2014 Partner Programs Guide Details


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Nexthink
Nexthink Global Partner Program (NGPP)

Five Star Program Award Winner -- 2014
Company Information
AddressSuite 510
90 South 400 West
Salt Lake City
UT
84101
+1 206 331 3813
Worldwide HQ AddressNexthink, EPFL Innovation park, Batiment D, CH-1015 Lausanne, Switzerland
URLwww.nexthink.com
CEOPedro Bados
Year Company Founded2004
Worldwide Channel ChiefKirsten Ward
VP Global Business Development & Strategic Alliances
North American Channel ChiefMike Oleksinski
Americas Channel Director
Vendor Size CategorySmall
Total RevenueLess than $100M
Indirect Revenue Percentage81% to 90%
Program Information
Name of Channel ProgramNexthink Global Partner Program (NGPP)
Year Program Established2013
Number Channel Field Sales Reps North America2
Number Inside Channel Sales Reps North America3
Total North American Partners25
Number of New North American Partners25
Top Tier NamePlatinum
North American Partners Top Tier25
Worldwide Partners Top Tier80
Tier 2 NameGold
Tier 3 NameSilver
Tier 4 NameCustomer Referral
Market Segment Specializations
IT Operations Analytics (ITOA)
Cloud Product and Program Offerings
Products Can Be Incorporated Into Cloud Solutions
Existing Program Supports Cloud Products
Extra Points Of Margin For Registered Deals
Extra Points On All Registered Deals
Time Frame For Communication of Deal Registration Approval or DenialYes within 72 hours
Program Offerings To Support Resellers
SPIFs
Rebates
Qualified Leads
Awards For Sales
Awards For Innovation
Incentive Program
Financial Rewards
Marketing Resources
Partner Portal
Online Tools
Field Channel Account Manager Coverage
Inside Channel Account Manager Coverage
MDF/Co-Op
Product Demo Program
Referral Programs
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
Case Studies
Partner Incentive Program
Self Provisioning License Portal
Offer Residual Revenue ProgramYes
Demonstration Units OfferedYes for any partner level
Demonstration Unit ChargesMore than 75% off list/No fee
Criteria To Determine Partner Tiers
Joint Business Plan
Sales Volume
Certifications
Technical Skills
Solutions Expertise
Specialization
Criteria To Determine Partner Discounts
Tiered Discounts
Target Achievemnt
Program Offerings To Help Partners Expand Businesses
Business Transformation Training
Help Horizontal VARs Enter Vertical Markets
Training Advice On Incorporating Cloud Solutions
Provide Training On Hosted And Managed Services
Eligibility To Sell Vendor Services
Technical Training
Sales Training
Sales Tools
Vertical Market Case Studies
Tools To Identify Selling Opportunities
New Hire Assistance
Solutions Selling
MDF
Other Help
specific growth engine model and training to help the partner develop a growth engine and annuity model with Nexthink technology. Training to expand current services offerings around becoming IT Operations Analytics experts for their customer base a
Training Offerings
Web Based
Instructor Led
Face To Face
Bootcamps
Authorized Training
Costs for trainingFree for all partner tiers
Recertification RequirementsOnce per year
Fee To Join Partner ProgramNo Fee
Revenue Requirements To Join Partner ProgramAnnual revenue commitment
Requirements To Join Program
Technical Certification Required
Certified Or Accredited Sales Staff
Executive Sponsorship
Business Planning Requirements
Marketing Plans
Valid Website
Actively Transacting Partner
Program Offers
Pre Sales Support
Post Sales Support
Technical Support
Local Account Field Reps
Escalation Procedures For Rules Of Engagement
Dedicated Account Team
Partners Briefed On Product Launches1 month to less than 4 months before customers
Partner Advisory CouncilYes - formal
Partner Portal/Web Site Offerings
Restricted Access To Partner Information
Searchable Product Pricing Database
Downloadable Marketing Materials
Online Training Resources
Database For Peer Partnering
Automated Rebate Processing
Account Management
Portal Is Customizable Based On Profiles
Partners Syndicate Content To Their Website
Online Tools
Online Marketing Tools Offered To Partners
Self Service Email Marketing Tools
Content Syndication
Automated Social Media Tools
Hands-On Marketing Support Offered To Partners
One To One Marketing
One To Many Marketing
Other Information and Education Support Offered To Partners
Host Conference For Partners
Hosts Conference Direct Sales And Partners Together
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
Sales Volume
Number Of Certified Technicians
Discretionary Based On Usage Approval
Discretionary Based On Channel Manager Approval
Proposal Based
Do You Help Partners Track MDFYes
What Can Partners Spend MDF/Coop Funds On
Promotions
Webinars
Events
Other Reasons
lead generation campaigns
Field Markteting Managers Available To Plan Demand GenerationYes
Percent Of Unspent MDF QuarterlyNone
Partner Lead Support Offered
Generates Leads And Initiates SalesAll partners All Levels
Generates Leads Which Are Given To PartnersAll partners All Levels
Drive Demand Directly To Partners Through MDFAll partners All Levels
Tools On Portal For Partner To Drive Their Own DemandAll partners All Levels
Access To Dedicated Program ManagerNo dedicated partner program manager


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