2017 Partner Program Guide Details


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AppDirect
AppDirect Cloud Commerce Platform


Address650 California St.
San Francisco, CA
94108
Worldwide Headquarters650 California St.
URLhttp://www.appdirect.com
US Headquarters Phone4158523945
CEOVictor White
Year Company Founded2009
Fiscal Year EndsDecember
Worldwide Channel ChiefDaniel Saks, President & Co-CEO
Began Serving In This Role06/2012
North American Channel Chief Richard Dufty, SVP, Worldwide Sales, Customer Success and Alliances
Began Serving In This Role12/2012
Company SizeSmall
Indirect Revenue As A Percentage Of Total Corporate Revenue91% to 100%
Products Or Service Specialties
As-A-Service Utility ModelBusiness Intelligence and Analytics
Cloud Hosting
Cloud Tools and Management
CRM and SFA Application Software
Data and Information Management
Enterprise File Sync and Share
Infrastructure as a Service (IaaS)
Office Productivity Software
Platforms as a Service (PaaS)
Security - Data Loss Prevention
Security - Endpoint Protection
Security - Identity and Access Management
Unified Communications
Combination/Hybrid ModelBusiness Intelligence and Analytics
Cloud Hosting
Cloud Tools and Management
CRM and SFA Application Software
Data and Information Management
Enterprise File Sync and Share
Infrastructure as a Service (IaaS)
Office Productivity Software
Platforms as a Service (PaaS)
Security - Data Loss Prevention
Security - Endpoint Protection
Security - Identity and Access Management
Unified Communications
Program and Tier Information
Year Channel Program Was Established 2009
North American Channel Program ManagerRichard Dufty, SVP, Worldwide Sales, Customer Success and Alliances
Program Manager Emailvictor.white@appdirect.com
North American PartnersN/A
New North American PartnersN/A
Top TierAppDirect Core Distribution Program
North American PartnersN/A
Worldwide PartnersN/A
Cloud Involvement, Products, And Solutions
 Our products are sold as a Cloud Service where we (the vendor) are the Service Provider (i.e. SaaS, PaaS or IaaS, HW as a service, network connectivity)
 Our products are used to enable off-premise Cloud Solutions
 Our existing partner program supports our cloud products/services
Does your partner program offer extra points of margin/discount/rebatesfor registered deals?
 Deal registration NOT APPLICABLE to our business
Does your partner program require you to communicate approval or denial of a deal registration within a certain amount of time?Deal registration NOT APPLICABLE for our products/services
Does your partner program compensate partners for deals that are registered by partners, but closed by direct sales?Not Applicable
Does your partner program compensate partners for deals registered by one partner but closed by another?Not Applicable
How does this channel program motivate/support its resellers?
 Automation systems & partner portal development
 Awards for innovation
 Awards for sales
 Development of training & certification programs/curriculum
 Direct deposit funds
 Eligibility to sell vendor services
 Joint marketing planning
 Marketing resources
 Online tools
 Partner Communication & Recruitment Materials
 Product demo program
 Sales enablement
 Tiered discounts
Services Attach
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 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
 Self-provisioning license portal
 Automated transaction process for billing/licensing and provisioning
Does your partner program offer a residual revenue program (maintenance, software or professional services), recurring revenues or annuity streams that enable partners to create a long-term year after year revenue stream?NOT APPLICABLE
Does your partner program offer demonstration units or evaluation licenses?Not Applicable to our business model
What does this program typically charge your partners for demo units or evaluation licenses?Not Applicable to our business model
By what criteria are partner tiers for this partner program determined?
 Partner program does not have multiple tiers
How are partner discounts determined?
 NOT APPLICABLE
What does your partner program offer to partners in an effort to help expand their businesses?
 Provide VARs with training and advice so that they better understand how they may incorporate Cloud Solutions into their current offerings
 Provide training in order to simplify the concept of hosted and managed services for VARs
 Sales training
 Sales tools
 Tools to identify selling opportunities
 Marketing concierge services
 Solutions selling
 Joint marketing planning
What types of training does your partner program offer?
 On Demand web based training/certification from any location (Self Serve)
 Face to face training/certification
 Boot camp
 Blogs/Message boards
Is there a cost to partners for training and/or certification?
Basic TrainingFree for all partners
Advanced TrainingFree for all partners
High Level CertificationFree for all partners
How often does your partner program require re-certification or renewal for partners?NOT APPLICABLE
Are partners required to pay a fee to join at the minimum or basic level of this partner program?Other fee
Are partners required to pay a fee to join at the minimum or basic level of this partner program?SaaS licensing fee
Are partners required to meet revenue requirements in order to join the minimum or basic level of this partner program?No revenue commitment necessary
Which requirements must be met for a partner to join the minimum tier or basic level of this partner program?
 Executive sponsorship by vendor senior management
 Business planning requirements
What are this channel partner program's offerings?
 Pre-sales support
 Post-sales support
 Post-sales 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 their customers are solution provider partners briefed on new or upgraded product launches?1 month to less than 4 months before solution provider customers
What does your company's partner program portal/web site provide?
 Searchable product/pricing database
 Downloadable marketing materials
 Online training resources
 Automated rebate processing
 Account management
 Portal with customizable views based on profiles
 Troubleshooting tools
 CRM
 Responsive design for mobile access
What types of hands-on marketing support does your partner program provide?
 Do not offer hands-on marketing support
How does your partner program inform and educate your partners?
 Hosts a conference specifically for partners
 Hosts a sales conference for direct sales and partners together
 Conducts online webinars and conferences
 Publishes regular newsletters
 Conducts regular email marketing
 Conducts regular meetings with individual partners
 Our channel account managers are responsible for educating and informing partners
What criteria must a partner meet in order to qualify for the minimum or basic level of MDF/Co-op marketing?
 Not applicable to our business model
What does this partner program allow partners to spend MDF on?
 NOT APPLICABLE
Does your partner program have Partner Marketing Managers assigned to partners that qualify for MDF to plan and execute demand generation campaigns?NOT APPLICABLE
What percentage of your MDF/Co-op goes unspent on a quarterly basis?NOT APPLICABLE
How does your partner program support its channel partners with leads?
Generates leads and initiates sales, which are turned over to partnersNot Offered
Generates leads which are turned over to partnersNot Offered
Works cooperatively with partners to drive demand directly to them through MDF and other marketing programsAll partners
Provides tools on portal for partners to drive their own demandAll partners
Do partners need to meet specific lead management criteria or training in order to receive and continue to receive leads?No

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