2014 Partner Programs Guide Details


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National Instruments
National Instruments Alliance Partner Network

Company Information
Address11500 North Mopac Expy.
Austin
Texas
78759
1-800-433-3488
URLwww.ni.com
CEODr. James Truchard
Year Company Founded1976
Year Division Created1991
North American Channel ChiefArmando
Valim
Vendor Size CategoryLarge
Total RevenueGreater than $1B
Indirect Revenue Percentage11% to 20%
Program Information
Name of Channel ProgramNational Instruments Alliance Partner Network
Year Program Established1991
Number Channel Field Sales Reps North America20
Number Inside Channel Sales Reps North America5
Total North American Partners595
Number of New North American Partners97
Top Tier NamePlatinum Alliance Partner
North American Partners Top Tier7
Worldwide Partners Top Tier17
Tier 2 NameGold Alliance Partner
North American Partners Tier 219
Worldwide Partners Tier 239
Tier 3 NameSilver Alliance Partner
North American Partners Tier 361
Worldwide Partners Tier 3176
Tier 4 NameAlliance Partner
North American Partners Tier 4205
Worldwide Partners Tier 4476
Tier 5 NameValue Added Reseller (VAR)
North American Partners Tier 5303
Worldwide Partners Tier 5604
Market Segment Specializations
Data and Information Management
Middleware
big data
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 Applicable, But Not Offered
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
Awards For Innovation
Marketing Resources
Partner Portal
Online Tools
MDF/Co-Op
Sales Enablement
Tiered Discounts
Training
Services Attach: For Every Dollar of Product Sold By Solution Providers, What's The Average Of Complementary Services Purchased By End CustomersMore than $7, up to $10
Programs To Increase Services Attach
Partner Services/Solution Selling Training
Case Studies
Partner Incentive Program
Offer Residual Revenue ProgramNo
Demonstration Units OfferedYes for any partner level
Demonstration Unit Charges25-50% off list
Criteria To Determine Partner Tiers
Joint Business Plan
Sales Volume
Certifications
Technical Skills
Solutions Expertise
Vertical Market Expertise
Specialization
Criteria To Determine Partner Discounts
Annual Revenue Attainment
Program Offerings To Help Partners Expand Businesses
Technical Training
Sales Training
Sales Tools
Vertical Market Case Studies
Marketing Concierge Services
Solutions Selling
MDF
Training Offerings
Web Based
Instructor Led
Face To Face
Roadshows
Bootcamps
Blogs And Message Boards
Costs for trainingPartner pays a percentage
Recertification RequirementsOnce per year
Fee To Join Partner ProgramAnnual Fee
Revenue Requirements To Join Partner ProgramRevenue commitment based on tier
Requirements To Join Program
Technical Certification Required
Executive Sponsorship
Business Planning Requirements
Program Offers
Pre Sales Support
Post Sales Support
Technical Support
Local Account Field Reps
Escalation Procedures For Rules Of Engagement
Dedicated Account Team
Partners Briefed On Product Launches9 months to less than 1 year before customers
Partner Advisory CouncilYes - formal
Partner Portal/Web Site Offerings
Restricted Access To Partner Information
Searchable Product Pricing Database
Downloadable Marketing Materials
Online Training Resources
Database For Peer Partnering
Portal Is Customizable Based On Profiles
Online Tools
Configuration Tools
Troubleshooting Tools
Online Marketing Tools Offered To Partners
Self Service Tools For Cobranded Collateral
Hands-On Marketing Support Offered To Partners
One To One Marketing
One To Many Marketing
Other Information and Education Support Offered To Partners
Host Conference For Partners
Hosts Conference Direct Sales And Partners Together
Conduct Online Seminars And Conferences
Publishes Regular Newsletters
Regular Email Marketing
Conducts Regular Meetings With Individual Partners
Requirements for MDF/Coop Marketing
Discretionary Based On Channel Manager Approval
Do You Help Partners Track MDFYes
What Can Partners Spend MDF/Coop Funds On
Advertising
Webinars
Events
Marketing Support
Field Markteting Managers Available To Plan Demand GenerationYes
Percent Of Unspent MDF Quarterly1-10%
Partner Lead Support Offered
Generates Leads And Initiates SalesAll partners All Levels
Generates Leads Which Are Given To PartnersAll partners All Levels
Drive Demand Directly To Partners Through MDFAll partners All Levels
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


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