IT ANALYST INSIGHT

Stephanie Balaouras, Forrester: “Iron Mountain is one of the few vendors that has built out a suite of SaaS offerings.”

“Iron Mountain offers two online backup and restore services: LiveVault Server Backup and Recovery Service for servers, and Connected Backup for PCs and Windows file servers. The two services are part of Iron Mountain’s Digital portfolio.Its other services include its Total Email Management Suite, Digital RecordCenter for Compliant Messaging, and Discovery Services featuring the Stratify Legal Discovery review and analysis eDiscovery application. Iron Mountain serves both North America and Europe, and it is one of the few vendors that has built out a suite of SaaS offerings.”

Henry Baltazar and Simon Robinson, the451 Group: “Microsoft is now teaming up with Iron Mountain to move into the 'cloud' storage space. Microsoft's name recognition and large channel are huge advantages in the SME space. Its partnership with Iron Mountain gives DPM 2007 a trusted disaster recovery repository for SMEs.”

“Microsoft is also now teaming up with Iron Mountain to move into the 'cloud' storage space. The new offering, known as DPM Cloud Backup – powered by Iron Mountain – is designed to offer SME customers a remote disaster recovery strategy… With the recent improvements to DPM, Microsoft has shown that it desires to become a credible SME backup vendor. DPM 2007's enhanced application support, coupled with the upcoming addition of its client backup and Cloud Backup partnership with Iron Mountain are all key features that will appeal to SME customers. Microsoft's marketing muscle and large reseller channel will help it gain market share in the CDP space, which is still highly fragmented. With its aggressive pricing and its ability to more or less give away licenses, Microsoft's DPM 2007 could dent into the sales of competitors. The Windows-centric backup coverage of DPM 2007 will limit the appeal to Microsoft customers, while overall awareness of its capabilities in this area, relative to its large competitors, requires further investment… Microsoft's name recognition and large channel are huge advantages in the SME space. Its partnership with Iron Mountain gives DPM 2007 a trusted disaster recovery repository for SMEs.”

Kathleen Reidy, the451: As part of Iron Mountain, Stratify maintains focus on e-discovery market

Growth in the e-discovery niche appears far from slowing down, and Stratify continues to benefit from the early jump it had on this market. It is able to command a bit more market attention now as part of its much-larger parent, and this is evidenced by its recently inked partnership with PricewaterhouseCoopers. This partnership could help Stratify better penetrate the general counsel's office at large organizations and help it expand its presence outside the US. More ongoing business with corporate legal departments would benefit Stratify, particularly if more of the early stages of an e-discovery process (e.g., collection, culling, first-pass review) move in house, as appears to be the trend. More ties to Iron Mountain's record management capabilities, and those of other vendors, could also help Stratify pitch itself for more proactive information management.

David Hill, Mesabi: Iron Mountain is Acting a Bit SaaS-y -Storage-wise That Is

“Iron Mountain is in an enviable position…The company does not suffer from the quarterly “hockey stick” affect that has plagued many IT high technology companies for decades with high orders and shipments at the end of the quarter as compared to relatively quieter prior periods. … Iron Mountain is in the very desirable position of being an annuity business where revenues come in a consistent dependable stream…A company has to understand the processes that are necessary to be a trusted supplier. Iron Mountain has shown that it knows how to play in that space and other players, no matter how large or well-known, may find those skills harder to obtain than they think.”

Read more:
Weekly Review: October 1, 2008

David Hill, Mesabi Group: Iron Mountain and HP Announce the Digital Record Center for Medical Images

“…Overall, the solution leverages Iron Mountain's expertise as a managed service provider and HP's software savvy and storage hardware strengths through the HP MAS grid architecture. …As a targeted solution, the partners seem to have a strong horse to ride that combines elements of SaaS and managed services among other elements. That general approach is likely to become more popular as businesses and the broader market come to recognize the value of managed storage services. And, as the costs to manage storage continue to rise, the managed storage solution can help these businesses to lower their TCO – while addressing their DR and compliance risks…”

Carolyn DiCenzo, ‘Iron Mountain Remains the Leader in Corporate PC Backup’

“Iron Mountain remains the leader in corporate PC backup market as measured by the number of referenceable corporate customers using the product… and by the breadth of its worldwide sales and support coverage…”

Vivian Tero, IDC: PwC and Stratify Partner To Offer Forensic Investigation and Advance eDiscovery Services

“…Although the announced joint business relationship primarily calls out the complementary services across PwC’s Forensics Technology Services unit and Stratify, it also opens up opportunities for the broader Iron Mountain and PwC portfolio…Iron Mountain and Stratify could fulfill the information management (including records management and archiving) and data collection needs of corporate litigants. PwC could provide the front-end forensic consulting and project management. PwC’s Discovery Readiness and Discovery Response Consulting practices would precede Stratify’s Legal Discovery services. There are also overlaps in both organizations’ addressable markets . the large geographically distributed enterprises that are involved in multiple legal matters and investigations involving multilanguage processing.
This relationship enables the organizations to provide services to mutual customers. Although the majority of media attention focuses on eDiscovery from the plaintiff bar, there is a significant opportunity for end-to-end forensic analysis and review solutions arising from second request, white-collar criminal investigations, regulatory inquiries, and fraud investigations. Corporate investigations and regulatory inquiries oftentimes precede a civil litigation. There are benefits for service and application providers such as PwC and Stratify to get their foot in the door as early as possible, and eventually extend these relationships into the later stages of the legal discovery value chain…”

IT Analysts on Iron Mountain

Mike Karp, Senior Analyst, Enterprise Management Associate: (EMA):
“ Given that there is an instinct to rely on big, solid, reliable companies when it comes to things like keeping the corporate family jewels safe, there is every reason to think Iron Mountain and Stratify have made a good decision, one that will be endorsedby an expanding customer list and growing revenues. Stratify’s offerings further complement and expand Iron Mountain’s already extensive service base. EMA believes this is a highly synergistic move on the part of Iron Mountain.”

Source: Mike Karp, Enterprise Management Associates, 'A Mountain of Opportunity-Iron Mountain Adds e-Discovery to its Digital Division...', November, 2007

THINKstrategies:
Iron Mountain’s Hybrid Strategy to Capitalize on Storage-as-a-Service Opportunity
Jeff Kaplan, October, 2007

- Key Quote: “… I had an opportunity to attend Iron Mountain’s Analyst Day focused on its digital services strategies and offerings. The event convinced me that Storage-as-a-Service is well on its way to becoming a mainstream movement on par with Software-as-a-Service (SaaS), if not greater. It also showed me how a company can build a rational hybrid services model to capitalize on a market opportunity….. what sets Storage-as-a-Service apart from SaaS is that organizations must contend with a combination of physical and digital records. Many have grown accustomed to using off-site storage services for their paper, disk and tape-oriented files. Now, they have to select the right source for their digital storage needs.Iron Mountain is well-positioned to capitalize on this opportunity.”


	Industry Analyst Relations Shelley Bakst Analyst Relations Manager shelley.bakst @ironmountain.com 508.808.7729