2016 Partner Program Guide Details


iboss Cybersecurity
iboss Partner Program

Address4110 Campus Point Court
San Diego, CA
92121
URLhttp://www.iboss.com
Phone858 568 7051
CEOPaul Martini
Year Company Founded2004
Year Division Created2013
In what month does your fiscal year end?December
Worldwide Channel Chief Full NamePete Elmgren
Worldwide Channel Chief TitleSVP, World Wide Channels
Worldwide Channel Chief Date Began serving in this Role01/2016
North American Channel Chief Full NamePete Elmgren
North American Channel Chief TitleSVP, World Wide Channels
North American Channel Chief Date Began Serving in this Role01/2016
Name of North American Channel Programiboss Partner Program
Year this Channel Program was established2013
Name of North American Channel Program ManagerAnn-Louise Strandberg
Program Manager TitleChannel Marketing Manager
Program Manager Email Addressannlouise.strandberg@iboss.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 Identity and access management
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 Identity and access management
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 data loss prevention
Security Identity and access management
Security network security appliances and software
Size CategorySMALL
Indirect Revenue61% to 70%
North American Partners178
New North American Partners25
Tier Names11 / Platinum
 21 / Gold
 89 / Silver
 57 / Bronze
Number of North American Partners in Top Tier3
Worldwide Partners in Top Tier3
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?Not Applicable
Does your partner program offer extra points of margin/discount for registered deals?
Yes, depending on the product
 Yes, depending on the partner type or tier
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
 Field Channel account manager coverage
 Incentive programs
 Inside Channel account manager coverage
 Joint marketing planning
 Marketing resources
 Online tools
 Partner portal
 Qualified leads
 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?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 about the same cost as 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?
Other alternative (Please explain)
 We do not charge for demos
By what criteria are partner tiers for this partner program determined
 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)
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
 Provide training in order to simplify the concept of hosted and managed services for VARs
 Technical training
 Sales training
 Sales tools
 Solutions selling
 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)
 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
 Free for all partners
 Free for all partners
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.
Technical certification requirements
 Business planning requirements
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
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 - informal
Does your company’s partner program portal/web site provide: Please select all that apply.
 Downloadable marketing materials
 Online training resources
 Deal Registration
 CRM
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 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
 Partner type/business model
 Proposal-based
What does this partner program allow partners to spend MDF on? Please select all that apply.
 SEO
 Sales Training
 Customer seminars/road shows
 Online webinars
 Demo equipment
 Events: industry conferences, workshops, etc.
 Telemarketing/outbound sales calling
 Newsletters
 Content development (case studies, social content, blogs, solution briefs, etc.
 Social media enablement
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.All partners
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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