2016 Partner Program Guide Details


AireSpring
AireSpring Channel Sales Division

Address6060 Sepulveda Blvd. 2nd Floor
Van Nuys, CA
91411
Worldwide HQ AddressN/A
URLhttp://www.airespring.com
Phone1-888-389-2899
CEOAvi Lonstein
Year Company Founded2002
In what month does your fiscal year end?December
North American Channel Chief Full NameRon McNab
North American Channel Chief TitleSenior Vice President Channel Sales
North American Channel Chief Date Began Serving in this Role06/2006
Name of North American Channel ProgramAireSpring Channel Sales Division
Year this Channel Program was established2002
Name of North American Channel Program ManagerRon McNab
Program Manager TitleSenior Vice President of Channel Sales
Program Manager Email Addressron.mcnab@airespring.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 hosting
Disaster recovery business continuity
Enterprise wireless LANs
Managed services software RMM
Network connectivity
Systems management/network management
Unified communications
Size CategoryMIDSIZE
Indirect Revenue91% to 100%
North American Partners N/A
New North American Partners N/A
Tier NamesAireSpring Master Agent
 Master Sub-Agent
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?Not Applicable
Does your partner program offer extra points of margin/discount for registered deals?
 Deal registration NOT APPLICABLE to our business
Does your partner program require you to communicate approval or denial of a deal registration within a certain amount of time?Deal registration NOT APPLICABLE for our products/services
How does this channel program motivate/support its resellers?
 Awards for sales
 Direct deposit funds
 Discount promotions
 Field Channel account manager coverage
 Financial rewards
 Incentive programs
 Inside Channel account manager coverage
 Joint marketing planning
 Marketing resources
 Online tools
 Partner portal
 Price protection plans
 Product demo program
 Referral programs
 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?No
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
 Other (please specify)
 Online quoting portal in real-time
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?
Other alternative (please explain)
 limited time program, partners can try AirePBX free
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
 Partner program does not have multiple tiers
How are partner discounts determined? Please select all that apply.
 Case by Case Determination
 Growth rate attainment level
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
 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
 Technical training
 Sales training
 Sales tools
 Tools to identify selling opportunities
 Solutions selling
 MDF
 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
 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.
 There are NO REQUIREMENTS to join this partner program
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?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.
A catalogue of trusted, 3rd party marketing agencies to support partner marketing
 Searchable product/pricing database
 Downloadable marketing materials
 Online training resources
 Account management
 Portal with customizable dashboard based on profiles
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.
Hosts a conference specifically for partners
 Conducts online webinars and 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)
 We attend many trade shows and industry events, often act as panelist
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.
 Proposal-based
What does this partner program allow partners to spend MDF on? Please select all that apply.
 Customer seminars/road shows
 Events: industry conferences, workshops, etc.
 Other (please specify)
 Sales incentive trips
Does your partner program have Partner Marketing Managers assigned to partners that qualify for MDF to plan and execute demand generation campaigns?NOT APPLICABLE
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.Not Offered
Generates leads which are turned over to partners.Not Offered
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.Top tier, 2nd and 3rd tier only

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