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Kiwis score familiar NetApp VIP treatment

Kiwis score familiar NetApp VIP treatment

Network Appliance is introducing VIP, its multi-tiered channel programme, to New Zealand and says it’s a proven success overseas.

“The programme is not unique to this part of the world — we’ve rolled out a model that has worked for some time in Europe and the Americas. It’s not like we’ve invented it from scratch,” says ANZ marketing and alliances director Mark Heers.

The five levels are ‘platinum’ and ‘platinum elite’ (open to partners who work directly with NetApp), ‘gold’ and ‘silver’ (for those who work through a distributor) and ‘distributor’. The level of commitment to training, certification and revenue performance has been adjusted for Australia and New Zealand market size, Heers says.

Although NetApp has recently appointed Avnet as its Australian distributor, Heers says it has no immediate plans to appoint a distributor here, so only the first two levels are currently offered. He says its original, local go-to-market partner Infinity Solutions will continue to be its major partner, and will switch to platinum status.

Heers says the “handful” of other New Zealand partners have mostly been signed to meet one-off customer demands.

Infinity Solutions general manager John Cortese says NetApp has presented the new programme to his company and believes Infinity will hold the highest status available under the scheme. “They promised to support us in a way they haven’t been able to before,” he says.


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Sizing up the NZ security spectrum - Where's the channel sweet spot?

Sizing up the NZ security spectrum - Where's the channel sweet spot?

From new extortion schemes, outside threats and rising cyber attacks, the art of securing the enterprise has seldom been so complex or challenging. With distance no longer a viable defence, Kiwi businesses are fighting to stay ahead of the security curve. In total, 28 per cent of local businesses faced a cyber attack last year, with the number in New Zealand set to rise in 2017. Yet amidst the sensationalism, media headlines and ongoing high profile breaches, confusion floods the channel, as partners seek strategic methods to combat rising sophistication from attackers. In sizing up the security spectrum, this Reseller News roundtable - in association with F5 Networks, Kaspersky Lab, Tech Data, Sophos and SonicWall - assessed where the channel sweet spot is within the New Zealand channel. Photos by Maria Stefina.

Sizing up the NZ security spectrum - Where's the channel sweet spot?
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