2017 Cloud Partner Programs Guide Details


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Riverbed Technology
Riverbed Performance Partner Program

U.S. Headquarters680 Folsom Street
San Francisco, CA 94107
U.S. HQ phone number8715) 247-8800
Worldwide Headquarters680 Folsom Street
URLhttp://www.riverbed.com
Year Company Founded2002
Executives
CEOJerry Kennelly
Worldwide Channel ChiefBridget Bisnette
TitleVP, Global Commercial Sales
Date Began Serving In This Role8/2017
North American Channel ChiefCindy Herndon
TitleSenior Director, Global Partner Programs and Operation
Date Began Serving In This Role9/1/2017
North American Cloud Channel Program ManagerCindy Herndon
TitleSenior Director, Global Partner Programs and Operation
Email Address
Cloud Involvement, Products, And Solutions
Our existing partner program supports our cloud products/services
Our products are used to enable off-premise 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.Riverbed has organized core technologies and product families into a series of competencies designed to ensure that Channel Partners are equipped to go-to-market with the right solutions, including those for cloud, for their customers. For example, as of 2010, Riverbed introduced solutions for the public cloud, including cloud-intelligent WAN-optimization, cloud storage gateway and visibility into SaaS and cloud-based apps. Channel Partners can become authorized to receive discounts and sell products within a competency after meeting specific training and certification requirements. Channel Partners may focus on two or more competencies to ensure they can invest in and sell the products and solutions that are best suited for their skills, target markets, and expertise. A competency requires that a certain number of individuals have completed required training and certification in a specific area of product focus. There are currently four product family competencies with a fifth one becoming available before the end of 2016: • WAN Optimization; • Application Performance Management; • Network Performance Management; • Hyper-Converged Branch; and • Software Defined WAN
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.Earning the competencies provide better discounts and incentives (rebates).
How many of your partners are currently enrolled in your Cloud partner program or are utilizing the cloud portion of your overall partner program?N/A
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).
Backup/Disaster Recovery
Cloud Applications/SW
Cloud Hosting
Cloud Infrastructure (IaaS)
Cloud Management
Cloud Platforms (PaaS)
Cloud Migration
Cloud Security
Cloud Storage (SaaS)
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 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)
Specialized sales training (face to face)
Specialized sales training (on-line, ILT)
Field sales mentoring or coaching (between your direct sales
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
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
Internal-use product or licenses (discounted or free)
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?
Which of the following requirements must partners meet in order to join the basic or minimum tier of this Cloud Partner Program?
Technical certification requirements
Technology specialization
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