2018 Partner Program Guide Details


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Acronis, Inc


Address1 Van De Graaff Drive
Suite 301
Burlington
MA
01803
U.S. HQ phone number7817829000
Worldwide HQ AddressRheinweg 9, 8200 Schaffhausen, Switzerland
Web Site URLhttp://www.acronis.com
CEOSerguei Beloussov
Year Company Founded2003
Company SizeMidsized
North American Channel Chief
Full NamePat Hurley
TitleGM of Americas
Date began serving in this role01/2014
Channel Program Information :
Name of North American Channel ProgramAcronis Partner Program
Year this Channel Program was established2018
North American Channel Program ManagerAlan Rosa
Program Manager TitlePartner 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)Cloud hosting
Cloud tools & management
Data & information management
Disaster recovery/business continuity
Enterprise file sync and share
Hyper-converged infrastructure
OverallCloud hosting
Cloud tools & management
Data & information management
Disaster recovery/business continuity
Enterprise file sync and share
Hyper-converged infrastructure
Program Tiers:
Top Tier Name:Platinum
Tier 2 Name:gold
Tier 3 Name:authorized reseller
Which of the following best describes your company's Cloud involvement, products, and solutions?
 Our products are sold as a Cloud Service where we (the vendor) are the Service Provider (i.e. SaaS, PaaS or IaaS, HW as a service, network connectivity)
 Our products are used to enable off-premise Cloud Solutions
 Our products are used to build hybrid Private Cloud Solutions
 We have a separate partner program that supports our cloud products/services
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
 Development of training & certification programs/curriculum
 Direct deposit funds
 Discount promotions
 Field Channel account manager coverage
 Financial rewards
 Incentive program
 Inside Channel account manager coverage
 Joint marketing planning
 MDF/Co-op
 Online tools
 Partner Communication & Recruitment Materials
 Price protection plans
 Product demo program
 Qualified leads
 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 typically more than the profit your partners derive from your solution
 Technical Certification Training
 Partner Services/Solution Selling Training
 Case Studies demonstrating the value of a total solution sell
 Statistics on Best In Class Services Attach Rates
 Pay as you go purchase option
 Self-provisioning license portal
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?No
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
 Certifications
 Technical skills
 Solutions expertise
How are partner discounts determined?
 Tiered Discounts - level/tier earned in the partner program (higher discounts for higher levels/tiers)
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
 Technical training
 Sales training
 Sales tools
 Vertical market case studies
 MDF
 Leads
 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
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 top and 2nd tier only
How often does your partner program require re-certification or renewal for partners?Once every 13 to 24 months
Are partners required to meet revenue requirements in order to join the minimum or basic level of this partner program?Monthly 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?
 Valid website
 registration in Partner Portal
Does this channel partner program offer:
 Pre-sales support
 Post-sales support
 Technical support
 Local account/field reps
 Dedicated account team
How much time in advance of their customers are solution provider partners briefed on new or upgraded product launches?Less than one month before solution provider customers
Does your company's partner program portal/web site provide:
 Searchable product/pricing database
 Downloadable marketing materials
 Online training resources
 Deal Registration
 A selection of marketing campaigns partners can order and have executed for them
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
 Access to an automated marketing platform
 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
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 channel account manager approval
 Tier-based
What does this partner program allow partners to spend MDF on?
 Appointment setting
 Print advertising
 Digital advertising
 Sales Training
 Technical training/certification
 Sales head count
 Technical head count
 Marketing head count
 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.
 Direct Mail
 Syndication
 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?1-10%
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 partnersNot Offered
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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