2014 Partner Programs Guide Details

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Axis Communications
Axis Channel Partner Program

Five Star Program Award Winner -- 2014
Company Information
Address300 Apollo Drive
Worldwide HQ AddressEmdalav"_gen 14 SE-223 69 Lund
CEORay Mauritsson
Year Company Founded1984
Year Division Created1987
North American Channel ChiefLarry Newman
Larry Newman
Vendor Size CategoryMidsize
Total Revenue$100M - $1B
Indirect Revenue Percentage91% to 100%
Program Information
Name of Channel ProgramAxis Channel Partner Program
Year Program Established2002
Number Channel Field Sales Reps North America51
Number Inside Channel Sales Reps North America23
Total North American Partners19,829
Number of New North American Partners4,726
Top Tier NameSolution Gold Partner
North American Partners Top Tier1,025
Tier 2 NameSolution Silver Partner
North American Partners Tier 2560
Tier 3 NameAuthorized Partner
North American Partners Tier 318,244
Market Segment Specializations
Cloud Hosting
Cloud Storage
System and Management Network Management
video surveillance
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 DenialWe offer deal registration, but do not commit to communicate to partners within a specific time frame
Program Offerings To Support Resellers
Price Protection Plans
Qualified Leads
Awards For Sales
Awards For Innovation
Marketing Resources
Partner Portal
Online Tools
Field Channel Account Manager Coverage
Inside Channel Account Manager Coverage
Product Demo Program
Referral Programs
Services Attach: For Every Dollar of Product Sold By Solution Providers, What's The Average Of Complementary Services Purchased By End CustomersMore than $4, up to $5
Programs To Increase Services Attach
Partner Services/Solution Selling Training
Case Studies
Increase Services Attach: Other
Not-for-resale demo and loaner programs
Offer Residual Revenue ProgramYes
Demonstration Units OfferedYes for any partner level
Demonstration Unit Charges25-50% off list
Criteria To Determine Partner Tiers
Sales Volume
Technical Skills
Solutions Expertise
Criteria To Determine Partner Discounts
Tiered Discounts
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
Technical Training
Sales Training
Sales Tools
Vertical Market Case Studies
Training Offerings
Web Based
Instructor Led
Face To Face
Costs for trainingPartner pays a percentage
Recertification RequirementsOnce every 25 to 60 months
Fee To Join Partner ProgramNo Fee
Revenue Requirements To Join Partner ProgramQuarterly revenue commitment
Requirements To Join Program
No Requirements
Program Offers
Pre Sales Support
Post Sales Support
Technical Support
Local Account Field Reps
Dedicated Account Team
Partners Briefed On Product Launches1 month to less than 4 months before customers
Partner Advisory CouncilNo
Partner Portal/Web Site Offerings
Restricted Access To Partner Information
Searchable Product Pricing Database
Downloadable Marketing Materials
Online Training Resources
Automated Rebate Processing
Account Management
Portal Is Customizable Based On Profiles
Online Tools
Configuration Tools
Online Marketing Tools Offered To Partners
Automated Social Media Tools
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
Hosts Conference Direct Sales And Partners Together
Conduct Online Seminars And Conferences
Provide Funding To Partners To Attend Industry Conferences
Publishes Regular Newsletters
Conducts Regular Meetings With Individual Partners
Other Educational Tools
Axis Academy (face-to-face) seminars, conference, awards
Requirements for MDF/Coop Marketing
Discretionary Based On Channel Manager Approval
Other Criteria
All marketing funds/activities must have prior approval and proof of performance
Do You Help Partners Track MDFYes
What Can Partners Spend MDF/Coop Funds On
No Restrictions
Market Research
Marketing Support
Email Marketing
Other Reasons
anything with prior approval
Field Markteting Managers Available To Plan Demand GenerationYes
Percent Of Unspent MDF QuarterlyNone
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