So far, it seems to have worked. Sweeney says enterprises can realize substantial savings by outsourcing storage networking, which makes services from the likes of MSI an attractive proposition. What's more, enterprise services present more opportunities for MSI to sell high-ticket integration and other outsourced services to its customers, whereas services sold through providers are often restricted to remote backup.
According to Sweeney, enterprise customers typically account for $10,000 to $100,000 per month each, whereas service provider subscribers range from $300 to $3,000 per month.
Sweeney won't name his new enterprise customers, but he indicates that one is the second-largest airline in the U.S. More information will materialize next month when the enterprise launch is announced, he says.
Meanwhile, the overall economy is helping to fuel better prospects for storage services. "It's a pretty good business to be in right now. You had to survive the last couple of years, and that wasn't fun," he notes.
Signs of an upswing are evident in improved financials (see MSI Reports EBITDA-Positive Q3), as well as in sheer volume. Sweeney says that in December of last year, MSI was streaming 47,000 gigabytes to its service customers. This month, it will stream over 600,000 Gbytes.
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