2017 Cloud Partner Programs Guide Details

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Intelisys, Inc.
Intelisys Solutions Engineering

U.S. Headquarters1318 Redwood Way, Suite 120
Petaluma, CA 94954
U.S. HQ phone number800.615.8330
Year Company Founded1994
CEOJay Bradley, President
Worldwide Channel Chief
Date Began Serving In This Role
North American Channel ChiefJay Bradley
Date Began Serving In This Role10/1/02
North American Cloud Channel Program ManagerRaymond Nelson
TitleDirector of Solutions Engineering
Email Addressrnelson@intelisys.com
Cloud Involvement, Products, And Solutions
Our existing partner program supports our cloud products/services
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 established2012
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 cloud has driven a massive shift in how businesses approach technology. No matter how Sales Partners approach the market - as Telecom Agents, VARs, IT Solution Providers, Systems Integrators or MSPs - they have something in common: their customers are demanding scalable, flexible, cost-effective solutions based on their individual usage needs. Intelisys Solutions Engineering is a resource provided to Intelisys Sales Partners, at no cost, that provides the tools and resources Sales Partners need to grow their businesses and maximize their revenue. Our Solutions Engineering Group offers pre-sales, high-touch support to help them design solutions, with the right supplier fit, that provide an end-to-end experience for their customers. Intelisys also provides dedicated training and certification through Cloud Services University, an industry-leading cloud education program for channel sales professionals looking to enhance their knowledge cloud technologies and services, and improve their cloud close rates. Cloud Services University currently offers 6 Certifications: Telecom Solutions Professional, Cloud Computing Solutions Professional, Network & Data Security Professional, Unified Communication-as-a-Service Solutions Professional, Advanced Data Networking Solutions Professional, and Advanced Cloud Methodology Expert. Sales Partners also receive cloud training through the Intelisys Cloud Summit Training - one of the best intensive cloud training sessions on the channel calendar - which is held twice a year and is free to attend, as well as training at various Mindshare events throughout the year, Channel Connect and the newest cloud sales training deep dive: Super9. The three-day intensive cloud training Super9 program was expanded in 2017, from the inaugural group comprised of 9 Sales Partners. The Super9 training now includes 216 Intelisys Sales Partners and ScanSource Resellers, and is offered at four locations across the US and the UK.
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 Intelisys Solutions Engineering, Sales Partners have support through the entire cloud and telecom sales process, including business and application discovery personnel and resources; solution design; turn-key onsite installation and training; equipment and professional services; supplier interoperability testing and vetting; and complex bids support. Through Cloud Services University, Sales Partners gain knowledge presented by renowned experts in the field and the highest level of training possible to professionals throughout the cloud services industry. The Cloud Summit Training, held twice a year, brings the channel leaders from the world's leading cloud vendors together with Sales Partners for an intensive one-day training. These cloud experts share what's working - and what's NOT working - in the ever-changing world of cloud solutions, allowing Sales Partner to leverage their combined decades of experience to increase cloud opportunities and boost close ratios.
How many of your partners are currently enrolled in your Cloud partner program or are utilizing the cloud portion of your overall partner program?0.7
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 Applications/SW
Cloud Hosting
Cloud Infrastructure (IaaS)
Cloud Management
Cloud Platforms (PaaS)
Cloud Migration
Cloud Security
Cloud Storage (SaaS)
In what areas does your company currently have a Public Cloud Service?
Backup/Disaster Recovery
Cloud Applications/SW
Cloud Hosting
Cloud Infrastructure (IaaS)
Cloud Management
Cloud Platforms (PaaS)
Cloud Migration
Cloud Security
Cloud Storage (SaaS)
In which of the following ways does your company engage with Channel partners to promote your Cloud-related technologies or services?
Intelisys acts as a Technology Services Distributor for a growing portfolio of world-leading cloud services providers. Currently 86 cloud Supplier Partners in our portfolio.
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)
Business transformation training or consulting (focused on financial, organization or sales/mktg. changes required to succeed with the 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?
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
Video marketing, extensive; free training and certification through Cloud Services University and live events, Marketing ToolKit for Sales Partners, twice-year Cloud Summit Training (free to attend)
What elements of support does you company offer in your Cloud channel program/tier to motivate and support your Cloud partners financially?
Demo program/Trial Keys
Special financing or leasing of equipment for Cloud Builders or Service Providers
Loyalty programs or SPIFs
Rebates (specific to cloud sales or deployment success)
Referral programs (for Cloud Agents or influencers)
Awards for innovation; awards for sales; direct deposit funds; discount promotions; eligibility to sell vendor service; financial rewards; incentive programs; inside channel account manager coverage; low-interest financing; loyalty programs; marketing resources; online tools; partner portal; price protection plans; qualified leads; sales enablement; tiered discounts; training.
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?Yes
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
Sales/revenue volume
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