2017 Cloud Partner Programs Guide Details

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Masergy Communications, Inc.
Masergy Global Partner Program

U.S. Headquarters2740 North Dallas Parkway
Suite 260 Plano, TX 75093
U.S. HQ phone number(866) 588-5885
Year Company Founded2000
CEOChris McFarland
Worldwide Channel ChiefChuck Ward
TitleVice President Global Channels
Date Began Serving In This Role3/1/10
North American Channel ChiefChuck Ward
TitleVice President Global Channels
Date Began Serving In This Role3/1/10
North American Cloud Channel Program ManagerChuck Ward
TitleVice President Global Channels
Email Addresschuck.ward@masergy.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 established2011
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.Masergy's award-winning Global Partner Program is ideal for businesses that help enterprises evolve their IT infrastructure with fully-managed global networking, cyber security and unified communications solutions. Masergy's channel partners include: Value-added resellers and systems integrators Master agents, sub-agents and independent consultants IT solution providers that offer complementary services Masergy Partners are a select group of innovative, forward-thinking and customer-focused solution providers who can help deliver Masergy's managed networking, security and communications services to enterprise clients. The Masergy Global Partner Program accommodates a variety of partner business models: Referral Partner - This model is for individuals or companies who simply make an introduction to Masergy (to prospective clients). Referral partners are compensated on a success-based model with 50% -100% of MRR on a one time basis. Joint Sale Partner - Partner with the Masergy solution experts to offer comprehensive solutions for enterprise clients and drive revenue for their core business while sharing in the rewards resulting from Masergy's revenue growth. These partners are paid anywhere from 18-25% based on their partner tier. Reseller Partner - Distribute Masergy's innovative solutions while owning the entire customer lifecycle (including invoicing and collection). These partners are given an upfront discount on the services and they add their own margins that vary based on solution and geography to enterprise clients. Masergy's tiered program designates partners as Platinum, Gold and Certified based on performance. Masergy works in close collaboration with its partners to develop strategies for joint-marketing initiatives and revenue-growth opportunities. Membership in Masergy's Global Partner Program gives partners access to Masergy's customizable solutions and unparalleled end-to-end support to deliver real results for happy, long-term clients.
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.• Future-proof technology that ensures long-term customer value • Competitive compensation on all deals and renewals • Unparalleled support with dedicated account team throughout the customer lifecycle
How many of your partners are currently enrolled in your Cloud partner program or are utilizing the cloud portion of your overall partner program?220
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 Applications/SW
Cloud Infrastructure (IaaS)
Cloud Platforms (PaaS)
Cloud Security
In what areas does your company currently have a Public Cloud Service?
Cloud Hosting
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 our own public cloud service or application - we use partners as agents
We have technology components that are used to build private or hybrid cloud infrastructure; we engage integrators or Cloud Builders
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)
Sales transformation training
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
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)
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?
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?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?
Business planning requirements
Certified/accredited sales staff
Marketing plan
Revenue commitment
Technical certification requirements
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