2017 Cloud Partner Programs Guide Details

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F5 Networks
F5 Unity Cloud Service Provider Program

U.S. Headquarters401 Elliott Avenue West
Seattle, WA 98119
U.S. HQ phone number206-272-5555
Worldwide Headquarterssame as above
Year Company Founded1996
CEOFrancois Locoh-Donou
Worldwide Channel ChiefDavid Helfer
TitleVP, WW Channel Sales
Date Began Serving In This Role3/1/16
North American Channel ChiefAldo Dossola
TitleRVP, Channel Sales
Date Began Serving In This Role11/1/16
North American Cloud Channel Program ManagerTania McIntosh
TitleManager, WW Partner Programs
Email Addresst.mcintosh@f5.com
Cloud Involvement, Products, And Solutions
We have a separate partner program that 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 established2014
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 F5 Unity Cloud Service Provider Program brings cloud providers into F5's industry-leading partner community and enables them to deliver competitive service offerings and greater value to their customers. Cloud providers of all sizes can offer customers enterprise-grade application services using flexible licensing models that support customers' requirements. All F5 Unity Partner Programs are defined by tier requirements and benefits. The F5 Unity Cloud Provider Program incorporates tiers that provide both Global and Regional cloud providers the opportunity to participate. Program requirements by tier are based on minimum revenue targets, training and certification commitments, partner service delivery certification, rate card inclusion and a 24x7 network operations center in service areas
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.Flexible licensing options to support partner revenue models -Service delivery offerings that expedite our partner's go to market -Competitive Margins
How many of your partners are currently enrolled in your Cloud partner program or are utilizing the cloud portion of your overall partner program?1000
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 Hosting
Cloud Infrastructure (IaaS)
Cloud Management
Cloud Platforms (PaaS)
Cloud Security
Cloud Storage (SaaS)
In what areas does your company currently have a Public Cloud Service?
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 technology components that are used to build private or hybrid cloud infrastructure; we engage integrators or Cloud Builders
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
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)
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)
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
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)
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
Business planning requirements
Certified/accredited sales staff
Executive sponsorship by vendor senior management
Revenue commitment
Technical certification requirements
Technology specialization
Valid website
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