NetApp is upping the ante on partner training to transition more of its services business across to commercial resellers.
The storage vendor has introduced a new installation accreditation program to skill up VIP partners in configuring, installing and supporting its technologies. The Web-based training is based around the vendor's internal methodologies and best practices and is available to registered VIP partners free of charge. The full eight-course program takes about 38 hours to complete.
Partner and public sector sales manager, Scott Morris, said it had previously worked with two types of partners: traditional product resellers, and contracted delivery partners. About 60 per cent of its total professional services business was currently outsourced to content delivery partners, he said.
"This allows VIP partner to get behind the product and supplement sales margins with services and capabilities around that," he said. "We're taking the work away from non-revenue generating partners and handing it to our VIP partners. It's about maturing our partner relationships."
NetApp's VIP program is broken into platinum and gold tiers. Existing platinum partners include XSI Data Solutions, Commander and Frontline Systems.
Morris said NetApp recently appointed its first local technical partner advisor to help partners skill up in its pre-sales certifications. It has now appointed Tanya Pugsley as its first services partner.
"While we were building good information around pre-sales, configuration, bundling and solutions, we were not addressing the deeper technology certifications. Tanya is assisting partners with what training they require to have a services capability, maintaining our certification levels and ensuring we have the right accreditation programs in place," Morris said.