2017 Network Connectivity Partner Program Guide

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Aruba, a Hewlett Packard Enterprise Company
Partner Ready for Networking

Address3333 scott blvd
santa clara, California 95054, USA
Company's Role In The Network Connectivity MarketInfrastructure Provider (deliver networking, hardware, software or other technology used to support network connectivity)
Company DescriptionAruba is a leading provider of next-generation networking solutions for enterprises of all sizes worldwide. The company delivers IT solutions that empower organizations to serve the latest generation of mobile-savvy users who rely on cloud-based business apps for every aspect of their work and personal lives. Aruba's Mobile First Platform is designed to innovate at the speed of the ecosystem - with software components that are easy to consume and are developer-ready. As businesses look to the cloud to keep pace with technology and IT workforce demands, Aruba partners can facilitate the adoption of all things connected, while enhancing the visibility and analytics that today's customers are demanding. Partners can leverage our solutions portfolio to build relevant solutions to meet their customer's unique requirements and support their mobility journey. Through various programs, we enable our partners to build and deliver service offerings that not only help them grow their services business but also build expertise and establish themselves as a trusted advisor for their customers for all network connectivity needs. With our multi-tenancy enabled cloud management platform, we offer workflows to support MSP business, thereby saving the time and cost involved in spinning-up custom network operating centers and reducing the time to market. This is further complemented with program support that can enable partners to spin up a profitable network managed services practice in no time and with creative financing options for partners that can help to scale their offerings without an extensive capital outlay.
Lead ExecutiveJim Harold, VP America Channels
Years As Lead Executive5
Channel ChiefJim Harold, VP America Channels
Channel Program ManagerVivek Khemani, Sr. Director, Channel Enablement
Significant Recent Partner Program Changes1. Value for partners to create an MSP offering Diversification of your income streams allows you to build more stability into your current business model. As more customers are looking to utilize the advantages of the cloud and change their budget structure from a CapEx model to an OpEx model today's partners must be ready to offer customers a choice - cloud or on-premise.. This shift allows our partners to deliver a network based on a bundle that includes infrastructure, management, and service as customer requirements evolve. 2. Time to market Simplicity and cost savings are the key. Aruba Central and corresponding Aruba Instant access, points, Aruba switches and Aruba Branch controllers make it easy to roll out and build new a managed service program. Zero-touch provisioning and easy-to-use management interface means that there's a fast learning curve for a partners IT staff, insights into how the network is performing, and very little travel to remote locations. 3. Low upfront investment From an operations perspective, Aruba Central's built-in MSP dashboard also alleviates the need to build out a costly network operations center. A partner's staff simply logs into Central and uses each customers instance in order to perform monitoring, analysis or change requirements. A mobile app makes it so that IT can also manage a customer's network from anywhere, which means that the partner can leverage an IT staff that is distributed, and not sitting in an dedicated NOC.
Program URLhttps://partner.hpe.com/aruba
Worldwide PartnersN/A
North American PartnersN/A
With which Market Segment Specialization products and services is your company involved?
Cloud Hosting
Infrastructure-as-a-Service (IaaS)
Wireless/Mobility Services
Networking Services (SDN, secure cloud connection services, managed WAN services)
Enterprise Networking Infrastructure
Network Management
How does this channel program motivate/support its resellers?
Awards for sales
Discount promotions
Eligibility to sell vendor service
Field channel account manager coverage
Financial rewards
Incentive programs
Inside channel account manager coverage
Joint marketing planning
Low-interest financing
Loyalty programs
Marketing resources
Partner portal
Price protection plans
Product demo program
Qualified leads
Sales enablement
Tiered discounts
Does your company offer training and/or certification aimed at helping solution providers sell services in a recurring revenue model?Yes
Please describe your training/certification offeringAruba offers a variety of sales and technical training programs to fit the needs of our partners. As a part of our sales training programs, we offer convenient, self-paced videos, live sales webinars as well as onsite training delivered by our field channel sales and subject matter experts. For technical training programs, we offer instructor-led in-person or remote classes, pre-recorded product training videos and onsite training delivered by our Channel Engineers.
Does your company offer advance commissions programs to help solution providers manage cash flow as they transition to a recurring revenue model?No
:Which criteria must a solution provider partner meet in order to qualify for the minimum/basic tier of this partner program?
Sales/revenue volume
Technical skills
Solutions expertise
Which criteria must a solution provider partner meet in order to move from the minimum/basic tier to the next higher tier of this partner program?
Joint business plan
Sales/revenue volume
Technical skills
Solutions expertise
Vertical market expertise
Which of the following does your partner program offer to partners in an effort to help expand their businesses?
Business transformation training to help partners transition their business to capture more of the services market
Information to help horizontal VARs break into vertical markets (ie Healthcare)
Provide VARs with training and advice so that they better understand how they may incorporate Cloud Solutions into current offerings
Provide training in order to simplify the concept of hosted and managed services for VARs
Eligibility to sell vendor services
Technical Training
Sales training
Sales tools
Vertical market case studies
Tools to identify selling opportunities
Marketing concierge services
New hire assistance
Solutions selling
Post-sales services enablement training
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