2017 Cloud Partner Programs Guide Details

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Datto, Inc.
Datto Global Partner Program

U.S. Headquarters101 Merritt 7
Norwalk, CT 06851
U.S. HQ phone number+1.888.995.1431
Year Company Founded2007
CEOAustin McChord
Worldwide Channel Chief
Date Began Serving In This Role
North American Channel ChiefRob Rae
TitleVice President of Business Development
Date Began Serving In This Role7/1/13
North American Cloud Channel Program ManagerSamantha Ciaccia
TitlePartner Marketing Manager
Email Addresssciaccia@datto.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 established2017
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 Datto Global Partner Program rewards Managed Service Providers for their loyalty to Datto by providing benefits that further support them in growing their business. The program includes training requirements, designed to help them sell, market, and better service the solution. The tiered structure of the program tracks how their monthly recurring revenue (MRR), which is a direct representation of Datto's cloud services, and rewards them with benefits for each level. The goal of the program is to engage, motivate, and empower our partners while continuously pushing them to grow. The more data a partner sends to the Datto Cloud, the more MRR they have, and the more rewards and benefits they'll receive as a result.
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.One benefit that is available for all partner tiers is full access to the Datto Marketing Automation Platform (MarketNow), where MSPs can fully customize and launch pre-built email drip campaigns, social media campaigns, etc., to their prospect lists for lead generation and education of the cloud. Marketing development funds are available to Datto partners to help expand their business by the acquisition of new customers, as well as growth of the growth of existing customers. These activities are usually hosting/sponsoring live events which focus on the importance and best practices around the cloud. The program offers free technical training for partners on how to best manage their devices and successfully store their customers data in the cloud. Not for Resale devices are also available in the program, allowing partners to send and store their own data to the cloud, and also utilize the device as a demo unit for engaging new customers.
How many of your partners are currently enrolled in your Cloud partner program or are utilizing the cloud portion of your overall partner program?All
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 Storage (SaaS)
In what areas does your company currently have a Public Cloud Service?
Backup/Disaster Recovery
Cloud Storage (SaaS)
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 agents
We have our own public cloud service or application - we use partners as resellers
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)
Field sales mentoring or coaching (between your direct sales
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
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?
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
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
Reseller certificate
Technical certification requirements
Valid website
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