2016 Partner Program Guide Details



Axcient
Axcient Saas:Flo

Address1165 San Antonio Road
Mountain View, CA
94043
URLhttp://www.axcient.com
Phone800.715.2339
CEOJustin Moore
Year Company Founded2008
In what month does your fiscal year end?January
North American Channel Chief Full NameMark Petoskey
North American Channel Chief TitleVP Of Channel Sales
North American Channel Chief Date Began Serving in this Role10/2015
Name of North American Channel ProgramAxcient Saas:Flo
Year this Channel Program was established2015
Name of North American Channel Program ManagerMark Petoskey
Program Manager TitleVP of Channel Sales
Program Manager Email Addressmetoskey@axcient.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)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) 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) Disaster recovery business continuity
Size CategorySMALL
Indirect Revenue91% to 100%
North American Partners N/A
New North American Partners N/A
Tier Namesn/a
Number of North American Partners in Top Tier4000
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
 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?
 We offer deal registration, but do not offer extra points of margin/discount for registered deals
How does this channel program motivate/support its resellers?
 Product demo program
 SPIFFs
 Sales enablement
 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
 Other (please specify)
 case by case review
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?NOT APPLICABLE
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?
Other alternative (Please explain)
 case by case basis
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.
 Not Applicable
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
 Technical training
 Vertical market case studies
 Tools to identify selling opportunities
 Leads
 Referrals
What types of training does your partner program offer? Please select all that apply.
 ILT (instructor lead training)
 Road shows
 Blogs/Message boards
Is there a cost to partners for training and/or certification?
Not Applicable to our business
 Not Applicable to our business
 Not Applicable to our business
How often does your partner program require re-certification or renewal for partners?NOT APPLICABLE
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.
Technical certification requirements
 Revenue commitment
 Valid website
 Actively transacting partner
Does this channel partner program offer: Please check all that apply.
Pre-sales support
 Post-sales support
 Post-sales services support
 Local account/field reps
 Escalation procedures for rules of engagement
 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?Yes - informal
Does your company’s partner program portal/web site provide: Please select all that apply.
 Downloadable marketing materials
 Online training resources
 Account management
 Managed services community
 Troubleshooting 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
 One to many marketing support via 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
 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.
 Sales Training
 Technical training/certification
 Customer seminars/road shows
 Online webinars
 Events: industry conferences, workshops, etc.
 Telemarketing/outbound sales calling
 Content development (case studies, social content, blogs, solution briefs, etc.
 Direct Mail
 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?Yes
What percentage of your MDF/Co-op goes unspent on a quarterly basis?None
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 and 2nd Tier Partners Only
Works cooperatively with partners to drive demand directly to them through MDF and other marketing programs.Top Tier and 2nd Tier Partners Only
Provides tools on portal for partners to drive their own demand.All partners

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