DataDirect Technologies Channel Partner Programme

Transcription

1 DataDirect Technologies Channel Partner Programme Why DataDirect Technologies? DataDirect Technologies is the market leader in supplying Data Connectivity Components. Since 1988 our vision has been to provide our customers with the infrastructure they need to be sure they get the most out of their investment in applications, databases and people. Be they retailers looking for 24x7x365 class software to power their web offerings or large banks looking for enterprise software to gain competitive advantage whilst complying with auditing regulations, DataDirect Technologies can and does offer the world class products and support they need to be successful. As technology innovators we have a long pedigree in future proofing technology from ODBC (which we invented and worked with Microsoft to bring to the market) through JDBC (we wrote the draft 1.0 specification for SUN) to the latest in XML (the co-inventor of XQuery, Jonathan Robie, is a high level manager within the development team for DataDirect Technologies). Our extensive customer base and high customer retention is testament to our ability to provide technology where it is needed and when it is needed. Ally this to our award winning support operation current holders and winners of the Omega NorthFace award for an unprecedented 3 straight years and it demonstrates the excellence of our offerings over the last 16 years. Why become a DataDirect Technologies partner? At DataDirect Technologies we recognise that we cannot alone provide the complete solution for every one of our customers everywhere in the world. To meet the needs of our customers and our own ambitious growth plans, DataDirect recognises the value that our channel partners bring to us in extending our reach to our customers and to our target markets. We are committed to developing our indirect sales channel through our Channel Partner Program which enables our partners to penetrate new markets, grow their business with existing customers, and become proficient in the market leading Data Connectivity product. DataDirect Technologies recognises that now more than ever its growth is dependent on growing strong partnerships with successful channel partners internationally. Page 1

2 Channel Partner programme benefits include: Assisted sales training Access to DataDirect dedicated partner extranet Hands-on technical training in a DataDirect Support Centre DataDirect technical support hotline Access to dedicated Channel Manager Market Development Fund of 5% 1 Access to on-line marketing and technical materials Program for on-going business development Channel Partner programme criteria includes: Targeted revenue generation for DataDirect Technologies of 100K Demonstrate repeatable business Pro-active Marketing plan Dedicated website area Dedicated, fully trained staff Provide 1 st level support Maintain Credit worthiness Sign an annual agreement 6 monthly sales/marketing/credit review 1 Subject to fully submitted plan and agreement by DataDirect the MDF fund can be used for direct mail of DataDirect produced material PR events seminars resulting from direct mails or PR events trade exhibition participation dedicated to DataDirect corporate hospitality for accounts identified as strategic for DataDirect Page 2

3 We are looking for the following 3 types of channel partner:- 1) Resellers Resellers Distributors Systems Integrators Resellers are authorized to offer the DataDirect suite of products to end user customers only. 2) Distributors Distributors are authorized to offer DataDirect products and provide fulfilment services to resellers 2 only. 3) Systems Integrators Systems Integrators are consulting firms and service providers who recommend and use DataDirect products to deliver their own solutions to their customers. Becoming a DataDirect Technologies Channel Partner The first step in establishing a successful partner relationship is for both parties to understand each other s organisation, products and services offered, markets covered and business plan for the future. Please complete the below application forms. The application form will be the basis of our working practice and will determine the contractual relationship we enter into. On appointment of Channel Partnership the business plan and marketing plan will be continually monitored and updated as appropriate. 2 Ad hoc resellers not contracted to DataDirect Technologies under the Channel partner programme Page 3

4 Please fax the below completed form to Nick Howard at (44) (0) : Nick Howard International Headquarters International Partner Manager DataDirect Technologies, Ltd. DataDirect Technologies, Ltd. 210 Bath Road 210 Bath Road Slough Slough SL1 3XE SL1 3XE United Kingdom United Kingdom Main Tele (44) (0) Tele (44) (0) Main Fax (44) (0) Mob (44) (0) Freephone Fax (44) (0) International Sales Offices: Belgium (French) Belgium (Dutch) France Germany Japan Netherlands Page 4

5 DataDirect Channel Partner Programme Application Form Part 1 Company Profile Please take a few minutes to complete the below application form. This form is intended to be the vehicle to start the partner relationship process. It must be completed by all categories of partner and is vital to determine the correct approach to development of the business opportunities. It is also essential to make sure that there is participation in the various lead generation and referral programs being operated and that we know the correct people within your organisation to communicate with. Please fax back you application form to Nick Howard on (44) (0) Thank you! Company Profile: Registered Name: Registered Headquarters: Branches e.g. Cities: Product Manager Name/ Phone/ Sales Manager Name/ Phone/ Technical Manager Name/ Phone/ Marketing Manager Name/ Phone/ Accounts Manager Name/ Phone/ Administration Manager Name/ Phone/ Product lines carried (please list below vendors and products) : VENDOR PRODUCTS Page 5

6 Please indicate the number of people in your organisation: ORGANISATION STRUCTURE Management Sales Pre-Sales Post-Sales Consulting Marketing Administration Others FULL TIME PART TIME CONTRACT Please give financial details for the categories below where applicable: FINANCIALS (PLEASE INCLUDE CURRENCY) Total revenue in last year Total revenue software sales in last year Software sales revenue split into Development Tools Business Intelligence Tools Banking Applications Middleware/Infrastructure Tools Application/Web Servers Accounting Packages Others (please list) Revenue for DataDirect (if applicable) Please list your top 10 vendor/product sellers: TOP 10 VENDOR/PRODUCT SELLERS Page 6

7 DataDirect Channel Partner Programme: Application Form Part 2 Market Coverage Please specify the market coverage you have: MARKET COVERAGE SIZE OF COMPANY Check as applicable Office <=20 people SME people Corporate >500 people VERTICAL Finance Retail Local/Central Govt Telco Transport/Distribution Utilities Manufacturing PharmaChem Education Other (please list) HORIZONTAL Development Tools Business Intelligence Tools Banking Applications Middleware/Infrastructure Tools Application/Web Servers Accounting Packages Others (please list) Page 7

8 DataDirect Channel Partner Programme: Application Form Part 3 Target Markets Please specify the market coverage you have: COUNTRIES (please list) TARGET MARKET COVERAGE FOR DATADIRECT Is target What is your value Projected revenue existing proposition for this customers new market? customers both SIZE OF COMPANY Office <=20 people SME people Corporate >500 people VERTICAL Finance Retail Local/Central Govt Telco Transport/Distribution Utilities Manufacturing PharmaChem Education Other (please list) HORIZONTAL Development Tools Business Intelligence Banking Applications Middleware/ Infrastructure Tools Application/ Web Servers Accounting Packages Others (please list) Page 8

9 Please identify key actions to be undertaken to achieve projected revenue: Key actions: Please identify critical success factors that will be used to monitor and measure this : Critical success factors: Page 9

10 DataDirect Channel Partner Programme: Application Form Part 4 Marketing Plan Please give details of your current marketing activities: Category Trade Show Target market CURRENT MARKETING ACTIVITIES Number of Source of contacts contacts targeted Planned follow-up activities Success criteria Seminar Direct Marketing Corporate Hospitality PR event Other (please list) Page 10

11 Please give details of your proposed marketing activities for DataDirect: Category Trade Show PROPOSED MARKETING ACTIVITIES FOR DATADIRECT Target Source of market contacts Number of contacts targeted Planned follow-up activities Success criteria Seminar Direct Marketing Corporate Hospitality PR event Other (please list) Give details of why an activities are proposed as a benefit to DataDirect What is the anticipated total cost of these activities? Page 11