2017 Partner Program Guide Details


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Tintri
Tintri Partner Program


Address303 Ravendale Drive
Mountain View, CA
94043
URLhttps://www.tintri.com/
US Headquarters Phone+1 650-810-8200
CEOKen Klein
Year Company Founded2008
Fiscal Year EndsJanuary
Worldwide Channel ChiefEric Berry, VP of Global Channel Operations
Began Serving In This Role10/2015
North American Channel Chief Gena Phelps, Senior Manager of Channel Programs
Began Serving In This Role08/2015
Company SizeMidsized
Indirect Revenue As A Percentage Of Total Corporate Revenue91% to 100%
Products Or Service Specialties
One-Time Product Purchase And Resell ModelCloud Tools and Management
Converged Infrastructure
Data and Information Management
Disaster Recovery/Business Continuity
Enterprise External Storage Hardware
Infrastructure as a Service (IaaS)
SDDC- Software Defined Data Center
SDS - Software Defined Storage
SMB External Storage Hardware
Solid State Drives
Systems Management/Network Management
Virtualization - Desktop
Virtualization - Networking
Server
Storage
Combination/Hybrid ModelCloud Tools and Management
Converged Infrastructure
Data and Information Management
Disaster Recovery/Business Continuity
Enterprise External Storage Hardware
Infrastructure as a Service (IaaS)
SDDC- Software Defined Data Center
SDS - Software Defined Storage
SMB External Storage Hardware
Virtualization - Desktop
Virtualization - Networking
Server
Storage
Program and Tier Information
Year Channel Program Was Established 2012
North American Channel Program ManagerGena Phelps, Senior Manager of Channel Programs
Program Manager Emailgphelps@tintri.com
North American PartnersN/A
New North American PartnersN/A
Top TierElite
North American PartnersN/A
Worldwide PartnersN/A
Tier 2Premium
North American PartnersN/A
Worldwide PartnersN/A
Tier 3Authorized
North American PartnersN/A
Worldwide PartnersN/A
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
 We are launching a Cloud Products and Services program within the next 12 months
Does your partner program offer extra points of margin/discount/rebatesfor registered deals?
 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
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?Yes
How does this channel program motivate/support its resellers?
 Automation systems & partner portal development
 Awards for innovation
 Awards for sales
 Development of training & certification programs/curriculum
 Direct deposit funds
 Discount promotions
 Eligibility to sell vendor services
 Field Channel account manager coverage
 Financial rewards
 Incentive program
 Joint marketing planning
 Low-interest financing
 Loyalty programs
 Points based reward programs
 Marketing resources
 MDF/Co-op
 Online tools
 Partner Communication & Recruitment Materials
 Price protection plans
 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 less 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?More than 75% off list
By what criteria are partner tiers for this partner program determined?
 Joint business plan
 Sales/Revenue volume
 Certifications
How are partner discounts determined?
 Quarterly revenue attainment
 Annual revenue volumes committed/sold (higher discounts for higher revenue volumes)
 Tiered Discounts - level/tier earned in the partner program (higher discounts for higher levels/tiers)
What 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 VARs with training and advice so that they better understand how they may incorporate Cloud Solutions into their current offerings
 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
 Solutions selling
 MDF
 Leads
 Referrals
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
 Authorized training partners (distributors)
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?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
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?
 Reseller certificate
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
 Online training resources
 Deal Registration
 Configuration/installation tools
 Troubleshooting tools
 A selection of marketing campaigns partners can order and have executed for them
 Responsive design for mobile access
 Tintri Incentive Rewards platform, sales/marketing tools, and DIY marketing campaigns
What types of hands-on marketing support does your partner program provide?
 One to one marketing planning with internal partner marketing managers
 One to many marketing support via internal partner marketing managers
 Certain marketing campaigns can be executed through 3rd party provider
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
 Provides funding to partners to attend industry 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
What criteria must a partner meet in order to qualify for the minimum or basic level of MDF/Co-op marketing?
 Discretionary based on channel account manager approval
 Tier-based
 Proposal-based
What does this partner program allow partners to spend MDF on?
 Appointment setting
 Print advertising
 Digital advertising
 SEO
 Sales Training
 Technical training/certification
 Sales head count
 Technical head count
 Marketing head count
 Customer seminars/road shows
 Online webinars
 Demo equipment
 Market research
 Events: industry conferences, workshops, etc.
 Telemarketing/Outbound sales calling
 Product catalogues
 Newsletters
 Email marketing
 Co-branded merchandise
 Content development (case studies, socialcontent, blogs, solution briefs, etc.
 Direct Mail
 Public relations
 Website development and management
 Social media enablement
 Syndication
 Website audit and development
 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?None
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?Yes

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