NetApp Partner Program

​What’s new in FY’22 Q2?

LouAnne Reynolds, Director, Global Partner Programs

Jeff Fang, Senior Manager, Global Partner Programs
September 2021

© 2021 NetApp, Inc. All rights reserved. — NETAPP CONFIDENTIAL —

What’s new in FY22
Evolving the partner program to meet market • FY 22/23 NetApp Partner Program
changes
• Roadmap – Journey to FY23
• Specializations and Partner Connect
• Financial Benefits – Tier Incentives
• Financial Benefits – Deal based Incentives
• Compliance

2 © 2021 NetApp, Inc. All rights reserved. — NETAPP CONFIDENTIAL —

NetApp Partner Program Objective
Design an evergreen, flexible Partner Program that encompasses
all partner types, roles, selling motions and regional differences to
develop an ecosystem of partners differentiated based on skills and
rewarded based on contributions
 NetApp Unified Partner Program FY22 Journey to FY23
On your marks. Get set. Go!
FY22 May 2021 May 2021 May 2021 May 2021

FY22 Partner Financial
Benefits Launch
Motivate Partners to accelerate NetApp to
$7B by FY25 and take Cloud mainstream.
FY22 & FY23 Partner Program Solution Specializations Launch Partner Rewards Program
Strategy Announce AI/ML, Cloud Preferred, Data Protection, Data Security, Launch
Commitment to partner profitability by investing in Hosting, Infrastructure, FlexPod, SAP, SPOT Global loyalty program that allows partner
growth through a program that is simple, compelling Differentiate your company based on expertise SRs and SEs to earn points for value-based
and rewarding. in a specific subject or skill. activities.
. AMS Target Account Bounty, Competitive
Take-Out incentives

August 2021 June 2021 May 2021 May 2021

Consultant Ready Program Services Certified Deal Registration Updates

Partner Program Dashboard
Monitor your progress along your journey Launch Program Transformation Demonstrate Partner role across portfolios
to FY23. Secure a partner incentive when you from a single location.
Recognize partners who deliver
influence new opportunities. Ecosystem to
services across the data fabric.
facilitate consultancy engagements.
NEW Integration, Lifecycle,
We are here Keystone Services Certified

August 2021 August 2021 November 2021 April 2022 May 2022 FY23

FY22 Partner Program Tier Launch FY21 Compliance 2H FY22 Updates FY22 Compliance FY23 Partner Program
Commitment to partner profitability by investing in Yearly review of partner program What’s new in programs, investments, Yearly review of partner program Launch
growth through a program that is simple, compelling tier thresholds. training, Rewards tier thresholds. Recognizing partner contribution and
and rewarding. specializations.
FY22 Distribution Program Launch
FY23 Partner Program updates
Partner Rewards updates

4 © 2021 NetApp, Inc. All rights reserved. --- NETAPP CONFIDENTIAL ---
Unified Partner Program Transformation
FY22 – FY23 3 x quarters / 9 months to launch!

5 © 2021 NetApp, Inc. All rights reserved. — NETAPP CONFIDENTIAL —

9 Solution Specializations And
3 Services Certified
Specializations

** • Designed to differentiate your business

** • Recognizes your investments and competencies

• Solution specializations can be optional or

required – program tier dependent

• Some specializations include financial incentives

• Specializations include listing on

Partner Connect (NetApp partner locator)

• Prioritized inclusion in NetApp PR activities

**Infrastructure Specialized and Cloud Preferred are mandatory in FY23

6 © 2021 NetApp, Inc. All rights reserved. — NETAPP CONFIDENTIAL —

Cloud Specializations – Differentiation and increased profitability

Requirements Cloud Preferred Spot by NetApp Preferred

• $500,000 ARR for the combined amount of NetApp PCS product

• $500,000 ARR OR
sales and hyperscaler transactions OR
Financial/Deals • 15 closed deals from multiple customers in the prior rolling 12-month
• 15 closed Spot deals from unique customers in the prior rolling 12-
month period
period (excludes renewals)

1 Cloud Preferred Sales Professional

Enablement 1 Cloud Preferred Solution Engineer
1 Spot Sales Professional

Marketing Customer Reference (Private or Public per partner preference) Customer Reference (Private or Public per partner preference)

Spot by NetApp Preferred logo on partner website

Marketing NetApp Cloud Preferred logo on partner website

Partner must meet all FY22 requirements prior to applying for Cloud solution specializations

Download the Solution Specialization guide for details

Solution Specialization application form

Services Certified Specialization options expanded in Solution Specializations
Leverage your services investment to attain financial benefits and solution specializations

AI/Machine Learning Data Protection Data Security FlexPod Infrastructure SAP

Specialized Specialized Specialized Specialized Specialized Specialized

New! New! New! New!

8 © 2021 NetApp, Inc. All rights reserved. — NETAPP CONFIDENTIAL —

 Recommended courses for new partners.
NetApp Learning Services Great opportunity for existing partners to update their
Updated NASP & NATSP Courses & Exams NetApp solution expertise.

Changes to NASP Course & Exam

 NEW course name is ‘Introduction to NetApp Solutions’
 Full replacement to the existing ‘Introduction to NetApp
Portfolio’

 The content, built from our Sales Playbooks, includes:

 Sales Opportunity
 NetApp Value Proposition
 Target Personas
 Qualifying Buyers
 Engaging with the customer
 Competition and how to position NetApp
 Partner value to NetApp

Refreshed NATSP Course & Exam

 Similar look and feel w/ updated content
Available to Partners in August
9 © 2021 NetApp, Inc. All rights reserved. — NETAPP CONFIDENTIAL —
UPP Financial Benefits
Launching FY22 Q2 Removed goals
Reduced $1 share of payment
Introduced Partner-Originated rebate
Introduced Net New Commercial rebate
Expanded targeted Business Development Funds
Aligned Renewals payment to NetApp compensation @70% recognition

Introduced Partner-Originated rebate

Introduced Net New Commercial rebate
Expanding to Platinum partners in AMS and APAC

Introduced Net New Commercial rebate

10 © 2019 NetApp, Inc. All rights reserved. --- NETAPP CONFIDENTIAL ---
FY’22 Unified Partner Program
Partner Level Compliance Review

NetApp reviews partner Unified Partner Program compliance schedule: Please refer to
revenue performance and • August 2021: FY’21 final promotion and Unified Partner Program Requirem
training accomplishments ents and Benefits Guide
demotion (effective date start of FY’22 Q3) and
against the program minimum
annually to confirm compliance • January 2022: Health check against FY’23 Unified Partner Program Complian
with the program requirements Unified Partner Program requirements ce Learning Guide
for complete requirements
• May 2022: FY’23 Unified Partner Program
launch. New levels take effect FY’23 Q1.

13 © 2021 NetApp, Inc. All rights reserved. — NETAPP CONFIDENTIAL —

FY22 Deal-Based Incentives
Q2 PUBLIC CLOUD
SERVICES INCENTIVE
Valid: 31 Jul 2021 – 29 Oct 2021
All Partners (including Registered partners)
 10% for "New" - 1st Cloud sale to any
customer
 5% for "Expand" - Sell new
Cloud portfolio product to existing Cloud
customer
 Both rebates require deal to be Partner
originated, approved deal registration
 Minimum deal size of $20,000 in annual
contract value (ACV)
 Max: $100,000 rebate per deal
 10% for "Marketplace" Deals
(AWS,GC,MSF Azure)
 5% for "Renewal" of CVO-BYOL
Minimum deal size $20K ACV
Cloud Preferred Partners
 Higher pay rate of 10% for "Expand"
 Higher pay rate of 15% for "Marketplace“
All Partners: "New" rebate is stackable with the
Target Account incentive
14 © 2021 NetApp, Inc. All rights reserved. — NETAPP CONFIDENTIAL —
SPOT INCENTIVE
Valid: 31 Jul 2021 – 29 April 2022
All Partners (including Registered partners)
 10% Discount / 10% Commission
 5% Bonus Commission for 1st transaction
from newly onboarded partner for Spot
products (within 180 days)
 10% Commission for a deal managed end-
to-end by the partner (limit of 1 bonus per
deal) EMEA and APAC
Spot Preferred Partners
 Higher pay rate of 25% Commission
REWARD POINTS ARE STACKABLE
CLICK HERE TO SEE PARTNER INCENTIVES PARTNER HUB PAGE
StorageGRID OBJECT
TARGET ACCOUNT
STORAGE FOR SPLUNK
INCENTIVE (GLOBAL) DATA ANALYTICS
Valid: 31 Jul 2021 – 29 April 2022 Valid: 31 Jul 2021 – 29 April 2022
 5% rebate ‘New’  3% rebate to partner
 Earn up to 8,000 Reward points per
 SR and SE Reward
customer (up to 4,000 per SR and SE)
 Opportunity must be on the
 Incentives payout on StorageGRID
GEO-specific Target Account List portion of StorageGRID/Splunk
SmartStore data installation
 Earn up to 41,700 points per customer
 New and existing accounts
 Available for Partners: Global Star, Star,
 Available for Partners: Gold, Platinum,
Platinum, Gold
Star, or Global Star who are also Splunk
partners
 USPS ineligible for incentive Rewards
Points
 AMS, EMEA
FY22 Deal-Based Incentives

COMPETITIVE KEYSTONE FLEXPOD TARGET ACCOUNT

TAKE OUT FLEX SUBSCRIPTION INCENTIVE USPS

Valid: 01 May 2021 – 29 April 2022 Valid: 01 May 2021 – 29 April 2022
 SR and SE Reward  15% rebate
 Earn up to 41,700 points per customer  Requires Keystone Flex Subscription
amendment
 New or existing accounts  Incentive based on customer quarterly
 Available for Partners: Global Star, Star, invoices
Platinum, Gold
 Includes NetApp Keystone Flex
Subscription.
 Maximum payout: $120K / quarter
 Minimum payout: $500 / quarter
 Available in countries where Keystone Flex
Subscription is sold
 Available for Global Star, Star, Platinum,
Gold, and GSI Partners
 USPS not eligible
Valid: 01 May 2021 – 29 April 2022 Valid: 01 May 2021 – 29 April 2022
USPS deals ONLY
 5% rebate (4% for USPS)
 Partner rebate
 New FlexPod AFF, EF-Series
 3% - Gold
 Available for Partners: Global Star, Star,
Platinum, Gold  4% - Platinum, Star, Global Star
 Partners with FlexPod Solution  Opportunity must be on the USPS
Specialization Target Account List
 Opportunity must have an approved
nomination
 Minimum deal size - $25K

REWARD POINTS ARE STACKABLE

CLICK HERE TO SEE PARTNER INCENTIVES PARTNER HUB PAGE

15 © 2021 NetApp, Inc. All rights reserved. — NETAPP CONFIDENTIAL —

Partner Rewards Update

Partner Loyalty Program

New!
Reward at individual or Partner company
level

Earn points for value-based activities

Redeem points for merchandise and

prepaid gift cards

Available to Global Star, Star, Platinum,

Gold partners
Public Sector deals are not eligible

Enroll your company, then NetApp Partner Rewards on Partner Hub

Sell. Earn. Redeem.
16 © 2021 NetApp, Inc. All rights reserved. — NETAPP CONFIDENTIAL —
 Deal Registration Updates ACTION FOR CDMs: Work with your partners to ensure all
Effective May 3, 2021 opportunities booked prior May 3 accurately reflect Partner-
Originated.

Single system: Simplifies deal registration for all partners. All deal Partner Originated questions: Ability to identify the partner’s role
registrations, including Cloud products, are now managed in Ascend. in the deal. New questions:
Product selection is now entered on the first page of the deal
registration or opportunity. 1. Deal Origination: select either
• NetApp asked us to partner on a new opportunity or
• Partner introduced new opportunity to NetApp
2. Last meeting date with customer on this opportunity: select either
No deal registration required: Increases velocity and efficiency. • Meeting date or
Deal registrations are not required for deals less than $15,000 as the • No customer meeting was held in last 60 days
3. Planned Activities: select the activities you plan to lead with the
minimum for deal registration. Renewal opportunities are pre-created
customer
with deal registration benefits for the incumbent partner. • Perform demo or POC validation
• Cloud products should be deal registered for any amount • Define and present solution
• Deal registration is necessary to obtain Express Pack pricing for any amount • Determine and secure budget
• Renewal opportunities for the incumbent partner are pre-created with deal • Design configuration and pricing
• Deliver partner professional services
registration benefits
• Other (free text entry)
4. Next meeting date with customer on this opportunity: select
• Date (optional)
Discount advantage calculation: Policy update and clarification
(excludes USPS). The minimum price advantage for the deal Rep: Partner Originated – If no deal registration was submitted
registered partner must be at least 10%, based on the registered by a partner, an optional field on the opportunity can be selected
partner’s net price. by the NetApp rep. Visible to but not editable by the partner.
• Example: Deal registered partner has a discounted price of $100, so
non-registered partner’s discounted price must be at least 10% higher, or
$110. 17 © 2021 NetApp, Inc. All rights reserved. — NETAPP CONFIDENTIAL — CLICK HERE TO SEE DEAL REGISTRATION PROGRAM GUIDE
 Partner Connect
• New filtering algorithm that is more intuitive

• Better search functionality using metadata

• New look and feel consistent with NetApp brand

• Enhanced partner cards with Quick View feature

• Editable partner ‘display’ names

• Contact partner button that will send leads to partners

• Media section that allows partners to showcase their

videos, collateral and references

• ‘Area served’ filter represents a partners selling

territory instead of their base location

• ‘Partner type’ filter more representative of current

selling motions
Effective 1 May 2022, only partners with at least • ‘Specializations’ filters aligns with current solution and
1 specialization will be displayed on Partner Connect services certified specializations

18 © 2020 NetApp, Inc. All rights reserved. — NETAPP CONFIDENTIAL —

 1. The Unified Partner Program is transitioning to
a competency model tied to specializations in 3
quarters!
2. Partners can earn predictable income as they
drive incremental business starting from $1
5 Key takeaways
3. Target Account Incentive is now global!
4. Expanded Public Cloud Incentive
5. NetApp has introduced a new ‘company level’
rewards options to help drive adoption

19 © 2021 NetApp, Inc. All rights reserved. — NETAPP CONFIDENTIAL —

Thank you!

NetApp unlocks
the best of partners

© 2021 NetApp, Inc. All rights reserved. — NETAPP CONFIDENTIAL —