2017 Partner Program Guide Details


Printer-friendly version Email this CRN article

Pivot3
Pivot3 Partner Program


Address221 West Sixth Street Suite 750
Austin, TX
78701
URLhttp://www.pivot3.com
US Headquarters Phone512-807-2666
CEORon Nash
Year Company Founded2002
Fiscal Year EndsDecember
Worldwide Channel ChiefBruce Milne, VP, Channel Sales
Began Serving In This Role06/2016
North American Channel Chief Bruce Milne, VP, Channel Sales
Began Serving In This Role10/2015
Company SizeSmall
Indirect Revenue As A Percentage Of Total Corporate Revenue91% to 100%
Products Or Service Specialties
One-Time Product Purchase And Resell ModelConverged Infrastructure
Enterprise Data Center Servers
Enterprise External Storage Hardware
Hyper-converged Infrastructure
SDDC- Software Defined Data Center
Virtualization - Desktop
Virtualization - Networking
Server
Storage
As-A-Service Utility ModelConverged Infrastructure
Enterprise Data Center Servers
Enterprise External Storage Hardware
Hyper-converged Infrastructure
SDDC- Software Defined Data Center
Virtualization - Desktop
Virtualization - Networking
Server
Storage
Combination/Hybrid ModelConverged Infrastructure
Enterprise Data Center Servers
Enterprise External Storage Hardware
Hyper-converged Infrastructure
SDDC- Software Defined Data Center
Virtualization - Desktop
Virtualization - Networking
Server
Storage
Program and Tier Information
Year Channel Program Was Established 2014
North American Channel Program ManagerChristopher Burns, Senior Director, Channel Marketing
Program Manager Emailcburns@pivot3.com
North American Partners250
New North American Partners50
Top TierAuthorized/Premier
North American Partners300
Worldwide Partners355
Cloud Involvement, Products, And Solutions
 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 within 72 hours
Does your partner program compensate partners for deals that are registered by partners, but closed by direct sales?No
Does your partner program compensate partners for deals registered by one partner but closed by another?Yes
How does this channel program motivate/support its resellers?
 Automation systems & partner portal development
 Awards for innovation
 Awards for sales
 Discount promotions
 Eligibility to sell vendor services
 Field Channel account manager coverage
 Financial rewards
 Incentive program
 Inside Channel account manager coverage
 Joint marketing planning
 Loyalty programs
 Marketing resources
 MDF/Co-op
 Online tools
 Partner Communication & Recruitment Materials
 Product demo program
 Qualified leads
 Rebates
 Referral programs
 SPIFFs
 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
 Pay as you go purchase option
 Partner Incentive Programs
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?
 Certifications
 Deal Registrations
What does your partner program offer to partners in an effort to help expand their businesses?
 Eligibility to sell vendor services
 Technical training
 Sales training
 Sales tools
 Vertical market case studies
 Tools to identify selling opportunities
 Marketing concierge services
 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
 Boot camp
 Blogs/Message boards
Is there a cost to partners for training and/or certification?
Basic TrainingFree for all partners
Advanced TrainingFree for all partners
High Level CertificationPartner pays a percentage - discount off full price
How often does your partner program require re-certification or renewal for partners?Re-certification/renewal not required
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
 Marketing plan
 Valid website
 Actively transacting partner
 Technology specialization
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
 Clearly defined division between accounts for direct and indirect sales
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?
 Downloadable marketing materials
 Automated rebate processing
 Ability for partners to syndicate your content to their website
 Deal Registration
 Configuration/installation tools
 A selection of marketing campaigns partners can order and have executed for them
 Responsive design for mobile access
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 sales conference for direct sales and partners together
 Conducts online webinars and conferences
 Conducts regular email marketing
 Conducts regular meetings with individual partners
 Our channel account managers are responsible for educating and informing partners
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
 SEO
 Technical training/certification
 Customer seminars/road shows
 Online webinars
 Events: industry conferences, workshops, etc.
 Telemarketing/Outbound sales calling
 Email marketing
 Content development (case studies, socialcontent, blogs, solution briefs, etc.
 Direct Mail
 Website development and management
 Social media enablement
 Syndication
 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 partnersAll partners
Generates leads which are turned over to partnersAll partners
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?No

Unedited content provided by vendors.


Printer-friendly version Email this CRN article