1. 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

2. • 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?

3. ObjecCves
for
today
• Why
partners
are
criCcal
to
NetApp
strategy?
• Partner
Listening:
what
is
it?
• Key
learnings
from
our
journey
• QuesCons
and
open
discussion
3

4. 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, 20134

5. 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, 20135

6. 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, 20136
Full Line Supplier
/ OEM Distributor/VAR Innovation Stack
IT-as-a-Service
/ Cloud
Federal Systems
Integrator/Global

7. ¡ 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, 20137
¡ How many of you have a partner
listening program in place?
¡ How many of you are combining the
insights across different listening
programs?

8. 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, 20138
Alliances

9. 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, 20139

10. 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, 201310
Alliances

11. 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, 201311
Disties
VARs
SIs
SPs
Alliances

12. 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, 201312

13. 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, 201313
1
2
3
4
5

14. 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, 201314

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