2017 Cloud Partner Programs Guide Details

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Partner Advantage Service Provider Program

U.S. Headquarters1 Commvault Way
Tinton Falls, NJ 07724
U.S. HQ phone number888-746-3849
Year Company Founded1997
CEON. Robert Hammer
Worldwide Channel ChiefRalph J. Nimergood
TitleVice President, World Channels and Alliances
Date Began Serving In This Role6/1/12
North American Channel ChiefDavid Fischer
TitleVP, Americas Channel Sales
Date Began Serving In This Role4/1/15
North American Cloud Channel Program ManagerJoseph Mathew
TitleDirector, WW VAR & Distribution
Email Addressjmathew@commvault.com
Cloud Involvement, Products, And Solutions
We have a separate partner program that supports our cloud products/services
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, network connectivity)
Our products are used to enable off-premise Cloud Solutions
Our products are used to build hybrid Private Cloud Solutions
Year Cloud Channel Program was established2014
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.The program offers multiple benefits to partners at multiple tiers; with the tiers being based on a monthly minimum revenue. The tiers are Registered, Authorized, Silver, Gold, Platinum. Benefits range from soft benefits such as access to partner portal and access to product management teams directly based on tier and financial benefits such as MDF.
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.Discounted Professional Services to get their service up and running Technical assessments of the service environment Market Development Funds
How many of your partners are currently enrolled in your Cloud partner program or are utilizing the cloud portion of your overall partner program?25 to 30 percent
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).
Backup/Disaster Recovery
Cloud Management
Cloud Migration
In what areas does your company currently have a Public Cloud Service?
Backup/Disaster Recovery
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 software components and tools that are used by ISVs and developers to build SaaS applications, either for public, private or hybrid cloud environments
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)
Sharing of service delivery methodologies or IP around cloud solutions (pre or post-sale)
Cloud specific ROI or TCO calculator tools to be used with end-users
Sales playbooks or prospecting guides for cloud solutions
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
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?
Demo program/Trial Keys
Discounts (training, volume, tiered, etc.)Utility or annuity-based pricing or licensing
Internal-use product or licenses (discounted or free)
Referral programs (for Cloud Agents or influencers)
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?No
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?Yes
Which of the following requirements must partners meet in order to join the basic or minimum tier of this Cloud Partner Program?
Revenue commitment
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