2016 Partner Program Guide Details



AlienVault
AlienVault Partner Program

Address1875 South Grant Street
San Mateo, CA
94587
URLhttps://www.alienvault.com
Phone650-713-3333
CEOBarmak Meftah
Year Company Founded2007
In what month does your fiscal year end?December
Worldwide Channel Chief Full NameMike LaPeters
Worldwide Channel Chief TitleVP, Worldwide Channel Sales
Worldwide Channel Chief Date Began serving in this Role6/2016
North American Channel Chief Full NameMike LaPeters
North American Channel Chief TitleVP, Worldwide Channel Sales
North American Channel Chief Date Began Serving in this Role12/2015
Name of North American Channel ProgramAlienVault Partner Program
Year this Channel Program was established2013
Name of North American Channel Program ManagerCarrie Cassee
Program Manager TitleSenior Field Marketing Manager
Program Manager Email Addressccassee@alienvault.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)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) 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) Security network security appliances and software
Size CategorySMALL
Indirect Revenue51% to 60%
North American Partners N/A
New North American Partners N/A
Tier NamesNo Tiers
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 can be incorporated into Cloud Solutions, but at this time not focus
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, 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, in less than 24 hours
How does this channel program motivate/support its resellers?
 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
 Qualified leads
 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
 Pay as you go purchase option
 Other (please specify)
 Monthly Billing For MSSPs
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?
More than 75% off list / No Fee
By what criteria are partner tiers for this partner program determined
 Certifications
 Technical skills
How are partner discounts determined? Please select all that apply.
 Certifications
 Deal Registrations
Which of the following does your partner program offer to partners in an effort to help expand their businesses?
 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
 Marketing concierge services
 Referrals
 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
 Blogs/Message boards
 Authorized training partners (distributors)
Is there a cost to partners for training and/or certification?
Free for all partners
 Partner pays a percentage (discount off full price)
 Partner pays a percentage (discount off full price)
How often does your partner program require re-certification or renewal for partners?Re-certification not required
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.
 Certified/accredited sales staff
 Valid website
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
 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.
 Downloadable marketing materials
 Online training resources
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.
 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
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.
 Business plan
 Discretionary based on channel accountmanager approval
 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
 Content development (case studies, social content, blogs, solution briefs, etc.
 Activities that generate leads
 Other (please specify)
 No restrictions, but we require them to get prior approval
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.Not Offered
Generates leads which are turned over to partners.All partners
Works cooperatively with partners to drive demand directly to them through MDF and other marketing programs.All partners
Provides tools on portal for partners to drive their own demand.All partners

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