2017 Cloud Partner Programs Guide Details

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Omnitracs Partner Advantage

U.S. Headquarters717 North Harwood Street, Suite 1300
Dallas, TX 75201
U.S. HQ phone number8003487227
Year Company Founded1985
CEOJohn Graham
Worldwide Channel ChiefEric Braswell
TitleSenior Director of Global Channels
Date Began Serving In This Role3/1/15
North American Channel ChiefJim Stewart
TitleDirector of Channel Sales
Date Began Serving In This Role4/1/13
North American Channel ChiefDon Quatacker
TitleDirector of Channel Sales
Date Began Serving In This Role10/1/16
North American Cloud Channel Program ManagerJohn Midtbo
TitleSenior Manager, Global Channels
Email Addressjmidtbo@omnitracs.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
Year Cloud Channel Program was established2013
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.Omnitracs solutions contain a hardware component, however there is a cloud software component for all sales. All partners benefit from selling a recurring cloud data services model which results in monthly revenue share.
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.1. Monthly recurring revenue from a multi-year contract 2. 'Stickiness' in customer relationships 3. The cloud solution is mission critical, permitting the channel partner to play the role of trusted advisor to the customer
How many of your partners are currently enrolled in your Cloud partner program or are utilizing the cloud portion of your overall partner program?All partners
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 Platforms (PaaS)
In what areas does your company currently have a Public Cloud Service?
Cloud Applications/SW
Cloud Platforms (PaaS)
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
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)
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
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
What elements of support does you company offer in your Cloud channel program/tier to motivate and support your Cloud partners financially?
Deal Registration
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?Yes
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
Executive sponsorship by vendor senior management
Marketing plan
Technical certification requirements
Valid website
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