NetApp Transforms Partner Experience

Q. How does your 2023 Channel Chief recognition illustrate your ongoing commitment to partners?

A. I pride myself on being an advocate for our partner community, serving as their collective voice. At NetApp, we want to add value to partnerships, while building relationships in a continually evolving ecosystem. My motivation centers around collaborating with diverse partners who are excited to learn, enact positive change and help our partnership thrive.

Personally, I championed the overarching strategy for NetApp to transform the partner business, including implementing collaborative models so partners received the tools, content and support to give partners what they need to succeed. NetApp has focused on improving collaboration, co-selling, training and enablement, while expanding strategic direction to power cloud, hybrid multicloud and on-premises business and effectively increase customer acquisition.

Q. What prompted evolving NetApp’s partner offering, creating the NetApp Partner Sphere?

A. As a partner-first organization with around 80 percent of revenues driven by these partners, NetApp listened to partner feedback to create an even better offering. Beginning this year, the NetApp Partner Sphere will offer new delivery models and highly specialized services through a cloud-focused and services-led program aimed to accelerate our partnership. This single-pathway program replaces the old system of multiple programs and brings every service in a central location. It will provide flexible consumption models for customers, so partners can add new capabilities to provide support throughout the customer journey. This program flexibility allows partners to find the right support to develop competencies and skills they previously didn’t have.

Q. How does NetApp plan to better serve partners in 2023?

A. NetApp is focused on the customer value journey. We know customers have many partners that provide a variety of services to help them accomplish their goals, but we aim to set our partners up for success. By giving them a wealth of options and services, NetApp aids and rewards partners for delivering value to their customers. This year, the Partner Sphere will have a three-tiered, give-and-get model, providing reciprocal value and a clear growth path. Partners can choose which level they want, with full transparency on what benefits are available for each. Accelerate cloud reach, discover new business opportunities and evolve along with us. When NetApp wins, partners win and customers benefit.

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Jenni Flinders SVP, Worldwide Partner Organization

We want to add value to partnerships, while building relationships in a continually evolving ecosystem. My motivation centers around collaborating with diverse partners who are excited to learn, enact positive change and help our partnership thrive.

Five9

Jake Butterbaugh

SVP, Global Partners

Butterbaugh worked closely with his team to ensure streamlined communication throughout the organization. The team exceeded partner contribution goals and signed top partners around the globe.

Fortinet

Carl Cayton

Sr. Director, U.S. Channel System Engineering

Cayton expanded enablement efforts by hiring and dedicating more SEs to support distribution-led, regional, named partners. He also has trained more partners by focusing on efficiency.

Fortinet

Landon Scott

Sr. Director, Channel Operations

Scott integrated inside sales support for all customer segments into channel operations, providing a career pathway to create new SMB sales reps that have a channel-first mentality the day they start with the company.

Gluware

Colin Henry VP, Channel Sales

Since joining Gluware in January 2022, Henry has developed a strategic channel program that enables partners to quickly bring intelligent network automation solutions to customers, providing them with incremental service opportunities.