AVNET PREMIER PARTNER GUIDE. Your Resource for NetApp Success BIG DATA CLOUD COMPUTING CREATING VALUE CUSTOMER-FACING ROLES CONTENT STRATEGY

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1 AVNET PREMIER PARTNER GUIDE Your Resource for NetApp Success BIG DATA CLOUD COMPUTING CREATING VALUE CUSTOMER-FACING ROLES CONTENT STRATEGY

2 2 It s a new world out there. Information technology has moved from a supporting role to center stage as companies see how data captured, housed, evaluated, refined, analyzed, filtered, segmented data can become a competitive advantage. Companies can leap to the front of their markets. Governments can anticipate new service needs and save precious taxpayer dollars. Healthcare organizations can lower costs, improve care and even save lives. You can participate in this exciting technical revolution. By focusing on NetApp as part of your portfolio, you re helping organizations achieve goals that were unimaginable until now. Where you want to take your business, of course, is up to you. Avnet Premier is the NetApp partner enablement program designed to help you where you want to be at each phase of doing business: generating interest, making sales calls, pricing and configuring systems, and ongoing services. End-users come in all sizes and shapes, and their needs are unique. NetApp products are designed to accommodate that variation in customers. Avnet Premier does the same for resellers, no matter their size or experience with NetApp. Take a look at how Avnet can help you, your business, and your customers. AVNET S ADVANTAGES Put simply, Avnet offers NetApp resellers advantages they cannot get elsewhere: RELATIONSHIP-BASED BUSINESS PARTNERSHIPS We treat resellers as members of our team, recognizing their goals and ways of doing business and providing support as needed. SERVICE INNOVATION We respond to changes in the market and technology and provide new strategies and resources to our partners so they can continue expanding their sources of revenue and growing their businesses. ACTIONABLE INFORMATION We capture the latest information from the best sources in the industry, ensuring you receive the most relevant news, just when you need it. Because all Avnet team members are aligned with their NetApp counterparts, Avnet Premier partners get consistent and complete information from Avnet and NetApp. AN UNRIVALED GROUP OF EXPERTS The Avnet team is composed of the most knowledgeable people in the business; they work hard to make your job a little easier. Avnet has been a leader in technology for more than 50 years and a NetApp distribution partner for more than 10 years. 3AVNET S ADVANTAGES

3 GETTING ORIENTED WITH AVNET AND NETAPP Start wherever you need to ensure you and your team are prepared for the next phase of your company s growth. Avnet and NetApp offer a variety of training courses 1 to assist you. Courses are offered either in-person or remotely through webinars, video-on-demand or one-on-one phone instruction. Understanding Avnet s Value-added Service and Structure Quantum Leap Partner Program The Quantum Leap program provides a comprehensive set of training resources geared toward sales to end-users in the mid-sized enterprise, education and government agencies markets. Participants can earn the certification required for participating in NetApp programs through video-on-demand and print resources. Quantum Leap Graduate Partner Program The next step in the Quantum Leap program, these sessions expand your expertise by showing you how to pair NetApp storage solutions with other technologies for customers seeking market-leading converged solutions. Participants, who learn through video-on-demand instruction, are eligible for qualified leads and customized marketing programs upon program completion. GETTING ORIENTED New NetApp Partners Onboarding Training Those who are new to reselling NetApp services begin with onboarding sessions to become familiar with both NetApp and Avnet. These sessions are conducted by Avnet s onboarding and Partner Development team so you get one-on-one instruction. Avnet team members will give you insights gained from years of experience in the field, distilled into best practices. In no time, your sales and engineering teams will be comfortable with NetApp s products and Avnet s business practices. Understanding NetApp s Solutions GetSuccessful Partner Enablement Program This program includes three elements to prepare you to sell NetApp storage solutions, starting with knowing the essentials, moving to solution enablement, and concluding with customizable workshops. You ll learn through video-on-demand, solution kits, and face-to-face workshops. NetApp Accredited Sales Professional (NASP) Training A one-day, in-person or remote training, this course provides the foundational knowledge of NetApp s features and benefits so you can effectively present its advantages against competitive solutions. ProSeries Enablement Training This live webinar series features the latest sales and technical developments from NetApp and Avnet, with experts from both companies sharing their knowledge. With an up-to-date and thorough understanding of all aspects of NetApp storage solutions, you get the knowledge that drives sales. Sessions are held every other week, but playback of the recorded webinars is available on demand. Technical Team Training NetApp Accredited Storage Architect Training A three-day intensive training for the technical team members, these sessions help systems engineers and storage architects quickly get up to speed and achieve sales goals. Avnet offers these sessions every other month at no charge. NetApp Synergy Fundamentals Avnet makes it possible for you to accurately size a NetApp solution through a dedicated portal that allows quick, detailed modeling. This training course shows you how to use the portal easily and effectively. Sales Skills Training NetApp Executive Appointment Setting Program Cold-calling is a challenge for many employees, and your newer staff members may particularly appreciate some guidance. This course shows participants how to master cold-calling and get that first appointment, often an essential element of building a robust pipeline. PartnerEdge Powered by SalesForce.com SalesForce is an invaluable application for your sales staff helping them manage opportunities and track the status of solution configuration and pricing. This training helps equip them to apply SalesForce s tools in the NetApp channel. Once they ve completed the training, they can tap into the NetApp/SalesForce portal to keep locked in on their accounts. 4 (1) Some training courses described in this document are provided directly from NetApp to resellers. Avnet provides a supporting role in those instances, giving Avnet Premier Partners additional advice and guidance as needed. Other courses listed in this section are exclusive to Avnet and available only to partners, as part of the Avnet Premier program. 5

4 THE PEOPLE OF AVNET PREMIER THE PEOPLE OF AVNET PREMIER Avnet Premier is a program, but it s also a group of people united in finding practical, effective ways to help get the job done. You ll meet a few of them in this publication. Take a minute as you read through the components of the Avnet Premier Program to learn about the people who make this program possible. They ve made life easier for hundreds of resellers. They can do the same for you. Brian Chafey Mastering Changes So VARs Don t Have To NetApp storage solutions are robust, complex and constantly evolving. While frequent updates ultimately provide end-users the tools that meet their needs, resellers are sometimes burdened with staying up-to-date on NetApp s offerings. Doing so is tough when what was reliable up-to-date information yesterday has become outdated a few weeks later. That s where Brian Chafey comes in. Brian is one of Avnet s NetApp solution sales representatives. His job includes tracking every update to NetApp solutions functionality monitoring every notice NetApp sends out and checking daily on what s being learned in the field and elsewhere. With Brian s expertise, VARs can provide end-users the kind of service they d be hard-pressed to offer on their own. A simple example: An end-user had a NetApp FAS3140 storage controller and was adding some newer storage trays. The VAR assumed that because of its age, the FAS3140 wasn t compatible with the new equipment. Actually it is, Brian said to the VAR, but you ve got to run it through an HBA adapter card. Just be sure that the end-user isn t already at its adapter-card maximum for its system. PEOPLE OF AVNET PREMIER a group of people The solution worked as Brian detailed, saving the end-user the cost of a new controller and enhancing the VAR s reputation for cost-effective service. Not only does Brian give his partners a competitive edge by providing them the most accurate and up-to-date product information, he also helps VARs to construct complete packages based on each customer s needs. united in finding practical, effective ways to help get the job done. Sometimes the reseller doesn t have time to learn what the best solution really is, but because I m doing this every day I can help them fill in the gaps, he says. His job includes tracking every update to NetApp solutions functionality monitoring every notice NetApp sends out and checking daily on what s being learned in the field and elsewhere. 6 7

5 THE PEOPLE OF AVNET PREMIER Jonathan Lightburne Helping Resellers Reach Their Business Goals Jonathan Lightburne likes to surprise resellers who are considering adding NetApp to their sales line but who incorrectly assume that getting qualified is a long, drawnout process. Actually, Jonathan tells them, you can go from a registered to gold level in three months. Really? the VARs typically respond. We were thinking it would be at least a year. Jonathan is deeply familiar with all aspects of NetApp and can guide resellers through fundamentals that will save them time and effort. A reseller can get a quote on a project, for example, in less than an hour simply by knowing the right way to get the information. Jonathan and the members of his team help VARs keep their businesses on track on a strategic level as well. Every quarter, he ll sit down with a reseller and go over the business plan the reseller has established. We ll talk to them about where they are with their current sales and what other opportunities are being considered, we ll talk about their certifications, Jonathan says. With these consultations and all of our training and portals and marketing support, our goal is always to make the resellers more self-sufficient. We want to give them the awareness of how to use the NetApp and Avnet tools to ease their pain and reach whatever goals they ve set up for themselves. With these consultations and all of our training and AvnetPremier.com and marketing support, our goal is always to make the resellers more self-sufficient. We want to give them the awareness of how to use the NetApp and Avnet tools to ease their pain and reach whatever goals they ve set up for themselves. SALES SUPPORT Flexpod Services by Avnet VARs with mid-size and enterprise end-users can avoid the time and expense of hunting down different suppliers with Flexpod Services by Avnet, built upon a validated data center solution. Through several easy-to-use tools exclusively offered to Avnet Premier Partners you can pick a solution that meets your client s requirements. Avnet s services team maps out, configures, tests, ships, and integrates FlexPod for you, simplifying your life and boosting your sales efficiency. MARKETING SUPPORT Cookie-cutter campaigns have no place in today s marketing environment. Avnet knows that resellers need flexibility in reaching their targeted audiences and offers marketing programs with a wide range of options to do just that. Demand Creation Avnet s Demand Creation team can help you get on track by collaborating with you to develop plans that align with your business goals and increase sales in your targeted verticals. The individuals on the Demand Creation team have extensive backgrounds in marketing strategy, so they can help you zero in on the proven marketing resources that lead to full pipelines and increased revenues. Customized enewsletters A robust enewsletter publication tool can help you reach new customers and further develop your relationship with existing ones. By consistently providing information that your readers can use, you continue to prove your value while maintaining visibility. enewsletters can be customized with your own content and logo. Converged Solutions Avnet continues to expand its services by helping resellers take advantage of the rapidly growing converged solutions marketplace. NetApp s ongoing development of marketleading technology provides opportunities for strategic alliances with some of the more robust ancillary supporters in the industry, such as SAP, Cisco and Microsoft. With this expansion of NetApp s solutions, Avnet has developed business enablement programs for those resellers who are eager to take advantage of the new sales opportunities they represent. Avnet offers business plan development, pre-sales configuration, order management, and monthly reporting of bookings and sales pipeline for these converged data solutions. Beyond all of this, Avnet can assemble, test, and ship a complete solution to your customer and, if needed, coordinate onsite implementation services. Resources and Tools As an Avnet Premier Partner, you are eligible to receive incremental support for your approved marketing plan. You will be reimbursed for marketing-related expenses, with amounts dependent upon your level within Avnet s marketing development funds program, Avnet Select. (See page 11.) Among the wide range of activities that qualify for reimbursement are website-related expenses such as blog posts and SEO services, direct mail, telemarketing, event planning, list acquisition, and marketing research. Avnet Solutions- Path Engagement Service Vertical markets often have unique needs that resellers must understand to successfully engage endusers. Avnet helps you map out your route to specializing in any of several verticals through Avnet SolutionsPath. With vertical market and data-center technology experts available to assist you, you can gain the tools and training needed to enter new and growing markets. SUPPORT 8 9

6 THE PEOPLE OF AVNET PREMIER Brian Mitchell Providing Technical Know-How For The Most Challenging Cases Brian Mitchell recently got a call from a large NetApp reseller with a problem: The reseller forgot to buy a new software license for a $300,000 Clustered Data ONTAP application, which was scheduled for installation in Virginia the next day. The reseller s representative didn t want to have to tell the end-user he forgot to add in another $10,000 for the license and he didn t want to delay the project. Could Brian help? Brian went to work, remotely testing the complete setup in Avnet s demo lab in Arizona. Within a few hours, he had good news for the reseller: The system would work with existing licenses. So the reseller went ahead and began the installation the next day. The end-user never knew any difference. Without Brian s help, though, the reseller likely would have had a major problem. The information Brian provided is not recorded in any technical documents. Nor is it something that anyone could make an educated guess about the equipment is brand new and quite complex. Testing was the only option. The information Brian provided is not recorded in any technical documents. Nor is it something that anyone could make an educated guess about the equipment is brand new and quite complex. Testing was the only option. IMPLEMENTATION AND SERVICE SUPPORT Any reseller can rack and stack a system, but that s not what today s end-users are looking for from their suppliers. They want top-notch service at a reasonable rate. By providing a fully operational system from the start, you both meet their current requirements and become their first choice for future needs. AVNET CAN HELP YOU GET THERE WITH A RANGE OF SERVICES: Streamlined set-up options Avnet offers resellers a set of installation SKUs that save money and simplify the process. There s no duplication of pre-site preparation and travel, no need to pick multiple SKUs. You pick what you and your end-user need, nothing more. Fully certified engineers and consultants Avnet s services team holds current NetApp installation and specialization certifications (NCDA and NCIE) as well as multiple specialized certifications. For resellers who do not have staff located near an end-user s setup location, designating a highly skilled Avnet services team member to handle the assignment is a cost-effective and timely option. And, of course, it frees up the reseller s staff to focus on other tasks more essential to core operations. Lifecycle maintenance As equipment ages and new storage demands arise, end-users need ongoing support from trusted sources. Months or years down the line, you ll be able to provide that assistance with any of the many services Avnet offers, including: hardware trade-in and consignment data erasure hardware disposition Financing solutions Avnet offers several financing mechanisms for end-users. By tapping into the resources Avnet makes possible, you can help customers acquire equipment that might not otherwise have been possible for them. Of course, you can also provide maintenance service of existing equipment and upgrades as needed. SUPPORT Follow-up service Avnet s base installation services include an online meeting or conference call with the end-user to ensure the system is functioning as planned and to answer any questions that might have arisen. These calls can last up to two hours and are conducted by the engineer assigned to the implementation, who can serve in the capacity of a reseller employee if needed

7 THE PEOPLE OF AVNET PREMIER Adrienne Ambrose Keeping Resellers Up-to-Date on Revenue Opportunities With resellers doing more with fewer resources, many of them are so busy selling their services that they don t have time to learn of other opportunities for adding revenue. Fortunately for them, there are people like Adrienne Ambrose, a Partner Development Manager for Avnet. Adrienne provides information and resources that are essential to Avnet s partners and reaches out to them to make sure they re up-to-date. Because she s focused on building ongoing relationships, she gives each of them a phone call rather than just relying on . How do those resellers react? They re definitely grateful that someone is looking out for them, making sure they re not missing things, Adrienne says. For instance, NetApp recently announced an additional sales incentive. While the information was posted on Avnet s sales portal, some of Adrienne s partners were unaware of the promotion until Adrienne proactively notified them. With that kind of information, the resellers can take advantage of new opportunities and potentially increase revenue for their business. As more advanced technology becomes part of the solutions offerings, VARs are eager to gain the necessary training for selling it. Adrienne informs them of new classes, webinars and local sales trainings so they can gain expertise in the latest technology updates and market trends. Because Adrienne is aware of the partners go-to-market strategies, she can be certain that the information she passes along is relevant and geared toward generating more business. AVNET SELECT MARKETING REIMBURSEMENT PROGRAM As an Avnet Premier Partner, you are eligible for additional marketing funds through the Avnet Select Program. Strategic partners who are approved to participate in the Avnet Select Program can take advantage of MDF reimbursement, based on approved marketing plans and partner sales revenue. THE AVNET SELECT LEVELS ARE AS FOLLOWS 2 : REIMBURSEMENT PROGRAM As more advanced technology becomes part of the solutions offerings, VARs are eager to gain the necessary training for selling it. Adrienne informs them of new classes, webinars, local trainings and new opportunities to potentially increase revenue. LEVEL ONE: Authorized New Avnet-NetApp partners begin with onboarding and the initial setup into the Avnet Premier program. LEVEL TWO: Associate For resellers that are currently engaged as NetApp emerging Gold partners, quarterly reimbursements of up to $10,000 may be available. LEVEL THREE: Signature Resellers that are mid-level Gold or Platinum partners are eligible for up to $50,000 in marketing reimbursements per quarter. LEVEL FOUR: Elite High-performing Platinum partners are eligible for up to $85,000 in marketing reimbursements per quarter. (2) All programs in this guide are available to resellers whether or not they are a part of Avnet Select. Funds from Avnet Select may be applied to any programs in this guide. Some fees for marketing customization may apply. Complete details can be discussed with your Avnet NetApp Sales Team

8 AVNET BUSINESS TOOLS In addition to the services described above, partners within the Avnet Premier program enjoy access to a range of business support tools and services including: AvnetPremier.com, Your Partner Portal NetApp Services by Avnet Financing Solutions Receivables Services Leasing Services WHAT AVNET MEANS TO OUR PARTNERS Avnet Inc. is a Fortune 500 Company and one of the world s largest distributors of electronic components, computer products and embedded technology. Earning $25.7 billion in revenue for fiscal year 2012, Avnet is recognized in Forbes magazine s list of Most Admired Companies for the fifth year in a row, ranked Number 1 in its industry. What that means to you and your customers is that you have a reliable partner with both global reach and a personalized approach. AVNET BUSINESS TOOLS Avnet s PayNow SMARTracker Channel Connection HERE IS WHAT SOME OF OUR PARTNERS HAVE TO SAY ABOUT IT: We re pleased to introduce our customers to Avnet because they have the expertise and proven capabilities they want and expect from a security solution provider. That gives us a clear advantage as we continue to build our in-house capabilities. Jacques Watters, VP of Sales and Operations, SLT-TEC Avnet Global Solutions Center Avnet Asset Remarketing Services Avnet Cloud Solutions Avnet understands what it takes for partners to be successful in high-growth markets such as virtualization. Jeffrey Teeter, Logicalis We re still new to the game; we re still discovering the Avnet programs available to us. But even at this stage, Avnet is invaluable at helping us do what we need to do to drive our business. Gregg DeWitt, President, Data Strategy 14 15

9 IIMPLEMENTATION AND SERVICE SUPPORT Learn more about Avnet Technology Solutions. Take advantage of Avnet Premier, the Avnet program for NetApp partners. Please Jessica Monge at today or visit 16