2017 Partner Program Guide Details


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Cylance Inc.
Cylance Partner Program


Address18201 Von Karman Ave #700
Irvine, CA
92612
URLhttps://www.cylance.com/
US Headquarters Phone(844) 295-2623
CEOStuart McClure
Year Company Founded2012
Fiscal Year EndsPrivate
Worldwide Channel ChiefDidi Dayton, Vice President of World Wide Channel
Began Serving In This Role11/2015
North American Channel Chief Didi Dayton, Vice President of World Wide Channel
Began Serving In This Role11/2015
Company SizeEmerging
Indirect Revenue As A Percentage Of Total Corporate RevenueDo not wish to disclose
Products Or Service Specialties
As-A-Service Utility ModelSecurity - Endpoint Protection
Combination/Hybrid ModelSecurity - Endpoint Protection
Program and Tier Information
Year Channel Program Was Established 2013
North American Channel Program ManagerTammy Jo Houston, Director of WW Channel Programs & Operations
Program Manager Emailthouston@cylance.com
North American PartnersN/A
New North American PartnersN/A
Top TierEmerald
North American PartnersN/A
Worldwide PartnersN/A
Tier 2Platinum
Tier 3Gold
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 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?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
 Discount promotions
 Eligibility to sell vendor services
 Field Channel account manager coverage
 Financial rewards
 Incentive program
 Inside Channel account manager coverage
 Joint marketing planning
 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 about the same cost as your solution
What specific programs do you have in place to help partners increase their services attach and/or profit?
 Partner Services/Solution Selling Training
 Case Studies demonstrating the value of a total solution sell
 Partners are incented to resell Cylance services
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 top tier and 2nd tier partners only
What does this program typically charge your partners for demo units or evaluation licenses?Other alternative
What does this program typically charge your partners for demo units or evaluation licenses?Free time-limited licenses
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?
 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)
 Business Model (i.e. Distribution-VAR resale discount differs from DMR resale discount, etc.)
 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
 MDF
 Post-sales services enablement training
 Leads
 Referrals
 Joint marketing planning
What types of training does your partner program offer?
 Face to face training/certification
 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 top partner tier only
High Level CertificationDo not offer training/certification to 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?
 Reseller certificate
 Valid website
 Actively transacting partner
 Must have a deal to register
What are this channel partner program's offerings?
 Pre-sales support
 Post-sales support
 Post-sales support
 Technical support
 Local account/field reps
 Dedicated account team
How much time in advance of their customers are solution provider partners briefed on new or upgraded product launches?Less than one month before solution provider customers
What does your company's partner program portal/web site provide?
 Downloadable marketing materials
 Deal Registration
 Sales, training & competitive tools, programs & incentives, go-to-market assets
What types of hands-on marketing support does your partner program provide?
 One to many marketing support via internal partner marketing managers
How does your partner program inform and educate your partners?
 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
What criteria must a partner meet in order to qualify for the minimum or basic level of MDF/Co-op marketing?
 Partner type/business model
 Proposal-based
 Cylance offers regional marketing lead generation events for top partners to participate in, the leads are shared with the partner that helped organize and drive attendance
What does this partner program allow partners to spend MDF on?
 Activities that generate leads
 Proposal based
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 programsTop Tier and 2nd Tier Partners Only
Provides tools on portal for partners to drive their own demandTop Tier and 2nd Tier Partners Only
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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