2017 Partner Program Guide Details


Printer-friendly version Email this CRN article

Pitney Bowes Software Solutions
Pitney Bowes Software Partner Program


Address3001 Summer Street
Stamford, CT
06926
URLhttp://www.pb.com,
US Headquarters Phone844-256-6444
CEOMarc B. Lautenbach
Year Company Founded1920
Division Created2007
Fiscal Year EndsDecember
Worldwide Channel ChiefMark Taylor, Senior Vice President, Software Solutions, Software Channels
Began Serving In This Role02/2016
North American Channel Chief Dave Towers, Vice President Software Channels, Americas
Began Serving In This Role01/2016
North American Channel ChiefMatt Reaves, Vice President Software Programs & Strategy
Began Serving In This Role11/2016
Company SizeMidsized
Indirect Revenue As A Percentage Of Total Corporate RevenueDo not wish to disclose
Products Or Service Specialties
One-Time Product Purchase And Resell ModelCloud Hosting
Data and Information Management
Unified Communications
As-A-Service Utility ModelCloud Hosting
Converged Infrastructure
Data and Information Management
Unified Communications
Combination/Hybrid ModelBusiness Intelligence and Analytics
Cloud Hosting
Data and Information Management
Unified Communications
Program and Tier Information
Year Channel Program Was Established 2016
North American Channel Program ManagerAnne Kenyon, Partner Marketing Manager
Program Manager Emailanne.kenyon@pb.com
North American Partners400
New North American Partners75
Top TierValue Based Program
North American Partners75
Worldwide Partners250
Cloud Involvement, Products, And Solutions
 Our products are sold as a Cloud Service where we (the vendor) are the Service Provider (i.e. SaaS, PaaS or IaaS, HW as a service, network connectivity)
 Our products are used to enable off-premise Cloud Solutions
 Our products are used to build hybrid Private Cloud Solutions
 Our existing partner program supports our cloud products/services
Does your partner program offer extra points of margin/discount/rebatesfor 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
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?No
How does this channel program motivate/support its resellers?
 Development of training & certification programs/curriculum
 Eligibility to sell vendor services
 Field Channel account manager coverage
 Financial rewards
 Joint marketing planning
 Marketing resources
 MDF/Co-op
 Online tools
 Product demo program
 Qualified leads
 Referral programs
 Sales enablement
 Tiered discounts
Services Attach
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 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
Does your partner program offer a residual revenue program (maintenance, software or professional services), 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?Free
By what criteria are partner tiers for this partner program determined?
 Partner program does not have multiple tiers
How are partner discounts determined?
 Partner Productivity Rate
 Deal Registrations
What does your partner program offer to partners in an effort to help expand their businesses?
 Technical training
 Sales training
 Sales tools
 Vertical market case studies
 Tools to identify selling opportunities
 Solutions selling
 MDF
 Post-sales services enablement training
 Leads
 Referrals
 Joint marketing planning
What types of training does your partner program offer?
 On Demand web based training/certification from any location (Self Serve)
 ILT (instructor lead training)
 Face to face training/certification
 Boot camp
Is there a cost to partners for training and/or certification?
Basic TrainingFree for all partners
Advanced TrainingFree for all partners
High Level CertificationFree for all partners
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
Are partners required to meet revenue requirements in order to join the minimum or basic level of this partner program?No revenue commitment necessary
Which requirements must be met for a partner to join the minimum tier or basic level of this partner program?
 Technical certification requirements
 Certified/accredited sales staff
 Business planning requirements
 Marketing plan
 Valid website
 Actively transacting partner
 Signed Partner Agreement
What are this channel partner program's offerings?
 Pre-sales support
 Post-sales support
 Post-sales 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 partners briefed on new or upgraded product launches?1 month to less than 4 months before solution provider customers
What does your company's partner program portal/web site provide?
 Searchable product/pricing database
 Downloadable marketing materials
 Online training resources
 Account management
 Portal with customizable views based on profiles
 Ability for partners to syndicate your content to their website
 Deal Registration
 CRM
 A selection of marketing campaigns partners can order and have executed for them
What types of hands-on marketing support does your partner program provide?
 One to one marketing planning with internal partner marketing managers
How does your partner program inform and educate your partners?
 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
 CAMs and Marketers communicate with partners primarily through Social Media
What criteria must a partner meet in order to qualify for the minimum or basic level of MDF/Co-op marketing?
 Business plan
 Discretionary based on specific product/vertical/customer focus
 Discretionary based on specific
 Discretionary based on channel account manager approval
 Proposal-based
What does this partner program allow partners to spend MDF on?
 Appointment setting
 Print advertising
 Digital advertising
 Sales Training
 Sales head count
 Technical head count
 Marketing head count
 Customer seminars/road shows
 Online webinars
 Market research
 Events: industry conferences, workshops, etc.
 Telemarketing/Outbound sales calling
 Newsletters
 Email marketing
 Content development (case studies, socialcontent, blogs, solution briefs, etc.
 Direct Mail
 Social media enablement
 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?NOT APPLICABLE
How does your partner program support its channel partners with leads?
Generates leads and initiates sales, which are turned over to partnersTop Tier Partners Only
Generates leads which are turned over to partnersTop Tier Partners Only
Works cooperatively with partners to drive demand directly to them through MDF and other marketing programsAll partners
Provides tools on portal for partners to drive their own demandAll partners
Do partners need to meet specific lead management criteria or training in order to receive and continue to receive leads?Yes

Unedited content provided by vendors.


Printer-friendly version Email this CRN article