2016 Partner Program Guide Details



FORCEPOINT
Forcepoint Global Channel Program

Address10900 Stonelake Blvd. Suite 350
Austin, TX
78759
Worldwide HQ AddressSame
URLhttp://www.forcepoint.com
Phone1-800-723-1166
CEOJohn McCormack
Year Company Founded1994
Year Division Created2005
In what month does your fiscal year end?December
Worldwide Channel Chief Full NameJohn Starr
Worldwide Channel Chief TitleVP Global Channels and Professional Services
Worldwide Channel Chief Date Began serving in this Role11/2014
North American Channel Chief Full NameJohn Starr
North American Channel Chief TitleVP Global Channels and Professional Services
North American Channel Chief Date Began Serving in this Role11/2014
Name of North American Channel ProgramForcepoint Global Channel Program
Year this Channel Program was established2005
Name of North American Channel Program ManagerToni Huang
Program Manager TitleManager Channel Operations
Program Manager Email Addressthuang@forcepoint.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 data loss prevention
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 data loss prevention
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) Enterprise networking infrastructure
Security data loss prevention
Security network security appliances and software
Size CategoryMIDSIZE
Indirect Revenue81% to 90%
North American Partners1000
New North American Partners N/A
Tier NamesPlatinum
 Gold
 Silver
 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?Not Applicable
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?
 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 one week
How does this channel program motivate/support its resellers?
 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
 Price protection plans
 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 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
 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)
 50% off list and all the way to free depending on the partner tier and product.
By what criteria are partner tiers for this partner program determined
Joint business plan
 Sales/Revenue volume
 Certifications
 Technical skills
 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)
 Deal Registrations
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
 Post-sales services enablement training
 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
 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?Once per year
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.
 Actively transacting partner
 Other (please specify)
 Financial Strength / Credit Check
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
Does your company’s partner program portal/web site provide: Please select all that apply.
 Downloadable marketing materials
 Online training resources
 Ability for partners to syndicate your content to their website
 Deal Registration
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.
Hosts a conference specifically for partners
 Hosts a sales conference for direct sales and partners together
 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.
Sales volume
 Number of certified engineers
 Business plan
 Tier-based
 Proposal-based
What does this partner program allow partners to spend MDF on? Please select all that apply.
 Print advertising
 Digital advertising
 Technical training/certification
 Sales head count
 Technical head count
 Marketing head count
 Customer seminars/road shows
 Demo equipment
 Events: industry conferences, workshops, etc.
 Telemarketing/outbound sales calling
 Email marketing
 Co-branded merchandise
 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?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, 2nd and 3rd tier only
Generates leads which are turned over to partners.Top Tier Partners Only
Works cooperatively with partners to drive demand directly to them through MDF and other marketing programs.Top Tier Partners Only
Provides tools on portal for partners to drive their own demand.Top tier, 2nd and 3rd tier only

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