NetworkAppliance NS0-191 : NetApp Certified Support Engineer Exam

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Exam Number : NS0-191
Exam Name : NetApp Certified Support Engineer
Vendor Name : NetworkAppliance
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NetApp Channel program Redux: focal point On Cloud, A.I., other Specializations | NS0-191 PDF Questions and Study Guide

NetApp on Tuesday unveiled big alterations to its channel partner software aimed toward greater lucrative partners who center of attention on digital transformation and helping their purchasers greater right away movement to the cloud.

The adjustments include making companion merits accessible to new styles of channel companions who were up to now not addressed by way of the application in addition to more common partners, and streamlining incentives to center of attention on key strategic initiatives, noted Chris Lamborn (pictured above), head of world associate go-to-market and courses for the Sunnyvale, Calif.-based storage seller.

It additionally includes transferring focal point from product certifications to solution specializations, Lamborn informed CRN.

[Related: NetApp CEO Kurian: All-Flash Storage, Hybrid Cloud Continue To Be Business Drivers]

the total program is slated to be in force starting in may of 2022, however companions can delivery now to get equipped, he mentioned.

“NetApp‘s been transitioning our partner application very lots towards a competency-primarily based model,” he mentioned. “essentially, what we’re announcing now is that in 12 month’s time we could be making the hard reduce-over from a traditional structure the place we differentiate our partner tiering in line with product certifications and resell revenue to a mannequin that both reduces the variety of tiers from 5 to a few and then measures our partners from their general contribution.”

by way of “average contribution,” Lamborn capacity recognizing two various kinds of partner income, together with sell-to earnings as a partner brings out its personal managed capabilities, and influencer earnings the place companions power their personal functions to have an effect on the influence.

“So [we‘re] deliberating every kind of business fashions that a partner may have, and at the same time relocating from product certifications to options specializations,” he noted. ”So suppose A.I. suppose cloud. suppose hosted functions, facts insurance policy, and records security. And so we could be differentiating our accomplice tiering and what they earn in response to their competency available in the market and in response to their normal contribution to NetApp.”

NetApp is concentrated on companion-led services, and desires to admire companions for their role within the lifecycle of a carrier as adversarial to simply the implementation and deployment, Lamborn referred to.

In its relaunched program, NetApp will consider a couple factors in selecting partner level, Lamborn referred to. the primary is monetary contribution and whether there will be a minimal degree across every of the brand new tiers. The 2nd is buying the mandatory specializations, with two required for the middle tier and three for the exact tier.

“It‘s a really clear and structured approach,“ he stated. ”So for our companions, it’s enormously predictable in how they could get there and in sooner or later what they’ll earn.”

besides the monetary benefits of the brand new application, NetApp channel partners may be able to become eligible for a couple of new specializations and certifications, Lamborn talked about.

the primary of these new companion specializations is focused on the FlexPod converged infrastructure platform jointly developed through NetApp and Cisco methods, and may encompass a brand new rebate for companions who get the specialization, Lamborn mentioned.

“we are re-introducing a FlexPod rebate for our FlexPod specialist partners where they will profit a rebate from each new FlexPod transaction that they power,” he stated.

NetApp will additionally introduce new answer specializations for Cloud favored, SAP, artificial intelligence and machine learning, information coverage, facts security, hosting carrier company, infrastructure, and Spot with the aid of NetApp, Lamborn pointed out. Spot, which NetApp acquired final June, lets partners optimize not most effective storage materials on the cloud however additionally compute substances.

NetApp is additionally introducing new capabilities certified specializations around integration services, lifecycle services, and NetApp Keystone subscription functions, he mentioned.

the new specializations are in keeping with a mixture of NetApp’s core go-to-market priorities and the place client wants are changing accomplice engagements, Lamborn observed.

“And so it aligns not just to the place NetApp‘s taking the company, but it aligns to where our companions are seeing the business opportunities as neatly,” he mentioned.

Many companions are less focused on the cost of the rebate or their fee and greater focused on how NetApp helps them interact with their box or their valued clientele, Lamborn mentioned. for instance, he mentioned, NetApp has over forty,000 consumers a yr coming to to identify the appropriate companion to help resolve their business wants.

“And so, together with this transition, we‘re altering our NetApp associate finder, or associate join as we name it, to birth to differentiate partners with specializations and provide them the capacity with superior digital presence to upload consumer success reports, upload their wins, so that shoppers coming to NetApp can definitely see the differentiation that they offer,” he noted.

Eligibility for certain requirements might be based mostly partly on partners capacity work with definite strategic supplier companions, Lamborn noted.

“We don‘t define whether it’s a Rubrik, a Commvault, or a Veeam, but we do determine that you need to have a minimal relationship with considered one of them [for the data protection specialization],” he referred to. ”And in an analogous means with our cloud favourite specialization, it’s an AWS, a Google, a Microsoft, [or] an IBM cloud relationship. And with A.I., it’s Nvidia or it’s Intel.”

here's greater than checking the bins, Lamborn said.

“here's additionally round being in a position to carry a customer win,” he stated. ”And let me be clear: It doesn‘t should be a public customer win. It can be a non-public customer win that we don’t reveal. That’s as much as the companion as a result of we comprehend there are some challenges around public wins. however it’s round NetApp definitely being able to get up in entrance of our purchasers to promote a partner as a result of they’ve obtained an information insurance policy or an A.I. specialization and comprehend that they’ve delivered the options and the expertise to customers that may toughen their capabilities.”

NetApp doesn't expect to lose any channel partners because of the alterations in how it tiers companions, Lamborn observed.

“we now have several companions who do a fantastic job with NetApp about building managed functions, or service provider partners who buy NetApp to build a carrier to vigor their solutions with NetApp, which have never been recognized for their contributions,” he pointed out. ”So I do see, as we model it, the development of a few of these companions whose fundamental company model can also now not be resale. [And] you can also see some transition of some companions that haven‘t moved into the cloud, and fortuitously that’s very minimal. they will should come up to spec to dwell in the tiering that they’re in now.”

This additionally opens up opportunities for brand new partners to start to get to the accurate tier, Lamborn stated.

“the brand new answer specializations, the fact that the services specialization now allow you as a cloud accomplice and a cloud-most effective accomplice to get the qualifications required, to get your integration capabilities or existence-cycle services, it‘s in reality reinforcing the message that you've taken to market around the transition to this hybrid cloud and application-driven organization,” he stated.

NetApp has additionally balanced its fiscal incentives to reward the appropriate behaviors, talked about Jim Elder, the channel chief in NetApp’s Americas companion corporation.

“riding internet-new shoppers is certainly going to be a crucial action for us,” Elder said. ”And a extremely huge percent of our web-new consumers these days are introduced into our existing gold-tier of partners. And so we‘ve made certain that, through these adjustments, that we’re going to continue to assist that motion in order that now not all of our economic benefits are going to simply our top-tier companions.”

NetApp has a huge cloud-concentrated portfolio of roughly 20 items, with targeted use instances which are rather distinct from these of average products, pointed out John Woodall, vice president of engineering west at widespread Datatech, a Dallas-primarily based solution issuer and lengthy-time NetApp channel associate.

companions, because of this, might turn out to be with two or three distinct associate profiles that, counting on the client and whether the deployment is on-premises or in the cloud, may also require a distinct portfolio center of attention, Woodall told CRN.

“So partners will need more talents than what they get by passing a verify,” he observed. “companions who were building superior functions capabilities or selected use situations like DevOps or computer researching may also be diagnosed for his or her transformations beneath NetApp’s new software.

it is additionally crucial that NetApp is giving its channel companions a full year to put together for the new software, Woodall observed.

“This offers you time to be aware the place we are, where you are robust, what areas you have already got capabilities in, and areas where you need to make investments,” he noted. “so you have a year to select the place you need to invest.”

that's beginning to become a common approach to channel courses in companies like Cisco, Woodall stated.

“It’s a application that makes experience,” he spoke of. “NetApp is asserting, ‘right here’s what we’re doing.’ This permits companions to take into account what they want. And in the event that they execute it correct, it should be more convenient to do enterprise with NetApp. This also pushes partners down the appropriate course.”

What NetApp is doing is comparable to Amazon’s method to partners, stated Tom Holt, vp of sales at InterVision methods, a Santa Clara, Calif.-based mostly solution provider and NetApp channel companion.

“Amazon has expertise, and you are recruited as a associate for these capabilities,” Holt informed CRN. “You don’t deserve to have each one, however you want those in keeping with your strengths. That isn’t a reward system however a advantage system.”

NetApp’s portfolio is truly driving companions to focus on their talents, Holt mentioned. youngsters, it could actually not power lots of alternate for partners who have already invested in the sort of skills consumers are already requiring from partners, he observed.

“How attached you're to your shoppers is in line with what you as a partner do with the NetApp portfolio,” he noted. “we're client-first in terms of solution. We have already got lots of the important thing specializations including cloud, Spot, Kubernetes, and storage solutions.”

whereas NetApp is introducing the changes to its associate application, the remaining transition is not slated to be complete except may also of 2022 with a purpose to provide partners time to put together, Lamborn spoke of. besides the fact that children, he spoke of, partners can birth working on getting their new specializations and taking advantage of them immediately.

As a part of the transition, NetApp is giving companions entry to clear dashboards that show what they need to do with each of the specializations that might align to their company and what it would take to speed up their experience, Lamborn said.

“[We] provide companions the potential to definitely differentiate themselves so far as how they go to market, and ultimately, as you‘ll see after we launch some of the new tier incentives in Q2, in fact provide those suitable-tier companions the capability to get predictable earnings. ... They remember they can get to that properly tier of NetApp’s software however they’re coming in in simple terms as a cloud companion, which has never been attainable to them previously,” he observed.

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