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Our competitors' product strategy betrays them: NetApp

Radhika Nallayam | Nov. 19, 2013
Krithiwas Neelakantan, Director, Alliances and Channels, NetApp India, elaborates on the company's evolving channel ecosystem.

CW: Most enterprises are now moving away from capex to opex-based purchases. How is NetApp and its partners gearing up for this?
Neelakantan: Customers are definitely looking at opex-based procurement models. They are increasingly looking at services driven deployments, wherein they turn to a service provider who can offer them technology as a service. I think NetApp is well-placed to address this change in the market because of the capabilities we have built on the architecture. We also work closely with the service providers and our own channel partners. For channel partners especially, the capex to opex shift calls for a different capacity. They need the financial strength and strong SLA capabilities to offer outcome-based and user-based solutions. We have had close interactions with a lot of our partners as part of implementing our 3C channel vision. I can say with confidence that many of our tier-2 SIs are already skilled in professional and consulting services and have evolved into the application space. They are not asleep at the wheel.


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