2017 Cloud Partner Programs Guide Details

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Globalscape Partner Program

U.S. Headquarters4500 Lockhill Selma
Suite 150 San Antonio, TX 78249
U.S. HQ phone number2103088267
Year Company Founded1996
CEOMatt Goulet
Worldwide Channel ChiefGary Mullen
TitleVice President of Marketing
Date Began Serving In This Role9/1/2016
North American Channel ChiefTom Fitzpatrick
TitleSenior Director of Channel Sales & Marketing
Date Began Serving In This Role5/1/16
North American Channel ChiefGary Mullen
TitleVice President Marketing
Date Began Serving In This Role9/1/16
North American Cloud Channel Program ManagerTamela Gates May
TitleVice President Channel Sales
Email Addresstmay@globalscape.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 established2016
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 Globalscape Partner Program encourages and protects partners' investments in Globalscape by awarding superior margin for approved registered deals and the opportunity to take advantage of participate in partner exclusive promotions and discounts. Partners can participate in three tiered levels - Platinum, Gold, and Authorized - based on their sales and technical certification achievements, and annual revenue. Each tier rewards their partnership while providing opportunities to grow their business. Partners receive deal registration discounts ranging from 20-25% (incremental to the standard discount awarded from distribution), depending on the partner level, and get advance notice of new cloud product releases and updates. Going forward, Globalscape will continue the increased level of education and communication on cloud products for our partners to ensure they remain poised to take advantage of all cloud opportunities.
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. Superior Margin Guaranteed - Globalscape partners have access to various promotions that provide incentive in the form of increased margin, product discounts, and 'sell and get' offers to ensure our partners make more money selling Globalscape cloud products. 2. Award Winning Pre and Post-Sales Support - Partners have help from the Globalscape team at every step in the cloud sales cycle and feel comfortable trusting us with their customers, which is why our customer retention rate exceeds 90%. 3. Easy Access to Cloud Resources - We've made training and education a focus, and that's why we offer customized education for our partners via on-site training and web-based certification opportunities. Partners also get advanced notice of product cloud updates and releases.
How many of your partners are currently enrolled in your Cloud partner program or are utilizing the cloud portion of your overall partner program?Gobalscape's cloud offerings are available to all partners.
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 Infrastructure (IaaS)
Cloud Platforms (PaaS)
Cloud Security
In what areas does your company currently have a Public Cloud Service?
Cloud Infrastructure (IaaS)
In which of the following ways does your company engage with Channel partners to promote your Cloud-related technologies or services?
We have technology components that are used to build private or hybrid cloud infrastructure; we engage integrators or Cloud Builders
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)
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
Partner Branding assistance (materials and/or funds)
Partner Demand Generation assistance (materials and/or funds)
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
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?
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
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