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SimpliVity PartnerAdvantage Program

Program Guide | July 2014

2SimpliVity PartnerAdvantage Program GuideFor SimpliVity and PartnerAdvantage Program Internal Use Only

Welcome to PartnerAdvantage Get acquainted with SimpliVity’s global channel partner program

This is the July 1, 2014 edition of SimpliVity’s PartnerAdvantage Program Guide – your introduction to doing business with SimpliVity as a channel partner.

This guide is your primary resource for information about SimpliVity’s PartnerAdvantage program. The program structure and benefits discussed here will be enacted in January 2015. Existing SimpliVity partners will have the balance of 2014 to position themselves for the appropriate level of participation in 2015.

Navigating this GuideThe guide has 4 sections as outlined below:

Table 1: PartnerAdvantage Program Guide Navigation

Introduction to SimpliVity and the PartnerAdvantage program for global channel partners.

How to engage with SimpliVity as a channel partner and discussion of PartnerAdvantage program and partner compensation structure

Accreditation and training resources for channel partners

Selling tools, marketing opportunities, MDF program

Welcome

Engagement

Empowerment

Resources


welcome


Welcome

SimpliVity was established in late 2009 with the stated mission of simplifying IT. Since then, we have made enormous headway – passing key milestones including:

■ Launching OmniStack™ – our novel technology based on 10 patent-pending innovations that are helping us bring revolutionary simplicity to IT Infrastructure.

■ Bringing to market of OmniCube™ – the world-class, hyper-converged product that delivers OmniStack technology on x86 “atomic building blocks” for the datacenter.

■ Receiving numerous awards for innovation, including Best of VMWorld Gold; TechTarget’s Modern Infrastructure Impact Award; Storage Magazine Product of the Year, and earned a CRN 5 Star Partner rating.

■ Assembling a world-class team of over 300 technology professionals from market leading companies like EMC, Oracle, EqualLogic, IBM, and NetApp.

■ Establishing a track record of success selling, implementing and supporting our technology with a global customer base.

■ Developing effective selling relationships with world class resellers, system integrators, and strategic technology partners.

It is with this track record of success that we are confidently moving forward with formalizing our channel partner program with the launch of PartnerAdvantage.

Just as we set out to transform IT with technology that sets a new standard in simplicity, it is our intent that the PartnerAdvantage program will redefine how simple it can be to coordinate and align technology providers like SimpliVity with technology resellers like you. As such, we have built a program and supporting infrastructure that is optimized for transparency and simplicity while delivering the incentives, support, and tools you need to succeed.

We look forward to a long and profitable relationship.

Good Selling,

Doron KempelCEO, SimpliVity

20102.8 ZB202040 ZB

DISK DRIVE PERFORMANCE

The IT Industry has a Data Problem

DATA IS EXPLODINGTOTAL DIGITAL UNIVERSE

PERFORMANCE IS LAGGINGDISK CAPACITY VS. PERFORMANCE

GETTING HARDER TO MANAGE IN A VIRTUALIZED WORLDSURVEY OF TOP IT CHALLENGES

DISK DRIVE CAPACITY

Optimizing application performance

Enabling data migration and mobility

Simplifying remote office management

Ensuring data protection

Validating backup and recovery success

THE I/O GAP


SimpliVity realizes that to build a successful IT technology business, we need more than incredible technology. We need incredible partnerships with companies that bring the breadth of solutions, the implementation experience, global reach, and the trusted customer relationships necessary to be successful.

PartnerAdvantage is designed to give you the incentives, training, and tools you need to be successful selling our incredible technology.

Why Partner with SimpliVityThe reason SimpliVity has attracted attention from the top technology investors in the world is because our technology, strategy, and team represent enormous financial potential. That potential extends to our partners as well. Here are the top 10 reasons to partner with SimpliVity:

1. SimpliVity’s technology represents a revolutionary new approach to data center simplicity.

2. We are going to market exclusively through our network of world-class channel partners.

3. Our target market is growing at over 55% annually.

4. The sales cycle is comparatively short relative to other IT infrastructure.

5. Channel discounts and rebate opportunities position SimpliVity partners to make substantial margins.

6. Our rules of engagement and registration program are designed to protect your investment in penetrating new accounts.

7. We offer generous MDF programs and packaged demand generation campaigns to support your pipeline.

8. We are committed to providing direct support on your sales calls.

9. OmniCube’s scale-out architecture makes new footprint wins a source of annuity revenue streams as capacity expands.

10. We deliver the training, support, and tools to get your teams enabled and productive quickly.

IntroductionWelcome to PartnerAdvantage


Simplifying Technology PartnershipsSimpliVity designed PartnerAdvantage with a focus on being the easiest technology vendor in the world to do business with. We have streamlined the program into three basic components aligning to the philosophy of simple engagement, empowered partnership, and resourced for success.

As veterans of the technology business, we understand that our success in contingent on your success.

Simple EngagementEngage with a partner that:

Is delivering the most innovative enterprise computing technology since virtualization

Is committed to joint financial success

Is committed to a partner program and sales process designed for simplicity

Empowered PartnershipEmpower your team with:

Certification programs designed to enhance your success

Training opportunities that provide exclusive insight to cutting edge technologies

2-way communication channels with your SimpliVity counterparts

Resourced For SuccessDefine your success with:

A rich set of selling tools

Highly collaborative co-marketing opportunities

Programs, management, and executive access that will support you through the entire sales cycle

Figure 1: Organizing Principles of SimpliVity’s PartnerAdvantage Program


simpleengagement


IntroductionSimpliVity PartnerAdvantage is designed to be straightforward, rewarding greater commitment with increased margin opportunity and support. Program membership is split into 3 levels: Authorized, Gold, and Platinum as detailed below. Partners enter the program as Authorized Resellers and qualify for Gold and Platinum status as they make greater levels of commitment to SimpliVity. As partners qualify for higher tiers, SimpliVity dedicates an increased set of resources.

RequirementsThe benefits offered to higher tier members are awarded in return for a greater commitment by partners to SimpliVity. The requirements for qualifying for higher tiers include sales commitment, staff accreditation, investment in cultivating technical proficiency, and extent of planning. Figure 2 summarizes the requirements for PartnerAdvantage membership.

Annual Sales Commitment:

Gold and Platinum tier partners are subject to specific revenue commitments outlined below.

Accreditation:Chapter 4 outlines the extensive training and accreditation programs available to PartnerAdvantage members. Higher tier members are required to have more staff receive SimpliVity accreditation.

Champion: Gold and Platinum members are required to have a named Technical champion within their technical staff.

Business Plan and QBR:

Gold and Platinum members are required to develop a business plan in collaboration with their SimpliVity Regional Partner Manager (RPM). Platinum members are required to participate in a Quarterly Business Review (QBR).

Chapter 1:

Program Structure


Program Requirements Authorized Gold PlatinumRevenue N/A 500K 2000KSales Accreditation 1 1 2Pre-Sales Accreditation 1 2Deployment Accreditation 1 2Technical Champion ■ ■

Business Plan ■ ■

QBR ■

Figure 2: PartnerAdvantage Requirements

BenefitsIn return for greater commitment, SimpliVity offers members increasing benefits, resources, and margin opportunity as they advance from Authorized to Gold to Platinum. These benefits are discussed in detail in subsequent section. Figure 3 provides a summary.

Program Benefits Authorized Gold PlatinumHigh Margin Opportunity ■ ■ ■

Partner Portal ■ ■ ■

Deal Registration ■ ■ ■

Sales Training ■ ■ ■

Turnkey Marketing Solutions ■ ■ ■

Partner Program Logo ■ ■ ■

Newsletter ■ ■ ■

Service Provider Consumption Model ■ ■

Dedicated Sales Manager ■ ■

Discounts on Demo Equipment ■ ■

Pre-Sales Technical Training ■ ■

Deployment Training ■ ■

Leads Passed from SimpliVity ■ ■

Leverage SimpliVity Inside Sales ■ ■

Proposal-based MDF ■

Pre-Allocated MDF ■

Eligible for New Account Rebate ■

Premium New Account Rebates ■

Competitive Briefings ■

Advisory Council ■

Roadmap Information ■

Advanced Training Opportunities ■

Figure 3: PartnerAdvantage Benefits


IntroductionSimpliVity recognizes that selling into the modern data center requires flexibility and the ability to respond to competitive situations. While the OmniCube platform inherently delivers disruptive economics, PartnerAdvantage members have access to special pricing that ensures they can effectively compete while retaining industry-leading profit margins in any situation. We also recognize that breaking into new accounts requires additional time and expense to penetrate, educate, and close. To this end, the PartnerAdvantage program includes substantial incentives for registering deals and for generating initial wins in net new accounts.

Discount TiersMembers belonging to higher tiers of the program have increasingly better pricing. Transfer pricing for PartnerAdvantage members is based on a discount off of SimpliVity list price. These discounts were set to enable industry-standard margins when discounting at expected street level pricing.

Registration ProgramThe deal registration program is designed to ensure that a partner originating a deal has superior pricing flexibility regardless of their tier. Any partner that registers a deal and has their registration approved will qualify for a higher discount (increased margin). This deep registration discount is in place to ensure that partners of any level have appropriate incentive and competitive flexibility when they are first to bring new customer to the table. Chapter 3 outlines Rules of Engagement and the Registration process in detail.

New Logo RebateAs an additional incentive for penetrating net new accounts, the new logo rebate offers additional compensation opportunities. Partners should speak to their RPM about qualifying for the new logo rebate.

Chapter 2:

Compensation


Chapter 3:

Rules of Engagement

IntroductionIn order to promote the growth and success of our channel sales program, the PartnerAdvantage program includes Rules of Engagement (ROE) and Deal Registration procedures to enable us to manage channel conflict and provide a disciplined approach to pursuing sales opportunities with our channel partners.

PrinciplesSimpliVity PartnerAdvantage Rules of Engagement are based on the “First Come, First Served” principle: The first partner that registers a qualified sales opportunity through the PartnerAdvantage registration process will be the only reseller with which we engage the end customer.

By ”Engage”, we mean: ■ Make on-site visits, presentations and/or customer demonstrations ■ Facilitate visit(s) by SimpliVity executives ■ Facilitate pre-sales activities

This policy does not preclude other PartnerAdvantage members from bidding on and winning a given deal. However, SimpliVity will only provide these engagement services for the first reseller to register a qualified opportunity.

RegistrationThese rules of engagement are based on the principle that SimpliVity will only engage on qualified sales opportunities that have been registered following the process outlined in Chapter 2. SimpliVity will not become engaged with a reseller on the basis of a speculative or poorly-defined opportunity, or with a reseller who is not eligible to win a sales opportunity. The deal registration process is designed to deliver both pricing power to the first partner to identify the opportunity, but also to align SimpliVity resources behind a single partner.

SimpliVity’s registration program is based on the following principles:

■ Registrations are opportunity based, not customer based ■ Only one partner will have the registration for any particular opportunity ■ SimpliVity will not compete with a registered partner ■ SimpliVity will not provide pricing to an end user directly ■ Only the registered partner is eligible for additional special pricing ■ Timely turnaround for registration approval – 48 hours


Partners are NOT permitted to register deals where they are also positioning solutions from SimpliVity competitors. Once the registration has been approved, the partner should schedule a joint customer call with the SimpliVity team within 14 days. Figure 4 summarizes the Registration process.

Deal Registration

Figure 4: Deal Registration Process

Navigate to deal registration

Login to partner portal at simplivity.com/partners

Submit basic deal info (company, budget, close date, etc...)

Receive approval from SimpliVity sales ops via email

Schedule joint customer call (phone or in person) within 14 days

Navigate

Login

Submit

Approval

Schedule


empowered partnerships


Chapter 4:

Training and Accreditation

IntroductionSimpliVity’s PartnerAdvantage Training Program is a self-paced training program designed to quickly prepare partner sales professionals, solution architects, and deployment specialists to sell SimpliVity. Highly modularized for busy schedules and limited availability, the program is accessible 24x7 and combines key SimpliVity concepts and a comprehensive exam.

SimpliVity has and will continue to heavily invest in developing online training that is exclusively available to partners. Training content is developed by an in-house training team in close collaboration with SimpliVity’s solutions architecture team. The library of online training is dynamic, with modules updated or added regularly.

Training materials are organized into learning tracks for the primary sales and support roles our partners take on. Currently, there are tracks for Sales, Solutions Architects, and for Deployment Specialists.

Figure 5: Accreditation


AccreditationThe requirements for qualifying for a specific PartnerAdvantage tier (i.e. Authorized, Gold, Platinum) include having a certain minimum number of accredited Sales Professionals, Solution Architects, and Deployment Specialists. Accreditation is awarded with the successful completion of the complete course of online training in a given learning track.

The online training tool tracks the progress of each individual and records completion. Upon completion of all modules and the successful completion of the associated online exam, the learning system records the accreditation. Individuals successfully meeting the requirements for accreditation will receive a separate acknowledgment from channel operations.

Training ResourcesOnline Training Center The Training center is available 24x7 in the online Partner portal that can be accessed at simplivity.com/partners. Training can be accomplished at your own pace. Completed modules can be repeated as desired. The training system tracks and records progress which enables users to break and then return to where they left off.

Successfully completion of training modules is recorded by the system and is used to award accreditation to partners going through the full curriculum.

Learning PathsThe PartnerAdvantage training program consists of 3 basic Learning Paths for Sales Staff, Solutions Architects and Deployment Specialists.

Sales Professionals: The Sales Professional Learning Path is designed to prepare PartnerAdvantage sales professionals to sell SimpliVity. It consists of 5 modules taking approximately 45 minutes to complete. It covers key concepts related to selling SimpliVity including OmniCube value proposition, key features, and uses cases.

Solution Architects: The Solutions Architecture Learning Path is designed to prepare PartnerAdvantage technical sales staff to support pre-sales technical engagement with customers. It consists of 15 modules taking 2-3 hours to complete. It covers key concepts related to product positioning, detailed technical use cases, sizing and configuration, and deployment overview.

Deployment Specialists: The Deployment Specialist Learning Path is designed to prepare PartnerAdvantage engineers to deploy OmniCube. It consists of 7 modules taking approximately 60 minutes to complete. It covers key concepts related to OmniCube installation, setup, and full deployment.

Training RecordsTraining records are recorded automatically within the PartnerAdvantage training system. Successful completion is automatically registered and acknowledged. Upon logging in to the Training Center within the partner portal, users will see clear indication of which online training modules have been completed.


resourced for success


Chapter 5:

Resourced for Success

IntroductionThe PartnerAdvantage Program includes an extensive and ever growing set of resources including marketing assets, marketing tools, sales tools, and exclusive communications channels. All resources are self-serve and available in the partner portal at simplivity.com/partners.

Demo ProgramGold and Platinum members of the SimpliVity PartnerAdvantage program are eligible for deep discounts on OmniCube demo units. Speak to your RPM about eligibility and procurement.

Partner Portal OverviewSimpliVity’s partner portal can be accessed at simplivity.com/partners. Partners can request access from the same web page.

The partner portal is intended to be a one-stop location for all resources a partner needs to start selling SimpliVity. It is contains 6 major sections including:Brand Center: Access SimpliVity and PartnerAdvantage brand assets and co-brandable materials.Training Center: Access full set of training material required for PartnerAdvantage accreditation.Partner Communication: Stay up to date on what is new from PartnerAdvantage.Marketing Center: Access pre-built marketing campaigns and information on applying for MDF.Sales Tools: Presentations, strategies, and tools for selling SimpliVity.Deal Registration: Register your deals to access greater discounts.

Figure 6: Partner Portal – Simplivity.com/partners


Brand CenterBrand AssetsThe Brand Center contains commonly used brand assets including the SimpliVity logo and usage guidelines, the Partner Advantage logo, and PartnerAdvantage tier designations. Partners should feel free to use these assets as they see fit so long as they abide by the brand usage guidelines.

Co-brandable ContentCertain content is made available for co-branding and production by PartnerAdvantage members. Datasheets and certain whitepapers may be modified by PartnerAdvantage members in accordance with the brand usage guidelines. All design and production costs for producing the co-branded materials are the responsibility of the partner unless MDF funds have been specifically allocated through the MDF process.

Partner NewsfeedThe PartnerAdvantage newsfeed is accessible from within the partner portal and is the primary form of regular communications to PartnerAdvantage members. This communication channel will be used for making announcements and sharing important wins, analysis, and general industry commentary of interest to the SimpliVity partner community. Members may sign up for alerts based on preferred frequency (daily or weekly).

Partner NewsletterThe PartnerAdvantage Newsletter will be published quarterly. It consists of a summary of the prior quarter’s news and events as well as a look ahead toward upcoming events. Partners are automatically subscribed to the newsletter. Partners may opt-out to receiving the newsletter if desired.

Demand Generation ProgramsThere are several pre-packaged demand generation programs available for partner use in the Marketing Center of the partner portal. These programs are designed to help partners architect and execute demand generation programs independently or in direct collaboration with SimpliVity.

Figure 7: PartnerAdvantage Quarterly Newsletter


Event ExhibitsThe Marketing Center contains a program guide outlining how to apply for and leverage MDF when representing SimpliVity and OmniCube at industry events. In addition to MDF support, SimpliVity RPMs can provide event kits to support your events. It is designed for partners wishing to exhibit at a regional tradeshow or conference. The event kit includes design files for signage, booth powerpoint, co-branded datasheets, and instructions for requesting SimpliVity branded giveaways. While partners may choose to apply for MDF funding for an event, they do not have to in order to make use of the event kit.

Outbound CampaignsThe Marketing Center contains demand generation “campaigns-in-a-box” that can be executed by a partner independently with minimal customization. The campaigns are designed as a 2-part integrated email and telemarketing activity. Each campaign kit includes marketing assets (e.g. whitepaper, case study, analyst report), sample html emails, sample telemarketing script, and a campaign overview.

Partners can execute these campaigns independently. Alternatively, partners may coordinate execution of campaigns with SimpliVity marketing and inside sales teams. Speak to your SimpliVity account manager about setting up a coordinated campaign that leverages SimpliVity’s demand infrastructure to develop leads for you.

Customer EventsThe Marketing Center contains a program guide for executing a customer event such as a dinner, breakfast, or cocktail event. The event kit includes designs for signage, a sample promotional email, and a general overview presentation that may be the primary content presented at the event. Whenever possible, SimpliVity will provide an executive or subject matter expert to be the keynote speaker. Work with your SimpliVity account manager on coordinating a speaker.

While partners may choose to apply for MDF funding for an event, they do not have to in order to make use of the event kit or strategies recommended in it.

Selling ToolsThe Sales Tools Section of the PartnerAdvantage Portal includes an extensive set of resources for partner sales teams.

■ Sales Presentations: Find the latest set of SimpliVity pitch decks ■ Playbooks: Strategies for prospecting and developing sales approaches for the most common

OmniCube use cases ■ Competitive Tools: Resources for managing competitive selling situations

Joint PR and Marketing Communications GuidelinesSimpliVity and PartnerAdvantage members will work together to develop publicity and marketing communication plans that may include press releases and joint user success stories to publish on SimpliVity’s and Partners’ websites as well as in the external press. Strategic communications projects may be considered as appropriate. PartnerAdvantage members should make their best efforts to position SimpliVity and OmniCube in relevant PR and marketing communications activities associated with being a member of the PartnerAdvantage Program.

Partners should have all press releases mentioning OmniCube technology or specific SimpliVity collaboration reviewed and approved by the SimpliVity marketing communications team prior to release. SimpliVity reserves the right to prioritize PR and Communications activities as well as enforce company PR policies and product positioning strategy. PartnerAdvantage members may communicate their membership to the program and their level of participation (i.e. Authorized, Gold, Platinum Partner) freely without consulting SimpliVity.

Please forward all requests for Joint PR activities to [email protected]


Chapter 6:

Marketing Development Funds

IntroductionSimpliVity’s PartnerAdvantage Marketing Development Funds (MDF) are quarterly subsidies that SimpliVity makes available to qualified partners to offset the cost of SimpliVity-approved demand generation activities that are mutually agreed upon.

Authorized and Gold members are invited to apply for MDF funding for specific activities through the process discussed below. Platinum members are awarded MDF as part of an approved semi-annual business plan.

Application ProcessMDF must be applied for following a process led by your SimpliVity RPM. Each application is evaluated by the channel operations team based on criteria including:

■ Amount being requested ■ Availability of MDF dollars for time period ■ PartnerAdvantage tier and general performance of partner’s sales ■ Historical use of MDF and return generated by partner ■ Number of leads expected ■ Promotion and execution plan

The channel operations team may contact partners directly to clarify elements of the event plan and negotiate level of funding based on a variety of factors.

Partners should apply for MDF prior to incurring any expenses.

Eligible ExpensesWhile each application will be evaluated on its merits, preference will be given to demand generation activities with a quantifiable return in terms of leads generated or pipeline moved. Types of activities that are most commonly funded include: Regional tradeshows or conferences (where no other exhibitor is representing SimpliVity), Customer Events (dinners, breakfasts, cocktail receptions featuring SimpliVity speaker), and Lead Generation programs (dedicated to selling OmniCube).

Ineligible ExpensesEvents that have no clear demand generation component or may potentially conflict with SimpliVity’s or other partners’ demand generation activities are typically ineligible for MDF. Examples of types of activities that are typically not eligible for MDF including general website development, search advertising (e.g. Google Adwords), T&E for attending shows, T&E for customers, general networking or leisure events that do not include delivery of SimpliVity content.


ReimbursementMDF funds will be paid out as reimbursement for incurred expenses associated with activities that were pre-approved by sales operations following the process below. Reimbursement requests should be made through your RPM within 1 week of paying an approved expense. Reimbursements of approved expenses will be paid within 30 days.

Work with your SimpliVity Regional Sales Manager to get access to MDF Request form

Provide all relevant information and justification requested

Receive approval email from SimpliVity sales ops

Submit for reimbursement within 1 week of paying approved expense

Receive reimbursement from SimpliVity within 30 days

1 2

3 4 5

Figure 8: MDF Process


Chapter 7:

Key Contacts

Mitch BreenSVP Global [email protected]

George HopeVP Global Channel [email protected]

Rich KucharskiVP Global Solutions [email protected]

Rich SheaVP America [email protected]

Klaus SeidlVP EMEA [email protected]

Scott MorrisVP APAC and Japan [email protected]

SimpliVity Corporation 8 Technology Drive Westborough, MA 01581

Phone: +1-855-788-4636 www.simplivity.com

Documents

SimpliVity PartnerAdvantage Program - · PDF fileIntroduction to SimpliVity and the PartnerAdvantage program for global channel ... network of world-class channel partners ... off