2014 Partner Programs Guide Details

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AppRiver Partner Program

Company Information
Address1101 Gulf Breeze Parkway
Suite 200
Gulf Breeze
CEOMichael Murdoch
Year Company Founded2002
Worldwide Channel ChiefBrian
North American Channel ChiefBrian
Vendor Size CategorySmall
Total RevenueLess than $100M
Indirect Revenue Percentage61% to 70%
Program Information
Name of Channel ProgramAppRiver Partner Program
Year Program Established2004
Number Channel Field Sales Reps North America8
Number Inside Channel Sales Reps North America8
Total North American Partners900
Number of New North American Partners200
Top Tier NameMSP ISP
North American Partners Top Tier100
Tier 2 NameReseller
North American Partners Tier 2700
Tier 3 NameAgent
North American Partners Tier 3300
Market Segment Specializations
Cloud Applications Software
Cloud Hosting
Cloud Security
Managed Services
Email Security, Web Protection, Hosted Exchange, Microsoft Office 365
Cloud Product and Program Offerings
Products Sold As A Cloud Service
Existing Program Supports Cloud Products
Extra Points Of Margin For Registered Deals
Deal Registration Offered, But No Extra Points
Time Frame For Communication of Deal Registration Approval or DenialDeal registration applicable, but not offered for our products/services
Program Offerings To Support Resellers
Discount Promotions
Qualified Leads
Incentive Program
Financial Rewards
Marketing Resources
Partner Portal
Online Tools
Eligibility To Sell Vendor Services
Field Channel Account Manager Coverage
Product Demo Program
Services Attach: For Every Dollar of Product Sold By Solution Providers, What's The Average Of Complementary Services Purchased By End CustomersMore than $2, up to $3
Programs To Increase Services Attach
Partner Services/Solution Selling Training
Partner Services Value Based Pricing
Case Studies
Statistics On Best In Class
Partner Incentive Program
Offer Residual Revenue ProgramYes
Demonstration Units OfferedYes for any partner level
Demonstration Unit ChargesMore than 75% off list/No fee
Criteria To Determine Partner Tiers
Sales Volume
Technical Skills
Solutions Expertise
Criteria To Determine Partner Discounts
Annual Revenue Attainment
Tiered Discounts
Business Model
Program Offerings To Help Partners Expand Businesses
Help Horizontal VARs Enter Vertical Markets
Training Advice On Incorporating Cloud Solutions
Provide Training On Hosted And Managed Services
Eligibility To Sell Vendor Services
Sales Tools
Training Offerings
Web Based
Instructor Led
Costs for trainingFree for all partner tiers
Recertification RequirementsOnce per year
Fee To Join Partner ProgramNo Fee
Revenue Requirements To Join Partner ProgramAnnual revenue commitment
Requirements To Join Program
Technical Certification Required
Business Planning Requirements
Marketing Plans
Territory Coverage
Sales Volume
Program Offers
Pre Sales Support
Post Sales Support
Technical Support
Dedicated Account Team
Clearly Defined Division Between Direct and Indirect
Partners Briefed On Product Launches1 month to less than 4 months before customers
Partner Advisory CouncilYes - informal
Partner Portal/Web Site Offerings
Restricted Access To Partner Information
Searchable Product Pricing Database
Downloadable Marketing Materials
Online Training Resources
Automated Rebate Processing
Account Management
Portal Is Customizable Based On Profiles
Partners Syndicate Content To Their Website
Managed Services Community
Online Tools
Configuration Tools
Troubleshooting Tools
Online Marketing Tools Offered To Partners
Content Syndication
Self Service Tools For Cobranded Collateral
Hands-On Marketing Support Offered To Partners
One To Many Marketing
Other Information and Education Support Offered To Partners
Conduct Online Seminars And Conferences
Publishes Regular Newsletters
Conducts Regular Meetings With Individual Partners
Requirements for MDF/Coop Marketing
Sales Volume
Discretionary Based On Usage Approval
Discretionary Based On Product Vertical Customer Focus
Discretionary Based On Channel Manager Approval
Do You Help Partners Track MDFYes
What Can Partners Spend MDF/Coop Funds On
No Restrictions
Other Reasons
No restrictions with pre-approval
Field Markteting Managers Available To Plan Demand GenerationNot Applicable
Percent Of Unspent MDF QuarterlyNot Applicable
Partner Lead Support Offered
Generates Leads And Initiates SalesTop Tier Partners Only
Generates Leads Which Are Given To PartnersTop Tier Partners Only
Drive Demand Directly To Partners Through MDFTop Tier Partners Only
Tools On Portal For Partner To Drive Their Own DemandAll partners All Levels
Access To Dedicated Program ManagerYes, every partner has access to a dedicated partner program manager