2017 Cloud Partner Programs Guide Details


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Digium, Inc.
Digium Cloud Agent Program

U.S. Headquarters445 Jan Davis Drive
Huntsville, AL 35806
U.S. HQ phone number256-428-6000
URLhttp://www.digium.com
Year Company Founded1999
Executives
CEODanny Windham
Worldwide Channel ChiefSteve Harvey
TitleVP of Worldwide Sales
Date Began Serving In This Role2/1/07
North American Channel ChiefSteve Harvey
TitleVP of Worldwide Sales
Date Began Serving In This Role2/1/07
North American Cloud Channel Program ManagerWayne Landt
TitleDirector of Worldwide Channel Sales
Email Addresswlandt@digium.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 established2013
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 Digium Cloud Agent Program allows current and prospective channel partners the ability to offer Switchvox Cloud and Digium SIP Trunking services to their existing SMB customer base as well as to new prospects. The program is structured to allow solution providers and agents of various capabilities to sell Digium Cloud Services while maximizing commissions. It features three partner levels geared to desired entitlements, performance, and commitment. Partners are matched to the level which best aligns with their business model. Master Agents manage partners and subagents who sell services to business customers. They provide partners with valuable services, including back office support, consultation, and product training. Recurring evergreen commissions are paid directly to Master Agents by Digium. Premier Agents provide Digium services to business customers and receive recurring evergreen commissions directly from Digium. Subagents provide Digium services to business customers and receive recurring commissions from a Digium Master Agent. Digium Cloud Agents receive the support and benefits of Digium's channel program, such as access to Digium sales leads, product promotions, use of marketing resources, and free, online training. Cloud Agents have the availability to all Digium products.
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.High payouts Demo assistance Full UC training & leads
How many of your partners are currently enrolled in your Cloud partner program or are utilizing the cloud portion of your overall partner program?Approximately 1300
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
In what areas does your company currently have a Public Cloud Service?
Cloud Hosting
Unified Communications
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
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)
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
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
Internal-use product or licenses (discounted or free)
Loyalty programs or SPIFs
MDF/CO-OP
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?No
Which of the following requirements must partners meet in order to join the basic or minimum tier of this Cloud Partner Program?
Valid website
Master Agent relationship
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