2018 Partner Program Guide Details


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Acer


Address333 W. San Carlos #1500
San Jose
CA
95110
U.S. HQ phone number408-533-7700
Web Site URLhttp://www.acer.com
CEOJason Chen
Year Company Founded1976
Company SizeEnterprise
North American Channel Chief
Full NamePhilip Burger
TitleDirector, U.S. Channel
Date began serving in this role06/2015
Channel Program Information :
Name of North American Channel ProgramAcer Alliance VAR Program
Year this Channel Program was established2017
North American Channel Program ManagerSonia Vasudeva
Program Manager TitleChannel 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)Flat panel displays
Notebooks
SMB servers
Tablets
OverallFlat panel displays
Notebooks
SMB servers
Tablets
Program Tiers:
Top Tier Name:Acer Alliance VAR Program
Tier 2 Name:Acer Elite VAR Program
Tier 3 Name:Acer Authorized
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
 Do not have a partner program to support 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?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?
 Discount promotions
 Field Channel account manager coverage
 Financial rewards
 Incentive program
 Inside Channel account manager coverage
 Loyalty programs
 Marketing resources
 Online tools
 Partner Communication & Recruitment Materials
 Product demo program
 Rebates
 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
 Partner Services/Solution Selling Training
 Case Studies demonstrating the value of a total solution sell
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?25-50% 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?
 Quarterly revenue attainment
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)
 Technical training
 Sales training
 Sales tools
 Vertical market case studies
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 TrainingNot Applicable to our business
High Level CertificationNot Applicable to our business
How often does your partner program require re-certification or renewal for partners?NOT APPLICABLE
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
Does this channel partner program offer:
 Pre-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
 Portal with customizable views based on profiles
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
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 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?
 Discretionary based on channel account manager approval
What does this partner program allow partners to spend MDF on?
 Appointment setting
 Sales Training
 Customer seminars/road shows
 Events: industry conferences, workshops, etc.
 Telemarketing/Outbound sales calling
 Email marketing
 Co-branded merchandise
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 programsNot Offered
Provides tools on portal for partners to drive their own demandNot Offered
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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