2017 Cloud Partner Programs Guide Details

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SAS Institute
Managed Analytic Service Provider (MASP)

U.S. Headquarters100 SAS Campus Drive
Cary, NC 27513-2414
U.S. HQ phone number1-919-677-8000
Year Company Founded1976
CEODr. James Goodnight
Worldwide Channel ChiefRob Spee
TitleDirector, Global Channels
Date Began Serving In This Role3/1/16
North American Channel ChiefHelen Morin
TitleSenior Director, Alliances and Channels
Date Began Serving In This Role5/1/96
North American Cloud Channel Program ManagerHeath Clayton
TitleBusiness Development Specialist
Email Addressheath.clayton@sas.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 established2015
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.SAS, the world leader in analytics, provides channel and alliance partners access to SAS solutions in high-growth areas such as high-performance analytics, customer intelligence, data management, and visualization. SAS expanded its Partner Program in 2015 by adding a Cloud Partner Program called the Managed Analytic Services Provider (MASP) program. As an MASP, partners can offer custom cloud-based analytics solutions built on SAS software, saving their customers the need for data scientists and the overhead of implementing on-site software. The SAS MASP program offers flexibility and scalability. MASPs build their solution on any SAS product with no up-front costs for the software. The MASP determines the pricing and consumption model based on customer demand, paying a royalty on actual sales. MASP partners can achieve Silver, Gold, or Platinum status based on their SAS revenue and certifications.
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. SAS MASP Partners can take advantage of a $10B cloud analytics market that is growing at 25% per year 2. SAS MASP Partners can develop a recurring revenue stream by offering customers flexible, pay-as-you-go alternatives 3. SAS MASP Partners can integrate their partner IP into SAS - powered cloud offerings
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
Cloud Hosting
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 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 (face to face)
Specialized sales training (on-line, ILT)
Sales certification (for cloud)
Sales transformation training
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
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?
Demo program/Trial Keys
Discounts (training, volume, tiered, etc.)Utility or annuity-based pricing or licensing
Internal-use product or licenses (discounted or free)
Referral programs (for Cloud Agents or influencers)
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?Yes
Which of the following requirements must partners meet in order to join the basic or minimum tier of this Cloud Partner Program?
Actively transacting partner
Certified/accredited sales staff
Executive sponsorship by vendor senior management
Marketing plan
Revenue commitment
Technical certification requirements
Technology specialization
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