There’s a well-known proverb that says, “The proof is in the pudding,” which is actually a new twist on the original version: “The proof of the pudding is in the eating.” Either way, we’re talking about knowing that something is a success after it has been tried out or implemented.


And in this case, the pudding is NetApp® HCI, and it’s delicious! And satisfying, too.


I’m having some fun with words and analogies, but we have been putting together a special recipe for success for partners to sell NetApp HCI, our enterprise-grade hyper converged infrastructure (HCI). We have outlined specific steps, along with the requisite ingredients, in the order that you should take them to achieve success.


If you have been following my HCI Acceleration blog series, you know that I have been covering the partner HCI journey. I initially laid out our overall approach in my first blog post. My second post talked about the next step: how to build your competence with role-based education and enablement. In my third post, I wrote about taking what you had learned in training and then practicing with hands-on equipment or in the NetApp Lab on Demand to instill greater confidence. Now we’re at the next phase: how to build the pipeline to sell NetApp HCI.

Getting a Foothold in the HCI Space

Our partners are gaining traction in the market. In fact, our first two and largest HCI deals were sold and implemented by partners. We’re now starting to publish customer success stories to show real-world, proven implementations of NetApp HCI.


Our first success story is about Consultel, a solution provider that offers customers HCI as a service, powered by NetApp technology. By working with NetApp sales and consulting teams and by using NetApp Unified Partner Program benefits like market development funds (MDF), Consultel launched Australia’s first NetApp HCI-as-a-service offering on the market. The company’s cloud services division, Consultel Cloud, now deploys new customer environments faster and more effectively than ever.


Another impressive win was a European service provider who implemented NetApp HCI and has greatly reduced provisioning time for one of its financial institution customers. We’re working on that customer success story, and it should be available soon.

Working Together to Keep the Momentum Going

Be sure that you’re taking full advantage of the resources that NetApp offers so that you can increase your sales and help us expand the NetApp HCI presence in the market. When you use the partner tools, enablement, and education that NetApp provides and combine them with access to the NetApp HCI offering, the outcome is a “fully baked” implementation and a satisfied customer.


NetApp and its partners are working together to build the pipeline. So, join the other partners who are taking advantage of channel “ready-to-go” campaigns by visiting the NetApp demand-generation center. There you will find a NetApp HCI awareness campaign, which helps you engage customers as industry thought leaders by highlighting how NetApp HCI can take their performance, flexibility, and automation to the next level. If you’re short on time, resources, or marketing savvy, our free Concierge Service can do it all for you.


Learn how to become an integral part of our recipe for success. Everyone matters. Everyone has a role to play. Everyone makes a difference. We’re changing the world with data—together.

Karyn MacKie

Karyn MacKie is NetApp's Director of Worldwide Partner Programs. She has over 20 years of experience leading the strategy, program development, and management of global channel partner programs for technology companies such as Sun Microsystems, Brocade, and IBM. She is adept at identifying what partners and field teams need to grow the business and adapting partner programs to meet those needs. She holds a master’s degree in business administration from San Jose State University. An avid traveler, she has visited all seven continents and plans to work on visiting all 50 states in the U.S. next.

Add comment