
NetSuite Inc.
NetSuite Solution Provider Program
Address | 2955 Campus Dr San Mateo, CA 94403 |
URL | http://www.netsuite.com |
Phone | 877-638-7848 |
CEO | Zach Nelson |
Year Company Founded | 1998 |
In what month does your fiscal year end? | December |
North American Channel Chief Full Name | Craig West |
North American Channel Chief Title | Senior Vice President of Channel Sales |
North American Channel Chief Date Began Serving in this Role | 09/2002 |
Name of North American Channel Program | NetSuite Solution Provider Program |
Year this Channel Program was established | 2002 |
Name of North American Channel Program Manager | Karen Cassel |
Program Manager Title | Senior Manager, Channel Marketing |
Program Manager Email Address | kcassel@netsuite.com |
Products and services in which your company specializes and the sales models that apply: One-time product purchase and resell (either hardware or software) | Business intelligence and analytics CRM and SFA application software Data and information management Platforms as a service PaaS |
Size Category | MIDSIZE |
Indirect Revenue | 41% to 50% |
North American Partners | 200 |
New North American Partners | 34 |
Tier Names | NetSuite Solution Provider Program |
Number of North American Partners in Top Tier | 200 |
Worldwide Partners in Top Tier | 415 |
Which of the following best describes your company’s Cloud involvement, products, and solutions? | |
Our products are sold as a Cloud Service where the vendor is the Service Provider | |
Does your existing partner program support your company’s Cloud products/services? | Our existing partner program supports our cloud products/services |
Sales Support | |
Does your partner program compensate partners for deals that are registered by partners, but closed by direct sales? | Yes |
Does your partner program compensate partners for deals registered by one partner but closed by another or lost-deals to partners that did not obtain registration? | Yes |
Does your partner program offer extra points of margin/discount for registered deals? | |
We offer deal registration, but do not offer extra points of margin/discount for registered deals | |
Does your partner program require you to communicate approval or denial of a deal registration within a certain amount of time? | Yes within 72 hours |
How does this channel program motivate/support its resellers? | |
Awards for innovation | |
Awards for sales | |
Direct deposit funds | |
Discount promotions | |
Eligibility to sell vendor services | |
Field Channel account manager coverage | |
Financial rewards | |
Incentive programs | |
Inside Channel account manager coverage | |
Loyalty programs | |
Marketing resources | |
MDF/Co-op | |
Online tools | |
Partner portal | |
Product demo program | |
Qualified leads | |
Referral programs | |
SPIFFs | |
Sales enablement | |
Training | |
Is it possible for a Solution Provider to attach services to your product/service beyond typical maintenance and/or break-fix? | Yes |
Thinking about a typical sale in which a Solution Provider is able to attach services to your product/service, is the amount they are able to attach: | Attach services that are about the same cost as your solution |
What, if any, specific programs do you have in place to help partners increase their services attach and/or profit? | |
Partner Services/Solution Selling Training | |
Case Studies demonstrating the value of a total solution sell | |
Other (please specify) | |
Partner Services Value Based Pricing | |
Does your partner program offer a residual revenue program, recurring revenues or annuity streams that enable partners to create a long-term year after year revenue stream? | Yes |
Does your partner program offer demonstration units or evaluation licenses? | |
For all partners | |
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 | |
Sales/Revenue volume | |
Vertical market expertise | |
How are partner discounts determined? Please select all that apply. | |
Annual revenue committed/sold (higher discounts for higher revenue volumes) | |
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 capture more of the services market | |
Information to help horizontal VARs break into vertical markets (ie Healthcare) | |
Provide training and advice about incorporating 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 | |
MDF | |
Post-sales services enablement training | |
Joint marketing planning | |
What types of training does your partner program offer? Please select all that apply. | |
On Demand web based training/certification from any location (Self Serve) | |
ILT (instructor lead training) | |
Face to face training/certification | |
Road shows | |
Boot camp | |
Is there a cost to partners for training and/or certification? | |
Free for all partners | |
Partner pays a percentage (discount off full price) | |
Partner pays full price | |
How often does your partner program require re-certification or renewal for partners? | Once every 13 to 24 months |
Are partners required to pay a fee to join at the minimum or basic level of this partner program? | |
Annual Fee | |
Does this fee vary based on any of the following? | |
Fee dependent on partner tier | |
Are partners required to meet revenue requirements in order to join the minimum or basic level of this partner program? | Annual revenue commitment |
Please indicate which of the following requirements must be met in order for a partner to join the minimum tier or basic level of this partner program? Please select all that apply. | |
Technical certification requirements | |
Certified/accredited sales staff | |
Executive sponsorship by vendor senior management | |
Business planning requirements | |
Marketing plan | |
Territory coverage | |
Sales Volume | |
Revenue commitment | |
Valid website | |
Actively transacting partner | |
Technology specialization | |
Does this channel partner program offer: Please check all that apply. | |
Pre-sales support | |
Post-sales support | |
Technical support | |
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 their customers are solution provider A177partners briefed on new or upgraded 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 |
Does your company’s partner program portal/web site provide: Please select all that apply. | |
Searchable product/pricing database | |
Downloadable marketing materials | |
Online training resources | |
Account management | |
Portal with customizable dashboard based on profiles | |
Ability for partners to syndicate your content to their website | |
Configuration/installation tools | |
Troubleshooting tools | |
Which of the following types of hands-on marketing support does your partner program provide? Please check all that apply. | |
One to one marketing planning with internal partner marketing managers | |
One to many marketing support via internal partner marketing managers | |
Access to an automated marketing platform | |
How does your partner program inform and educate your partners? Does your partner program provide any of the following: Please select all that apply. | |
Hosts a conference specifically for partners | |
Conducts online webinars and conferences | |
Provides funding to partners to attend industry conferences | |
Publishes regular newsletters | |
Conducts regular email marketing | |
Conducts regular meetings with individual partners | |
Which of the following criteria must a partner meet in order to qualify for the minimum or basic level of MDF/Co-op marketing? Please select all that apply. | |
Sales volume | |
Discretionary based on specific product focus | |
Discretionary based on specific vertical/customer focus | |
Proposal-based | |
Other (please specify) | |
All channel partners earn co-op marketing dollars when they sell NetSuite | |
What does this partner program allow partners to spend MDF on? Please select all that apply. | |
Print advertising | |
Digital advertising | |
SEO | |
Customer seminars/road shows | |
Online webinars | |
Market research | |
Events: industry conferences, workshops, etc. | |
Telemarketing/outbound sales calling | |
Product catalogues | |
Newsletters | |
Email marketing | |
Co-branded merchandise | |
Content development (case studies, social content, blogs, solution briefs, etc. | |
Direct Mail | |
Website development and management | |
Social media enablement | |
Website audit and development | |
Activities that generate leads | |
Branding and thought leadership campaigns | |
Does your partner program have Partner Marketing Managers assigned to partners that qualify for MDF to plan and execute demand generation campaigns? | Yes |
What percentage of your MDF/Co-op goes unspent on a quarterly basis? | 25-50% |
How does your partner program support its channel partners with leads? | |
Generates leads and initiates sales, which are turned over to partners. | All partners |
Generates leads which are turned over to partners. | All partners |
Works cooperatively with partners to drive demand directly to them through MDF and other marketing programs. | All partners |
Provides tools on portal for partners to drive their own demand. | All partners |
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