NetApp Channel Vets Howard, Danza Departing In Latest Round Of Layoffs


The layoffs may be an opportunity for NetApp to streamline its channel operations, the solution provider said. "Over the last few years, I've seen internal communications not executed well," the solution provider said. "There seems to be a lot of overlap."

Thomas Stanley, NetApp's senior vice president of global alliances and channel sales, told CRN earlier this week that NetApp's top executives had seen areas where the company needed to drive out costs and increase efficiency in terms of its go-to-market strategy.

"Not only do we want to ensure we have a strong channel infrastructure, but also ensure our partners know we will engage with them," Stanley said.

NetApp is investing in such areas as cloud infrastructure but it's also investing in the channel, Stanley said.

"We want to build a company that doesn't think it needs a certain amount of business go through the channel, but which instead knows how customers consume technology," he said. "There are very few cases where customers make only a storage decision. They look at VDI (virtual desktop infrastructure), servers, all the different parts of a solution. That's how they consume storage. I think the future is extraordinarily bright for our channel partners."

NetApp is also expanding its portfolio with flash storage and other technologies that let channel partners expand their business while increasing NetApp's reach into the channel, he said.

"Our partners can sell our infrastructure," he said. "But that doesn't differentiate them as much as what they bring around our infrastructure."

Steve Burke contributed to this article.