2018 Partner Program Guide Details


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Aruba, a Hewlett Packard Enterprise company


Address3333 Scott Blvd
Santa Clara
CA
95054
U.S. HQ phone number1 408 227 4500
Web Site URLhttp://www.arubanetworks.com
CEOAntonio Neri
Year Company Founded2002
If applicable, when was your division created?2016
Company SizeEnterprise
Worldwide Channel Chief
Full NameDonna Grothjan
TitleVice President of World Wide Channels
Date began serving in this role01/2016
North American Channel Chief
Full NameJim Harold
TitleVice President, North American Channels
Date began serving in this role01/2012
Channel Program Information :
Name of North American Channel ProgramPartner Ready for Networking
Year this Channel Program was established2016
North American Channel Program ManagerLes Bodnar
Program Manager TitleDIRECTOR, NORTH AMERICA CHANNEL OPERATIONS & PROGRAMS
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
Enterprise networking infrastructure
Enterprise wireless LANs
Network connectivity
Security - network security appliances & software
Security - endpoint protection
Security - identity & access management
SDN
SMB networking hardware
Systems management/network management
WAN optimization/WAN acceleration
Combination/hybrid model (partner product resell and deploy in an as-a-service model)Cloud tools & management
OverallCloud tools & management
Enterprise networking infrastructure
Enterprise wireless LANs
Network connectivity
Security - network security appliances & software
Security - endpoint protection
Security - Identity & access management
SDN
SMB networking hardware
Systems management/network management
WAN optimization/WAN acceleration
Program Tiers:
Top Tier Name:Platinum
Tier 2 Name:Service Provider
Tier 3 Name:Gold
Tier 4 Name:Silver
Tier 5 Name:Business
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 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?No
How does this channel program motivate/support its resellers?
 Awards for innovation
 Awards for sales
 Development of training & certification programs/curriculum
 Direct deposit funds
 Discount promotions
 Eligibility to sell vendor services
 Field Channel account manager coverage
 Financial rewards
 Incentive program
 Inside Channel account manager coverage
 Joint marketing planning
 Low-interest financing
 Loyalty programs
 Points based reward programs
 Marketing resources
 MDF/Co-op
 Online tools
 Partner Communication & Recruitment Materials
 Price protection plans
 Product demo program
 Qualified leads
 Rebates
 Referral programs
 SPIFFs
 Sales enablement
 Tiered discounts
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
 Technical Certification Training
 Partner Services/Solution Selling Training
 Case Studies demonstrating the value of a total solution sell
 Statistics on Best In Class Services Attach Rates
 Pay as you go purchase option
 Self-provisioning license 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
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?
 Joint business plan
 Sales/Revenue volume
 Certifications
 Technical skills
 Solutions expertise
 Vertical market expertise
 Specialization
How are partner discounts determined?
 Tiered Discounts - level/tier earned in the partner program (higher discounts for higher levels/tiers)
 Certifications
 Deal Registrations
Which of the following 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?
 Self-paced sales on-line training
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
Testing out to exhibit existing technical skills acquired without requiring completion of the curriculum
 Certification fast-path curriculum and/or exams targeted at another vendor's complementary or competitive certified individual that with nominal amounts of your curriculum could prepare the individual to pass your certification exam
Is there a cost to partners for training and/or certification?
Basic TrainingFree for all partners
Advanced TrainingPartner pays a percentage - discount off full price
High Level CertificationPartner pays a percentage - discount off full price
How often does your partner program require re-certification or renewal for partners?Once every 25 to 60 months
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?
 Signed Partner Agreement
Does this channel partner program offer:
 Pre-sales 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:
 Searchable product/pricing database
 Downloadable marketing materials
 Online training resources
 Portal with customizable views based on profiles
 Ability for partners to syndicate your content to their website
 Deal Registration
 Configuration/installation tools
 Troubleshooting tools
 Partner performance and profitability calculator
 Responsive design for mobile access
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
 Access to an automated marketing platform
 MDF management and operation support
How does your partner program inform and educate your partners? Does your partner program provide any of the following:
 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
 CAMs and Marketers communicate with partners primarily through Social Media
Which of the following criteria must a partner meet in order to qualify for the minimum or basic level of MDF/Co-op marketing?
 Business plan
 Discretionary based on specific product/vertical/customer focus
 Discretionary based on specific
 Discretionary based on channel account manager approval
What does this partner program allow partners to spend MDF on?
 Appointment setting
 Print advertising
 Digital advertising
 SEO
 Sales Training
 Technical training/certification
 Sales head count
 Technical head count
 Customer seminars/road shows
 Online webinars
 Demo equipment
 Telemarketing/Outbound sales calling
 Newsletters
 Email marketing
 Co-branded merchandise
 Content development (case studies, social
content, 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?No
What percentage of your MDF/Co-op goes unspent on a quarterly basis?1-10%
How does your partnerprogram support its channel partners with leads?
Generates leads and initiates sales, which are turned over to partnersTop tier, 2nd and 3rd tier only
Generates leads which are turned over to partners2nd & 3rd Tier Partners Only
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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