Dave Courbanou, a.k.a. The VAR Guy, posted earlier this week about the latest Syncsort press release on NetApp Syncsort Integrated Backup (NSB) and the tremendous customer and reseller momentum that we continue to see in the marketplace.
Dave does a nice job summarizing the news, but I wanted to add a bit more detail for our channel partners or those thinking about signing up (hurry, the line keeps getting longer!). Dave makes the following point: “NSB is also allowing many NetApp resellers to move deeper into their existing customer relationships.”
Quite true! Let me explain two big reasons why a NetApp channel partner would want to consider NSB as part of their portfolio.
Reason #1: New Business
About half of NSB deals are net-new NetApp customers. That is, customers that do not have any NetApp disk on the floor will purchase NSB to protect the data that sits on other vendor disk: EMC, HP, Dell, direct attached, whatever. NSB consolidates all the data protection and disaster recovery (if needed) onto a NetApp hardware platform with an easy to use interface and market leading recovery options. And since backup storage is usually a multiple of the primary in terms of size (all that retention, plus often a DR unit at a second site) the deals are lucrative to our partners. Another benefit: very often an NSB sale turns into a NetApp primary storage deal down the road because the user gets exposed to NetApp ease of use, efficiency and so on. We’ve seen this happen again and again.
Reason #2: Keep Out the Other Guy
Even if your customer is mostly NetApp, there’s usually some data footprint that’s not on NetApp. Maybe there’s some direct attached, maybe it’s internal C: drive data that that’s not on the SAN, maybe it’s just some other SAN storage still in the mix. Few users have 100% of their data on a single disk platform.
If this describes your NetApp customer, that non-NetApp disk represents a penetration point for other vendors or resellers to come in and try to sell data protection offerings. By selling NSB into that account, not only do you make your customer happy with a great data protection solution (which can leverage their existing NetApp disk assets by the way), but you also close the door on other vendors establishing themselves in your account.
So not bad for our VARs! Win new accounts and protect current ones. Pretty sweet. No wonder we’ve signed up more than 100 VARs in record time. There is still plenty of room on the bandwagon too…
100 NSB Resellers in Record Time! is a post from the Syncsort blog. Copyright © 2010 Syncsort, All Rights Reserved.
By: Peter Eicher
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