2016 Partner Program Guide Details



Asigra Inc.
Asigra Hybird Partner Program

Address1120 Finch Ave West Suite 400
Toronto, ON
M3J3H7
URLhttp://www.asigra.com
Phone416-736-8111
CEODavid Farajun
Year Company Founded1986
In what month does your fiscal year end?December
Worldwide Channel Chief Full NameEran Farajun
Worldwide Channel Chief TitleExecutive Vice President
Worldwide Channel Chief Date Began serving in this Role01/1996
North American Channel Chief Full NameEran Farajun
North American Channel Chief TitleExecutive Vice President
North American Channel Chief Date Began Serving in this Role01/1996
Name of North American Channel ProgramAsigra Hybird Partner Program
Year this Channel Program was established2009
Name of North American Channel Program ManagerTracy Staniland
Program Manager TitleVice President of Corporate Marketing
Program Manager Email Addresstracy.staniland@asigra.com
Products and services in which your company specializes and the sales models that apply: One-time product purchase and resell (either hardware or software)Cloud tools and management
Data and information management
Disaster recovery business continuity
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 tools and management
Data and information management
Disaster recovery business continuity
Products and services in which your company specializes and the sales models that apply: Combination/hybrid model (partner product resell and deploy in an as-a-service model) Cloud tools and management
Data and information management
Disaster recovery business continuity
Hyper converged infrastructure
Size CategorySMALL
Indirect Revenue91% to 100%
North American Partners450
New North American Partners60
Tier NamesHybrid Partner Program 650
Number of North American Partners in Top Tier450
Worldwide Partners in Top Tier200
Which of the following best describes your company’s Cloud involvement, products, and solutions?
 Our products are used to enable Off-premise Cloud Solutions
 Our products are used to build Hybrid Private 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?No
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, 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, in less than 24 hours
How does this channel program motivate/support its resellers?
Awards for innovation
 Awards for sales
 Discount promotions
 Financial rewards
 Incentive programs
 Inside Channel account manager coverage
 Low-interest financing
 Marketing resources
 MDF/Co-op
 Online tools
 Partner portal
 Qualified leads
 Sales enablement
 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?
Technical Certification Training
 Partner Services/Solution Selling Training
 Case Studies demonstrating the value of a total solution sell
 Pay as you go purchase option
 Self-provisioning license portal
 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?
More than 75% off list / No Fee
By what criteria are partner tiers for this partner program determined
 Partner program does not have multiple tiers
How are partner discounts determined? Please select all that apply.
 Certifications
 Deal Registrations
Which of the following does your partner program offer to partners in an effort to help expand their businesses?
Business transformation training to help partners capture more of the services market
 Information to help horizontal VARs break into vertical markets (ie Healthcare)
 Provide training and advice about incorporating Cloud Solutions into current offerings
 Technical training
 Sales tools
 Vertical market case studies
 Tools to identify selling opportunities
 Marketing concierge services
 Solutions selling
 MDF
 Post-sales services enablement training
 Leads
 Other (please specify)
 Virtual Instructor Training
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
Is there a cost to partners for training and/or certification?
Partner pays full price
 Partner pays full price
 Partner pays full price
How often does your partner program require re-certification or renewal for partners?Once every 13 to 24 months
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.
 There are NO REQUIREMENTS to join this partner program
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?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
Does your company’s partner program portal/web site provide: Please select all that apply.
 Downloadable marketing materials
 Online training resources
 Ability for partners to syndicate your content to their website
 A selection of marketing campaigns partners can order and have executed for them
Which of the following types of hands-on marketing support does your partner program provide? Please check all that apply.
One to one marketing planning with internal partner marketing managers
 One to many marketing support via internal partner marketing managers
 Other (please specify)
 Design services and marketing automation platform selection and implementation consulting and 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.
Hosts a conference specifically for partners
 Conducts online webinars and conferences
 Provides funding to partners to attend industry conferences
 Publishes regular newsletters
 Conducts regular email marketing
 Conducts regular meetings with individual partners
 Other (please specify)
 Brand Advocacy Program provides educational materials and thought leadership content to partners that they can share to increase
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
What does this partner program allow partners to spend MDF on? Please select all that apply.
 Print advertising
 Digital advertising
 SEO
 Sales Training
 Technical training/certification
 Customer seminars/road shows
 Online webinars
 Market research
 Events: industry conferences, workshops, etc.
 Telemarketing/outbound sales calling
 Newsletters
 Email marketing
 Content development (case studies, social content, blogs, solution briefs, etc.
 Direct Mail
 Website development and management
 Social media enablement
 Syndication
 Website audit and development
 Activities that generate leads
 Branding and thought leadership campaigns
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?25-50%
How does your partner program support its channel partners with leads?
Generates leads and initiates sales, which are turned over to partners.All partners
Generates leads which are turned over to partners.All partners
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

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