2015 Partner Programs Guide Details


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Tintri
Tintri Partner Program

CompanyTintri
US HQ Address303 Ravendale Drive
CityMountain View
StateCA
Zip94043
URLhttp://www.tintri.com
US HQ Phone650-810-8200
CEOKen Klein
Year Company Founded2008
Month Fiscal Year EndsJanuary
Channel Chief Information
North American Channel ChiefJohn Schwan
North American Channel Chief TitleVP Americas Channel
North American Channel Chief Began Serving In RoleAug 14
Channel Program Information
Name of Channel ProgramTintri Partner Program
Year Program Established2012
Channel Program ManagerAl Honorio
Channel Program Manager TitleDirector Partner Programs and Marketing
Channel Program Manager Emailahonorio@tintri.com
Market Segment Specializations
Cloud Infrastructure
Data Center
Enterprise Network Storage SAN Or NAS
SMB Network Storage SAN Or NAS
Storage
Revenue
Company's Total Annual Corporate Revenue Range for 2014?NA
Partners
Total North American PartnersDo not wish to disclose
Total New North American PartnersDo not wish to disclose
Name of Partner Program: Top TierPlatinum
Name of Partner Program: Tier 2Gold
Name of Partner Program: Tier 3Silver
North American Partners Top TierDo not wish to disclose
Worldwide Partners Top TierDo not wish to disclose
North American Partners Tier 2Do not wish to disclose
Worldwide Partners Tier 2Do not wish to disclose
North American Partners Tier 3Do not wish to disclose
Worldwide Partners Tier 3Do not wish to disclose
Which of the following best describes your company's cloud involvement, products, and solutions?
Our products enable off premise Cloud Solutions
Our products build Customer Private Clouds
Does existing program support Cloud products/servicesOur existing partner program supports our cloud products/services
Partner Compensation
Compensate partners for deals that are registered by partners, but closed by direct salesNo
Compensate partners for deals registered by one partner but closed by another No
Do you offer extra points of margin/discount for registered deals?
Yes, on all deals registered
Does your partner program require you to communicate approval or denial of a deal registration within a certain amount of time?Yes within one week
How does this channel program motivate/support its resellers?
Awards for sales
Field Channel account manager coverage
Financial rewards
Incentive programs
Marketing resources
MDF/CO-OP
Online tools
Partner portal
Product demo program
Qualified leads
Program_supports_SPIFs
Program_supports_sales_enablement
Training
Services Attach
On average, for every dollar of your product sold by a solution provider, what is the average dollar amount typically realized from the sale of complementary products and servicesMore than $3, up to $4
What, if any, specific programs do you have in place to help partners increase their services attach and/or profit?
Partner Incentive Programs
Partner Services/Solution Selling Training
Case Studies demonstrating the value of a total solution sell
Does your partner program offer a residual revenue program (maintenance, software or professional services)Yes
Does your partner program offer demonstration units or evaluation licenses?By request only
What does this program typically charge your partners for demo units or evaluation licenses?51%-75% off list
By what criteria are partner tiers for this partner program determined?
Joint business plan
Sales/Revenue volume
Certifications
Technical skills
Solutions expertise
How are partner discounts determined?
Other discounts specifyWe have standard discounts for partners, with a differential for approved registered opportunities vs unapproved opportunities.
Which of the following does your partner program offer to partners in an effort to help expand their businesses?
Provide VARs with training and advice so that they better understand how they may incorporate Cloud Solutions into current offerings
Provide training in order to simplify the concept of hosted and managed services for VARs
Eligibility to sell vendor services
Technical training
Sales training
Sales tools
Vertical market case studies
Tools to identify selling opportunities
Solutions selling
MDF
What types of training does your company offer?
On Demand web based training/certification from any location (Self Serve)
Face to face training/certification
Road shows
Authorized training partners (distributors
Is there a cost to partners for training or certification
Basic trainingFree for all tiers
Advanced trainingFree for all tiers
High Level CertificationFree for all tiers
How often does your company require re-certification for partners?Once every 13 to 24 months
Are partners required to pay a fee to join this partner program?No fee
Do partners have to meet certain revenue requirements to join this partner program?No revenue commitment necessary
Which of the following requirements must partners meet in order to join the lowest/minimum tier of this partner program?
Reseller certificate:
Does this channel partner program offer
Pre-sales support
Post-sales support
Post-sales services support
Technical support
Local account/field reps
Escalation procedures for rules of engagement
Dedicated account team
Clearly defined division between accounts for direct and indirect sales
How much time in advance of customers are partners briefed on product launches?Less than one month before solution provider customers
Does your company utilize a partner advisory council that provides your company with constructive feedback on your partner program and/or channel issues?Yes informal
Does your companys partner program portal/web site provide
Restricted access to partner information
Downloadable marketing materials
Online training resources
Online tools
Configuration/installation tools
What types of online marketing tools does your partner program offer to partners?
Self-service email marketing tools:
What types of hands-on marketing support does your company provide?
One to one marketing planning
One to many marketing support
How else does your partner program inform and educate your partners? Does your partner program provide any of the following
Conducts online seminars and conferences
Publishes regular newsletters
Regular email marketing
Conducts regular meetings with individual partners
Our channel account managers are responsible for educating and informing partners
Which of the following criteria are required for partner eligibility for MDF/Coop marketing?
Discretionary based on usage approval
Proposal-based
Does your partner program have a formal program in place to help your partners track MDF status?Yes
What does this partner program allow partners to spend MDF on?
Advertising
Training
Promotions
Webinars
Market research
Events
Telemarketing
Appointment setting
Marketing support and services
Email marketing
Does your company have Field Marketing Managers available to partners who qualify for MDF to help them plan and execute demand generation campaigns?Yes
What percentage of your MDF/Coop goes unspent on a quarterly basisNone
How does your partner program support its channel partners with leads?
Generates leads and initiates sales, which are turned over to partnersTop Tier and 2nd Tier Partners Only
Generates leads which are turned over to partnersTop Tier and 2nd Tier Partners Only
Works cooperatively with partners to drive demand directly to them through MDF and other marketing programsTop Tier and 2nd Tier Partners Only
Provides tools on portal for partners to drive their own demandAll partners
Does your companys partner program provide access to a dedicated program managerAccess to a dedicated partner program manager is dependent on partner volume/tier

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