NetApp has used its partner conference event in Prague to talk of growth and the opportunity for resellers to help customers move away from fixed architectures.
The storage and data management provider has recently undergone the biggest launch in its history, with 80% of the product line being revamped, to respond to changes in the market produced by virtualisation and the cloud.
Julie Parrish, VP Worldwide Channel Sales, outlined the implications for the channel and the opportunities for resellers in particular to use the product changes as a chance to talk to customers.
"The bigger challenge is more about the skills and the conversation that they need to have with their end customer because when you move from the fixed and dedicated architectures where you can have a very specific conversation, focused on the features and functionality of the product," she said.
"As you look at virtualisation and you look at perhaps a private cloud, these are new terms and a new language and I think that's going to be a little more challenging. We can help them up to a point but it will be in a lot of cases up to the partner to learn the language of the customer and learn some of those skill areas as well," she added.
Julie was keen to point out that the product launch had been very well received by channel partners.
"In Las Vegas at the US Insight event last week the senior vice president of sales did his presentation he could hardly get through it because people were applauding throughout. We had nearly 3.000 partners attend the launch webcast which is a huge number so interest was very high," she said.
" The main headline I would like to stress is that there has never been a bigger opportunity for our resellers than there is now," she added.
Parrish's thoughts echoed the keynote messages of growth and opportunity from other NetApp executives who also urged resellers to take advantage of the knowledge and training available to them to enable them in using the new products and ways of working to provide excellent service to the customers.
NetApp has ambitions to become the leading storage and data management provider in EMEA by 2012.