2016 Cloud Partner Programs Guide Details

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U.S. HeadquartersDelea Veche No 24
Bucharest, Other 24102 Romania, 954 776 6262 x 201
CEOFlorin Talpes
Lead Channel ExecutiveRaluca Cosciug, Worldwide Partner Program Manager
Years In Position4
Company Description
Bitdefender is a global security technology company that delivers solutions in more than 100 countries through a network of value-added alliances, distributors and reseller partners. Since 2001, Bitdefender has consistently produced award-winning business and consumer security technology, and is a leading security provider in virtualization and cloud technologies. Through R&D, alliances and partnership teams, Bitdefender has elevated the highest standards of security excellence in both its number-one-ranked technology and its strategic alliances with the world’s leading virtualization and cloud technology providers. More information is available at http://www.bitdefender.com/.
Program NamePartner Advantage Network
Program ManagerRaluca Cosciug, Worldwide Partner Program Manager
Year Cloud Channel Program Established2011
Is this Cloud Partner Program separate from your company's overall Partner Program?No
How many N.A. channel partners are currently enrolled in Cloud partner program?2580
How many of those are currently enrolled in your Cloud partner program or are utilizing the cloud portion of your overall partner program?80%
Program Overview
The Bitdefender Partner Program's unique approach enables cloud selling partners to obtain high profits, receive account protection, and access lead generation campaigns, all based on selling unique and top-ranked products, together with effective support and tools. The Bitdefender Partner Program rewards a network of knowledgeable cloud security resellers in more than 150 countries. The program was designed to help the resellers achieve higher profits according to their level - Bronze, Silver and Gold. Being a bronze partner, the resellers receive a basic margin, access to New Opportunity Registration program and its dedicated incentive. And what could be better than just to start selling from the beginning, but having access at any time to knowledge? Reaching the Silver level, the benefits are much higher and the margin increases. Constantly looking for ways to make life easier for our resellers we offer them Marketing Development Funds and improved support. Gold partners are the most rewarded by our channel program, as they reach the highest benefits based on their performance. Our Silver and Gold partners receive cloud and on premise security product training and certifications, which enable them to offer the first level of support. Our automated communication system throws spotlight on the partners' performance, helping them to keep track of their achievements quarterly. We have developed a dedicated portfolio and special technical support conditions to address the security needs of Cloud Service Providers and Managed Service Providers. Through our Security for Service Providers line, our partners benefit from pay-as-you-go licensing and monthly usage-based billing. Using a single centralized cloud-hosted console for all customers, the costs and risks management are significantly reduced. Our cloud channel program evolved tremendously in the recent year and continues to reshape based on our cloud channel partners' needs and market trends, ensuring the best-of-breed Bitdefender cloud channel program.
Program Benefits
First, we give channel partners access to leading cloud-based services but also to unique security solutions that protect cloud infrastructures and workloads. Providing cloud-managed security that is consistently ranked first for protection and performance in major tests helps partners grow, differentiate their offering and improve customer loyalty and satisfaction. Bitdefender won the AV-Test Best Performance 2015 Award and ranked first for protection against 0-day threats in AV-Comparatives Behavioral Tests. Partners grow and differentiate their cloud offering. With Bitdefender channel partners optimize costs with a comprehensive set of solutions designed for cloud environments: from high performance virtualization security for cloud computing environments to security for hybrid cloud infrastructures. Secondly, the Bitdefender program offers a set of specific advantages for Cloud and Service Providers. By accessing the program, partners can take advantage of pay-as-you-go monthly licensing and dedicated resources and enablement. They can thus easily integrate the Bitdefender cloud offerings with other services they provide and they eliminate the operational costs of tracking and updating license keys for each customer. Last but not least, we have made it easy to do business with Bitdefender. Our partners have access to a high-performance partner portal platform, where they can find everything they need in one place: sales tools, marketing collaterals, trainings and more. Based on their feedback, we quickly respond to their business needs and introduce new features to make the portal even more useful. A quoting tool is available in this portal and the cloud-hosted solutions are recommended to Partners to address the SMB segment.
Which of the following best describes your company's 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, business connectivity)
Our products are used to enable off-premise Cloud Solutions
Our products can be incorporated into both off-premise and private Cloud solutions
Other (please specify)
We provide products that Service Providers use to secure their datacenters, we protect public (i.e. Amazon) and hybrid cloud environments. We provide dedicated solutions for Service Providers to remotely administer protection for customers.
Please identify those areas in which your company actively promotes their technology components to encourage customers or service providers to build a cloud offering (public, private or hybrid).
Cloud Hosting
Cloud Infrastructure (IaaS)
Cloud Management
Cloud Security
In what areas does your company currently have a Public Cloud Service?
Cloud Security
In which of the following ways does your company engage with Channel partners to promote your Cloud-related technologies or services?
We have our own public cloud service or application - we use partners as resellers
We have technology components that are used to build private or hybrid cloud infrastructure; we engage integrators or Cloud Builders
We have technology components that are used to build private or hybrid cloud infrastructure; we engage Cloud Service Providers to build datacenters which supply cloud capacity to other entities
In which of the following types of Channel training and enablement activities does your company invest to assist your Cloud focused partners?
Specialized technical training (face to face)
Specialized technical training (on-line, ILT)
Technical certification (for cloud)
Specialized sales training (face to face)
Specialized sales training (on-line, ILT)
Sales certification (for cloud)
Business transformation training or consulting (focused on financial, organization or sales/mktg. changes required to succeed with the cloud)
Sales playbooks or prospecting guides for cloud solutions
Authorized training center authorization or status for your cloud-focused curriculum
In which of the following ways does your company invest money to assist partners specifically with their shift to selling and /marketing cloud solutions?
Customer Events
Offer them qualified cloud-specific sales leads
Partner Branding assistance (materials and/or funds)
Partner Demand Generation assistance (materials and/or funds)
Specialized local staff to help partners with marketing planning and/or execution
Partner Events
Partner Marketing Training
Co-selling assistance from local cloud-specialist sales or business development staff
What elements of support does you company offer in your Cloud channel program/tier to motivate and support your Cloud partners financially?
Deal Registration
Demo program/Trial Keys
Discounts (training, volume, tiered, etc.)Utility or annuity-based pricing or licensing
Internal-use product or licenses (discounted or free)
Loyalty programs or SPIFs
Rebates (specific to cloud sales or deployment success)
Program Features
Does your company offer VARs assistance in compensation of their sales teams on residual revenue programs (maintenance, software or professional services), recurring revenues or annuity streams?Yes
Are partners required to pay a fee to join your lowest tier of this Cloud Partner Program?No
Are partners required to meet certain minimum revenue requirements in order to join the lowest tier of this Cloud Partner Program?No
Which of the following requirements must partners meet in order to join the minimum tier of this Cloud Partner Program?
There are NO REQUIREMENTS to join this cloud partner program
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