2017 Cloud Partner Programs Guide Details

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Partner Advantage Network

U.S. Headquarters6301 NW 5th Way #4300
Fort Lauderdale, FL 33309
U.S. HQ phone number954 776 6262
Year Company Founded2005
CEOFlorin Talpes
Worldwide Channel ChiefRaluca Cosciug
TitleWorldwide Partner Marketing Manager
Date Began Serving In This Role3/1/13
North American Channel ChiefRob Chomko
TitleVice President, NA Enterprise Sales
Date Began Serving In This Role6/1/16
North American Cloud Channel Program ManagerRaluca Cosciug
TitleWorldwide Partner Marketing Manager
Email Addressrcosciug@bitdefender.com
Cloud Involvement, Products, And Solutions
Our existing partner program supports our cloud products/services
Our products can be incorporated into Cloud Solutions, but at this time we do not focus on building/supporting Cloud Solutions and Services
Year Cloud Channel Program was established2011
Please provide a brief overview of the company's cloud partner program or describe the components of your company's overall partner program that specifically pertains to cloud computing.Bitdefender Partner Program enables our cloud selling partners to have access to state of the art technology, receive revenue and account protection, and access lead generation campaigns, all based on our philosophy of ease of doing business together with effective support and tools. Bitdefender Partner Program approach was tailored to suit all the cloud selling partners spread in more than 150 countries. The program supports each partner type - Bronze, Silver, and Gold - in the most effective way and helps the resellers achieve higher profits according to their level. The third tier - Bronze level - represents the entry point. This will offer to the partner a basic percent of margin along with the margin for the New Opportunity Registrations. The SILVER partner status comes along with much higher benefits and margin increase. We offer them Marketing Development Funds and improved support. GOLD, the highest partnership level is the most rewarded by our channel program. The partners reach the highest benefits based on their performance. Our Silver and Gold partners can offer the first level of support as they receive cloud and on premise security product training and certifications. The automated communication system contributes to our partners' performance helping them to keep track of their achievements quarterly. Furthermore, we have developed a dedicated portfolio and special technical support conditions to address the security needs of Cloud Service Providers and Managed Service Providers. Our partners benefit from pay-as-you-go licensing and monthly usage-based billing through our Security for Service Providers line. Using a single centralized cloud-hosted console for all customers, the costs and risks management are significantly reduced. In 2016 alone, our channel partner network grew by 40 percent and continues to reshape based on our partners' needs and market trends, thus ensuring a state of the art cloud channel program.
Please outline as many as 3 of the top benefits that specifically pertain to cloud computing that channel partners gain from joining this partner program.The Bitdefender Partner Advantage Network offers a wide range of benefits to reward partners. These benefits include sales and marketing tools, financial protected incentives, new opportunity registration, leads program, competitive training and certifications, hands-on training, Not-For-Resale (NFR) licenses and partner visibility. Based on their feedback, we promptly 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. Secondly, our channel players can benefit from partnering with Bitdefender to deliver 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. Our channel partners can 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. Furthermore, our Partner Advantage Network 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.
How many of your partners are currently enrolled in your Cloud partner program or are utilizing the cloud portion of your overall partner program?3585
Please identify those areas in which your company actively promotes its 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)
Compensation and Fees
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 the basic or minimum tier of this Cloud Partner Program?No
Are partners required to meet specific minimum revenue requirements in order to join the basic or minimum tier of this Cloud Partner Program?No
Which of the following requirements must partners meet in order to join the basic or minimum tier of this Cloud Partner Program?
There are NO REQUIREMENTS to join this cloud partner program
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