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NetApp keen to work with more developers and data specialists

The storage giant is bringing more ISVs into the channel fold as it looks to add value for customers

NetApp is looking to work with more developers and data specialists to add more depth to the offerings it can give customers via partners.

The storage and data player has been going through a process of moving from being purely known for storage to being seen as a data specialist and has been open to bringing on board channel players with that expertise.

Nick Thurlow, UK & Ireland managing director at NetApp, said that it was taking steps to ensure it could offer the customer all of the support they might need.

"The way the company is going it is about being the data authority in the hybrid cloud. So it is about securing it and doing all the things you need to do in a diverse, dynamic and distributed world. That means working with our partners to do that. We are working with more ISVs as well because often the value that we can bring to our mutual customers is through working with data governance companies, analytics companies and backup companies and all of these companies who are working to protect and work with data," he said.

Thurlow added that he had inherited a UK organisation on his return to take up the MD post at the start of February that was in good shape and its commitment to partners remained undimmed.

"The channel has never been something that is bolted on at NetApp and has been important to the company, ever since it first started in Europe, and that doesn't change at all. The percentage of the business that we conduct through partners in the UK is in the 70s and has been for some time and the commitment is there," he added.

Ambitions that the vendor is looking for the channel to help with over the rest of this year include helping it gain market share in the flash space as well as helping the firm's positioning around data and hybrid cloud become more well understood by customers.

Thurlow had three and a half years running Arrow ECS in the UK and viewed the experiences gained in distribution as important when it came to understanding the pressures on that side of the fence and the need for value.

"In distribution you deal with so many different companies and get a good vista of what is going on and you meet everybody. It was fascinating. if you don't add value then you don't make any money and you need to add value to customers in different ways," he said.

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