2014 Partner Programs Guide Details

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Arista Networks
Arista Networks Partner Program

Company Information
Address5453 Great America Parkway
Santa Clara
408 547-5500
CEOJayshee Ullal
Year Company Founded2004
North American Channel ChiefTodd C. Dalton
North America Channel Director
Vendor Size CategoryMidsize
Total Revenue$100M - $1B
Indirect Revenue PercentageDo not wish to disclose
Program Information
Name of Channel ProgramArista Networks Partner Program
Year Program Established2011
Number Channel Field Sales Reps North America8
Number Inside Channel Sales Reps North America8
Total North American Partners349
Number of New North American Partners103
Top Tier NameElite
North American Partners Top Tier32
Tier 2 NameAuthorized
Market Segment Specializations
Cloud Infrastructure
Data Center
Enterprise Networking and Wireless
Networking Hardware and Wireless
Cloud Product and Program Offerings
Products Enable Off-Premise Cloud Solutions
Products Used To Build Private Clouds
Existing Program Supports Cloud Products
Extra Points Of Margin For Registered Deals
Extra Points On All Registered Deals
Time Frame For Communication of Deal Registration Approval or DenialYes within 72 hours
Program Offerings To Support Resellers
Awards For Sales
Incentive Program
Marketing Resources
Partner Portal
Eligibility To Sell Vendor Services
Field Channel Account Manager Coverage
Product Demo Program
Sales Enablement
Tiered Discounts
Services Attach: For Every Dollar of Product Sold By Solution Providers, What's The Average Of Complementary Services Purchased By End CustomersUnsure
Programs To Increase Services Attach
Partner Services/Solution Selling Training
Statistics On Best In Class
Offer Residual Revenue ProgramYes
Demonstration Units OfferedYes for any partner level
Demonstration Unit Charges51%-75% off list
Criteria To Determine Partner Tiers
Joint Business Plan
Sales Volume
Technical Skills
Solutions Expertise
Criteria To Determine Partner Discounts
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
New Hire Assistance
Solutions Selling
Training Offerings
Web Based
Instructor Led
Face To Face
Blogs And Message Boards
Authorized Training
Costs for trainingPartner pays a percentage
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
Territory Coverage
Reseller Certificate
Valid Website
Technology Specialization
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 LaunchesLess than one month before customers
Partner Advisory CouncilYes - informal
Partner Portal/Web Site Offerings
Restricted Access To Partner Information
Downloadable Marketing Materials
Online Training Resources
Online Tools
Configuration Tools
Other Services
Contact guidance for quick support
Online Marketing Tools Offered To Partners
Other Tools
Online Marketing assets being developed
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
Provide Funding To Partners To Attend Industry Conferences
Publishes Regular Newsletters
Regular Email Marketing
Conducts Regular Meetings With Individual Partners
Channel Managers Responsible For Education
Requirements for MDF/Coop Marketing
Discretionary Based On Usage Approval
Discretionary Based On Channel Manager Approval
Proposal Based
Do You Help Partners Track MDFNot Applicable
What Can Partners Spend MDF/Coop Funds On
Appointment Setting
Field Markteting Managers Available To Plan Demand GenerationYes
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 and 2nd Tier Partners Only
Tools On Portal For Partner To Drive Their Own DemandNot Offered
Access To Dedicated Program ManagerNo dedicated partner program manager