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NetApp CFO Ron Pasek On Cloud, Keystone, Dell, And Slowing FlexPod Sales

NetApp has a bright future thanks to its unique hybrid multi-cloud and Data Fabric strategies, Ron Pasek tells CRN.

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What part of NetApp's business is going through indirect channels? And how is that changing?

The percent of total revenue that flows through partners is about the same. It's usually about 80 percent through partners, 20 percent direct. It might vacillate a point or two a quarter. Given that total revenue is down 10 percent, obviously channel revenue is down. But we're outlooking the full year to start showing improvement. We gave a specific guide for Q3 that has us down 6 percent, full-year guide down 8 percent, which implies Q4 is essentially flat. So we should start seeing exiting the year flat and probably start to grow next year.

So when NetApp's revenue goes up or down, the percentage that goes to channel partners remains fairly constant?

Yeah, it doesn't really change that much. Enterprise license agreements are always direct. So those generally show up as a higher mix of direct than indirect.

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