2014 Partner Programs Guide Details


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NetSuite Inc.
NetSuite Solution Provider Program

Five Star Program Award Winner -- 2014
Company Information
Address2955 Campus Drive Ste 100
San Mateo
CA
94403
650-627-1100
URLwww.netsuite.com
CEOZach Nelson
Year Company Founded1998
North American Channel ChiefCraig West
Vice President, Americas Channel Sales
Vendor Size CategoryMidsize
Total Revenue$100M - $1B
Indirect Revenue Percentage31% to 40%
Program Information
Name of Channel ProgramNetSuite Solution Provider Program
Year Program Established2002
Number Channel Field Sales Reps North America16
Number Inside Channel Sales Reps North America12
Total North American Partners169
Number of New North American Partners55
Top Tier NameNetSuite Solution Provider Program
North American Partners Top Tier169
Worldwide Partners Top Tier355
Market Segment Specializations
Backup and Recovery Software
Business Intelligence
Cloud Applications Software
Cloud Platforms
CRM Software
Data and Information Management
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 DenialYes within 72 hours
Program Offerings To Support Resellers
SPIFs
Discount Promotions
Qualified Leads
Awards For Sales
Awards For Innovation
Financial Rewards
Marketing Resources
Partner Portal
Online Tools
Direct Deposit Funds
Eligibility To Sell Vendor Services
Field Channel Account Manager Coverage
Inside Channel Account Manager Coverage
Services Attach: For Every Dollar of Product Sold By Solution Providers, What's The Average Of Complementary Services Purchased By End CustomersMore than $1, up to $2
Programs To Increase Services Attach
Partner Services/Solution Selling Training
Partner Services Value Based Pricing
Case Studies
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
Vertical Market Expertise
Criteria To Determine Partner Discounts
Annual Revenue Attainment
Program Offerings To Help Partners Expand Businesses
Business Transformation Training
Help Horizontal VARs Enter Vertical Markets
Training Advice On Incorporating Cloud Solutions
Provide Training On Hosted And Managed Services
Eligibility To Sell Vendor Services
Technical Training
Sales Training
Vertical Market Case Studies
Tools To Identify Selling Opportunities
Marketing Concierge Services
New Hire Assistance
Solutions Selling
MDF
Training Offerings
Web Based
Instructor Led
Face To Face
Roadshows
Costs for trainingPartner pays full price
Recertification RequirementsOnce every 13 to 24 months
Fee To Join Partner ProgramAnnual Fee
Revenue Requirements To Join Partner ProgramAnnual revenue commitment
Requirements To Join Program
Technical Certification Required
Certified Or Accredited Sales Staff
Executive Sponsorship
Business Planning Requirements
Marketing Plans
Territory Coverage
Sales Volume
Revenue Commitments
Valid Website
Actively Transacting Partner
Technology Specialization
Program Offers
Pre Sales Support
Post Sales Support
Technical Support
Escalation Procedures For Rules Of Engagement
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 - formal
Partner Portal/Web Site Offerings
Restricted Access To Partner Information
Searchable Product Pricing Database
Downloadable Marketing Materials
Online Training Resources
Account Management
Portal Is Customizable Based On Profiles
Partners Syndicate Content To Their Website
Online Tools
Configuration Tools
Troubleshooting Tools
Online Marketing Tools Offered To Partners
Self Service Email Marketing Tools
Content Syndication
Automated Social Media Tools
Self Service Tools For Cobranded Collateral
Hands-On Marketing Support Offered To Partners
One To One Marketing
One To Many Marketing
Access To Automated Platform
Other Information and Education Support Offered To Partners
Host Conference For Partners
Conduct Online Seminars And Conferences
Provide Funding To Partners To Attend Industry Conferences
Publishes Regular Newsletters
Regular Email Marketing
Conducts Regular Meetings With Individual Partners
Requirements for MDF/Coop Marketing
Discretionary Based On Usage Approval
Other Criteria
All channel partners earn co-op marketing dollars when they sell NetSuite.
Do You Help Partners Track MDFYes
What Can Partners Spend MDF/Coop Funds On
Advertising
Promotions
Market Research
Events
Marketing Support
Email Marketing
Field Markteting Managers Available To Plan Demand GenerationYes
Percent Of Unspent MDF Quarterly25-50%
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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