Voice  of  the  Partner:    Can  You  Hear  Me  Now?      

Seema  Kohli  Senior  Manager,  Partner  Loyalty,  NetApp    Ramesh  Subramaniam  Chief  Strategist,  Alliancesphere  

Session  #  902  

Wednesday,  March  6  

•  How  many  of  you  feel  like  you  are  able  to  provide  feedback  on  experiences  in  your  daily  life?  

•  How  many  of  you  feel  you  are  heard?  

•  How  many  of  you  get  feedback  that  acCons  are  taken  based  on  your  inputs?  

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ObjecCves  for  today  

•  Why  partners  are  criCcal  to  NetApp  strategy?  

•  Partner  Listening:  what  is  it?  •  Key  learnings  from  our  journey  

•  QuesCons  and  open  discussion  

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NetApp is a Fortune 500® company that creates innovative storage and data management solutions that deliver outstanding cost efficiency and accelerate business breakthroughs.

¡  Industry’s #1 Storage Operating System ¡  Broad solutions portfolio ¡  Industry-leading partners

NetApp Overview

Voice of the Partner: Can You Hear Me Now? ASAP Global Alliance Summit March 3-7, 2013 4

Our Culture is a Competitive Differentiator #3 “World’s Best Multinational Workplace”…ranked in the Top 10 worldwide

#4 Chicago

#5 Japan

#5 United Kingdom..

#5 Pittsburgh Tech Center

#6 United States

#6 New York

#7 Washington, D.C.

#8 Netherlands

#10 Minnesota

#19 India

#1 Switzerland

#1 Austria…

#2 Research Triangle Park.….

#2 Europe……

#2 Germany……

#2 France ….

#2 Australia..

#3 Canada

# 3 Dallas

Voice of the Partner: Can You Hear Me Now? ASAP Global Alliance Summit March 3-7, 2013 5

NetApp Expanding its Reach through Partnerships

“Partnering isn’t just part of our Go-to-Market strategy, it is our strategy!” Rob Salmon EVP, Field Operations

Voice of the Partner: Can You Hear Me Now? ASAP Global Alliance Summit March 3-7, 2013 6

Full Line Supplier / OEM Distributor/VAR Innovation Stack IT-as-a-Service

/ Cloud Federal Systems Integrator / Global

¡ How many of you have a customer listening program in place?

Voice of the Partner: Can You Hear Me Now? ASAP Global Alliance Summit March 3-7, 2013 7

¡ How many of you have a partner listening program in place?

¡ How many of you are combining the insights across different listening programs?

4 years ago… Partner Listening: A need for change

¡  Not integrated approach ¡  Inefficient data collection, limited sharing and lack of actionable insights

¡  Limited influence on NetApp decisions

Channels

Product

Sales

Marketing

Others *

Disties

VARs

SIs

SPs

NetApp Perspective

§ Duplicated data collection

§ Unaware of available information

§ Unreliable inputs from skewed data

Partner Perspective

§ Contact fatigue § Inadequate

feedback § Limited influence

on product roadmaps

* Includes Customer Advocacy, Operations and other NetApp groups

Voice of the Partner: Can You Hear Me Now? ASAP Global Alliance Summit March 3-7, 2013 8

Alliances

Alliancesphere...NetApp’s Strategic Partner Alliancesphere empowers organizations to maximize value from strategic partnerships by realizing

customer value at the point of impact. We use proven and flexible models, methodologies, and leading practices to drive results and have the track record to prove it.

Snapshot § Established 2002, Atlanta GA § Atlanta-based, worldwide scale § 1000+ collaborative execution engagements

§  8 of the top 10 high tech companies §  > 50% of Fortune 50, over 75 CIO relationships §  > 5000 cross-functional participants §  Delivery on five continents

§ Exclusive Focus: Collaborative Business Services §  Strategy and Operations §  Alliance and Sales Optimization §  Performance and Support

Differentiators People § Unmatched experience—pioneers of alliance

management and collaborative selling, deep IT and industry expertise

§ Each Alliancesphere team hand-picked for the purpose from our roster of specialized experts

Process § Holistic, adaptable, predictable processes § Rich set of simple-to-understand, highly functional

frameworks and intellectual tools

Approach § High touch and ease of doing business § Client-centered, flexible, innovative engagements § Continuously build clients’ collaborative capabilities

Partial list of Alliancesphere customers *

Voice of the Partner: Can You Hear Me Now? ASAP Global Alliance Summit March 3-7, 2013 9

4 years ago… Partner Listening: A need for change

¡  Not integrated approach ¡  Inefficient data collection, limited sharing and lack of actionable insights

¡  Limited influence on NetApp decisions

Channels

Product

Sales

Marketing

Others *

Disties

VARs

SIs

SPs

NetApp Perspective

§ Duplicated data collection

§ Unaware of available information

§ Unreliable inputs from skewed data

Partner Perspective

§ Contact fatigue § Inadequate

feedback § Limited influence on

product roadmaps

* Includes Customer Advocacy, Operations and other NetApp groups

Voice of the Partner: Can You Hear Me Now? ASAP Global Alliance Summit March 3-7, 2013 10

Alliances

Partner Listening Program Opportunity to innovate

NetApp has an opportunity to create an innovative, integrated approach that enables effective listening across multiple touch points and delivers business impact

Asks, Inputs, Feedback

Asks, Inputs, Feedback

* Includes Customer Advocacy, Operations and other NetApp groups

Channels

Product Marketing

Sales Others*

What if … The entire NetApp organization had a consistent voice from the partner eco-system … Partners were confident that when they provided inputs they influenced NetApp decisions and actions ... Every NetApp stakeholder was certain that they had access to insights previously learned … NetApp was reassured that the inputs from partners was truly representative of partner eco-system

Partner Listening Program

Voice of the Partner: Can You Hear Me Now? ASAP Global Alliance Summit March 3-7, 2013 11

Disties

VARs

SIs

SPs

Alliances

Realization of vision

1. Data Collection

Methodology

2. Analysis and

Measurement

3. Action and Ownership

4. Closed Loop and Comm’s

5. Data Management

and Availability

5..Partner Intelligence helps drive NetApp

strategy

4..Prove that acting on Partner Intelligence

drives Partner Growth

3..Institutionalize change

2..Evolve to providing Partner

Intelligence

1..Implement the basic structure

NetApp Partner Listening System Consistent and integrated approach

through process excellence

Partner Intelligence now integral to NetApp Strategy and Programs

Voice of the Partner: Can You Hear Me Now? ASAP Global Alliance Summit March 3-7, 2013 12

Key elements for success

One holistic framework

Intelligence translated into actionable insights

Integrated views across customers, resellers, distributors and alliances

Governance structure with a well-established cadence to maximize value (actions/ closed loop)

Recognize it’s a journey

Voice of the Partner: Can You Hear Me Now? ASAP Global Alliance Summit March 3-7, 2013 13

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Dedicated to Customer & Partner Success

Tom Georgens NetApp CEO

“Our talented employees are united in one goal: helping our customers and partners succeed”

Go further, faster Voice of the Partner: Can You Hear Me Now? ASAP Global Alliance Summit March 3-7, 2013 14

For  addiDonal  informaDon,  contact:  Seema  Kohli  seema.kohli@netapp.com    Ramesh  Subramaniam  ramesh@alliancesphere.com