| U.S. HQ Address | 3030 Orchard Parkway, San Jose, CA 95134 |
| Worldwide HQ Address | 3030 Orchard Parkway, San Jose, CA 95134 |
| URL | www.businessobjects.com |
| CEO | John Schwarz |
| Worldwide Government Channel Chief | Janet E. Wood |
| Years in position | 6 |
| North America Government Channel Chief | Janet E Wood |
| Years in position | 6 |
| Market segments served | Business & Productivity Software |
| Market segments served (Other) | Business Intelligence |
| Do you partner with VARs or solution providers | Yes |
| Do you offer a separate Government channel partner program | Yes |
| Name of Government Channel Program | Business Objects Public Sector Partner Program |
| Briefly describe Government Channel Program | Our Public Sector Program is designed to drive partner profitability. We work to support our Public Sector partners through a clearly defined, best-in-class partner program based on shared goals and a common dedication to customer satisfaction. |
| Number of Tiers in Program | 4 |
| Name of Government Channel Program manager | Greg Hewitt |
| Channel manager Title | Manager, Public Sector Partner Program |
| Total corporate revenue in $Millions | $1,077 |
| Total indirect revenue percent | 24% |
| Total number of government solution provider partners | 24 |
| Total number of education VAR partners | 12 |
| Total number of channel companies selling your government products and services | 30 |
| Total number of registered Government partners (North America) | 60 |
| Total number of registered Government partners (Worldwide) | 300 |
| Do you offer more than one government channel program | Federal-specific channel program, State and Local-specific channel program, Education-specific channel program |
| Do you offer more than one government channel program (Other) | |
| Program Requirements | Annual fee, Annual revenue commitment,Technical certification requirements |
| Program Requirements (Other) | Marketing Participation |
| How does your company support its Government channel partners with leads | Generates leads which are turned over to partners, Generates leads and initiates sales, which are turned over to partners, Works cooperatively with partners in identifying and targeting prospects |
| How does your company support its Government channel partners with leads (Other) | |
| Program features | SPIFS, Rebates, Discount promotions, Tiered discounts, Qualified leads, Awards for sales, MDF |
| Program features (Other) | opt in marketing, free passes to Partner Summit |
| Does your company offer any of the following | Allow resellers to be agents (re: GSA schedule), Issue Letters of Supply (LOS); support resellers GSA schedule, Special pricing program for Government or education sector (end users) |
| Does your Government channel program offer | Pre-sales support, Post-sales support, Technical support, Local account/field reps, MDF/Coop Marketing, Rules of engagement for managing direct/indirect channel conflict, Dedicated (government) account team, Clearly defined division between accounts for direct and indirect sales |
| Does your Government channel program offer (Other) | channel hotline, NFR, internal use software |
| Does your Government partner program portal provide | Downloadable marketing materials, Online training resources, Database for peer partnering, |
| Does your Government partner program portal provide (Other) | Partner-updated Partner Locator page listing |
| To support inform and educate parnters, do you offer | Hosts a conference specifically for partners, Conducts online seminars and conferences, Provides funding to partners to attend industry conferences, Publishes regular newsletters, Conducts regular meetings with individual partners, |
| To support inform and educate (Other) | Joint Business Planning |
| How does your Government channel program support small solution providers | Have a tier that supports their needs, Supported through distribution |
| How does your Government channel program support small solution providers (Other) | Opt-in marketing programs, channel hotline |
| How do you measure the success of your Government solution provider partners | Gross revenue, Services engagements/protracted contracts, Number of deal referrals to direct |
| How do you measure the success of your Government solution provider partners (Other) | Sales Assistance with direct deals |
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