Bobby programs guide

Avnet’s NetApp Partner Enablement Guide

Table of ContentsSALES TRAINING• By Appointment Only Presentation

END-TO-END PROGRAM• Quantum Leap Partner Program

• Quantum Leap Rewards Plus

DEMAND GENERATION• Customizable NetApp Campaigns

• Customizable Data Sheets

• NetApp Event-in-a-Box

• eNewsletter Program

TRAINING• ProSeries Weekly Training

• NASP/ASAP Online Accreditation

• Virtual Training Modules

© 2011 Avnet Technology Solutions. All rights reserved. All company logos and product names mentioned herein may be trademarks and/or registered trademarks of their respective companies.

Worried about missing out on sales opportunities?

Afraid someone else is getting in there ahead of you?

Is getting that first meeting difficult, even if you have a list of companies and titles?

Is cold calling a challenge and you’re interested in learning ways to be more effective?

Do you wish you had the right tips and tricks for creating that first meeting with a potential buyer?

If you answered YES to any of these questions, look no further than Avnet’s new Executive Appointment Training Program, delivered by By Appointment Only (BAO) to help provide you with the best-practices training for appointment setting and cold calling!

• Since 1997, BAO has secured well over 250,000 executive level sales appointments for companies like HP, IBM, Fujitsu and NetApp.

• BAO has been in business for 14 years, specializing in appointment setting and market qualification. BAO’s track record of success is unrivaled.

• BAO’s team of appointment setters and market research specialists are the most proven in the business.

Receive a 45-minute presentation and one-on-one training on best practices for appointment setting and cold calling. BAO will work with you one-on-one to share the proven tips and techniques that result in successful appointment setting. BAO’s best practices presentation outlines where to focus and where not to focus, what works and what doesn’t, sample pitches and more!

Receive 10 researched sell sheets of companies you would like to call into alongside a live trainer.

Training specialists will work with you on live calls via SkypeTM to:

•Make your first 1 hour of calls together•Share feedback with you•Make suggestions, real-time, based on obstacles

you encounter•Get passed the gate keeper•Overcome phone objections•Get in front of the decision makers•And more

Avnet Executive Appointment Setting ProgramA new Avnet and BAO training to teach reps how to call into companies and set executive appointments.

To learn more, contact Derek Gray: [email protected]

PROGRAM COST: $1,000

™

© 2011 Avnet Technology Solutions. All Rights Reserved. All company logos and product names mentioned herein may be trademarks and/or registered trademarks of their respective companies.

Want NetApp Training, Certification and Demand Gen?

Quantum Leap Partner Program Offers:

>> Virtual NetApp and Avnet training

>> Online or On-site NetApp Accredited Sales Professional (NASP) and NetApp Accredited Storage Architect (ASAP) certifications

>> Demand Generation Reward valued over $1,000 per sales rep

>> Boost your NetApp sales with new Mid-Size Enterprise (MSE) accounts

Register: www.avnetquantumleap.com/registration

Cost: There is no fee for Gold and Silver partners to participate in these programs!

Only $1,500 per sales rep for Platinum and Star partners to participate, valued at over $5,000. Platinum and Star partners can pay out of Marketing Development Funds (MDF) for these programs.

T- TrainingR- Resources/ToolsA- AccreditationC- Campaigns

T R A C

The Quantum Leap Partner Program is comprised of:


T R A C

The Quantum Leap Graduate Partner Program is comprised of:


T R A C

The Quantum Leap Elite Partner Program is comprised of:

Quantum Leap Graduate Partner Program Offers:

>> Virtual NetApp, VMware and Avnet Training

>> Online VMware Sales Professional (VSP) and VMware Technical Sales Professional (VTSP) accreditation

>> Akorri Tool Certification (Infrastructure Assessment Tool)

>> REALIZE Tool Training (Financial Assessment Tool)

>> Demand Generation Reward valued at over $1,000 per sales rep

>> Boost your NetApp + VMware sales with new Mid-Size Enterprise (MSE) accounts

Requirement: Must complete the Quantum Leap Partner Program

Register: www.avnetquantumleap.com/graduate/registration

Cost: There is no fee for Gold and Silver partners to participate in these programs!

Only $1,500 per sales rep for Platinum and Star partners to participate, valued at over $5,000. Platinum and Star partners can pay out of Marketing Development Funds (MDF) for these programs.


T R A C

The Quantum Leap Partner Program is comprised of:


T R A C

The Quantum Leap Graduate Partner Program is comprised of:


T R A C

The Quantum Leap Elite Partner Program is comprised of:

ReGisTeR ONLiNe TO see The LATesT CeRTiFiCATiON sCheDuLe!

Register now at:www.avnetquantumleap.com/registration

QuANTuM LeAP PROGRAMs OVeRVieW PReseNTATiON:

View now at:http://tinyurl.com/QLBrainshark

For questions on program registration or ProSeries registration, partners can contact their Avnet ADM/BDM, Vincent Betancourt at [email protected], or Shannon Martin at [email protected] or 480-775-8880.

Now Avnet partners who have completed the Quantum Leap Program can take the next step and achieve even greater results!

The Quantum Leap Partner Program and Graduate Partner Program have been very successful in providing resources and certifications to help participants sell infrastructure/storage solutions to Mid-Size Enterprise (MSE) accounts. But first those new accounts have to be found.

One of the most valuable aspects of the program has been promoting effective demand gen opportunities. By setting appointments to get resellers in front of qualified, ready-to-buy prospects, Avnet and NetApp have enabled Quantum Leap partners to cash in on the training they’ve earned.

Now with the introduction of Rewards Plus, Quantum Leap graduates can expand those selling opportunities—and profit potential—even further.

Leap to the next LeveL.

Through Rewards Plus, additional appointment-ready leads will be readily available. When a current Quantum Leap partner closes a deal of approved storage/infrastructure solutions worth $25k+, his/her company will be given a qualified appointment from Avnet. The opportunities and rewards keep rolling in!

The valuable selling opportunities earned through Rewards Plus will help participants achieve higher levels of sales success by using the knowledge, certifications and accreditations earned in the Quantum Leap Program—and allow them to leap ahead of their competition.

accessing appointment-ready Leads just got easier.

the next step is simple—get selling! For more information on rewards plus, visit www.avnetquantumleap.com/rewardsplus. if you have any questions, simply contact your avnet adm/Bdm or Brad Whitford of the Quantum Leap support team at [email protected] or call 480-775-8880.

introducing rewards plus ... a new Quantum Leap opportunity you’ll Want to jump on!


earn additional appointment-ready leads with Avnet Quantum Leap™ Rewards Plus:

receive a qualified appointment when you close a deal of $25k or more

+

New Customizable NetApp CampaignsEXECUTIVE DOOR OPENERS • CUSTOMIZABLE DATA SHEETS • EVENT-IN-A-BOXAuthorized Avnet NetApp resellers now have access to six new customizable Executive Door Openers. Each can be easily customized with your company logo and information. Plus, choose from three different NetApp sales props, including (1) 50% Storage Reduction Guarantee, (2) V-Series 35% Storage Reduction Guarantee, and (3) Windows Consolidation. Postcard executions available for $1,000. See NetAppCampaigns.com for more info.

LOOKING TO MAKE

TO YOUR STORAGE?

GET $100WHEN YOU MEET WITH US TO LEARN HOW NETAPP CAN CONSOLIDATE YOUR WINDOWS ENVIRONMENT.

CONTACT JOHN DOE, RESELLER COMPANY JOHN.DOE@RESELLER .COM • XXX.XXX.XXXX

BIG CUTS

NetApp® storage for Windows environments helps you immediately lower IT costs by consolidating all your Windows fi le, application, database, and virtualization storage onto NetApp’s simple and ef-fi cient unifi ed storage architecture. This allows you to:• Eliminate storage sprawl and consolidate storage

for all Windows workloads• Slash total cost of ownership in half• Reduce administrative overhead by 60%• Reduce downtime by 50% or more• Scale capacity on demand

RESELLERS COMPANY

GIVE US HALF AN HOUR WE’LL GIVE YOU HALF AN iPAD

CONSOLIDATE YOUR WINDOWS ENVIRONMENTS WITH NETAPP AND EAT UP THE SAVINGS.

NetApp® storage for Windows environments helps you immediately lower IT costs by consolidating all your Windows fi le, application, database, and virtualization storage onto NetApp’s simple and effi cient unifi ed storage architecture.

Meet with us to discuss how NetApp can dramatically consolidate your Windows environment and get $XXX VISA gift card to use at your favorite restaurant. Just contact:

John Doe, Reseller CompanyXXX.XXX.XXXX • [email protected]

FORK OVER AN HOUROF YOUR TIME

AND DINNER’S ON US.

Spark up a conversationWith us and get a free

amazon Kindle

Foam Finger EDOInitial Mailing Item: Real Foam FingerReward: StubHub or Visa gift card

Fork (Dinner’s on Us) EDOInitial Mailing Item: Real Fork Reward: Restaurant or Visa gift card

Half an iPad EDOInitial Mailing Item: Die-cut piece with half an iPadReward: $250 Apple Store or Visa gift card

DATA SHEETS

Customizable Data Sheets (FREE!)Need an excellent way to follow up after a call to a prospect? Send them a customized data sheet on a relevant NetApp solution. Options include:» V-Series 35% Storage Reduction Guarantee» 50% Storage Reduction Guarantee» Microsoft Consolidation» Unified Storage (NEW)» Realize Tool (NEW)» SLED focus (NEW)

Matchbook EDOInitial Mailing Item: Die-cut oversized matchbook Reward: Amazon Kindle

Movie EDO Initial Mailing Item: Real movie candyReward: Fandango or Visa gift card

Big Scissors EDO Initial Mailing Item: 19” pair of plastic scissorsReward: Visa gift card

EVENT-IN-A-BOX

Expert help putting on a NetApp event Need help putting on a NetApp breakfast, lunch, dinner or other event? We’re here to help with:» HTML invites» Registration» Site selection» Surveys at the event» Pre- and post-event telemarketing» Reporting and more

COMMING ATTRACTIONS

FROM NETAPP

Learn more now at NetAppCampaigns.com!

EXECUTIVE DOOR OPENERS

Customizable NetApp Data SheetsFREE TO AVNET NETAPP PARTNERS

» Perfect follow-up to phone calls

» Professional appearance

» Customizable with your:

- Company logo

- NetApp partner level

- E-mail, phone or landing page

» Sheets available for a variety of NetApp solutions including:

- Realize Savings of 35%

- Unified Storage

- SLED specific

- Higher Ed SMT

- 50% Storage Reduction Guarantee

- V-Series

- Windows Consolidation

» Option to create multiple versions of a data sheet for different sales contacts at your company

» Customizations generally take less than two business days

Start customizing data sheets now at NetAppCampaigns.com!

Event-in-a-Box Programs for NetApp PartnersBREAKFAST SEMINARS • LUNCH-N-LEARNS • UPSCALE DINNERS • SPORTING EVENTS These events can be an extremely effective way to communicate your message to a small gathering of prospects. Your event can focus on a current NetApp solution including:

» 50% storage reduction guarantee » V-Series 35% storage reduction guarantee» Windows Consolidation » Another NetApp initiative of your choosing

NOTE: We will assist with descriptive text related to your chosen topic. Visit NetAppCampaigns.com to see four off-the-shelf HTML invites we’ve created for dinners. Know that we can help with custom HTML invitations for other types of events, too. You should budget between $6,000 and $7,000 for event management assistance, plus whatever restaurant or sporting event costs you’ll incur.

Event management responsibilities include:» HTML invitation creation» PDF version of invite» E-mail blasts (2X)» Web registration page and confirmation page» Telemarketing and event registration» Survey for attendees to complete during event» Reminder e-mails and phone calls prior to the event» Complete reporting including: - Registration list - Interested, but could not attend - Cleansed database returned» Advice related to: - Type and time of the event - Food and beverage requirements/preferences - Location options and considerations» Telemarketing after event to determine follow-up actions

NetApp partner responsibilities:» Arranging for speakers» Paying for venue, including any food, drinks and tickets» Determining audio/visual needs» Supervising the actual event

Learn more now at NetAppCampaigns.com!

Customized eNewsletter Program for Customer and Prospect OutreachAvnet’s robust eNewsletter publication tool for NetApp VARs

provides an extensive library of current NetApp product, solutions

and market information and is designed to help NetApp partners

nurture, grow, and maintain current customers while turning

prospects into future customers.

Built on a proven methodology, this comprehensive marketing

program enables partners to deliver targeted information to their

customers on a consistent basis. Branded with your logo, this

monthly communication will educate your audience, as well as

keep your company visible as the solution experts.

For more details on the program, or to sign up now, please e-mail

[email protected].

1. CREATE OR SELECT CONTENTSubmit your content or select content from Avnet’s

extensive library of NetApp-specific articles, whitepapers,

and case studies.

2. BRAND WITH YOUR IDENTITYAvnet takes your content selections and produces your

customized eNewsletter branded with your corporate logo.

3. DELIVER TO YOUR CONTACTSOnce you’ve approved your eNewsletter, we will distribute

it to your subscriber or target list. Don’t have a list? We can

help you build one!

4. GET INTELLIGENT REPORTSYou’ll receive all sales leads resulting from your eNewsletter,

PLUS get valuable statistical information on opens, clicks, etc.

How It WorksEach month, VARs can simply and easily view the content library and check off the information they want to include in

their eNewsletter. The eNewsletter is branded with each VAR’s company logo and contact information. Every eNewsletter

can also include information about the VAR such as current news, product or solution offerings, upcoming events, new

capabilities or promotions they are currently running. Once it is finalized, the eNewsletter is sent to each VAR’s database

of installed customers and prospects.

Create Stronger Relationships, Increased Revenue and Brand

Recognition

Frequently Asked QuestionsHow does a partner engage with Avnet to participate in this program?To participate in this program, each VAR will need to identify a Program Manager (PM) for the program. This

person will be responsible for uploading the VAR logo, contact information and database. Upon identifying the PM,

please complete the following:

• Program Submission Form: http://www.sellwithavnet.com/NetAppSubmissionForm.doc

• Credit Card Authorization Form: http://www.sellwithavnet.com/NetAppCCform.doc

• Submit to [email protected]. Upon receipt, Avnet’s marketing team will arrange for an introductory

training on the newsletter program.

What is the cost of this program?Avnet has negotiated a 12-month contract available to our partners for $1,500. Partners can cancel any time after

the first year.

What kind of ROI will this program provide?Not only will you receive all sales leads resulting from your eNewsletter, you will also receive valuable statistical

information via I Make News’ robust marketing intelligence and reporting tools. In addition, customers will be able

to send immediate requests to set up a meeting directly from your eNewsletter.

Where will the eNewsletter contact database come from?Participating VARs will provide their installed customer base. If necessary, Avnet’s marketing team can provide

database cleansing, for an additional fee, to supplement a VAR’s list.

What if my partner doesn’t want to customize each month’s eNewsletter?Partners can choose the “standard” eNewsletter each month if they do not have the time or resources available to

create/select custom content.

What will the focus areas be for each eNewsletter?We will help build the repository of articles that will be available for partner use in the newsletter. The sections of

the eNewsletter will align with the following strategic initiatives for NetApp:

• Virtualization •WindowsStorageConsolidation

• MessagingandCollaboration •DynamicDataCenter

• BackupandRecovery •NetAppPromotions

To add content to your eNewsletter, simply select from Avnet’s extensive library of NetApp specific articles,

whitepapers and case studies or submit your own.

AVNET TECHNOLOGY SOLUTIONS8700 S. Price Rd. 1-800-409-1483Tempe, AZ 85284 www.ats.avnet.com

About Avnet Technology SolutionsAs a global IT solutions distributor, Avnet Technology Solutions collaborates with its customers and suppliers to create and deliver effective solutions that address the business challenges of their end-user customers locally and around the world. For fiscal year 2010, the group served customers in more than 70 countries and generated US $8.19 billion in annual revenue. Avnet Technology Solutions (www.ats.avnet.com) is an operating group of Avnet, Inc.

Avnet is always looking for new ways to provide valuable training and resources to our valued NetApp partners. With this goal in mind, we’ve developed an informative webinar series to help you improve your NetApp skills. Topics are sorted for your convenience by subject: Sales, Marketing or Technical. Please visit www.AvnetProSeries.com for the latest topics and registration information.

We send out e-mail communication to all our NetApp partners on a bi-monthly basis. If you are not currently part of our distribution list, please click on the “Add Me To Distribution List” button below to be added now! If you have any questions or suggestions for future webinar topics, please contact: [email protected].

(Visit www.AvnetProSeries.com to be added to the distribution list)

The webinars listed below are samples of what you can expect to find at www.AvnetProSeries.com. To find the latest webinars schedule, please visit www.AvnetProSeries.com.


If you have any questions, please contact your Avnet ADM/BDM or Brad Whitford ([email protected]) or Vincent Betancourt ([email protected]), or by phone at 480-775-8880.

Get Schooled in NetApp Tools with Avnet

Add Me To Distribution List

Sales-related Webinars

REALIZE Tool

Are you a TRUSTED advisor?

Field Portal

Field Portal, Partner Edge & R2O Tools

The PO Placement Process

Opportunity Lifecycle - PE, R2O, PO

Windows Storage Consolidation - Whiteboarding Session

Virtualization Whiteboard

SolutionsPath® Demo Center

PE Opportunity Registration and eConfig Tool Overview

Marketing-related Webinars

Why to B2B Social Media

How to B2B Social Media

Campaign Express

Technical-related Webinars

Storage Efficiency

NetApp 101

Snap Stuff

NetApp’s FAS2000 Product line

FAS2000 and FAS3000 Competitive Information and Comparison

NetApp Synergy Tool Demo


To register for an online certification, please visit http://www.AvnetQuantumLeap.com/Partner/Online.cfmPassword: quantumleap

Avnet is excited to now offer a certification program online for completion at your convenience. These are

recommended for participants who have a lot of pre-existing knowledge and experience with NetApp storage

consolidation solutions, but who are not yet certified.

After attending the appropriate online training, you will earn the official NetApp Sales and/or Technical

certification, and walk away with high levels of knowledge and confidence in your ability to deliver messaging

that can be customized to address the needs of each prospective NetApp customer.

Below you will find agendas and schedules for these basic webinars, which offer a fast-paced, on-demand way

to earn your NASP or ASAP certification.

Register today for Avnet’s NetApp ONLiNe CeRtifiCAtiON PROgRAm

™

SALeS PARtiCiPANtS

Online Agenda:

>> Welcome to NetApp

>> Introduction to the NetApp Value

>> Product Overview

>> Solutions Overview

>> NetApp Competitive Positioning and Strategy Overview

>> NASP Certification Exam

Sales - NASP Dates

(1-day online training):

7-hour training/certification

Visit us online for the latest schedule

(Password: quantumleap)

If you have any questions, please contact your Avnet ADM/BDM or Brad Whitford ([email protected]) or Vincent Betancourt ([email protected]), or by phone at 480-775-8880.

teCHNiCAL PARtiCiPANtS

Online Agenda:

>> Welcome and NetApp Overview

>> Core Software Technology

>> Core Hardware Technology

>> Storage Efficiency

>> Enterprise Data Storage

>> Data Protection

>> Business Applications

>> Disaster Recovery

>> ASAP Certification Exam

technical - ASAP Dates

(2-day online training):

Visit us online for the latest schedule

(Password: quantumleap)

NASP/ASAP Online Accreditation

NetApp Virtual Training ModulesThe informative virtual tutorials combine the strengths of both Avnet and NetApp. Upon completion of

these trainings, your company will be much better equipped to sell efficient information management

with NetApp technologies.

Trainings Include:

NetApp’s REALIZE ToolNetApp® Realize lets you quickly prepare a financial analysis for your customers. Win more new business by showing key financial values such as return on investment (ROI), net present value (NPV), total cost of ownership (TCO) and payback period.

Campaign Express TutorialCampaign Express is an online management interface that helps our channel partners target new customers and increase sales.

Field Portal Demo Tool TutorialNetApp Field Portal is a Web-based tool that contains all of your NetApp resources, technical tools and related information in one location.

NetApp PartnerEdge TutorialNetApp PartnerEdge (PE) allows you to easily register an opportunity and generate an Opportunity ID. Avnet R2O Demo Tutorial.

Avnet SMARTracker™ TutorialSMARTracker™ enables your company to effectively manage lead information for campaigns conducted by Avnet.

NetApp NOW TutorialNetApp NOW offers a variety of service and technical support capabilities.

Credit and Financing 101Credit and Financing 101 will introduce you to a range of financing and leasing opportunities while explaining the strengths and advantages of each.

Windows Storage Consolidation™ (WSC) TutorialThis tutorial will provide an overview of NetApp’s Windows Storage Consolidation™ (WSC), a suite of hardware, software and services that enables users to consolidate all Windows application data onto simple and reliable NetApp storage.

NetApp’s Consultative Sales VideoThis video demonstrates a real-world whiteboarding exercise that will help you sell NetApp’s Windows Storage Consolidation™ (WSC) solution. This example shows how you can easily outline a prospect’s challenges with file management, Exchange server and SharePoint, and outline a simple-to-understand solution with NetApp Windows Storage Consolidation.

Tutorials are available on Avnet Advantage using the following link:

http://www.avnetadvantage.com/NetApp/Training-Enablement/Brainshark-Trainings/

To be added to the Avnet Advantage distribution list, kindly visit the Partnersphere

portal at www.avnetpartnersphere.com and complete the required form.

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