2018 Partner Program Guide Details


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Asigra


Address1120 Finch Avenue
Suite 400
Toronto
ON
M3J 3H7
U.S. HQ phone number877-736-9901
Web Site URLhttp://www.asigra.com
CEODavid Farajun
Year Company Founded1986
If applicable, when was your division created?1986
Company SizeSmall
Worldwide Channel Chief
Full NameEran Farajun
TitleExecutive Vice President
Date began serving in this role01/1996
North American Channel Chief
Full NameEran Farajun
TitleExecutive Vice President
Date began serving in this role01/1996
Channel Program Information :
Name of North American Channel ProgramAsigra Hybrid Partner Program
Year this Channel Program was established2009
North American Channel Program ManagerEran Farajun
Program Manager TitleExecutive Vice President
Please indicate the products and services in which your company specializes and the sales models that apply:
Combination/hybrid model (partner product resell and deploy in an as-a-service model)Disaster recovery/business continuity
OverallDisaster recovery/business continuity
Program Tiers:
Top Tier Name:Asigra Hybrid Partner Program
Which of the following best describes your company's 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, 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?No
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?
 Automation systems & partner portal development
 Awards for innovation
 Awards for sales
 Development of training & certification programs/curriculum
 Discount promotions
 Financial rewards
 Incentive program
 Inside Channel account manager coverage
 Joint marketing planning
 Low-interest financing
 Loyalty programs
 Price protection plans
 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 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
 Pay as you go purchase option
 Self-provisioning license portal
 Automated transaction process for billing/licensing and provisioning
  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
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?
 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
 Technical training
 Sales training
 Sales tools
 Vertical market case studies
 Tools to identify selling opportunities
 Marketing concierge services
 Solutions selling
 MDF
 Post-sales services enablement training
 Referrals
 Joint marketing planning
What types of training does your partner program offer?
 Self-paced sales on-line training
 Virtual instructor-led training
 Classroom based technical training that ends in certification tests (including sharing of any services-delivery IP and methodologies)
 Hands-on technical labs
Is there a cost to partners for training and/or certification?
Basic TrainingPartner pays full price
Advanced TrainingPartner pays full price
High Level CertificationPartner pays 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
 Post-sales support
 Technical support
 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
 Ability for partners to syndicate your content to their website
 Deal Registration
 Partner performance and profitability calculator
 A selection of marketing campaigns partners can order and have executed for them
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
 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
 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?
 Number of certified engineers
What does this partner program allow partners to spend MDF on?
 Appointment setting
 Print advertising
 Digital advertising
 SEO
 Sales Training
 Technical training/certification
 Customer seminars/road shows
 Online webinars
 Demo equipment
 Market research
 Events: industry conferences, workshops, etc.
 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?10-25%
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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