2018 Partner Program Guide Details


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A10 Networks


Address3 West Plumeria Drive
San Jose
CA
95134
U.S. HQ phone number1-888-A10-6363
Web Site URLhttp://www.a10networks.com
CEOLee Chen
Year Company Founded2004
Company SizeMidsized
North American Channel Chief
Full NameJoe Clark
TitleSr. Director, Channel Sales, North America
Date began serving in this role04/2013
Channel Program Information :
Name of North American Channel ProgramA10 Affinity Partner Program
Year this Channel Program was established2014
North American Channel Program ManagerMaria Jacobson
Program Manager TitleSr. Director, Global Partner 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)Business intelligence and analytics
Disaster recovery/business continuity
Enterprise networking infrastructure
IaaS
Security - data loss prevention
Security - network security appliances & software
Security - identity & access management
SDDC
Systems management/network management
Virtualization- networking/server/storage
As-a-service utility model (for either managed or cloud service delivery)Business intelligence and analytics
Cloud hosting
Cloud tools & management
Enterprise networking infrastructure
IaaS
Security - data loss prevention
Security - network security appliances & software
Security - identity & access management
SDDC
Systems management/network management
Combination/hybrid model (partner product resell and deploy in an as-a-service model)Converged infrastructure
Enterprise networking infrastructure
Hyper-converged infrastructure
Security - network security appliances & software
SDDC
OverallBusiness intelligence and analytics
Cloud hosting
Cloud tools & management
Converged infrastructure
Disaster recovery/business continuity
Enterprise networking infrastructure
Hyper-converged infrastructure
IaaS
Security - data loss prevention
Security - network security appliances & software
Security - Identity & access management
SDDC
Systems management/network management
Virtualization - networking/server/storage
Program Tiers:
Top Tier Name:Platinum
Tier 2 Name:Gold
Tier 3 Name:Bronze
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, 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?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?
 Automation systems & partner portal development
 Development of training & certification programs/curriculum
 Eligibility to sell vendor services
 Field Channel account manager coverage
 Incentive program
 Joint marketing planning
 Marketing resources
 MDF/Co-op
 Online tools
 Partner Communication & Recruitment Materials
 Product demo program
 Qualified leads
 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 typically less than the profit your partners derive from your solution
 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?51%-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
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)
 Deal Registrations
 Accreditations for Sales and Presales Specialists
Which of the following does your partner program offer to partners in an effort to help expand their businesses?
 Technical training
 Sales tools
 Vertical market case studies
 Tools to identify selling opportunities
 Post-sales services enablement training
 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
 Hands-on technical labs
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?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?
 Certified/accredited sales staff
 Reseller certificate
 Valid website
 Signed Partner Agreement
Does this channel partner program offer:
 Pre-sales support
 Technical support
 Local account/field reps
 Dedicated account team
How much time in advance of their customers are solution provider partners briefed on new or upgraded product launches?Less than one month before solution provider customers
Does your company's partner program portal/web site provide:
 Downloadable marketing materials
 Online training resources
 Account management
 Deal Registration
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
 One to many marketing support via internal partner marketing managers
 MDF management and operation support
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 channel account manager approval
 Proposal-based
What does this partner program allow partners to spend MDF on?
 Appointment setting
 Digital advertising
 SEO
 Sales Training
 Technical training/certification
 Customer seminars/road shows
 Online webinars
 Events: industry conferences, workshops, etc.
 Telemarketing/Outbound sales calling
 Email marketing
 Direct Mail
 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 partnersTop Tier and 2nd Tier Partners Only
Generates leads which are turned over to partnersTop Tier and 2nd Tier Partners Only
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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