Overview Axon Networks Solutions (Axon) is an IT ser- vices provider specializing in offering both open source and standard technologies to clients operating in a wide range of industries. The company is headquartered in Bangalore, India and has offices and operations across India, the Middle East and the Americas. Challenge Axon recognized an opportunity to expand its revenue and client base by approaching CIOs and key technology decision makers to pro- mote its disaster recovery (DR) solutions. Nataraj KR, director of technology at Axon Network Solutions, said, “Generally, CIOs are reluctant to invest hard-won revenues in new projects unless there is a clearly articulated value proposition. The challenge with DR proj- ects is that the benefits are often only clear once an

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