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2 FY13 EMEA Reseller Guide 0712 Rev 1: NetApp and Partner Confidential July 28, 2012

TABLE OF CONTENTS

1 INTRODUCTION .................................................................................................................................... 3

YOUR SUCCESS IS OUR SUCCESS .................................................................................................................................... 3

ABOUT THIS GUIDE ............................................................................................................................................................. 3

PROGRAM OVERVIEW ........................................................................................................................................................ 3

2 NETAPP COMMITMENTS ..................................................................................................................... 8

PARTNERSHIP ADVANTAGE .............................................................................................................................................. 8

SALES ENABLEMENT ........................................................................................................................................................ 10

MARKETING SUPPORT ..................................................................................................................................................... 14

FINANCIAL INCENTIVES .................................................................................................................................................... 16

TRAINING ENABLEMENT .................................................................................................................................................. 26

SERVICES ENABLEMENT.................................................................................................................................................. 29

3 PARTNER COMMITMENTS ................................................................................................................ 31

MINIMUM REVENUE ATTAINMENT ................................................................................................................................... 31

RESOURCE INVESTMENTS ............................................................................................................................................... 31

PURCHASE ORDER REQUIREMENT ................................................................................................................................ 31

INTEGRITY AND COMPLIANCE ......................................................................................................................................... 32

JOINT BUSINESS PLANNING ............................................................................................................................................ 32

PARTNER PROFILE ........................................................................................................................................................... 32

PARTNER AGREEMENT .................................................................................................................................................... 32

TRAINING REQUIREMENTS .............................................................................................................................................. 32

4 PROGRAM DATES AND MORE ......................................................................................................... 34

PERFORMANCE REVIEW .................................................................................................................................................. 34

DISCONTINUING PARTICIPATION IN THE NETAPP PARTNER PROGRAM ................................................................... 34

5 TAKE YOUR BUSINESS FURTHER, FASTER .................................................................................. 34

6 LINKS TO NETAPP TOOLS AND RESOURCES ............................................................................... 35

PARTNER ADVANTAGE .................................................................................................................................................... 35

SALES ENABLEMENT ........................................................................................................................................................ 35

MARKETING SUPPORT ..................................................................................................................................................... 36

FINANCIAL INCENTIVES .................................................................................................................................................... 37

TRAINING ENABLEMENT .................................................................................................................................................. 37

SERVICES ENABLEMENT.................................................................................................................................................. 37

EMEA MARKETS ................................................................................................................................................................ 39


1 INTRODUCTION

We’re excited to have you as part of our team, and we're committed to making the 2012–2013

NetApp Partner Program the industry’s premier partner offering. The increased demand for storage

products and cloud services built on NetApp’s agile data infrastructure make this a great time to be

our partner. You can count on us to continually find new ways to share the benefits of our 20 years of

technical expertise and experience in helping customers achieve business success.

Your NetApp partnership enables you to offer your customers best-in-class technologies, solutions,

and services—including FlexPod™ data center solutions, midsize business solutions, and NetApp

Data ONTAP® 8.1 operating in Cluster-Mode—that help you earn high margins and accelerate your

business in new markets, including cloud services. Whether you leverage cloud offerings from our

global service provider partners, take advantage of white label opportunities, help your customers

build private clouds, or build your own cloud services infrastructure, NetApp has the partner

ecosystem and on-staff experts to help support and guide you into the future.

No matter what your business model is, we can work together to build a winning strategy that takes

your business further, faster.

YOUR SUCCESS IS OUR SUCCESS

At NetApp, we are committed to your success. When you grow, we grow. We’re raising our partner

commitment in three key areas—incentives, enablement, and resources—to empower you with

valuable solutions and resources to help your business grow faster and more profitable.

Incentives. We offer incentives to help you focus on areas that we see as the greatest opportunities for growing your business and maximizing profitability.

Enablement. The more your staff knows, the more valuable your organization is to customers. This year, we’re making it easier than ever before to access learning paths and track progress for your organization as well as your staff. You can use this information in business planning and to approach new markets.

Resources. We are increasing our investment in our partner enablement programs—everything from training, workshops, and solution-oriented courseware to market development funds, customizable marketing templates, and demo hardware—to help your team determine business direction and effectively sell, implement, and support NetApp solutions.

ABOUT THIS GUIDE

This guide describes our joint commitments to our mutual success. Use this guide to make sure that

you’re taking advantage of all the NetApp Partner Program has to offer and that you understand your

commitments under our agreement.

Note: As used in this document, and unless the context requires otherwise, “you” and “your” refer to “RESELLER” as that term is defined in your NetApp Reseller or Reseller Authorization Agreement, and “NetApp Partner Program” or “program” means your NetApp Reseller or Reseller Authorization Agreement and this Partner Program Guide. Capitalized terms not defined in this document take the meaning provided for them in your NetApp Reseller or Reseller Authorization Agreement.

NetApp reserves the right to modify or cancel this program at any time for any reason on 30

days written notice.

PROGRAM OVERVIEW

The NetApp Partner Program gives you access to the benefits listed in Table 1, including enablement

programs that are available at all partner levels. For detailed information, see section 2, “NetApp

Commitments.”


NETAPP COMMITMENTS OVERVIEW

Table 1) NetApp commitments overview.

Star International

Star Local Platinum Gold Silver

Partnership Advantage

NetApp Field Portal

Silver PartnerCenter Portal

Full NetApp product line Limited*

Partner communications activities

Executive Briefing Center

Partner management team Via

distributor Via

distributor

NetApp executive sponsor

Sales Enablement

NetApp sales promotions

Partnership promotions

Cloud services

NetApp AutoSupport

Sales tools to enable your success

Opportunity Registration

FlexPod Sales Desk

Lab on Demand

NetApp Capital Solutions

PartnerGear for Demo and Internal-Use Programs

PartnerEdge powered by salesforce.com

Specializations and Professional Services Certification

Support Services Certification

Marketing Support

Campaign Express demand-generation program


Star International


OnChannel Marketing Services for NetApp Partners**

NetApp 1Stop collateral fulfilment

NetApp partner logo usage guidelines

Lead-generation programs

Market Development Funds Program

Via distributor

Via distributor

Via distributor

Listing on netapp.com†

Co-branding for Professional and Support Services Certified Partners

Social media

Customer success stories

Tech OnTap

Financial Incentives

Goal Attainment Rebate Program

Net-New Account Incentive Program

Solution Incentive Program

Incentive Headcount (proposal based)

FastPath Program

Platinum Partner Grow Program

Training Enablement

Partner Learning Center

Selected partner training at no cost

Discounted instructor-led training

‡

Technical Webcasts

Technical conferences

Partner Academies

Insight Events

Midsize enterprise training


Star International


NetApp Accredited Sales Associate (NASA) training

Individual Learning Paths: competencies by role

Services Enablement

NetApp Support site

Customer Fitness

Cooperative FlexPod support

NetApp Sales Engineer Help Desk

Proactive product registration

*Silver Partners have access to NetApp FAS2000 and FAS3210 products and NetApp Select

bundles, all of which are optimized for ease of installation and to provide functionality best suited to

the midsize enterprise market.

**OnChannel Marketing Services for Partners is available only in selected countries.

†When eligibility requirements are met.

‡All partners are eligible to receive a 25% discount on instructor-led training offered through NetApp

Authorized Learning Partners.


PARTNER COMMITMENTS OVERVIEW

As a NetApp Partner, the higher your commitment level, the more benefits you’re eligible for. As you

read through this program guide and associated benefits, note the partner level that applies to your

organization.

New for 2012-2013 is the introduction of two revenue zones applied to specific countries. Your annual

revenue requirement is determined by your country and partner level. Competency requirements are

determined solely by partner level.

Table 2) Partner commitments overview.

Star International


Minimum revenue attainment for Austria, Belgium, Israel, Italy, France, Germany, Luxembourg, Netherlands, Spain, Sweden, Switzerland, United Kingdom

€16M* €8M* €3M €500K €200K

Minimum revenue attainment for all other EMEA countries

€5M €1.5M €300K €200K

Resource investments

Purchase order requirement

Integrity and compliance

Joint business planning Via

distributor Via

distributor

Partner profile

Partner agreement

Minimum Number of:

NetApp Partner Sales Professionals

6 6 4 2

NetApp Partner Systems Engineer Professionals

3 3 2 1

NetApp Professional Services Certification

2 4 2

Advanced Certifications (NCDA, NCIE)

2

NetApp Accredited Sales Associate (NASA)

2

*A partner who has NetApp invoices in excess of €16M across several countries may qualify as a Star

International partner. Partners who meet this requirement must also have comprehensive sales and

professional services offerings that cover NetApp solutions across the countries served.


2 NETAPP COMMITMENTS

As a NetApp Partner, you’re eligible for a wide range of benefits that reward your organization for the

commitments you’ve made to NetApp and the results you’ve achieved. These benefits fall into six

categories:

Partnership advantage

Sales enablement

Marketing support

Financial incentives

Training programs

Services enablement

PARTNERSHIP ADVANTAGE

You have access to the same programs and services that NetApp direct sales use. Take advantage

of this access to discover new customer opportunities, expand into new markets, and grow your

revenues. New partners can register for a NetApp Support site account to gain access to the Field

Portal, NetApp University, Services Contract Center, PartnerEdge, GetSuccessful™ enablement

tools, Campaign Express™, and much more.

NETAPP FIELD PORTAL

The secure, online NetApp Field Portal is your go-to source for the latest information and sales and

marketing resources. Use the Field Portal to sign up for sales and technical training, register for Web

events, and access the PartnerEdge Opportunity Registration and Order Management tools.

SILVER PARTNERCENTER PORTAL

The Silver PartnerCenter Portal is designed to support Silver Partners and their organizations in

expanding their expertise in the midsize enterprise market. Use Silver PartnerCenter to register for

sales and technical training and Web events.

We’re constantly adding new tools, information, and program enhancements, so we encourage Silver

Partners to visit Silver PartnerCenter often.

FULL NETAPP PRODUCT LINE

As a Star, Platinum, or Gold Partner, you have access to the entire NetApp product line.

Silver Partners are limited to the FAS2000 and FAS3210 product lines and NetApp Select™ bundles.

PARTNER COMMUNICATIONS ACTIVITIES

To foster an open dialog with you, we’ve developed several partner communications activities. Our

goals are to constantly improve our relationship and grow our mutual business opportunities.

Partner Summit

At this event, top NetApp executives meet with senior executives from our most valued partners to

exchange ideas, share information, and build close working relationships. Through a deeper

understanding of each other’s business goals, plans, and methods, we can work together to maximize

opportunities, make the most of our mutual investments, and enhance our joint success.

Partner Advisory Council

A small group of partners meets with NetApp each year to share ideas for improving the NetApp

Partner Program. Partner Advisory Council meetings offer an open, collaborative environment for

discussing business goals, NetApp solutions, and future partner strategies. NetApp and partners gain

valuable insights for driving mutual growth and developing new business opportunities. Partner

participation is by invitation only.


Partner Webcasts

Partner Webcasts bring you the latest information about NetApp products, programs, and promotions.

We offer these Webcasts regularly, reinforcing our commitment to open, two-way communications to

help you succeed and grow.

NetApp Partner Newsletter

The Partner Newsletter presents the latest news, press releases, and short articles on products and

solutions, marketing and lead-generation programs, sales tools, and training. It covers upcoming

corporate and partner Web events, professional services, support services, and more. Each article

includes a link to more detailed information on the Field Portal.

Silver Partner Newsletter

The Silver Partner Newsletter is a regular publication exclusively for EMEA Silver Partners and their distributors who have opted to receive NetApp communications. It presents the latest news, press releases, and short articles on products and solutions, marketing and lead-generation programs, sales tools, and training. It also covers upcoming corporate and partner Web events, professional services, support services, and more. Each article includes a link to more detailed information on the Silver PartnerCenter.

Partner Listening Program

The NetApp Partner Listening Program helps to make sure that our partners are positioned and

enabled for success. We capture partner feedback through surveys, advisory councils, partner

summits, technical events, and one-on-one meetings. We use what we learn to adjust our partner

program strategy and processes.

EXECUTIVE BRIEFING CENTER

We’re committed to providing you with the sales resources you need to seize new opportunities and

maximize profitability. As part of that commitment, we give all partners access to our Executive

Briefing Centres (EBCs).

EBCs offer an ideal forum for showcasing NetApp storage solutions. These state-of-the art facilities

put all the resources of NetApp headquarters or one of our regional centers at your disposal. Here,

you can host customers in a formal business environment, where you can build customer

relationships, accelerate the sales cycle, and close deals.

When appropriate, your NetApp account team may co-host the event, with the option to invite NetApp

senior executives to participate as well. To help make your event a success, your NetApp partner

manager will work with you to develop a specific program for your customers, including presentations

from our marketing and senior management teams.

NetApp’s top EBCs are located at our headquarters in Sunnyvale, California; Research Triangle Park,

North Carolina; and Amsterdam, in the Netherlands. To schedule a customer visit to an EBC and

customize an agenda for the meeting, talk to your NetApp partner manager.

PARTNER MANAGEMENT TEAM

As a Star or Platinum partner, you have direct access to a NetApp partner management team. This

local team works with you to support your sales, marketing, and technical efforts. Count on your

partner management team to work closely with you to define joint business opportunities,

development activities, and target marketing initiatives—all aligned to mutually developed business

and marketing plans.

Gold and Silver Partners have access to NetApp Distribution Partners for their sales, marketing, and

technical needs.


NETAPP EXECUTIVE SPONSOR

Our Star Partners have demonstrated the highest level of commitment to NetApp. As a Star Partner,

you are eligible to further expand your relationship with NetApp through an executive sponsor, who

provides you with access to senior NetApp management to support your organization’s unique needs.

SALES ENABLEMENT

We’re committed to your success in selling NetApp products and solutions. That’s why we continue to

invest heavily in sales programs and activities to complement your sales strengths. Take advantage

of these sales enablement programs to achieve new levels of market penetration, sales success, and

profitability.

NETAPP SALES PROMOTIONS

NetApp periodically offers partner-specific sales promotions to help you identify key sales

opportunities and increase your NetApp revenue. Check the NetApp Field Portal for news about the

latest promotions. Eligibility requirements may apply.

PARTNERSHIP PROMOTIONS

To promote your affiliation with NetApp, we provide partner logos, branding guidelines, and other

promotional materials. When you use NetApp partner logos and branding, your customers view you

as a go-to provider of industry-leading storage and data management solutions.

CLOUD SERVICES

To meet your customers’ growing demand for cloud services, you can leverage the skills and offerings

of the service providers in the NetApp Partner Program and grow your professional services business.

You can directly align with NetApp Service Provider Partners to resell or white label cloud services to

your customers. Our Service Provider Partners have agreed to provide preferred status to NetApp

Reseller Partners and to offer compensation through their reseller programs. You’ll keep your

customers close and maintain your reputation as a trusted advisor by guiding your customers to best-

of-breed cloud solutions based on NetApp and helping them make a smooth transition to the cloud.

NETAPP AUTOSUPPORT

Enhance your relationships with customers and maximize your selling opportunities with the NetApp

AutoSupport™ family, a unified set of predictive products designed to prevent or minimize incident

impact and enhance storage and operational efficiency. The AutoSupport family components—

AutoSupport, Remote Support Diagnostics Tool, and My AutoSupport—complement one another in

optimizing IT efficiencies and enhancing the overall support experience.

NetApp highly encourages all partners to turn AutoSupport on or to register an active decline code

through My AutoSupport. By activating AutoSupport, you can:

Improve customer satisfaction with faster problem resolution

Identify new upsell and cross-sell opportunities from your customer installed base

Strengthen your position as a trusted advisor to customers

SALES TOOLS TO ENABLE YOUR SUCCESS

The NetApp Partner Program offers partners access to sales, technical, and marketing tools that give

you and your sales team the information you need for solutions-based selling. Topics cover data

protection, storage consolidation, database management, and technical applications. These tools

include:

Product launch kits are produced whenever NetApp announces new products. The kits include product and selling tools, online customer replays, technical presentations, and a marketing campaign kit.


Customer case studies describe real-world solutions to support your selling efforts. The studies outline the customer profile, the challenge faced, the solution, and the benefits achieved from implementing a total NetApp storage solution.

ROI calculators help you show your customers the cost savings they can expect to realize from a NetApp solution. In addition, an estimating tool provides quick and accurate configurations and sizing recommendations for sales opportunities.

The NetApp Realize sales tool helps you prove the business value of NetApp solutions to customers and prospects—and win deals. With NetApp Realize, you can analyze and demonstrate the costs of proposed solutions compared to a customer’s existing system in terms of return on investment (ROI), net present value (NPV), total cost of ownership (TCO), and payback period.

SolutionBuilder is a Web application that dramatically reduces the time and effort it takes to create documents. With SolutionBuilder you can dynamically generate and personalize custom solution documents for your opportunity, including deployment, provisioning, test, and operational procedures as well as solution architecture and design rationale documents.

ServiceBuilder™ e-book series is a set of comprehensive electronic “how-to” service guides that describe step-by-step implementation procedures and NetApp best practices to accelerate the development and delivery of professional services.

The NetApp Synergy tool allows NetApp employees and partners to model and visualize NetApp storage solutions. Synergy enables collaboration and the sharing of storage designs, which can be turned into diagrams and documents that represent the solution. The goal is to help the customer participate in and accept the solution while minimizing any gap between presales promise and postsales delivery.

The GetSuccessful Partner Enablement Program is another way that NetApp helps partners accelerate time to ROI when selling NetApp solutions. The GetSuccessful program gives you the tools and resources you need to develop a successful and profitable NetApp business. Solution areas include storage efficiency, virtualization, Microsoft

® Windows

® storage consolidation,

Microsoft Exchange Server, Microsoft SharePoint® Server, database management, and backup

and recovery services. Three core components make up the GetSuccessful program:

GetSuccessful Essentials videos are short, partner-focused video on demand (VoD) events that describe NetApp core technology and solution differentiators as well as how to best position, sell, and market NetApp solutions.

GetSuccessful solution enablement includes comprehensive guides, workbooks, and CDs that explain how to build a profitable practice with NetApp in key solution areas. In addition, the GetSuccessful Resource Blueprint is an all-in-one guide to NetApp sales, technical services, professional services, and marketing tools, including how and when to use them.

GetSuccessful workshops offer hands-on enablement and training to sales and marketing personnel and sales engineers, to help them understand the techniques, resources, and tools for developing sales and marketing skills.

Competitive information resources help you to position NetApp against the competition:

The NetApp Competitive Advantage Team (CAT) is a global team focused on equipping you with the latest competitive information and education. We update this information regularly, so check the NetApp Field Portal frequently. When you need specific competitive information or assistance with a particular opportunity, you can work with your NetApp account team.

The Competitive Positioning site provides information about how NetApp products and technologies compare to competing solutions. You’ll also find tips for taking control of the sales conversation and for countering competitor challenges and claims.

OPPORTUNITY REGISTRATION

Opportunity Registration protects your sales opportunities and fosters open communications and a

good working relationship throughout the sales cycle. Our online PartnerEdge system streamlines

opportunity registration. This integrated sales system helps you to identify and create opportunities,

configure system solutions for your customers, and establish appropriate pricing.


Registering opportunities through PartnerEdge also increases the discounts you earn on NetApp

purchases. And as you develop the deal with your customer, PartnerEdge makes it easy to configure

a solution to meet their specific needs.

FLEXPOD SALES DESK

The FlexPod Sales Desk assists sales representatives and joint channel partners who are involved in

Cisco and NetApp combined sales opportunities. Partners with Cisco UCS™ certification who are

positioning NetApp and Cisco® FlexPod opportunities in the market must log their opportunities with

the FlexPod Sales Desk.

Logging opportunities with the sales desk is a requirement for receiving approval of NetApp FlexPod

incentive claims for closed deals.

LAB ON DEMAND

Lab on Demand is a centrally hosted facility that offers NetApp and NetApp partner field staff access

to dynamically provisioned, private lab environments from any location.

The primary purpose of the facility is to enable technical teams to demonstrate the business value of

our technology. In addition, the facility helps them to maintain their technical competence, to prepare

for professional services delivery, and to conduct informal workshop sessions for employees,

partners, and customers.

Lab environments are provided for specific technology areas—for example, Microsoft Exchange and

Hyper-V™, and Oracle® and VMware

® technology. The environments consist of servers and storage

systems, configured applications, and associated data sets. Architecture diagrams and system

configuration guides are provided for all lab environments, and more detailed guides or video

recordings are available for some.

All of the labs have Internet access, so that additional software can be installed for customization.

NETAPP CAPITAL SOLUTIONS

NetApp Capital Solutions (NCS) offers you innovative financial solutions for customers who can

benefit from an immediate return on investment. We create alternative choices for how your

customers acquire NetApp technology by clearly demonstrating the business value of making a smart

investment decision. With NetApp Capital Solutions, you can offer leasing terms directly to your

customers, instead of dealing with a third party who may not understand NetApp technology and the

value it provides. NCS provides an easy online tool with Grenkeleasing and additional promotions for

midsize enterprise business in selected countries. More information about NCS is available on the

Field Portal.

PARTNERGEAR FOR DEMO AND INTERNAL-USE PROGRAMS

We offer two options that enable you to invest in NetApp equipment to support your sales efforts: the

PartnerGear for Demo Program and the PartnerGear for Internal-Use Program.

PartnerGear for Demo Program

The PartnerGear for Demo Program lowers your costs and simplifies how you showcase NetApp

equipment in your labs, at trade shows, during seminars and in your offices. By having NetApp demo

equipment at your disposal, you can offer hands-on training at your headquarters or remote offices for

customers and internal personnel.

Under this program, partners can purchase a limited number of systems for demo use every fiscal

year at a significant discount. Not-for-resale software is included at no charge.

This equipment can be resold after 6 months. Software and support must be purchased for the end

user at the time of sale.


PartnerGear for Internal-Use Program

The PartnerGear for Internal-Use Program is designed to allow you to buy highly discounted NetApp

FAS2200 solutions for use in your own production environment. This equipment is for use within your

organization and cannot be resold to an end user.

The program is a great way for you to get a real sense of the value that NetApp solutions bring to your

customers. It is also a way to improve your competency around utilization of NetApp products and

technologies and to share this expertise with your customers and prospects. Your internal-use

solution comes with free ONTAP Essentials software and a standard warranty. Additional software

and higher levels of support can be purchased.

Under this program, you can purchase a maximum of two hardware systems every two fiscal years.

This equipment cannot be resold. Details about PartnerGear offerings are available on the Field

Portal.

PARTNEREDGE POWERED BY SALESFORCE.COM

Note: Star, Platinum, and Gold Partners can use PartnerEdge powered by salesforce.com to create quotes directly. Distributors provide the necessary support for Silver Partners.

We constantly work to speed the sales cycle and drive revenue growth for our field and partners.

NetApp PartnerEdge, powered by salesforce.com, simplifies the sales lead management, opportunity,

account management, and deal registration processes with centralized access to quoting and sales

force automation.

Using the QuoteEdge tool, you can complete a quote without NetApp intervention, generate a

purchase order, and place an order. Guided configuration, reusable and baseline configurations, end-

to-end order status visibility, streamlined PVR approvals, and an improved user interface help

simplify, speed, and scale the quote and configuration process.

For easier management of service opportunities and creation of service renewal quotes, you have

access to our service renewals management and quoting platform. This self-service platform enables

you to leverage NetApp installed-base workflow capabilities.

SPECIALIZATIONS AND PROFESSIONAL SERVICES CERTIFICATION

NetApp Professional Services Certification recognizes and rewards high levels of expertise in selling

and delivering your own brand of implementation and professional services. NetApp specializations

recognize and reward partners who, in addition to Professional Services Certification, also have

demonstrated proficiency in solution-based sales, design, and architect competencies. With NetApp

Professional Services Certification or Specialization, you make it easy for customers to trust you

through NetApp validation of your expertise and commitment to customer satisfaction. As a partner

with NetApp Professional Services Certification or Specialization, you can:

Earn competitive differentiation

Receive discounted training and certification

Access local mentoring, tools, and NetApp service methodologies

Get monthly technical updates, Webinar invitations, and technical support bulletins

Retain ownership of primary customer interaction

Use comprehensive marketing support deliverables

We currently offer specializations in the areas of:

Desktop Virtualization

Data Center—FlexPod

SAP


SUPPORT SERVICES CERTIFICATION

Support Services Certification offers you the opportunity to increase revenue by delivering your own

brand of remote and field support services for NetApp products. To receive this certification, you must

demonstrate that your organization has the necessary infrastructure and capabilities in place and your

staff must complete the comprehensive training and testing requirements.

As a partner with Support Services Certification, you gain recognition as a company that provides

high-quality support services. NetApp enables you with advanced troubleshooting training, access to

support tools, technical resources, and backup support. In addition, you can:

Receive special discounting on a hardware service and software subscription plan as well as training and certification

Remain the primary point of contact for your customer

Access technical support bulletins to gain insight into customer issues

Obtain the Storage Optimization Review (STOR) report to help identify sales opportunities

Receive access to the NetApp Troubleshooting Support Tools Portal (This Web-based application allows Support Services Partners to review SAP

® cases, search ASUP™ notifications and bugs,

and connect to recent support bulletins.)

Access key troubleshooting tools like LaTX to efficiently resolve customer issues

Benefit from co-marketing materials to help you promote your support services

MARKETING SUPPORT

NetApp offers a variety of marketing tools and support to help you create high-impact campaigns that

drive demand for our solutions. Leverage NetApp’s marketing support to:

Discover new opportunities

Expand into new markets

Shorten sales cycles

Grow revenues

CAMPAIGN EXPRESS DEMAND GENERATION PROGRAM

NetApp offers centralized marketing resources on a localized platform with localized campaigns, kits,

and assets that help you quickly execute your marketing plan and grow your business. Campaign

Express is an easy-to-use online lead-generation marketing system for NetApp technologies,

products, services, and solutions. Gain immediate access to inbound and outbound marketing content

to launch custom multitouch campaigns in minutes. You can include any alliance partner to feature a

total solution with the option of leading with your own brand or with NetApp. You also have the option

to integrate telesales into your campaigns.

The self-service version of Campaign Express is provided to you at no cost. Marketing concierge

services are available for a modest fee. Telemarketing support services can also be provided.

ONCHANNEL MARKETING SERVICES FOR NETAPP PARTNERS

In addition to Campaign Express, our automated marketing service, NetApp also offers the services of

a dedicated marketing agency that specializes in supporting you with your NetApp demand-

generation campaigns. The OnChannel teams are fully trained and up to date on all aspects of

NetApp’s marketing campaigns and programs. They have partner-ready content and are available to

help you plan, design, and deliver a demand-generation campaign that provides real return on

investment at a cost-effective price. OnChannel currently operates in the UK, Germany, France,

Denmark, Sweden, BeNeLux, Spain, Italy, and Switzerland.


NETAPP 1STOP COLLATERAL FULFILLMENT

Selling NetApp solutions becomes easier when you offer your customers brochures and other

materials that explain our technologies, products, and services, while presenting NetApp as a familiar

and trusted brand. Use the NetApp 1Stop Collateral Fulfilment site to order literature, banners,

posters, CDs, campaign materials, and more.

Visit the NetApp Field Portal for access and to register for NetApp 1Stop Collateral Fulfilment.

NETAPP PARTNER LOGO USAGE GUIDELINES

To help you use the NetApp partner logo and branding correctly—and to maximize your visibility as a

NetApp Partner—we have created the NetApp Partner Branding Guidelines. You should become

familiar with these guidelines, and refer to them whenever you have questions about how to present

the NetApp partner logo and related branding. The NetApp Partner Branding Guidelines are available

on the Field Portal.

LEAD-GENERATION PROGRAMS

A number of NetApp corporate campaigns, as well as local marketing initiatives, are available to

generate sales leads. Our distributors send you the leads that best match your region and business

model, giving you the opportunity to follow up on the leads and capture new business. NetApp is

committed to a fair lead-generation, product distribution, and sales process.

MARKET DEVELOPMENT FUNDS PROGRAM

Star International


Market Development Funds Program

Plan based Plan based Proposal based via distributor

Proposal based via distributor

Proposal based via distributor

The NetApp Market Development Funds (MDF) Program supports activities that promote NetApp

solutions and extend the brands of both NetApp and our partners. We provide funding to help you

cover your expenses for a variety of activities, including demand generation, marketing and sales, and

NetApp training and certification. Two programs are available to NetApp EMEA Partners: the Plan-

Based Program for Star Partners and the Proposal-Based Program for Platinum, Gold, and Silver

Partners.

Program Eligibility

To be eligible for the NetApp MDF Program and to access these funds, you must:

Have a signed and valid contract on file at NetApp EMEA headquarters in the Netherlands

Be a partner in good standing, meeting all the requirements of the NetApp Partner Program

Submit a request as per your marketing plan and have that request approved by NetApp in the Channel Funds Manager (the MDF online tool) before carrying out the activity

Have all marketing collateral and published content developed, reviewed, and approved by NetApp Channel Marketing to confirm compliance with the current NetApp corporate branding guidelines, available on the Field Portal

Execute the approved MDF activities and submit a claim with all proof of performance within NetApp’s required timeframe

Plan-Based Program for Star Partners

To access MDF funds, Star Partners who meet the MDF eligibility requirements must also submit a

quarterly or annual marketing plan to NetApp Channel Marketing within the program timelines defined

by NetApp. The marketing plan must be approved by NetApp before you submit individual activity

requests in the NetApp Channel Funds Manager.


Proposal-Based Program for Platinum, Gold, and Silver Partners

The Proposal-Based Program for Platinum, Gold, and Silver Partner marketing funding is

administered and managed by our authorized distributors. Approval in the Proposal-Based Program is

based on the quality of the request, projected ROI, and your available market development funds.

NetApp reserves the right to audit all claims and to base reimbursement on compliance with our

program rules.

All market development funds must be used for approved activities; they cannot be used for general-

purpose spending. Your participation in the MDF Program and use of MDF must be in accordance

with the guidelines provided by NetApp.

LISTING ON NETAPP.COM

Star Partners and those with Professional Services Certifications, Support Services Certifications, or

Solution Specializations are listed on the How to Buy page on netapp.com.

CO-BRANDING FOR PROFESSIONAL SERVICES AND SUPPORT SERVICES CERTIFIED PARTNERS

Create effective, high-quality marketing campaigns by using our co-branded marketing templates,

available through your customized NetApp Support site account. Spread the word that you have

achieved the highest credentials from NetApp with an e-mail blast to customers and prospects.

SOCIAL MEDIA

Social media is an important tool for connecting customers and partners. Join our Partner Network

group on LinkedIn (http://nt-ap.com/partnernetwork), check out our SAP on NetApp subgroup, and

follow us on Twitter (@NetAppPartners). Join the conversation and discover how you can use social

media for your business.

CUSTOMER SUCCESS STORIES

Demonstrate the benefits of your solutions to end-user customer decision makers in a 2- or 4-page

success story authored by NetApp based on interviewing you and your customer. Document your

best practices and how NetApp technology translates into business value for your customer. Contact

your partner manager for more information.

TECH ONTAP

Join Tech OnTap® to receive monthly IT insights plus exclusive access to real-world best practices,

technical case studies, and behind-the-scenes engineering interviews.

The Tech OnTap program includes the monthly newsletter, Tech OnTap live user groups, and

community discussions. Partner members may also submit articles for publication.

FINANCIAL INCENTIVES

NetApp is committed to promoting simplicity, innovation, and success for you and for our mutual

customers. We offer our partners innovative financial incentives that reward sales performance,

growth, and revenue generation.

Note: In this program period, NetApp transitions from a “bookings-based” incentive payment model to an “invoice-based” payment model. Eligible invoices are all invoices and credit notes issued by NetApp to a partner in a NetApp quarter in relation to a shipment in the territory. Credit memos issued by NetApp in relation to these benefits do not come as reduction of eligible invoicing. Eligible invoices must be free of any contingencies on the date of placing the order at NetApp. For purposes of this provision, the term contingencies means a right of return; payment terms that extend beyond the standard terms granted to the partner; an order without a valid end-user purchase order or without some other legally binding confirmation that a valid end-user purchase order has been obtained; a future product order; or a circumstance similar to any of the foregoing.

http://www.netapp.com/us/services/university/certification-nasp.html


Table 3) Incentives overview.

Incentive Star Platinum Gold

Goal Attainment Rebate Program Up to 2% per

quarter

Solution Rebates – FlexPod (with Specialization Accelerator)

3% Reseller, 5% Specialized

Partner


Partner


Partner

Net-New Account Acquisition Rebate 5% 3%

Incentive Headcount,

strategic or solutions focused

(invitation only)

Proposal based Proposal based Proposal based

FastPath Program (invitation only)

Up-front MDF investment and growth incentive

Platinum Grow Program (invitation only)

Growth incentive

GOAL ATTAINMENT REBATE PROGRAM

The NetApp Goal Attainment Rebate Program rewards Star Partners who are growing their

businesses year over year. The rebates are calculated based on the partner’s YTD invoices

compared to their NetApp FY 2012 invoices for the same quarter or quarters. For details about your

Goal Attainment Rebate, see your annual Goal Attainment letter.

For 2012-2013, we are transitioning from our former “bookings-based” rebate calculation model to an

“invoiced-based” calculation model. Because of this change, the former Bookings Attainment Rebate

(BAR) Program has been renamed as the Goal Attainment Rebate (GAR) Program.

All cumulative growth calculations for the 2012-2013 program year are based on invoice amounts.

Table 4) How goal attainment rebates are calculated.

Cumulative Growth Percentage*

Rebate Percentage

0 ≤ Growth < 15 0.4%

15 ≤ Growth ≤ 25 0.6%

Growth > 25 2%

* Cumulative growth is the growth percentage achieved in each quarter of FY 2013 in comparison to

the corresponding quarter or quarters of FY 2012 upon which the goal is calculated.

You receive your goals for the Goal Attainment Rebate Program in a letter.

All calculations are based on NetApp invoices during the NetApp fiscal year.

The following examples illustrate how goal attainment rebates are calculated.

Example 1: First Quarter Growth (Q1 FY’13 GAR Program)

Partner A books €10M in NetApp Q1 FY’12.

Partner A books €11.5M in NetApp Q1 FY’13.

Growth compared to NetApp FY’12: 15%.

GAR payment: 0.6% of €11.5M = €69K.


Example 2: Cumulative Growth (Goal Attainment Program)

In Q2 FY’13, all calculations move to the invoice-based model. Q2 FY’13 payout is based on Q1

FY’13 and Q2 FY’13 cumulative growth percent.

Partner A invoices €12M in NetApp Q2 FY’12.

Partner A invoices €15.6M in NetApp Q2 FY’13.

FY’13 growth compared to NetApp FY’12: 30%.

NetApp Q1 FY’13 invoices (€11.5M) + Q2 FY’13 invoices (€15.6M) = €27.1M

Compared to NetApp Q1 FY’12 invoices (€10M) + Q2 FY’12 Invoices (€12M) = €22M

Cumulative year-over-year same quarters growth = 19%

Q2 FY’13 rebate payment: 0.6% X €22M = €132,000

Requirements for Eligibility

As a Star Partner, you must follow these guidelines to receive goal attainment rebates:

Partner achievement is based on net invoices as reported by NetApp or, if applicable, on your distributor’s point-of-sale data.

You must be in good credit standing and compliant with all NetApp Partner Program requirements for resellers at your partner level.

You must review and accept your program goals electronically by responding to an e-mail that you will receive from NetApp.

Terms of Payment

Based on the results of your performance against your goals, payments are issued quarterly in the form of a credit note to your distributor (tier 2) or directly from NetApp (tier 1).

NetApp provides the calculation to you 30 days after close of the quarterly period. You should validate the calculation and notify NetApp within 30 days of any discrepancy.

Based on the validated rebate calculation, NetApp issues a credit note within 60 days after the close of the NetApp fiscal quarter.

NET-NEW ACCOUNT INCENTIVE PROGRAM

Star Partners are eligible for a 5% back-end incentive and Platinum Partners are eligible for a 3%

back-end incentive when an initial deal over €76,000 or US$100,000 is invoiced in an account that

has not purchased any NetApp products in the previous 24 months. Star and Platinum Partners who

are in compliance with the current EMEA Reseller Program requirements are eligible for the incentive.

Deal Eligibility

The deal must be sold into an account that did not purchase any NetApp products in the previous

24 months.

The deal must be invoiced between the program effective dates of April 30, 2012 and April 26,

2013.

Minimum deal size is €76,000/US$100,000 or local currency equivalent (see Table 5).

The opportunity for the eligible deal must be registered in PartnerEdge.

A deal is defined as all qualified sales orders associated with a single customer opportunity

booked within one business day of the first order.

Incentives are available only against the first eligible deal into the net-new account.

The deal must be originated by and managed through the sales cycle by the partner submitting

the claim.

It is not acceptable to split orders into multiple sales orders to avoid incentive payment caps.

You are eligible for only one incentive program payout per deal.


Claims Process

Submit your claim via the online Objective Attainment form.

Each claim must be received by NetApp within 30 calendar days of the bookings date.

Terms of Payment

The maximum partner incentive payout is €19,000/US$25,000 or local currency equivalent (see Table 5) for an eligible deal invoiced during the Net-New Account Incentive Program period.

Incentive payment calculations are based on partner invoices as reported by NetApp or, if applicable, on your distributor’s point-of-sale data.

Payments are issued quarterly in the form of a credit note to your distributor (tier 2) or directly from NetApp (tier 1).

Credit notes are issued within 60 days after the close of the NetApp fiscal quarter

NetApp reserves the right to cancel or amend this incentive with 30 days written notice.

Table 5) Currency chart.

Cumulative Growth Percentage

USD EUR GBP CHF

Minimum Deal Size 100,000 76,000 64,000 94,000

Maximum Per-Deal Payment Cap

25,000 19,000 16,000 23,400

Minimum deal size and payment amount caps are set by NetApp. Stated currency and rates remain

fixed during the program period.

Additional currency payment rates are available upon request.

SOLUTION INCENTIVE PROGRAM

The NetApp Solution Incentive Program is designed to reward Star, Platinum, and Gold Partners who

have the skills to design and sell a joint solution.

3% Incentive

NetApp Partners with required certifications from other vendors who complete the incentive program

sales and presales enablement requirements for the solution area can earn a 3% back-end incentive

on the NetApp portion of an end-user deal that contains both NetApp FAS or V-Series and eligible

other vendor SKUs (for example, FlexPod – Cisco UCS and NetApp).

5% Incentive

NetApp Partners with required certifications from other vendors who achieve the NetApp

Specialization level (sales, presales and postsales) for the solution area can earn a 5% back-end

incentive on the NetApp portion of an end-user deal that contains both NetApp FAS or V-Series and

eligible other vendor SKUs.

Specialization achievement requires the partner to complete the same sales and presales enablement

for the 3% incentive and additional specialization-specific requirements.

Eligibility Requirements

Star, Platinum, and Gold Partners must follow these guidelines to receive the NetApp Solution

Incentive:

Acquire all required Alliance Partner certifications (for example, Cisco UCS)

Complete required solution sales and presales training for the 3% incentive

Meet sales, presales, and postsales requirements for the NetApp Specialization for the 5%

incentive


Meet any other specific deal-related requirements as outlined in the incentive guide (for example,

logging a FlexPod deal with the FlexPod Sales Desk)

CLAIMS PROCESS

Submit your claim via the online Objective Attainment form.

Each claim must be received by NetApp within 30 calendar days of the bookings date.

Terms of Payment

There is no minimum deal size. Maximum incentive payout in the local currency is shown in Table 6.

Table 6) Maximum incentive payout for the Solution Incentive Program.

USD EUR GBP CHF

Maximum payment per eligible deal 25,000 19,000 16,000 23,400

Maximum payment amounts are set by NetApp in the stated currency and rates remain fixed during

the program period.

Additional currency information is available upon request.

A deal is defined as all qualified sales orders associated with a single customer opportunity booked within one business day of the first order.

It is not acceptable to split orders into multiple sales orders to avoid incentive payment caps.

You are eligible for only one incentive program payout per deal.

Incentive is paid only on the NetApp invoiced portion of the eligible FlexPod deal.

Rebate payment calculations are based on the “net-to-NetApp’” invoice value.

Payments are issued quarterly in the form of a credit note to your distributor, if you purchase indirectly; or to you, if you purchase directly from NetApp.

Credit notes are issued within 60 days after the close of the NetApp fiscal quarter.


INCENTIVE HEADCOUNT

Star, Platinum, and Gold Partners who are invited to receive the Incentive Headcount (IHC) benefit

are eligible for up to US$100,000 or €76,000 or the equivalent in local currency (see Table 7) in partial

annual funding for the salary of a NetApp dedicated resource. The funding is provided for a period of

12 months for a resource who is a sales, marketing, or technical professional, focused exclusively on

growing the NetApp business.

The individual may be either a current employee of the partner who is not supporting the NetApp

business or a newly hired employee. From the date the signed IHC agreement is received by NetApp,

the resource must be dedicated to growing the NetApp business.

Requirements for Eligibility

Participation in this program is proposal based, and the number of participants is limited. To be considered for the benefit, you must be nominated by your NetApp channel manager, meet all eligibility requirements, and be approved in writing by the NetApp channel manager and the NetApp EMEA vice president of Partners and Pathways. Talk to your NetApp account manager for more information, including how to apply.

NetApp partner level. Your organization must be designated as a NetApp Star International, Star, Platinum, or Gold Partner.

NetApp Partner Program compliance. You must be in compliance with all NetApp EMEA Reseller Program requirements and have a signed NetApp Reseller Agreement on file.

Business plan. Your business plan must include details documenting how hiring a NetApp champion supports your business goals and revenue targets.


Signed agreement. You must review the IHC agreement and agree to the terms and conditions online. Your designated signatory will be sent an e-mail asking him or her to accept all of the program's requirements, terms, and conditions online.

MBO reporting. Each quarter, you must provide management by objectives (MBO) reporting for the agreed-upon headcount.

Eligibility review. NetApp reviews your eligibility for continued IHC funding every 6 months.

Funding Summary

IHC funding is extended to the partner for a dedicated NetApp resource for a period of 12 months.

Payment amounts are set by NetApp in stated currency and remain fixed during the program period.

Table 7) Maximum quarterly payout per IHC resource.

USD EUR GBP CHF

Quarterly maximum payment per IHC

25,000 19,000 16,000 23,400

After the initial funding period of 12 months, the IHC agreement and funding terminate. You can

request NetApp to make an assessment to determine whether the funding should be renewed.

NetApp provides 30 days notice about the extension decision at the end of the 12-month period.

If NetApp extends the funding, a new agreement is prepared and signed by the partner.

If NetApp does not renew the funding and the partner wants to retain the employee, the cost for doing is at the sole expense of the partner.

Quarterly Objectives

Objectives are defined quarterly in collaboration with your NetApp channel manager. The objectives

are tailored to the role of the funded employee, your company profile, business model, and target

markets and are designed to help you achieve success in selling NetApp solutions.

You must submit a management by objectives (MBO) report of your achievements against your

quarterly objectives to your NetApp partner manager. The report must also include the specified proof

of performance for the objectives as stated in your quarterly objective letter, which you sign and return

to NetApp. Failure to provide appropriate proof of performance may affect your incentive payment.

Terms of Payment

The quarterly maximum payment is US$25,000/ €19,000 or the local currency equivalent.

Payments are prorated for the portion of the quarter in which the IHC resource was dedicated to that person’s role in supporting the NetApp business.

IHC funds are paid to the partner either directly in the form of a credit note from NetApp (if purchasing directly from NetApp) or in the form of a credit note through your distributor.

Credit notes are issued no later than 60 days after the close of the relevant NetApp fiscal quarter.


FASTPATH PROGRAM

The FastPath Program is designed for selected Platinum Partners who have demonstrated

exceptional potential for integrating NetApp solutions into their business strategies and growth plans.

When you qualify for the program, NetApp makes investments in your company’s success through

our enablement programs.

Partners selected for the program agree to use additional NetApp benefits to drive incremental year-

over-year NetApp revenue growth. FastPath Partners gain access to special incentives, rewards, and

support beyond the NetApp Partner Program for EMEA Resellers. In exchange for those additional

benefits, we ask partners to make additional commitments.


Partner Eligibility Requirements

Platinum-level reseller. (Gold Partners may be invited on an exception basis with approval from the channel VP of Partners and Pathways.)

Must recruit and on-board a dedicated NetApp focused employee.

Must be in full compliance with NetApp EMEA Reseller Program requirements.

NetApp Professional Services Certification is required; Support Services Certification is highly recommended.

Must commit to achieve 2.1 million USD, EUR, or GBP of incremental NetApp revenue per FastPath period.

Must have current or projected annual revenues in excess of 50 million USD, EUR, or GBP.

Must be committed to building an annual storage practice of 5 to 10 million USD, EUR, or GBP

Must have vertical market expertise in the financial, healthcare, energy, or automotive industry.

Must have a business plan that describes the focused activities you plan to execute to achieve the incremental bookings goals.

The number of spaces available in the FastPath Program is limited. NetApp channel management

nominates select partners who commit to achieving accelerated revenue targets.


When you are invited to join the FastPath Program, you become eligible for an incremental revenue

growth goal incentive. This incentive is designed to help you to fuel your growth with NetApp. NetApp

assigns each FastPath Partner a goal in USD, EUR, or GBP.

FastPath Partners are offered up to US$100,000/€76,500 in year one for meeting specific incremental

year-over-year revenue objectives, which are defined at the start of the FastPath engagement. If you

are accepted for a second-year FastPath engagement, the maximum funding for year two is

US$75,000/€57,000 for meeting specific revenue objectives.

FastPath Partners start earning their financial incentive when they reach the first incremental goal

threshold. Subsequent payments are made upon reaching the next incremental revenue goals.

FastPath Partners are also eligible for an upfront MDF allocation to use toward eligible expenses.

MDF is used to fund approved activities that increase NetApp brand and partner brand awareness,

generate leads, and quickly fill your pipeline. You also have access to proposal-based funds from the

NetApp MDF program offered through your distributor.

Refer to Tables 8 and 9 for incentive payment details by market type. See EMEA Markets in section

6, “Links to NetApp Tools and Resources” for a list of countries by market type.

Table 8) Enterprise area market incentive payment examples.

Enterprise Area Market

Goal 1 Goal 2 MDF Up-Front Payment

Total

Previous 12-month Revenue + 1.05M

Previous 12-month Revenue + 2.1M

Payment (USD) 30,000 60,000 10,000 100,000

Payment (EUR) 23,000 46,000 7,500 76,500

Payment (GBP) 19,000 38,000 6,500 63,500


Table 9) Emerging and productivity area markets incentive payment examples.

Emerging and Productivity Area Markets

Goal 1 Goal 2 Goal 3 MDF Up-Front Payment

Total

Previous 12-month Revenue

+ 525K


+ 1.05M


+ 2.1M

Payment (USD) 15,000 30,000 50,000 5,000 100,000

Payment (EUR) 11,500 23,000 38,000 4,000 76,500

Payment (CHF) 14,000 28,000 47,000 4,700 93,700

Goal and payment amounts are set by NetApp in the stated currency and remain fixed during the

program period. Additional currency payment rates are available upon request.

The baseline for incremental growth goal achievement is calculated based on the partner’s eligible previous 12-month revenue.

Company acquisitions during the program period result in the recalculation of the baseline of previous 12-month revenues. The acquired company’s previous 12-month NetApp revenue is added to the baseline revenue calculation.

Partner Commitments

By entering the NetApp FastPath Program, you demonstrate a commitment over and above your

responsibilities as a standard NetApp Partner. Your commitment benefits both NetApp and your own

business by increasing your ability to generate demand for NetApp solutions, tap into specialized

markets, and close sales. In exchange for the benefits that you receive as a partner in the FastPath

Program, we ask you to meet the program requirements described in this section.

Partner Agreements

All partners in the FastPath Program must have a valid, signed FastPath agreement with NetApp. The

agreement sets forth the terms, conditions, and operating expectations for you and NetApp to follow.

The agreement is valid for 12 months, after which you graduate from the program with the goal of

qualifying for a higher partner level.

Joint Business Planning

A successful partnership depends on collaborative strategic planning. We ask you, as a NetApp

Partner, to work directly with your channel manager to jointly develop quarterly business, marketing,

and training plans tailored to your specific market opportunities and business model. This plan should

look forward for a period of three years, giving you a long-term roadmap to strategically expand your

NetApp market, increase market penetration, and grow your NetApp revenues.

Your account team and channel manager review and update these business plans with you every

quarter.

A joint business plan helps to verify that your business goals support our mutual partnership goals.

Your business plan should map key business objectives and tactics to agreed-upon revenue goals to

help you achieve your revenue target. It should include sales, marketing, and training elements.

Quarterly Business Review

Our partners in the FastPath Program are major players in the technology industry, generating high

annual revenues and typically deriving a significant portion of revenues from professional services

offerings. So that NetApp is a productive part of your overall revenue mix, we ask you to commit to a

quarterly business review to review your progress against the established business plan and make

adjustments as needed.


Terms of Payment

The maximum partner incentive payout is US$100,000/€76,500 (or the local currency equivalent) during the program period.

Revenue achievement thresholds must be met during the 12-month program period to be eligible for payment.

Revenue calculation is based on net-to-NetApp invoices as reported by NetApp.

Revenue calculations are in a local currency and are based on the NetApp currency rates for the fiscal month in which a deal is recognized as revenue.

Payments are made when each goal shown in Table 8 or Table 9 is achieved.

Payments are issued quarterly in the form of a credit note to your distributor.

Credit notes are issued no later than 60 days after the close of the relevant NetApp fiscal quarter in which you achieved your applicable goal level.


PLATINUM PARTNER GROW PROGRAM

The NetApp Platinum Partner Grow Program is designed for selected Platinum Partners who have

demonstrated exceptional potential for integrating NetApp solutions into their business strategies and

growth plans.

Partners selected for this program commit to focus their efforts on driving 1.05 million USD, EUR, or

GBP in incremental year-over-year NetApp revenue growth. In return, partners gain access to

increased engagement, support, and a $30,000 incentive when they meet their first goal. There is

also a bonus opportunity for the second 1.05 million USD, EUR, or GBP that you achieve.

This is an invitation-only program with a limited number of spaces available. NetApp channel

management nominates selected partners who commit to achieving accelerated revenue targets and

meet the partner eligibility requirements.

Ideal candidates possess the following attributes:

Executive-level sponsorship and participation in program planning, objective setting, and review of results

At least 10% of company revenue derived from professional services

Solid financials and a proven management team

Appropriate sales and technical capacity to achieve growth targets

Existing partnerships with Cisco, Microsoft, VMware, Citrix, Oracle, SAP, or Symantec

Eligibility Requirements

Must be a NetApp Platinum Reseller (Gold Resellers may be invited on an exception basis, with approval from the channel VP of Partners and Pathways).

NetApp Professional Services Certification is required; Support Services Certification is highly recommended.

Must commit to achieve 1.05 million USD, EUR, or GBP in incremental NetApp revenue within a 12-month period.

Must have a business plan that describes the focused activities you plan to execute to achieve the incremental revenue goal.


You are eligible for a growth goal incentive when you reach the incremental revenue threshold set for

the program. This incentive payment is designed to help you to continue to fuel your growth with

NetApp. NetApp assigns your 1.05 million incremental goal in USD, EUR, or GBP.


Table 10) Example of earning potential.

1st Goal and Payment Amount

Bonus: 2nd Goal and Payment Amount

Total Payment

Incremental Growth Goal

FY’12 Revenue +

1.05 Million Within 12 Months

FY’12 Revenue +

Second 1.05 Million Within Same 12-Month

Period

FY’12 Revenue +

2.1 Million Total Within 12- Month Period

Payment (USD) 30,000 30,000 60,000

Payment (EUR) 23,000 23,000 46,000

Payment (GBP) 19,000 19,000 38,000

Payment (CHF) 28,000 28,000 56,000

Payment (ZAR) 244,000 244,000 488,000

Goal and payment amounts are set by NetApp in stated currency and remain fixed during the

program period.

The baseline for incremental growth goal achievement is calculated based on the partner’s FY’12 invoiced amount.

Company acquisitions during the program period result in the recalculation of the baseline of rolling FY’12 invoiced amount. The acquired company’s FY’12 NetApp revenue is added to the baseline FY’12 revenue calculation.

Partner Commitments

By entering the Platinum Grow Program, you demonstrate a commitment over and above that of a

standard NetApp Partner. Your commitment benefits your business and NetApp’s by increasing your

ability to generate demand for NetApp solutions, tap into specialized markets, and close sales. In

exchange for the benefits that you receive as a partner in the program, we ask you to meet the

program requirements described in this section.

Partner Agreements

All partners selected for this program must have a valid, signed Platinum Grow Program agreement in

addition to the reseller agreement they have with NetApp. The agreement sets forth terms, conditions,

and operating expectations for you and NetApp to follow. The agreement is valid for 12 months.

Joint Business Planning

A successful partnership depends on collaborative strategic planning. We ask you, as a NetApp

Partner, to work directly with your channel manager and/or distributor to jointly develop quarterly

business, marketing, and training plans tailored to your specific market opportunities and business

model. Your account team will review and update these business plans with you every quarter.

A joint business plan helps to verify that your business goals support our mutual partnership goals.

Your business plan should map key business objectives and tactics to agreed-upon revenue goals to

help you achieve your revenue target.

Quarterly Business Review

To make sure that NetApp is a productive part of your overall revenue mix, we ask you to commit to a

quarterly business review with NetApp or your distributor to discuss your progress against the

established business plans and make adjustments as needed. The NetApp business development

manager may attend the review.


Terms of Payment

The maximum partner incentive payout is $30,000/€23,000 for the first 1.05 million and an additional $30,000/€23,000 for the second incremental 1.05 million (or the local currency equivalent) during the 12-month program period.

Revenue achievement thresholds must be met during the 12-month program period to be eligible for payment.

Revenue calculations are in local currency and are based on the NetApp currency rates for the fiscal month in which a deal is recognized as revenue.

Payments are made when each goal shown in Table 10 is achieved.

Incentives are based on net invoices as reported by NetApp.

Payments are issued quarterly in the form of a credit note to your distributor.

Credit notes are issued no later than 60 days after the close of the relevant NetApp fiscal quarter in which you achieved your applicable goal level.


TRAINING ENABLEMENT

You have access to Webcasts, Partner Academies, workshops, and both online and instructor-led

courses for gaining the in-depth, practical knowledge that you need to successfully sell, service, and

support NetApp solutions. Be sure to take advantage of these learning experiences and courses—

they’re the same ones that the NetApp direct sales force has access to.

PARTNER LEARNING CENTER

The easy-to-navigate Partner Learning Center offers a number of learning roadmaps by functional

role. Your sales reps and systems engineers can easily find, register for, and launch foundation,

accreditation, and continuing education courses. They can also print a comprehensive checklist of

courses.

SELECTED PARTNER TRAINING AT NO COST

As our partner, you have priority access to the most in-depth knowledge available about NetApp

solutions, products, and market opportunities. That includes Web-based training (WBT), Webcasts,

virtual live sessions, workshops, NetApp sales accreditation exams, and selected instructor-led

training (ILT) courses—some of which can be taken for free. You also enjoy significant discounts on

third-party ILT courses, including a 25% discount on training delivered by a NetApp Authorized

Learning Partner.

DISCOUNTED INSTRUCTOR-LED TRAINING

As a NetApp Partner, you are eligible for significant discounts on third-party ILT courses, including a

25% discount on training delivered by a NetApp Authorized Learning Partner.

TECHNICAL WEBCASTS

The NetApp Technology Enablement and Solutions Organization produces a monthly Services

OnTap Webcast series for our partner community. The series:

Highlights new NetApp Professional Services offerings and services delivery documentation available to partners

Discusses specific tools used in services engagements

Covers various service processes and procedures

The Webcasts are based on live demonstrations of services and tools, with additional resources

provided for technical staff. All partner engineers who perform service work on NetApp storage should

attend.

The Webcasts are broadcast via WebEx and last approximately one hour.


TECHNICAL CONFERENCES

NetApp hosts intensive training conferences for our internal systems engineers and professional

services engineers, fostering the skills, knowledge, and shared vision that lead to superior technical

solutions. Because we know that this type of training can also help you in building and selling NetApp

based solutions, we offer you the opportunity to participate in these events.

We also encourage you to contact your NetApp partner systems engineer for information about the

technical conferences offered in your area.

PARTNER ACADEMIES

Partner Academies, offered in many major cities, provide the latest information about NetApp

products, technologies and services. They are an opportunity to network with the NetApp community,

to meet our technical and sales leadership, and to benefit from the NetApp alliance partner

ecosystem.

INSIGHT EVENTS

Insight is an annual event where more than a thousand NetApp SEs and partners come together over

several days to share knowledge and learn about new NetApp technologies. Systems engineers,

distributor partners, reseller partners, and alliance partners participate in Insight’s general session and

full menu of elective workshops.

MIDSIZE ENTERPRISE TRAINING

This sales and presales technical training is designed to help you understand the NetApp value

proposition for the midsize enterprise market. The training is delivered through our distribution

partners, who support the NetApp midsize enterprise initiative. In this training, you learn everything

you need to know to be successful with opportunities in the midsize enterprise market segment. As

part of the training, your distributor also shows you how to use their services, their Midsize Enterprise

Help Desk, and the Silver PartnerCenter Portal.

All partners can participate in NetApp’s midsize enterprise training, but it is required for all Silver

Reseller Partners.

Topics that have been covered in previous versions of this training include:

NetApp history and storage philosophy

The midsize enterprise market and the NetApp market position

NetApp competitive advantage for midsize enterprises

FAS2000 and FAS3210 product lines

NetApp Select bundles and software bundles

NETAPP ACCREDITED SALES ASSOCIATE (NASA) TRAINING

This course is required for Silver Partners, and it is open for all partners to attend. NASA training

completion gives you the foundational knowledge you need to position NetApp in your accounts. You

learn how to deliver the core NetApp value to your prospective customers, describe current business

and market challenges that are unique to customers in the midsize enterprise space, and present the

business value of the NetApp Windows consolidation and virtualization solutions.

Learners on the SE track receive more in-depth information about NetApp solutions, including the

capabilities and technical value of Data ONTAP, WAFL®, and the core software products.

Silver Partners must have a minimum of two employees with the NASA accreditation to be compliant

with the 2012–2013 Partner Program.

INDIVIDUAL LEARNING PATHS: COMPETENCIES BY ROLE

NetApp offers competency training for five job roles: Sales, Systems Engineer, Installation Engineer,

Implementation Engineer, and Support Engineer. Our titles acknowledge two levels of

accomplishment, Professional and Specialist.


Figure 1) NetApp competencies by role and level of accomplishment.

Table 11) Individual learning path competencies by title.

Title Description

Presales Titles

NetApp Partner Sales Associate

Gain foundational knowledge to successfully sell into the growing midsize business market. Articulate the NetApp value to midsize business customers. Describe current market challenges that midsize business customers face. Explain the business and technical value of the NetApp hardware and software products for midsize business customers. Effectively articulate the value of the NetApp Windows consolidation and optimization solution.

NetApp Partner Sales Professional

Understand your customers’ needs and the value proposition of NetApp solutions. Articulate the business value of NetApp products, technologies, and services to your prospects. Discuss the features and benefits that differentiate NetApp offerings.

NetApp Partner Sales Specialist

Become adept at articulating the business value of NetApp offerings. Elaborate on the features and benefits that differentiate NetApp offerings from the competition. Prerequisite: Attain the Partner Sales Professional level.

NetApp Partner Systems Engineer Professional

Provide presales technical assistance during the sales cycle. Explain the features, functions, and benefits that differentiate NetApp offerings from our competition. Support the delivery of NetApp product demos. Match product, service, and support capabilities to specific customer needs.

NetApp Partner Systems Engineer Specialist

Gain advanced technical design competency in a solution area that is most appropriate for your business. Help customers understand how to maximize the advantages of an infrastructure built on NetApp. Prerequisite: Attain the Partner Systems Engineer Professional level.

Postsales Titles

NetApp Partner Installation Engineer Professional

Complete hardware installations. Configure and verify one or more storage systems in standalone or cluster configurations. Correctly use protocols such as NFS, CIFS, iSCSI, and FCP during installations.

SALES

PR

OF

ES

SIO

NA

LE

VE

L

SYSTEMS

ENGINEER

INSTALLATION

ENGINEER

IMPLEMENTATION

ENGINEER

SUPPORT

ENGINEER

SP

EC

IAL

IST

LE

VE

L

NetApp

Partner

Sales Professional

NetApp

Partner

Systems Engineer

Professional

NetApp

Partner

Installation

Engineer

Professional

NetApp

Partner

Implementation

Engineer

Professional

NetApp

Partner

Support Engineer

Professional

NetApp

Partner

Sales Specialist

NetApp

Partner

Systems Engineer

Specialist

NetApp

Partner

Support Engineer

Specialist

Presales Titles

NetApp

Partner

Implementation

Engineer Specialist

Postsales Titles


Title Description

NetApp Partner Implementation Engineer Professional

Understand customer storage requirements and match them with the right NetApp Fibre Channel and iSCSI SAN solutions. Gain expertise in support, administrative functions, and performance management for NetApp storage appliances running the Data ONTAP operating system in both NFS and Windows (CIFS) multiprotocol environments.

NetApp Partner Implementation Engineer Specialist

Gain advanced skills in meeting tough customer storage requirements, deploying Fibre Channel and iSCSI SAN solutions, and integrating a variety of operating systems, databases, and virtualization applications. Achieve specialization in a NetApp solution area of your choosing. Prerequisite: Attain the Partner Implementation Engineer Professional level.

NetApp Partner Support Engineer Professional

Work directly with NetApp Global Support engineers. Perform basic Data ONTAP software commands to troubleshoot system problems. Repair and replace NetApp hardware on site.

NetApp Partner Support Engineer Specialist

Gain a deeper level of troubleshooting capability by developing a core strength in remotely troubleshooting systems by using advanced NetApp tools and resources. Work directly with NetApp Global Support to execute Data ONTAP software commands and identify system problems. Prerequisite: Attain Partner Support Engineer Professional level.

The learning path offers a roadmap of courses, certifications, or accreditations that culminate in

achieving a particular role and level within the framework, such as NetApp Partner Support Engineer

Professional or NetApp Partner Implementation Engineer Specialist. A learning map is a list of

NetApp University courses that are relevant to your area of interest and that outlines the

recommended sequence and schedule to complete these courses.

Partner individuals who meet the competency level are encouraged to use the titles they have earned,

such as NetApp Partner Systems Engineer Specialist or NetApp Partner Sales Professional, on their

e-mail signature and business cards. The NetApp status that an individual receives is recognized in

the industry and is highly marketable.

Partner individuals can find out about the courses or the NetApp Partner Individual Learning Paths for

a specific role competency in the NetAppU Learning Center. The components of the learning paths are

tracked in your LearningCenter profile.

SERVICES ENABLEMENT

Enabling your customers to get the most from their NetApp solutions takes more than just great

technology. You also need to offer them great service and support.

At NetApp, we are committed to helping you deliver your own professional services and support

services or, where it makes sense, to resell ours. To help you service and support NetApp solutions,

we offer flexible training and service enablement options, including Professional Services Certification

and Support Services Certification, which help you differentiate yourself in a competitive marketplace.

See “Sales Enablement,” earlier in this section.

NETAPP SUPPORT SITE

On the NetApp Support site (formerly NOW®), you can find everything you need to support your

customers and manage support issues.

You receive tiered support through the NetApp Support site based on the level of NetApp support

service that your company participates in. Keep your support organization up to date on the latest

product status and support items through this portal.

The following features and functions are available:

A customizable front-end home page

Configurable alerts to get just the right level of information


An online knowledge base

Technical and nontechnical case management system

Parts finder and parts request

News alerts about bug updates, downloadable fixes, and technical support

All product software, firmware, and documentation

Support tools (access is based on tier and certification)

CUSTOMER FITNESS

Customer Fitness is a predictive and preventive service for storage health that enables you to help your customers proactively sustain maximum uptime by predicting risks and preventing disruptions. With NetApp proprietary tools, best practices, and training, you can act as your customers’ personal trainer to help boost performance and drive results. Customer Fitness provides a foundation for making support services strategic to your business growth, enables you to differentiate yourself from the competition, and helps you to increase margins by proactively managing your customers’ data and storage – all at no additional cost to you. Contact your partner manager for information about getting started with the Customer Fitness program.

COOPERATIVE FLEXPOD SUPPORT

The cooperative FlexPod support model is a support agreement between Cisco and NetApp that

includes collaboration with workload partners such as VMware and Microsoft. It allows engineers from

the companies to collaborate directly with one another to resolve customer issues. The cooperative

support model expands and streamlines communication and information access to each company’s

technology and interoperability with integrated solutions. You have access to expert technical support

on the full range of interoperable technologies involved. Each of your customers must have a valid

support contract on each product in place with each company.

NETAPP SALES ENGINEER HELP DESK

The NetApp Sales Engineer Help Desk gives you access to a team of specialists who are dedicated

to providing front-line support for your presales queries. With access to the best information available,

you can win more NetApp opportunities.

Star, Platinum, and Gold Partners have direct access to the NetApp Sales Engineer Help Desk. Silver

Partners have access via their NetApp distributor.

PROACTIVE PRODUCT REGISTRATION

NetApp proactively registers all new shipments and renewals and checks that all the partner

information is correct. We notify you and give you the opportunity to confirm site and contact

information at the end-user facility. For information about how to engage in this process, you can take

the short Introduction to NetApp Product Registration Web-based course.


3 PARTNER COMMITMENTS

At NetApp, we’re confident that the investments we continue to make in our technology, programs,

and other resources can help you drive your business forward.

This section details the optimal resource levels to help you maximize results, including NetApp’s

expectations for each partner level, in terms of revenue earnings, resource investments, business

planning, training, and accreditation.

MINIMUM REVENUE ATTAINMENT

Table 12) Minimum revenue attainment by zone and partner level.

Star International


Minimum revenue attainment for Austria, Belgium, France, Germany, Israel, Italy, Luxembourg, Netherlands, Spain, Sweden, Switzerland, United Kingdom

€16M €8M €3M €500K €200K

Minimum revenue attainment for all other EMEA countries

€5M€ €1.5M €300K €200K

Your NetApp revenue commitment represents net NetApp sales to you as a partner. We review your

performance against your goal twice during the calendar year for compliance with the program.

Eligible revenue is recognized from net-to-NetApp invoiced amounts for the previous 12-month

period.

RESOURCE INVESTMENTS

We ask you to commit the following resources to your NetApp business:

One primary sales contact

One primary technical contact

One executive sponsor who is responsible for establishing and developing the partnership with the NetApp team and executives

One staffed, active sales office in the NetApp sales area

PURCHASE ORDER REQUIREMENT

NetApp uses a build-to-order model to meet the specific needs of each end customer. Because each

product is customized, partners do not inventory products, and NetApp has a no-returns policy for any

reason except for manufacturing defects or operational malfunction.

To help make the no-returns policy manageable for both NetApp and our partners, it is your

responsibility to make sure that you have received a valid, binding purchase order from your customer

before placing an order with NetApp or an authorized distributor. Each NetApp Partner is solely

responsible. Failure to do so may lead to forfeiture of rebates and possible termination of the partner’s

Reseller Agreement with NetApp.

A purchase order is a legally binding document. NetApp requires that reseller partners have a valid

and signed end-user purchase order before submitting their own purchase order to NetApp or their

distributor.


INTEGRITY AND COMPLIANCE

We are committed to acting with integrity and to meeting the highest standards of business conduct.

We welcome and expect your feedback if you come across any incident that suggests that we have

violated our responsibilities regarding legal compliance or business conduct. Similarly, we expect you

to act ethically and legally. And we reserve our right to request to meet with you to ensure compliance

and to discuss compliance issues.

JOINT BUSINESS PLANNING

A successful partnership depends on collaborative business planning. Therefore we ask Star and

Platinum Partners to work directly with your NetApp management team and Gold and Silver Partners

to work with your distribution partner management team to jointly develop business, marketing, and

training plans. These plans should be tailored to your specific market opportunities and business

model. You must review and update these plans quarterly with your NetApp partner manager.

BUSINESS PLAN

Joint business plans help make sure that your business goals support our mutual partnership goals.

Your business plan should map key business strategies and tactics to your shipment objectives. The

plan identifies sales and vertical market opportunities as well as key accounts that you can target to

grow your business and penetrate new markets. In addition, to secure funding approval, your

business plan should address partner benefits, such as the PartnerGear Program. The business plan

is a living document that you should keep up to date with your latest strategies and goals.

MARKETING PLAN

A joint marketing plan outlines co-marketing strategies and tactics. A well-developed marketing plan

enables you to maximize use of NetApp market development funds through effective demand-

generation activities and events that contain measurable return on investment goals. The marketing

plan is a living document that you should keep up to date with the current agreed-upon strategies and

goals.

TRAINING PLAN

Your training plan establishes annual training goals for your technical and sales professionals. It

should support the goals outlined in your business plan.

PARTNER PROFILE

You are asked to keep your company profile accurate and up to date at all times. The key contact

information that you provide ensures that NetApp can communicate effectively with you. Additionally,

your company profile offers you the opportunity to provide detail about your company’s technical and

solution offerings, which helps NetApp engage with you in appropriate opportunities.

PARTNER AGREEMENT

As a NetApp Partner, you are required to have a valid, signed agreement with NetApp. The

agreement sets forth terms, conditions, and operating expectations for you and NetApp to follow.

Because the relationship involves the exchange of both intellectual property and proprietary

information, the agreement provides legal and financial protection to both of us.

TRAINING REQUIREMENTS

All NetApp Partners are expected to have a minimum number of sales and technical professionals on

staff who have reached the milestones defined in the training path and have received accreditation.

The minimum number of accredited sales and technical professionals is tied to your partner level, as

shown in Table 13.


The numbers in the table are minimum requirements; they do not reflect what may be necessary to

actually support your NetApp business. Factors such as the number of sales offices and

representatives, the ratio of presales technical specialists to sales personnel, and a consistent

coverage model to support your NetApp business affect the number of trained personnel required.

Your NetApp partner management team works with you to determine actual requirements, based on

your business model, above the minimum program requirements.

Table 13) Minimum number of trained partner professionals required on staff.

Accreditation or Certification

Star International


NetApp Partner Sales Professionals

6 6 4 2

NetApp Partner Systems Engineer Professionals

3 3 2 1

NetApp Professional Services Certification

2 4 2

Advanced Certifications (NCDA, NCIE)

2


2


4 PROGRAM DATES AND MORE

All requirements and benefits for the 2012–2013 NetApp Partner Program are effective from 28 July

2012 through 26 July 2013. However, the effective dates of program participation and associated

program benefits vary, depending on when you qualify for the program. Partners who have met

NetApp FY 2012 program requirements by 26 April 2012 are automatically qualified at the same level

for the 2012–2013 NetApp Partner Program (beginning 28 July 2012).

PERFORMANCE REVIEW

To make sure that you are operating at the appropriate NetApp Partner Program level, we conduct a

performance review twice during the fiscal year. Partner level may be adjusted—up or down—at any

time based on the findings of these performance reviews. This guide describes the requirements for

programs in effect between 28 July 2012 and 26 July 2013.

DISCONTINUING PARTICIPATION IN THE NETAPP PARTNER PROGRAM

You have the right to terminate your participation in the NetApp Partner Program at any time by

providing NetApp with 30 days written notice. Immediately upon partner termination:

All rights and licenses of the partner terminate, and the partner shall immediately discontinue all representations that it is an authorized NetApp reseller.

All outstanding program benefits the partner has not yet claimed from NetApp are forfeited upon the written notice of termination.

The partner shall immediately return to NetApp all NetApp proprietary information and data (including all copies thereof) then in the partner’s possession or custody or control, including without limitation: (a) all technical materials and business plans supplied by NetApp to the partner; and (b) all manuals covering NetApp products and services.

5 TAKE YOUR BUSINESS FURTHER, FASTER

We are proud of the strength and depth of the relationships we have built with partners like you. And

we are excited about the opportunity to continue to innovate and grow together.

To offer you the most valuable and comprehensive program benefits, we are constantly improving the

NetApp Partner Program. Be sure to visit the NetApp Field Portal often to get the latest information.

As always, we welcome your feedback and suggestions for improvement. Please share your

comments at [email protected].

http://learningcenter.netapp.com/LC


6 LINKS TO NETAPP TOOLS AND RESOURCES

PARTNER ADVANTAGE

Table 14) Links to partner advantage resources.

Resource name Description

NetApp corporate Web site Access the latest NetApp announcements at www.netapp.com.

NetApp corporate fact sheet View NetApp corporate highlights at www.netapp.com/us/media/netapp-factsheet.html.

NetApp Partner Program overview

See what’s new in the 2012–2013 NetApp Partner Program. Go to the Content Library on the top index tab: fieldportal.netapp.com/viewcontent.asp.

NetApp Field Portal login request

Register to get a login name and password for the Field Portal at support.netapp.com/eservice/public/now.do.

NetApp Field Portal

Bookmark this valuable partner portal for the latest sales tools, marketing support, and partner announcements: partners.netapp.com/mycommunities/PartnerCenter.

NetApp Silver PartnerCenter Silver Partners can access key information about starting and growing their NetApp business: silverpartnercenter.netapp.com/Modules/SPC/Login/Default.aspx?contentID=3100.

NetApp Select bundles Discover how flexible bundles make it easy to order complete solutions; search for Select Bundles in the Field Portal.

Integrity and compliance For anonymous and confidential reporting, contact [email protected] or netapp.alertline.com/gcs/welcome.

Feedback/questions Send your feedback and questions to [email protected].

SALES ENABLEMENT

Table 15) Links to sales enablement tools and resources.


PartnerGear Program

Take advantage of the opportunity to purchase NetApp demo systems at a significantly discounted price. Contact your partner manager or distributor for pricing. Learn more at

fieldportal.netapp.com/viewcontent.asp?qv=1&docid=43762.

GetSuccessful Partner Enablement Program

Go to the GetSuccessful Partner Enablement Program landing page at fieldportal.netapp.com/viewcontent.asp?html=3.

GetSuccessful Resource Blueprint

Gain access to this all-in-one guide to NetApp sales, technical services, professional services, and marketing tools for partners at fieldportal.netapp.com/viewcontent.asp?qv=1&docid=42846.

Lab on Demand Save time and reduce duplication of effort in the field and enable solution demonstration consistency and conformity: labondemand.netapp.com.

Lab on Demand tool overview

See what NetApp offers in the way of validation programs at fieldportal.netapp.com/viewcontent.asp?qv=1&docid=17040.

Lab on Demand e-mail distribution list

To receive the latest Lab on Demand news and information, subscribe to the [email protected] e-mail distribution list.

http://www.netapp.com/

http://www.netapp.com/us/media/netapp-factsheet.html

https://fieldportal.netapp.com/viewcontent.asp

http://support.netapp.com/eservice/public/now.do

http://partners.netapp.com/mycommunities/PartnerCenter/

https://silverpartnercenter.netapp.com/Modules/SPC/Login/Default.aspx?contentID=3100

https://silverpartnercenter.netapp.com/Modules/SPC/Login/Default.aspx?contentID=3100

mailto:[email protected]

https://netapp.alertline.com/gcs/welcome


https://fieldportal.netapp.com/viewcontent.asp?qv=1&docid=43762

https://fieldportal.netapp.com/viewcontent.asp?html=3


http://labondemand.netapp.com/





Competitive information To learn how to successfully position NetApp against the competition, go to competitive.netapp.com.

NetApp Realize tool Visit www.netapprealize.com and click Sign Up Now to activate your account and access the tool for the first time.

ServiceBuilder eBook series Get step-by-step implementation procedures and NetApp best practices to accelerate the development and delivery of professional services at tech.netapp.com/external/index.html.

NetApp Synergy Access the NetApp Synergy page at tech.netapp.com/synergy.

PartnerEdge Access the system that supports opportunity registration, eConfigurator, and order status at pe.netapp.com.

FlexPod Partner resources Access FlexPod resources at fieldportal.netapp.com/viewcontent.asp?html=589.

FlexPod Sales Desk Learn more at www.flexpodsales.com/home.

AutoSupport Learn more about AutoSupport at support.netapp.com/NOW/asuphome.

NetApp Professional Services Certification and Specializations

Go to the NetApp Professional Services Certification landing page at fieldportal.netapp.com/viewcontent.asp?html=450 and the Specialization landing page at fieldportal.netapp.com/viewcontent.asp?html=340 for information about requirements, benefits, and operational guidelines.

Midsize Business EMEA Deal Desk

To enter your Midsize Business Deal Desk request, go to

netappemea.mv.treehousei.com/Surveys/14/3BCE97B3F5ECBC93/mse_deal_desk.aspx.

Midsize business EMEA Deal Desk questions

If you have specific questions for the Midsize Business Deal Desk, contact: [email protected].

Cloud services See our list of global service providers and the services they offer at fieldportal.netapp.com/viewcontent.asp?html=567.

MARKETING SUPPORT

Table 16) Links to marketing support tools and resources.


Marketing initiatives Contact your partner manager for full details on how to submit your marketing initiatives for approval.

Market Development Funds Guide for Distributors, Global Partners, and Resellers

Review the Market Development Funds Program Guide at fieldportal.netapp.com/ci_getfile.asp?method=1&uid=46341&docid=34100.

EMEA Channel Funds Manager

Access the Channel Funds Manager tool at fieldportal.netapp.com/viewcontent.asp?qv=1&docid=24105.

Campaign Express To start using Campaign Express today, log in to your NetApp Support site account at campaignexpress.netapp.com.

OnChannel For information about the OnChannel marketing services, go to netapp.on-channel.com.

Partnership promotion Promote your affiliation with NetApp through use of our partner logos, branding guidelines, and other promotional materials at fieldportal.netapp.com/viewcontent.asp?qv=1&docid=31006.

http://competitive.netapp.com/

http://www.netapprealize.com/

https://tech.netapp.com/external/index.html

https://tech.netapp.com/synergy

https://pe.netapp.com/


http://www.flexpodsales.com/home

http://support.netapp.com/NOW/asuphome/



http://netappemea.mv.treehousei.com/Surveys/14/3BCE97B3F5ECBC93/mse_deal_desk.aspx

http://netappemea.mv.treehousei.com/Surveys/14/3BCE97B3F5ECBC93/mse_deal_desk.aspx



https://fieldportal.netapp.com/ci_getfile.asp?method=1&uid=46341&docid=34100

https://fieldportal.netapp.com/ci_getfile.asp?method=1&uid=46341&docid=34100


http://campaignexpress.netapp.com/

http://netapp.on-channel.com/




Social media Join our Partner Network group on LinkedIn at nt-ap.com/partnernetwork.

Partner communications Subscribe to partner communications and update your preferences at fieldportal.netapp.com/myre_profile_netapp.asp.

Tech OnTap Receive monthly IT insights plus exclusive access to real-world best practices, technical case studies, and behind-the-scenes engineering interviews. Subscribe at communities.netapp.com/groups/tech-ontap.

FINANCIAL INCENTIVES

Table 17) Links to more information about financial incentives.


Rebate claim form Submit your claims via the online Objective Attainment Rebate form at fieldportal.netapp.com/emea-objective-attainment-form.aspx.

Goal Attainment Rebate Program

For Star Partners; contact your partner manager for full details of the Goal Attainment Rebate Program.

Solution Incentive: FlexPod For details of the FlexPod solution incentive, go to fieldportal.netapp.com/viewcontent.asp?qv=1&docid=35690.

Incentive Headcount Program

Contact your partner manager for full details on participating in the Incentive Headcount Program.

FastPath and Platinum Grow Program

Contact your partner manager for full details on participating in the Platinum Partner programs

TRAINING ENABLEMENT

Table 18) Links to training enablement resources.


NetApp University Search for and enroll in courses at learningcenter.netapp.com.

Partner training Access the NetApp University training catalog at fieldportal.netapp.com/tab.asp?2C7E57D322EC4FB682122365CFDF4043.

Partner Individual Learning Paths

For information about Partner Individual Learning Paths, go to

fieldportal.netapp.com/viewcontent.asp?qv=1&docid=36006.

NetApp Partner Sales Professional and Specialist learning paths

For information about the Partner Sales Professional and Specialist learning paths, go to learningcenter.netapp.com/content/secure1/production/learning_maps/pilp/lm_pilp_t1.html.

NetApp Partner Systems Engineer Professional and Specialist learning paths

For information about the Partner Systems Engineer Professional and Specialist learning paths, go to learningcenter.netapp.com/content/secure1/production/learning_maps/pilp/lm_pilp_t2.html.

NetApp Partner Installation Engineer Professional learning path

For information about the Partner Installation Engineer Professional learning path, go to learningcenter.netapp.com/content/secure1/production/learning_maps/pilp/lm_pilp_t3.html.

http://nt-ap.com/partnernetwork

https://fieldportal.netapp.com/myre_profile_netapp.asp

http://communities.netapp.com/groups/tech-ontap

https://fieldportal.netapp.com/emea-objective-attainment-form.aspx


http://learningcenter.netapp.com/

https://fieldportal.netapp.com/tab.asp?2C7E57D322EC4FB682122365CFDF4043

https://fieldportal.netapp.com/tab.asp?2C7E57D322EC4FB682122365CFDF4043


https://learningcenter.netapp.com/content/secure1/production/learning_maps/pilp/lm_pilp_t1.html








NetApp Partner Implementation Engineer Professional and Specialist learning paths

For information about the Partner Implementation Engineer Professional and Specialist learning paths, go to learningcenter.netapp.com/content/secure1/production/learning_maps/pilp/lm_pilp_t4.html

NetApp Partner Support Engineer Professional and Specialist learning paths

For information about the Partner Support Engineer Professional and Specialist learning paths, go to learningcenter.netapp.com/content/secure1/production/learning_maps/pilp/lm_pilp_t5.html.

NetApp Accredited Storage Architect Professional (NASAP) program

For information about the NetApp Accredited Storage Architect Professional (NASAP) program, go to www.netapp.com/us/services/university/certification-asap.html.

NetApp Accredited Systems Engineer Professional (NASEP) program

For information about the NetApp Accredited Systems Engineer Professional (NASEP) program, go to learningcenter.netapp.com/LC?ObjectType=WBT&ObjectID=00215827.

NetApp Accredited Sales Professional (NASP) program

For information about the NASP program, go to learningcenter.netapp.com/content/secure1/production/learning_maps/rs/lm_rs_t1_s1.html.


For information about the Accredited Sales Associate Program, go to learningcenter.netapp.com/content/secure1/production/learning_maps/rs/lm_rs_t1_s1.html.

NetApp Installation Accreditation Professional (NAIP)

Get an overview of the NetApp Installation Accreditation Professional recommended training and required exam at fieldportal.netapp.com/viewcontent.asp?qv=1&docid=15119.

SERVICES ENABLEMENT

Table 19) Links to services enablement tools and resources.


NetApp Support site Find technical assistance, software downloads, and more at support.netapp.com.

Customer Fitness Learn about Customer Fitness and how you can get started with the program at www.netapp.com/customerfitness.

Proactive product registration To learn how to engage in this process, e-mail [email protected].

Introduction to NetApp Product Registration

Sign up for this training course at learningcenter.netapp.com/LC?ObjectType=WBT&ObjectID=00218849.





http://www.netapp.com/us/services/university/certification-asap.html

http://learningcenter.netapp.com/LC?ObjectType=WBT&ObjectID=00215827

https://learningcenter.netapp.com/content/secure1/production/learning_maps/rs/lm_rs_t1_s1.html





http://support.netapp.com/

http://www.netapp.com/customerfitness


http://learningcenter.netapp.com/LC?ObjectType=WBT&ObjectID=00218849


EMEA MARKETS

Table 20) NetApp markets in EMEA.

Enterprise Productivity Emerging

France Baltic States All countries not defined on the Enterprise or Productivity country list

Germany Belgium

United Kingdom and Ireland Denmark

Finland

Italy

Luxembourg

Netherlands

Norway

Portugal

Spain

Sweden

Switzerland

NetApp provides no representations or warranties regarding the accuracy, reliability, or serviceability of any information or recommendations provided in this publication, or with respect to any results that may be obtained by the use of the information or observance of any recommendations provided herein. The information in this document is distributed AS IS, and the use of this information or the implementation of any recommendations or techniques herein is a customer’s responsibility and depends on the customer’s ability to evaluate and integrate them into the customer’s operational environment. This document and the information contained herein may be used solely in connection with the NetApp products discussed in this document.

Go further, faster®

© 2012 NetApp, Inc. All rights reserved. No portions of this document may be reproduced without prior written consent of NetApp, Inc. Specifications are subject to change without notice. NetApp, the NetApp logo, Go further, faster, ASUP, AutoSupport, Campaign Express, Data ONTAP, FlexPod, GetSuccessful, NetApp Select, NOW, ServiceBuilder, Tech OnTap, and WAFL are trademarks or registered trademarks of NetApp, Inc. in the United States and/or other countries. Cisco is a registered trademark and Cisco UCS is a trademark of Cisco Systems, Inc. Microsoft, SharePoint, and Windows are registered trademarks and Hyper-V is a trademark of Microsoft Corporation. SAP is a registered trademark of SAP AG. VMware is a registered trademark of VMware, Inc. All other brands or products are trademarks or registered trademarks of their respective holders and should be treated as such.

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