2018 Partner Program Guide Details


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Arctic Wolf Networks


Address111 West Evelyn Ave
Suite 115
Sunnyvale
CA
94086
U.S. HQ phone number1.888.272.8429
Web Site URLhttp://www.arcticwolf.com
CEOBrian NeSmith
Year Company Founded2012
Company SizeEmerging
Worldwide Channel Chief
Full NameWill Briggs
TitleDirector, Channel Sales
Date began serving in this role08/2016
North American Channel Chief
Full NameWill Briggs
TitleDirector, Channel Sales
Date began serving in this role08/2016
Channel Program Information :
Name of North American Channel ProgramApex Partner Program
Year this Channel Program was established2016
North American Channel Program ManagerWill Briggs
Program Manager TitleDirector, Channel Sales
Please indicate the products and services in which your company specializes and the sales models that apply:
As-a-service utility model (for either managed or cloud service delivery)Security - network security appliances & software
Combination/hybrid model (partner product resell and deploy in an as-a-service model)Security - network security appliances & software
OverallSecurity - network security appliances & software
Program Tiers:
Top Tier Name:Apex 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 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?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
 Field Channel account manager coverage
 Financial rewards
 Incentive program
 Inside Channel account manager coverage
 Joint marketing planning
 Marketing resources
 MDF/Co-op
 Partner Communication & Recruitment Materials
 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 about the same as 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?Not Applicable to our business model
By what criteria are partner tiers for this partner program determined?
 Partner program does not have multiple tiers
How are partner discounts determined?
 Deal Registrations
Which of the following does your partner program offer to partners in an effort to help expand their businesses?
 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 training
 Sales tools
 Vertical market case studies
 Tools to identify selling opportunities
 Leads
 Referrals
 Joint marketing planning
What types of training does your partner program offer?
Hands-on sales training, including whiteboarding instruction
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 meet revenue requirements in order to join the minimum or basic level of this partner program?Annual revenue commitment
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?
 Business planning requirements
 Territory coverage
 Valid website
 Signed Partner Agreement
Does this channel partner program offer:
 Pre-sales support
 Post-sales support
 Post-sales support
 Technical support
 Local account/field reps
 Escalation procedures for rules of engagement
 Dedicated account team
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
 Campaign in a Box
Which of the following types of hands-on marketing support does your partner program provide?
 One to many marketing support via 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
 Publishes regular newsletters
 Conducts regular email marketing
 Conducts regular meetings with individual partners
 Our channel account managers are responsible for educating and informing 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?
 Discretionary based on specific
 Discretionary based on channel account manager approval
What does this partner program allow partners to spend MDF on?
 Customer seminars/road shows
 Events: industry conferences, workshops, etc.
 Activities that generate leads
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 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?No

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