John Woodall understands the value of a good partner program. As VP of Solutions Architecture at General Datatech (GDT), Woodall is in charge of getting the most out of GDT's relationship with partner NetApp.
John is also part of the NetApp A-Team, an invite-only worldwide consortium of technology experts who give NetApp invaluable objective feedback and advice. Lately, Woodall's guidance has had much to do with NetApp's new partner program, Partner Sphere.
Occupying both positions gives Woodall a unique perspective into what NetApp considers its "partner-first culture.” And it's why he advised the cloud services provider to reach beyond revenue attainment and strive for a true evolution of the program.
"As a long-time NetApp partner, we've always valued NetApp's partner-first approach to its business and the maturation of its partner program to enable and contribute to GDT's growth and profitability,” said Woodall.
When it launches in NetApp FY'24, Partner Sphere will replace a more complex program called Unified Partner Program. The new program will seek to simplify partner relations by doing away with a myriad of partner specializations and certifications that tracked partner capabilities. These will be replaced by Solution Competencies and Services Certified tracks aligned with NetApp focus areas: cloud, hybrid cloud, and artificial intelligence and analytics.
"The old program was siloed,” said Woodall. "Whereas Partner Sphere represents a continuum of services.” The new paradigm could help partners like General Datatech get more from the benefits NetApp offers and ultimately increase profitability and customer satisfaction.
Partner Sphere will award partners one of four tiers: Approved, Preferred, Prestige, and Prestige Plus. NetApp says the program's benefits and support will grow as partners ascend tiers, with the partners who generate the most impact seeing the broadest and most customized benefits.
Successful partners can expect benefits such as solution-specific marketing campaigns, market development funds, services-specific enablement and IP, and value-based incentives such as volume discounts and value-added bonuses.
Proving that partnerships are not all about revenue, Woodall confirmed that "NetApp University will have coursework available.” These resources will help partners better leverage NetApp services, expand market awareness, and create "best-of-breed” NetApp solutions.
NetApp plans to make elements of Partner Sphere available in advance of the official launch, allowing partners to fully transition to the new program in early 2023.
"Partners may need to ask for an extension,” said John. "And they can expect to get it to bridge the gap between the old and new programs.”