2014 Partner Programs Guide Details

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Go Forward! Partner Program

Five Star Program Award Winner -- 2014
Company Information
Address1881 Campus Commons Dr.
Worldwide HQ AddressHoffmanstr.51; 81379 Munich, Germany
CEODean Douglas
Year Company Founded1847
Year Division Created1990
Worldwide Channel ChiefMarc Aghili
Senior Vice President of Global Indirect Channels
North American Channel ChiefBill Przybylinski
Executive Director North America Channels
Vendor Size CategoryLarge
Total RevenueGreater than $1B
Indirect Revenue Percentage31% to 40%
Program Information
Name of Channel ProgramGo Forward! Partner Program
Year Program Established2008
Number Channel Field Sales Reps North America10
Number Inside Channel Sales Reps North America6
Total North American Partners136
Number of New North American Partners17
Top Tier NamePremier
North American Partners Top Tier11
Worldwide Partners Top Tier160
Tier 2 NamePlus
North American Partners Tier 28
Worldwide Partners Tier 2318
Tier 3 NameSelect
North American Partners Tier 31
Worldwide Partners Tier 3169
Tier 4 NameRegistered
North American Partners Tier 4116
Worldwide Partners Tier 42,930
Market Segment Specializations
Business Intelligence
Cloud Hosting
Cloud Security
Managed Services
System and Management Network Management
Unified Communications
Video Conferencing
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 On All Registered Deals
Time Frame For Communication of Deal Registration Approval or DenialYes within 72 hours
Program Offerings To Support Resellers
Discount Promotions
Qualified Leads
Awards For Sales
Incentive Program
Marketing Resources
Partner Portal
Online Tools
Direct Deposit Funds
Eligibility To Sell Vendor Services
Field Channel Account Manager Coverage
Inside 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 CustomersMore than $5, up to $7
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 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
Business Model
Target Achievemnt
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
Sales Tools
Vertical Market Case Studies
Tools To Identify Selling Opportunities
Solutions Selling
Other Help
Digital Channel and MarketingCONNECT
Training Offerings
Web Based
Instructor Led
Face To Face
Authorized Training
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
Technical Certification Required
Certified Or Accredited Sales Staff
Business Planning Requirements
Marketing Plans
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
Restricted Access To Partner Information
Searchable Product Pricing Database
Downloadable Marketing Materials
Online Training Resources
Database For Peer Partnering
Automated Rebate Processing
Account Management
Portal Is Customizable Based On Profiles
Partners Syndicate Content To Their Website
Managed Services Community
Online Tools
Configuration Tools
Other Services
) Digital Channel: an online demand generation tool, delivering dynamic web content, co-branded email campaigns, social media syndication and sales resource center.
Online Marketing Tools Offered To Partners
Self Service Email Marketing Tools
Content Syndication
Automated Social Media Tools
Self Service Tools For Cobranded Collateral
Other Tools
) online campaign building tools; online email campaigns to drive recipients to Partner websites for LeadGen
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
Tier Based
Do You Help Partners Track MDFYes
What Can Partners Spend MDF/Coop Funds On
Market Research
Appointment Setting
Marketing Support
Field Markteting Managers Available To Plan Demand GenerationYes
Percent Of Unspent MDF Quarterly1-10%
Partner Lead Support Offered
Generates Leads And Initiates SalesTop Tier and 2nd Tier Partners Only
Generates Leads Which Are Given To PartnersTop Tier and 2nd 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 DemandTop Tier and 2nd Tier Partners Only
Access To Dedicated Program ManagerYes, every partner has access to a specific dedicated team