2018 Partner Program Guide Details


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Accelerite


Address2055 Laurelwood Road
Santa Clara
CA
95054
U.S. HQ phone number855-464-4247
Web Site URLhttps://accelerite.com/
CEONara Rajagopalan
Year Company Founded2014
Company SizeEmerging
Worldwide Channel Chief
Full NameJohn Herr
TitleDirector Global Channel
Date began serving in this role04/2016
North American Channel Chief
Full NameJohn Herr
TitleDirector Global Channel
Date began serving in this role04/2016
Channel Program Information :
Name of North American Channel ProgramAccelerite Partner Program
Year this Channel Program was established2016
North American Channel Program ManagerJohn Herr
Program Manager TitleDirector Global Channel
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)Business intelligence and analytics
Cloud tools & management
Converged infrastructure
Enterprise data center servers
IaaS
Security - endpoint protection
SDDC
Virtualization- networking/server/storage
OverallBusiness intelligence and analytics
Cloud tools & management
Converged infrastructure
Enterprise data center servers
IaaS
Security - endpoint protection
SDDC
Virtualization - networking/server/storage
Program Tiers:
Top Tier Name:Premier
Tier 2 Name:Authorized
Tier 3 Name:Associate
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?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
 Awards for sales
 Development of training & certification programs/curriculum
 Discount promotions
 Eligibility to sell vendor services
 Field Channel account manager coverage
 Financial rewards
 Incentive program
 Inside Channel account manager coverage
 Joint marketing planning
 Points based reward programs
 Marketing resources
 MDF/Co-op
 Partner Communication & Recruitment Materials
 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?Free
By what criteria are partner tiers for this partner program determined?
 Joint business plan
 Sales/Revenue volume
 Technical skills
 Solutions expertise
How are partner discounts determined?
 Annual revenue volumes committed/sold (higher discounts for higher revenue volumes)
 Tiered Discounts - level/tier earned in the partner program (higher discounts for higher levels/tiers)
 Business Model (i.e. Distribution-VAR resale discount differs from DMR resale discount, etc.)
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
 Eligibility to sell vendor services
 Technical training
 Sales training
 Sales tools
 Vertical market case studies
 Tools to identify selling opportunities
 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
 Virtual technical labs
 Hands-on technical labs
Business Model Transformation (BMT) training
Is there a cost to partners for training and/or certification?
Basic TrainingFree for top, 2nd and 3rd tier only
Advanced TrainingFree for top and 2nd tier only
High Level CertificationFree for top partner tier only
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?
 Business planning requirements
 Marketing plan
 Valid website
 Actively transacting partner
 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
How much time in advance of their customers are solution provider partners briefed on new or upgraded product launches?4 months to less than 7 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
 Account management
 Portal with customizable views based on profiles
 Ability for partners to syndicate your content to their website
 Deal Registration
 Configuration/installation tools
 Troubleshooting tools
 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
 Hosts a sales conference for direct sales and partners together
 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
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
 Discretionary based on specific product/vertical/customer focus
 Discretionary based on specific
 Discretionary based on channel account manager approval
 Tier-based
 Proposal-based
What does this partner program allow partners to spend MDF on?
 No restrictions, based on mutual discussion and approval.
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?10-25%
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 and 2nd Tier Partners Only
Works cooperatively with partners to drive demand directly to them through MDF and other marketing programsTop tier, 2nd and 3rd tier 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?Yes

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