2017 Partner Program Guide Details


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AireSpring
AireSpring Channel Sales Division


Address6060 Sepulveda Blvd. 2nd Floor
Van Nuys, CA
91411
Worldwide HeadquartersN/A
URLhttp://www.airespring.com
US Headquarters Phone1-888-389-2899
CEOAvi Lonstein
Year Company Founded2002
Fiscal Year EndsDecember
Worldwide Channel ChiefDaniel Lonstein, COO
Began Serving In This Role06/2002
North American Channel Chief Ron McNab, Sr. Vice President of Channel Sales
Began Serving In This Role06/2006
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
Disaster Recovery/Business Continuity
Enterprise Wireless LANs
Managed Services Software (RMM)
Network Connectivity
Security - Network Security Appliances and Software
SDN - Software Defined Networking
Unified Communications
Program and Tier Information
Year Channel Program Was Established 2002
North American Channel Program ManagerRon McNab, Sr. Vice President of Channel Sales
Program Manager Emailron.mcnab@airespring.com
North American PartnersN/A
New North American PartnersN/A
Top TierMaster Agencies
North American PartnersN/A
Worldwide PartnersN/A
Tier 2Agencies
North American PartnersN/A
Worldwide PartnersN/A
Tier 3VARs
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 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 sales
 Development of training & certification programs/curriculum
 Discount promotions
 Field Channel account manager coverage
 Financial rewards
 Incentive program
 Inside Channel account manager coverage
 Joint marketing planning
 Marketing resources
 MDF/Co-op
 Online tools
 Product demo program
 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?No
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
 Automated transaction process for billing/licensing and provisioning
 Partner Incentive Programs
 Online, real-time price quoting and proposal tool
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 top tier partners only
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?
 Joint business plan
 Sales/Revenue volume
 Solutions expertise
 Vertical market expertise
How are partner discounts determined?
 Pricing and commission level determined by Partner and Channel Manager
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
 Technical training
 Sales training
 Sales tools
 Tools to identify selling opportunities
 Solutions selling
 MDF
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 TrainingFree for all partners
High Level CertificationNot Applicable to our business
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?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?
 There are NO REQUIREMENTS to join this partner program
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
 Account management
 Portal with customizable views based on profiles
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
 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?
 Sales volume
 Business plan
 Tier-based
 Partner type/business model
 Proposal-based
What does this partner program allow partners to spend MDF on?
 Digital advertising
 Customer seminars/road shows
 Events: industry conferences, workshops, etc.
 Sales Incentive Trips
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 programsTop Tier and 2nd 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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