2017 Cloud Partner Programs Guide Details

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Panzura Partner Program

U.S. Headquarters695 Campbell Technology Parkway
Suite #225 Campbell, CA 95008
U.S. HQ phone number1-855-Panzura (726-9872)
Year Company Founded2008
CEOPatrick Harr
Worldwide Channel Chief
Date Began Serving In This Role
North American Channel ChiefSteve Simpson
TitleDirector of Channels
Date Began Serving In This Role10/1/16
North American Cloud Channel Program ManagerSteve Simpson
TitleDirector of Channels
Email Addressssimpson@panzura.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 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.Panzura provides a hybrid storage solution that is 100% backed by the cloud, so every element of partner program pertains to cloud computing. We work closely with our partners on joint campaigns and events with the goal of expanding our partners' cloud capabilities. When we and our partners uncover new prospects, our deal registration program protects those opportunities (as well as the margin of our partners). Panzura offers three tiers: Elite, Premier and Authorized. Requirements for partners include: revenue/volume commitment, sales and technical training, joint business planning on a regular cadence, lead nurturing/reporting, and referenceable success stories. Partners benefits (based on partner level) include: deal registration, Panzura-qualified leads, field and technical pre-sales support, market development funds (MDF), joint campaigns, demonstration programs, dedicated partner resources, sales tools via the Panzura partner portal, and use of Panzura branding (logos and product images)
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.Panzura offers qualified leads to its Elite-level partners. These cloud based leads are generated by Panzura through web traffic on Panzura.com, trade shows , events, inside sales, regional field sales, and various other methods. Panzura also offers market development funds (MDF) on an as- requested/ as-approved basis. These funds allow our partners to acquire new prospects as they work us to design custom cloud-based email and telesales campaigns, programs, incentives, and events. We also offer installed base campaigns, which allow our partners to communicate to their legacy on-premise storage customers the benefits of a cloud-backed storage solution.
How many of your partners are currently enrolled in your Cloud partner program or are utilizing the cloud portion of your overall partner program?
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
In what areas does your company currently have a Public Cloud Service?
Cloud Applications/SW
In which of the following ways does your company engage with Channel partners to promote your Cloud-related technologies or services?
We have software components that provide Distributed Cloud File System that blends high performance flash storage with the economics and scale of cloud
In which of the following types of Channel training and enablement activities does your company invest to assist your Cloud focused partners?
Specialized sales training (face to face)
Field sales mentoring or coaching (between your direct sales
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
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
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?
Business planning requirements
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