2017 Partner Program Guide Details


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Digium, Inc.
Digium Partner Program


Address445 Jan Davis Drive
Huntsville, AL
35806
URLhttp://www.digium.com
US Headquarters Phone256-428-6000
CEODanny Windham
Year Company Founded1999
Fiscal Year EndsDecember
Worldwide Channel ChiefSteve Harvey, VP of Worldwide Sales
Began Serving In This Role02/2007
North American Channel Chief Steve Harvey, VP of Worldwide Sales
Began Serving In This Role02/2007
Company SizeSmall
Indirect Revenue As A Percentage Of Total Corporate Revenue71% to 80%
Products Or Service Specialties
One-Time Product Purchase And Resell ModelUnified Communications
As-A-Service Utility ModelCloud Hosting
Unified Communications
Combination/Hybrid ModelCloud Hosting
Unified Communications
Program and Tier Information
Year Channel Program Was Established 2007
North American Channel Program ManagerWayne Landt, Director of Global Channel Sales
Program Manager Emailwlandt@digium.com
North American Partners4055
New North American Partners765
Top TierDistributors, Master Agents
North American Partners12
Worldwide Partners43
Tier 2VARs, Solution Providers, Agents, DMRs, Service Providers
North American Partners4055
Worldwide Partners5454
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, depending on the product
 Yes, depending on the partner type or tier
 Yes, when we have time sensitive incentives
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?Not Applicable
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?
 Automation systems & partner portal development
 Awards for sales
 Development of training & certification programs/curriculum
 Discount promotions
 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
 Product demo program
 Qualified leads
 Rebates
 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
 Automated transaction process for billing/licensing and provisioning
 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?25-50% off list
By what criteria are partner tiers for this partner program determined?
 Sales/Revenue volume
 Certifications
 Technical skills
How are partner discounts determined?
 Annual revenue volumes committed/sold (higher discounts for higher revenue volumes)
 Business Model (i.e. Distribution-VAR resale discount differs from DMR resale discount, etc.)
 Deal Registrations
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
 Technical training
 Sales training
 Sales tools
 Vertical market case studies
 Tools to identify selling opportunities
 MDF
 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
 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 25 to 60 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?
 Valid website
 Signed Partner Agreement
What are this channel partner program's offerings?
 Pre-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
 Configuration/installation tools
 Troubleshooting tools
 Partner performance and profitability calculator
 Marketing tools and kits to enable partner marketing, syndicated social media platform for partners, and email marketing platform for partners
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
 Access to an automated marketing platform
 Full service marketing concierge services via 3rd party providers
How does your partner program inform and educate your partners?
 Hosts a conference specifically for 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?
 Sales volume
 Number of certified engineers
 Tier-based
 Partner type/business model
 Proposal-based
What does this partner program allow partners to spend MDF on?
 Print advertising
 Digital advertising
 SEO
 Sales Training
 Technical training/certification
 Sales head count
 Technical head count
 Customer seminars/road shows
 Online webinars
 Demo equipment
 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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