2017 Partner Program Guide Details


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Archive360
Archive360 Accelerate Partner Program


AddressOne Liberty Plaza 165 Briadway
New York, NY
10006
URLhttp://www.archive360.com
US Headquarters Phone212-731-2438
CEORobert DeSteno
Year Company Founded2011
Fiscal Year EndsDecember
Worldwide Channel ChiefBob Spurzem, Director of Worldwide Field Marketing
Began Serving In This Role01/2011
North American Channel Chief Bob Spurzem, Director of Worldwide Field Marketing
Began Serving In This Role01/2011
Company SizeEmerging
Indirect Revenue As A Percentage Of Total Corporate Revenue91% to 100%
Products Or Service Specialties
One-Time Product Purchase And Resell ModelCloud Tools and Management
Combination/Hybrid ModelData and Information Management
Program and Tier Information
Year Channel Program Was Established 2011
North American Channel Program ManagerBob Spurzem, Director of Worldwide Field Marketing
Program Manager Emailbob.spurzem@archive360.com
North American Partners50
New North American Partners8
Top TierArchive360 Accelerate Partner Program
North American Partners50
Worldwide Partners70
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 products are used to build hybrid Private Cloud Solutions
 Our existing partner program supports our cloud products/services
Does your partner program offer extra points of margin/discount/rebatesfor registered deals?
 Yes, on all deals registered
Does your partner program require you to communicate approval or denial of a deal registration within a certain amount of time?Yes, in less than 24 hours
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?Yes
How does this channel program motivate/support its resellers?
 Automation systems & partner portal development
 Development of training & certification programs/curriculum
 Field Channel account manager coverage
 Financial rewards
 Incentive program
 Joint marketing planning
 Loyalty programs
 Marketing resources
 Online tools
 Qualified leads
 Referral programs
 SPIFFs
 Sales enablement
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 typically less than the cost of 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
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?For all partners
What does this program typically charge your partners for demo units or evaluation licenses?Free
By what criteria are partner tiers for this partner program determined?
 Partner program does not have multiple tiers
How are partner discounts determined?
 Case by Case Determination
What does your partner program offer to partners in an effort to help expand their businesses?
 Sales training
 Post-sales services enablement training
 Leads
 Joint marketing planning
What types of training does your partner program offer?
 Face to face training/certification
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?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
 Signed Partner Agreement
What are this channel partner program's offerings?
 Pre-sales support
 Post-sales support
 Post-sales support
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?
 Downloadable marketing materials
 Deal Registration
 Configuration/installation tools
What types of hands-on marketing support does your partner program provide?
 One to one marketing planning with internal partner marketing managers
How does your partner program inform and educate your partners?
 Conducts online webinars and conferences
 Conducts regular meetings with individual partners
What criteria must a partner meet in order to qualify for the minimum or basic level of MDF/Co-op marketing?
 Sales volume
 Partner type/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 partnersAll partners
Generates leads which are turned over to partnersAll partners
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?Yes

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