Automating Intelligent Selling and Partner Engagement
NetApp’s Journey of Innovation
NetApp, top global storage and data management company ranked in the Fortune 500, provides a full range of enterprise-class solutions that customers use to modernize their infrastructures, build next generation data centers and harness the power of hybrid clouds.
To enable a digital innovation journey for their customers, NetApp relies heavily on its partner network. Resellers create and deliver innovative systems and software solutions to key enterprise customers, and alliance partners complement NetApp technologies that modernize existing data center environments.
Its new and emerging cloud partner ecosystem provides technology and consulting services to connect enterprises to the scale, reach and efficiencies of the public cloud.
To succeed, NetApp needed an innovative approach to engage and empower their field team and partners on their own journey in working with customers.
A Scalability Challenge
In 2008, a time of explosive global growth for NetApp, global sales and marketing teams were faced with thousands of internal staff and partners to support and engage.
Sales and partner enablement teams were producing a wealth of innovative programs, tech systems, and content. But as this body of resources grew, it was becoming difficult for everyone to find what they needed.
NetApp was wrestling with how to seamlessly bring together different sales, marketing and partner-facing systems and resources into a digital engagement experience that could deliver the right programs and tools at right time, from a single unified interface Plus, could they find a way to personalize that experience to the unique needs of each user?
Finding the Right Solution
NetApp selected Webinfinity in 2008 to enable its first partner relationship management system with the Silver Partner Center, which included key recruitment, onboarding and sales enablement functionality.
Over the years, NetApp expanded its use of Webinfinity to integrate additional field sales enablement applications for both direct and partner sales teams that previously had been disjointed and locked behind separate logins.
Enterprise and Global Scale
NetApp’s Webinfinity-powered platform is designed for high volume and global scale. For instance, the Field Portal currently has over 32,000 unique users, used by both NetApp employees and partners. It contains over 22,000 assets ranging across documents, videos, external system links and images.
The system’s multi-language capability easily supports 14 languages, with thousands of translated documents automatically served to users in their native language. Additionally, Webinfinity-powered partner directories, like the Solution Connection support over 2500 unique users and Partner Finder has over 45,000 users.
The Webinfinity platform delivers reliable performance and uptime globally. NetApp’s offices and partner network reside in countries around the world, and NetApp Field Portal is the third most used application within NetApp.
“Webinfinity quickly hit the ground running in creating a unique portal space for our cloud partners. The Webinfinity team continues to partner with my team innovating new approaches to optimize our partner experience and drive engagement and sales.”
— Carol Walt: NetApp Senior Manager, Cloud Business Go-To-Market Strategy
This means Webinfinity must be highly performant and operational 24x7. NetApp and Webinfinity operate in tight partnership to ensure NetApp and partner sales teams have dependable access anywhere they may be.
NetApp and Webinfinity – Redefining the Partner Experience
The Webinfinity platform provides a ‘single pane of glass’ for all users to get what they need to sell, whether it’s tracking individual leads, developing opportunities, or accessing training to get to the next business capability level.
Content and data are woven together dynamically and intelligently based on who the user is, where they are located, where they are in their user journey, and what they are working on. Content and data can be passed between the Webinfinity platform and other content management and CRM systems.
Evolving Together with an Experience as a Service
Most recently, the evolution towards a more personalized and relevant experience for key user groups has already begun for NetApp’s Cloud First partners.
“There is really nothing out there that can deliver an experience that drives engagement at the scale and performance offered by Webinfinity. NetApp’s global field, both direct and partners, demands a global platform that can scale. We have done surveys from the field - both partners and employees - and the Field Portal rates as one of the highest value tools in our company.”
— Steven Cox: NetApp Sr. Manager Sales Operations
Targeted experiences are planned for additional partner groups in the near future, each now easily implementable with a standard methodology, supported by the highly flexible configurability of the Webinfinity platform.