NetApp Brings Storage Efficiency to MSE Market with Reseller Expansion

Dedicated channel programme helps resellers in the mid-size enterprise market to flourish even in tough economic times

London - April 7, 2009 - NetApp (NASDAQ: NTAP) reported today on its mid-size enterprise (MSE) market initiative in EMEA. NetApp is committed to help MSE customers to leverage the proven storage efficiency benefits of its solutions and services. By adopting the latest in virtualisation, deduplication and management tools, customers are able to reduce complexity, simplify administration, and save cost. Packaged MSE solutions and a dedicated effort in channel sales drive NetApp's MSE initiative throughout EMEA and help to approach new customers.

"We saw the need for a demand-driven solution set, a dedicated sales channel and an easy procurement process that would support a strong reseller base in bringing storage efficiency savings to a broad base of customers. And we delivered on these premises when I look at the results", said Eric Saillard, director EMEA Channel, NetApp. "The 1,000th reseller just signed up for our Silver Partner programme. The Silver Partner programme is dedicated to the MSE marketplace, and was kicked-off in May last year being adopted by more and more NetApp EMEA regions since then. 1,000 resellers in less than a year clearly shows the value of our offering and its appeal even in a difficult economic climate. Our data storage and management solutions help to improve efficiency and reduce cost for customers' and our programme delivers the sales arguments and values that resellers need."

Brett Edgecombe, sales director at 101 Data Solutions, one of the first resellers to become a Silver level partner said: "This programme is proof that NetApp understands the needs of resellers and customers in this space. They have taken away the complexity and provided the right level of support in terms of tools, such as the dedicated Silver PartnerCenter web portal, allowing us to focus on what we do best -- selling and supporting our clients. NetApp solutions and services help our business to flourish even in tough times."

A major pillar of the MSE programme are the NetApp distributors, who are responsible for the recruitment, training and provisioning of the partners. Silver level resellers are limited to the FAS2000 series, with a number of pre-established and certified configurations to simplify the go-to-market process. The dynamism of the distributors in the creation of specific partner bundles has also been a key factor to the programme's wide adoption. In the UK, DNS Arrow, Bell Micro and Hammer are distributors for the Silver Partner programme.

"NetApp has always regarded channel sales as key to their growth strategy and have come up with effective initiatives to support this. The Silver Partner programme is a great example. The combination of a simplified process and competitive pricing, together with a solution offering enterprise class features, has clearly resonated with the resellers targeting the MSE sector. NetApp has also provided the tools and the platform to make this a success," said Jason Beeson, solutions director at Hammer Plc.

Key to the popularity of the programme is the NetApp FAS2000 solution which offers enterpriselevel reliability in a small and cost-effective package. The FAS2000 series products are particularly well adapted to the needs of mid-size enterprises with dispersed departments or remote branch offices. Besides having a very competitive product, the massive buy-in from the resellers is also due to the simplicity of the programme, and the support offered by NetApp and the distributor to make it as easy as possible for the reseller to be rapidly operational, to make sales and to provide a good level of support to their customers.

NetApp created a variety of tools to help resellers be more efficient, including a dedicated PartnerCenter web portal, available in English, French, Italian, German and Spanish, that provides useful, up-to-date information on the NetApp solutions portfolio. It also provides an interactive platform through which the reseller can maintain permanent contact with their distributor. New partners also have access to a training programme which has been simplified and adapted for this specific level. Silver level partners also have the opportunity to grow their business and to move up the VIP Partner Programme ladder through training, up-selling and further investment with NetApp.

About NetApp
NetApp creates innovative storage and data management solutions that accelerate business breakthroughs and achieve outstanding cost efficiency. Discover our passion for helping companies around the world go further, faster at www.netapp.com.

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