CHANNEL CHIEF
GAVIN MOORE is Vice President and CTO for EMEA and LATAM at NetApp . He has worked as Customer and Employee Experience Leader and Technology Product Strategy at Oracle for 18 years .
wWhat does your position entail ? My role as CTO and VP for EMEA and LATAM at NetApp is to help define and agree the strategy of our organization and how we go to market , how do we bring all the different parts of the organization all pointing in the right direction , so that we all execute as one .
Can you explain how your company works with channel partners ?
Partners are essential to our business because our partners tend to have the full scope of the entire solution they are working on with a customer , while our part may only be one element of the solution . Our partners are therefore essential to help us be involved in the full solution with customers . Also , they bring us a huge amount of business and we bring a huge amount of business to them , so it is a very supportive mutually beneficial relationship .
What is your management philosophy ?
My view on management is that I like to hire the best people , point them in the right direction and then get out of the way .
Do you work differently with channel partners in Latin America compared to other regions ?
Yes , because we don ’ t have a strong physical presence in LATAM so we rely on our great partners to represent our business in the region .
How do you ensure channel partners flourish in a highly competitive market ?
We provide them with as much technical support as possible so anything they need from a technical point of view in terms of enablement or additional help with their end-customers , providing whatever resources are required .
We do our best to offer the best commercial terms to make it as attractive as possible for our partners to work with NetApp .
Partners are essential to our business because our partners tend to have the full scope of the entire solution they are working on with a customer .
We also have a variety of support mechanisms so that during any customer engagement where a partner needs help with the basics of the commercial transaction or technical help , we are there on hand to give them any help they need to be successful in that engagement .
What are the latest trends you see emerging across the channel ?
With all the different possibilities that companies have now to deploy IT – applications ; infrastructure ; etc , there are a wide range of different scenarios and options for companies and customers to
Gavin Moore , Vice President and CTO for EMEA and LATAM at NetApp
INTELLIGENT TECH CHANNELS LATAM 49