2017 Partner Program Guide Details


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Exact, Macola Division
Macola Unity Partner Program


Address5455 Rings Road Suite 100
Dublin, OH
43017
Worldwide HeadquartersMolengraaffsingel 33 2629 JD Delft Netherlands
URLhttp://www.macola.com
US Headquarters Phone(800) 468-0834
CEOAlison Forsythe, Managing Director
Year Company Founded1984
Division Created1971
Fiscal Year EndsDecember
North American Channel Chief Lisa Wise, Director, Alliance and Channel Development (formerly director of channel management from 2016-2017 and channel manager from 2010-2015)
Began Serving In This Role01/2017
Company SizeSmall
Indirect Revenue As A Percentage Of Total Corporate RevenueDo not wish to disclose
Products Or Service Specialties
One-Time Product Purchase And Resell ModelBusiness Intelligence and Analytics
Collaboration Software
CRM and SFA Application Software
Data and Information Management
Combination/Hybrid ModelBusiness Intelligence and Analytics
Cloud Hosting
Collaboration Software
CRM and SFA Application Software
Data and Information Management
Disaster Recovery/Business Continuity
Program and Tier Information
Year Channel Program Was Established 2015
North American Channel Program ManagerLisa Wise, Director, Alliance and Channel Development
Program Manager Emaillisa.wise@exact.com
North American PartnersN/A
New North American PartnersN/A
Top TierUnity Gold
North American PartnersN/A
Tier 2Unity Silver
North American PartnersN/A
Tier 3Unity Bronze
North American PartnersN/A
Cloud Involvement, Products, And Solutions
 Our products can be incorporated into Cloud Solutions, but at this time we do not focus on building/supporting Cloud Solutions and Services
 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 one week
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?
 Automation systems & partner portal development
 Development of training & certification programs/curriculum
 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
 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
 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?
 Joint business plan
 Sales/Revenue volume
 Certifications
 Technical skills
How are partner discounts determined?
 Quarterly revenue attainment
 Semi-annual revenue attainment
 Tiered Discounts - level/tier earned in the partner program (higher discounts for higher levels/tiers)
 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 tools
 Vertical market case studies
 Tools to identify selling opportunities
 New hire assistance
 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?Less often than once every 5 years
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?Annual revenue commitment
Which requirements must be met for a partner to join the minimum tier or basic level of this partner program?
 Sales Volume
 Revenue commitment
 Valid website
 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?4 months to less than 7 months before solution provider customers
What does your company's partner program portal/web site provide?
 A catalogue of trusted, 3rd party marketing agencies to support partner marketing
 Searchable product/pricing database
 Downloadable marketing materials
 Online training resources
 Deal Registration
 Troubleshooting tools
 CRM
 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
 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?
 Tier-based
What does this partner program allow partners to spend MDF on?
 Appointment setting
 Print advertising
 Digital advertising
 Customer seminars/road shows
 Online webinars
 Events: industry conferences, workshops, etc.
 Telemarketing/Outbound sales calling
 Email marketing
 Direct Mail
 Activities that generate leads
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?25-50%
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

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