2017 Cloud Partner Programs Guide Details

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U.S. Headquarters150 Mathilda Place, Suite 450
Sunnyvale, CA 94086
U.S. HQ phone number650-241-3501
Year Company Founded2008
CEOJaspreet Singh
Worldwide Channel ChiefTimm Hoyt
TitleVP, Global Channel Sales
Date Began Serving In This Role9/1/16
North American Channel ChiefTimm Hoyt
TitleVP, Global Channel Sales
Date Began Serving In This Role9/1/16
North American Cloud Channel Program ManagerGarrick Lee
TitleGlobal Channel Marketing Manager
Email AddressGarrick.lee@druva.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
Year Cloud Channel Program was established2010
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.Druva is the leader in cloud data protection and information management, leveraging the public cloud to offer a single pane of glass to protect, preserve and discover information - dramatically increasing the availability and visibility of business critical information, while reducing the risk, cost and complexity of managing and protecting it. Druva's award-winning solutions intelligently collect data, and unify backup, disaster recovery, archival and governance capabilities onto a single, optimized data set. As the industry's fastest growing data protection provider, Druva is trusted by over 4,000 global organizations and protects over 25 PB of data. As part of Druva's PartnerSync program, we have designed with specificity to support and drive growth for and with Managed Service Providers and Solution Providers/Resellers. We offer multiple partner tiers depending on what investment level and commitment each partner can make to the program. All partners benefit from access to deal registration, marketing assets, sales assets, PartnerSync portal access, pre-sales support, post-sales support, and technical and sales training. Partners in premier tiers also receive access to lead sharing, marketing development funds, along with additional dedicated resources to drive sales.
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.Recurring Revenue Model - Druva provides a SaaS recurring model with high gross margins for our partners, which is an important evaluation criteria any solutions reseller should be considering when making vendor investment decisions. This model provides tremendous predictability and visibility into a solution provider's business, which is not often the case in perpetual & on-prem licensing schemes. Druva has 99.3% retention customer retention rate, which adds even more benefit to our partner's revenue and profitability stream. Go-To-Market Planning and Support- Partners tap into the expertise of their dedicated business manager and world-class support, with access to exclusive enablement tools and pre-sales resources, training, and certification to help consolidate their sales lifecycle. Multi-tenant Console - MSPs can deploy and manage MSP and customer-branded versions of our #1 rated data protection, governance, and compliance technology from their own MSP-branded administrative console. Druva's elastic, cloud-based architecture means there is no hardware to manage.
How many of your partners are currently enrolled in your Cloud partner program or are utilizing the cloud portion of your overall partner program?1
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 Security
Cloud Storage (SaaS)
In what areas does your company currently have a Public Cloud Service?
Backup/Disaster Recovery
Cloud Applications/SW
Cloud Security
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 resellers
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)
Specialized sales training (face to face)
Specialized sales training (on-line, ILT)
Business transformation training or consulting (focused on financial, organization or sales/mktg. changes required to succeed with the cloud)
Sales transformation training
Field sales mentoring or coaching (between your direct sales
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
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?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
Reseller certificate
Valid website
Actively transacting partner & Signed Partner Agreement
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