The storage, back-up, security and business continuity segment is growing. In a sense, the recent global worries have helped - sadly - to build need and value for their solutions.

Terrorist fears, SEC and FSA rulings on data audit trails, Sarbanes-Oxley regulations, multiple network entry points, growing virus and hacker threats - all of these fuel demand for companies with expertise and solutions to make corporate data safe and highly available. Assuming, that is, that they know how to capitalise on a rich vein of Implied Needs. If security is compromised, or disputed past transactions lost in an impenetrable heap of archived data, the business is placed in mortal peril. That's a good starting point for selling a solution.

The Radicati Group says that the average corporate user sends and receives email that adds up to 300MB per month in new storage requirement. The stress on the corporate systems; the difficulty in satisfying customers, lawyers or auditors in the event of irregularities; and the headaches if the whole IT structure is compromised, are immense for any enterprise.

This is what Huthwaite calls a classic 'Changes Over Time' issue likely to give all corporations a long list of powerful Implied Needs.

Can the industry respond convincingly?

With Huthwaite's help, yes.