2017 Cloud Partner Programs Guide Details

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Acumatica -The Cloud ERP
Acumatica Partner Program

U.S. Headquarters11235 SE 6th St
Suite 140 Bellevue, WA 98004
U.S. HQ phone number1-888-228-8300
Worldwide Headquarters11235 SE 6th St, Suite 140
Year Company Founded2008
CEOJon Roskill
Worldwide Channel ChiefAli Jani
TitleVP, Partner Strategy, Enablement & Services
Date Began Serving In This Role8/1/15
North American Channel ChiefAli Jani
TitleVP, Partner Strategy, Enablement & Services
Date Began Serving In This Role8/1/10
North American Cloud Channel Program ManagerDoug Johnson
TitleDirector of Partner Programs and Enablement
Email Addressdjohnson@acumatica.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 established2012
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.We are 100% focused on cloud computing and sell our mid-market focused, browser-based cloud ERP solution exclusively through our partner channel. We do not sell direct and never compete with our partners. Our partner channel is free to join, we don't have annual fees to maintain partnership status and we offer free on-line training to our partners. Our partners also receive free software and our xRP development platform, access to the partner portal, free enablement, an assigned Partner Account Manager and free pre-sales resources. We have a 3 tier program - registered, silver and gold, and the levels pertain to program requirement achievements. All partners must attain a certain level of certification, they must actively market our solution and they must attain a certain customer satisfaction rating. In addition, we have a 4 level margin structure that is tied to attaining a certain number of new net sales and subscription renewals in a rolling 12 month period
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. The number one benefit our partners receive from the program is a true relationship with Acumatica as a vendor who is 100% channel centric, values their partnerships, and never competes with our partners. It fosters a healthy, cooperative, success driven relationship that they can't find elsewhere in the cloud ERP software space. 2. Our partners also gain unique differentiators that put our partners in the most favorable position when selling cloud ERP solutions to their mid-market customers. Unlike other cloud solutions, aside from being deployed in the Acumatica cloud, our solution can be deployed in any public or private cloud or on-premises. In addition, unlike other vendors, our solution can be subscribed to or purchased. In these two aspects alone, this gives our partners ultimate flexibility to truly act as a consultant to solve their customers' needs. 3. Many of our partners are developers and gain unprecedented and free access to our xRP platform, the SDK and to the underlying business application source code. The ability to extend, integrate, modify and customize the solution puts our partners in the best position to create a complete solutions for our joint customers and we also have a vibrant collection of ISV solutions that extend the functionality and allow us to address a broad audience.
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).
Cloud Applications/SW
Cloud Hosting
Cloud Management
Cloud Platforms (PaaS)
Cloud Migration
In what areas does your company currently have a Public Cloud Service?
Cloud Applications/SW
Cloud Platforms (PaaS)
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)
Business transformation training or consulting (focused on financial, organization or sales/mktg. changes required to succeed with the cloud)
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
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?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
Business planning requirements
Certified/accredited sales staff
Executive sponsorship by vendor senior management
Marketing plan
Valid website
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