NetApp RespondsBy Sharon Linsenbach | Print
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NetApp's decision to kill off its StoreVault product, targeted to the SMB market and sold through NetApp's channel partner solution providers, is raising eyebrows across the industry, and opening up opportunities for the storage giant’s competition.
Julie Parrish, NetApp’s vice president of worldwide channel sales, says NetApp will focus resources on the vendor’s FAS2000 platform, and will release "channel-only FAS2020 NetApp Select Bundles that will provide our MSE customers with enterprise level performance at a mid-market price point along with easier ordering options," Parrish says. She adds that NetApp will continue to support the current S family customer base into 2012.
By consolidating this product platform, NetApp solution providers will have what Parrish calls a more "market-competitive set of products based on NetApp’s unified storage architecture," and also a more seamless upgrade path to higher-end NetApp storage products as customers’ businesses grow.
Kornfeld says solution providers were shocked when the product was eliminated, since they’d invested so much into driving sales to their customers.
"It’s like, 'I have this product now – I paid for hardware, software, maintenance, and now you’re telling me I have to rip and replace?’" Kornfeld says.
Of course, this decision does open up avenues for Clifford’s firm to go after disgruntled NetApp customers who are looking for an alternative vendor, such as Compellent, with whom the Davenport Group partners.
"I can tell you that these customers will have a disinclination to go back to a vendor that’s burned them," Clifford says. "That said, we do see this as an opportunity and we will be putting plans together to identify some that client base and reach out to them," he says.