2014 Partner Programs Guide Details


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NCR Corporation
NCR Interact Global Partner Program

Five Star Program Award Winner -- 2014
Company Information
Address3097 SATELLITE BLVD
DULUTH
GA
30096-1242
(937) 445-5000
URLwww.ncr.com
CEOBill Nuti
Year Company Founded1884
Year Division Created2009
Worldwide Channel ChiefKathy Damiani
Vice President, Business Operations
North American Channel ChiefKathy Damiani
Vice President, Business Operations
Vendor Size CategoryLarge
Total RevenueGreater than $1B
Indirect Revenue Percentage11% to 20%
Program Information
Name of Channel ProgramNCR Interact Global Partner Program
Year Program Established2011
Number Channel Field Sales Reps North America15
Number Inside Channel Sales Reps North America1
Total North American Partners359
Number of New North American Partners25
Top Tier NamePremier Solution Provider
North American Partners Top Tier61
Worldwide Partners Top Tier169
Tier 2 NameAdvanced Solution Provider
North American Partners Tier 2111
Worldwide Partners Tier 2283
Tier 3 NameAuthorized Soution Provider
North American Partners Tier 3132
Worldwide Partners Tier 3225
Market Segment Specializations
Backup and Recovery Software
Business Intelligence
Client Security Software: Firewall, Anti-Spam, Anti-Virus
Cloud Applications Software
Cloud Hosting
CRM Software
Data and Information Management
Digital Signage
Flat Panel Displays
Managed Services
Network Security Software
Networking Hardware and Wireless
Server and Desktop Virtualization
SMB Network Storage, SAN or NAS
SMB Networking Hardware including Wireless LANs and Voice
System and Management Network Management
Unified Communications
Video Conferencing
Banking and Retail Solutions
Cloud Product and Program Offerings
Products Sold As A Cloud Service
Existing Program Supports Cloud Products
Extra Points Of Margin For Registered Deals
Extra points of margin depending partner type tier
Time Frame For Communication of Deal Registration Approval or DenialYes within one week
Program Offerings To Support Resellers
Low Interest Financing
SPIFs
Rebates
Price Protection Plans
Discount Promotions
Qualified Leads
Awards For Sales
Awards For Innovation
Incentive Program
Financial Rewards
Marketing Resources
Partner Portal
Online Tools
Eligibility To Sell Vendor Services
Field Channel Account Manager Coverage
Inside Channel Account Manager Coverage
MDF/Co-Op
Product Demo Program
Sales Enablement
Tiered Discounts
Training
Services Attach: For Every Dollar of Product Sold By Solution Providers, What's The Average Of Complementary Services Purchased By End CustomersMore than $1, up to $2
Programs To Increase Services Attach
Partner Services/Solution Selling Training
Partner Services Value Based Pricing
Partner Incentive Program
Offer Residual Revenue ProgramYes
Demonstration Units OfferedFor top-tier and second tier partners only
Demonstration Unit ChargesMore than 75% off list/No fee
Criteria To Determine Partner Tiers
Joint Business Plan
Sales Volume
Certifications
Technical Skills
Solutions Expertise
Vertical Market Expertise
Specialization
Criteria To Determine Partner Discounts
Tiered Discounts
Program Offerings To Help Partners Expand Businesses
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
MDF
Training Offerings
Web Based
Instructor Led
Face To Face
Costs for trainingFree for all partner tiers
Recertification RequirementsOnce every 13 to 24 months
Fee To Join Partner ProgramNo Fee
Revenue Requirements To Join Partner ProgramNo revenue commitment necessary
Requirements To Join Program
Technical Certification Required
Business Planning Requirements
Marketing Plans
Territory Coverage
Other Requirements
Other Requirements
Knowledge in the category
Current customers in the category
Program Offers
Pre Sales Support
Post Sales Support
Technical Support
Local Account Field Reps
Escalation Procedures For Rules Of Engagement
Partners Briefed On Product Launches4 months to less than 7 months before customers
Partner Advisory CouncilYes - formal
Partner Portal/Web Site Offerings
Restricted Access To Partner Information
Downloadable Marketing Materials
Online Training Resources
Online Tools
Configuration Tools
Online Marketing Tools Offered To Partners
Self Service Tools For Cobranded Collateral
Hands-On Marketing Support Offered To Partners
Access To Automated Platform
Other Information and Education Support Offered To Partners
Host Conference For Partners
Conduct Online Seminars And Conferences
Publishes Regular Newsletters
Regular Email Marketing
Conducts Regular Meetings With Individual Partners
Channel Managers Responsible For Education
Requirements for MDF/Coop Marketing
Tier Based
Proposal Based
Do You Help Partners Track MDFYes
What Can Partners Spend MDF/Coop Funds On
Advertising
Training
Promotions
Head Count
Webinars
Market Research
Events
Telemarketing
Appointment Setting
Marketing Support
Email Marketing
Other Reasons
Executive Briefing Center visits
Field Markteting Managers Available To Plan Demand GenerationYes
Percent Of Unspent MDF QuarterlyNone
Partner Lead Support Offered
Generates Leads And Initiates SalesTop Tier and 2nd Tier Partners Only
Generates Leads Which Are Given To PartnersTop Tier and 2nd Tier Partners Only
Drive Demand Directly To Partners Through MDFTop Tier and 2nd Tier Partners Only
Tools On Portal For Partner To Drive Their Own DemandTop Tier and 2nd Tier Partners Only
Access To Dedicated Program ManagerNo dedicated partner program manager


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