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.