NetApp sees the introduction of two entry-level storage system appliances earlier this month as an opportunitiy for its ten existing New Zealand partners to sell to new customers.
But the storage solution provider is keeping its eye on new regional and vertical markets.
“We have a focused but long term set of partners in New Zealand,” says Grant Woodbury, NetApp's New Zealand channel development manager. “They’ve got bandwidth to help us grow already. Currently we have a very defined small group, but we are always interested in partners approaching us.”
NetApp launched its FAS2200 and FAS2220 line in ANZ in early June. The appliances are priced to entice SMB end-user customers with three to five servers and an annual IT investment passing $100,000. But the hardware vendor is also ratcheting up its storage as a solution offering with its GetSuccessful onboarding programme for resellers looking to help customers move storage and DR into the cloud.
“Three of our ten partners already offer this, and in some way or form very shortly, can offer NetApp target replication,” says Woodbury. “That may mean disaster recovery as a service or some other allocated service, it’s a grey area. That market is still maturing in New Zealand.”
Woodbury says the market is still being shaped because the definition of the cloud remains in the air.
“The cynics of us out there in the world think of it as outsourcing,” says Woodbury. “Others are seeing it as a complementary service of their existing environments, so components on their site, like DR, are outsourced as an opex function, to the full cloud option that says I’m just going to buy so much CPU, so many apps and so many user seats and you do everything for me. We’ve got partners at all levels of that.”
GetSuccessful is a complementary training programme to limit the demands on reseller partners. The company has also created a “healthy rebate programme” to facilitate partners stacking up “target customers and target technologies” in the cloud.
“The time they spend onboarding is the cost to them,” Woodbury says.
Woodbury says the new NetApp appliances are conducive to giving customers flexibility.
“You buy it half-full or completely full, with five software options,” Woodbury says. “The base pack has a standard array including NetApp efficiney features: dedupe, compression, provisioning and a rapid non performance snapshot. It allows a choice as a business grows to a distributed envronment, moving into the cloud.”
NetApp distributes through Ingram Micro in New Zealand. The vendor says the company has matured its Australian business, but sees room to grow on this side of the Tasman.