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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