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LSI knows what’s in
store(age)
by G. Patrick Pawling
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| LIS Logic Storage Systems’ David Mooney
(left), general manager of worldwide OEMs, and Mike Henesey,
worldwide business development manager for Teradata. |
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IT'S NOT SURPRISING
HOW WELL Teradata and LSI Logic Storage Systems, Inc. work
together. That's because both companies fell under the NCR umbrella
until LSI Storage Systems, a wholly owned subsidiary of LSI Logic
Corp., became an independent entity in 1995. Teradata, of course,
remains a division of NCR.
So the companies, and to some degree
their people, have known each other for years. This is a case
where familiarity breeds good business.
The LSI-Teradata relationship has
formalized since then, but it's no less fruitful. LSI Logic Storage
Systems supplies storage hardware, firmware and software, which
Teradata integrates into its enterprise solutions. The company
also helps its OEM customers with marketing and training, but
that's not a pressing need for Teradata.
"They are very self-sufficient,"
says David Mooney, senior director of worldwide OEM sales for
LSI Logic Storage Systems. "They know their market well and are
very good at integrating and tailoring solutions to meet the needs
of their customers."
LSI Logic Storage Systems doesn't
take anything for granted. Data warehousing is a demanding application,
and the company's focus on meeting Teradata's high standards makes
its products that much stronger.
"We know if our products are robust
enough to excel in the Teradata environment, we have satisfied
one of the toughest customer bases in the world," Mooney says.
"By meeting the heavy demands of the Teradata customer base, all
of our other customers benefit."
Mike Henesey, LSI Logic Storage
Systems' worldwide business development manager for Teradata,
agrees.
"They make us a much stronger supplier
to the data storage industry with respect to system availability
and overall reliability," he said.
Mooney notes that the long history
contributes to teamwork that's tough to beat. "The Teradata environment
is a complete bundled solution," he says. "It's hardware, software
and service, and LSI Logic Storage Systems' part of the solution
works as part of the whole. Our firmware and software are customized
for their environment and provide the 'secret sauce.'
Still, in at least one way, the
LSI- Teradata partnership is routine. LSI Logic Storage Systems
sells all of its products through partners, and Teradata is one
of those partners. "That is our business model," says Mooney.
"They are an OEM company, and just like anybody else, we are geared
toward creating solutions customized for their customers."
Those clients benefit from total
system integration, a single view of their hardware and software
solutions and superior performance. T
G. Patrick Pawling heads an Ocean City, N.J.-based Pawling & Associates and
has written about technology and business strategies for publications such as Time
and The New York Times.
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