Channel Activity Strategy

1
Channel Activity Strategy
2
Objectives

• Provide guidance on campaign areas to ensure
  consistent activity levels for Partners.
• Enable NetApp to execute a larger number of
  campaigns consecutively
• Provide a level of strategy to a 12 month Partner
  plan
• Ensure the message to customers is clear,
  consistent and builds on NetApp key strengths to
  ensure brand recognition.
• Articulate a NetApp plan that is easy to
  understand to support campaigns, programs
  promotions
• Ensure Partners can build plans to suit their own
  objectives from available options

3
NetApp UK Campaign Strategy
Launches
PR
Analyst
Corporate Campaigns
Corporate Programmes
Promotions
NetApp Marketing collateral
Ad Hoc
Distribution (DNS)
Ad Hoc
VIP Partners
END USERS
New prospects Installed Base
4
NetApp Campaign Framework Jan 07
Infrastructure FC SAN IP SAN (iSCSI) NAS
Alliance Partners Microsoft Oracle SAP Symantec
VMWare Filenet Cisco Brocade Qlogic Emulex Zantaz
NeoPath Riverbed CA NTP Bakbone Syncsort CommVaul
t others
5
NetApp UK Campaign plan
6
Where to get information

• PartnerCenter
• Business Applications
• Business Applications kit on PartnerCenter
• Disk-to-Disk back-up
• Disk-to-disk back-up kit on PartnerCenter
• Archive Compliance
• Archive Compliance kit on PartnerCenter
• Data Centre Proven launch
• Data Centre Proven II launch kit on PartnerCenter
  
• DNS Virtual Marketing Manager
• www.dnsarrow.co.uk/NetAppVMM
• Original files can be sourced from
  frances.norfolk_at_DNSarrow.co.uk or
  fiona.vickers_at_netapp.com

7
How to/next steps

• Partners to plan activities execute based on
  campaigns matrix via DGF/MDF claims with
  accompanying plans.
• Support Roles
• Account manager owns overall account engagement
  can define best fit focus for NetApp Partner
  based on business plan
• Marketing manager NetApp Fiona Vickers
• NetApp execution of campaigns
• Development of Partner campaigns via NetApp
• Marketing Manger DNS Frances Norfolk
• Marketing planning execution support for all
  Partners (buying via DNS)
• EMEA Product Marketing Manager John Rollason
• Available to support sign off product content
• Presentation support for Partner events