This document discusses how partners can profit from providing NetApp private storage solutions on public clouds. It outlines three emerging business models for partners: 1) architecting and delivering private storage solutions on public clouds, 2) architecting and managing these solutions as a managed service, and 3) packaging private storage as a white-label service. The document also explores target markets, use cases, and opportunities for partners in leveraging public cloud direct connect locations and the expanding number of public clouds that offer direct connect.

1. How to Partner and Profit
from the Coming
Hyperscale Wave
Cloud Service Provider Solution
Marketing, NetApp

2. NetApp Private Storage
for Public Cloud

3. Delivery Partner
Business Models
Future OpportunitiesPrivate Storage for
Public Cloud

4. Hybrid Clouds are desired end state
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How do you integrate the Public Cloud while still retaining control of your data?

5. Public Cloud Compute Cost, Flexibility
Self
Hosting
Rigid
Waste
Actual demand
Customer
Dissatisfaction
Predicted
Demand
Elastic
Actual demand
AWS
With the performance, availability, and control of NetApp®

6. NetApp Private Storage for AWS
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FAS / V Series
Direct Connect Data Center
FAS / V Series
On Premises
Optional NetApp
replication over a
VPN/MPLS network
connection
 Cloud benefits, enterprise storage
 Agility to adjust cloud resource mix
 Affordable disaster recovery and
more
Agile hybrid
infrastructure
balances cloud
and private
resources to
optimize business
outcomes
EC2 EC2 EC2
…
AWS
Amazon
Direct
Connect
Primary users
Organizations
running NetApp®
on premises and
looking to do
more in the public
cloud
Value

7. Use Cases Target Markets
Disaster Recovery
Multi-Region Continuity
Development and Test
Peak Workload Mgmnt
Enterprise
Public Sector
Mid Size Business
Horizontally applicable
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8. Delivery Partner
Business Models
Future OpportunitiesPrivate Storage for
Public Cloud

9. Three Models Emerging
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Architect and Deliver
Architect and Manage
Packaged as a Service
AWS
1a. EC2 Instances
1b. Direct Connect
Colo
2. Space in
Direct Connect
Colo Facility
FAS DeviceNetApp
NetApp Private
Storage for AWS

10. Systems Integrator
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 Specialize in SAP
 Build and Deliver
 i.e. Dev/Test for Anritsu
 Amazon partner award
EC2 EC2 EC2
AWS
Amazon
Direct
Connect
FAS
On Premises
SnapMirror
FAS
Direct Connect Data Center
NetApp
FlexClone®

11. Specialize in Public Sector
Build and Manage
i.e. G2G Cloud for Oakland
SharePoint Services & DR
Managed Service
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Our relationship
with Blue River
has changed the
way we look at
our future ….”
— Phil Bertolini,
Deputy County
Executive/CIO
EC2
AWS
Amazon
Direct
Connect
SnapMirror to
US West Region
FAS
Direct Connect Data Center
EC2 EC2

12. White Label Only
Partners offer Managed Service
Monthly Subscription
Single or Multi-tenant
QOS
Managed Service – White Label
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13. Elastic NPS for AWS
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14. AWS resell arrangement
NetApp expertise
Networking expertise
Cloud consultancy, architecture
pre-sales services
Integration and Managed Services
capability
Delivery Partner Competencies
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15. Delivery Partner
Business Models
Future OpportunitiesPrivate Storage for
Public Cloud

16. AWS Low Latency Direct Connect Locations
Less than 25 miles from AWS fleet = low latency
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17. More Public Clouds provide Direct Connect
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18. Public Clouds with Direct Connect expand
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19. Opportunity – NPS for Public Cloud
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Public Cloud Choice
Data Control
Variety of Bus Models
Partner Managed Service
Direct
Connect
Data Center
…

20. Final Thoughts
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Hyperscalers:
Threat or opportunity?
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