2014 Partner Programs Guide Details


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NetApp
NetApp Partner Program

Five Star Program Award Winner -- 2014
Company Information
Address495 East Java Drive
Sunnyval
CA
94089
408-822-6000
URLwww.netapp.com
CEOTom Georgens
Year Company Founded1992
Worldwide Channel ChiefPeter Howard
VP, Global Channel Sales
North American Channel ChiefRegina Kunkle
VP, America Channel Sales
Vendor Size CategoryLarge
Total RevenueGreater than $1B
Indirect Revenue Percentage71% to 80%
Program Information
Name of Channel ProgramNetApp Partner Program
Year Program Established2002
Number Channel Field Sales Reps North America168
Number Inside Channel Sales Reps North America3
Total North American Partners1,020
Number of New North American Partners95
Top Tier NameStar
North American Partners Top Tier31
Tier 2 NamePlatinum
North American Partners Tier 285
Tier 3 NameGold
North American Partners Tier 3700
Tier 4 NameSilver
North American Partners Tier 4200
Market Segment Specializations
Business Intelligence
Cloud Storage
Enterprise Network Storage, SAN or NAS
Storage
Cloud Product and Program Offerings
Products Enable Off-Premise Cloud Solutions
Products Used To Build Private Clouds
Existing Program Supports Cloud Products
Extra Points Of Margin For Registered Deals
Extra Points On All Registered Deals
Time Frame For Communication of Deal Registration Approval or DenialYes, in less than 24 hours
Program Offerings To Support Resellers
Low Interest Financing
SPIFs
Rebates
Discount Promotions
Qualified Leads
Awards For Innovation
Incentive Program
Financial Rewards
Marketing Resources
Partner Portal
Online Tools
Direct Deposit Funds
Eligibility To Sell Vendor Services
Field Channel Account Manager Coverage
Inside Channel Account Manager Coverage
MDF/Co-Op
Product Demo Program
Sales Enablement
Tiered Discounts
Training
Services Attach: For Every Dollar of Product Sold By Solution Providers, What's The Average Of Complementary Services Purchased By End CustomersMore than $4, up to $5
Programs To Increase Services Attach
Partner Services/Solution Selling Training
Partner Services Value Based Pricing
Case Studies
Statistics On Best In Class
Partner Incentive Program
Increase Services Attach: Other
Services Enablement
Offer Residual Revenue ProgramYes
Demonstration Units OfferedFor all top tier partners (1st, 2nd and 3rd)
Demonstration Unit Charges51%-75% off list
Criteria To Determine Partner Tiers
Sales Volume
Certifications
Technical Skills
Solutions Expertise
Vertical Market Expertise
Specialization
Criteria To Determine Partner Discounts
Annual Revenue Attainment
Tiered Discounts
Business Model
Other Discounts
Business Capabilities
Program Offerings To Help Partners Expand Businesses
Business Transformation Training
Help Horizontal VARs Enter Vertical Markets
Training Advice On Incorporating Cloud Solutions
Provide Training On Hosted And Managed Services
Eligibility To Sell Vendor Services
Technical Training
Sales Training
Sales Tools
Vertical Market Case Studies
Tools To Identify Selling Opportunities
Solutions Selling
MDF
Other Help
Business transformation training to help your partners transition their business to capture more of the hybrid cloud market
Training Offerings
Web Based
Instructor Led
Face To Face
Roadshows
Bootcamps
Blogs And Message Boards
Authorized Training
Costs for trainingFree for all partner tiers
Recertification RequirementsOnce every 13 to 24 months
Fee To Join Partner ProgramNo Fee
Revenue Requirements To Join Partner ProgramAnnual revenue commitment
Requirements To Join Program
Technical Certification Required
Certified Or Accredited Sales Staff
Business Planning Requirements
Marketing Plans
Sales Volume
Revenue Commitments
Program Offers
Pre Sales Support
Post Sales Support
Technical Support
Local Account Field Reps
Escalation Procedures For Rules Of Engagement
Dedicated Account Team
Clearly Defined Division Between Direct and Indirect
Partners Briefed On Product Launches1 month to less than 4 months before customers
Partner Advisory CouncilYes - formal
Partner Portal/Web Site Offerings
Restricted Access To Partner Information
Searchable Product Pricing Database
Downloadable Marketing Materials
Online Training Resources
Database For Peer Partnering
Portal Is Customizable Based On Profiles
Online Tools
Configuration Tools
Troubleshooting Tools
Online Marketing Tools Offered To Partners
Self Service Email Marketing Tools
Automated Social Media Tools
Self Service Tools For Cobranded Collateral
Other Tools
Online campaign building tools and GetSuccessful Workshops
Hands-On Marketing Support Offered To Partners
One To One Marketing
One To Many Marketing
Access To Automated Platform
Other Information and Education Support Offered To Partners
Host Conference For Partners
Hosts Conference Direct Sales And Partners Together
Conduct Online Seminars And Conferences
Publishes Regular Newsletters
Regular Email Marketing
Conducts Regular Meetings With Individual Partners
Requirements for MDF/Coop Marketing
Sales Volume
Number Of Certified Technicians
Discretionary Based On Usage Approval
Discretionary Based On Product Vertical Customer Focus
Discretionary Based On Channel Manager Approval
Tier Based
Proposal Based
Other Criteria
Business Capabilities
Do You Help Partners Track MDFYes
What Can Partners Spend MDF/Coop Funds On
Advertising
Training
Promotions
Webinars
Events
Telemarketing
Marketing Support
Email Marketing
Other Reasons
Equipment
Field Markteting Managers Available To Plan Demand GenerationYes
Percent Of Unspent MDF Quarterly1-10%
Partner Lead Support Offered
Generates Leads And Initiates SalesTop Tier Partners Only
Generates Leads Which Are Given To Partners2nd and 3rd Tier Partners Only
Drive Demand Directly To Partners Through MDFAll partners All Levels
Tools On Portal For Partner To Drive Their Own Demand2nd and 3rd Tier Partners Only
Access To Dedicated Program ManagerYes, every partner has access to a specific dedicated team


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