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18 Jun 2010
Storage vendor NetApp claims the expansion of its partner programme to include service providers will make it easier for its VARs to break into cloud computing.
Earlier this month, it announced it is formalising ties with service providers by welcoming them into its partner programme.
Pete Rawden, partner sales director for UK & Ireland at NetApp, said the move would benefit VARs wanting to incorporate cloud into their offerings.
“We would expect VARs that might not have the resources available to become a cloud service provider to partner up with service providers within the programme so they can offer cloud services to customers,” he said.
VARs and service providers that join forces will decide who gets the bulk of the margin, added Rawden. “For us, it is about promoting alignment and accessibility within the partner scheme, rather than providing a financial model.”
John Malabon, marketing director at NetApp Star partner Alpha, said: “The challenge is to ensure customers perceive enough value in working with the VAR rather than direct with the service partner.”
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