February 14, 2025

What is it?

Our partners' clients are looking to control their cloud spend, secure the data stored there and implement flexible solutions that will allow them to adapt their enterprise architecture to match the pace of their business. Capitalize on this opportunity by introducing them to NetApp Keystone, a service that supports cloud management and managed storage infrastructure — all of which will better enable them to implement a multi-cloud approach.

With Keystone, your clients will enjoy the only true hybrid cloud storage as a service (STaaS) offering in the market that is built on a common multi-protocol storage operating system. Keystone can also power their block, file and object workloads on premises, in any cloud and anywhere in between with a single subscription. 

Keystone's storage as a service will deliver to your customers:

• OpEx budget optimization
• Granular performance-level objectives
• Predictable billing rates
• Automated data tiering both on premises and in the cloud
• Robust data protection that includes anti-ransomware on all subscriptions
• WORM immutability with Snaplock Enterprise
• Hybrid cloud management with the BlueXP and Data Infrastructure Insights (DII) tools

Why should you care?

NetApp is looking to its partner community to provide their own services to complement the Keystone offering. Help your clients utilize their OpEx budgets by consuming Keystone and your services as one turnkey subscription solution. 

How does it work?

Your customers simply pay for a service subscription that will consume their storage on premises. NetApp will retain ownership of the product and provide multiple subscription levels based on client IOPS performance level and capacity needs. This will allow them to experience cloud-like storage operations with a single, pay-as-you-go subscription. 

Differentiation in the market

Most STaaS offerings charge a premium per terabyte when a subscription is over-consumed. Keystone, on the other hand, will make available at least 20 percent additional on-demand capacity anytime at the same cost as the base subscriptions' existing per terabyte cost. 

Be sure to tell your customers about Keystone's additional benefits:

• Operational and financial flexibility
• Seamless IT agility across hybrid cloud
• Fast responsiveness to changing business needs
• Built-in, market-leading data protection and security

How do you position and sell Keystone

When qualifying a Keystone opportunity:

• Identify how much capacity is needed and at which IOPS performance level 
• List the number of locations
• Determine if there is a requirement for non-return of drives or U.S. citizenship compliance
• Identify any additional options required

More information

Arrow's relationship with NetApp has allowed this offering to now become available through distribution. With premier execution and collaboration, Arrow and NetApp have worked together to bring the Keystone solution to our larger partner community, helping open new markets and accelerate the service offerings that our partners can deliver to their customers. 

For more information on how Arrow can help build your business with NetApp Keystone, please contact us at Arrow.