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NetApp Partners Get What They Need to Succeed in FY’20

Chris Lamborn


Partners tell us they want simplicity, consistency, and differentiation from partner programs. For FY’20, the program updates revolve around those themes. We will recognize and reward our partners for acquiring new accounts, for selling focus portfolios to existing accounts, and for focusing on services. We’re making it easier to do business with us and we will provide even more differentiation and growth opportunities. Read more about NetApp’s partner program changes in this CRN Exclusive.

NetApp is committed to investing in its partners. Our ongoing focus is to offer partners a differentiated way to grow a profitable, predictable, and sustainable multicloud business. Learn more about why it’s a great time to partner with NetApp in my recent video.

What’s New in FY’20

Integration of Service Providers into the Unified Partner Program. Many solution providers in the market today operate as both resellers and service providers, and many service providers also operate as resellers. As business models evolve and the lines between partner types blur, integration of service providers into a single Unified Partner Program makes it easier to do business.  It also simplifies and maximizes the relationship with NetApp.

New Global Star Partner level. Creation of a Global Star Partner level provides a consistent engagement model for partners with a substantial sales presence across worldwide sales territories.

New Digital Transformation business capability. An additional differentiation opportunity comes with this capability for partners that provide strategic digital transformation consulting and services to companies that seek guidance in transforming their businesses.

Additional Services Certified Program options. Streamlined NetApp® Services Certified requirements provide more options that enable partners to focus on specific solutions, making it easier and more profitable than ever to offer services to customers. A new As-a-Service Certified (aaSC) Program supports the development and delivery of as-a-service cloud-based offerings built on NetApp technologies, providing more differentiation opportunities.

Streamlined training requirements. We’ve simplified training options and learning paths, with choices that align to a variety of business focuses and learner interests. You can find new and updated courses in an easy-to-navigate and comprehensive course list in the new Unified Partner Program Training Compliance Guide.

New Account Incentive.  A new account incentive recognizes and rewards partners for acquiring new accounts and for selling new focus portfolios to existing accounts.

Going Claimless! We’ve removed the need for partners to make claims for the New Account incentives by automating validation and payment to make it simple for all Unified Partners to benefit.

Changes to Hybrid Cloud Integrator Specialization. We have updated the requirements to align with the NetApp University Hybrid Cloud Administrator Certification (NSO 300), enabling a better partner experience.

Updated FlexPod® sales toolkit. We continue to provide fantastic sales and marketing materials. The FlexPod sales toolkit includes FlexPod for Artificial Intelligence (AI) with a new Cisco Validated Design (CVD).

Partners want to work with technology providers that offer excellent financial opportunities and sales, marketing, and technical resources. These vendors are recognized annually by CRN’s 5-Star Partner Program rating. NetApp’s award-winning partner program received the CRN 5-Star Program Guide rating for 2019.  We encourage our partners to take advantage of the many tools and resources available to them through the NetApp Partner Program.

If you’re already a NetApp partner, you can read the full announcement on the Unified Partner Program page of the Partner Hub.  To find out how to become a NetApp partner, visit the partner page.

Chris Lamborn

Chris Lamborn joined NetApp in November 2015 & is currently Head of WW Partner GTM and Programs. He is responsible for the development and implementation of the company’s Global Channel go-to-market strategy and the supporting programs and investments. NetApp’s Channel Partner eco-system forms the foundation of the business, supporting and contributing over 75% of the company’s revenue. Chris is a respected leader with extensive experience working with global partners and proven success in partnering to deliver incremental revenue and profitability. His detailed understanding of the multiple Partner business practices and experience of working with operations, marketing, finance across the world ensures predictable, relevant and profitable business partnerships. Prior to NetApp, Chris held distribution leadership positions at Brocade, Avaya and Nortel and holds a Bachelor’s degree in Mechanical Engineering from Kingston University in the UK and he moved to permanently to California in 2016.

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