1. NetApp Get Successful Virtualisation Roadshows April 2008
Frances Norfolk, Marketing Manager, NetApp

2. Background Objectives:
To ensure the partners understand the NetApp/VMware proposition and learn how to position this correctly in the market place
 Consolidate resource, cost and workload for both NetApp and DNS Arrow
Roll out three NetApp Get Successful Roadshows in the UK
Harrogate, Coventry & London
Target Market:
Aimed at senior IT decision makers
Predominantly an end user event on behalf of selected Gold & Authorised partners
Partners’ customer database information was used for call outs
Partners engaged:
DNS Arrow partners who do not have a NetApp Channel Partner Manager
Partners were identified through demonstration of business value on Virtualisation

3. Pre-event Promotion Began to promote the event 8 weeks prior
1 wave every week
Touched attendees once a week with a different message to establish a relationship
4 week telemarketing to drive attendance
Partner micro site:
End user micro site:

4. Event Results
Successfully deployed a series of joint NetApp/VMware events throughout the UK
Each event was supported by a variety of NetApp/DNS Arrow platinum, gold and authorised partners
High level of partner attendance from 13 separate companies with over 39 individual contacts
The events included an open forum discussion with NetApp and VMware and industry expert, Macarthur Stroud
Our NetApp Vendor team delivered the “Get Successful Guides” partner briefing before the events began
There was a high level of end-user attendance at each event:
Manchester Tuesday 15th April attendees
Birmingham Wednesday 16th April attendees  
London Thursday 17th April attendees
Total of 133 delegate across all events

5. Event Follow up End users Partners
A thank you was sent out to all attendees
Followed up by a phone call for feedback on the event and to identify further sales opportunities
A copy of the presentation was ed to them
End users who registered but were unable to attend the events were also called with an offer of a one to one meeting; a copy of the presentation was also ed to them
Partners
A thank you has been sent, which identified which of their customers attended each event, followed by a phone call for general feedback on the events and a copy of the presentation

6. Campaign Feedback End user Partners
Manchester 23 completed forms (64%) 1 outstanding
Birmingham 16 completed forms  (46%) 4 outstanding
London 35 completed forms (56%) 1 outstanding
26 qualified leads given to most proactive partners
Majenta, ISC, TDM, BSG and Computerland
Partners
Majenta and ISC collectively contributed to the highest level of end users
12 partners completed forms – their feedback was excellent

7. Any Questions?