2014 Partner Programs Guide Details

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Acumatica Partner Program

Five Star Program Award Winner -- 2014
Company Information
Address4030 Lake Washington Blvd NE
Suite 100
CEOYury Larichev
Year Company Founded2007
Worldwide Channel ChiefChristian Lindberg
VP, Partners & Solutions
North American Channel ChiefChristian Lindberg
VP, Partners & Solutions
Vendor Size CategorySmall
Total RevenueLess than $100M
Indirect Revenue Percentage91% to 100%
Program Information
Name of Channel ProgramAcumatica Partner Program
Year Program Established2012
Number Channel Field Sales Reps North America6
Number Inside Channel Sales Reps North America1
Total North American Partners172
Number of New North American Partners81
Top Tier NameGold
North American Partners Top Tier17
Worldwide Partners Top Tier19
Tier 2 NameSilver
North American Partners Tier 225
Worldwide Partners Tier 229
Tier 3 NameRegistered
North American Partners Tier 3130
Worldwide Partners Tier 3223
Market Segment Specializations
Business Intelligence
Cloud Applications Software
Cloud Platforms
Collaboration Software
CRM Software
Managed Services
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 DenialDeal registration NOT APPLICABLE for our products/services
Program Offerings To Support Resellers
Qualified Leads
Awards For Sales
Awards For Innovation
Incentive Program
Financial Rewards
Marketing Resources
Partner Portal
Online Tools
Inside Channel Account Manager Coverage
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
Case Studies
Partner Incentive Program
Offer Residual Revenue ProgramYes
Demonstration Units OfferedYes for any partner level
Demonstration Unit ChargesMore than 75% off list/No fee
Criteria To Determine Partner Tiers
Joint Business Plan
Sales Volume
Criteria To Determine Partner Discounts
Tiered Discounts
Program Offerings To Help Partners Expand Businesses
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
Solutions Selling
Training Offerings
Web Based
Instructor Led
Face To Face
Blogs And Message Boards
Costs for trainingFree for all partner tiers
Recertification RequirementsOnce per year
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
Marketing Plans
Valid Website
Program Offers
Pre Sales Support
Post Sales Support
Technical Support
Escalation Procedures For Rules Of Engagement
Dedicated Account Team
Partners Briefed On Product Launches9 months to less than 1 year before customers
Partner Advisory CouncilYes - formal
Partner Portal/Web Site Offerings
Restricted Access To Partner Information
Searchable Product Pricing Database
Downloadable Marketing Materials
Online Training Resources
Database For Peer Partnering
Account Management
Portal Is Customizable Based On Profiles
Online Tools
Configuration Tools
Troubleshooting Tools
Online Marketing Tools Offered To Partners
Content Syndication
Self Service Tools For Cobranded Collateral
Hands-On Marketing Support Offered To Partners
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
Regular Email Marketing
Conducts Regular Meetings With Individual Partners
Requirements for MDF/Coop Marketing
Sales Volume
Tier Based
Proposal Based
Do You Help Partners Track MDFYes
What Can Partners Spend MDF/Coop Funds On
Marketing Support
Email Marketing
Field Markteting Managers Available To Plan Demand GenerationNo
Percent Of Unspent MDF Quarterly10-25%
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 DemandAll partners All Levels
Access To Dedicated Program ManagerYes, every partner has access to a dedicated partner program manager