NetApp local partner director, Scott Morris, has been promoted to head up the storage vendor’s ASEAN business.
He continues to work with Australian chief Peter O’Connor, who has been promoted to ASEAN vice-president and regional head. Morris has been director of partner and public sector sales for three years after joining NetApp six years ago.
Morris will relocate from Melbourne to Singapore next week and starts on February 1. He also continues to be responsible for channel relations in Australia until the vendor’s new financial year on May 1.
The ASEAN role encompasses Singapore, Thailand, Malaysia, Indonesia, Vietnam and The Philippines and includes P&L responsibility. Strengthening and fine-tuning channel relationships, as well as NetApp’s presence in all countries, was top of the to-do list, Morris said.
“The role includes running channel, as we are 100 per cent channel in those areas,” he said. “Each has a country manager, and a different structure depending on our advancement into that country.
“There’s an opportunity in ASEAN to create better relationships but without creating an environment which puts pressure on the organisation operationally.”
In some places, NetApp relies on distributors and doesn’t have a physical entity, such as New Zealand and Vietnam, Morris said. Part of his new charter includes building or expanding country-based teams where it made sense.
Morris highlighted his ability to build NetApp’s channel business from a small base to 50 per cent of overall revenue as a key achievement. He also flagged its strong but simple and predictable policies around deal registration and named direct accounts as a measure of success.
“Our channel business is self-sustaining and accelerating,” he said. “By the end of April, we should hit the inflexion point where channel becomes the bigger percentage of business overall.”
As a result of the staff promotions, NetApp is now restructuring its business teams in A/NZ. Although details have not been confirmed, Morris expected the revisions would include better integration of the vendor’s direct and commercial/channel sales teams.
NetApp has 10 dedicated commercial sales staff across A/NZ, along with eight pre-sales engineers and four covering programmatic.