As economic uncertainty continues to roil the technology industry - trimming IT budgets, slowing the adoption of new products and spreading a gospel of fiscal conservatism - the SAN market cannot afford to veil potential pitfalls behind promotional promises.

Besides the very real threat of stalling the entire SAN market, false promises can translate into very real costs for customers. Too much hype can dupe customers into replacing perfectly acceptable solutions with untried, unproved and over-priced technology.

Don't believe the hype. Now is an expensive time to be driving a forklift through your company. Rip-and-replace is fine for commodity parts, but invasive and excessive for a SAN network.

Instead, be smart. Focus on what you need. And ask three simple questions: Is it real? Is it necessary? And, is it cost effective?

Stuart Berman