2018 Partner Program Guide Details


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Archive360


AddressOne Liberty Plaza
165 Broadway
New York
NY
10006
U.S. HQ phone number(212) 731-2438
Web Site URLhttp://www.archive360.com
CEORobert DeSteno
Year Company Founded2011
Company SizeSmall
Worldwide Channel Chief
Full NameMary Maurer
TitleDirector of Business Development
Date began serving in this role01/2016
North American Channel Chief
Full NameMary Maurer
TitleDirector of Business Development
Date began serving in this role01/2016
Channel Program Information :
Name of North American Channel ProgramArchive360 Accelerate Partner Program
Year this Channel Program was established2011
North American Channel Program ManagerMary Maurer
Program Manager TitleDirector of Business Development
Please indicate the products and services in which your company specializes and the sales models that apply:
One-time product purchase and resell (either hardware or software)Cloud tools & management
Combination/hybrid model (partner product resell and deploy in an as-a-service model)Data & information management
OverallCloud tools & management
Data & information management
Program Tiers:
Top Tier Name:Archive360 Partner Program
Which of the following best describes your company's 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
What, if any, specific programs do you have in place to help partners increase their services attach and/or profit?
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 profit your partners derive from your solution
 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
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
Which of the following does your partner program offer to partners in an effort to help expand their businesses?
 Sales tools
 Post-sales services enablement training
 Leads
 Joint marketing planning
What types of training does your partner program offer?
Hands-on sales training, including whiteboarding instruction
 Virtual instructor-led training
 Classroom based technical training that ends in certification tests (including sharing of any services-delivery IP and methodologies)
 Virtual technical labs
 Hands-on technical labs
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 meet revenue requirements in order to join the minimum or basic level of this partner program?No revenue commitment necessary
Please indicate which of the following requirements must be met in order for a partner to join the minimum tier or basic level of this partner program?
 Actively transacting partner
 Signed Partner Agreement
Does this channel partner program offer:
 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
Does your company's partner program portal/web site provide:
 Downloadable marketing materials
 Deal Registration
 Configuration/installation tools
Which of the following 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? Does your partner program provide any of the following:
 Conducts online webinars and conferences
 Conducts regular meetings with individual partners
Which of the following 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 partnerprogram 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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