2017 Cloud Partner Programs Guide Details


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ViaWest
ViaWest Partner Connect Program

U.S. Headquarters6400 S Fiddlers Green Circle
Suite 2000 Greenwood Village, CO 80111
U.S. HQ phone number7208911000
Worldwide Headquarters6400 S Fiddlers Green Circle
URLhttp://www.viawest.com
Year Company Founded1999
Executives
CEONancy Phillips
Worldwide Channel Chief
Title
Date Began Serving In This Role
North American Channel ChiefJason Nance
TitleSenior Vice President of Sales
Date Began Serving In This Role11/1/15
North American Cloud Channel Program ManagerJP Pataky & Isaiah Hogberg
TitleVice President, Channel Sales
Email Addresschannel.sales@viawest.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.ViaWest's Partner Connect Program empowers channel partners to deliver world-class Hybrid IT Solutions - including cloud solutions as well as colocation, compliance and security - to their clients, enabling an increase of share-of-wallet. The program includes tools and incentives that are designed to foster long-lasting relationships and drive success for partners and their clients.
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) Broad portfolio of Cloud Services- A multitude of cloud tailored specifically to your client's application and business needs, including public, private, hybrid cloud, dedicated servers, AWS or Azure managed services, cloud recovery (DRaaS), HIPAA and PCI compliant cloud options. 2) Hybrid IT Solutions- With ViaWest you can offer true hybrid IT solutions- starting with flexible data center space and growing with your customers as they migrate to cloud, managed services, compliant and security solutions, professional consulting and beyond. 3) The ability to future proof - You can help your customers future proof their IT deployments- enabling them to grow and scale and increase their footprint - all with the same provider enabling you to increase your share of wallet while confirming your trusted advisor status.
How many of your partners are currently enrolled in your Cloud partner program or are utilizing the cloud portion of your overall partner program?Over 200
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 Security
Cloud Storage (SaaS)
In what areas does your company currently have a Public Cloud Service?
Backup/Disaster Recovery
Cloud Applications/SW
Cloud Hosting
Cloud Infrastructure (IaaS)
Cloud Management
Cloud Migration
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 agents
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
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 sales training (face to face)
Specialized sales training (on-line, ILT)
Business transformation training or consulting (focused on financial, organization or sales/mktg. changes required to succeed with the cloud)
Sales transformation training
Field sales mentoring or coaching (between your direct sales
Cloud specific ROI or TCO calculator tools to be used with end-users
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?
Deal Registration
Demo program/Trial Keys
Discounts (training, volume, tiered, etc.)Utility or annuity-based pricing or licensing
Loyalty programs or SPIFs
MDF/CO-OP
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?No
Which of the following requirements must partners meet in order to join the basic or minimum tier of this Cloud Partner Program?
There are NO REQUIREMENTS to join this cloud partner program
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