2014 Partner Programs Guide Details

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Aerohive Networks
Aerohive AdvantageProgram

Five Star Program Award Winner -- 2014
Company Information
Address330 Gibraltar Dr.
CEODavid Flynn
Year Company Founded2006
North American Channel ChiefKurt Mills
VP, Channel Sales
Vendor Size CategorySmall
Total RevenueLess than $100M
Indirect Revenue Percentage91% to 100%
Program Information
Name of Channel ProgramAerohive AdvantageProgram
Year Program Established2010
Number Channel Field Sales Reps North America10
Number Inside Channel Sales Reps North America2
Total North American Partners504
Number of New North American Partners50
Top Tier NamePlatinum Premier
North American Partners Top Tier11
Worldwide Partners Top Tier11
Tier 2 NamePlatinum
North American Partners Tier 212
Worldwide Partners Tier 229
Tier 3 NameGold
North American Partners Tier 3375
Worldwide Partners Tier 3517
Tier 4 NameSilver
North American Partners Tier 4106
Worldwide Partners Tier 4772
Market Segment Specializations
Network Connectivity Services
Enterprise Networking and Wireless
Networking Hardware and Wireless
Cloud Product and Program Offerings
Products Sold As A Cloud Service
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
Qualified Leads
Awards For Sales
Incentive Program
Financial Rewards
Marketing Resources
Field Channel Account Manager Coverage
Inside Channel Account Manager Coverage
Product Demo Program
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
Partner Services/Solution Selling Training
Offer Residual Revenue ProgramYes
Demonstration Units OfferedYes for any partner level
Demonstration Unit Charges51%-75% off list
Criteria To Determine Partner Tiers
Sales Volume
Technical Skills
Criteria To Determine Partner Discounts
Annual Revenue Attainment
Program Offerings To Help Partners Expand Businesses
Help Horizontal VARs Enter Vertical Markets
Technical Training
Sales Training
Sales Tools
Vertical Market Case Studies
Tools To Identify Selling Opportunities
Training Offerings
Web Based
Instructor Led
Face To Face
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 ProgramAnnual revenue commitment
Requirements To Join Program
Certified Or Accredited Sales Staff
Sales Volume
Revenue Commitments
Reseller Certificate
Program Offers
Pre Sales Support
Post Sales Support
Technical Support
Local Account Field Reps
Partners Briefed On Product Launches4 months to less than 7 months 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
Online Tools
Configuration Tools
Troubleshooting Tools
Online Marketing Tools Offered To Partners
Self Service Email Marketing Tools
Content Syndication
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
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
Other Educational Tools
Channel Managers Responsible For Education
Conducts several quarterly sales trainings
Requirements for MDF/Coop Marketing
Sales Volume
Discretionary Based On Channel Manager Approval
Do You Help Partners Track MDFYes
What Can Partners Spend MDF/Coop Funds On
Appointment Setting
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 SalesTop, 2nd and 3rd Tier Partners Only
Generates Leads Which Are Given To PartnersTop, 2nd and 3rd Tier Partners Only
Drive Demand Directly To Partners Through MDFTop, 2nd and 3rd Tier Partners Only
Tools On Portal For Partner To Drive Their Own DemandAll partners All Levels
Access To Dedicated Program ManagerAccess to a dedicated partner program manager is dependent on partner volume