NETAPP WHITE PAPER - TIM AG

TABLE OF CONTENTS 

1 INTRODUCTION .................................................................................................................................... 3 

YOUR SUCCESS IS OUR SUCCESS .................................................................................................................................... 3 

ABOUT THIS GUIDE ............................................................................................................................................................. 3 

PROGRAM OVERVIEW ........................................................................................................................................................ 3 

2 NETAPP COMMITMENTS ..................................................................................................................... 8 

PARTNERSHIP ADVANTAGE .............................................................................................................................................. 8 

SALES ENABLEMENT ........................................................................................................................................................ 10 

MARKETING SUPPORT ..................................................................................................................................................... 14 

FINANCIAL INCENTIVES .................................................................................................................................................... 16 

TRAINING ENABLEMENT .................................................................................................................................................. 26 

SERVICES ENABLEMENT.................................................................................................................................................. 29 

3 PARTNER COMMITMENTS ................................................................................................................ 31 

MINIMUM REVENUE ATTAINMENT ................................................................................................................................... 31 

RESOURCE INVESTMENTS ............................................................................................................................................... 31 

PURCHASE ORDER REQUIREMENT ................................................................................................................................ 31 

INTEGRITY AND COMPLIANCE ......................................................................................................................................... 32 

JOINT BUSINESS PLANNING ............................................................................................................................................ 32 

PARTNER PROFILE ........................................................................................................................................................... 32 

PARTNER AGREEMENT .................................................................................................................................................... 32 

TRAINING REQUIREMENTS .............................................................................................................................................. 32 

4 PROGRAM DATES AND MORE ......................................................................................................... 34 

PERFORMANCE REVIEW .................................................................................................................................................. 34 

DISCONTINUING PARTICIPATION IN THE NETAPP PARTNER PROGRAM ................................................................... 34 

5 TAKE YOUR BUSINESS FURTHER, FASTER .................................................................................. 34 

6 LINKS TO NETAPP TOOLS AND RESOURCES ............................................................................... 35 

PARTNER ADVANTAGE .................................................................................................................................................... 35 

SALES ENABLEMENT ........................................................................................................................................................ 35 

MARKETING SUPPORT ..................................................................................................................................................... 36 

FINANCIAL INCENTIVES .................................................................................................................................................... 37 

TRAINING ENABLEMENT .................................................................................................................................................. 37 

SERVICES ENABLEMENT.................................................................................................................................................. 37 

EMEA MARKETS ................................................................................................................................................................ 39 

2 FY13 EMEA Reseller Guide 0712 Rev 1: NetApp and Partner Confidential July 28, 2012

1 INTRODUCTION 

We’re excited to have you as part of our team, and we're committed to making the 2012–2013 

NetApp Partner Program the industry’s premier partner offering. The increased demand for storage 

products and cloud services built on NetApp’s agile data infrastructure make this a great time to be 

our partner. You can count on us to continually find new ways to share the benefits of our 20 years of 

technical expertise and experience in helping customers achieve business success. 

Your NetApp partnership enables you to offer your customers best-in-class technologies, solutions, 

and services—including FlexPod data center solutions, midsize business solutions, and NetApp 

Data ONTAP ® 8.1 operating in Cluster-Mode—that help you earn high margins and accelerate your 

business in new markets, including cloud services. Whether you leverage cloud offerings from our 

global service provider partners, take advantage of white label opportunities, help your customers 

build private clouds, or build your own cloud services infrastructure, NetApp has the partner 

ecosystem and on-staff experts to help support and guide you into the future. 

No matter what your business model is, we can work together to build a winning strategy that takes 

your business further, faster. 

YOUR SUCCESS IS OUR SUCCESS 

At NetApp, we are committed to your success. When you grow, we grow. We’re raising our partner 

commitment in three key areas—incentives, enablement, and resources—to empower you with 

valuable solutions and resources to help your business grow faster and more profitable. 

Incentives. We offer incentives to help you focus on areas that we see as the greatest opportunities 

for growing your business and maximizing profitability. 

Enablement. The more your staff knows, the more valuable your organization is to customers. This 

year, we’re making it easier than ever before to access learning paths and track progress for your 

organization as well as your staff. You can use this information in business planning and to approach 

new markets. 

Resources. We are increasing our investment in our partner enablement programs—everything from 

training, workshops, and solution-oriented courseware to market development funds, customizable 

marketing templates, and demo hardware—to help your team determine business direction and 

effectively sell, implement, and support NetApp solutions. 

ABOUT THIS GUIDE 

This guide describes our joint commitments to our mutual success. Use this guide to make sure that 

you’re taking advantage of all the NetApp Partner Program has to offer and that you understand your 

commitments under our agreement. 

Note: As used in this document, and unless the context requires otherwise, “you” and “your” refer 

to “RESELLER” as that term is defined in your NetApp Reseller or Reseller Authorization 

Agreement, and “NetApp Partner Program” or “program” means your NetApp Reseller or 

Reseller Authorization Agreement and this Partner Program Guide. Capitalized terms not 

defined in this document take the meaning provided for them in your NetApp Reseller or 

Reseller Authorization Agreement. 

NetApp reserves the right to modify or cancel this program at any time for any reason on 30 

days written notice. 

PROGRAM OVERVIEW 

The NetApp Partner Program gives you access to the benefits listed in Table 1, including enablement 

programs that are available at all partner levels. For detailed information, see section 2, “NetApp 

Commitments.” 


NETAPP COMMITMENTS OVERVIEW 

Table 1) NetApp commitments overview. 

Partnership Advantage 

Star 

International 

Star Local Platinum Gold Silver 

NetApp Field Portal 

Silver PartnerCenter Portal 

Full NetApp product line Limited* 

Partner communications 

activities 

 

Executive Briefing Center 

Partner management team 

NetApp executive sponsor 

Sales Enablement 

Via 

distributor 

NetApp sales promotions 

Partnership promotions 

Cloud services 

NetApp AutoSupport 

Sales tools to enable your 

success 

 

Opportunity Registration 

FlexPod Sales Desk 

Lab on Demand 

NetApp Capital Solutions 

PartnerGear for Demo and 

Internal-Use Programs 

PartnerEdge powered by 

salesforce.com 

Specializations and 

Professional Services 

Certification 

Support Services 

Certification 

Marketing Support 

Campaign Express 

demand-generation 

program 

 

 

 

 

Via 

distributor 

 


OnChannel Marketing 

Services for NetApp 

Partners** 

NetApp 1Stop collateral 

fulfilment 

NetApp partner logo usage 

guidelines 

Star 

International 


 

 

 

Lead-generation programs 

Market Development 

Funds Program 

Via 

distributor 

Via 

distributor 

Listing on netapp.com † 

Co-branding for 

Professional and Support 

Services Certified Partners 

 

Social media 

Customer success stories 

Tech OnTap 

Financial Incentives 

Goal Attainment Rebate 

Program 

Net-New Account Incentive 

Program 

 

 

Solution Incentive Program 

Incentive Headcount 

(proposal based) 

 

FastPath Program 

Platinum Partner Grow 

Program 

Training Enablement 

Partner Learning Center 

Selected partner training at 

no cost 

Discounted instructor-led 

training ‡ 

Via 

distributor 

5 FY13 EMEA Reseller Guide 0712 Rev 1: NetApp and Partner Confidential July 28, 2012 

 

 

 

Technical Webcasts 

Technical conferences 

Partner Academies 

Insight Events 

Midsize enterprise training

NetApp Accredited Sales 

Associate (NASA) training 

Individual Learning Paths: 

competencies by role 

Services Enablement 

Star 

International 


 

 

NetApp Support site 

Customer Fitness 

Cooperative FlexPod 

support 

NetApp Sales Engineer 

Help Desk 

Proactive product 

registration 

 

 

 

*Silver Partners have access to NetApp FAS2000 and FAS3210 products and NetApp Select 

bundles, all of which are optimized for ease of installation and to provide functionality best suited to 

the midsize enterprise market. 

**OnChannel Marketing Services for Partners is available only in selected countries. 

† When eligibility requirements are met. 

‡ All partners are eligible to receive a 25% discount on instructor-led training offered through NetApp 

Authorized Learning Partners. 


PARTNER COMMITMENTS OVERVIEW 

As a NetApp Partner, the higher your commitment level, the more benefits you’re eligible for. As you 

read through this program guide and associated benefits, note the partner level that applies to your 

organization. 

New for 2012-2013 is the introduction of two revenue zones applied to specific countries. Your annual 

revenue requirement is determined by your country and partner level. Competency requirements are 

determined solely by partner level. 

Table 2) Partner commitments overview. 

Minimum revenue attainment 

for Austria, Belgium, Israel, 

Italy, France, Germany, 

Luxembourg, Netherlands, 

Spain, Sweden, Switzerland, 

United Kingdom 

Minimum revenue attainment 

for all other EMEA countries 

Star 

International 


€16M* €8M* €3M €500K €200K 

€5M €1.5M €300K €200K 

Resource investments 

Purchase order requirement 

Integrity and compliance 

Joint business planning 

Via 

distributor 

Partner profile 

Partner agreement 

Minimum Number of: 

NetApp Partner Sales 

Professionals 

NetApp Partner Systems 

Engineer Professionals 

NetApp Professional Services 

Certification 

Advanced Certifications 

(NCDA, NCIE) 


Associate (NASA) 

6 6 4 2 

3 3 2 1 

2 4 2 

Via 

distributor 

*A partner who has NetApp invoices in excess of €16M across several countries may qualify as a Star 

International partner. Partners who meet this requirement must also have comprehensive sales and 

professional services offerings that cover NetApp solutions across the countries served. 


2 

2

2 NETAPP COMMITMENTS 

As a NetApp Partner, you’re eligible for a wide range of benefits that reward your organization for the 

commitments you’ve made to NetApp and the results you’ve achieved. These benefits fall into six 

categories: 

Partnership advantage 

Sales enablement 

Marketing support 

Financial incentives 

Training programs 

Services enablement 

PARTNERSHIP ADVANTAGE 

You have access to the same programs and services that NetApp direct sales use. Take advantage 

of this access to discover new customer opportunities, expand into new markets, and grow your 

revenues. New partners can register for a NetApp Support site account to gain access to the Field 

Portal, NetApp University, Services Contract Center, PartnerEdge, GetSuccessful enablement 

tools, Campaign Express, and much more. 

NETAPP FIELD PORTAL 

The secure, online NetApp Field Portal is your go-to source for the latest information and sales and 

marketing resources. Use the Field Portal to sign up for sales and technical training, register for Web 

events, and access the PartnerEdge Opportunity Registration and Order Management tools. 

SILVER PARTNERCENTER PORTAL 

The Silver PartnerCenter Portal is designed to support Silver Partners and their organizations in 

expanding their expertise in the midsize enterprise market. Use Silver PartnerCenter to register for 

sales and technical training and Web events. 

We’re constantly adding new tools, information, and program enhancements, so we encourage Silver 

Partners to visit Silver PartnerCenter often. 

FULL NETAPP PRODUCT LINE 

As a Star, Platinum, or Gold Partner, you have access to the entire NetApp product line. 

Silver Partners are limited to the FAS2000 and FAS3210 product lines and NetApp Select bundles. 

PARTNER COMMUNICATIONS ACTIVITIES 

To foster an open dialog with you, we’ve developed several partner communications activities. Our 

goals are to constantly improve our relationship and grow our mutual business opportunities. 

Partner Summit 

At this event, top NetApp executives meet with senior executives from our most valued partners to 

exchange ideas, share information, and build close working relationships. Through a deeper 

understanding of each other’s business goals, plans, and methods, we can work together to maximize 

opportunities, make the most of our mutual investments, and enhance our joint success. 

Partner Advisory Council 

A small group of partners meets with NetApp each year to share ideas for improving the NetApp 

Partner Program. Partner Advisory Council meetings offer an open, collaborative environment for 

discussing business goals, NetApp solutions, and future partner strategies. NetApp and partners gain 

valuable insights for driving mutual growth and developing new business opportunities. Partner 

participation is by invitation only. 


Partner Webcasts 

Partner Webcasts bring you the latest information about NetApp products, programs, and promotions. 

We offer these Webcasts regularly, reinforcing our commitment to open, two-way communications to 

help you succeed and grow. 

NetApp Partner Newsletter 

The Partner Newsletter presents the latest news, press releases, and short articles on products and 

solutions, marketing and lead-generation programs, sales tools, and training. It covers upcoming 

corporate and partner Web events, professional services, support services, and more. Each article 

includes a link to more detailed information on the Field Portal. 

Silver Partner Newsletter 

The Silver Partner Newsletter is a regular publication exclusively for EMEA Silver Partners and their 

distributors who have opted to receive NetApp communications. It presents the latest news, press 

releases, and short articles on products and solutions, marketing and lead-generation programs, 

sales tools, and training. It also covers upcoming corporate and partner Web events, professional 

services, support services, and more. Each article includes a link to more detailed information on the 

Silver PartnerCenter. 

Partner Listening Program 

The NetApp Partner Listening Program helps to make sure that our partners are positioned and 

enabled for success. We capture partner feedback through surveys, advisory councils, partner 

summits, technical events, and one-on-one meetings. We use what we learn to adjust our partner 

program strategy and processes. 

EXECUTIVE BRIEFING CENTER 

We’re committed to providing you with the sales resources you need to seize new opportunities and 

maximize profitability. As part of that commitment, we give all partners access to our Executive 

Briefing Centres (EBCs). 

EBCs offer an ideal forum for showcasing NetApp storage solutions. These state-of-the art facilities 

put all the resources of NetApp headquarters or one of our regional centers at your disposal. Here, 

you can host customers in a formal business environment, where you can build customer 

relationships, accelerate the sales cycle, and close deals. 

When appropriate, your NetApp account team may co-host the event, with the option to invite NetApp 

senior executives to participate as well. To help make your event a success, your NetApp partner 

manager will work with you to develop a specific program for your customers, including presentations 

from our marketing and senior management teams. 

NetApp’s top EBCs are located at our headquarters in Sunnyvale, California; Research Triangle Park, 

North Carolina; and Amsterdam, in the Netherlands. To schedule a customer visit to an EBC and 

customize an agenda for the meeting, talk to your NetApp partner manager. 

PARTNER MANAGEMENT TEAM 

As a Star or Platinum partner, you have direct access to a NetApp partner management team. This 

local team works with you to support your sales, marketing, and technical efforts. Count on your 

partner management team to work closely with you to define joint business opportunities, 

development activities, and target marketing initiatives—all aligned to mutually developed business 

and marketing plans. 

Gold and Silver Partners have access to NetApp Distribution Partners for their sales, marketing, and 

technical needs. 


NETAPP EXECUTIVE SPONSOR 

Our Star Partners have demonstrated the highest level of commitment to NetApp. As a Star Partner, 

you are eligible to further expand your relationship with NetApp through an executive sponsor, who 

provides you with access to senior NetApp management to support your organization’s unique needs. 

SALES ENABLEMENT 

We’re committed to your success in selling NetApp products and solutions. That’s why we continue to 

invest heavily in sales programs and activities to complement your sales strengths. Take advantage 

of these sales enablement programs to achieve new levels of market penetration, sales success, and 

profitability. 

NETAPP SALES PROMOTIONS 

NetApp periodically offers partner-specific sales promotions to help you identify key sales 

opportunities and increase your NetApp revenue. Check the NetApp Field Portal for news about the 

latest promotions. Eligibility requirements may apply. 

PARTNERSHIP PROMOTIONS 

To promote your affiliation with NetApp, we provide partner logos, branding guidelines, and other 

promotional materials. When you use NetApp partner logos and branding, your customers view you 

as a go-to provider of industry-leading storage and data management solutions. 

CLOUD SERVICES 

To meet your customers’ growing demand for cloud services, you can leverage the skills and offerings 

of the service providers in the NetApp Partner Program and grow your professional services business. 

You can directly align with NetApp Service Provider Partners to resell or white label cloud services to 

your customers. Our Service Provider Partners have agreed to provide preferred status to NetApp 

Reseller Partners and to offer compensation through their reseller programs. You’ll keep your 

customers close and maintain your reputation as a trusted advisor by guiding your customers to bestof-breed 

cloud solutions based on NetApp and helping them make a smooth transition to the cloud. 

NETAPP AUTOSUPPORT 

Enhance your relationships with customers and maximize your selling opportunities with the NetApp 

AutoSupport family, a unified set of predictive products designed to prevent or minimize incident 

impact and enhance storage and operational efficiency. The AutoSupport family components— 

AutoSupport, Remote Support Diagnostics Tool, and My AutoSupport—complement one another in 

optimizing IT efficiencies and enhancing the overall support experience. 

NetApp highly encourages all partners to turn AutoSupport on or to register an active decline code 

through My AutoSupport. By activating AutoSupport, you can: 

Improve customer satisfaction with faster problem resolution 

Identify new upsell and cross-sell opportunities from your customer installed base 

Strengthen your position as a trusted advisor to customers 

SALES TOOLS TO ENABLE YOUR SUCCESS 

The NetApp Partner Program offers partners access to sales, technical, and marketing tools that give 

you and your sales team the information you need for solutions-based selling. Topics cover data 

protection, storage consolidation, database management, and technical applications. These tools 

include: 

Product launch kits are produced whenever NetApp announces new products. The kits include 

product and selling tools, online customer replays, technical presentations, and a marketing 

campaign kit. 


Customer case studies describe real-world solutions to support your selling efforts. The studies 

outline the customer profile, the challenge faced, the solution, and the benefits achieved from 

implementing a total NetApp storage solution. 

ROI calculators help you show your customers the cost savings they can expect to realize from a 

NetApp solution. In addition, an estimating tool provides quick and accurate configurations and 

sizing recommendations for sales opportunities. 

The NetApp Realize sales tool helps you prove the business value of NetApp solutions to 

customers and prospects—and win deals. With NetApp Realize, you can analyze and 

demonstrate the costs of proposed solutions compared to a customer’s existing system in terms 

of return on investment (ROI), net present value (NPV), total cost of ownership (TCO), and 

payback period. 

SolutionBuilder is a Web application that dramatically reduces the time and effort it takes to 

create documents. With SolutionBuilder you can dynamically generate and personalize custom 

solution documents for your opportunity, including deployment, provisioning, test, and operational 

procedures as well as solution architecture and design rationale documents. 

ServiceBuilder e-book series is a set of comprehensive electronic “how-to” service guides 

that describe step-by-step implementation procedures and NetApp best practices to accelerate 

the development and delivery of professional services. 

The NetApp Synergy tool allows NetApp employees and partners to model and visualize 

NetApp storage solutions. Synergy enables collaboration and the sharing of storage designs, 

which can be turned into diagrams and documents that represent the solution. The goal is to help 

the customer participate in and accept the solution while minimizing any gap between presales 

promise and postsales delivery. 

The GetSuccessful Partner Enablement Program is another way that NetApp helps partners 

accelerate time to ROI when selling NetApp solutions. The GetSuccessful program gives you the 

tools and resources you need to develop a successful and profitable NetApp business. Solution 

areas include storage efficiency, virtualization, Microsoft ® Windows ® storage consolidation, 

Microsoft Exchange Server, Microsoft SharePoint ® Server, database management, and backup 

and recovery services. Three core components make up the GetSuccessful program: 

GetSuccessful Essentials videos are short, partner-focused video on demand (VoD) events 

that describe NetApp core technology and solution differentiators as well as how to best 

position, sell, and market NetApp solutions. 

GetSuccessful solution enablement includes comprehensive guides, workbooks, and CDs 

that explain how to build a profitable practice with NetApp in key solution areas. In addition, 

the GetSuccessful Resource Blueprint is an all-in-one guide to NetApp sales, technical 

services, professional services, and marketing tools, including how and when to use them. 

GetSuccessful workshops offer hands-on enablement and training to sales and marketing 

personnel and sales engineers, to help them understand the techniques, resources, and tools 

for developing sales and marketing skills. 

Competitive information resources help you to position NetApp against the competition: 

The NetApp Competitive Advantage Team (CAT) is a global team focused on equipping 

you with the latest competitive information and education. We update this information 

regularly, so check the NetApp Field Portal frequently. When you need specific competitive 

information or assistance with a particular opportunity, you can work with your NetApp 

account team. 

The Competitive Positioning site provides information about how NetApp products and 

technologies compare to competing solutions. You’ll also find tips for taking control of the 

sales conversation and for countering competitor challenges and claims. 

OPPORTUNITY REGISTRATION 

Opportunity Registration protects your sales opportunities and fosters open communications and a 

good working relationship throughout the sales cycle. Our online PartnerEdge system streamlines 

opportunity registration. This integrated sales system helps you to identify and create opportunities, 

configure system solutions for your customers, and establish appropriate pricing. 


Registering opportunities through PartnerEdge also increases the discounts you earn on NetApp 

purchases. And as you develop the deal with your customer, PartnerEdge makes it easy to configure 

a solution to meet their specific needs. 

FLEXPOD SALES DESK 

The FlexPod Sales Desk assists sales representatives and joint channel partners who are involved in 

Cisco and NetApp combined sales opportunities. Partners with Cisco UCS certification who are 

positioning NetApp and Cisco ® FlexPod opportunities in the market must log their opportunities with 

the FlexPod Sales Desk. 

Logging opportunities with the sales desk is a requirement for receiving approval of NetApp FlexPod 

incentive claims for closed deals. 

LAB ON DEMAND 

Lab on Demand is a centrally hosted facility that offers NetApp and NetApp partner field staff access 

to dynamically provisioned, private lab environments from any location. 

The primary purpose of the facility is to enable technical teams to demonstrate the business value of 

our technology. In addition, the facility helps them to maintain their technical competence, to prepare 

for professional services delivery, and to conduct informal workshop sessions for employees, 

partners, and customers. 

Lab environments are provided for specific technology areas—for example, Microsoft Exchange and 

Hyper-V, and Oracle ® and VMware ® technology. The environments consist of servers and storage 

systems, configured applications, and associated data sets. Architecture diagrams and system 

configuration guides are provided for all lab environments, and more detailed guides or video 

recordings are available for some. 

All of the labs have Internet access, so that additional software can be installed for customization. 

NETAPP CAPITAL SOLUTIONS 

NetApp Capital Solutions (NCS) offers you innovative financial solutions for customers who can 

benefit from an immediate return on investment. We create alternative choices for how your 

customers acquire NetApp technology by clearly demonstrating the business value of making a smart 

investment decision. With NetApp Capital Solutions, you can offer leasing terms directly to your 

customers, instead of dealing with a third party who may not understand NetApp technology and the 

value it provides. NCS provides an easy online tool with Grenkeleasing and additional promotions for 

midsize enterprise business in selected countries. More information about NCS is available on the 

Field Portal. 

PARTNERGEAR FOR DEMO AND INTERNAL-USE PROGRAMS 

We offer two options that enable you to invest in NetApp equipment to support your sales efforts: the 

PartnerGear for Demo Program and the PartnerGear for Internal-Use Program. 

PartnerGear for Demo Program 

The PartnerGear for Demo Program lowers your costs and simplifies how you showcase NetApp 

equipment in your labs, at trade shows, during seminars and in your offices. By having NetApp demo 

equipment at your disposal, you can offer hands-on training at your headquarters or remote offices for 

customers and internal personnel. 

Under this program, partners can purchase a limited number of systems for demo use every fiscal 

year at a significant discount. Not-for-resale software is included at no charge. 

This equipment can be resold after 6 months. Software and support must be purchased for the end 

user at the time of sale. 


PartnerGear for Internal-Use Program 

The PartnerGear for Internal-Use Program is designed to allow you to buy highly discounted NetApp 

FAS2200 solutions for use in your own production environment. This equipment is for use within your 

organization and cannot be resold to an end user. 

The program is a great way for you to get a real sense of the value that NetApp solutions bring to your 

customers. It is also a way to improve your competency around utilization of NetApp products and 

technologies and to share this expertise with your customers and prospects. Your internal-use 

solution comes with free ONTAP Essentials software and a standard warranty. Additional software 

and higher levels of support can be purchased. 

Under this program, you can purchase a maximum of two hardware systems every two fiscal years. 

This equipment cannot be resold. Details about PartnerGear offerings are available on the Field 

Portal. 

PARTNEREDGE POWERED BY SALESFORCE.COM 

Note: Star, Platinum, and Gold Partners can use PartnerEdge powered by salesforce.com to create 

quotes directly. Distributors provide the necessary support for Silver Partners. 

We constantly work to speed the sales cycle and drive revenue growth for our field and partners. 

NetApp PartnerEdge, powered by salesforce.com, simplifies the sales lead management, opportunity, 

account management, and deal registration processes with centralized access to quoting and sales 

force automation. 

Using the QuoteEdge tool, you can complete a quote without NetApp intervention, generate a 

purchase order, and place an order. Guided configuration, reusable and baseline configurations, endto-end 

order status visibility, streamlined PVR approvals, and an improved user interface help 

simplify, speed, and scale the quote and configuration process. 

For easier management of service opportunities and creation of service renewal quotes, you have 

access to our service renewals management and quoting platform. This self-service platform enables 

you to leverage NetApp installed-base workflow capabilities. 

SPECIALIZATIONS AND PROFESSIONAL SERVICES CERTIFICATION 

NetApp Professional Services Certification recognizes and rewards high levels of expertise in selling 

and delivering your own brand of implementation and professional services. NetApp specializations 

recognize and reward partners who, in addition to Professional Services Certification, also have 

demonstrated proficiency in solution-based sales, design, and architect competencies. With NetApp 

Professional Services Certification or Specialization, you make it easy for customers to trust you 

through NetApp validation of your expertise and commitment to customer satisfaction. As a partner 

with NetApp Professional Services Certification or Specialization, you can: 

Earn competitive differentiation 

Receive discounted training and certification 

Access local mentoring, tools, and NetApp service methodologies 

Get monthly technical updates, Webinar invitations, and technical support bulletins 

Retain ownership of primary customer interaction 

Use comprehensive marketing support deliverables 

We currently offer specializations in the areas of: 

Desktop Virtualization 

Data Center—FlexPod 

SAP 


SUPPORT SERVICES CERTIFICATION 

Support Services Certification offers you the opportunity to increase revenue by delivering your own 

brand of remote and field support services for NetApp products. To receive this certification, you must 

demonstrate that your organization has the necessary infrastructure and capabilities in place and your 

staff must complete the comprehensive training and testing requirements. 

As a partner with Support Services Certification, you gain recognition as a company that provides 

high-quality support services. NetApp enables you with advanced troubleshooting training, access to 

support tools, technical resources, and backup support. In addition, you can: 

Receive special discounting on a hardware service and software subscription plan as well as 

training and certification 

Remain the primary point of contact for your customer 

Access technical support bulletins to gain insight into customer issues 

Obtain the Storage Optimization Review (STOR) report to help identify sales opportunities 

Receive access to the NetApp Troubleshooting Support Tools Portal (This Web-based application 

allows Support Services Partners to review SAP ® cases, search ASUP notifications and bugs, 

and connect to recent support bulletins.) 

Access key troubleshooting tools like LaTX to efficiently resolve customer issues 

Benefit from co-marketing materials to help you promote your support services 

MARKETING SUPPORT 

NetApp offers a variety of marketing tools and support to help you create high-impact campaigns that 

drive demand for our solutions. Leverage NetApp’s marketing support to: 

Discover new opportunities 

Expand into new markets 

Shorten sales cycles 

Grow revenues 

CAMPAIGN EXPRESS DEMAND GENERATION PROGRAM 

NetApp offers centralized marketing resources on a localized platform with localized campaigns, kits, 

and assets that help you quickly execute your marketing plan and grow your business. Campaign 

Express is an easy-to-use online lead-generation marketing system for NetApp technologies, 

products, services, and solutions. Gain immediate access to inbound and outbound marketing content 

to launch custom multitouch campaigns in minutes. You can include any alliance partner to feature a 

total solution with the option of leading with your own brand or with NetApp. You also have the option 

to integrate telesales into your campaigns. 

The self-service version of Campaign Express is provided to you at no cost. Marketing concierge 

services are available for a modest fee. Telemarketing support services can also be provided. 

ONCHANNEL MARKETING SERVICES FOR NETAPP PARTNERS 

In addition to Campaign Express, our automated marketing service, NetApp also offers the services of 

a dedicated marketing agency that specializes in supporting you with your NetApp demandgeneration 

campaigns. The OnChannel teams are fully trained and up to date on all aspects of 

NetApp’s marketing campaigns and programs. They have partner-ready content and are available to 

help you plan, design, and deliver a demand-generation campaign that provides real return on 

investment at a cost-effective price. OnChannel currently operates in the UK, Germany, France, 

Denmark, Sweden, BeNeLux, Spain, Italy, and Switzerland. 


NETAPP 1STOP COLLATERAL FULFILLMENT 

Selling NetApp solutions becomes easier when you offer your customers brochures and other 

materials that explain our technologies, products, and services, while presenting NetApp as a familiar 

and trusted brand. Use the NetApp 1Stop Collateral Fulfilment site to order literature, banners, 

posters, CDs, campaign materials, and more. 

Visit the NetApp Field Portal for access and to register for NetApp 1Stop Collateral Fulfilment. 

NETAPP PARTNER LOGO USAGE GUIDELINES 

To help you use the NetApp partner logo and branding correctly—and to maximize your visibility as a 

NetApp Partner—we have created the NetApp Partner Branding Guidelines. You should become 

familiar with these guidelines, and refer to them whenever you have questions about how to present 

the NetApp partner logo and related branding. The NetApp Partner Branding Guidelines are available 

on the Field Portal. 

LEAD-GENERATION PROGRAMS 

A number of NetApp corporate campaigns, as well as local marketing initiatives, are available to 

generate sales leads. Our distributors send you the leads that best match your region and business 

model, giving you the opportunity to follow up on the leads and capture new business. NetApp is 

committed to a fair lead-generation, product distribution, and sales process. 

MARKET DEVELOPMENT FUNDS PROGRAM 

Market Development 

Funds Program 

Star 

International 


Plan based Plan based Proposal 

based via 

distributor 

Proposal 

based via 

distributor 

Proposal 

based via 

distributor 

The NetApp Market Development Funds (MDF) Program supports activities that promote NetApp 

solutions and extend the brands of both NetApp and our partners. We provide funding to help you 

cover your expenses for a variety of activities, including demand generation, marketing and sales, and 

NetApp training and certification. Two programs are available to NetApp EMEA Partners: the Plan- 

Based Program for Star Partners and the Proposal-Based Program for Platinum, Gold, and Silver 

Partners. 

Program Eligibility 

To be eligible for the NetApp MDF Program and to access these funds, you must: 

Have a signed and valid contract on file at NetApp EMEA headquarters in the Netherlands 

Be a partner in good standing, meeting all the requirements of the NetApp Partner Program 

Submit a request as per your marketing plan and have that request approved by NetApp in the 

Channel Funds Manager (the MDF online tool) before carrying out the activity 

Have all marketing collateral and published content developed, reviewed, and approved by 

NetApp Channel Marketing to confirm compliance with the current NetApp corporate branding 

guidelines, available on the Field Portal 

Execute the approved MDF activities and submit a claim with all proof of performance within 

NetApp’s required timeframe 

Plan-Based Program for Star Partners 

To access MDF funds, Star Partners who meet the MDF eligibility requirements must also submit a 

quarterly or annual marketing plan to NetApp Channel Marketing within the program timelines defined 

by NetApp. The marketing plan must be approved by NetApp before you submit individual activity 

requests in the NetApp Channel Funds Manager. 


Proposal-Based Program for Platinum, Gold, and Silver Partners 

The Proposal-Based Program for Platinum, Gold, and Silver Partner marketing funding is 

administered and managed by our authorized distributors. Approval in the Proposal-Based Program is 

based on the quality of the request, projected ROI, and your available market development funds. 

NetApp reserves the right to audit all claims and to base reimbursement on compliance with our 

program rules. 

All market development funds must be used for approved activities; they cannot be used for generalpurpose 

spending. Your participation in the MDF Program and use of MDF must be in accordance 

with the guidelines provided by NetApp. 

LISTING ON NETAPP.COM 

Star Partners and those with Professional Services Certifications, Support Services Certifications, or 

Solution Specializations are listed on the How to Buy page on netapp.com. 

CO-BRANDING FOR PROFESSIONAL SERVICES AND SUPPORT SERVICES CERTIFIED 

PARTNERS 

Create effective, high-quality marketing campaigns by using our co-branded marketing templates, 

available through your customized NetApp Support site account. Spread the word that you have 

achieved the highest credentials from NetApp with an e-mail blast to customers and prospects. 

SOCIAL MEDIA 

Social media is an important tool for connecting customers and partners. Join our Partner Network 

group on LinkedIn (http://nt-ap.com/partnernetwork), check out our SAP on NetApp subgroup, and 

follow us on Twitter (@NetAppPartners). Join the conversation and discover how you can use social 

media for your business. 

CUSTOMER SUCCESS STORIES 

Demonstrate the benefits of your solutions to end-user customer decision makers in a 2- or 4-page 

success story authored by NetApp based on interviewing you and your customer. Document your 

best practices and how NetApp technology translates into business value for your customer. Contact 

your partner manager for more information. 

TECH ONTAP 

Join Tech OnTap ® to receive monthly IT insights plus exclusive access to real-world best practices, 

technical case studies, and behind-the-scenes engineering interviews. 

The Tech OnTap program includes the monthly newsletter, Tech OnTap live user groups, and 

community discussions. Partner members may also submit articles for publication. 

FINANCIAL INCENTIVES 

NetApp is committed to promoting simplicity, innovation, and success for you and for our mutual 

customers. We offer our partners innovative financial incentives that reward sales performance, 

growth, and revenue generation. 

Note: In this program period, NetApp transitions from a “bookings-based” incentive payment model 

to an “invoice-based” payment model. Eligible invoices are all invoices and credit notes 

issued by NetApp to a partner in a NetApp quarter in relation to a shipment in the territory. 

Credit memos issued by NetApp in relation to these benefits do not come as reduction of 

eligible invoicing. Eligible invoices must be free of any contingencies on the date of placing 

the order at NetApp. For purposes of this provision, the term contingencies means a right of 

return; payment terms that extend beyond the standard terms granted to the partner; an order 

without a valid end-user purchase order or without some other legally binding confirmation 

that a valid end-user purchase order has been obtained; a future product order; or a 

circumstance similar to any of the foregoing. 


Table 3) Incentives overview. 

Incentive Star Platinum Gold 

Goal Attainment Rebate Program 

Solution Rebates – FlexPod 

(with Specialization Accelerator) 

Up to 2% per 

quarter 

3% Reseller, 

5% Specialized 

Partner 

3% Reseller, 


Partner 

Net-New Account Acquisition Rebate 5% 3% 

Incentive Headcount, 

strategic or solutions focused 

(invitation only) 

FastPath Program 


Platinum Grow Program 


GOAL ATTAINMENT REBATE PROGRAM 

3% Reseller, 


Partner 

Proposal based Proposal based Proposal based 

Up-front MDF 

investment and 

growth incentive 

Growth incentive 

The NetApp Goal Attainment Rebate Program rewards Star Partners who are growing their 

businesses year over year. The rebates are calculated based on the partner’s YTD invoices 

compared to their NetApp FY 2012 invoices for the same quarter or quarters. For details about your 

Goal Attainment Rebate, see your annual Goal Attainment letter. 

For 2012-2013, we are transitioning from our former “bookings-based” rebate calculation model to an 

“invoiced-based” calculation model. Because of this change, the former Bookings Attainment Rebate 

(BAR) Program has been renamed as the Goal Attainment Rebate (GAR) Program. 

All cumulative growth calculations for the 2012-2013 program year are based on invoice amounts. 

Table 4) How goal attainment rebates are calculated. 

Cumulative Growth 

Percentage* 

0 ≤ Growth < 15 0.4% 

15 ≤ Growth ≤ 25 0.6% 

Growth > 25 2% 

Rebate Percentage 

* Cumulative growth is the growth percentage achieved in each quarter of FY 2013 in comparison to 

the corresponding quarter or quarters of FY 2012 upon which the goal is calculated. 

You receive your goals for the Goal Attainment Rebate Program in a letter. 

All calculations are based on NetApp invoices during the NetApp fiscal year. 

The following examples illustrate how goal attainment rebates are calculated. 

Example 1: First Quarter Growth (Q1 FY’13 GAR Program) 

Partner A books €10M in NetApp Q1 FY’12. 

Partner A books €11.5M in NetApp Q1 FY’13. 

Growth compared to NetApp FY’12: 15%. 

GAR payment: 0.6% of €11.5M = €69K. 


Example 2: Cumulative Growth (Goal Attainment Program) 

In Q2 FY’13, all calculations move to the invoice-based model. Q2 FY’13 payout is based on Q1 

FY’13 and Q2 FY’13 cumulative growth percent. 

Partner A invoices €12M in NetApp Q2 FY’12. 

Partner A invoices €15.6M in NetApp Q2 FY’13. 

FY’13 growth compared to NetApp FY’12: 30%. 

NetApp Q1 FY’13 invoices (€11.5M) + Q2 FY’13 invoices (€15.6M) = €27.1M 

Compared to NetApp Q1 FY’12 invoices (€10M) + Q2 FY’12 Invoices (€12M) = €22M 

Cumulative year-over-year same quarters growth = 19% 

Q2 FY’13 rebate payment: 0.6% X €22M = €132,000 

Requirements for Eligibility 

As a Star Partner, you must follow these guidelines to receive goal attainment rebates: 

Partner achievement is based on net invoices as reported by NetApp or, if applicable, on your 

distributor’s point-of-sale data. 

You must be in good credit standing and compliant with all NetApp Partner Program requirements 

for resellers at your partner level. 

You must review and accept your program goals electronically by responding to an e-mail that 

you will receive from NetApp. 

Terms of Payment 

Based on the results of your performance against your goals, payments are issued quarterly in 

the form of a credit note to your distributor (tier 2) or directly from NetApp (tier 1). 

NetApp provides the calculation to you 30 days after close of the quarterly period. You should 

validate the calculation and notify NetApp within 30 days of any discrepancy. 

Based on the validated rebate calculation, NetApp issues a credit note within 60 days after the 

close of the NetApp fiscal quarter. 

NET-NEW ACCOUNT INCENTIVE PROGRAM 

Star Partners are eligible for a 5% back-end incentive and Platinum Partners are eligible for a 3% 

back-end incentive when an initial deal over €76,000 or US$100,000 is invoiced in an account that 

has not purchased any NetApp products in the previous 24 months. Star and Platinum Partners who 

are in compliance with the current EMEA Reseller Program requirements are eligible for the incentive. 

Deal Eligibility 

The deal must be sold into an account that did not purchase any NetApp products in the previous 

24 months. 

The deal must be invoiced between the program effective dates of April 30, 2012 and April 26, 

2013. 

Minimum deal size is €76,000/US$100,000 or local currency equivalent (see Table 5). 

The opportunity for the eligible deal must be registered in PartnerEdge. 

A deal is defined as all qualified sales orders associated with a single customer opportunity 

booked within one business day of the first order. 

Incentives are available only against the first eligible deal into the net-new account. 

The deal must be originated by and managed through the sales cycle by the partner submitting 

the claim. 

It is not acceptable to split orders into multiple sales orders to avoid incentive payment caps. 

You are eligible for only one incentive program payout per deal. 


Claims Process 

Submit your claim via the online Objective Attainment form. 

Each claim must be received by NetApp within 30 calendar days of the bookings date. 


The maximum partner incentive payout is €19,000/US$25,000 or local currency equivalent (see 

Table 5) for an eligible deal invoiced during the Net-New Account Incentive Program period. 

Incentive payment calculations are based on partner invoices as reported by NetApp or, if 

applicable, on your distributor’s point-of-sale data. 

Payments are issued quarterly in the form of a credit note to your distributor (tier 2) or directly 

from NetApp (tier 1). 

Credit notes are issued within 60 days after the close of the NetApp fiscal quarter 

NetApp reserves the right to cancel or amend this incentive with 30 days written notice. 

Table 5) Currency chart. 

Cumulative Growth 

Percentage 

USD EUR GBP CHF 

Minimum Deal Size 100,000 76,000 64,000 94,000 

Maximum Per-Deal 

Payment Cap 

25,000 19,000 16,000 23,400 

Minimum deal size and payment amount caps are set by NetApp. Stated currency and rates remain 

fixed during the program period. 

Additional currency payment rates are available upon request. 

SOLUTION INCENTIVE PROGRAM 

The NetApp Solution Incentive Program is designed to reward Star, Platinum, and Gold Partners who 

have the skills to design and sell a joint solution. 

3% Incentive 

NetApp Partners with required certifications from other vendors who complete the incentive program 

sales and presales enablement requirements for the solution area can earn a 3% back-end incentive 

on the NetApp portion of an end-user deal that contains both NetApp FAS or V-Series and eligible 

other vendor SKUs (for example, FlexPod – Cisco UCS and NetApp). 

5% Incentive 

NetApp Partners with required certifications from other vendors who achieve the NetApp 

Specialization level (sales, presales and postsales) for the solution area can earn a 5% back-end 

incentive on the NetApp portion of an end-user deal that contains both NetApp FAS or V-Series and 

eligible other vendor SKUs. 

Specialization achievement requires the partner to complete the same sales and presales enablement 

for the 3% incentive and additional specialization-specific requirements. 

Eligibility Requirements 

Star, Platinum, and Gold Partners must follow these guidelines to receive the NetApp Solution 

Incentive: 

Acquire all required Alliance Partner certifications (for example, Cisco UCS) 

Complete required solution sales and presales training for the 3% incentive 

Meet sales, presales, and postsales requirements for the NetApp Specialization for the 5% 

incentive 


Meet any other specific deal-related requirements as outlined in the incentive guide (for example, 

logging a FlexPod deal with the FlexPod Sales Desk) 

CLAIMS PROCESS 

Submit your claim via the online Objective Attainment form. 

Each claim must be received by NetApp within 30 calendar days of the bookings date. 


There is no minimum deal size. Maximum incentive payout in the local currency is shown in Table 6. 

Table 6) Maximum incentive payout for the Solution Incentive Program. 


Maximum payment per eligible deal 25,000 19,000 16,000 23,400 

Maximum payment amounts are set by NetApp in the stated currency and rates remain fixed during 

the program period. 

Additional currency information is available upon request. 

A deal is defined as all qualified sales orders associated with a single customer opportunity 

booked within one business day of the first order. 

It is not acceptable to split orders into multiple sales orders to avoid incentive payment caps. 

You are eligible for only one incentive program payout per deal. 

Incentive is paid only on the NetApp invoiced portion of the eligible FlexPod deal. 

Rebate payment calculations are based on the “net-to-NetApp’” invoice value. 

Payments are issued quarterly in the form of a credit note to your distributor, if you purchase 

indirectly; or to you, if you purchase directly from NetApp. 

Credit notes are issued within 60 days after the close of the NetApp fiscal quarter. 


INCENTIVE HEADCOUNT 

Star, Platinum, and Gold Partners who are invited to receive the Incentive Headcount (IHC) benefit 

are eligible for up to US$100,000 or €76,000 or the equivalent in local currency (see Table 7) in partial 

annual funding for the salary of a NetApp dedicated resource. The funding is provided for a period of 

12 months for a resource who is a sales, marketing, or technical professional, focused exclusively on 

growing the NetApp business. 

The individual may be either a current employee of the partner who is not supporting the NetApp 

business or a newly hired employee. From the date the signed IHC agreement is received by NetApp, 

the resource must be dedicated to growing the NetApp business. 

Requirements for Eligibility 

Participation in this program is proposal based, and the number of participants is limited. To be 

considered for the benefit, you must be nominated by your NetApp channel manager, meet all 

eligibility requirements, and be approved in writing by the NetApp channel manager and the NetApp 

EMEA vice president of Partners and Pathways. Talk to your NetApp account manager for more 

information, including how to apply. 

NetApp partner level. Your organization must be designated as a NetApp Star International, 

Star, Platinum, or Gold Partner. 

NetApp Partner Program compliance. You must be in compliance with all NetApp EMEA 

Reseller Program requirements and have a signed NetApp Reseller Agreement on file. 

Business plan. Your business plan must include details documenting how hiring a NetApp 

champion supports your business goals and revenue targets. 


Signed agreement. You must review the IHC agreement and agree to the terms and conditions 

online. Your designated signatory will be sent an e-mail asking him or her to accept all of the 

program's requirements, terms, and conditions online. 

MBO reporting. Each quarter, you must provide management by objectives (MBO) reporting for 

the agreed-upon headcount. 

Eligibility review. NetApp reviews your eligibility for continued IHC funding every 6 months. 

Funding Summary 

IHC funding is extended to the partner for a dedicated NetApp resource for a period of 12 months. 

Payment amounts are set by NetApp in stated currency and remain fixed during the program period. 

Table 7) Maximum quarterly payout per IHC resource. 

Quarterly maximum 

payment per IHC 


25,000 19,000 16,000 23,400 

After the initial funding period of 12 months, the IHC agreement and funding terminate. You can 

request NetApp to make an assessment to determine whether the funding should be renewed. 

NetApp provides 30 days notice about the extension decision at the end of the 12-month period. 

If NetApp extends the funding, a new agreement is prepared and signed by the partner. 

If NetApp does not renew the funding and the partner wants to retain the employee, the cost for 

doing is at the sole expense of the partner. 

Quarterly Objectives 

Objectives are defined quarterly in collaboration with your NetApp channel manager. The objectives 

are tailored to the role of the funded employee, your company profile, business model, and target 

markets and are designed to help you achieve success in selling NetApp solutions. 

You must submit a management by objectives (MBO) report of your achievements against your 

quarterly objectives to your NetApp partner manager. The report must also include the specified proof 

of performance for the objectives as stated in your quarterly objective letter, which you sign and return 

to NetApp. Failure to provide appropriate proof of performance may affect your incentive payment. 


The quarterly maximum payment is US$25,000/ €19,000 or the local currency equivalent. 

Payments are prorated for the portion of the quarter in which the IHC resource was dedicated to 

that person’s role in supporting the NetApp business. 

IHC funds are paid to the partner either directly in the form of a credit note from NetApp (if 

purchasing directly from NetApp) or in the form of a credit note through your distributor. 

Credit notes are issued no later than 60 days after the close of the relevant NetApp fiscal 

quarter. 


FASTPATH PROGRAM 

The FastPath Program is designed for selected Platinum Partners who have demonstrated 

exceptional potential for integrating NetApp solutions into their business strategies and growth plans. 

When you qualify for the program, NetApp makes investments in your company’s success through 

our enablement programs. 

Partners selected for the program agree to use additional NetApp benefits to drive incremental yearover-year 

NetApp revenue growth. FastPath Partners gain access to special incentives, rewards, and 

support beyond the NetApp Partner Program for EMEA Resellers. In exchange for those additional 

benefits, we ask partners to make additional commitments. 


Partner Eligibility Requirements 

Platinum-level reseller. (Gold Partners may be invited on an exception basis with approval from 

the channel VP of Partners and Pathways.) 

Must recruit and on-board a dedicated NetApp focused employee. 

Must be in full compliance with NetApp EMEA Reseller Program requirements. 

NetApp Professional Services Certification is required; Support Services Certification is highly 

recommended. 

Must commit to achieve 2.1 million USD, EUR, or GBP of incremental NetApp revenue per 

FastPath period. 

Must have current or projected annual revenues in excess of 50 million USD, EUR, or GBP. 

Must be committed to building an annual storage practice of 5 to 10 million USD, EUR, or GBP 

Must have vertical market expertise in the financial, healthcare, energy, or automotive industry. 

Must have a business plan that describes the focused activities you plan to execute to achieve 

the incremental bookings goals. 

The number of spaces available in the FastPath Program is limited. NetApp channel management 

nominates select partners who commit to achieving accelerated revenue targets. 


When you are invited to join the FastPath Program, you become eligible for an incremental revenue 

growth goal incentive. This incentive is designed to help you to fuel your growth with NetApp. NetApp 

assigns each FastPath Partner a goal in USD, EUR, or GBP. 

FastPath Partners are offered up to US$100,000/€76,500 in year one for meeting specific incremental 

year-over-year revenue objectives, which are defined at the start of the FastPath engagement. If you 

are accepted for a second-year FastPath engagement, the maximum funding for year two is 

US$75,000/€57,000 for meeting specific revenue objectives. 

FastPath Partners start earning their financial incentive when they reach the first incremental goal 

threshold. Subsequent payments are made upon reaching the next incremental revenue goals. 

FastPath Partners are also eligible for an upfront MDF allocation to use toward eligible expenses. 

MDF is used to fund approved activities that increase NetApp brand and partner brand awareness, 

generate leads, and quickly fill your pipeline. You also have access to proposal-based funds from the 

NetApp MDF program offered through your distributor. 

Refer to Tables 8 and 9 for incentive payment details by market type. See EMEA Markets in section 

6, “Links to NetApp Tools and Resources” for a list of countries by market type. 

Table 8) Enterprise area market incentive payment examples. 

Enterprise Area 

Market 

Goal 1 Goal 2 MDF Up-Front 

Payment 

Previous 12-month 

Revenue + 1.05M 

Previous 12-month 

Revenue + 2.1M 

Payment (USD) 30,000 60,000 10,000 100,000 

Payment (EUR) 23,000 46,000 7,500 76,500 

Payment (GBP) 19,000 38,000 6,500 63,500 


Total

Table 9) Emerging and productivity area markets incentive payment examples. 

Emerging and 

Productivity 

Area Markets 

Goal 1 Goal 2 Goal 3 MDF Up-Front 

Payment 

Previous 12month 

Revenue 

+ 525K 


Revenue 

+ 1.05M 


Revenue 

+ 2.1M 

Payment (USD) 15,000 30,000 50,000 5,000 100,000 

Payment (EUR) 11,500 23,000 38,000 4,000 76,500 

Payment (CHF) 14,000 28,000 47,000 4,700 93,700 

Goal and payment amounts are set by NetApp in the stated currency and remain fixed during the 

program period. Additional currency payment rates are available upon request. 

The baseline for incremental growth goal achievement is calculated based on the partner’s 

eligible previous 12-month revenue. 

Company acquisitions during the program period result in the recalculation of the baseline of 

previous 12-month revenues. The acquired company’s previous 12-month NetApp revenue is 

added to the baseline revenue calculation. 

Partner Commitments 

By entering the NetApp FastPath Program, you demonstrate a commitment over and above your 

responsibilities as a standard NetApp Partner. Your commitment benefits both NetApp and your own 

business by increasing your ability to generate demand for NetApp solutions, tap into specialized 

markets, and close sales. In exchange for the benefits that you receive as a partner in the FastPath 

Program, we ask you to meet the program requirements described in this section. 

Partner Agreements 

All partners in the FastPath Program must have a valid, signed FastPath agreement with NetApp. The 

agreement sets forth the terms, conditions, and operating expectations for you and NetApp to follow. 

The agreement is valid for 12 months, after which you graduate from the program with the goal of 

qualifying for a higher partner level. 

Joint Business Planning 

A successful partnership depends on collaborative strategic planning. We ask you, as a NetApp 

Partner, to work directly with your channel manager to jointly develop quarterly business, marketing, 

and training plans tailored to your specific market opportunities and business model. This plan should 

look forward for a period of three years, giving you a long-term roadmap to strategically expand your 

NetApp market, increase market penetration, and grow your NetApp revenues. 

Your account team and channel manager review and update these business plans with you every 

quarter. 

A joint business plan helps to verify that your business goals support our mutual partnership goals. 

Your business plan should map key business objectives and tactics to agreed-upon revenue goals to 

help you achieve your revenue target. It should include sales, marketing, and training elements. 

Quarterly Business Review 

Our partners in the FastPath Program are major players in the technology industry, generating high 

annual revenues and typically deriving a significant portion of revenues from professional services 

offerings. So that NetApp is a productive part of your overall revenue mix, we ask you to commit to a 

quarterly business review to review your progress against the established business plan and make 

adjustments as needed. 


Total


The maximum partner incentive payout is US$100,000/€76,500 (or the local currency equivalent) 

during the program period. 

Revenue achievement thresholds must be met during the 12-month program period to be eligible 

for payment. 

Revenue calculation is based on net-to-NetApp invoices as reported by NetApp. 

Revenue calculations are in a local currency and are based on the NetApp currency rates for the 

fiscal month in which a deal is recognized as revenue. 

Payments are made when each goal shown in Table 8 or Table 9 is achieved. 

Payments are issued quarterly in the form of a credit note to your distributor. 

Credit notes are issued no later than 60 days after the close of the relevant NetApp fiscal quarter 

in which you achieved your applicable goal level. 


PLATINUM PARTNER GROW PROGRAM 

The NetApp Platinum Partner Grow Program is designed for selected Platinum Partners who have 

demonstrated exceptional potential for integrating NetApp solutions into their business strategies and 

growth plans. 

Partners selected for this program commit to focus their efforts on driving 1.05 million USD, EUR, or 

GBP in incremental year-over-year NetApp revenue growth. In return, partners gain access to 

increased engagement, support, and a $30,000 incentive when they meet their first goal. There is 

also a bonus opportunity for the second 1.05 million USD, EUR, or GBP that you achieve. 

This is an invitation-only program with a limited number of spaces available. NetApp channel 

management nominates selected partners who commit to achieving accelerated revenue targets and 

meet the partner eligibility requirements. 

Ideal candidates possess the following attributes: 

Executive-level sponsorship and participation in program planning, objective setting, and review 

of results 

At least 10% of company revenue derived from professional services 

Solid financials and a proven management team 

Appropriate sales and technical capacity to achieve growth targets 

Existing partnerships with Cisco, Microsoft, VMware, Citrix, Oracle, SAP, or Symantec 

Eligibility Requirements 

Must be a NetApp Platinum Reseller (Gold Resellers may be invited on an exception basis, with 

approval from the channel VP of Partners and Pathways). 

NetApp Professional Services Certification is required; Support Services Certification is highly 

recommended. 

Must commit to achieve 1.05 million USD, EUR, or GBP in incremental NetApp revenue within a 

12-month period. 

Must have a business plan that describes the focused activities you plan to execute to achieve 

the incremental revenue goal. 


You are eligible for a growth goal incentive when you reach the incremental revenue threshold set for 

the program. This incentive payment is designed to help you to continue to fuel your growth with 

NetApp. NetApp assigns your 1.05 million incremental goal in USD, EUR, or GBP. 


Table 10) Example of earning potential. 

Incremental Growth 

Goal 

1st Goal and Payment 

Amount 

FY’12 Revenue + 

1.05 Million Within 12 

Months 

Bonus: 2nd Goal and 

Payment Amount 


Second 1.05 Million 

Within Same 12-Month 

Period 

Total Payment 


2.1 Million Total Within 12- 

Month Period 

Payment (USD) 30,000 30,000 60,000 

Payment (EUR) 23,000 23,000 46,000 

Payment (GBP) 19,000 19,000 38,000 

Payment (CHF) 28,000 28,000 56,000 

Payment (ZAR) 244,000 244,000 488,000 

Goal and payment amounts are set by NetApp in stated currency and remain fixed during the 

program period. 

The baseline for incremental growth goal achievement is calculated based on the partner’s FY’12 

invoiced amount. 

Company acquisitions during the program period result in the recalculation of the baseline of 

rolling FY’12 invoiced amount. The acquired company’s FY’12 NetApp revenue is added to the 

baseline FY’12 revenue calculation. 

Partner Commitments 

By entering the Platinum Grow Program, you demonstrate a commitment over and above that of a 

standard NetApp Partner. Your commitment benefits your business and NetApp’s by increasing your 

ability to generate demand for NetApp solutions, tap into specialized markets, and close sales. In 

exchange for the benefits that you receive as a partner in the program, we ask you to meet the 

program requirements described in this section. 

Partner Agreements 

All partners selected for this program must have a valid, signed Platinum Grow Program agreement in 

addition to the reseller agreement they have with NetApp. The agreement sets forth terms, conditions, 

and operating expectations for you and NetApp to follow. The agreement is valid for 12 months. 

Joint Business Planning 

A successful partnership depends on collaborative strategic planning. We ask you, as a NetApp 

Partner, to work directly with your channel manager and/or distributor to jointly develop quarterly 

business, marketing, and training plans tailored to your specific market opportunities and business 

model. Your account team will review and update these business plans with you every quarter. 

A joint business plan helps to verify that your business goals support our mutual partnership goals. 

Your business plan should map key business objectives and tactics to agreed-upon revenue goals to 

help you achieve your revenue target. 

Quarterly Business Review 

To make sure that NetApp is a productive part of your overall revenue mix, we ask you to commit to a 

quarterly business review with NetApp or your distributor to discuss your progress against the 

established business plans and make adjustments as needed. The NetApp business development 

manager may attend the review. 



The maximum partner incentive payout is $30,000/€23,000 for the first 1.05 million and an 

additional $30,000/€23,000 for the second incremental 1.05 million (or the local currency 

equivalent) during the 12-month program period. 

Revenue achievement thresholds must be met during the 12-month program period to be eligible 

for payment. 

Revenue calculations are in local currency and are based on the NetApp currency rates for the 

fiscal month in which a deal is recognized as revenue. 

Payments are made when each goal shown in Table 10 is achieved. 

Incentives are based on net invoices as reported by NetApp. 

Payments are issued quarterly in the form of a credit note to your distributor. 

Credit notes are issued no later than 60 days after the close of the relevant NetApp fiscal quarter 

in which you achieved your applicable goal level. 


TRAINING ENABLEMENT 

You have access to Webcasts, Partner Academies, workshops, and both online and instructor-led 

courses for gaining the in-depth, practical knowledge that you need to successfully sell, service, and 

support NetApp solutions. Be sure to take advantage of these learning experiences and courses— 

they’re the same ones that the NetApp direct sales force has access to. 

PARTNER LEARNING CENTER 

The easy-to-navigate Partner Learning Center offers a number of learning roadmaps by functional 

role. Your sales reps and systems engineers can easily find, register for, and launch foundation, 

accreditation, and continuing education courses. They can also print a comprehensive checklist of 

courses. 

SELECTED PARTNER TRAINING AT NO COST 

As our partner, you have priority access to the most in-depth knowledge available about NetApp 

solutions, products, and market opportunities. That includes Web-based training (WBT), Webcasts, 

virtual live sessions, workshops, NetApp sales accreditation exams, and selected instructor-led 

training (ILT) courses—some of which can be taken for free. You also enjoy significant discounts on 

third-party ILT courses, including a 25% discount on training delivered by a NetApp Authorized 

Learning Partner. 

DISCOUNTED INSTRUCTOR-LED TRAINING 

As a NetApp Partner, you are eligible for significant discounts on third-party ILT courses, including a 

25% discount on training delivered by a NetApp Authorized Learning Partner. 

TECHNICAL WEBCASTS 

The NetApp Technology Enablement and Solutions Organization produces a monthly Services 

OnTap Webcast series for our partner community. The series: 

Highlights new NetApp Professional Services offerings and services delivery documentation 

available to partners 

Discusses specific tools used in services engagements 

Covers various service processes and procedures 

The Webcasts are based on live demonstrations of services and tools, with additional resources 

provided for technical staff. All partner engineers who perform service work on NetApp storage should 

attend. 

The Webcasts are broadcast via WebEx and last approximately one hour. 


TECHNICAL CONFERENCES 

NetApp hosts intensive training conferences for our internal systems engineers and professional 

services engineers, fostering the skills, knowledge, and shared vision that lead to superior technical 

solutions. Because we know that this type of training can also help you in building and selling NetApp 

based solutions, we offer you the opportunity to participate in these events. 

We also encourage you to contact your NetApp partner systems engineer for information about the 

technical conferences offered in your area. 

PARTNER ACADEMIES 

Partner Academies, offered in many major cities, provide the latest information about NetApp 

products, technologies and services. They are an opportunity to network with the NetApp community, 

to meet our technical and sales leadership, and to benefit from the NetApp alliance partner 

ecosystem. 

INSIGHT EVENTS 

Insight is an annual event where more than a thousand NetApp SEs and partners come together over 

several days to share knowledge and learn about new NetApp technologies. Systems engineers, 

distributor partners, reseller partners, and alliance partners participate in Insight’s general session and 

full menu of elective workshops. 

MIDSIZE ENTERPRISE TRAINING 

This sales and presales technical training is designed to help you understand the NetApp value 

proposition for the midsize enterprise market. The training is delivered through our distribution 

partners, who support the NetApp midsize enterprise initiative. In this training, you learn everything 

you need to know to be successful with opportunities in the midsize enterprise market segment. As 

part of the training, your distributor also shows you how to use their services, their Midsize Enterprise 

Help Desk, and the Silver PartnerCenter Portal. 

All partners can participate in NetApp’s midsize enterprise training, but it is required for all Silver 

Reseller Partners. 

Topics that have been covered in previous versions of this training include: 

NetApp history and storage philosophy 

The midsize enterprise market and the NetApp market position 

NetApp competitive advantage for midsize enterprises 

FAS2000 and FAS3210 product lines 

NetApp Select bundles and software bundles 

NETAPP ACCREDITED SALES ASSOCIATE (NASA) TRAINING 

This course is required for Silver Partners, and it is open for all partners to attend. NASA training 

completion gives you the foundational knowledge you need to position NetApp in your accounts. You 

learn how to deliver the core NetApp value to your prospective customers, describe current business 

and market challenges that are unique to customers in the midsize enterprise space, and present the 

business value of the NetApp Windows consolidation and virtualization solutions. 

Learners on the SE track receive more in-depth information about NetApp solutions, including the 

capabilities and technical value of Data ONTAP, WAFL ® , and the core software products. 

Silver Partners must have a minimum of two employees with the NASA accreditation to be compliant 

with the 2012–2013 Partner Program. 

INDIVIDUAL LEARNING PATHS: COMPETENCIES BY ROLE 

NetApp offers competency training for five job roles: Sales, Systems Engineer, Installation Engineer, 

Implementation Engineer, and Support Engineer. Our titles acknowledge two levels of 

accomplishment, Professional and Specialist. 


Figure 1) NetApp competencies by role and level of accomplishment. 

SPECIALIST 

LEVEL 

PROFESSIONA 

LEVEL 

NetApp 

Partner 

Sales Specialist 

NetApp 

Partner 

Sales Professional 

SALES 

Table 11) Individual learning path competencies by title. 

Title Description 

Presales Titles 


Associate 


Professional 


Specialist 


Engineer Professional 


Engineer Specialist 

Postsales Titles 

Presales Titles 

NetApp Partner Installation 


NetApp 

Partner 

Systems Engineer 

Specialist 

NetApp 

Partner 

Systems Engineer 

Professional 

SYSTEMS 

ENGINEER 

NetApp 

Partner 

Installation 

Engineer 

Professional 

INSTALLATION 

ENGINEER 

Postsales Titles 

NetApp 

Partner 

Implementation 


NetApp 

Partner 

Implementation 

Engineer 

Professional 

IMPLEMENTATION 

ENGINEER 

NetApp 

Partner 

Support Engineer 

Specialist 

NetApp 

Partner 

Support Engineer 

Professional 

SUPPORT 

ENGINEER 

Gain foundational knowledge to successfully sell into the growing midsize 

business market. Articulate the NetApp value to midsize business 

customers. Describe current market challenges that midsize business 

customers face. Explain the business and technical value of the NetApp 

hardware and software products for midsize business customers. Effectively 

articulate the value of the NetApp Windows consolidation and optimization 

solution. 

Understand your customers’ needs and the value proposition of NetApp 

solutions. Articulate the business value of NetApp products, technologies, 

and services to your prospects. Discuss the features and benefits that 

differentiate NetApp offerings. 

Become adept at articulating the business value of NetApp offerings. 

Elaborate on the features and benefits that differentiate NetApp offerings 

from the competition. Prerequisite: Attain the Partner Sales Professional 

level. 

Provide presales technical assistance during the sales cycle. Explain the 

features, functions, and benefits that differentiate NetApp offerings from our 

competition. Support the delivery of NetApp product demos. Match product, 

service, and support capabilities to specific customer needs. 

Gain advanced technical design competency in a solution area that is most 

appropriate for your business. Help customers understand how to maximize 

the advantages of an infrastructure built on NetApp. Prerequisite: Attain the 

Partner Systems Engineer Professional level. 

Complete hardware installations. Configure and verify one or more storage 

systems in standalone or cluster configurations. Correctly use protocols 

such as NFS, CIFS, iSCSI, and FCP during installations. 


Title Description 

NetApp Partner 

Implementation Engineer 

Professional 



Specialist 

NetApp Partner Support 




Understand customer storage requirements and match them with the right 

NetApp Fibre Channel and iSCSI SAN solutions. Gain expertise in support, 

administrative functions, and performance management for NetApp storage 

appliances running the Data ONTAP operating system in both NFS and 

Windows (CIFS) multiprotocol environments. 

Gain advanced skills in meeting tough customer storage requirements, 

deploying Fibre Channel and iSCSI SAN solutions, and integrating a variety 

of operating systems, databases, and virtualization applications. Achieve 

specialization in a NetApp solution area of your choosing. Prerequisite: 

Attain the Partner Implementation Engineer Professional level. 

Work directly with NetApp Global Support engineers. Perform basic Data 

ONTAP software commands to troubleshoot system problems. Repair and 

replace NetApp hardware on site. 

Gain a deeper level of troubleshooting capability by developing a core 

strength in remotely troubleshooting systems by using advanced NetApp 

tools and resources. Work directly with NetApp Global Support to execute 

Data ONTAP software commands and identify system problems. 

Prerequisite: Attain Partner Support Engineer Professional level. 

The learning path offers a roadmap of courses, certifications, or accreditations that culminate in 

achieving a particular role and level within the framework, such as NetApp Partner Support Engineer 

Professional or NetApp Partner Implementation Engineer Specialist. A learning map is a list of 

NetApp University courses that are relevant to your area of interest and that outlines the 

recommended sequence and schedule to complete these courses. 

Partner individuals who meet the competency level are encouraged to use the titles they have earned, 

such as NetApp Partner Systems Engineer Specialist or NetApp Partner Sales Professional, on their 

e-mail signature and business cards. The NetApp status that an individual receives is recognized in 

the industry and is highly marketable. 

Partner individuals can find out about the courses or the NetApp Partner Individual Learning Paths for 

a specific role competency in the NetAppU Learning Center. The components of the learning paths are 

tracked in your LearningCenter profile. 

SERVICES ENABLEMENT 

Enabling your customers to get the most from their NetApp solutions takes more than just great 

technology. You also need to offer them great service and support. 

At NetApp, we are committed to helping you deliver your own professional services and support 

services or, where it makes sense, to resell ours. To help you service and support NetApp solutions, 

we offer flexible training and service enablement options, including Professional Services Certification 

and Support Services Certification, which help you differentiate yourself in a competitive marketplace. 

See “Sales Enablement,” earlier in this section. 

NETAPP SUPPORT SITE 

On the NetApp Support site (formerly NOW ® ), you can find everything you need to support your 

customers and manage support issues. 

You receive tiered support through the NetApp Support site based on the level of NetApp support 

service that your company participates in. Keep your support organization up to date on the latest 

product status and support items through this portal. 

The following features and functions are available: 

A customizable front-end home page 

Configurable alerts to get just the right level of information 


An online knowledge base 

Technical and nontechnical case management system 

Parts finder and parts request 

News alerts about bug updates, downloadable fixes, and technical support 

All product software, firmware, and documentation 

Support tools (access is based on tier and certification) 

CUSTOMER FITNESS 

Customer Fitness is a predictive and preventive service for storage health that enables you to help 

your customers proactively sustain maximum uptime by predicting risks and preventing disruptions. 

With NetApp proprietary tools, best practices, and training, you can act as your customers’ personal 

trainer to help boost performance and drive results. Customer Fitness provides a foundation for 

making support services strategic to your business growth, enables you to differentiate yourself from 

the competition, and helps you to increase margins by proactively managing your customers’ data 

and storage – all at no additional cost to you. Contact your partner manager for information about 

getting started with the Customer Fitness program. 

COOPERATIVE FLEXPOD SUPPORT 

The cooperative FlexPod support model is a support agreement between Cisco and NetApp that 

includes collaboration with workload partners such as VMware and Microsoft. It allows engineers from 

the companies to collaborate directly with one another to resolve customer issues. The cooperative 

support model expands and streamlines communication and information access to each company’s 

technology and interoperability with integrated solutions. You have access to expert technical support 

on the full range of interoperable technologies involved. Each of your customers must have a valid 

support contract on each product in place with each company. 

NETAPP SALES ENGINEER HELP DESK 

The NetApp Sales Engineer Help Desk gives you access to a team of specialists who are dedicated 

to providing front-line support for your presales queries. With access to the best information available, 

you can win more NetApp opportunities. 

Star, Platinum, and Gold Partners have direct access to the NetApp Sales Engineer Help Desk. Silver 

Partners have access via their NetApp distributor. 

PROACTIVE PRODUCT REGISTRATION 

NetApp proactively registers all new shipments and renewals and checks that all the partner 

information is correct. We notify you and give you the opportunity to confirm site and contact 

information at the end-user facility. For information about how to engage in this process, you can take 

the short Introduction to NetApp Product Registration Web-based course. 


3 PARTNER COMMITMENTS 

At NetApp, we’re confident that the investments we continue to make in our technology, programs, 

and other resources can help you drive your business forward. 

This section details the optimal resource levels to help you maximize results, including NetApp’s 

expectations for each partner level, in terms of revenue earnings, resource investments, business 

planning, training, and accreditation. 

MINIMUM REVENUE ATTAINMENT 

Table 12) Minimum revenue attainment by zone and partner level. 

Minimum revenue 

attainment for Austria, 

Belgium, France, 

Germany, Israel, Italy, 

Luxembourg, Netherlands, 

Spain, Sweden, 

Switzerland, United 

Kingdom 

Minimum revenue 

attainment for all other 

EMEA countries 

Star 

International 


€16M €8M €3M €500K €200K 

€5M€ €1.5M €300K €200K 

Your NetApp revenue commitment represents net NetApp sales to you as a partner. We review your 

performance against your goal twice during the calendar year for compliance with the program. 

Eligible revenue is recognized from net-to-NetApp invoiced amounts for the previous 12-month 

period. 

RESOURCE INVESTMENTS 

We ask you to commit the following resources to your NetApp business: 

One primary sales contact 

One primary technical contact 

One executive sponsor who is responsible for establishing and developing the partnership with 

the NetApp team and executives 

One staffed, active sales office in the NetApp sales area 

PURCHASE ORDER REQUIREMENT 

NetApp uses a build-to-order model to meet the specific needs of each end customer. Because each 

product is customized, partners do not inventory products, and NetApp has a no-returns policy for any 

reason except for manufacturing defects or operational malfunction. 

To help make the no-returns policy manageable for both NetApp and our partners, it is your 

responsibility to make sure that you have received a valid, binding purchase order from your customer 

before placing an order with NetApp or an authorized distributor. Each NetApp Partner is solely 

responsible. Failure to do so may lead to forfeiture of rebates and possible termination of the partner’s 

Reseller Agreement with NetApp. 

A purchase order is a legally binding document. NetApp requires that reseller partners have a valid 

and signed end-user purchase order before submitting their own purchase order to NetApp or their 

distributor. 


INTEGRITY AND COMPLIANCE 

We are committed to acting with integrity and to meeting the highest standards of business conduct. 

We welcome and expect your feedback if you come across any incident that suggests that we have 

violated our responsibilities regarding legal compliance or business conduct. Similarly, we expect you 

to act ethically and legally. And we reserve our right to request to meet with you to ensure compliance 

and to discuss compliance issues. 

JOINT BUSINESS PLANNING 

A successful partnership depends on collaborative business planning. Therefore we ask Star and 

Platinum Partners to work directly with your NetApp management team and Gold and Silver Partners 

to work with your distribution partner management team to jointly develop business, marketing, and 

training plans. These plans should be tailored to your specific market opportunities and business 

model. You must review and update these plans quarterly with your NetApp partner manager. 

BUSINESS PLAN 

Joint business plans help make sure that your business goals support our mutual partnership goals. 

Your business plan should map key business strategies and tactics to your shipment objectives. The 

plan identifies sales and vertical market opportunities as well as key accounts that you can target to 

grow your business and penetrate new markets. In addition, to secure funding approval, your 

business plan should address partner benefits, such as the PartnerGear Program. The business plan 

is a living document that you should keep up to date with your latest strategies and goals. 

MARKETING PLAN 

A joint marketing plan outlines co-marketing strategies and tactics. A well-developed marketing plan 

enables you to maximize use of NetApp market development funds through effective demandgeneration 

activities and events that contain measurable return on investment goals. The marketing 

plan is a living document that you should keep up to date with the current agreed-upon strategies and 

goals. 

TRAINING PLAN 

Your training plan establishes annual training goals for your technical and sales professionals. It 

should support the goals outlined in your business plan. 

PARTNER PROFILE 

You are asked to keep your company profile accurate and up to date at all times. The key contact 

information that you provide ensures that NetApp can communicate effectively with you. Additionally, 

your company profile offers you the opportunity to provide detail about your company’s technical and 

solution offerings, which helps NetApp engage with you in appropriate opportunities. 

PARTNER AGREEMENT 

As a NetApp Partner, you are required to have a valid, signed agreement with NetApp. The 

agreement sets forth terms, conditions, and operating expectations for you and NetApp to follow. 

Because the relationship involves the exchange of both intellectual property and proprietary 

information, the agreement provides legal and financial protection to both of us. 

TRAINING REQUIREMENTS 

All NetApp Partners are expected to have a minimum number of sales and technical professionals on 

staff who have reached the milestones defined in the training path and have received accreditation. 

The minimum number of accredited sales and technical professionals is tied to your partner level, as 

shown in Table 13. 


The numbers in the table are minimum requirements; they do not reflect what may be necessary to 

actually support your NetApp business. Factors such as the number of sales offices and 

representatives, the ratio of presales technical specialists to sales personnel, and a consistent 

coverage model to support your NetApp business affect the number of trained personnel required. 

Your NetApp partner management team works with you to determine actual requirements, based on 

your business model, above the minimum program requirements. 

Table 13) Minimum number of trained partner professionals required on staff. 

Accreditation or 

Certification 


Professionals 


Engineer Professionals 

NetApp Professional 

Services Certification 

Advanced Certifications 

(NCDA, NCIE) 



Star 

International 


6 6 4 2 

3 3 2 1 

2 4 2 


2 

2

4 PROGRAM DATES AND MORE 

All requirements and benefits for the 2012–2013 NetApp Partner Program are effective from 28 July 

2012 through 26 July 2013. However, the effective dates of program participation and associated 

program benefits vary, depending on when you qualify for the program. Partners who have met 

NetApp FY 2012 program requirements by 26 April 2012 are automatically qualified at the same level 

for the 2012–2013 NetApp Partner Program (beginning 28 July 2012). 

PERFORMANCE REVIEW 

To make sure that you are operating at the appropriate NetApp Partner Program level, we conduct a 

performance review twice during the fiscal year. Partner level may be adjusted—up or down—at any 

time based on the findings of these performance reviews. This guide describes the requirements for 

programs in effect between 28 July 2012 and 26 July 2013. 

DISCONTINUING PARTICIPATION IN THE NETAPP PARTNER PROGRAM 

You have the right to terminate your participation in the NetApp Partner Program at any time by 

providing NetApp with 30 days written notice. Immediately upon partner termination: 

All rights and licenses of the partner terminate, and the partner shall immediately discontinue all 

representations that it is an authorized NetApp reseller. 

All outstanding program benefits the partner has not yet claimed from NetApp are forfeited upon 

the written notice of termination. 

The partner shall immediately return to NetApp all NetApp proprietary information and data 

(including all copies thereof) then in the partner’s possession or custody or control, including 

without limitation: (a) all technical materials and business plans supplied by NetApp to the 

partner; and (b) all manuals covering NetApp products and services. 

5 TAKE YOUR BUSINESS FURTHER, FASTER 

We are proud of the strength and depth of the relationships we have built with partners like you. And 

we are excited about the opportunity to continue to innovate and grow together. 

To offer you the most valuable and comprehensive program benefits, we are constantly improving the 

NetApp Partner Program. Be sure to visit the NetApp Field Portal often to get the latest information. 

As always, we welcome your feedback and suggestions for improvement. Please share your 

comments at emea-channel@netapp.com. 


6 LINKS TO NETAPP TOOLS AND RESOURCES 

PARTNER ADVANTAGE 

Table 14) Links to partner advantage resources. 

Resource name Description 

NetApp corporate Web site Access the latest NetApp announcements at www.netapp.com. 

NetApp corporate fact sheet 

NetApp Partner Program 

overview 

NetApp Field Portal login 

request 

NetApp Field Portal 

View NetApp corporate highlights at 

www.netapp.com/us/media/netapp-factsheet.html. 

See what’s new in the 2012–2013 NetApp Partner Program. Go to the 

Content Library on the top index tab: 

fieldportal.netapp.com/viewcontent.asp. 

Register to get a login name and password for the Field Portal at 

support.netapp.com/eservice/public/now.do. 

Bookmark this valuable partner portal for the latest sales tools, 

marketing support, and partner announcements: 

partners.netapp.com/mycommunities/PartnerCenter. 

NetApp Silver PartnerCenter Silver Partners can access key information about starting and growing 

their NetApp business: 

silverpartnercenter.netapp.com/Modules/SPC/Login/Default.aspx?content 

ID=3100. 

NetApp Select bundles Discover how flexible bundles make it easy to order complete solutions; 

search for Select Bundles in the Field Portal. 

Integrity and compliance For anonymous and confidential reporting, contact 

xdl-integrity@netapp.com or netapp.alertline.com/gcs/welcome. 

Feedback/questions Send your feedback and questions to emea-channel@netapp.com. 

SALES ENABLEMENT 

Table 15) Links to sales enablement tools and resources. 


PartnerGear Program 

GetSuccessful Partner 

Enablement Program 

GetSuccessful Resource 

Blueprint 

Lab on Demand 

Lab on Demand tool 

overview 

Lab on Demand e-mail 

distribution list 

Take advantage of the opportunity to purchase NetApp demo systems at 

a significantly discounted price. Contact your partner manager or 

distributor for pricing. Learn more at 

fieldportal.netapp.com/viewcontent.asp?qv=1&docid=43762. 

Go to the GetSuccessful Partner Enablement Program landing page at 

fieldportal.netapp.com/viewcontent.asp?html=3. 

Gain access to this all-in-one guide to NetApp sales, technical services, 

professional services, and marketing tools for partners at 


Save time and reduce duplication of effort in the field and enable solution 

demonstration consistency and conformity: labondemand.netapp.com. 

See what NetApp offers in the way of validation programs at 


To receive the latest Lab on Demand news and information, subscribe to 

the xdl-ndf-users@netapp.com e-mail distribution list. 



Competitive information 

NetApp Realize tool 

To learn how to successfully position NetApp against the competition, go 

to competitive.netapp.com. 

Visit www.netapprealize.com and click Sign Up Now to activate your 

account and access the tool for the first time. 

ServiceBuilder eBook series Get step-by-step implementation procedures and NetApp best practices 

to accelerate the development and delivery of professional services at 

tech.netapp.com/external/index.html. 

NetApp Synergy Access the NetApp Synergy page at tech.netapp.com/synergy. 

PartnerEdge 

FlexPod Partner resources 

Access the system that supports opportunity registration, eConfigurator, 

and order status at pe.netapp.com. 

Access FlexPod resources at 


FlexPod Sales Desk Learn more at www.flexpodsales.com/home. 

AutoSupport Learn more about AutoSupport at support.netapp.com/NOW/asuphome. 

NetApp Professional 

Services Certification and 

Specializations 

Midsize Business EMEA 

Deal Desk 

Midsize business EMEA Deal 

Desk questions 

Go to the NetApp Professional Services Certification landing page at 

fieldportal.netapp.com/viewcontent.asp?html=450 

and the Specialization landing page at 

fieldportal.netapp.com/viewcontent.asp?html=340 for information about 

requirements, benefits, and operational guidelines. 

To enter your Midsize Business Deal Desk request, go to 

netappemea.mv.treehousei.com/Surveys/14/3BCE97B3F5ECBC93/mse_ 

deal_desk.aspx. 

If you have specific questions for the Midsize Business Deal Desk, 

contact: xdl-mse-emeadealdesk@netapp.com. 

Cloud services See our list of global service providers and the services they offer at 


MARKETING SUPPORT 

Table 16) Links to marketing support tools and resources. 


Marketing initiatives 

Market Development Funds 

Guide for Distributors, Global 

Partners, and Resellers 

EMEA Channel Funds 

Manager 

Campaign Express 

OnChannel 

Partnership promotion 

Contact your partner manager for full details on how to submit your 

marketing initiatives for approval. 

Review the Market Development Funds Program Guide at 

fieldportal.netapp.com/ci_getfile.asp?method=1&uid=46341&docid=3410 

0. 

Access the Channel Funds Manager tool at 


To start using Campaign Express today, log in to your NetApp Support 

site account at campaignexpress.netapp.com. 

For information about the OnChannel marketing services, go to 

netapp.on-channel.com. 

Promote your affiliation with NetApp through use of our partner logos, 

branding guidelines, and other promotional materials at 




Social media 

Partner communications 

Tech OnTap 

FINANCIAL INCENTIVES 

Join our Partner Network group on LinkedIn at 

nt-ap.com/partnernetwork. 

Table 17) Links to more information about financial incentives. 


Rebate claim form 

Goal Attainment Rebate 

Program 

Solution Incentive: FlexPod 

Incentive Headcount 

Program 

FastPath and Platinum Grow 

Program 

TRAINING ENABLEMENT 

Table 18) Links to training enablement resources. 


Subscribe to partner communications and update your preferences at 

fieldportal.netapp.com/myre_profile_netapp.asp. 

Receive monthly IT insights plus exclusive access to real-world best 

practices, technical case studies, and behind-the-scenes engineering 

interviews. Subscribe at communities.netapp.com/groups/tech-ontap. 

Submit your claims via the online Objective Attainment Rebate form at 

fieldportal.netapp.com/emea-objective-attainment-form.aspx. 

For Star Partners; contact your partner manager for full details of the Goal 

Attainment Rebate Program. 

For details of the FlexPod solution incentive, go to 


Contact your partner manager for full details on participating in the 

Incentive Headcount Program. 

Contact your partner manager for full details on participating in the 

Platinum Partner programs 

NetApp University Search for and enroll in courses at learningcenter.netapp.com. 

Partner training 

Partner Individual Learning 

Paths 


Professional and Specialist 

learning paths 


Engineer Professional and 

Specialist learning paths 

NetApp Partner Installation 


learning path 

Access the NetApp University training catalog at 

fieldportal.netapp.com/tab.asp?2C7E57D322EC4FB682122365CFDF404 

3. 

For information about Partner Individual Learning Paths, go to 


For information about the Partner Sales Professional and Specialist 

learning paths, go to 

learningcenter.netapp.com/content/secure1/production/learning_maps/pil 

p/lm_pilp_t1.html. 

For information about the Partner Systems Engineer Professional and 

Specialist learning paths, go to 



For information about the Partner Installation Engineer Professional 

learning path, go to 







Professional and Specialist 

learning paths 


Engineer Professional and 

Specialist learning paths 

NetApp Accredited Storage 

Architect Professional 

(NASAP) program 

NetApp Accredited Systems 


(NASEP) program 


Professional (NASP) 

program 



NetApp Installation 

Accreditation Professional 

(NAIP) 

SERVICES ENABLEMENT 

Table 19) Links to services enablement tools and resources. 


NetApp Support site 

Customer Fitness 

Proactive product registration 

Introduction to NetApp 

Product Registration 

For information about the Partner Implementation Engineer Professional 

and Specialist learning paths, go to 


p/lm_pilp_t4.html 

For information about the Partner Support Engineer Professional and 

Specialist learning paths, go to 



For information about the NetApp Accredited Storage Architect 

Professional (NASAP) program, go to 

www.netapp.com/us/services/university/certification-asap.html. 

For information about the NetApp Accredited Systems Engineer 

Professional (NASEP) program, go to 

learningcenter.netapp.com/LC?ObjectType=WBT&ObjectID=00215827. 

For information about the NASP program, go to 

learningcenter.netapp.com/content/secure1/production/learning_maps/rs/l 

m_rs_t1_s1.html. 

For information about the Accredited Sales Associate Program, go to 

learningcenter.netapp.com/content/secure1/production/learning_maps/rs/l 

m_rs_t1_s1.html. 

Get an overview of the NetApp Installation Accreditation Professional 

recommended training and required exam at 


Find technical assistance, software downloads, and more at 

support.netapp.com. 

Learn about Customer Fitness and how you can get started with the 

program at www.netapp.com/customerfitness. 

To learn how to engage in this process, e-mail 

xdl-ppr@netapp.com. 

Sign up for this training course at 

learningcenter.netapp.com/LC?ObjectType=WBT&ObjectID=00218849. 


EMEA MARKETS 

Table 20) NetApp markets in EMEA. 

Enterprise Productivity Emerging 

France Baltic States 

Germany Belgium 

United Kingdom and Ireland 

Denmark 

Finland 

Italy 

Luxembourg 

Netherlands 

Norway 

Portugal 

Spain 

Sweden 

Switzerland 

All countries not defined on the 

Enterprise or Productivity country list 

NetApp provides no representations or warranties regarding the accuracy, reliability, or serviceability of any 

information or recommendations provided in this publication, or with respect to any results that may be 

obtained by the use of the information or observance of any recommendations provided herein. The 

information in this document is distributed AS IS, and the use of this information or the implementation of 

any recommendations or techniques herein is a customer’s responsibility and depends on the customer’s 

ability to evaluate and integrate them into the customer’s operational environment. This document and 

the information contained herein may be used solely in connection with the NetApp products discussed 

in this document. 

Go further, faster® 

© 2012 NetApp, Inc. All rights reserved. No portions of this document may be reproduced without prior written consent of NetApp, 

Inc. Specifications are subject to change without notice. NetApp, the NetApp logo, Go further, faster, ASUP, AutoSupport, Campaign 

Express, Data ONTAP, FlexPod, GetSuccessful, NetApp Select, NOW, ServiceBuilder, Tech OnTap, and WAFL are trademarks or 

registered trademarks of NetApp, Inc. in the United States and/or other countries. Cisco is a registered trademark and Cisco UCS is 

39 FY13 EMEA Reseller 

a trademark 

Guide 0712 

of Cisco 

Rev 1: 

Systems, 

NetApp 

Inc. 

and 

Microsoft, 

Partner 

SharePoint, 

Confidential 

and Windows are registered trademarks and Hyper-V 

July 28, 

is 

2012 

a trademark of 

Microsoft Corporation. SAP is a registered trademark of SAP AG. VMware is a registered trademark of VMware, Inc. All other brands 

or products are trademarks or registered trademarks of their respective holders and should be treated as such.

NETAPP WHITE PAPER - TIM AG

Create successful ePaper yourself

Delete template?

Save as template?