2016 Partner Program Guide Details



Veeam
Veeam ProPartner Program

Address8800 Lyra Drive, Suite 350
Columbus, OH
43240
Worldwide HQ AddressLinden Park, Lindenstr. 16, CH-6340ÊBaar, Switzerland
URLhttp://www.veeam.com
Phone678 353 2140
CEORatmir Timashev
Year Company Founded2006
In what month does your fiscal year end?December
North American Channel Chief Full NameKevin Rooney
North American Channel Chief TitleVice President North America Channel Sales
North American Channel Chief Date Began Serving in this Role01/2016
Name of North American Channel ProgramVeeam ProPartner Program
Year this Channel Program was established2006
Name of North American Channel Program ManagerAdee McAninch
Program Manager TitleSr. Manager, Channel & Alliance Marketing NA
Program Manager Email Addressadee.mcaninch@veeam.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) Disaster recovery business continuity
Managed services software RMM
WAN optimization/WAN acceleration
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
Managed services software RMM
Systems management/network management
WAN optimization/WAN acceleration
Size CategoryMIDSIZE
Indirect Revenue91% to 100%
North American Partners6750
New North American Partners1652
Tier NamesPlatinum ProPartner
 Gold ProPartner
 Silver ProPartner
 Registered ProPartner
Number of North American Partners in Top Tier14
North American Partners in Tier 2163
North American Partners in Tier 32961
North American Partners in Tier 44473
Which of the following best describes your company’s Cloud involvement, products, and solutions?
 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?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?Yes
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 within 72 hours
How does this channel program motivate/support its resellers?
Awards for innovation
 Awards for sales
 Discount promotions
 Field Channel account manager coverage
 Financial rewards
 Incentive programs
 Inside Channel account manager coverage
 Joint marketing planning
 Marketing resources
 MDF/Co-op
 Online tools
 Partner portal
 Product demo program
 Rebates
 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
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)
 NFR keys are at no cost and are available to Top Tier, Tier 2 and Tier 3 partners
By what criteria are partner tiers for this partner program determined
Joint business plan
 Sales/Revenue volume
 Certifications
 Technical skills
 Specialization
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)
 Deal Registrations
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
 Eligibility to sell vendor services
 Technical training
 Sales training
 Sales tools
 Vertical market case studies
 Tools to identify selling opportunities
 Marketing concierge services
 New hire assistance
 Solutions selling
 MDF
 Leads
 Joint marketing planning
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
 Boot camp
 Blogs/Message boards
 Authorized training partners (distributors)
Is there a cost to partners for training and/or certification?
Free for top, 2nd and 3rd tier only
 Free for top, 2nd and 3rd tier only
 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.
 Technology specialization
Does this channel partner program offer: Please check all that apply.
Pre-sales support
 Post-sales support
 Technical 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
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
 Portal with customizable dashboard based on profiles
 Ability for partners to syndicate your content to their website
 Deal Registration
 Configuration/installation tools
 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
 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
 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
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 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
 SEO
 Customer seminars/road shows
 Online webinars
 Events: industry conferences, workshops, etc.
 Telemarketing/outbound sales calling
 Newsletters
 Email marketing
 Co-branded merchandise
 Direct Mail
 Website development and management
 Social media enablement
 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 and 2nd 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, 2nd and 3rd tier only
Provides tools on portal for partners to drive their own demand.All partners

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