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Channel VP Jeff McCullough On How NetApp Partners Can Profit By Selling AWS, Azure, Google

NetApp Channel Chief Jeff McCullough says the key for partners looking to drive cloud storage sales is teaming with NetApp to sell NetApp Ontap in the cloud with AWS, Azure and Google.

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Going Where The Real Money Is 

NetApp Channel Chief Jeff McCullough says the storage provider is helping partners drive big recurring revenue sales by focusing on cloud with NetApp Cloud Volumes Ontap and Cloud Volumes Services.

"Whether it's Cloud Volumes Service, Cloud Volumes Ontap, SaaS backup, we're putting the mechanisms in place for partners to get payout through our benefits program as consumption happens. And it's for the life of the product," McCullough said.

The bottom line: up to a 15 percent benefit recurring revenue opportunity for NetApp partners selling Amazon Web Services, Microsoft Azure and Google storage, depending on each cloud provider’s program, McCullough said.

Top NetApp partners now deliver $7 of their own services for every $1 of NetApp storage that they sell, McCullough said. That's up from $5 of their own services for every dollar of NetApp sold just a few years ago, he said.

"We're one of the few vendors that actually puts support in the hands of our partners," McCullough said. "Partners want to deliver support services. They can get authorized to do first-level and second-level support, package that up as a service, and then offer it to their customers. So they can really provide cradle-to-grave life-cycle management for our customers all with their product, with their people. And that to me is the more powerful part of our channel story: what we do to put partners to work and create a really strong economy built around our product portfolio, which is also growing."

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