2017 Partner Program Guide Details


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AppRiver
AppRiver Partner Program


Address1101 Gulf Breeze Pkwy Suite 200
Gulf Breeze, FL
32561
URLhttps://www.appriver.com/
US Headquarters Phone8509325338
CEOMichael Murdoch
Year Company Founded2002
Fiscal Year EndsDecember
Worldwide Channel ChiefJim Tyer, Director of EMEA Channel
North American Channel Chief Justin Gilbert, Channel Sales Manager
Began Serving In This Role10/2014
Company SizeSmall
Indirect Revenue As A Percentage Of Total Corporate Revenue51% to 60%
Products Or Service Specialties
As-A-Service Utility ModelCloud Hosting
Cloud Tools and Management
Collaboration Software
Disaster Recovery/Business Continuity
Office Productivity Software
Security - Network Security Appliances and Software
Program and Tier Information
Year Channel Program Was Established 2004
North American Channel Program ManagerJustin Gilbert, Channel Sales Manager
Program Manager Emailjgilbert@appriver.com
North American Partners3681
New North American Partners790
Top TierWhite label
North American PartnersN/A
Tier 2Reseller
Tier 3Advisor Plus
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 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?We offer deal registration, but do not commit to communicate to partners within a specific time frame
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?
 Development of training & certification programs/curriculum
 Discount promotions
 Incentive program
 Inside Channel account manager coverage
 Marketing resources
 MDF/Co-op
 Online tools
 Partner Communication & Recruitment Materials
 Price protection plans
 Product demo program
 Qualified leads
 Rebates
 Referral programs
 SPIFFs
 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?No
What specific programs do you have in place to help partners increase their services attach and/or profit?
 Technical Certification Training
 Partner Services/Solution Selling Training
 Case Studies demonstrating the value of a total solution sell
 Pay as you go purchase option
 Self-provisioning license portal
 Automated transaction process for billing/licensing and provisioning
 Partner Incentive Programs
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?Yes
Does your partner program offer demonstration units or evaluation licenses?By request only
What does this program typically charge your partners for demo units or evaluation licenses?Determined on a case by case basis
By what criteria are partner tiers for this partner program determined?
 Sales/Revenue volume
 Certifications
 Specialization
How are partner discounts determined?
 Annual revenue volumes committed/sold (higher discounts for higher revenue volumes)
 Partner Productivity Rate
What does your partner program offer to partners in an effort to help expand their businesses?
 Business transformation training
 Information to help horizontal VARs break into vertical markets (ie Healthcare)
 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
 Eligibility to sell vendor services
 Technical training
 Sales training
 Sales tools
 Vertical market case studies
 Marketing concierge services
 Solutions selling
 MDF
 Post-sales services enablement training
What types of training does your partner program offer?
 On Demand web based training/certification from any location (Self Serve)
 ILT (instructor lead training)
 Face to face training/certification
 Boot camp
 Blogs/Message boards
 Authorized training partners (distributors)
Is there a cost to partners for training and/or certification?
Basic TrainingFree for all partners
Advanced TrainingFree for all partners
High Level CertificationPartner pays a percentage - discount off full price
How often does your partner program require re-certification or renewal for partners?Re-certification/renewal not required
Are partners required to pay a fee to join at the minimum or basic level of this partner program?No 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?
 Actively transacting partner
What are this channel partner program's offerings?
 Pre-sales support
 Post-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 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
 Account management
 Portal with customizable views based on profiles
 Configuration/installation tools
 Troubleshooting tools
 A selection of marketing campaigns partners can order and have executed for them
What types of hands-on marketing support does your partner program provide?
 Access to an automated marketing platform
 whitelabeling for whitelabel parter tier
How does your partner program inform and educate your partners?
 Conducts online webinars and conferences
 Publishes regular newsletters
 Conducts regular email marketing
 Our channel account managers are responsible for educating and informing partners
 Lunch & learns
What criteria must a partner meet in order to qualify for the minimum or basic level of MDF/Co-op marketing?
 Sales volume
 Discretionary based on specific product/vertical/customer focus
 Discretionary based on specific
 Discretionary based on channel account manager approval
What does this partner program allow partners to spend MDF on?
 Channel manager-approved activities
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?None
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 partnersTop Tier Partners Only
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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