

“ We have reduced our sales cycle by approximately 33 percent with the help of the configuration services.” Eric Chen, general manager, FalconStor APAC Operations

Technology at work

Services*

Dell Configuration and Deployment Services – Hardware and software configuration

Dell Support Services for OEM – Mission Critical option

Hardware

FalconStor® CDP, FDS, VTL, and NSS appliances based on the Dell™ PowerEdge™ R900 and R710 servers with Intel® Xeon® processors

FalconStor CDP, FDS, VTL, and NSS appliances based on the Dell PowerEdge R805 server with AMD Opteron™ processors

Dell PowerVault™ MD1000 direct attached storage solution

Chen adds, “By choosing Dell, we gained a global provider of high-quality IT solutions, which offered a full range of services for OEMs.”

Dell provides ideal server and storage solution

Guided by Dell OEM Solutions, FalconStor chose a number of Dell solutions on which to create the most suitable platform for its data storage products.

These included Dell™ PowerEdge™ R900 and R710 servers featuring Intel® Xeon® processors, a Dell PowerEdge R805 server with AMD Opteron™ processor technology, and a Dell PowerVault™ MD1000 direct attached storage solution.

Comments Chen, “Dell solutions delivered the reliability and scalability we were seeking. The mix of open standards architecture and excellent processing performance made Dell PowerEdge servers the best choice for our FalconStor CDP, FDS, VTL, and NSS solutions. And with the Dell PowerVault MD1000 solution, we gained enhanced storage performance and simplified management.”

FalconStor reduces sales cycle time by approximately 33 percent with Dell

Due to the hardware and software configuration support as part of Dell’s Configuration and Deployment Services, the company has significantly reduced its sales cycle time. Hardware and software configuration mean the company saves valuable time by making sure the platform’s servers and storage solutions carry FalconStor badges before they leave the factory, and

that the company’s software is pre-configured and fully tested.

Says Chen, “We have reduced our sales cycle by approximately 33 percent with the help of the configuration services. When a customer powers up a server, the welcome screen features the FalconStor logo. As far as the customer is concerned, it is a FalconStor machine.”

Sales increase by approximately  20 percent

Dell OEM Solutions have enabled FalconStor to increase its SME sales by offering companies a total solution. Today, FalconStor CDP, FDS, VTL, and NSS solutions have greater appeal for APAC customers, who prefer receiving an open, turnkey solution that performs reliably and is simple to manage.

Our sales have increased by approximately 20 percent

Reduced our sales cycle by approximately 33 percent

40

20

0%

-20

-40

Since Dell started working with FalconStor, sales have also improved due to the FalconStor brand being more widely recognized and featuring prominently on the hardware.

Says Chen, “Thanks to our partnership with the Dell OEM Solutions Group, our sales have increased by approximately 20 percent.”

Customer feedback is excellent

FalconStor believes the speed of delivery that Dell facilitates will help increase sales of the platform in the future. Customers are impressed with the speed of delivery and the performance of their solution and believe they can rely on FalconStor to support their data storage needs.

Chen says, “Since we started working with Dell OEM Solutions, feedback from customers has been excellent. The FalconStor CDP, FDS, VTL, and

NSS solutions scale easily to meet their changing needs

FalconStor and Dell futureproof customer investment

Due to the involvement of Dell Support Services for OEM, FalconStor knows that customers gain maximum performance from their data storage solutions. In many parts of the APAC region, customers have Dell Support Services and the Mission Critical option with four-hour onsite support.

Comments Chen, “By working with Dell Support Services for OEM, FalconStor customers are able to protect their IT investments and maximize their performance.”

*Availability and terms of Dell Services vary by region. For more information, visit: dell.com/servicedescriptions

© July 2010, Dell Inc. Dell is a trademark of Dell Inc. Intel and Intel Xeon are registered trademarks of Intel Corporation or its subsidiaries in the United States and other countries. AMD, the AMD Arrow logo, AMD Opteron, and combinations thereof are trademarks of Advanced Micro Devices, Inc. Other names are for informational purposes only and may be trademarks of their respective owners. This case study is for informational purposes only. dell makes no warranties, express or implied, in this case study. 10008094.

The efficient enterprise runs on Dell: efficiententerprise.com

For more information go to: dell.com/casestudies and dell.com.tw

DellTC

Visit our other communities

facebook.com/dellenterprise

twitter.com/dellenterprise

enterpriseefficiency.com

youtube.com/delllargeenterprise

linkedin/com/groups/dell-enterprise

en.community.dell.com

delltechcenter.com

Blog

slideshare.com/dellenterprise

For more info on OEM Solutions, visit:

http://del.ly/oem

OEM Solutions