2017 Cloud Partner Programs Guide Details

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GENBAND Partner Advantage Program

U.S. Headquarters3605 East Plano Parkway
Plano, TX 75074
U.S. HQ phone number1.972.521.5800
Worldwide Headquarters3605 East Plano Parkway
Year Company Founded1999
CEODavid Walsh
Worldwide Channel ChiefPatrick Joggerst
TitleEVP Global Sales & Marketing
Date Began Serving In This Role2/1/15
North American Channel ChiefCharles (Chuck) Assenza
TitleVP, Enterprise Sales & Channel Marketing
Date Began Serving In This Role5/1/16
North American Cloud Channel Program ManagerChuck Assenza
TitleVP, Enterprise Sales & Channel Marketing
Email Addresscharkes.assenza@genband.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)
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.Contract, Sales Certification via free web-based training, Demo/Lab activation, Tier 1 support, Execute free Marketing Campaigns, Technical Training. 12 month period, scaling requirements for participation based on tier/ Partner level: Bronze, Silver, Gold, Platinum respectively. Marketing Campaigns (free): (number of campaigns to be executed per tier). Sales Training (Online, free): (number of people who have to complete self-paced training) Product, Technical, Maintenance Training: (leader-led, subsidized based on partner level): 2, 3, 6,8 (number of employees who must complete training)
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.Low capital and start-up investment, Ramp-up Period available, Free GTM support, tools & resources. World- renowned support program.
How many of your partners are currently enrolled in your Cloud partner program or are utilizing the cloud portion of your overall partner program?Approx.: 20 Major partners with possible sub-agents
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 Hosting
Cloud Management
Cloud Platforms (PaaS)
APis and real-time communications suite
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)
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
Authorized training center authorization or status for your cloud-focused curriculum
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
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?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?Yes
Which of the following requirements must partners meet in order to join the basic or minimum tier of this Cloud Partner Program?
Revenue commitment
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