2014 Partner Programs Guide Details

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Trend Micro
Trend Micro PartnerPLUS Program

Five Star Program Award Winner -- 2014
Company Information
Address225 E. John Carpenter Freeway
Suite 1500
Worldwide HQ AddressShinjuku MAYNDS Tower, 2-1-1 Yoyogi, Shibuya-ku, Tokyo, Japan 151-0053
CEOEva Chen
Year Company Founded1988
Worldwide Channel ChiefPartha Panda
Vice President of Global Channel Sales & Alliances
North American Channel ChiefPartha Panda
President of Global Channel Sales & Alliances
Vendor Size CategoryLarge
Total RevenueGreater than $1B
Indirect Revenue Percentage91% to 100%
Program Information
Name of Channel ProgramTrend Micro PartnerPLUS Program
Year Program Established1998
Number Channel Field Sales Reps North America30
Number Inside Channel Sales Reps North America6
Total North American Partners6,000
Number of New North American Partners1,100
Top Tier NameNational Channel Partners
North American Partners Top Tier9
Tier 2 NamePlatinum Partners
North American Partners Tier 23
Tier 3 NameGold Partners
North American Partners Tier 354
Tier 4 NameSilver Partners
North American Partners Tier 460
Tier 5 NameBronze Partners
North American Partners Tier 55,874
Market Segment Specializations
Client Security Software: Firewall, Anti-Spam, Anti-Virus
Cloud Infrastructure
Cloud Security
Data Center
Managed Services
Network Security Appliances
Network Security Software
Cloud Product and Program Offerings
Products Can Be Incorporated Into 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 deal size
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
Online Tools
Direct Deposit Funds
Eligibility To Sell Vendor Services
Field Channel Account Manager Coverage
Inside Channel Account Manager Coverage
Loyalty Programs
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 CustomersLess than $0.50
Programs To Increase Services Attach
Case Studies
Partner Incentive Program
Offer Residual Revenue ProgramYes
Demonstration Units OfferedBy request only
Demonstration Unit ChargesOther alternative
Demonstration Unit Charges SpecifyNo Fee, NFR Program
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
Business Transformation Training
Training Advice On Incorporating Cloud Solutions
Provide Training On Hosted And Managed Services
Eligibility To Sell Vendor Services
Technical Training
Sales Training
Sales Tools
Vertical Market Case Studies
Tools To Identify Selling Opportunities
Marketing Concierge Services
New Hire Assistance
Solutions Selling
Training Offerings
Web Based
Instructor Led
Face To Face
Blogs And Message Boards
Authorized Training
Costs for trainingFree for top partner tier only
Recertification RequirementsOnce per year
Fee To Join Partner ProgramNo Fee
Revenue Requirements To Join Partner ProgramNo revenue commitment necessary
Requirements To Join Program
Reseller Certificate
Actively Transacting Partner
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 LaunchesLess than one month before customers
Partner Advisory CouncilYes - formal
Partner Portal/Web Site Offerings
Restricted Access To Partner Information
Downloadable Marketing Materials
Online Training Resources
Account Management
Portal Is Customizable Based On Profiles
Partners Syndicate Content To Their Website
Online Tools
Configuration 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
Hosts Conference Direct Sales And Partners Together
Conduct Online Seminars And Conferences
Publishes Regular Newsletters
Regular Email Marketing
Conducts Regular Meetings With Individual Partners
Channel Managers Responsible For Education
Requirements for MDF/Coop Marketing
Tier Based
Do You Help Partners Track MDFYes
What Can Partners Spend MDF/Coop Funds On
Head Count
Marketing Support
Email Marketing
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 PartnersTop 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 ManagerYes, every partner has access to a specific dedicated team