Run From EMC Promotion FAQ
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“Run from EMC” (REMC) Promotion FAQ For Channel NetApp Monday, August 1, 2016 1 “Run from EMC” (REMC) Promotion – Eligibility and Nomination What is the “Run from EMC” (REMC) promotion? Answer: It is a global EMC compete promotion that incents and enables partners to convert EMC refresh opportunities to NetApp flash. It includes: A customer migration offer delivered for partners EMC list purchase and appointment setting Competitive tools and enablement for partners What’s are the details of the Customer Migration Offer? Answer: The customer migration offer is a partner rebate for Net-new NetApp opportunities that can be used by partners to offset the cost of migration from EMC to NetApp. The rebate can also be used for training credits or evaluation units to help customers migrate from EMC to NetApp systems. The amount of the rebate depends on the size of the opportunity. Offer Tiers Customer EMC Migration Offer Deals >$500K $60K Reimbursement Deals $300 to $499K $22K Reimbursement Deals $100 to $299K $6K Reimbursement Deals $50 to $99K $2.5K Reimbursement Notes In addition to EMC incentives, partners can leverage current stackable FlexPod, Flash, and netnews partner rebates where applicable What’s are the eligibility requirements for the promotion Answer: The opportunity must be a net-new opportunity for NetApp. It must be an EMC to NetApp tech refresh. Other requirements: It must include an EMC migration to NetApp flash or FlexPod with NetApp flash. Target EMC platforms include VNX, VMAX, vBlock, and XtremIO. It must be an active open opportunity in Partner Edge Deals must be nominated via CE/PE to participate in the promotion The booking amount (prior to incentives) must exceed US$50K to qualify. Deals must include AFF, SolidFire, EF, or FlexPod with AFF Certificate of destruction, FLI import validation, or eWaste usage is required as proof of migration Migration must be EMC to NetApp and performed by NetApp Professional Services (ACS) or a qualified partner. Partner Engineer Requirements - NetApp Certified Implementation Engineer—SAN Specialist, Clustered Data ONTAP “EMC Compete” promo cannot be combined with cTAP promotion rebates Orders must be booked and proof submitted by April 28, 2017 Promotion status on the opportunity should be “Eligible” once all of these criteria are met. The final booking must continue to meet these criteria for incentives to be effective. Promotion funding is not reserved until the opportunity is accepted How do I nominate the opportunity? Answer: Partners are responsible for entering the “Run from EMC” promotion request in PartnerEdge (SalesForce.com [SFDC]) as a registered deal. To nominate the deal, indicate that the opportunity is a EMC compete opportunity by selecting “Run from EMC” Promotion flag in PartnerEdge. Then fill in the other required fields: Close Date, Migration Start Date, Estimated Booking, Data Migration Required, and Who Will Perform Transition/Migration. After filling in these fields, the user will be able to see if his or her request is eligible. Is proof required to be eligible for the rebate? In addition to filling in the previously mentioned fields, partners must submit proof that a migration occurred by providing one of the following: Certificate of destruction Foreign LUN Import (FLI) validation eWaste usage What is the opportunity approval process? Answer: 1. The first step toward approval is ensuring that the deal is eligible (see the answer to the previous question). 2. Once the “Run from EMC” Support Program Team has verified that the nomination is valid, the status of the promotion will be updated from “Submitted” to “In Progress.” This should happen within two business days of submission. 3. The opportunity will then be reviewed by NetApp geo sales leadership for acceptance. The partner qualifications will be reviewed and the promotion will be designated as “Accepted” or “Denied.” Time to acceptance or denial will vary by geography and case. You will receive an e-mail outlining the next steps. Promotion funding is not reserved until the opportunity is accepted If you have questions, contact REMC Program Support at ng-REMC@netapp.com If the opportunity is denied, what can I do to close the deal? Answer: If the opportunity is denied, please pursue other ways to close the deal: If certain conditions are specified to qualify for acceptance, work toward meeting those conditions. Pursue normal pricing PVRs as needed to win the deal. 2 Promotion Approval Process What happens if I have an approved deal that later becomes ineligible? Answer: In order to receive promotional incentives, a deal must meet all qualifications at the time of booking. If something changes with the deal, contact Program Support at ng-REMC@netapp.com to confirm that the deal can still go through with incentives. Once my deal is approved, is it guaranteed to be part of the promotion? Answer: Once your deal has been accepted you can move forward to close it with confidence. Note, however, that a time limit on closing the deal might be specified; if it is it will be communicated to you. If I am approved, will I be rejected in the future? Answer: We do not anticipate that deal acceptance will be pulled outside of communicated time limits. If for some reason there is a rare exception, Program Support will work closely with you to find a way forward. If my request is denied, is there an escalation path? Answer: If your request is denied, you can work with NetApp sales management to better understand the reasons why the request was denied. Are there any Partner Requirements to participate in the promotion? Answer: Partners must have a NetApp Certified Implementation Engineer to participate (SAN Specialist, Clustered Data ONTAP) 3 The Migration Process What if I don’t have the migration start date at the time I create the opportunity but still want it to be considered for the promotion? Answer: You must have a migration start date before April 28, 2017, to qualify for the promotion. Can I apply the promotion to a deal that was previously booked but whose migration is just starting? Answer: No. The REMC Promotion is offered only for new, open opportunities. 4 Incentives, Booking Credit, and Discount 4.1 Incentives My customer engages his own outside firm to implement services. Can I pass on the incentive? Answer: No. The promotion is available only for partner-delivered services. I work with a distributor. Who receives the incentive dollars? Answer: The incentive is designed to help the party that delivers the services. If a distributor delivers the services, then the incentive goes to the distributor. What is the impact on my bookings and margin, including any partner qualifications? Answer: The partner is reimbursed for the transition service through a back-end rebate. This rebate does not impact bookings, margin, or partner program–level qualifications. 4.2 Reimbursement How is the services promotion applied? How is the money transferred? Answer: After verification that partner has met all required criteria for opportunity, we reimburse the amount through our normal rebate process. 5 Resources Where can I go for more information on the REMC promotion? Answer:Who should I contact if I have questions? Answer: please contact REMC Program Support at ng-REMCpromo@netapp.com. 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