VAR Secures $40,000 Storage Systems Sale With Telecommunications Company

Fluidity in the data storage marketplace isn't a matter of physics — it's a matter of fact. How do you survive in such a competitive and changing environment while keeping your profit margins above the industry standard? Streamlining your operations and providing ‘out- of-the-box' customization is a starting point, according to Bill Riggins, owner of Adjile Systems. As an integrator and reseller of storage and tape backup solutions for UNIX, Linux, and Windows environments, Adjile Systems has bobbed and weaved its way to a consistent 20% profit margin year over year. This VAR has stayed competitive for more than 15 years. People know Adjile Systems in the industry, and that's important — mainly because that is what translates into long-term survival.

"Oftentimes, customers find us — our name is well established in the industry. Additionally, we generate business through existing customers," says Riggins. A recent example of this is when NTT (Nippon Telegraph and Telephone Corporation) America called Riggins to procure several online storage solutions for a network analysis service it was offering to a client. Riggins attributes the recent sale with NTT to a relationship already established with the customer. "We used to manufacture storage systems. NTT bought close to 100 storage systems about five years ago, and they have been a repeat customer since this initial sale," adds Riggins.