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The new NetApp new partner program will de-emphasize traditional reseller models.

Jeffrey Schwartz

May 13, 2021

6 Slides

NetApp partners are learning that the storage vendor will significantly change the way it measures and compensates them next year.

The new approach will de-emphasize NetApp’s longstanding practice of giving partners more status based on transaction volumes and technical certifications. Instead, the company will recognize and reward partners based on annual recurring revenue (ARR) they deliver. Also, rather than focusing on a NetApp partner’s technical certifications, they’ll reach higher tiers based on their different market specializations.

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NetApp’s Chris Lamborn

NetApp’s new approach to measuring partners will ultimately result in a new tiering structure. The changes won’t take effect until the beginning of NetApp’s next fiscal year in May 2022. But performance during its current fiscal year, which started this month, will be the basis of how NetApp measures them.

NetApp is a provider of hybrid cloud data services and management.

In the slideshow above, NetApp channel chief Chris Lamborn breaks down the important changes; plus, Americas channel chief Jim Elder discusses how Keystone services from NetApp are gaining traction with partners and customers. We also hear from a NetApp partner who is cautiously optimistic about the changes.

Want to contact the author directly about this story? Have ideas for a follow-up article? Email Jeffrey Schwartz or connect with him on LinkedIn.

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About the Author(s)

Jeffrey Schwartz

Jeffrey Schwartz has covered the IT industry for nearly three decades, most recently as editor-in-chief of Redmond magazine and executive editor of Redmond Channel Partner. Prior to that, he held various editing and writing roles at CommunicationsWeek, InternetWeek and VARBusiness (now CRN) magazines, among other publications.

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