2017 Partner Program Guide Details


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Asigra Inc.
Asigra Hybrid Partner Program


Address1120 Finch Avenue West Suite 400
Toronto, ON
M3J 3H7
URLhttp://www.asigra.com
US Headquarters Phone1-877-736-9901
CEODavid Farajun
Year Company Founded1986
Fiscal Year EndsDecember
Worldwide Channel ChiefEran Farajun, Executive Vice President
Began Serving In This Role01/1996
North American Channel Chief Eran Farajun, Executive Vice President
Began Serving In This Role01/1996
Company SizeSmall
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
Data and Information Management
Disaster Recovery/Business Continuity
As-A-Service Utility ModelCloud Tools and Management
Data and Information Management
Disaster Recovery/Business Continuity
Combination/Hybrid ModelCloud Tools and Management
Data and Information Management
Disaster Recovery/Business Continuity
Program and Tier Information
Year Channel Program Was Established 2009
North American Channel Program ManagerMichael Stephens, VIce President, Marketing
Program Manager Emailmichael.stephens@asigra.com
North American Partners450
New North American Partners60
Top TierHybrid Partner Program
North American Partners450
Worldwide Partners200
Cloud Involvement, Products, And Solutions
 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?No
Does your partner program compensate partners for deals registered by one partner but closed by another?No
How does this channel program motivate/support its resellers?
 Awards for innovation
 Awards for sales
 Discount promotions
 Financial rewards
 Incentive program
 Inside Channel account manager coverage
 Joint marketing planning
 Low-interest financing
 Loyalty programs
 Marketing resources
 MDF/Co-op
 Online tools
 Qualified leads
 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?
 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
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?More than 75% off list
By what criteria are partner tiers for this partner program determined?
 Partner program does not have multiple tiers
How are partner discounts determined?
 Certifications
 Deal Registrations
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
 Technical training
 Sales tools
 Vertical market case studies
 Tools to identify selling opportunities
 Marketing concierge services
 Solutions selling
 MDF
 Post-sales services enablement training
 Leads
 Virtual Instructor 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
Is there a cost to partners for training and/or certification?
Basic TrainingPartner pays full price
Advanced TrainingPartner pays full price
High Level CertificationPartner 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?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?
 Signed Partner Agreement
What are this channel partner program's offerings?
 Pre-sales support
 Post-sales support
 Technical support
 Dedicated account team
How much time in advance of their customers are solution provider partners briefed on new or upgraded product launches?Less than one month before solution provider customers
What does your company's partner program portal/web site provide?
 Downloadable marketing materials
 Online training resources
 Ability for partners to syndicate your content to their website
 Deal Registration
 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?
 One to one marketing planning with internal partner marketing managers
How does your partner program inform and educate your partners?
 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
What criteria must a partner meet in order to qualify for the minimum or basic level of MDF/Co-op marketing?
 Sales volume
What does this partner program allow partners to spend MDF on?
 Print advertising
 Digital advertising
 SEO
 Sales Training
 Technical training/certification
 Customer seminars/road shows
 Online webinars
 Demo equipment
 Market research
 Events: industry conferences, workshops, etc.
 Telemarketing/Outbound sales calling
 Newsletters
 Email marketing
 Content development (case studies, socialcontent, blogs, solution briefs, etc.
 Direct Mail
 Website development and management
 Social media enablement
 Syndication
 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?No
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 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?No

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