2014 Partner Programs Guide Details


Arbor Networks
Arbor Advantage Partner Program

Five Star Program Award Winner -- 2014
Company Information
Address76 Blanchard Road
Burlington
MA
1803
781-362-4300
URLarbornetworks.com
CEOMatthew Moynahan
Year Company Founded2000
Worldwide Channel ChiefJeremy Nicholls
Vice President, Global Channels & Alliances
North American Channel ChiefJeremy Nicholls
Vice President, Global Channels & Alliances
Vendor Size CategoryMidsize
Total Revenue$100M - $1B
Indirect Revenue Percentage51% to 60%
Program Information
Name of Channel ProgramArbor Advantage Partner Program
Year Program Established2011
Number Channel Field Sales Reps North America5
Number Inside Channel Sales Reps North America0
Total North American Partners56
Number of New North American Partners21
Top Tier NameAdvantage Elite
North American Partners Top Tier3
Worldwide Partners Top Tier5
Tier 2 NameAdvantage Premier
North American Partners Tier 21
Worldwide Partners Tier 23
Tier 3 NameAdvantage
North American Partners Tier 312
Worldwide Partners Tier 335
Tier 4 NameAuthorized Reseller
North American Partners Tier 440
Worldwide Partners Tier 4271
Market Segment Specializations
Cloud Security
Network Security Appliances
Cloud Product and Program Offerings
Products Sold As A Cloud Service
Products Enable Off-Premise Cloud Solutions
Existing Program Supports Cloud Products
Extra Points Of Margin For Registered Deals
Extra points of margin depending product
Extra points of margin depending partner type tier
Extra points of margin depending deal size
Time Frame For Communication of Deal Registration Approval or DenialYes within one week
Program Offerings To Support Resellers
SPIFs
Rebates
Discount Promotions
Qualified Leads
Incentive Program
Marketing Resources
Partner Portal
Online Tools
Eligibility To Sell Vendor Services
Field Channel Account Manager Coverage
MDF/Co-Op
Product Demo Program
Referral Programs
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 CustomersLess than $0.50
Programs To Increase Services Attach
Partner Services/Solution Selling Training
Case Studies
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
Joint Business Plan
Sales Volume
Certifications
Technical Skills
Solutions Expertise
Specialization
Criteria To Determine Partner Discounts
Annual Revenue Attainment
Tiered Discounts
Program Offerings To Help Partners Expand Businesses
Training Advice On Incorporating Cloud Solutions
Eligibility To Sell Vendor Services
Technical Training
Sales Training
Sales Tools
Vertical Market Case Studies
Tools To Identify Selling Opportunities
Solutions Selling
MDF
Training Offerings
Web Based
Instructor Led
Face To Face
Costs for trainingFree for all partner tiers
Recertification RequirementsOnce every 13 to 24 months
Fee To Join Partner ProgramNo Fee
Revenue Requirements To Join Partner ProgramNo revenue commitment necessary
Requirements To Join Program
Other Requirements
Other Requirements
Partner Application
Transaction every six months
Program Offers
Pre Sales Support
Post Sales Support
Technical Support
Local Account Field Reps
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
Downloadable Marketing Materials
Online Training Resources
Partners Syndicate Content To Their Website
Online Tools
Online Marketing Tools Offered To Partners
Self Service Email Marketing Tools
Content Syndication
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
Conduct Online Seminars And Conferences
Publishes Regular Newsletters
Regular Email Marketing
Conducts Regular Meetings With Individual Partners
Other Educational Tools
Mobile app
Requirements for MDF/Coop Marketing
Number Of Certified Technicians
Discretionary Based On Channel Manager Approval
Tier Based
Proposal Based
Do You Help Partners Track MDFYes
What Can Partners Spend MDF/Coop Funds On
Advertising
Training
Promotions
Webinars
Events
Telemarketing
Email Marketing
Field Markteting Managers Available To Plan Demand GenerationYes
Percent Of Unspent MDF QuarterlyNot Applicable
Partner Lead Support Offered
Generates Leads And Initiates SalesTop, 2nd and 3rd Tier Partners Only
Generates Leads Which Are Given To PartnersTop, 2nd and 3rd 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 ManagerAccess to a dedicated partner program manager is dependent on partner volume