2016 Partner Program Guide Details



RSA
RSA SecurWorld Program

Address174 Middlesex Turnpike
Bedford, MA
1730
URLhttp://www.emc.com/rsa
Phone7815155000
CEOAmit Yoran
Year Company Founded1992
Year Division Created2006
In what month does your fiscal year end?December
Worldwide Channel Chief Full NameChristine Bufalini
Worldwide Channel Chief TitleDirector, Global Channel Operations & Enablement
Worldwide Channel Chief Date Began serving in this Role12/2011
North American Channel Chief Full NameTom Weldon
North American Channel Chief TitleSenior Director, Americas Channel & Inside Sales
North American Channel Chief Date Began Serving in this Role04/2013
Name of North American Channel ProgramRSA SecurWorld Program
Year this Channel Program was established2004
Name of North American Channel Program ManagerMehow Kulma
Program Manager TitlePartner Marketing Manager
Program Manager Email Addressmehow.kulma@rsa.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)Business intelligence and analytics
Cloud tools and management
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) Business intelligence and analytics
Cloud tools and management
Managed services PSA/IT automation
Managed services software RMM
Security data loss prevention
Security endpoint protection
Security Identity and access management
Security network security appliances and software
Size CategoryLARGE
Indirect RevenueUnsure
North American Partners1408
New North American Partners388
Tier NamesPlatinum
 Gold
 Silver
 Authorized
Number of North American Partners in Top Tier11
North American Partners in Tier 219
North American Partners in Tier 358
North American Partners in Tier 41320
Worldwide Partners in Top Tier28
Worldwide Partners in Tier 279
Worldwide Partners in Tier 3216
Worldwide Partners in Tier 45600
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?We have a separate partner program that 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, depending on the product
 Yes, depending on the partner type or tier
Does your partner program require you to communicate approval or denial of a deal registration within a certain amount of time?Yes within 72 hours
How does this channel program motivate/support its resellers?
Awards for innovation
 Awards for sales
 Direct deposit funds
 Discount promotions
 Eligibility to sell vendor services
 Field Channel account manager coverage
 Financial rewards
 Incentive programs
 Inside Channel account manager coverage
 Marketing resources
 MDF/Co-op
 Online tools
 Partner portal
 Price protection plans
 Product demo program
 Qualified leads
 Rebates
 Referral programs
 SPIFFs
 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 typically more than the cost of 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
 Other (please specify)
 Partner Incentive Programs
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
 Sales/Revenue volume
 Certifications
 Technical skills
How are partner discounts determined? Please select all that apply.
 No partner discounts offered
Which of the following does your partner program offer to partners in an effort to help expand their businesses?
 Information to help horizontal VARs break into vertical markets (ie Healthcare)
 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
 Sales tools
 Vertical market case studies
 Tools to identify selling opportunities
 New hire assistance
 Solutions selling
 MDF
 Post-sales services enablement 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)
 Face to face training/certification
 Road shows
 Boot camp
 Blogs/Message boards
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?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.
 Territory coverage
 Valid website
 Technology specialization
Does this channel partner program offer: Please check all that apply.
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 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
 Account management
 Portal with customizable dashboard based on profiles
 Ability for partners to syndicate your content to their website
 Configuration/installation tools
 Troubleshooting tools
 Other (please specify)
 Restricted access to partner information; Online tools
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
 Access to an automated marketing platform
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
 Hosts a sales conference for direct sales and partners together
 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
 Our channel account managers are responsible for educating and informing partners
 Other (please specify)
 Hosts Virtual partner Kickoff Event Annually
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
 Discretionary based on channel accountmanager approval
 Tier-based
 Partner type/business model
 Proposal-based
What does this partner program allow partners to spend MDF on? Please select all that apply.
 Print advertising
 Digital advertising
 Sales Training
 Technical training/certification
 Sales head count
 Technical head count
 Marketing head count
 Customer seminars/road shows
 Online webinars
 Events: industry conferences, workshops, etc.
 Email marketing
 Other (please specify)
 Promotion
Does your partner program have Partner Marketing Managers assigned to partners that qualify for MDF to plan and execute demand generation campaigns?Yes
What percentage of your MDF/Co-op goes unspent on a quarterly basis?10-25%
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

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