2017 Cloud Partner Programs Guide Details

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Imperva, Inc.
Same as PartnerSphere

U.S. Headquarters3400 Bridge Parkway
Redwood Shores, CA 94065
U.S. HQ phone number650-345-9000
Year Company Founded2002
CEOAnthony Bettencourt
Worldwide Channel ChiefBrian Feeney
TitleVice President - Channels
Date Began Serving In This Role11/1/16
North American Channel ChiefBrian Feeney
TitleVice President - Channels
Date Began Serving In This Role10/1/15
North American Channel ChiefKirt Jorgenson
TitleSr. Director, Channel and Alliance Marketing
Date Began Serving In This Role11/1/15
North American Cloud Channel Program ManagerSame as PartnerSphere
TitleSame as PartnerSphere
Email Addresskirt.jorgenson@imperva.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 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.Incapsula is a product line available to sell by all Imperva PartnerSphere partners. A specific addendum is added to the existing contract, and additional Incapsula specific training is required. Partners at all tier levels which are contractually permitted to sell Incapsula, are provided with a free demonstration account, free 14 day software trials for their prospects, the option for monthly billing, sales training, technical training, and marketing resources.
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.Our cloud solutions provide one of the highest partner margins in the industry for any SaaS or on-premise service. Gartner Magic Quadrant has recognized us as a WAF leader, and a thought leader in the DDoS and CDN space. Customizable management portal allows resellers to manager all their customers, and one monthly bill is provided to the reseller on their customers.
How many of your partners are currently enrolled in your Cloud partner program or are utilizing the cloud portion of your overall partner program?202
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 Security
CDN, Load Balancing
In what areas does your company currently have a Public Cloud Service?
Cloud Security
CDN, Load Balancing
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 Cloud Service Providers to build datacenters which supply cloud capacity to other entities
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)
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
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?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?No
Which of the following requirements must partners meet in order to join the basic or minimum tier of this Cloud Partner Program?
Business planning requirements
Certified/accredited sales staff
Marketing plan
Technical certification requirements
Valid website
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