NetApp Rolls Out Changes to Partner Program, Adds Digital Transformation Tier
…the changes. “It’s a reflection of NetApp’s changes as a company and their offerings and their portfolio,” he said. “And I think it’s appropriate for NetApp to provide a program that reflects that reality.”
In addition to its core storage and flash arrays, NetApp has recently added compute and networking with its FlexPod hyperconverged infrastructure and has launched its Cloud Volumes, which are managed offerings that let organization migrate business critical file services and workloads to Amazon Web Services, Microsoft Azure or Google Cloud Platform.
NetApp has also recently rolled out Cloud Volumes ONTAP to provide hybrid and public cloud data management and its new Memory Accelerated Data (MAX Data). Based on Intel’s new Optane DC persistent memory, NetApp claims MAX Data provides near-zero-latency application performance for analytics solutions.
Many of these new offerings will play well among organizations embarking on digital transformation initiatives. NetApp’s new Digital Transformation tier aims to provide hands on-training for partners who have engineers focused in fields such as data science, Lamborn said. NetApp is providing live training for those engineers looking to move into that tier.
“This isn’t around getting web-based training, because that’s not how businesses evolve,” Lamborn said. “It’s around having knowledgeable and educated individuals that can sit down with the engineers, with the architects, with the users in the partners who are building the solutions with customers and help them build those solutions.”
Integrated Archive’s Woodall said demand for digital transformation has moved beyond the hype stage. “I can’t think of a single CIO top 10 priority list that I’ve read in the last few months that hasn’t had digital transformation somewhere on their list,” he said. “Clearly that’s something that customers have a high strategic interest in. And being able to identify partners who have the capabilities and the practices and with the demonstrated capability on top of that is an important recognition.”
While NetApp has incented its network of partners to move business into new accounts over the past few years, the company is now taking steps to encourage them to double down on existing customers. That’s largely the outgrowth of the expanded offerings that NetApp offers.
“Regardless of the relationship you have with the customer, NetApp is going to incent you to either keep bringing new customers into the NetApp fold or expand the portfolio in existing accounts,” Lamborn said. “And that’s probably not something that you would have heard from NetApp four or five years ago because we didn’t have any other products to expand with.”