2018 Partner Program Guide Details


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Atlassian


Address1098 HARRISON ST
SAN FRANCISCO
CA
94103-4521
U.S. HQ phone number415) 701-1110
Worldwide HQ AddressLevel 6, 341 George Street, Sydney, NSW 2000 Australia
Web Site URLhttp://www.atlassian.com
CEOMike Cannon-Brookes and Scott Farquhar
Year Company Founded2002
If applicable, when was your division created?2007
Company SizeMidsized
Worldwide Channel Chief
Full NameMartin Musierowicz
TitleGlobal Head of Channels
Date began serving in this role09/2014
North American Channel Chief
Full NameKo Mistry
TitleHead of Americas Channels
Date began serving in this role07/2017
Channel Program Information :
Name of North American Channel ProgramAtlassian Partner Program
Year this Channel Program was established2017
North American Channel Program ManagerAllyce Mardesich
Program Manager TitleSr. Manager, Channel 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)Collaboration software
Unified communications
Video conferencing
As-a-service utility model (for either managed or cloud service delivery)Collaboration software
Unified communications
Video conferencing
OverallCollaboration software
Unified communications
Video conferencing
Program Tiers:
Top Tier Name:Platinum
Tier 2 Name:Gold
Tier 3 Name:Silver
Tier 4 Name:Access
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 product
 Yes, depending on the partner type or tier
 Yes, depending on deal size
Does your partner program require you to communicate approval or denial of a deal registration within a certain amount of time?We offer deal registration, but do not commit to communicate to partners within a specific time frame
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?Yes
How does this channel program motivate/support its resellers?
 Automation systems & partner portal development
 Awards for innovation
 Development of training & certification programs/curriculum
 Eligibility to sell vendor services
 Field Channel account manager coverage
 Incentive program
 Inside Channel account manager coverage
 Joint marketing planning
 Marketing resources
 MDF/Co-op
 Online tools
 Partner Communication & Recruitment Materials
 Product demo program
 Qualified leads
 Referral programs
 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 more than the profit your partners derive from your solution
 Technical Certification Training
 Partner Services/Solution Selling Training
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?
 Sales/Revenue volume
 Certifications
 Technical skills
How are partner discounts determined?
 Tiered Discounts - level/tier earned in the partner program (higher discounts for higher levels/tiers)
Which of the following does your partner program offer to partners in an effort to help expand their businesses?
 Provide VARs with training and advice so that they better understand how they may incorporate Cloud Solutions into their current offerings
 Eligibility to sell vendor services
 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
 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
 Classroom based technical training that ends in certification tests (including sharing of any services-delivery IP and methodologies)
 Marketing skills training and/or certification
Is there a cost to partners for training and/or certification?
Basic TrainingFree for all partners
Advanced TrainingFree for all partners
High Level CertificationPartner pays full price
How often does your partner program require re-certification or renewal for partners?Once per year
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?
 Technical certification requirements
 Certified/accredited sales staff
 Valid website
 Signed Partner Agreement
 Marketing, and Purchasing Operations Training
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:
 Searchable product/pricing database
 Downloadable marketing materials
 Online training resources
 Database for peer partnering
 Account management
 Deal Registration
 Configuration/installation tools
 Troubleshooting tools
 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 many marketing support via internal partner marketing managers
 Access to an automated marketing platform
 MDF management and operation support
 Marketing concierge services
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 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?
 Business plan
 Discretionary based on specific product/vertical/customer focus
 Discretionary based on specific
 Discretionary based on channel account manager approval
 Partner type/business model
 Proposal-based
What does this partner program allow partners to spend MDF on?
 Print advertising
 Digital advertising
 SEO
 Customer seminars/road shows
 Online webinars
 Events: industry conferences, workshops, etc.
 Email marketing
 Co-branded merchandise
 Content development (case studies, social
content, blogs, solution briefs, etc.
 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?Yes
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 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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