2017 Cloud Partner Programs Guide Details

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Cradlepoint Authorized Channel Partner Program

U.S. Headquarters1111 West Jefferson Street
Suite 400 Boise, ID 83702
U.S. HQ phone number8558133385
Year Company Founded2006
CEOGeorge Mulhern
Worldwide Channel Chief
Date Began Serving In This Role
North American Channel ChiefEdward Walton
TitleVice President North America Channel & Strategic Alliances
Date Began Serving In This Role6/1/15
North American Cloud Channel Program ManagerJessica Christie
TitleChannel Marketing Program Manager
Email Addressjchristie@cradlepoint.com
Cloud Involvement, Products, And Solutions
Our existing partner program 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 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.The Cradlepoint Partner Program is designed to reward partners for selling products and solutions across the Cradlepoint portfolio. Cloud Computing solutions play a large part in Cradlepoint's portfolio with partners selling the Cradlepoint NetCloud platform. The NetCloud platform is designed to rapidly deploy and dynamically manage and analyze networks at geographically distributed locations. Customers that buy the platform from the channel, experience improved productivity, cost savings, and enhanced network intelligence and business operations. Partner Program level criteria are based on total revenue, vertical expertise, geographic coverage, and technical core competencies.
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.1. Business growth; Robust margin based on reaching pre-defined revenue goals on WWAN products & services sold (both sales target and margin incentives based on and calculated off list price), enabling resellers to enhance their marketing and sales efforts and in turn, increase sales success 2. Sales support; Closer collaboration with Cradlepoint resources in identifying and closing WWAN sales opportunities and access to sales leads generated by Cradlepoint marketing initiatives that raise end-user awareness of Cradlepoint's extensive WWAN LTE portfolio 3. Increased competency; In selling leading-edge cloud-based networking solutions including Cradlepoint's NetCloud platform.
How many of your partners are currently enrolled in your Cloud partner program or are utilizing the cloud portion of your overall partner program?
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 Applications/SW
Cloud Infrastructure (IaaS)
Cloud Management
Cloud Platforms (PaaS)
Cloud Security
In what areas does your company currently have a Public Cloud Service?
Backup/Disaster Recovery
Cloud Applications/SW
Cloud Infrastructure (IaaS)
Cloud Management
Cloud Platforms (PaaS)
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 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)
Specialized sales training (face to face)
Specialized sales training (on-line, ILT)
Field sales mentoring or coaching (between your direct sales
Sharing of service delivery methodologies or IP around cloud solutions (pre or post-sale)
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)
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?Not Applicable
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?
Actively transacting partner
Certified/accredited sales staff
Revenue commitment
Valid website
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