2017 Cloud Partner Programs Guide Details


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Polycom Inc
Polycom Parnter Program

U.S. Headquarters6001 America Center Drive
SAn Jose, CA 95002
U.S. HQ phone number1-800-765-9266
URLhttp://www.polycom.com
Year Company Founded1990
Executives
CEOMary McDowell
Worldwide Channel ChiefNick Tidd
TitleVice President, Worldwide Partner Organization
Date Began Serving In This Role1/1/16
North American Channel ChiefNick Tidd
TitleVice President, Worldwide Partner Organization
Date Began Serving In This Role1/1/16
North American Cloud Channel Program ManagerJohn Poole
TitleSnr Director Buisness Devt, WW Cloud&Service Providers
Email Addressjohn.poole@polycom.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 established2014
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.Incorporated into the Polycom partner program structure, specific certifications or specializations cater for Cloud offers like RealPresence Clariti and RealPresence Cloud, as well as partner branded hosted services via the Cloud Video Operator Service Specialization. Cloud accreditations count towards the Program levels same as other product or service accreditations, but also provide access to recognition and other incentives or benefits.
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.Recognizes their expertise in the Cloud environment Partner cloud services included in Polycom sales compensation plan Provides partner opportunity to grow Cloud business
How many of your partners are currently enrolled in your Cloud partner program or are utilizing the cloud portion of your overall partner program?255
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 Infrastructure (IaaS)
Cloud Platforms (PaaS)
VaaS
In what areas does your company currently have a Public Cloud Service?
Do not offer a Public Cloud Service
In which of the following ways does your company engage with Channel partners to promote your Cloud-related technologies or services?
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
We have software components and tools that are used by ISVs and developers to build SaaS applications, either for public, private or hybrid cloud environments
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 (on-line, ILT)
Field sales mentoring or coaching (between your direct sales
Sharing of service delivery methodologies or IP around cloud solutions (pre or post-sale)
In which of the following ways does your company invest money to assist partners specifically with their shift to selling and /marketing cloud solutions?
Partner Branding assistance (materials and/or funds)
Partner Demand Generation assistance (materials and/or funds)
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
MDF/CO-OP
Rebates (specific to cloud sales or deployment success)
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
Executive sponsorship by vendor senior management
Technical certification requirements
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