Sonya Mathieu, leading NetApp's UK & Ireland channel division, has significantly impacted the company's approach to the generative AI boom. In 2023, NetApp restructured its channel strategy, enhancing rebate payouts and distribution agreements to foster closer relationships with key partners. The focus on 'prestige' partners has resulted in improved messaging alignment and success. The SAN market, worth over £300 million, is particularly targeted for growth with a goal to shift from a 10% market share, emphasizing 'secure SAN' as a key investment area for future expansion.
"It's been really positive," Mathieu told ITPro. "We've got six of what we call 'main managed partners', which are our prestige partners in the UK, and we pride ourselves on having very close relationships at every level within those organizations to make sure we're aligning our focus for messaging into what is top of mind for those organizations."
"We've seen some really significant gains over the last year, which is exactly what we wanted to see."
In the UK, the SAN market is £300 million-plus, and while the firm currently commands a 10% share, the plan is to delve further into this space.
"A big focus for us is around what we call 'secure SAN'. We've made significant investments in this area, particularly targeting our growth in the SAN market."
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