2017 Cloud Partner Programs Guide Details

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Trend Micro
Cloud Service Providers (CSPs) Partner Program

U.S. Headquarters225 E. John Carpenter Frwy
Suite 1500 Irving, TX 75062
U.S. HQ phone number817-569-8900
Worldwide HeadquartersShinjuku MAYNDS Tower, 2-1-1 Yoyogi, Shibuya-ku, Japan 151-0053
Year Company Founded1988
CEOEva Chen
Worldwide Channel ChiefGeorge McTaggart
TitleVice President, Global Field Enablement
Date Began Serving In This Role1/1/15
North American Channel ChiefDan Woodward
TitleVice President, Channel Sales
Date Began Serving In This Role1/1/16
North American Cloud Channel Program ManagerDan Woodward
TitleVice President, Channel Sales
Email Addressdan_woodward@trendmicro.com
Cloud Involvement, Products, And Solutions
Our existing partner program supports our cloud products/services
Our products can be incorporated into Cloud Solutions, but at this time we do not focus on building/supporting Cloud Solutions and Services
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.This program supports cloud service providers (CSPs) that recognize the importance and value of delivering security as part of a broader range of customer services that may also include: • Designing, architecting, developing, delivering or managing cloud-based workloads, applications and services • Migrating workloads or applications to the public cloud or to SaaS • Managing IT services related to a public cloud As a CSP, partners can quickly and confidently add a range of market-leading security controls to their cloud service offerings by leveraging Trend Micro Deep Security regardless of which cloud services partners offer or which cloud platform they are focused on. Deep Security works with Amazon Web Services (AWS), Microsoft Azure, VMware vCloud Air, and IBM SoftLayer, as well as with their own public cloud that leverages technologies like OpenStack or CloudStack. The Trend Micro Partner Program for Cloud Service Providers is designed to help you address essential security and compliance requirements of customers adopting the cloud, expand the scope of partner's services revenue
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.(A) Financial • Consumption-based Pricing • Marketing Development Funds (MDF) Eligibility • No Financial Commitments - Just Like the Cloud • Traditional Licensing - CSPs are also entitled to Upfront Discounts and Deal Registration. (B) Sales and Marketing • Assigned Sales Resource • Reference Program Participation • Partner Portal • Partner Hotline • Executive Connect • Trend Ready Validation • Annual Partner Summit (C) Technical • Certification and Training • 24x7 Support • Support Portal and Knowledge Base • Beta Participation
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 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 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 (face to face)
Specialized sales training (on-line, ILT)
Sales certification (for cloud)
Field sales mentoring or coaching (between your direct sales
Sharing of service delivery methodologies or IP around cloud solutions (pre or post-sale)
Cloud specific ROI or TCO calculator tools to be used with end-users
Sales playbooks or prospecting guides for cloud solutions
Authorized training center authorization or status for your cloud-focused curriculum
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?
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
Rebates (specific to cloud sales or deployment success)
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?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?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
Business planning requirements
Certified/accredited sales staff
Executive sponsorship by vendor senior management
Marketing plan
Reseller certificate
Revenue commitment
Technical certification requirements
Technology specialization
Valid website
Cloud certification or training from a related vendor’s program
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