Leonard Iventosch, NetApp

Channel Chief Name	Leonard Iventosch
Channel Chief Title	VP Global Channels
Company and Division	NetApp
Markets Served:	Storage
Company's overall 2007 revenue:	$2.8 billion
Percentage of revenue from solution providers:	62% (worldwide)
Number of years with the company:	8
Number of years involved with indirect sales:	19
Number of employees in channel organization:	n/a
To whom do you report in your organization?	Pat Linehan, SVP of Worldwide Sales
Does that individual report to your CEO/president?	No, 1 level removed
Describe your channel organization's major accomplishments over the past year:	1. Launched a globally-consistent VIP Program in all geographies---it is fully functional and operational, supported by an integrated worldwide channel team and is contributing significantly to the top line growth and bottom line impact of NetApp around the world. 2. Embedded 'channel ready' into the creation of all NetApp programs and operations. As a result we are developing and delivering programs for partners that drive deeper penetration based on their core competency---driving additional growth for both the channel partner and NetApp. 3. Created an innovative services program that shifts professional service delivery from NetApp to partners. This creates an opportunity for the channel to drive high margin revenue, provide more value to their customers, enhance customer loyalty and improve customer satisfaction.
List up to 10 of your top products sold through the channel:	n/a
Describe how your partner community has grown over the past year:	NetApp drives over 62% of its business through the channel. Over the last year plus, NetApp increased its number of partners in North America alone from 300 to 425. In addition, we have recruited over 800 new StoreVault partners in North America alone. NetApp's strategy is to continue to add high value partners, especially complimentary partners (systems integrators, platform/server integrators, networking integrators) which can gain access to storage opportunities to drive incremental revenue.
Name the one individual who has had the most profound impact on your life:	In business, it's Tom Mendoza, President of NetApp. The most inspirational leader I have ever worked for, as well as a visionary and superb communicator of NetApp's culture and market leadership -- both within NetApp and to our partners and customers.
Please name the single most innovative initiative for which you were responsible for the past year?	NetApp dramatically changed the way we view professional services for partners--culminating with the opening up of services to all partners. We are now hiring people to help build channel partners' services--that's a very important change. NetApp has also changed its compensation plans so that field sales managers' comp goals no longer include attached services. Our professional services organization was paid on how much professional services were sold, either direct or via partners--now they're paid on the total sales district performance, not just on services revenue. So we've eliminated conflict.
What were the key channel partner investments you made in the past year?	n/a
How are you attracting the next generation of solution providers?	We continue to recruit complementary partners into our program while at the same time remaining true to our original strategy of not becoming over distributed. We are looking for partners to gain leverage in enterprise accounts and for partners who can broaden our vertical coverage. The importance of channel to NetApp's growth strategy remains at the forefront and we will continue to innovate and provide our partners with a compelling business proposition and attractive incentive programs.
What is the greatest challenge you overcame in the past year?	Getting buy-off from all levels of the organization that the channel is not a 'nice-to-have' but is a 'must-have' in order to sustain high growth goals and further the company's business strategy--was a milestone this year. We have relied heavily on the channel---almost exclusively to drive revenue in the mid-market space and increasingly in our enterprise accounts. Our channel is leveraged for new account penetration and we have significantly invested in lead generation and marketing programs specifically designed to benefit our channel. We have---and will do more going forward---aggressively teamed with our partners in all accounts to drive incremental revenue opportunity.

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