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Overland targets NetApp channel partners

by Stuart Wilson, Saturday 7 February 2009

Overland Storage will target NetApp channel partners and end-users through an aggressive swap-out campaign. The move follows NetApp’s announcement that it would withdraw support for its StoreVault entry-level storage range. Overland claims that it will target partners and customers looking for long-term product availability and investment protection.

Overland will launch an aggressive end user and channel sales campaign for its SMB Snap Server portfolio, aimed at the former users of StoreVault, following NetApp’s recent announcement that it intends to discontinue support for the entry-level storage range.

The decision from NetApp, announced on its own online support forums, stated: “For your information and planning, this notice is meant to inform you about some NetApp products that have come to the end of their availability and/or some products that are no longer available from our suppliers.”

“This notice announces end of availability of S family/S550 systems. Starting with the March 2009 release of eConfigurator in CE/PE, the S family/S550 systems will no longer be available for quoting and sale. Actual last quote, order and ship date will be limited to quantity-available-on-hand for S family/S550 systems. Date subject to change without prior notice,” the announcement added.

David Spate, sales director Northern EMEA at Overland, stated: “Given the tough economic climate we are now facing, it is quiet frankly stunning that NetApp would want to effectively disenfranchise its customer base by discontinuing this range.”

“The S family of entry level storage products was targeted at the SMB segment and we are urging any NetApp customers - and indeed channel partners who resell the range - to contact us as we have in SNAPServer a highly cost-effective, scalable, and future proofed product. Your IT investment will be protected with Overland,” he added.

NetApp said it will continue to support S550 hardware through 2012 should users choose to keep the product. Customers can purchase up to three years of warranty and support extension.

Overland claims that its partner programme already allows for resellers to earn up to 5% rebate per quarter on Snap sales and its deal registration system was established to protect reseller margins. The vendor also recommends that channel players concerned about NetApp’s decision should contact Overland.

Spate continued: “When we acquired the Snap Server range in June 2008 we believed we had secured the ideal NAS solution, a perfect fit for our business and existing product portfolio, and also an ideal fit for the SMB sector we market to.”

“Snap Server enables us to offer a fully scalable NAS solution up to 88TB with class leading performance and optional Enterprise Data Replicator (EDR) software that has advanced replication features. Snap NAS systems target small to medium-sized businesses and remote office or departments of small enterprises, a growth market that we simply cannot believe NetApp has effectively just walked away from,” added Spate.

Mark Kahr, vendor and marketing director at Micro-P, commented, “Overland’s SNAPServer range is perfect for SME and midrange customers; it offers the scalability, performance and price point that today’s budget challenged market is demanding. The great thing for resellers is that there is a strong margin opportunity here as well, thanks to Overland’s registration and rebate programmes.”

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