2016 Partner Program Guide Details


Aerohive Networks
Aerohive Advantage Program

Address330 Gibraltar Dr
Sunnyvale, CA
94089
URLhttp://www.aerohive.com/
Phone408-510-6100
CEODavid Flynn
Year Company Founded2006
Year Division Created2006
In what month does your fiscal year end?December
Worldwide Channel Chief Full NameMichael O'Brien
Worldwide Channel Chief TitleVice President of Global Channels
Worldwide Channel Chief Date Began serving in this Role12/2015
North American Channel Chief Full NameMichael O'Brien
North American Channel Chief TitleVice President of Global Channels
North American Channel Chief Date Began Serving in this Role12/2015
Name of North American Channel ProgramAerohive Advantage Program
Year this Channel Program was established2010
Name of North American Channel Program ManagerMichael O'Brien
Program Manager TitleVice President of Global Channels
Program Manager Email Addressmobrien@aerohive.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)Enterprise networking infrastructure
Enterprise wireless LANs
Infrastructure as a service IaaS
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) Enterprise networking infrastructure
Enterprise wireless LANs
Infrastructure as a service IaaS
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) Enterprise networking infrastructure
Enterprise wireless LANs
Infrastructure as a service IaaS
Size CategoryMIDSIZE
Indirect Revenue91% to 100%
North American Partners800
New North American Partners100
Tier NamesElite
 Premier
 Associate
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
 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?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, depending on the partner type or tier
 Yes, when we have time sensitive incentives
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 sales
 Discount promotions
 Eligibility to sell vendor services
 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
 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 less 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
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?
51%-75% off list
By what criteria are partner tiers for this partner program determined
Joint business plan
 Sales/Revenue volume
 Certifications
 Solutions expertise
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)
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
 Eligibility to sell vendor services
 Technical training
 Sales training
 Sales tools
 Vertical market case studies
 Tools to identify selling opportunities
 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
Is there a cost to partners for training and/or certification?
Free for all partners
 Free for all partners
 Partner pays a percentage (discount off 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?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.
 Certified/accredited sales staff
 Sales Volume
 Revenue commitment
 Reseller certificate
 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
 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?4 months to less than 7 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
 Deal Registration
 Configuration/installation 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
 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.
 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)
 Conducts several quarterly sales trainings
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
What does this partner program allow partners to spend MDF on? Please select all that apply.
 Print advertising
 Digital advertising
 Customer seminars/road shows
 Online webinars
 Market research
 Events: industry conferences, workshops, etc.
 Telemarketing/outbound sales calling
 Newsletters
 Email marketing
 Co-branded merchandise
 Content development (case studies, social content, blogs, solution briefs, etc.
 Direct Mail
 Activities that generate leads
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?1-10%
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 and 2nd Tier Partners Only
Provides tools on portal for partners to drive their own demand.All partners

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