New AFF C190 all-flash storage appliance is purpose-built for the channel to sell quickly and easily to small enterprises
Storage vendor NetApp is looking to generate some good news and revenue with the help of partners through the AFF C190, which is designed specifically to enable the channel to sell quickly and easily to smaller businesses.
The Lowdown: According to NetApp, the AFF C190 is a flexible, all-flash storage array that enables efficient storage in hybrid cloud computing configurations. The true value to the channel, though, is the sales model. In May, NetApp announced several changes to its channel program intended to simplify ordering through fast quoting and easier procurement processes. The AFF C190 is the first product to be unveiled under the amended program.
The Details: The AFF C190, a single consolidated flash-based storage system, provides management of file and block data, comprehensive data production and encryption, and simple connection to major public clouds for data backup and hybrid workloads.
The Impact: NetApp hopes the AFF C190 will help it and channel partners expand market share with small and midmarket enterprises through the simplified processes. Ease of doing business is a significant factor in channel performance. According to research by The 2112 Group, simplified order processing, product procurement, and partnership requirements lead to a significant increase in partner sales and revenue performance. Policy and process improvements could have a bigger impact on NetApp than the value and functionality of the AFF C190 itself.
Background: The AFF C190 is the first major product announcement of the NetApp fiscal year and since the channel program changes in May. NetApp posted less-than-stellar full-year revenue results, which it blames on longer sales cycles for data center engagements and on international currency fluctuations. NetApp is also known as one of the more difficult vendors for partners to work with, as it has cumbersome product configurations and quoting and ordering processes. The AFF C190 and the simplified ordering processes that go with it are possibly a crucible for change in how NetApp approaches the channel and market.
The Buzz: “NetApp is focused on making it simpler for our partners to do business with us,” said Jeff McCullough, vice president of America partner sales at NetApp. “This new entry-level all-flash storage solution is representative of our commitment to our channel partners and how we are expanding their opportunities to reach new markets.”