2017 Cloud Partner Programs Guide Details

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DraaStically Different Partner Program

U.S. Headquarters999 N. Sepulveda Blvd, Suite 100
El Segundo, CA 90245
U.S. HQ phone number+1 310 878 2626
Year Company Founded2011
CEOKen Shaw Jr.
Worldwide Channel ChiefChris Sterbenc
TitleChannel Chief
Date Began Serving In This Role7/1/16
North American Channel ChiefChris Sterbenc
TitleChannel Chief
Date Began Serving In This Role7/1/16
North American Cloud Channel Program ManagerChris Sterbenc
TitleChannel Chief
Email Addresschris.sterbenc@infrascale.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 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.Infrascale's DRaaStically Different Partner Program offers rich margins, co-marketing opportunities and sales support to our cloud backup and disaster recovery partners. Partners of all types - from VARs, MSPs and other IT solution providers - will benefit in three ways: • Exploit the Growth of Cloud-Based Disaster Recovery. The DRaaS market is growing at 45% year over year (and expected to be a $11 billion market by 2021. • Real Co-Marketing. Infrascale is 100% channel focused and demand generation is at the heart of our partner program, including innovative co-marketing programs, online go-to-market assets, and market development funds for eligible partners. • Unprecedented Protection. Partners sell to a variety of downstream customers, across a broad range of industries, spanning a variety of operating systems.
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.There are a number of real tangible benefits of our partner program. We didn't want to trot out a typical partner program that didn't arm our partners with real tools, real leads, and real enablement that helps our partners attract and win business. Here's the top 3 benefits: 1. Customized Co-Marketing. We will work with partners to create customized demand generation campaigns. This can include webinars, in-person events (lunch & learns), and email campaigns featuring co-branded content. 2. Real Leads. We will work with partners to offload qualified leads that Infrascale generates through our own lead gen efforts. Plus, we offer $100 spiffs for the Sales and Sales Engineer ($100 Amazon gift card to each) for every registered deal and $500 for partner referrals. 3. Sales Support & Enablement. Infrascale has built a customized partner program that is designed to help our partners in every step of the journey - from initial onboarding to demo units to Sales and Technical training. It's all baked into the solution. Moreover, every partner is assigned a Partner Success Manager to help them with co-selling, proofs of concepts, co-marketing, campaign support customized to their unique needs. These benefits are helping our partners drive business and awareness for our joint solutions.
How many of your partners are currently enrolled in your Cloud partner program or are utilizing the cloud portion of your overall partner program?750
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
In what areas does your company currently have a Public Cloud Service?
Backup/Disaster Recovery
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
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)
Field sales mentoring or coaching (between your direct sales
Sales playbooks or prospecting guides for cloud solutions
Online Partner Resource Center for content and training materials
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
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)
Customized email campaigns with co-branded content
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?
There are NO REQUIREMENTS to join this cloud partner program
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