Selling hardware, software and services that help customers comply with regulations such as the Sarbanes-Oxley Act and HIPAA can boost a storage VAR's revenue by 20% or more, with much of the increase coming in high-margin software or services instead of low-margin hardware.
But to reach the compliance market, savvy value-added resellers (VARs) aren't relying on generic "scare" pitches listing the problems customers will face if they fail to store the right data in the right way. They're instead focusing their efforts on the specific needs of customers in various vertical markets, and telling those customers exactly what they need to reach compliance.
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