2017 Cloud Partner Programs Guide Details

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Smart Choice Partner Program

U.S. Headquarters575 Corporate Drive
Mahwah, NJ 07430
U.S. HQ phone number201-512-9771
Worldwide Headquarters22 Raoul Wallenberg Street, Tel Aviv 69710, Israel
Year Company Founded1996
CEORoy Zisapel
Worldwide Channel ChiefIsrael Greenspan
TitleDirector of Channel Marketing
Date Began Serving In This Role12/1/14
North American Channel ChiefIsrael Greenspan
TitleDirector of Channel Marketing
Date Began Serving In This Role12/1/14
North American Cloud Channel Program ManagerIsrael Greenspan
TitleDirector Channel Marketing
Email AddressIsraelG@radware.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 established2010
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.Service Providers (Cloud, Data Center, ISP's) that partner with Radware gain access to our leading application delivery and security portfolio which can be used for new high margin services. Radware's Cloud Partner Program is built as an enablement platform for service providers to develop new and recurring revenue streams. Radware's Cloud Business Model helps service provider partners design, launch, market and operate new services instantly. We partner with service provider partners to expand its customer base with funded events. Additionally, Radware's professional teams help increase revenues per tenant by training our partner sales force on new service offerings and its competitive landscape.
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. Business Models and Consumption Options - Radware offers multiple ways for service providers to build new offerings in a way that best suits them and their growth strategy. With the ability to resell Radware's Cloud Services or purchase hardware and software by CAPEX, 3rd party financing, Radware OPEX and/or monthly pricing for software platforms, service providers now have a variety of ways to partner with Radware. Go-to-Market-Strategy - Radware will assist in building products and a GTM with our service provider partners to accelerate growth and drive results. Additionally, Radware will help drive opportunities to the new developed services for a faster ROI. Co-Marketing & Demand Generation - Marketing and promotion are key facets of any successful launch initiative. In addition to kick starting marketing campaigns with co-branded collateral, Radware works with our service provider partners to host marketing events that are designed to educate prospective customers about new service offerings. Radware will co-fund events, supply subject matter experts to speak, and use its marketing and demand generation resources to stimulate interest and drive attendance.
How many of your partners are currently enrolled in your Cloud partner program or are utilizing the cloud portion of your overall partner program?50
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 Hosting
Cloud Infrastructure (IaaS)
Cloud Security
In what areas does your company currently have a Public Cloud Service?
Cloud Security
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
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)
Specialized sales training (face to face)
Business transformation training or consulting (focused on financial, organization or sales/mktg. changes required to succeed with the cloud)
Sharing of service delivery methodologies or IP around cloud solutions (pre or post-sale)
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)
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
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)
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?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
Reseller certificate
Valid website
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