2016 Partner Program Guide Details

NetSuite Inc.
NetSuite Solution Provider Program

Address2955 Campus Dr
San Mateo, CA
CEOZach Nelson
Year Company Founded1998
In what month does your fiscal year end?December
North American Channel Chief Full NameCraig West
North American Channel Chief TitleSenior Vice President of Channel Sales
North American Channel Chief Date Began Serving in this Role09/2002
Name of North American Channel ProgramNetSuite Solution Provider Program
Year this Channel Program was established2002
Name of North American Channel Program ManagerKaren Cassel
Program Manager TitleSenior Manager, Channel Marketing
Program Manager Email Addresskcassel@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 CategoryMIDSIZE
Indirect Revenue41% to 50%
North American Partners200
New North American Partners34
Tier NamesNetSuite Solution Provider Program
Number of North American Partners in Top Tier200
Worldwide Partners in Top Tier415
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
 Online tools
 Partner portal
 Product demo program
 Qualified leads
 Referral programs
 Sales enablement
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
 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
 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
 Customer seminars/road shows
 Online webinars
 Market research
 Events: industry conferences, workshops, etc.
 Telemarketing/outbound sales calling
 Product catalogues
 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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