What a difference three months can make. Last quarter, shares of bulk data storage specialist Quantum
So what happened in the three months in between? For starters, Quantum's sales of disk systems -- mostly rebranded by system builders such as Dell
Quantum-branded DXi disk-based backup systems and StorNext content sharing machines are supposed to provide fuel for Quantum's growth these days, and on top of that, fiscal 2012 is supposed to be a year of growth for the company. But sometimes things don't work out according to plan, and both the DXi and StorNext systems underperformed in the first quarter.
Some companies fail because they don't know what they're doing; Quantum has a solid plan, but it just isn't executing.
However, I'm convinced we're looking at a short-term problem. Trailing gross and net margins have been pretty stable for a long time, and the trend in cash flow margins is actually on the rise. Quantum just needs to figure out how to win more contracts in competition with storage giants NetApp
It's basically Sales 101, and I think Quantum's management knows it. The company recently overhauled its leadership by replacing the CEO, CFO, and chief of worldwide sales -- all in the last seven months. The new team reportedly has structural changes to the sales process brewing, and these things often take some time.
Quantum is sitting on some valuable technology, particularly in the much-vaunted field of data deduplication and other storage efficiency tools. I still see a big, red takeover target painted on the company's back, though the most likely suitor fell away when Cisco Systems
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Fool contributor Anders Bylund holds no position in any of the companies discussed here. The Motley Fool owns shares of EMC. The Fool owns shares of and has created a bull call spread position on Cisco Systems. Motley Fool newsletter services have recommended buying shares of Cisco Systems. Try any of our Foolish newsletter services free for 30 days. We Fools may not all hold the same opinions, but we all believe that considering a diverse range of insights makes us better investors. You can check out Anders' holdings and a concise bio, follow him on Twitter or Google+, or peruse our Foolish disclosure policy.