2014 Partner Programs Guide Details

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Astute Networks

Company Information
Address15015 Ave of Science
Suite 150
San Diego
CEORobert B. MacKnight
Year Company Founded2000
Worldwide Channel ChiefTed Lesinsky
Vice President, Sales
North American Channel ChiefTed Lesinsky
Vice President, Sales
Vendor Size CategorySmall
Total RevenueLess than $100M
Indirect Revenue Percentage91% to 100%
Program Information
Name of Channel ProgramAstuteNET
Year Program Established2012
Number Channel Field Sales Reps North America5
Number Inside Channel Sales Reps North America5
Total North American Partners10
Number of New North American Partners5
Top Tier NameCertified VAR (C-VAR)
North American Partners Top Tier10
Tier 2 NameSpot VAR (S-VAR)
Market Segment Specializations
Cloud Applications Software
Cloud Infrastructure
Cloud Platforms
Cloud Storage
Data and Information Management
Data Center
Enterprise Network Storage, SAN or NAS
Server and Desktop Virtualization
SMB Network Storage, SAN or NAS
Flash Storage, Solid State Disk (SSD), Application Acceleration, OpenStack
Cloud Product and Program Offerings
Products Sold As A Cloud Service
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 of margin depending partner type tier
Time Frame For Communication of Deal Registration Approval or DenialYes within 72 hours
Program Offerings To Support Resellers
Price Protection Plans
Discount Promotions
Qualified Leads
Awards For Innovation
Incentive Program
Financial Rewards
Marketing Resources
Partner Portal
Product Demo Program
Referral Programs
Sales Enablement
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
Partner Incentive Program
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
Vertical Market Expertise
Criteria To Determine Partner Discounts
Business Model
Program Offerings To Help Partners Expand Businesses
Business Transformation Training
Help Horizontal VARs Enter Vertical Markets
Technical Training
Sales Training
Sales Tools
Vertical Market Case Studies
Solutions Selling
Training Offerings
Web Based
Instructor Led
Face To Face
Costs for trainingFree for top partner tier only
Recertification RequirementsOnce per year
Fee To Join Partner ProgramNo Fee
Revenue Requirements To Join Partner ProgramAnnual revenue commitment
Requirements To Join Program
Certified Or Accredited Sales Staff
Executive Sponsorship
Business Planning Requirements
Marketing Plans
Territory Coverage
Sales Volume
Valid Website
Program Offers
Pre Sales Support
Post Sales Support
Technical Support
Local Account Field Reps
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 - informal
Partner Portal/Web Site Offerings
Searchable Product Pricing Database
Downloadable Marketing Materials
Online Training Resources
Partners Syndicate Content To Their Website
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
Conduct Online Seminars And Conferences
Regular Email Marketing
Conducts Regular Meetings With Individual Partners
Channel Managers Responsible For Education
Requirements for MDF/Coop Marketing
Discretionary Based On Channel Manager Approval
Do You Help Partners Track MDFNo
What Can Partners Spend MDF/Coop Funds On
Marketing Support
Email Marketing
Field Markteting Managers Available To Plan Demand GenerationNo
Percent Of Unspent MDF Quarterly1-10%
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 DemandTop Tier Partners Only
Access To Dedicated Program ManagerNo dedicated partner program manager