Lifesize Channel Partner Program Americas

Transcription

1 Lifesize Channel Partner Program Americas Americas Channel Guide 2015 TABLE OF CONTENTS GUIDE OVERVIEW 1 LIFESIZE PARTNER CATEGORIES 2 CHANNEL PROGRAM REQUIREMENTS 3 CHANNEL PROGRAM BENEFITS 4-5 LIFESIZE COMMUNITY 6 OPPORTUNITY REGISTRATION PROGRAM 6 DEMO EQUIPMENT PROGRAM 7 ASSURANCE MAINTENANCE SERVICES 8-9

2 GUIDE OVERVIEW Welcome to the Lifesize Channel Partner Program. We re excited that you ve chosen to partner with us to offer the only truly connected experience in the video collaboration industry. The world of Unified Communication has been dramatically changed by the recent mass adoption of video collaboration as the preferred means of communications across a wide range of enterprises. LIfesize has created a Partner Program for organizations that have embraced the new normal of offering customers a SaaS based, distributed video collaboration architecture encompassing every type of worker from the teleworker to the in-office meeting room user. As you review this guide, you will find all the requirements and the benefits of achieving and maintaining your Lifesize authorization. We re confident that if you follow this guide and meet our requirements, we will enjoy a long and mutually profitable partnership for years to come. Lifesize Channel Partner Program Americas

3 Lifesize Partner Categories In order to meet the varying needs of all types of partners, the Lifesize Partner Program offers multiple partner levels, each with unique benefits and levels of support. Whether or not video collaboration is core to your business, we ve created a place for you in our partner community. And if you re new to video collaboration in the cloud our sales and support model will enable your organization to enter the market with the knowledge necessary to build a successful video conferencing practice. GOLD PARTNER Our premiere partner category, Gold Partners get the highest level of benefits and support from our field sales and engineering teams. The Gold level is ideal for partners that have an established video collaboration practice and are capable of demonstrating, selling, implementing and servicing all Lifesize solutions across a wide range of customer environments. SILVER PARTNER Silver Partners obtain access to a complete set of tools and training to effectively offer our full set of solutions. The Silver level is ideal for partners that have an established Unified Communication practice and are beginning to offer video conferencing as part of their portfolio. Silver Partners should be capable of demonstrating, selling, implementing and servicing all Lifesize solutions across a wide range of customer environments. AUTHORIZED PARTNER Authorized Partners are enabled to offer the full line of Lifesize solutions. Ideal for partners who are adding video as a new line of business or to enhance their core business, Authorized Partners are supported through our distribution channel and are encouraged to sell Lifesize implementation services in complex projects. AFFILIATE PARTNER Affiliate Partners have access to procure Lifesize Cloud and Lifesize Icon systems through our distribution network, but do not receive any pre or post-sales support from Lifesize. Affiliate partners cannot access the Lifesize Partner Community or Opportunity Registration program. The Affiliate level is ideal for partners that service a few existing Lifesize end customers, but aren t actively pursuing many new video collaboration opportunities. Lifesize Channel Partner Program Americas

4 Channel Program Requirements Following are the minimum requirements for each partner level in the Lifesize Partner Program. This table should be referenced periodically to ensure that your organization is continuing to meet the program requirements and as a guide to help you progress to the next level as your revenue and number of customers grow. GOLD PARTNER SILVER PARTNER AUTHORIZED PARTNER Minimum Annual MSRP $750k $300k $100k Demo Equipment Purchase Qty. 1 Lifesize Icon 600 Training Qty. 1 additional Lifesize Icon (any configuration) 4 Lifesize Sales Specialists (LSS) 2 Lifesize Technical Specialists (LTS) Qty. 1 Lifesize Icon 600 Qty. 1 Lifesize Icon Lifesize Sales Specialists (LSS) 1 Lifesize Sales Specialist (LSS) 1 Lifesize Technical Specialist (LTS) 1 Lifesize Technical Specialist (LTS) Web Presence Include Lifesize logo and website link back Include Lifesize logo and website link back Include Lifesize logo and website link back End-User Data/POS Reporting Required (Direct Partners Only) - - MINIMUM ANNUAL MSRP Partners are required to meet the minimum annual sales volume for the categories to which they are assigned. Sales volume is calculated by the manufacturer suggested retail price (MSRP) as reported by Lifesize order management or a Lifesize distributor. The MSRP for each Lifesize product is on the price sheet available on the Lifesize Partner Portal. ASSURANCE MAINTENANCE SERVICES (AMS) Lifesize partners must include the minimum AMS agreement with each Lifesize product sold. DEMO EQUIPMENT PURCHASE Gold, Silver and Authorized Partners are required to invest in demo equipment. Significant discounts are available from Lifesize to assist in meeting this requirement. Lifesize may update the demo equipment purchase requirement periodically to ensure that the latest products are being represented. Demo products may be sold after one year provided that the minimum demo requirements are consistently met. Demo pricing can be found on the Lifesize price list available on the Lifesize Community. LIFESIZE UNIVERSITY Gold, Silver and Authorized Partners are required to uphold the required certifications as explained in the Channel Program Requirements section. Training videos and documentation can be accessed on the Lifesize Community. To register, please visit Lifesize also offers live virtual training classes covering various products. The virtual classroom course descriptions and schedule can be accessed via the Lifesize Community as well. The LBT and LTS certifications are valid for two years. All other certifications are valid for one year. The following training certifications are available to our partners: Lifesize Basic Training (LBT) Lifesize Sales Specialist (LSS) Lifesize Technical Specialist (LTS) WEB PRESENCE All Lifesize partners are required to feature Lifesize on their corporate websites through inclusion of a Lifesize logo and link back to Lifesize Channel Marketing will provide brand guidelines and assets to partners to assist in meeting this requirement. For channel marketing assistance, please channelmarketing@lifesize.com. Lifesize Channel Partner Program Americas

5 Channel Program Benefits Lifesize s growth as a company is in direct proportion to the growth of its channel partners. To ensure our mutual success, we offer an unmatched level of benefits to our partners. Gold Silver Authorized Hardware, Service & Software Discount Lifesize Assurance Maintenance Services Discount ORN- New Opportunities and AMS Renewals 20% 20% 20% 20% 20% 20% 20% 15% 5% ORN- Cloud renewals 10% 5% 5% Partner Portal Access 4 logins 2 logins 1 login Lifesize Presales Engineering Support Yes Lifesize Cloud 250 users and more Lifesize Cloud 250 users and more Partner Advisory Council Yes By invitation Quarterly Business Review Yes MDF Requests Yes Through distribution partner Through distribution partner Included in New Customer On-boarding Yes AMS Renewal Support Yes Dedicated CAM Yes Dedicated Sales Engineer Yes Demand Generation Support Yes Lifesize Channel Partner Program Americas

6 HARDWARE AND SOFTWARE DISCOUNTS Base-level discounts for hardware, software and service programs are based on partners program levels. Gold Partners who have a Direct Reseller Agreement with Lifesize will receive their discounts from Lifesize. Lifesize partners with an executed Indirect Reseller Agreement will receive their discounts from their distributors based upon program guidelines. LIFESIZE ASSURANCE MAINTENANCE SERVICES (LAMS) LAMS are available to all partners at a standard discount. LAMS include Tier 1 3 technical phone support (excludes on-site services), advanced hardware replacement and software upgrades directly from Lifesize. Assurance Maintenance Services (AMS) are required with any hardware purchase. LIFESIZE PRESALES SUPPORT All partners receive presales support to assist in selling and configuring Lifesize products. Gold Partners have access to a Regional Sales Manager and Sales Engineer. Silver and Authorized Partners are supported by their distribution partners with escalation to the field team when necessary. Affiliate Partners are supported exclusively by the distributor.. GOLD PARTNER ADVISORY COUNCIL Periodically, Lifesize will convene its top partners to engage in road map discussions, solicit feedback and celebrate mutual success. Gold Partners will automatically receive an invitation to these events. AMS AND CLOUD RENEWALS All partners have the ability to renew AMS and Lifesize Cloud subscriptions. Our Gold Partners will receive dedicated support from our Customer Success Team on complex renewals such as coterminus and Enterprise AMS offerings. OPPORTUNITY REGISTRATION DISCOUNT Gold, Silver and Authorized Partners have the opportunity to earn an additional discount off US list price for net new registered opportunities. For complete details, see Opportunity Registration details later in this document. QUARTERLY BUSINESS REVIEW/JOINT BUSINESS PLAN A Lifesize Regional Sales Manager will engage with Gold Partners on a quarterly basis to review the partnership and develop a joint business plan for future success. CUSTOMER ON-BOARDING SUPPORT The Lifesize Customer Success Team provides extensive on-boarding assistance to all new Enterprise Lifesize Cloud end customers. Our Gold Partners are included in all on-boarding activities for our mutual end customers. LIFESIZE PARTNER PORTAL Lifesize Gold, Silver and Authorized Partners are provided with privileged access to the Lifesize Partner Portal, which allows them to effectively manage their partnership with Lifesize. The Lifesize Partner Portal provides access to services and support for the following: Technical support services create and monitor support tickets Return Merchandise Authorization (RMA) Price lists MDF requests Campaign showroom Opportunity Registration and management Your company s PURL (Personalized URL) Lifesize Cloud trial leads from your PURL Sales reports All sales and marketing materials MARKET DEVELOPMENT FUNDS (MDF) Gold Partners may request access to MDF via the web form on the Lifesize Partner Portal. Request acceptance is at the discretion of Lifesize Channel Marketing. Silver and Authorized Partners may request MDF through their distributors. Lifesize Channel Partner Program Americas

7 Lifesize Community The Lifesize Community is the collaboration tool for our partner community. The community offers access to services and support for the following: Marketing materials Social media content Competitive documentation Product documentation Release notes Lifesize tech notes Posted questions and comments Sales and technical certification training Ability to submit new feature requests Collaboration with industry peers, global partners and Lifesize employees Opportunity Registration Program Partners have the opportunity to earn an additional discount off US list price for net new registered opportunities. Opportunity Registration applies to Lifesize hardware, software, AMS and Lifesize Cloud. Registered opportunities that meet the qualification requirements will be given the additional discount at the time of purchase. In addition, Lifesize will provide sales support only to partners who have registered the opportunity, as long as the customer does not contact Lifesize and request that Lifesize work with another partner. ELIGIBILITY The channel partner must be the first eligible partner to register the opportunity through the Lifesize Partner Portal. The channel partner must be able to demonstrate that it has the ability to sell the complete solution that the customer requires, including requisite contracts. The channel partner must bid only Lifesize products and services to the customer. QUALIFIED OPPORTUNITIES Opportunities for new customers or new opportunities within existing Lifesize customers that are unknown to Lifesize and are not currently in Lifesize s pipeline are qualified: 1. A new customer is defined as a commercial entity that does not currently use Lifesize products. 2. A new opportunity within an existing customer is defined as a new sale of Lifesize products that enhances existing infrastructure or replaces competitive products within an existing Lifesize customer environment. Opportunities that are defined with an RFP or RFQ may be registered but must be approved by Lifesize prior to the RFP s or RFQ s being distributed publicly by the end customer. Opportunities that were not previously provided to the channel partner by Lifesize through prequalified lead distribution are also considered qualified opportunities. Opportunities must close and ship within 120 days of the registration date. Opportunity Registration is not available on demonstration kits. CONDITIONS OF REGISTRATION The channel partner agrees to allow Lifesize to participate in meetings with the end user. The channel partner agrees to notify Lifesize in the event that it decides not to bid the project. Lifesize will then be free to bid the opportunity or forward it to another reseller. This program may not be used in conjunction with any other Lifesize promotional pricing or nonstandard pricing. The bid must be properly forecasted upon registration in the Partner Portal to be approved for the extra discount. In order to receive the extra discount, all products and units must be properly entered in the Partner Portal. OPPORTUNITY REGISTRATION NUMBERS (ORN) ORNs are issued at the time registered opportunities are approved. ORNs will be updated as forecast amounts are updated. All forecast amounts, quantities and products must match the ORN before the opportunity is marked as closed/won in the Partner Portal. LIMITATIONS OF PROGRAM If at any time prior to the sale of Lifesize products to the customer, pursuant to a registered opportunity, the channel partner does not comply with any of the conditions or eligibility requirements set forth above, Lifesize may, at its sole discretion, revoke the Opportunity Registration and deny any additional discount. Lifesize may bid the opportunity itself or refer the opportunity to another channel partner. Lifesize Channel Partner Program Americas

8 Demo Equipment Program Demo equipment provides the opportunity for channel partners to demonstrate Lifesize products to their customers. After 12 months of use, partners may resell the equipment as used equipment. Use the following chart to review demo equipment requirements. PER YEAR GOLD PARTNER SILVER PARTNER AUTHORIZED PARTNER Minimum Demo Gear Requirement Qty. 1 Lifesize Icon 600 Qty. 1 Lifesize Icon 600 Qty. 1 Lifesize Icon 600 AND Qty. 1 Lifesize Icon 800 or Lifesize Icon 400 Series PROGRAM GUIDELINES Demo equipment is available for purchase at special discounts. Please refer to the Reseller Demo Price List available on the Partner Portal. Demo equipment is defined as equipment purchased by a channel partner solely for on-site customer demo or use in a lab, training facility or demonstration facility. PROGRAM LIMITATIONS Lifesize Affiliate Partners cannot participate in this program and therefore are not required to purchase demo products. Demo equipment discounts cannot be combined with any other program or promotional discounts. The channel partner must use the demo gear SKUs from the demo price list to receive the applicable discount. After 12 months, the channel partner is authorized to resell this equipment to end users as used equipment. Lifesize Channel Partner Program Americas

9 Assurance Maintenance Services AMS are a comprehensive set of maintenance and professional service products that allow customers to extend the lives of their Lifesize hardware and software products. The Lifesize Assurance Maintenance Services (LAMS) program provides a high level of investment protection and extends the standard warranty provided with Lifesize products. It is mandatory that at least one year of AMS be sold with any Lifesize product. AMS cannot be sold for terms lasting beyond the end of life of any Lifesize product. When AMS coverage expires, customers are subject to recertification fees in addition to AMS renewal fees if they want to renew AMS. LAMS carry several requirements, as follows. SERVICE CONTRACT MANAGEMENT The selling relationship of AMS agreements is between the partner and the end user. The partner is responsible for providing the quote, the order and the delivery of the service agreement if an AMS contract has been purchased, unless otherwise specified. Service delivery is fulfilled by Lifesize. In the event that the partner does not renew AMS agreements with the end user within 30 days of renewal expiration, the partner relinquishes their rights to renew AMS for the end user and Lifesize is eligible to renew AMS directly with the end user for this renewal and any future renewals. POINT-OF-SALE DATA The partner must agree to supply POS data directly to Lifesize or to its distributor for all systems that the partner has sold to end users. Having correct and effective data on the locations and types of units that have been sold is critical to proper service delivery. Partners are required to provide Lifesize with the sales-out data for all service programs, and Lifesize retains the right to refuse services for products without end-user data. End-user contact information is critical and required. PARTNER RESPONSIBILITIES Partners are responsible for complying with the following conditions: The situation presented to the Lifesize support representative is reproducible on a single system. The Lifesize product is on the most current software version or older versions of the software that are specifically itemized as being supported by Lifesize. The system, including software and hardware, is accessible and available to the partner or customer representative requesting assistance without limit during any telephone discussions. The representative will follow the instructions and suggestions of Lifesize s support personnel. LIFESIZE ASSURANCE MAINTENANCE SERVICES (LAMS) LAMS are available to all partners at a standard discount. LAMS include Tier 1 3 technical phone support (excludes on-site services) directly from Lifesize. AMS are required with any hardware purchase. AMS include software/firmware upgrades and advanced hardware replacement. Lifesize Channel Partner Program Americas

10 CUSTOMER RESPONSIBILITIES To receive support, customers are responsible for complying with the following conditions: The situation presented to the Lifesize support representative is reproducible on a single system. The Lifesize product is on the most current software version or older versions of the software that are specifically itemized as being supported by Lifesize. The system, including software and hardware, is accessible and available to the partner or customer representative requesting assistance without limit during any telephone discussions. The representative will follow the instructions and suggestions of Lifesize s support personnel. LAMS DO NOT INCLUDE THE FOLLOWING: On-site support Support when compatibility of the software is in question or the configuration is invalid to the published specifications for the Lifesize product Support for third-party peripherals such as displays or control device support Support for products being utilized outside the country from which they were purchased or originally documented for delivery through the Lifesize Global Deployment Program (GDP) Support for versions of products older than the most current Lifesize release (support on older versions is provided on a commercially reasonable basis) Remote or on-site training services Command line interface integration or scripting Product keys for activation Recovery of lost passwords or end-customer data Support due to accidental or intentional damage by the end customer Any activities not expressly described in this section of the service description HEADQUARTERS Austin, Texas, USA Toll Free US EMEA REGIONAL OFFICE Munich, Germany Toll Free Europe APAC REGIONAL OFFICE Singapore info@lifesize.com 2015 Lifesize, a division of Logitech. All rights reserved. Information contained in this document is subject to change without notice. Lifesize is the registered trademark or trademark of Logitech. All other trademarks are the property of their respective owners. CPPG_AMR_0715