2017 Partner Program Guide Details


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SolarWinds MSP
SolarWinds MSP Channel Partner Program


Address4309 Emperor Blvd, Suite 400
Durham, NC
27703
Worldwide Headquarters7171 Southwest Parkway, Building 400, Austin, Texas 78735
URLhttp://www.solarwindsmsp.com
US Headquarters Phone+1 (919) 957 5099
CEOJohn Pagliuca, General Manager
Year Company Founded1999
Division Created2016
Fiscal Year EndsDecember
Worldwide Channel ChiefMike Cullen, Vice President, Sales & Customer Retention
Began Serving In This Role06/2016
North American Channel Chief Frank Colletti, Vice President, Sales
Began Serving In This Role11/2011
North American Channel ChiefDave Sobel, Director of Community and Field Marketing
Began Serving In This Role12/2013
Company SizeMidsized
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
Data and Information Management
Disaster Recovery/Business Continuity
Managed Services (PSA/IT Automation)
Managed Services Software (RMM)
Power Protection and Management
Security - Data Loss Prevention
Security - Endpoint Protection
Systems Management/Network Management
Combination/Hybrid ModelBusiness Intelligence and Analytics
Cloud Hosting
Cloud Tools and Management
Data and Information Management
Disaster Recovery/Business Continuity
Managed Services (PSA/IT Automation)
Managed Services Software (RMM)
Power Protection and Management
Security - Data Loss Prevention
Security - Endpoint Protection
Systems Management/Network Management
Program and Tier Information
Year Channel Program Was Established 2016
North American Channel Program ManagerDavid Weeks, Senior Global Channel Sales Manager
Program Manager Emaildavid.weeks@solarwinds.com
North American PartnersN/A
New North American PartnersN/A
Top TierDistributors
North American PartnersN/A
Worldwide PartnersN/A
Tier 2MSP Elite
North American PartnersN/A
Worldwide PartnersN/A
Tier 3MSP
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?
 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?
 Awards for innovation
 Awards for sales
 Development of training & certification programs/curriculum
 Discount promotions
 Field Channel account manager coverage
 Incentive program
 Inside Channel account manager coverage
 Joint marketing planning
 Marketing resources
 MDF/Co-op
 Online tools
 Product demo program
 Qualified leads
 Referral programs
 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 typically more than the cost of 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
 conferences, road shows, dedicated partner development team, dedicated community team, partner portal
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?
 Sales/Revenue volume
 Certifications
 Technical skills
 Solutions expertise
 Vertical market expertise
 Specialization
How are partner discounts determined?
 Semi-annual revenue attainment
 Annual revenue volumes committed/sold (higher discounts for higher revenue volumes)
 Tiered Discounts - level/tier earned in the partner program (higher discounts for higher levels/tiers)
 Business Model (i.e. Distribution-VAR resale discount differs from DMR resale discount, etc.)
 price breaks offered based on volume
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
 Tools to identify selling opportunities
 Solutions selling
 MDF
 Post-sales services enablement training
 Joint marketing planning
 MSP Business Materials, e-training, Road Shows, Webinars, Events
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
 Boot camp
 Blogs/Message boards
Is there a cost to partners for training and/or certification?
Basic TrainingFree for all partners
Advanced TrainingPartner pays full price
High Level CertificationFree for all partners
How often does your partner program require re-certification or renewal for partners?Once per year
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?must be an active partner
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?
 must be actively using product*
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?
 Downloadable marketing materials
 Online training resources
 Portal with customizable views based on profiles
 Managed services community
 Configuration/installation tools
 Troubleshooting tools
 Specific tools to help with pricing and marketing, best practice info including success stories, sales training and more.
What types of hands-on marketing support does your partner program provide?
 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?
 Hosts a conference specifically for partners
 Conducts online webinars and 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?
 Discretionary based on channel account manager approval
 Partner type/business model
What does this partner program allow partners to spend MDF on?
 Appointment setting
 Digital advertising
 SEO
 Online webinars
 Events: industry conferences, workshops, etc.
 Telemarketing/Outbound sales calling
 Email marketing
 Content development (case studies, socialcontent, blogs, solution briefs, etc.
 Activities that generate leads
 Branding and thought leadership campaigns
 joint business, sales and marketing planning
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?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 programsTop Tier Partners Only
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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