2017 Cloud Partner Programs Guide Details

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IGEL North America
IGEL Partner Program

U.S. Headquarters540 Howard Street
San Francisco, CA 94105
U.S. HQ phone number(845) 589-5900
Worldwide HeadquartersIGEL Technology GmbH, Hanna-Kunath-Strasse 31, Bremen 28199, Germany
Year Company Founded1989
CEOJed Ayres, President and CEO, IGEL North America
Worldwide Channel Chief
Date Began Serving In This Role
North American Channel ChiefJed Ayres
TitlePresident and CEO, IGEL North America
Date Began Serving In This Role6/1/16
North American Cloud Channel Program ManagerJed Ayres
TitlePresident and CEO, IGEL North America
Email Addressayres@igel.com
Cloud Involvement, Products, And Solutions
Our existing partner program supports our cloud products/services
Our products are used to build hybrid Private Cloud Solutions
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 IGEL Partner Program has been designed to help channel partners create additional opportunities to grow their business more quickly and profitability. Program partners gain exclusive access to the resources that drive their hardware and software business, including cloud computing; create new opportunities; fuel revenue growth; and, close deals faster. The program includes three levels - Reseller, Authorized and Platinum, which require separate annual sales targets and staff certification requirements.
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.Through IGEL Cloud Gateway and IGEL Universal Management Suite (UMS), IGEL partners can build desktop-as-a-service (DaaS) solutions that enable endpoint management regardless of where the endpoint is located.
How many of your partners are currently enrolled in your Cloud partner program or are utilizing the cloud portion of your overall partner program?Through the IGEL Cloud Gateway and IGEL Universal Management Suite (UMS), partners are able to add endpoint management into their cloud portfolios.
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).
Endpoint management
In what areas does your company currently have a Public Cloud Service?
Do not offer a Public Cloud Service
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
Offer them qualified cloud-specific sales leads
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
Special financing or leasing of equipment for Cloud Builders or Service Providers
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?No
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
Marketing plan
Technical certification requirements
Valid website
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