NetApp Partner Sphere

Prepare now for a successful transition to the

FY’24 Partner Program

Ricardo van Zanten

ROLA Partner Manager
3/6/2023

© 2023 NetApp, Inc. All rights reserved. — NETAPP CONFIDENTIAL —

Program rollout milestones
The road to success

October 2022 December 2022

• Announced NetApp® • Launched Solution Competencies
Partner Sphere • Begin achieving competencies and Services Certified tracks

December 2022–April 2023

• Check on progress
You are here
• Complete Solution Competencies and
Services Certified requirements
February 2023
• “Preview” program for partners
• Prepare for transition to new August 2023
Program New program
effective
May 2023 Assign tiers
• Final tier requirements assessment
(NetApp FY’23)
2 © 2023 NetApp, Inc. All rights reserved. — NETAPP CONFIDENTIAL —
FY’24 Partner Program principles of design
Enabling digital transformation for customers, accelerating partner growth, and providing our partners with a predictable
business environment

Provide a streamlined, consistent, and durable program framework for partners

Simple
and NetApp

Transformative Enable cloud-focused, services-oriented partners to thrive

Promote partners with validated capabilities that align with NetApp® strategic
Differentiating
focus areas

Increase partner opportunity with progression through tiers with certifications and
Accelerating
capabilities

3 © 2023 NetApp, Inc. All rights reserved. — NETAPP CONFIDENTIAL —

Partner value proposition

Value pillars Benefits to partners

SIMPLE Flexibility for all partners Streamlined, clear framework Partner growth encouraged
in a single program provides consistency by tiered system

Support for partners’ On-demand tools & SMEs for Extend market reach with
TRANSFORMATIVE
successful cloud transition hybrid multicloud enablement premier multicloud portfolio

Partners distinguished by Successful outcomes Promotes each partner’s

DIFFERENTIATING unique GTM approach
competencies & services highlighted & endorsed

ACCELERATING In-demand portfolio fuels Partner-led services drive Benefits grow with tiers and
value-adds & co-innovation monetization of capabilities maximize partner ROI

4 © 2023 NetApp, Inc. All rights reserved. — NETAPP CONFIDENTIAL —

 Transforming the Partner Program

Today Tomorrow

Disparate Programs
Partner NetApp® Unified Partner Program, Global Systems
NetApp Partner Sphere
Program Integrator Program, Service Provider Program,
Consultant Partner Program

Tiers Registered, Gold, Platinum, Global/Star Approved, Preferred, Prestige

Partnering with NetApp: Understanding the

Training NASP, NATSP
Business Value and Opportunity

Solution Specializations & Services

Capabilities Certified
Solution Competencies & Services Certified

Full value contribution

Contribution Invoiced Bookings (invoiced bookings & cloud accelerator)

5 © 2023 NetApp, Inc. All rights reserved. — NETAPP CONFIDENTIAL —

Tier Requirements
Multiple predictable paths to success in Flash & Cloud | aligned and measurable

PRESTIGE
PREFERRED
APPROVED Strategic partners with proven
commitment to integrated, multivendor
Experienced, productive cloud solutions and services that
partners developing cloud-focused extend NetApp value nationally
New or developing partners solutions and/or services that extend or globally
with NetApp-related NetApp value regionally or nationally
offerings or opportunities
1 cloud solution competency*
3 additional unique solution competencies

2 unique Solution Competencies OR

1 Services Certified 1 Services certified

Active partner $$ financial contribution $$$ financial contribution

Partnering with NetApp training Partnering with NetApp training Partnering with NetApp training

Partner agreement, PRADD Partner agreement, PRADD Partner agreement, PRADD

*Eligible “Cloud” Solution Competencies:

Cloud Data Modernization on Amazon Web Services (AWS) , Cloud Data Modernization on Azure, Cloud Data Modernization on Google
Cloud, Cloud Optimization with Spot by NetApp, Cloud Application Optimization with SAP

Requirements as Illustrated are subject to change until launch

6 © 2023 NetApp, Inc. All rights reserved. — NETAPP CONFIDENTIAL — *Additional conditions and/or requirements apply. Please refer to program guide at launch.
 FY’24 Partner Sphere: NetApp Learning Services required training
Required Program-level course, Partnering with NetApp: Understanding the Business Value and Opportunity

At least one individual per partner entity must

complete this course

It replaces NASP and NATSP requirements for

the Unified Partner Program

Existing partners have 1 year to complete the

course (by the end of FY’24)

The course is included in onboarding for new

partners

* For required Solution Competencies course or exam titles, partners should go to the NetApp Partner LearningCenter.

7 © 2023 NetApp, Inc. All rights reserved. — NETAPP CONFIDENTIAL —

Partner Sphere Program Tier Benefits
Area Benefits Approved Preferred Prestige
Co-Selling Proposal Center and Partner Solution Center ● ● ●
Pre-sales / Sales Enablement ● ● ●
Competitive Intelligence ● ● ●
Demo Licenses ● ● ●
Executive Briefing Center Access ● ● ●
Support Site Access ● ● ●
Deal Registration ● ● ●
Insights to Action Committee ● ● ●
Cloud & Services Incentives ● ●
Partner Success Advisory Board ● ●
Value & Compete Incentives ●
Partner Gear ●
Co-Marketing Partner Connect ● ● ●
Partner Certificates and Manufacturer’s Authorization Forms ● ● ●
Logos & Badging ● ● ●
Content Syndication ● ● ●
Customer Success Stories and Case Studies ● ● ●
Demand Generation Campaigns and Kits ● ● ●
Development Funds ●
Co-Branding and Co-Sponsored Marketing ●
Tradeshow / INSIGHT Sponsorship ●
Joint Press Releases and Press Release Templates ●
Services Partner Delivered Services ● ● ●
Partner Services Tools ● ● ●
Lifecycle Services Certified Backline Service Discounts ● ●
Collaboration Lab On Demand ● ● ●
Test Drive ● ● ●
Partner Hub Access ● ● ●
Webcasts ● ● ●
Newsletters (Opt-in) ● ● ●
NDA Roadmap Sessions ●
Enablement Access to On-demand, Virtual Live, and Instructor-led Training ● ● ●
Partner Academy ● ● ●
25% Discount on NetApp Training ● ● ●

8 © 2023 NetApp, Inc. All rights reserved. — NETAPP CONFIDENTIAL — Benefits are Illustrated and are subject to change until launch
*Additional conditions and/or requirements apply. Please refer to program guide at launch.
Partner Sphere Thresholds
Threshold currency converted to US dollar for comparison purposes; thresholds showing in US$ millions

Geo Zone 1 Zone 2 Zone 3 Zone 4

Prestige Preferred Prestige Preferred Prestige Preferred Prestige Preferred

EMEA $13.6 mil $200k $3.8 mil $50k $0.7 mil $50k $0.7 mil $50k

LATAM $1.2 mil $50k $0.9 mil $50k $0.75 mil $50k - -

9 © 2023 NetApp, Inc. All rights reserved. — NETAPP CONFIDENTIAL —

Meeting the financial requirement

Financial contribution guidelines

Final partner tier placement will be based on FY’23

Invoiced Bookings (30 April 2022 through 28 April 2023)

A Cloud Accelerator of 2x is applied to Invoiced Cloud

Bookings

Influence Invoiced Bookings through the hyperscaler

marketplace are not included

Requirements as Illustrated are subject to change until launch

10 © 2023 NetApp, Inc. All rights reserved. — NETAPP CONFIDENTIAL — *Additional conditions and/or requirements apply. Please refer to program guide at launch.
 Learn what it means to partner with
NetApp

Partnering with NetApp—Understanding the Business Value and Opportunity

Course ID: CP-WBM-PTNAUBVO
Total duration: 30 mins

© 2023 NetApp, Inc. All rights reserved. — NETAPP CONFIDENTIAL —

 Complete a focus area accreditation

Cloud Native Associate Hybrid Cloud Associate

Accreditation Accreditation

© 2023 NetApp, Inc. All rights reserved. — NETAPP CONFIDENTIAL —

 Select a competency within your focus
area

Learn more about

NetApp Solution
Competencies

© 2023 NetApp, Inc. All rights reserved. — NETAPP CONFIDENTIAL —

Key resources

• The NetApp® Partner Sphere information page on the

Partner Hub
• Partnering with NetApp: Understanding the Business Value
and Opportunity NLS required training
• Introduction to NetApp Solution Competencies video
• NetApp Solution Competencies Program Guide
• NetApp Solution Competencies application form
• NetApp Learning Services Solution Competencies
workspace
• Services Certified information page
• psphere@netapp.com for any NetApp Partner
Sphere questions

14 © 2023 NetApp, Inc. All rights reserved. — NETAPP CONFIDENTIAL —

 Thank you

© 2023 NetApp, Inc. All rights reserved. — NETAPP CONFIDENTIAL —