2018 Partner Program Guide Details


Printer-friendly version Email this CRN article

Attivo Networks


Address46601 Fremont Blvd.
Fremont
CA
94538
U.S. HQ phone number510-623-1000
Web Site URLhttps://attivonetworks.com
CEOTushar Kothari
Year Company Founded2011
Company SizeSmall
Worldwide Channel Chief
Full NameTushar Kothari
TitleCEO
Date began serving in this role01/2016
North American Channel Chief
Full NameTushar Kothari
TitleCEO
Date began serving in this role01/2016
Channel Program Information :
Name of North American Channel ProgramAttivo Networks Partner Program
Year this Channel Program was established2016
North American Channel Program ManagerHelena Kuly
Program Manager TitleSr. Integration & Industries Partner Marketing Manager
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)Security - network security appliances & software
Security - endpoint protection
As-a-service utility model (for either managed or cloud service delivery)Security - network security appliances & software
Security - endpoint protection
Combination/hybrid model (partner product resell and deploy in an as-a-service model)Security - network security appliances & software
Security - endpoint protection
OverallSecurity - network security appliances & software
Security - endpoint protection
Program Tiers:
Top Tier Name:Attivo Networks 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 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?
 Automation systems & partner portal development
 Development of training & certification programs/curriculum
 Discount promotions
 Eligibility to sell vendor services
 Field Channel account manager coverage
 Financial rewards
 Incentive program
 Joint marketing planning
 Marketing resources
 MDF/Co-op
 Online tools
 Partner Communication & Recruitment Materials
 Price protection plans
 Product demo program
 Qualified leads
 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
 Partner Services/Solution Selling Training
 Case Studies demonstrating the value of a total solution sell
  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?51%-75% off list
By what criteria are partner tiers for this partner program determined?
 Partner program does not have multiple tiers
How are partner discounts determined?
 Business Model (i.e. Distribution-VAR resale discount differs from DMR resale discount, etc.)
 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
 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
 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
 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 top partner tier only
High Level CertificationDo not offer training/certification to partners
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?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
 Marketing plan
 Territory coverage
 Revenue commitment
 Reseller certificate
 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
 Clearly defined division between accounts for direct and indirect sales
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
 Online training resources
 Deal Registration
 CRM
 Responsive design for mobile access
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
 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
 CAMs and Marketers communicate with partners primarily through Social Media
 Partner Portal
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
 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
 Customer seminars/road shows
 Online webinars
 Events: industry conferences, workshops, etc.
 Telemarketing/Outbound sales calling
 Product catalogues
 Newsletters
 Email marketing
 Co-branded merchandise
 Content development (case studies, social
content, blogs, solution briefs, etc.
 Public relations
 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 Partners Only
Generates leads which are turned over to partnersTop Tier Partners Only
Works cooperatively with partners to drive demand directly to them through MDF and other marketing programsTop Tier Partners Only
Provides tools on portal for partners to drive their own demandTop Tier and 2nd Tier Partners Only
Do partners need to meet specific lead management criteria or training in order to receive and continue to receive leads?Yes

Unedited content provided by vendors.


Printer-friendly version Email this CRN article