2018 Partner Program Guide Details


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ACC Business


Address400 West Ave
Rochester
NY
14611
U.S. HQ phone number800-351-7221
Worldwide HQ Address208 S Akard, Dallas, TX 75202
Web Site URLhttp://www.accbusiness.com
CEOJohn Donovan
Year Company Founded1885
If applicable, when was your division created?1999
Company SizeEnterprise
Worldwide Channel Chief
Full NameZee Hussain
TitleChannel Chief - AT&T Partner Solutions
Date began serving in this role10/2017
North American Channel Chief
Full NameJ.D. Baker
TitlePresident & CEO - ACC Business
Date began serving in this role01/2001
Channel Program Information :
Name of North American Channel ProgramACC Business
Year this Channel Program was established1999
North American Channel Program ManagerJ.D. Baker
Program Manager TitlePresident & CEO - ACC Business
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)Enterprise networking infrastructure
Network connectivity
OverallEnterprise networking infrastructure
Network connectivity
Which of the following best describes your company's Cloud involvement, products, and solutions?
 Our products can be incorporated into Cloud Solutions, but at this time we do not focus on building/supporting Cloud Solutions and Services
 We are launching a Cloud Products and Services program within the next 12 months
Does your partner program offer extra points of margin/discount/rebatesfor registered deals?
 Deal registration NOT APPLICABLE to our business
Does your partner program require you to communicate approval or denial of a deal registration within a certain amount of time?Deal registration NOT APPLICABLE for our products/services
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
 Awards for innovation
 Awards for sales
 Development of training & certification programs/curriculum
 Direct deposit funds
 Field Channel account manager coverage
 Financial rewards
 Incentive program
 Joint marketing planning
 Online tools
 Price protection plans
 SPIFFs
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
 Case Studies demonstrating the value of a total solution sell
 Statistics on Best In Class Services Attach Rates
  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?Not Applicable to our business model
By what criteria are partner tiers for this partner program determined?
 Sales/Revenue volume
How are partner discounts determined?
 NOT APPLICABLE
Which of the following does your partner program offer to partners in an effort to help expand their businesses?
 Technical training
 Vertical market case studies
 Joint marketing planning
What types of training does your partner program offer?
Hands-on sales training, including whiteboarding instruction
Is there a cost to partners for training and/or certification?
Basic TrainingFree for all partners
Advanced TrainingFree for all partners
High Level CertificationFree for all partners
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?
 Signed Partner Agreement
Does this channel partner program offer:
 Pre-sales support
 Post-sales support
 Post-sales support
 Technical support
 Escalation procedures for rules of engagement
 Dedicated account team
 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:
 Searchable product/pricing database
 Downloadable marketing materials
 Online training resources
 Configuration/installation tools
Which of the following types of hands-on marketing support does your partner program provide?
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
 Hosts a sales conference for direct sales and partners together
 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?
 Program DOES NOT OFFER MDF/Co-op marketing
What does this partner program allow partners to spend MDF on?
 Program does not offer MDF/Co-op marketing
Does your partner program have Partner Marketing Managers assigned to partners that qualify for MDF to plan and execute demand generation campaigns?NOT APPLICABLE
What percentage of your MDF/Co-op goes unspent on a quarterly basis?Program DOES NOT OFFER MDF/Co-op marketing
How does your partnerprogram support its channel partners with leads?
Generates leads and initiates sales, which are turned over to partnersNot Offered
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 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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