SAGEMCOM KNOWS PARTNERSHIP

Transcription

1 PARTNER PROGRAM SAGEMCOM KNOWS PARTNERSHIP PARTNER PROGRAM 1

2 LEARNING YOUR BUSINESS Sagemcom makes their partners business their primary focus. We are committed to learning how our partners make money; by first understanding their business objectives and their customer s primary needs and then building a partnership model that adds to both the partner and its clients. WHY PARTNER WITH SAGEMCOM? Sagemcom s Partner Program goes beyond generating profit for our partners. Sagemcom extends your organization by providing its market leading advanced Fax-over-IP (FoIP) solutions to boost and raise your prominence within the sphere of Unified Communications (UC). We have the market focus, products, services, and a dedicated channel team to help you do business successfully. Sagemcom s market focus not only ensures that you maintain and extend your leadership in SMB, Enterprise, and Fortune 1000 companies across a wide range of vertical business sectors but also ensures your organization penetrates emerging markets such as Voice-over-IP (VoIP), Unified Communications and ECM technologies. You can be part of that future with Sagemcom as new opportunities arise through the Partner Program. SAGEMCOM KNOWS HOW TO PARTNER WITH YOU TO DRIVE PROFITS AND ENSURE THAT YOUR CUSTOMERS GAIN MORE VALUE BY WORKING WITH YOU PARTNER PROGRAM 2

3 PROGRAM BENEFITS The Partner Program reinforces Sagemcom s continuous commitment and investment into the channel. The program is distinguished from SAGEMCOM other partner programs because it is built on a single foundation KNOWS that delivers an efficient integrated and flexible program, focused on helping Sagemcom s partners grow both their top and bottom lines. PARTNERHIP The program s tools are designed to help you generate new business, reach new customers, increase profitability and set your organization BENEFITS apart from the competition. The Partner Program compensates partners for expertise, sales volume and initiative. Partners earn rebates by closing new opportunities or adding value by including Sagemcom solutions with their overall suite of products and services. It is a performance based program; partners that deliver the greatest value to Sagemcom will reap the greatest benefits from the program. GROW REVENUES AND MAXIMIZE PROFIT WITH SAGEMCOM FOIP SOLUTIONS: Increase your revenue stream and maximize your profit margins with the sale of Sagemcom IP fax server solutions Provide cutting-edge FoIP solutions to help customers successfully lower their costs and increase their productivity Complement your UC or ECM solutions with FoIP and generate additional revenues by adding professional services to the offering Penetrate new markets and benefit from increased business opportunities Differentiate yourself from your competition by partnering with the global leader of advanced fax solutions for IP networks and earn the recognition of your customers as a trusted advisor Collaborate with dedicated channel managers and product specialists to provide compelling solutions and participate in programs to maximize your profit potential Benefit from Sagemcom competitive upgrade program WE SUPPORT YOUR FAX BUSINESS INITIATIVES: Benefit from Sagemcom s strong brand recognition in the FoIP, VoIP and UC marketplace with our flagship boardless XMediusFAX On-Premise and Cloud solutions Access our knowledgeable sales, marketing and technical support teams to assist you in your sales initiatives Take advantage of training programs geared to maximize your selling potential and technical knowledge of Sagemcom s solutions Receive discounts for your sales of software and support plans and gain a competitive edge over your competition Benefit from development support to address your customer s specific fax business requirements Leverage Sagemcom s expertise gained from its multi-vendor VoIP platform equipped lab for your end customer needs PARTNER PROGRAM 3

4 OVERVIEW The Partner Program is the unified program through which Sagemcom manages its relationships and compensates its partner ecosystem operating across the globe. The main objective of the program is to provide Partners with a flexible business model allowing them to take advantage of the opportunities that Fax-over-IP offers while considering their specific objectives. As such, this program is designed with a tiered approach to suit your needs whether Fax integration is your core practice or a solution complement to your core practice. Sagemcom welcomes partners of all commitment levels and offers compelling rewards based on how much a partner becomes involved with our FoIP community. Continuously supporting your objectives, we conduct annual reviews to determine the best partner level you need to achieve the goals we set together. As such, we promote our partners where appropriate to a higher level so that you may benefit from additional sales tools and support. Sagemcom provides an open environment where partners can offer the award-winning XMediusFAX solution to their customers by taking advantage of the benefits and rewards the program offers, according to their commitment level. Potential partners can participate in a variety of program levels by meeting the requirements and revenue expectations. WHO SHOULD JOIN? Each partner has their own unique business model and fall into a specific portion within the partner categories that range within a product and/or service offering that are completed with Sagemcom s solutions. Multifunction Device Resellers Telecom Service Providers Unified Communications Solution Providers PARTNER PROGRAM 4

5 PARTNER SEGMENTS Bronze Level partners are entry level partners that are looking to participate in the program on a very limited basis introducing Sagemcom solutions that complement their own products and services in certain opportunities. SALES REQUIREMENTS Bronze Level yearly sales quota TRAINING REQUIREMENTS XMedius 101 Sales Engagement Training BUSINESS REVIEW Once every fiscal year (Sagemcom) This level is designed to recognize and reward you with credibility in the marketplace. Silver partners have typically gained expertise in implementing fax solutions and have achieved a measurable level of customer satisfaction. As a Silver partner, you ll receive sales and marketing information, tools, and support. SALES REQUIREMENTS Silver Level yearly sales quota TRAINING REQUIREMENTS XMedius 101 Sales Engagement Training BUSINESS REVIEW Every 6 months based on Sagemcom fiscal year This designation recognizes and rewards you with credibility in the marketplace. Gold partners deliver a high level of product knowledge and implementation services and achieve a high level of customer satisfaction. As a Gold partner, you attain an important revenue level and you receive extensive sales and marketing information, tools, and dedicated sales and technical support. SALES REQUIREMENTS Gold Level yearly sales quota TRAINING REQUIREMENTS XMedius 101 Sales Engagement Training XMedius 201 Demo Engagement Training BUSINESS REVIEW Quarterly business reviews based on Sagemcom fiscal year Strategic Partners are the most involved partner level taking all the benefits and requirements of a Gold Partner and adding another layer of involvement. Strategic Partners have a dedicated resource to their account and benefit from a dedicated partner page on the Sagemcom website that helps drive visibility and brand. Strategic Partners are organizations with a large National or Global revenue potential and are engaged at an executive level with Sagemcom and vice versa. SALES REQUIREMENTS Strategic Level yearly sales quota (contact Sagemcom for details) TRAINING REQUIREMENTS XMedius 101 Sales Engagement Training XMedius 201 Demo Engagement Training XMedius 301 Product Certification Training BUSINESS REVIEW Quarterly performance evaluations based on Sagemcom fiscal year TRAINING REQUIREMENTS Each level is subject to minimum training requirements. However, we strongly encourage all partner segments to attend all training levels; a good knowledge of our solution and market enables partners to be efficient in promoting our solution and in evaluating accurately the needs of their customers. As described in the program, we also offer appealing benefits for partners investing in our certification levels. PARTNER PROGRAM 5

6 XMEDIUS UNIVERSITY Our certification strategy is based on two core components; web based training, and onsite training rooms. A description of our various certification programs and their impact is listed below. TRAINING & CERTIFICATION LEVELS Training and certifications are key criteria used by the Partner Program to determine our partner s level of commitment to Sagemcom and our mutual growth. As each partner invests into our various certification levels they qualify for more discounts and other advantages of the Sagemcom Partner Program. BENEFITS INCLUDE: Qualification for additional discounts on NFR s Build industry-valued competency Enhance your sales, deployment and support capabilities Help meet criteria for Partner Level promotion XMEDIUS 101 (Sales Engagement Training) This program is a basic sales enablement training provided to all partner levels. The goal of this program is to empower our partners to do a high level sales overview of Sagemcom, our solutions and the benefits associated with implementing our products. 1. Sagemcom corporate overview 2. Current state of the fax industry 3. XMediusFAX Overview 4. Professional Services Overview 5. Customer Service Overview XMEDIUS 201 (Pre-Sales Training) This program is designed to empower our partners to provide presales support to their internal and external sales team. 1. Maintaining an advanced technical understanding of all of Sagemcom Canada s products and services 2. Educating the Sales team on the new products and features by adapting Product information into Value Added Sales information, via Presentations and White Papers 3. Developing and Delivering technical presentations (Presentations and/or Demos) to customers XMEDIUS 301 (Product Certification Training) This program is a more technical level training and is designed to help our partners understand the fax server basics and provide Level 1 support to their XMediusFAX customers Explain requirement and give procedures to install XMediusFAX Explain XMediusFAX architecture Tutorials for installing/pre-configuring/discovering XMediusFAX Practical sessions for experiencing the fax sending/monitoring with XMediusFAX PARTNER PROGRAM 6

7 ONGOING BUSINESS REVIEW Sagemcom Partners will be required to formally report performance against objectives and plans/ strategies. This reporting will be conducted through Quarterly Business Reviews for Strategic and Gold Partners, Bi-annual Business Reviews for Silver Partners and Annual Business Reviews for Bronze Partners. The Business Reviews will include both a focus on performance against objectives and compared with previous review, as well as a look ahead to readjust strategy to achieve goals for the next Business Review. THE BUSINESS REVIEW WILL COVER (BUT IS NOT LIMITED TO) THE FOLLOWING TOPICS: EVALUATION OF PREVIOUS PERIOD: Growth Drivers Revenue Drivers (Product Mix, License Type, Industry Vertical Focus, Customer Segment Focus) New Customer Acquisition Account Penetration Market Development/ Marketing Activities Employee Enablement/Certification Specialization Customer Satisfaction Results Key Initiatives Opportunities & Challenges GOALS FOR UPCOMING PERIOD: Business Environment Ahead Growth Goals Revenue Goals (Product Mix, License Type, Industry Vertical Focus, Customer Segment Focus) New Customer Acquisition Goals Account Penetration Goals Marketing Activities & Events Planned Key Initiatives Planned DOWN-LEVELING Sagemcom reserves the right to conduct an evaluation of a reseller s program level at any point in time. If a Partner does not meet 85% attainment of the Revenue Performance Incentive for two quarters in a row that will trigger a performance review and the Partner s membership level can be downgraded by Sagemcom. A formal evaluation will take place on an annual basis. In the event Sagemcom determines that a reseller no longer qualifies for their current program level, Sagemcom may assign the reseller a new level based on their current qualifications. In this case, Sagemcom will notify the reseller of the change in program level. TERMINATION On occasion, it may be necessary for Sagemcom to terminate its relationship with a reseller. Sagemcom may terminate a reseller s membership in the program or any benefit provided by the program at any time without cause upon 30 days notice to the reseller. PARTNER PROGRAM 7

8 NOT FOR RESALE POLICY (NFR) Sagemcom offers their XMediusFAX solution as an NFR (Not For Resale) enabling channel partners to cost effectively demonstrate the value of the XMediusFAX solution to their clients. Sagemcom rewards the channel partners depending on accreditation and partner level, with a generous allowance on software used for their labs, demos and sales office infrastructure. Sagemcom s NFR Program is open to all registered partners, resellers, and value-added-resellers (VARS) who are enrolled in the Sagemcom Partner Program. Typically each new enrollee is granted a standard configuration of the XMediusFAX solution at no charge (see below for configuration). Then depending on the Partner level additional fax channels can be purchased at a discount rate. PARTNER TYPE CHANNEL PRICE ADDITIONAL CHANNEL DISCOUNT $1,295 85% $1,295 60% $1,295 50% $1,295 30% CERTIFICATION # CERTIFIED USERS ADDITIONAL CHANNELS XMedius 301 (Product Certification Training) 3+ 4 XMedius 201 (Demo Engagement Training) 3+ 4 XMedius 101 (Sales Engagement Training) 3+ 4 Additional channels are allocated for certification levels through our XMediusFAX University program. THE NFR PROCESS 1. An NFR designated SKU will automatically enable 1 year of maintenance services upon approval and partners agreement to adhere to all terms and conditions of Sagemcom s NFR terms and conditions policy statements. 2. Partners may also keep NFR units longer than 12 months and purchase service renewals at the partner s regular cost. 3. Authorized partners may purchase additional channels using their allocated channel discount allowance by completing and submitting an NFR Channel order form to their assigned Sagemcom Sales Manager. PARTNER PROGRAM 8

9 NOT FOR RESALE POLICY (NFR) POLICY TERMS & CONDITIONS Not For Resale (NFR) software and may be used solely and exclusively by an authorized Sagemcom Partner (Partner) for the following purposes: 1. Partner led product demonstrations to prospective customers; 2. Testing at the Partner s facility solely in connection with the Partner developing familiarity with the product and not for competitive or other purposes; 3. Partner in-house production use to support its own infrastructure. Any other use not specifically provided for herein is strictly prohibited. For the sake of clarity, all for-profit use of NFR, software or services (e.g., hosting of managed services) is strictly prohibited. Partners are eligible to purchase additional NFR SKUs, with their appropriate partner discount level or as negotiated by their Sagemcom Regional Sales Manager. All third party software enhancements are an additional cost to be paid in full by Partner. Activating NFR software requires user acceptance and adherence to Sagemcom s NFR terms and conditions, including but not limited to 12 month software ownership. Once the NFR services term expires (i.e., 12 months after activation), Partners will be charged at their standard cost. Sagemcom reserves the right to cancel or suspend NFR services at any time without notice. After the 12 month period has passed, Sagemcom reserves the right to terminate the NFR license based on Partner performance. In some cases, Gold Partners may be eligible for renewals of subsequent years of NFR services at a discount or at no additional cost under promotional offers. Please contact your Sagemcom Sales Representative for details. Use of software acquired under the NFR program outside the scope of the NFR license is prohibited and will result in the immediate termination of the license, ineligibility to continue to participate in the NFR program and other sanctions that Sagemcom may impose in its sole discretion. STANDARD NFR CONFIGURATION QUANTITY DESCRIPTION Software 1 XMediusFAX SP FoIP Server (unlimited users) Client Interfaces 3 Microsoft Exchange 1 Web-Enabled Fax Client Channels 2 T.38 Channel Integration Modules Support & Services 1 Applications/Process Integration (XML) 1 SharePoint Connector One year phone support (with software upgrades) PARTNER PROGRAM 9

10 MARKET DEVELOPMENT FUNDS PROGRAM (MDF) The Partner Program Market Development Fund (MDF) is an additional resource available to Sagemcom partners to help support external and/or internal sales initiatives that can help drive awareness within their organization and generate demand amongst their customers and prospects alike. The MDF functions as a reimbursement program and is available to Gold and Strategic Partners exclusively. The partner will receive an allocated percentage based on sales to hold in reserve to fund campaigns and/or sales initiatives that will drive demand for the combined Sagemcom/ Partner solution. The MDF is not a fee the Partner is obligated to pay Sagemcom, nor does Sagemcom require that the Partner establish an escrow account for the MDF. Sagemcom will reimburse the Partner with a maximum reimbursement equal to the matching amount in their reserve. Reimbursement will be based on Sagemcom revenue generated and any other pre-approved objectives. Requirements include a jointly developed, approved, and executive-sponsored marketing plan. The proposal for MDF should include an integrated marketing and sales plan that effectively utilizes the marketing mix. Proposed activities might include: Trade Shows, Direct Marketing, Seminars, Telemarketing, Joint Advertising, Joint Collateral, Sales Tools, Training and other types of programs. REIMBURSEMENT PROCESS Partners are eligible to access their accrued amount of funds for all eligible expenses related to pre-approved MDF activities. These funds are accrued based on a pre-determined percentage of the partner s attainment goals mutually agreed upon during the SPP approval process. MDF goals are based mainly on achieved revenue targets. Partners who attain 100% of the MDF goal will be able to access these funds for pre-approved MDF expenses. Partners who do not attain 100% of the MDF goals remain eligible for the percentage equal to the percentage of the goal attained. However, to be eligible for any reimbursement the partner must attain a minimum of 50% of the mutually agreed upon goals. The partner will be responsible for tracking objectives and submitting documentation for reimbursement purposes. The type, frequency, and duration of required reporting will be mutually agreed upon during the MDF approval process. PARTNER PROGRAM 10

11 MARKET DEVELOPMENT FUNDS PROGRAM (MDF) PROGRAM MANAGEMENT MARKETING ACTIVITIES ELIGIBLE FOR CONSIDERATION The following list describes various components of the marketing mix that Sagemcom will consider under the Market Development Funds (MDF) program. Proposals will be evaluated based on the viability of the campaign, which should reflect: An integrated approach that leverages the most efficient and effective use of the marketing mix; Measurable results; Any activity funded under this program must involve the promotion of Sagemcom products to generate increased sales and business opportunities. DIRECT MARKETING, INCLUDING E-MARKETING, DIRECT MAIL/QUALIFYING ACTIVITIES Printing of direct mail pieces, product flyers, postcard announcements, newsletters, and materials campaigns TELEMARKETING QUALIFYING ACTIVITIES Use of third party telemarketing agency to implement campaigns Out-call or Telemarketing REQUIREMENTS Telemarketing campaign must be targeted toward the promotion of Sagemcom and Partner s product and solutions or services Multi-vendor telemarketing campaigns must feature noncompetitive products reimbursement Market Development Funds do not cover telemarketing salaries SEMINARS AND WORKSHOPS QUALIFYING ACTIVITIES Sagemcom focused seminars or workshops done in conjunction with the Partner and/or third party complementary technology Training seminars or workshops (advertising, invitations, handouts and other materials) ADVERTISING AND MEDIA PLACEMENT QUALIFYING ACTIVITIES Promotional activities that involve advertisements in magazines, catalogs, newspapers and journals Online advertising and promotions Media broadcasts (Podcasts, Video, Social Media) Inserts or flyers in publications WEB PROMOTIONS QUALIFYING ACTIVITIES Web and E-commerce campaigns Production and distribution of web banners, product spotlights and other web dedicated pages for Sagemcom products Web-based demo tools SALES TOOLS AND COLLATERAL QUALIFYING ACTIVITIES Any type of tool that will aid in the understanding and selling of the Sagemcom product line Tools can be but are not limited to brochures, product guides, competitive matrices, training presentations, customer presentations, ROI calculators, web modules, etc. INELIGIBLE ACTIVITIES FOR MARKET DEVELOPMENT FUND DIRECT MARGIN SUBSIDY OR SUPPORT Market Development Funds are not to be used to lower the cost of products, subsidize margins, fees or interest rates through a promotion or otherwise TRAVEL EXPENSES Market Development Funds may not be used for travel related expenses PARTNER PROGRAM 11

12 LEAD GENERATION & SALES ASSISTANCE PRE-QUALIFIED LEADS Sagemcom conducts numerous lead generation campaigns throughout the year. Strategic and Gold partners benefit from these campaigns by automatically receiving qualified leads prioritized by region, program level, and certification level. All pre-qualified leads are made available in priority sequence to Gold and Strategic Partners. All leads are transferred to the local Sagemcom Sales Manager who will contact the chosen partner to assist with the follow-up and transfer. Notifications of leads are ed to the Partner s primary account. NEW PARTNER INCENTIVE PLAN Sagemcom offers a new partner incentive program for all Gold and Strategic partners that join our network. As part of a reward for placing your trust in our solutions we offer new partners some valuable free incentives to kick start the relationship. As part of your partner package you get the following additional benefits: 2 complimentary passes for any team members for XMedius 201 Demo Engagement Training (Value of: $1,500.00/person) 1 complimentary pass for any team member for XMedius 301 Product Certification Training (Value of: $2,500.00/person) 2 additional free channels for your XMediusFAX NFR version (Value of: $ ) Training and NFR installation must be completed within 30 days of the signature date of the Sagemcom Reseller Program. By offering these complimentary benefits early in the relationship we enable our partners to go to market faster with the expertise to drive customer value and reap immediate profits. PARTNER PROGRAM 12

13 AT A GLANCE... Sales Quota Min. Level Requirements Min. Level Requirements Min. Level Requirements Min. Level Requirements Training Requirements XMedius 101 X X X X XMedius 201 X X X X XMedius 301 X X X Business Review Yearly 6 months Quarterly Quarterly Not For Resale Policy Standard NFR software Free Free Free Additional NRF Channel Discounts 30% 50% 60% 85% Free Channel Allocations XMedius 301 (3+ Certified Users) XMedius 201 (3+ Certified Users) XMedius 101 (3+ Certified Users) Marketing Development Funds Yes Yes Lead Generation Program Yes Yes New Partner Incentive Program Yes Yes All rights reserved. The information and specifications included are subject to change without prior notice. Sagemcom Documents tries to ensure that all information in this document is correct, but does not accept liability for error or omission. Non contractual document. XMediusFAX is a registered trademark of Sagemcom Documents. Simplified joint stock company - Capital Euros RCS Nanterre. Distributor/Reseller: Sagemcom Canada Inc de Maisonneuve Blvd. West, suite 400 Montreal, Quebec H4A 3S5 Canada Telephone : Fax : Toll-free (U.S./Canada) : xmediusfax.sagemcom.com PARTNER PROGRAM 13