2016 Partner Program Guide Details


AVG Business
AVG Business Channel Partner Program

Address149 Bluxome
San Francisco, CA
94107
Worldwide HQ AddressAmsterdam, Netherlands
URLhttp://www.avg.com/us-en/serviceprovidersolutions
Phone415-371-2009
CEOGary Kovacs
Year Company Founded1991
Year Division Created2001
In what month does your fiscal year end?December
Worldwide Channel Chief Full NameFred Gerritse
Worldwide Channel Chief TitleGeneral Manager
Worldwide Channel Chief Date Began serving in this Role10/2015
North American Channel Chief Full NameFrancois Daumard
North American Channel Chief TitleVP, Global Channel Sales
North American Channel Chief Date Began Serving in this Role11/2014
Name of North American Channel ProgramAVG Business Channel Partner Program
Year this Channel Program was established2001
Name of North American Channel Program ManagerAndrew miller
Program Manager TitleProgram Marketing Manager
Program Manager Email Addressandrew.miller@avg.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
Disaster recovery business continuity
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
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
Disaster recovery business continuity
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
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
Disaster recovery business continuity
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 CategoryMIDSIZE
Indirect RevenueDo not wish to disclose
North American Partners N/A
New North American Partners N/A
Tier NamesN/A
 N/A
 N/A
 N/A
 N/A
 N/A
 N/A
Number of North American Partners in Top Tier N/A
North American Partners in Tier 2 N/A
North American Partners in Tier 3 N/A
North American Partners in Tier 4 N/A
North American Partners in Tier 5 N/A
North American Partners in Tier 6 N/A
North American Partners in Tier 7 N/A
Worldwide Partners in Top Tier N/A
Worldwide Partners in Tier 2 N/A
Worldwide Partners in Tier 3 N/A
Worldwide Partners in Tier 4 N/A
Worldwide Partners in Tier 5 N/A
Worldwide Partners in Tier 6 N/A
Worldwide Partners in Tier 7 N/A
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?Yes
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?Not Applicable
Does your partner program offer extra points of margin/discount for registered deals?
 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, in less than 24 hours
How does this channel program motivate/support its resellers?
 Awards for sales
 Financial rewards
 Incentive programs
 Joint marketing planning
 Marketing resources
 Online tools
 Partner portal
 Product demo program
 Qualified leads
 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?
Technical Certification Training
 Partner Services/Solution Selling Training
 Case Studies demonstrating the value of a total solution sell
 Statistics on Best In Class Services Attach Rates
 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?
Other alternative (Please explain)
 Free trials
By what criteria are partner tiers for this partner program determined
Joint business plan
 Sales/Revenue volume
 Certifications
 Technical skills
 Solutions expertise
 Vertical market expertise
 Specialization
How are partner discounts determined? Please select all that apply.
 Annual revenue committed/sold (higher discounts for higher revenue volumes)
 Tiered Discounts - level/tier earned in the partner program (higher discounts for higher levels/tiers)
 Certifications
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
 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
 Referrals
 Other (please specify)
 Sales proposal
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)
 Road shows
 Boot camp
 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?Once per year
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?Annual revenue commitment
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.
Technical certification requirements
 Certified/accredited sales staff
 Revenue commitment
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
 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
 Managed services community
 Configuration/installation tools
 Partner performance and profitability calculator
 Other (please specify)
 Product information, technical resources, community forums
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
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
 Publishes regular newsletters
 Conducts regular email marketing
 Conducts regular meetings with individual partners
 Other (please specify)
 Technical and Sales & Marketing training is available in multiple languages, on-demand and directly ON24
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
 Number of certified engineers
 Business plan
 Discretionary based on specific product focus
 Discretionary based on channel accountmanager approval
 Tier-based
 Proposal-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
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?NOT APPLICABLE
How does your partner program support its channel partners with leads?
Generates leads and initiates sales, which are turned over to partners.Top Tier Partners Only
Generates leads which are turned over to partners.Top Tier Partners Only
Works cooperatively with partners to drive demand directly to them through MDF and other marketing programs.Top Tier Partners Only
Provides tools on portal for partners to drive their own demand.Top Tier Partners Only

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