2017 Partner Program Guide Details


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Alfresco Software
Alfresco Global Partner Program


Address1825 South Grant Street Suite 900
San Mateo, CA
94402
URLhttp://www.alfresco.com
US Headquarters Phone+1 888 317 3395
CEODoug Dennerline
Year Company Founded2005
Division Created2005
Fiscal Year EndsFebruary
Worldwide Channel ChiefBob Crissman, Vice President Global Channel Sales
Began Serving In This Role03/2015
North American Channel Chief Bob Crissman, Vice President Global Channel Sales
Began Serving In This Role03/2015
Company SizeSmall
Indirect Revenue As A Percentage Of Total Corporate RevenueDo not wish to disclose
Products Or Service Specialties
Combination/Hybrid ModelBusiness Intelligence and Analytics
Cloud Hosting
Cloud Tools and Management
Collaboration Software
Data and Information Management
Digital Signage
Enterprise External Storage Hardware
Enterprise File Sync and Share
Managed Services Software (RMM)
Office Productivity Software
Platforms as a Service (PaaS)
Security - Application and Code
Security - Data Loss Prevention
Security - Network Security Appliances and Software
Security - Endpoint Protection
Security - Identity and Access Management
SMB External Storage Hardware
Unified Communications
Program and Tier Information
Year Channel Program Was Established 2016
North American Channel Program ManagerDevin Schiffman, Director, Global Channel Programs
Program Manager Emaildevin.schiffman@alfresco.com
North American Partners81
New North American PartnersN/A
Top TierStrategic
North American PartnersN/A
Worldwide Partners36
Tier 2Premier
North American PartnersN/A
Worldwide Partners87
Tier 3Authorized
North American PartnersN/A
Worldwide Partners36
Tier 4Referral
North American PartnersN/A
Worldwide Partners8
Tier 5Technology
North American PartnersN/A
Worldwide Partners9
Tier 6OEM
North American PartnersN/A
Worldwide Partners18
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, depending on the partner type or tier
Does your partner program require you to communicate approval or denial of a deal registration within a certain amount of time?Yes within 72 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
 Awards for innovation
 Awards for sales
 Development of training & certification programs/curriculum
 Discount promotions
 Eligibility to sell vendor services
 Field Channel account manager coverage
 Financial rewards
 Incentive program
 Inside Channel account manager coverage
 Joint marketing planning
 Points based reward programs
 Marketing resources
 MDF/Co-op
 Online tools
 Partner Communication & Recruitment Materials
 Price protection plans
 Product demo program
 Qualified leads
 Referral programs
 SPIFFs
 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
 Case Studies demonstrating the value of a total solution sell
 Statistics on Best In Class Services Attach Rates
 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?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?
 Joint business plan
 Sales/Revenue volume
 Certifications
 Technical skills
 Solutions expertise
 Vertical market expertise
 Specialization
How are partner discounts determined?
 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.)
 Partner Productivity Rate
 Case by Case Determination
 Growth rate attainment level
 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
 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
 Marketing concierge services
 New hire assistance
 Solutions selling
 MDF
 Post-sales services enablement training
 Leads
 Referrals
 Joint marketing planning
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 top and 2nd tier only
Advanced TrainingFree for top and 2nd tier only
High Level CertificationFree for top and 2nd tier only
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?
 Certified/accredited sales staff
 Executive sponsorship by vendor senior management
 Business planning requirements
 Marketing plan
 Territory coverage
 Sales Volume
 Revenue commitment
 Reseller certificate
 Valid website
 Actively transacting partner
 Technology specialization
 Signed Partner Agreement
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
 Ability for partners to syndicate your content to their website
 Managed services community
 Deal Registration
 Configuration/installation tools
 Troubleshooting tools
 A selection of marketing campaigns partners can order and have executed for them
 Responsive design for mobile access
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
 Hosts a sales conference for direct sales and partners together
 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
 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
 Number of certified engineers
 Business plan
 Discretionary based on specific product/vertical/customer focus
 Discretionary based on specific
 Discretionary based on channel account manager approval
 Tier-based
 Partner type/business model
 Proposal-based
What does this partner program allow partners to spend MDF on?
 Appointment setting
 Print advertising
 Digital advertising
 Sales Training
 Technical training/certification
 Customer seminars/road shows
 Online webinars
 Market research
 Events: industry conferences, workshops, etc.
 Telemarketing/Outbound sales calling
 Product catalogues
 Newsletters
 Email marketing
 Co-branded merchandise
 Content development (case studies, socialcontent, blogs, solution briefs, etc.
 Direct Mail
 Public relations
 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?Yes
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 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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