2016 Partner Program Guide Details


3CX
3CX Partner Program

Address320 Decker Drive Office 174 Suite 100
Irving, TX
75062
Worldwide HQ Address1, 28th October Avenue, Block B, Engomi Business Center, Office Suite 303, Nicosia 2414, Cyprus
URLhttp://www.3cx.com/
Phone469 206 9035
CEONick Galea
Year Company Founded2005
Year Division Created2005
In what month does your fiscal year end?December
Worldwide Channel Chief Full NameMarcus Kogel
Worldwide Channel Chief TitleSales Manager
Worldwide Channel Chief Date Began serving in this Role02/2015
North American Channel Chief Full NameKyle Asbury
North American Channel Chief TitleSales Manager North America
North American Channel Chief Date Began Serving in this Role05/2015
Name of North American Channel Program3CX Partner Program
Year this Channel Program was established2005
Name of North American Channel Program ManagerKyle Asbury
Program Manager TitleSales Manager North America
Program Manager Email Addresska@3cx.com
Products and services in which your company specializes and the sales models that apply: As-a-service utility model (for either managed or cloud service delivery) Cloud hosting
Unified communications
Video conferencing
Size CategorySMALL
Indirect Revenue91% to 100%
North American Partners1632
New North American Partners798
Tier Names3CX Platinum Partner
 3CX Gold Partner
 3CX Silver Partner
 3CX Affiliate
Number of North American Partners in Top Tier15
North American Partners in Tier 234
North American Partners in Tier 3781
North American Partners in Tier 4802
Worldwide Partners in Top Tier42
Worldwide Partners in Tier 2118
Worldwide Partners in Tier 32692
Worldwide Partners in Tier 43506
Which of the following best describes your company’s Cloud involvement, products, and solutions?
Our products are sold as a Cloud Service where the vendor is the Service Provider
 Our products are used to enable Off-premise Cloud Solutions
Does your existing partner program support your company’s Cloud products/services?Our existing partner program supports our cloud products/services
Sales Support
Does your partner program compensate partners for deals that are registered by partners, but closed by direct sales?Not Applicable
Does your partner program compensate partners for deals registered by one partner but closed by another or lost-deals to partners that did not obtain registration?No
Does your partner program offer extra points of margin/discount for registered deals?
 Yes, depending on the partner type or tier
 Yes, when we have time sensitive incentives
Does your partner program require you to communicate approval or denial of a deal registration within a certain amount of time?We offer deal registration, but do not commit to communicate to partners within a specific time frame
How does this channel program motivate/support its resellers?
 Discount promotions
 Financial rewards
 Marketing resources
 MDF/Co-op
 Partner portal
 Price protection plans
 Product demo program
 Qualified leads
 Rebates
 Tiered discounts
 Training
Is it possible for a Solution Provider to attach services to your product/service beyond typical maintenance and/or break-fix?Yes
Thinking about a typical sale in which a Solution Provider is able to attach services to your product/service, is the amount they are able to attach:Attach services that are about the same cost as your solution
What, if any, specific programs do you have in place to help partners increase their services attach and/or profit?
 Partner Services/Solution Selling Training
 Case Studies demonstrating the value of a total solution sell
 Automated transaction process for billing/licensing and provisioning
Does your partner program offer a residual revenue program, recurring revenues or annuity streams that enable partners to create a long-term year after year revenue stream?Yes
Does your partner program offer demonstration units or evaluation licenses?
For all partners
What does this program typically charge your partners for demo units or evaluation licenses?
Other alternative (Please explain)
 Free NFR license
By what criteria are partner tiers for this partner program determined
 Sales/Revenue volume
 Certifications
 Technical skills
How are partner discounts determined? Please select all that apply.
 Tiered Discounts - level/tier earned in the partner program (higher discounts for higher levels/tiers)
Which of the following does your partner program offer to partners in an effort to help expand their businesses?
 Provide training and advice about incorporating 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
 Vertical market case studies
 MDF
 Leads
What types of training does your partner program offer? Please select all that apply.
On Demand web based training/certification from any location (Self Serve)
 ILT (instructor lead training)
 Face to face training/certification
 Road shows
 Blogs/Message boards
 Authorized training partners (distributors)
Is there a cost to partners for training and/or certification?
Free for all partners
 Free for all partners
 Free for all partners
How often does your partner program require re-certification or renewal for partners?Re-certification not required
Are partners required to pay a fee to join at the minimum or basic level of this partner program?
No fee
Does this fee vary based on any of the following?
Are partners required to meet revenue requirements in order to join the minimum or basic level of this partner program?No revenue commitment necessary
Please indicate which of the following requirements must be met in order for a partner to join the minimum tier or basic level of this partner program? Please select all that apply.
 Valid website
 Other (please specify)
 IT/Telecoms Reseller
Does this channel partner program offer: Please check all that apply.
Pre-sales support
 Post-sales support
 Technical support
 Dedicated account team
How much time in advance of their customers are solution provider A177partners briefed on new or upgraded product launches?1 month to less than 4 months 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?No
Does your company’s partner program portal/web site provide: Please select all that apply.
 Searchable product/pricing database
 Downloadable marketing materials
 Online training resources
 Account management
 Ability for partners to syndicate your content to their website
 Troubleshooting tools
Which of the following types of hands-on marketing support does your partner program provide? Please check all that apply.
 Do not offer hands-on marketing support
How does your partner program inform and educate your partners? Does your partner program provide any of the following: Please select all that apply.
 Conducts online webinars and conferences
 Publishes regular newsletters
 Conducts 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 must a partner meet in order to qualify for the minimum or basic level of MDF/Co-op marketing? Please select all that apply.
Sales volume
 Tier-based
What does this partner program allow partners to spend MDF on? Please select all that apply.
No restrictions, partner can spend MDF as they see fit
 98
Does your partner program have Partner Marketing Managers assigned to partners that qualify for MDF to plan and execute demand generation campaigns?No
What percentage of your MDF/Co-op goes unspent on a quarterly basis?1-10%
How does your partner program support its channel partners with leads?
Generates leads and initiates sales, which are turned over to partners.Top tier, 2nd and 3rd tier only
Generates leads which are turned over to partners.Top tier, 2nd and 3rd tier only
Works cooperatively with partners to drive demand directly to them through MDF and other marketing programs.All partners
Provides tools on portal for partners to drive their own demand.All partners

Unedited content provided by vendors.