| U.S. HQ Address | 750 Central Expressway, Bldg.34, Santa Clara, CA 95050 |
| Worldwide HQ Address | 750 Central Expressway, Bldg.34, Santa Clara, CA 95050 |
| URL | www.hds.com |
| CEO | Dave Roberson |
| Worldwide Government Channel Chief | Karen Sigman, VP Global Channels |
| Years in position | 5 |
| North America Government Channel Chief | Walker Smith |
| Years in position | 5 |
| Market segments served | Services, Storage |
| Market segments served (Other) | |
| Do you partner with VARs or solution providers | Yes |
| Do you offer a separate Government channel partner program | No |
| Name of Government Channel Program | Hitachi Data Systems TrueNorth Channel Partner Program |
| Briefly describe Government Channel Program | The HTNCPP delivers comprehensive solutions, infrastructure building programs, and marketing & sales tools for Partners. Top rated, the program minimizes channel conflict and empowers with enhanced training, to build Partner skills and sales. |
| Number of Tiers in Program | 3 |
| Name of Government Channel Program manager | Thomas Judge |
| Channel manager Title | Director, Global Partner Programs |
| Total corporate revenue in $Millions | n/a |
| Total indirect revenue percent | 50% |
| Total number of government solution provider partners | 80 |
| Total number of education VAR partners | 25 |
| Total number of channel companies selling your government products and services | 120 |
| Total number of registered Government partners (North America) | 105 |
| Total number of registered Government partners (Worldwide) | 15 |
| Do you offer more than one government channel program | One government program only, for all levels of government |
| Do you offer more than one government channel program (Other) | |
| Program Requirements | No fee, Annual revenue commitment, Technical certification requirements, Technology specialization, Industry/Market (vertical) expertise |
| Program Requirements (Other) | |
| 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 | Low-interest financing, SPIFS, Rebates, Deal registration, Loaner/Demo units, Discount promotions, Qualified leads, MDF |
| Program features (Other) | |
| Does your company offer any of the following | |
| 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, Clearly defined division between accounts for direct and indirect sales |
| Does your Government channel program offer (Other) | |
| Does your Government partner program portal provide | Searchable product/pricing database, Downloadable marketing materials, Online training resources, Restricted access to partner information |
| Does your Government partner program portal provide (Other) | Online Co-Op Processing |
| To support inform and educate parnters, do you offer | 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) | |
| 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) | |
| How do you measure the success of your Government solution provider partners | Gross revenue |
| How do you measure the success of your Government solution provider partners (Other) | Skills investment, mkt penetration, & program use |
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