2018 Partner Program Guide Details


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AVANT


Address2 N. Riverside Plaza
Suite 2450
Chicago
IL
60606
U.S. HQ phone number877-312-2826
Worldwide HQ Address2 N. Riverside Plaza, Suite 2450
Web Site URLhttp://goavant.net
CEOIan Kieninger
Year Company Founded2009
Company SizeMidsized
North American Channel Chief
Full NameIan Kieninger
TitleCEO
Date began serving in this role04/2009
Channel Program Information :
Name of North American Channel ProgramAVANT
Year this Channel Program was established2009
North American Channel Program ManagerHoward Huerta
Program Manager TitleVP Of Channel Sales Enablement
Please indicate the products and services in which your company specializes and the sales models that apply:
As-a-service utility model (for either managed or cloud service delivery)Business intelligence and analytics
Cloud hosting
Cloud tools & management
Collaboration software
Converged infrastructure
Data & information management
Disaster recovery/business continuity
Enterprise data center servers
Enterprise networking infrastructure
Hyper-converged infrastructure
IaaS
Network connectivity
PaaS
Security - application and code
Security - data loss prevention
Security - network security appliances & software
Security - endpoint protection
Security - identity & access management
SDDC
SDN
SDS
Unified communications
Video conferencing
Virtualization- desktop
Virtualization- networking/server/storage
WAN optimization/WAN acceleration
Combination/hybrid model (partner product resell and deploy in an as-a-service model)Cloud hosting
Collaboration software
Disaster recovery/business continuity
Enterprise networking infrastructure
Hyper-converged infrastructure
Video conferencing
OverallBusiness intelligence and analytics
Cloud hosting
Cloud tools & management
Collaboration software
Converged infrastructure
Data & information management
Disaster recovery/business continuity
Enterprise data center servers
Enterprise networking infrastructure
Hyper-converged infrastructure
IaaS
Network connectivity
PaaS
Security - application & code
Security - data loss prevention
Security - network security appliances & software
Security - endpoint protection
Security - Identity & access management
SDDC
SDN
SDS
Unified communications
Video conferencing
Virtualization - desktop
Virtualization - networking/server/storage
WAN optimization/WAN acceleration
Program Tiers:
Top Tier Name:Platinum Partners
Which of the following best describes your company's Cloud involvement, products, and solutions?
 Our company does not have any Cloud Offerings / Not Applicable
 Our company does not have any Cloud Offerings / Not Applicable
Does your partner program offer extra points of margin/discount/rebatesfor registered deals?
 We do not offer deal registration
Does your partner program require you to communicate approval or denial of a deal registration within a certain amount of time?We do not offer deal registration
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?
 Awards for sales
 Development of training & certification programs/curriculum
 Eligibility to sell vendor services
 Field Channel account manager coverage
 Financial rewards
 Incentive program
 Inside Channel account manager coverage
 Joint marketing planning
 Loyalty programs
 Points based reward programs
 Marketing resources
 MDF/Co-op
 Online tools
 Partner Communication & Recruitment Materials
 Qualified leads
 Referral programs
 SPIFFs
 Sales enablement
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?No
 Technical Certification Training
 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?Not Applicable
What does this program typically charge your partners for demo units or evaluation licenses?Not Applicable to our business model
By what criteria are partner tiers for this partner program determined?
 Joint business plan
 Sales/Revenue volume
How are partner discounts determined?
 Annual revenue volumes committed/sold (higher discounts for higher revenue volumes)
 Case by Case Determination
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
Business Model Transformation (BMT) training
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 TrainingFree for top partner tier only
High Level CertificationFree for top partner tier only
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?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
 Sales Volume
 Revenue commitment
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
 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
 Database for peer partnering
 Portal with customizable views based on profiles
 Deal Registration
 Partner performance and profitability calculator
 CRM
 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
 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:
 Hosts a conference specifically for partners
 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?
 Sales volume
 Business plan
What does this partner program allow partners to spend MDF on?
 Sales Training
 Technical training/certification
 Customer seminars/road shows
 Online webinars
 Events: industry conferences, workshops, etc.
 Newsletters
 Email marketing
 Co-branded merchandise
 Content development (case studies, social
content, blogs, solution briefs, etc.
 Public relations
 Social media enablement
 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?NOT APPLICABLE
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 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

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