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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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How are partners making money with NetApp in the public cloud? 

One consistent thing I hear from all of the partners I engage with is that they still don't know how they make money with cloud. We have partners that are selling hundreds of millions of dollars in AWS and Azure. They're engaging in all of these activities. But they can't necessarily articulate, 'Here's how I'm making money in this like I make money in traditional on-premises sales, when I execute opportunities in the more traditional sense.'

What are some ways NetApp partners can engage with the cloud and recurring revenue? 

When we have a customer buying on-premises storage, we need to talk to them about Cloud Volumes Ontap and the ability to sell our Ontap in the cloud. Or selling Cloud Volumes Services which, for every month the customer consumes, we're paying the partner. Or in the [AWS Consulting Partner Private Offer], we're one of the first vendors to participate in that, where partners can make 'traditional' margins in a recurring motion. And I think that's a real encouraging example of where things are going, to be able to align a recurring revenue model in a partner-managed pricing structure. And I do like the AWS model. There's a lot to like about their approach and how they've structured it. I think we still have a long way to go to tackle the complexity of it and the transactional nature of it. It's still in early days.

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