This session presents the story of how NetApp designed a three-year program of work to migrate 20PB of a telco's data to a new STaaS platform, by blending the best of both the Professional and This session presents the story of how NetApp designed a three-year program of work to migrate 20PB of a telco's data to a new STaaS (storage-as-a-service) platform, by blending the best of both the professional and managed services capabilities, and then securing a long-term contract to manage and operate a new private and public storage service. By evolving the NetApp customer relationship from a solution provider to systems integrator, NetApp was able to re-position as a key partner with this telco in its global enterprise business. The positioning of professional services as a LAER engine enabled NetApp to drive the customer journey by effectively integrating professional services into the solution selling motion. This telco's past, successful solutions-based experience with NetApp enabled the combination of professional services with managed services to optimize the adoption of STaaS, both internally as a private storage cloud and externally as a virtual storage service for the telco's enterprise customers. The journey to artfully engineer a "brand new, never seen before" service offering by NetApp not only brought the telco to the negotiating table, but enabled this customer to offer a new, superior virtual storage solution to its marketplace.