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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 much revenue is NetApp driving through the Consulting Partner Private Offer program? 

When we launched our program in June, we started with a target of about 15 percent that we were paying on recurring revenue transactions. The challenge is, everybody has a different route to market. We were absolutely out in the forefront of trying to articulate ways for partners to make money when selling our portfolio. 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. …

There's a little nuance to every provider because they all have different ways they track the revenue. But at a high level, our statement is we architected our June launch around our 15 percent benefit opportunity recurring for partners of, at that time, AWS and Azure, and now we're bringing Google online. I think we were live in January with Google.

How have partners benefited from that so far? 

What we talk about publicly is our overall recurring revenue. We just announced our Q3 earnings and announced recurring revenue at $33 million [on an annual run rate]. … That doesn't count things like bring your own license and some of the cloud products that we sell traditionally.

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