2015 Partner Programs Guide Details


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Splunk
Splunk Partner+ Program

CompanySplunk
US HQ Address250 Brannan St.
CitySan Francisco
StateCA
Zip94107
URLhttp://www.splunk.com
US HQ Phone(415) 848-8400
CEOGodfrey Sullivan
Year Company Founded2003
Month Fiscal Year EndsJanuary
Channel Chief Information
Worldwide Channel Chief NameEmilio Umeoka
Worldwide Channel Chief TitleVice President, Global Alliances and Channels
Worldwide Channel Chief Began Serving RoleMay 14
North American Channel ChiefAldo Dossola
North American Channel Chief TitleDirector of Channel Sales, Americas
North American Channel Chief Began Serving In RoleJan 14
Channel Program Information
Name of Channel ProgramSplunk Partner+ Program
Year Program Established2007
Channel Program ManagerDonna St. John
Channel Program Manager TitleSenior Director, Global Partner Programs and Development
Channel Program Manager Emaildstjohn@splunk.com
Market Segment Specializations
Business Intelligence
Cloud Applications Software
Data And Information Management
Managed Services Software Rmm
Network Security Software
System Management And Network Management
Revenue
Company's Total Annual Corporate Revenue Range for 2014?$100M - $1B
Partners
Total North American Partners277
Total New North American Partners0
Name of Partner Program: Top TierElite
Name of Partner Program: Tier 2Premier
Name of Partner Program: Tier 3Authorized
North American Partners Top Tier4
Worldwide Partners Top Tier72
North American Partners Tier 242
Worldwide Partners Tier 2154
North American Partners Tier 3221
Worldwide Partners Tier 3337
Which of the following best describes your company's cloud involvement, products, and solutions?
Our products are sold as a Cloud Service
Does existing program support Cloud products/servicesOur existing partner program supports our cloud products/services
Partner Compensation
Compensate partners for deals that are registered by partners, but closed by direct salesYes
Compensate partners for deals registered by one partner but closed by another Yes
Do you offer extra points of margin/discount for registered deals?
Yes, on all deals registered
Does your partner program require you to communicate approval or denial of a deal registration within a certain amount of time?Yes within one week
How does this channel program motivate/support its resellers?
Awards for sales
Discount promotions
Eligibility to sell vendor services
Field Channel account manager coverage
Financial rewards
Incentive programs
Loyalty programs
Marketing resources
MDF/CO-OP
Online tools
Partner portal
Price protection plans
Product demo program
Qualified leads
Referral programs
Program_supports_SPIFs
Program_supports_sales_enablement
Tiered discounts
Training
Services Attach
On average, for every dollar of your product sold by a solution provider, what is the average dollar amount typically realized from the sale of complementary products and servicesMore than $7, up to $10
What, if any, specific programs do you have in place to help partners increase their services attach and/or profit?
Partner Incentive Programs
Partner Services/Solution Selling Training
Case Studies demonstrating the value of a total solution sell
Does your partner program offer a residual revenue program (maintenance, software or professional services)Yes
Does your partner program offer demonstration units or evaluation licenses?Yes, for any partner level (min part qual)
What does this program typically charge your partners for demo units or evaluation licenses?More than 75% off list / No Fee
By what criteria are partner tiers for this partner program determined?
Joint business plan
Sales/Revenue volume
Certifications
Technical skills
How are partner discounts determined?
Annual revenue committed/sold (higher discounts for higher revenue volumes)
Tiered Discounts - level/tier earned in the partner program (higher discounts for higher levels/tiers)
Business Model (i e Distribution-VAR resale discount differs from DMR resale discount, etc )
Which of the following does your partner program offer to partners in an effort to help expand their businesses?
Business transformation training to help your partners transition their business to capture more of the services market - Which of the following does your partner program offer to partners to help expand their businesses?
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
Solutions selling
MDF
Post-sales services enablement training
What types of training does your company offer?
On Demand web based training/certification from any location (Self Serve)
ILT (instructor lead training)
Face to face training/certification
Road shows
Boot camp
Blogs/Message boards
Authorized training partners (distributors
Is there a cost to partners for training or certification
Basic trainingFree for all tiers
Advanced trainingPartner pays a percentage (discount off full price)
High Level CertificationFree for top and 2nd tier only
How often does your company require re-certification for partners?Re-certification renewal not required
Are partners required to pay a fee to join this partner program?No fee
Do partners have to meet certain revenue requirements to join this partner program?No revenue commitment necessary
Which of the following requirements must partners meet in order to join the lowest/minimum tier of this partner program?
Other please specifyDue Diligence Process including background and legal check
Does this channel partner program offer
Pre-sales support
Post-sales support
Post-sales services support
Technical support
Local account/field reps
Escalation procedures for rules of engagement
Dedicated account team
Clearly defined division between accounts for direct and indirect sales
How much time in advance of customers are partners briefed on product launches?1 month to less than 4 months before solution provider customers
Does your company utilize a partner advisory council that provides your company with constructive feedback on your partner program and/or channel issues?Yes formal
Does your companys partner program portal/web site provide
Restricted access to partner information
Searchable product/pricing database
Downloadable marketing materials
Online training resources
Account management
Portal with customizable dashboard based on profiles
Online tools
Configuration/installation tools
What types of online marketing tools does your partner program offer to partners?
Self-service email marketing tools:
What types of hands-on marketing support does your company provide?
One to one marketing planning
How else does your partner program inform and educate your partners? Does your partner program provide any of the following
Hosts a conference specifically for partners
Conducts online seminars and conferences
Publishes regular newsletters
Regular email marketing
Conducts regular meetings with individual partners
Our channel account managers are responsible for educating and informing partners
Which of the following criteria are required for partner eligibility for MDF/Coop marketing?
Proposal-based
Does your partner program have a formal program in place to help your partners track MDF status?No
What does this partner program allow partners to spend MDF on?
Advertising
Training
Webinars
Events
Telemarketing
Marketing support and services
Email marketing
Does your company have Field Marketing Managers available to partners who qualify for MDF to help them plan and execute demand generation campaigns?Yes
What percentage of your MDF/Coop goes unspent on a quarterly basisNone
How does your partner program support its channel partners with leads?
Generates leads and initiates sales, which are turned over to partnersTop Tier and 2nd Tier Partners Only
Generates leads which are turned over to partnersTop Tier and 2nd Tier Partners Only
Works cooperatively with partners to drive demand directly to them through MDF and other marketing programsTop Tier and 2nd Tier Partners Only
Provides tools on portal for partners to drive their own demandTop Tier and 2nd Tier Partners Only
Does your companys partner program provide access to a dedicated program managerAccess to a dedicated partner program manager is dependent on partner volume/tier

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