Go Forward! Partner Program Guide. Siemens Enterprise Communications

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1 Siemens Enterprise Communications 1 Siemens Enterprise Communications GmbH & Co. KG Siemens Enterprise Communications GmbH & Co. KG is a Trademark Licensee of Siemens AG

2 Contents» Dear Partners, Congratulations and thank you! Congratulations for being a Go Forward! Partner and thank you for working together with Siemens Enterprise Communications. We re proud to welcome you into our partner community. Your success is our success. And we understand that the foundation of mutual success is a solid partnership. With this in mind, we re committed to empowering our partners with superior products, a strong local and global market position, and an outstanding level of support. Siemens Enterprise Communications unique Open Communications approach underpins everything we do, enabling our partners to deliver advanced communications to a full range of customers, from small start-up companies to multinational organizations. As the face of Siemens Enterprise Communications to your customers, you play the most important role in growing our indirect channel business. With this guide you have one source that provides all the information you need to identify and address your customers requirements and design high value business solutions. It is important to be familiar with all the processes, tools, information and material available to enable the growth of our indirect channel business and contribute to the success of your company. Patrick Kehoe SVP Global Channel Programs and Operations Contents»

3 Contents Welcome to the Partner Program Benefits Specializations Program Core Criteria Abbreviations

4 1. Welcome to the 1. Welcome to the 1.1 Program Objectives 1.2 Why Partner with Siemens Enterprise Communications? 1.3 Program Overview Partner Level Specializations 1.4 How to become a Partner? «Previous Next» 4

5 «Contents Next» Welcome to the Partner Program 1.1 Program Objectives 1.2 Why Partner with Siemens Enterprise Communications? 1.3 Program Overview Partner Level Specializations 1.4 How to become a Partner? Siemens Enterprise Communications recognizes that it takes effective partnerships to create, implement and distribute highly integrated real-time communications solutions. We depend on our channel partners to provide the market reach and local expertise to extend the value of our solutions and services to customers on a global basis. In return, we remain committed to providing our partners with superior support, market differentiation and sustainable revenue opportunities. To back our commitment to our partners, we have designed the Go Forward! partner program as a single, unified program to simplify and streamline operations and make doing business with Siemens Enterprise Communications easier. We also recognize that different types of organizations bring different business value, areas of expertise and opportunities to our mutual customers. For this reason, the Siemens Enterprise Communications Go Forward! partner program provides three distinct types of engagements: Approved Partners, Distribution Partners and Alliance Partners: Approved Partners - These organizations (resellers) sell and typically implement and support Siemens Enterprise Communications solutions in geographies, industries and markets around the world. Our resellers range in size from single-site value-added resellers (VARs) to multinational System Integrators that provide a full range of IT and communications products and services. Distribution Partners Siemens Enterprise Communications Approved Distributors purchase solutions directly from Siemens Enterprise Communications for resale to Approved Partners and others within defined countries. Value-added services vary by Approved Distributor, but typically include credit, marketing and pre-and post-sales support that enable partners to meet their customers business challenges. Alliance Partners - These organizations are Siemens Enterprise Communications industry peers; they work with us to customize, integrate, and bring joint and co-branded solutions to market. This group includes many of the largest IT service providers and telecommunication carriers in the world such as AT&T, British Telecom (BT), Deutsche Telekom, Telefonica and Verizon. The Go Forward! partner program guide applies to Approved Partners and provides information regarding the benefits and other terms related to membership in the Go Forward! partner program. It provides information to enable current and prospective partners to select program features and Specializations that match their skills and interests and take full advantage of the related benefits. Because we are constantly improving our offerings, this program guide includes frequent references to our partner portal: Siemens Enterprise Communications Business Area (SEBA) at: «Contents Next» 5

6 1.1 Program Objectives 1.1 Program Objectives 1.2 Why Partner with Siemens Enterprise Communications? 1.3 Program Overview Partner Level Specializations 1.4 How to become a Partner? Channel partners are at the core of our success at Siemens Enterprise Communications and represent a key focus area of our Open Communications strategy. Our partners provide the expertise to extend the value of our solutions and services to customers. We also recognize that our partners need more than just our great offerings to succeed, and our award-winning Go Forward! partner program provides the tools, resources and support our partners need to drive communications-related revenue, deliver unprecedented customer satisfaction and increase profitability. The global Go Forward! partner program is designed to nurture profitable relationships based on seven guiding principles: n Provide a global partner program supporting all partners across all business models. n Offer a low cost of entry for participation. n Enable partners to successfully and profitably sell our products and services. n Offer partners an attractive set of benefits which are aligned with their results and commitment to Siemens Enterprise Communications. n Provide the means for our partners to differentiate themselves as a trusted advisor and partner to their customers. n Build program, policies and processes that make it easy for partners to do business with Siemens Enterprise Communications. n Respond quickly to partner needs. 6

7 1.2 Why Partner with Siemens Enterprise Communications Continued Program Objectives 1.2 Why Partner with Siemens Enterprise Communications? 1.3 Program Overview Partner Level Specializations 1.4 How to become a Partner? The fundamental reasons why Value-Added Resellers, System Integrators, Service Providers and others choose to partner with Siemens Enterprise Communications is P-R-O-F-I-T: Pursue and Close More Deals - We provide our partners with the tools they need to find, qualify and propose more high value deals and deliver solutions that maximize customer value and are differentiated from the competition. Our virtualized software solutions can be installed on industry standard servers, which overlay (or co-exist) in existing multi-vendor infrastructures without the need to rip out and replace. We also offer multiple deployment options and pricing models to enable our partners to address the needs of every organization, including on-site premise based solutions managed by the customer; headquarters installed, branch locations in the cloud or outsourced for management, and infrastructure hosted and managed in the cloud. Reduce Your Cost of Doing Business - Our solutions are channel friendly ; they are easy to deploy, easy to support and backed by a support organization that facilitates multinational market coverage. A key objective of the program is to enable our partners to provide full turnkey service to their customers. We can also provide services on your behalf through our network of local support experts in more than 90 countries. This gives our partners the opportunity to cost-effectively enter new markets and the flexibility to be as hands-on or hands-off in any given sales opportunity. Optimize Your Margins - Our partner program is designed from the ground up to optimize profitability. We offer generous margins that increase with volume. In addition, we do not over-distribute our products and solutions. The goal of our partner model is quality, not quantity. As a result, our partners rarely find themselves competing against multiple Siemens Enterprise Communications resellers for the same deal, which ensures your margins remain strong and predictable. Fortify Your Future Success - Selecting a communications solution vendor is a lot like making a long-term investment. You want to ensure that your investment is not only safe, but has great potential for growth. We are a financially secure organization with zero debt. We have a strong commitment to technology leadership and innovation and we continue to invest in research and development (R&D) at a higher rate than our competitors to maintain the long-term success and growth of our company and partner community. This is one of the key reasons why more than 2,000 partners worldwide are confidently building new revenue streams around our solutions. 7

8 1.2 Why Partner with Siemens Enterprise Communications 1.1 Program Objectives 1.2 Why Partner with Siemens Enterprise Communications? 1.3 Program Overview Partner Level Specializations 1.4 How to become a Partner? Increase Your Business BottomLine - Siemens Enterprise Communications offers a number of processes and marketing tools designed to help our partners enhance their bottom-line and drive their success: n Partner Fund, a generous well-funded Partner Fund program, allows partners to earn money to offset demand generation, business development and training activities. n Digital Channel offers partners the ability to easily integrate Siemens Enterprise Communications into their website with up-to-date web content highlighting our products and solutions, as well as campaigns to help drive lead generation. n Our Deal Registration Program allows partners to register business opportunities, enjoy additional incentives and secure protection for their registered deals. Team with a Market Leader - We have a global brand, industry recognized technology and award-winning solutions backed by the most experienced and committed team of professionals in the industry. As a pioneer in this industry, Siemens Enterprise Communications has been providing innovative communications solutions to organizations large and small for 160 years: n In 1847, we delivered the first reliable transmission over long distance. n In 1984, we were the first to combine voice and data, with our Hicom solutions. n In 2004, we were the first to market with unified communications applications. n Today, we offer the ONLY open communications suite. 8

9 1.3 Program Overview Continued Program Objectives 1.2 Why Partner with Siemens Enterprise Communications? 1.3 Program Overview Partner Level Specializations 1.4 How to become a Partner? The Go Forward! partner program has been established to recognize the investments partners have made in supporting their end customers. The requirements for membership are straightforward and the investment required to become accredited is among the lowest in the industry. The entry point to the Go Forward! partner program is the Registered Reseller partner level. Siemens Enterprise Communications values Registered Resellers as an important part of the indirect channels business who primarily sell our SME portfolio. As a Registered Reseller, a company gains access to the resources needed to begin selling Siemens Enterprise Communications solutions and can initiate the Go Forward! Approval process when ready. Partners who have successfully completed the Go Forward! Approval process may claim Siemens Enterprise Communications Approved Partner status and use the following partner logo: 9

10 1.3 Program Overview 1.1 Program Objectives 1.2 Why Partner with Siemens Enterprise Communications? 1.3 Program Overview Partner Level Specializations 1.4 How to become a Partner? Partner Level The Go Forward! partner program is structured in a straightforward way that allows a partner to develop his own business with Siemens Enterprise Communications at his own pace. The Go Forward! partner program has three recognized membership levels: Premier is the highest level, Plus and Select. Each level has distinct benefits and requirements. Benefits increase as an Approved Partner s relationship with Siemens Enterprise Communications grows. Qualifying for membership in a level is determined by fulfilling mandatory core requirements and earning Specializations through an objective points-based-system n Select is the entry level partnership with minimal requirements that still gives you access to great benefits including sales, marketing and technical support, access to our partner portal, and a discount structure. n Plus: From there you can progress to become a Plus partner with additional benefits such as access to partner fund and opportunity-specific support. n Premier is our highest partnership level, offering exclusive benefits such as access to our executive briefing center Specializations Specializations are the key to the effectiveness of Go Forward!, for partners and for customers. That s because specializations are the only differentiator that the customer sees. They remain unaware of partner level. That means partners who don t necessarily have the scale to be a top-tier partner don t get ignored by customers. They see only that the partner is a reliable Siemens Enterprise Communications partner, and that he has the skills they need, if the specialization is the one they are looking for. 10

11 1.4 How to become a Partner? 1.1 Program Objectives 1.2 Why Partner with Siemens Enterprise Communications? 1.3 Program Overview Partner Level Specializations 1.4 How to become a Partner? There are five straightforward stages to becoming an Approved Partner: 1. Apply: To apply to join the program, you must download or complete a Go Forward! partner program application form online at com/partners. You will then be contacted by a local channel account manager, who will present the benefits of the program in detail, and discuss the relevant requirements with you. 2. Sign contract: Once both sides have agreed to pursue the relationship, the next step is to sign your partner contract. The terms of the contract will vary depending on your business model and proposed partner program level. 3. Plan, connect and start: Familiarize yourself with the program s tools and resources, put your internal resources in place, and start selling even before you have completed the approval process. Your key resource in this regard is the Siemens Enterprise Business Area (SEBA) portal. Access to the portal can be granted by your local channel account manager via our internal CRM system. Usually, there will be a SEBA company administrator allocated to your account, who can manage users and roles for your employees. If you need any support, send an to our customer service desk: 4. Develop skills: Your channel account manager will help you develop and implement a training plan to acquire the certification you need to achieve your chosen Siemens Enterprise Communications specializations. 5. Get approved: Finally, your channel account manager will help you prepare for your Approved Partner approval audit. The Approval audit is used to check if a partner meets the specialization and core criteria to achieve partner level. The Approval is valid for one year, January 1st December 31st. Within the last quarter of the current year, October 1st December 31st, the partner must have successfully passed the Approval Audit for the next year. The approval date included in the confirmation letter sent to the partner by Siemens Enterprise Communications is the valid approval date. 11

12 2. Program Benefits 2.1 Overview 2.2 Relationship Benefits 2.3 Financial Benefits 2.4 Marketing Benefits 2.5 Sales Benefits 2.6 Service Benefits «Previous Next» 12

13 2.1 Overview Continued Overview 2.2 Relationship Benefits Partner Portal PartnerCONNECT Partner Communications Vehicles Competitive Intelligence Executive Briefing Centers Partner Advisory Council 2.3 Financial Benefits 2.4 Marketing Benefits 2.5 Sales Benefits 2.6 Service Benefits The Go Forward! partner program offers a core set of benefits and resources to all of our members across all three levels of the partnership Premier, Plus and Select. For partners that choose to specialize in specific Siemens Enterprise Communications solutions and to improve their skills, services and sales, we offer additional benefits to support this incremental level of investment and commitment. The higher the partnership level achieved, the greater the benefits provided. These benefits fall into five categories which are summarized below and each benefit is described in additional details on the following pages. Some benefits may vary due to local availability. Benefits Relationship Benefits Go Forward! Partner Level Premier Plus Select Registered Reseller Partner Portal PartnerCONNECT Partner Communication Vehicles Competitive Intelligence Executive Briefing Centers Partner Advisory Council Financial Benefits Go Forward! Discounts* Partner Fund Deal Registration Indirect Channel Opportunity Pricing* Demonstration System Discount* *These Benefits are provided through distribution for their partners 13

14 2.1 Overview 2.1 Overview 2.2 Relationship Benefits Partner Portal PartnerCONNECT Partner Communications Vehicles Competitive Intelligence Executive Briefing Centers Partner Advisory Council 2.3 Financial Benefits 2.4 Marketing Benefits 2.5 Sales Benefits 2.6 Service Benefits Benefits Marketing Benefits Go Forward! Partner Level Premier Plus Select Registered Reseller Partner Logo Partner Locator Digital Channel Sales and Marketing Collateral Online Marketing Shop Promotions Corporate Events Public Relations Support Dedicated Marketing Contact Lead Generation Sales Benefits Assigned Partner Manager Access to local Sales Resources Business Planning Assistance Dedicated Partner Briefings and Webinars Strategic Executive Meetings Pre-sales Support* Service Benefits Service Portal Technical Assistance* Expert Assistance* Incident Management* *These Benefits are provided through distribution for their partners 14

15 2.2. Relationship Benefits Continued Overview 2.2 Relationship Benefits Partner Portal PartnerCONNECT Partner Communications Vehicles Competitive Intelligence Executive Briefing Centers Partner Advisory Council 2.3 Financial Benefits 2.4 Marketing Benefits 2.5 Sales Benefits 2.6 Service Benefits Partner Portal We recognize that our partners are in business to sell solutions, service their customers and make money not to spend time struggling to get information from their suppliers. For this reason, all Approved Partners who are members of the Go Forward! partner program have full access to an exclusive password-protected partner portal called SEBA (Siemens Enterprise Communications Business Area). SEBA is a centralized, online resource that provides up-to-the-minute information about our solutions, programs, marketing opportunities, initiatives, strategies, training, software and more. The content is updated regularly to provide our partners with access to the tools and resources they need to win more business with Siemens Enterprise Communications products and solutions. SEBA registration instructions are provided to all program contacts in the introductory letter, which is sent out after the program application is processed and accepted. A self-explanatory tutorial for SEBA with voice recording and subtitles is available on the SEBA homepage PartnerCONNECT PartnerCONNECT provides secure web based access to Siemens Enterprise Communications CRM system Global-ONE for Approved Partners. PartnerCONNECT allows collaborative management of CRM data like partner accounts, customer accounts, contacts, leads, deals and opportunities including sophisticated reports and dashboards. Using PartnerCONNECT, a partner can register deals or request a special bid. PartnerCONNECT is currently not yet available in all countries. Please contact your channel account manager for local availability. Siemens Enterprise Communications Business Area 15

16 2.2. Relationship Benefits 2.1 Overview 2.2 Relationship Benefits Partner Portal PartnerCONNECT Partner Communications Vehicles Competitive Intelligence Executive Briefing Centers Partner Advisory Council 2.3 Financial Benefits 2.4 Marketing Benefits 2.5 Sales Benefits 2.6 Service Benefits Partner Communications Vehicles Great partnerships are founded on open, honest and on-going communications. For this reason, we have developed a variety of vehicles to keep our partner community up-to-date on our latest news, events and product announcements. We have also developed a number of activities designed to foster open dialog, with the goal of continuously improving partner relationships and growing our mutual business opportunities. Key examples include: n Go Forward! Newsletter - Partner newsletters, available in both local and global editions, keep partners informed of product announcements and developments, marketing programs and news related to training, certification, sales enablement tools and SEBA. They also provide tips to optimize your partnership with Siemens Enterprise Communications. n Partner Satisfaction Surveys - To help ensure the success and satisfaction of all our channel partners, we periodically conduct satisfaction surveys. By gathering our partners views on our programs, services and support, we learn how we can improve our programs to further our mutual success. n Partner Webcasts - Our partner webcasts bring the latest information about Siemens Enterprise Communications products, programs and promotions. We offer at least once partner webcast each quarter, reinforcing our commitment to open, two-way communications to help our partners succeed and grow. n Sales Circulars - distributed documents that keep our partners informed on new product releases and product phaseouts Competitive Intelligence Partners can improve their ability to position Siemens Enterprise Communications with customers by understanding the competition. Siemens Enterprise Communications provides information to help you effectively sell against the most common competitors. Comparisons of strengths, weaknesses, offerings, investment options and market differentiators help partners confidently recommend Siemens Enterprise Communications to their prospects Executive Briefing Centers Executive Briefing Centers provide an ideal forum for Premier partners to showcase Siemens Enterprise Communications solutions to qualified customers. Using these state-of-the-art facilities, partners can host customers in a formal business environment, with the resources of Siemens Enterprise Communications at their disposal. Where appropriate, your channel account manager and/or local Siemens Enterprise Communications account team will co-host the event, with the option to invite Siemens Enterprise Communications senior executives to participate as well. To ensure a successful event, the Siemens Enterprise Communications channel account manager and Siemens Enterprise Communications Executive Briefing Customer Team work with the partner to develop and deliver a customized program for the attending end-customer/prospect that serves to build stronger relationships and confidence in Siemens Enterprise Communications, accelerate the sales cycle and close business opportunities. To schedule a customer visit to an Executive Briefing Customer and customize an agenda for the meeting, talk to your Siemens Enterprise Communications channel account manager Partner Advisory Council A small group of partner representatives meets with Siemens Enterprise Communications at least once per year, to share their ideas to enable us to continuously improve the Go Forward! partner program. These council meetings offer a high-level, open and collaborative environment for discussing our business goals, product roadmap and strategic channel direction, providing valuable insights for driving mutual growth and developing new business opportunities. Partner participation is by invitation only. 16

17 2.3. Financial Benefits Continued Overview 2.2 Relationship Benefits 2.3 Financial Benefits Go Forward! Discounts Partner Fund Deal Registration Indirect Channel Opportunity Pricing Demonstration System Discount 2.4 Marketing Benefits 2.5 Sales Benefits 2.6 Service Benefits Go Forward! Discounts One of our principal means of rewarding partners for deeper participation in our Go Forward! partner program is better pricing. Premier partners receive the highest discount, followed by Plus and Select, respectively. For two-tier partners, pricing is solely at the discretion of our Approved Distributors. However, the price quoted to a partner by a distributor is also based on their program level. Consult your Siemens Enterprise Communications Approved Distributor for more information Partner Fund Go Forward! Distributors (Premier and Select) and Go Forward! Resellers (Premier and Plus only) accrue Partner Funds based on their qualifying sales of Siemens Enterprise Communications products. Once partners begin earning Partner Funds, they can use the Partner Fund web portal located on SEBA to see their current Partner Fund balance, request usage and claim funds. For current detailed information on the Partner Fund Program, including the claim/ reimbursement process, refer to the Partner Fund Guidelines in SEBA: LINK TO PARTNER FUND GUIDELINES Deal Registration The Deal Registration Program is a key benefit of the Go Forward! partner program recognizing and rewarding partners for the pre-sales effort and investment associated with actively identifying, developing and closing new sales opportunities with products and solutions from Siemens Enterprise Communications. Partners register an opportunity using the Deal Registration Form posted on the SEBA partner web portal or the Deal Registration function in the PartnerCONNECT CRM tool. n Preferred-Partner: The first accepted and approved by Siemens Enterprise Communications qualified partner to register an eligible opportunity becomes the Preferred-Partner for the registered Deal. The Preferred-Partner is the only partner that is eligible for Deal Registration Benefits. n Approved-Partner: Qualified partners with subsequent registrations of the same opportunity will become an Approved-Partner for the registered Deal. An Approved-Partner is not eligible for Deal Registration Discounts but is eligible for pre-sales support. Deal Registration program availability and conditions vary by countries. For more detailed program terms and conditions and to register an opportunity, refer to the Deal Registration under SEBA: LINK TO DEAL REGISTRATION PROGRAM GUIDE 17

18 2.3. Financial Benefits 2.1 Overview 2.2 Relationship Benefits 2.3 Financial Benefits Go Forward! Discounts Partner Fund Deal Registration Indirect Channel Opportunity Pricing Demonstration System Discount 2.4 Marketing Benefits 2.5 Sales Benefits 2.6 Service Benefits Indirect Channel Opportunity Pricing Indirect Channel Opportunity (ICO) pricing is available to help close qualified, major opportunities and competitive displacements. A key pre-requisite for obtaining special bid pricing is registering the opportunity on PartnerCONNECT, even if it is not eligible for benefits under the Deal Registration Program. Partners simply need to contact their channel account manager for assistance in pursuing this benefit which is exclusively available to Approved Partners. For current detailed information on the Indirect Channel Opportunity Pricing Program, please refer to the Indirect Channel Opportunity Guide under the SEBA: LINK TO INDIRECT CHANNEL OPPORTUNITY GUIDE Demonstration System Discount Partners are eligible for special discounts on solutions used for demonstration, training labs and internal/in-house use, giving them the opportunity to gain hands-on knowledge on our products and devices. For current detailed information on the Demo System program, including information on the general demo system policy, discount levels, instructions for request and order handling, as well as the program terms and conditions, refer to the Demonstration System program guide on SEBA: LINK TO DEMO SYSTEM GUIDE 18

19 2.4. Marketing Benefits Continued Overview 2.2 Relationship Benefits 2.3 Financial Benefits 2.4 Marketing Benefits Partner Logo Partner Locator Digital Channel Sales and Marketing Collateral Online Marketing Material Shop Promotions Corporate Events Public Relations Support Dedicated Marketing Support Lead Generation 2.5 Sales Benefits 2.6 Service Benefits Partner Logo Partners who have successfully completed the Go Forward! Approval Process may claim Siemens Enterprise Communications Approved Partner status and use the partner logo, accompanied by explicit reference to their earned specializations. Companies of all sizes and types recognize Siemens Enterprise Communications as one of the largest technology companies in the world and partners have the advantage of leveraging the strength of this market position and brand awareness each time they display the Siemens Enterprise Communications logo. Displaying the earned specializations, along with the partner logo, let s customers know that the partner has invested in technical and business competencies to help serve and support them. Refer to the Style Guide on SEBA to download logos and obtain details on where and how they may be used: LINK TO STYLE GUIDE Partner Locator Our global Partner Locator on our corporate website allows customers and prospective customers to search for partners by earned specializations and/or geographic market coverage. This makes it easy for potential customers to find local partners qualified to address their specific needs. This tool is also one of our most valuable sales and marketing resources, enabling our partners to benefit from our web traffic and the sales leads generated as a result of our on-going marketing activities Digital Channel Digital Channel is a web-based marketing tool designed to provide partners with enhanced marketing capabilities, without the need for specialized marketing expertise. The capabilities provided by the tool include: n Web Content - Provides up-to-date Siemens Enterprise Communications web content, which is automatically displayed within the partner s own website to provide relevant product, industry and topical information. n Campaigns - Includes an tool which enables partners to send prebuilt campaigns to their contacts, giving them the option to click thru to the partner s website, and giving the partner the ability to track responses and generate new sales opportunities. n Co-branded Collateral - Delivers co-branded documents such as brochures, datasheets and white papers to support partners sales activities. For more information on Digital Channel refer to the Tools for Go Forward! partners section in SEBA, under the Go Forward! section. 19

20 2.4. Marketing Benefits Continued Overview 2.2 Relationship Benefits 2.3 Financial Benefits 2.4 Marketing Benefits Partner Logo Partner Locator Digital Channel Sales and Marketing Collateral Online Marketing Material Shop Promotions Corporate Events Public Relations Support Dedicated Marketing Support Lead Generation 2.5 Sales Benefits 2.6 Service Benefits Sales and Marketing Collateral All partners receive the rights to reproduce and distribute a large variety of products and services marketing collateral, including data sheets, brochures and the other types of materials listed below. Partners can download and distribute digital versions of all collaterals directly from SEBA under Product Information, free-ofcharge. If partners need printed versions of brochures and datasheets, they can be ordered for a nominal fee on the Online Marketing Material Shop on SEBA under the Supply tab. n Analysts Reports - Learn from industry experts about the current trends in unified communications and contact center management. Analyst reports are subject to additional licensing by the analyst firm and some reports may not be available for reproduction and co-branding. n Case Studies - Siemens Enterprise Communications will produce case studies describing the success of many of our customers. These case studies help all partners and their customers learn how our solutions can be applied to advance business. n Whitepapers - Technical and business whitepapers describe and position Siemens Enterprise Communications solutions for unified communications Online Marketing Material Shop The Online Marketing Material Shop provides partners with the ability to view and place orders for marketing materials, such as multimedia CDs, brochures and datasheets. This site is located under the SEBA Supply tab in the Order Marketing Materials section. Some of these items are fee-based, but are eligible for partner fund reimbursement Promotions Siemens Enterprise Communications periodically provides channel-specific sales promotions to help partners identify key sales opportunities and increase their revenue. Check the SEBA Partner Portal for news and the latest promotions. Approved Partners will be able to benefit from our additional regular Global Marketing Programs and Promotions Corporate Events Siemens Enterprise Communications sponsors road shows, partner conferences, briefings and product launches on a regional and country basis. Partners will be encouraged to attend and participate in these events, generally at no-charge. 20

21 2.4. Marketing Benefits 2.1 Overview 2.2 Relationship Benefits 2.3 Financial Benefits 2.4 Marketing Benefits Partner Logo Partner Locator Digital Channel Sales and Marketing Collateral Online Marketing Material Shop Promotions Corporate Events Public Relations Support Dedicated Marketing Support Lead Generation 2.5 Sales Benefits 2.6 Service Benefits Public Relations Support Siemens Enterprise Communications Approved Partners are welcome to request support for joint press releases to announce the partnership and promote significant wins or other newsworthy events. All releases containing Siemens Enterprise Communications are subject to approval by Siemens Enterprise Communications and should be submitted to Siemens Enterprise Communications for review Dedicated Marketing Contact When needed, Premier Partners will have access to a channel marketing specialist who can assist with developing demand generation campaigns, events, programs and marketing initiatives to support the partner s specific business objectives Lead Generation Through on-going corporate marketing activities and regional campaigns, sales leads are generated on an on-going basis. These leads are then forwarded to our Inside Sales Team for screening and qualification. If Inside Sales considers the lead to be qualified, it is distributed to the partner who has the best opportunity to close the deal and this is based on the following criteria: n Partner level n Proximity to prospect n Partner qualifications (as measured by earned specializations and/or certifications) n Vertical market expertise n Previous partner responsiveness and close rate on previously issued leads n Round-robin (if all other criteria are equal) Partners receiving leads will be required to: n Contact the lead within 48 hours n Provide on-going feedback on the quality of the lead n Ensure a Siemens Enterprise Communications solution is included in the engagement, and n Conduct a customer satisfaction survey and forward it to Siemens Enterprise Communications at the end of the engagement. 21

22 2.5. Sales Benefits Continued Overview 2.2 Relationship Benefits 2.3 Financial Benefits 2.4 Marketing Benefits 2.5 Sales Benefits Assigned Channel Account Manager Access to local Sales Resources Business Planning Assistance Dedicated Partner Briefings and Webinars Strategic Executive Meetings Pre-Sales Support 2.6 Service Benefits Assigned Channel Account Manager Approved Partners are assigned a channel account manager to act as their advocate within Siemens Enterprise Communications and serve as a central point of contact. Their key responsibilities include: n Assisting with business planning, forecasting and account planning n Coordinating partner training activities and ensuring appropriate specializations and certifications are achieved n Assisting with marketing plan development and execution n Providing support throughout the entire sales cycle, including coordinating executive briefings and accompanying partner personnel on qualifying sales calls n Managing escalations within Siemens Enterprise Communications Access to local Sales Resources The Siemens Enterprise Communications channel account manager has many sales-associated resources at their disposal to help you accelerate your sales cycles. If necessary, these resources can include account executives and systems engineers with indepth experience handling presales activities and on-site field support. Requests should be made through your channel account manager Business Planning Assistance Siemens Enterprise Communications and our employees have years of expertise selling communications solutions to a broad range of customers. We offer best practices that can help our Premier and Plus Partners achieve their desired business results. The channel account managers work directly with these partners to develop a set of key objectives that are in line with each partner s business needs and outline action plans to accomplish these objectives Dedicated Partner Briefings and Webinars Partner webinars and online, on-demand sessions are available featuring Siemens Enterprise Communications products and services, thought leadership and strategic initiatives, vertical marketing strategies, program and marketing opportunity updates and more. In addition to the regularly scheduled update webinars, special events are targeted to community-specific and/or relationship-specific audiences. Partner webinars are promoted via and SEBA Strategic Executive Meetings Our Premier Partners have demonstrated the highest level of commitment to Siemens Enterprise Communications. In return for this commitment, Premier Partners are assigned an executive sponsor who is available to further expand the partner s relationship with Siemens Enterprise Communications by addressing issues that adversely affect the sales cycle and using influence and contacts to gain access to key decision makers in large organizations. 22

23 2.5. Sales Benefits 2.1 Overview 2.2 Relationship Benefits 2.3 Financial Benefits 2.4 Marketing Benefits 2.5 Sales Benefits Assigned Channel Account Manager Access to local Sales Resources Business Planning Assistance Dedicated Partner Briefings and Webinars Strategic Executive Meetings Pre-Sales Support 2.6 Service Benefits Pre-Sales Support Pre-sales support is defined as assistance in answering sales-related questions during the planning and bid phases. Amount of pre-sales support depends on the partner s Go Forward! specialization and support contract. The following pre-sales services are defined but may vary between countries: Pre-sales Knowledge Base Siemens Enterprise Communications provides access via SEBA to a pre-sales knowledge base which offers answers to sales oriented and product related questions. Content of pre-sales knowledge base will be maintained and updated on regular basis with answers to common questions by our pre-sales organization. Pres-sales knowledge base provides information about the complete product and service portfolio of Siemens Enterprise Communications. Pre-sales Assistance The partner has access to our pre-sales organization to clarify sales oriented and product related questions supporting the partner sales and account teams in responding to general customer queries about solutions and capabilities, to choose the appropriate products and to define the solution to meet the customer s needs. Access will be provided via a web based pre-sales request system available in SEBA. Pre-sales Support for Complex Projects Siemens Enterprise Communications pre-sales organization supports partners to evaluate and design complex solutions for large enterprises. The partner will be supported to build the communication solution and a delivery plan for services that will best meet the needs of the customer s business objectives. The design phase covers solution and integration design, elaboration of business cases and migration design services. Tender Support Siemens Enterprise Communications provides assistance in bid preparation and preparation of responses to tenders. Siemens Enterprise Communications support team assists to deliver best effort results in technical design with regards to features requested in the invitation to tender. This service is subject to daily billing. Onsite Pre-sales Support (for Partners with Premier Partner Level) Partners with Premier partner level have access to onsite pre-sales support on partner request. In the acquisition phase of complex deals, the pre-sales organization may participate in meetings with the customer, provide customized presentations and assist with their know-how, in the design of the most suitable solution proposal. Pre-sales support for complex projects, tender support and onsite pre-sales support will be provided to partners ordering directly from Siemens Enterprise Communications and charged on a time and material basis. 23

24 2.6. Service Benefits Continued Overview 2.2 Relationship Benefits 2.3 Financial Benefits 2.4 Marketing Benefits 2.5 Sales Benefits 2.6 Service Benefits Service Portal Technical Assistance Expert Assistance Incident Management All Approved Partners and registered resellers have access to the service portal in SEBA. Approved Partners ordering directly from Siemens Enterprise Communications are eligible for technical support (Technical Assistance, Expert Assistance and Incident Management) through Siemens Enterprise Communications global customer support organization. Technical support is fee based Service Portal Access to service information in SEBA is available for Approved Partners and registered resellers. n Support knowledge database provides access to Siemens Enterprise Communications knowledge management application that cumulates and classifies known resolution articles and other relevant service support information about installation, configuration, maintenance and operation of equipment. n Software center provides access to Siemens Enterprise Communications software download application, which offers secure, downloads of software upgrades & updates in accordance with the contracted services & equipment Technical Assistance This service provides technical assistance for partners for all in-scope equipment and services regarding usage and handling. n Provide advice and guidance on how to operate a feature or facility of the equipment n Provide advice and guidance on the use or operation of the Services; e.g. questions regarding installation, configuration or maintenance n Provide advice and guidance of partner internal processes relating to the services (e.g. internal order and authorization processes). 24

25 2.6. Service Benefits 2.1 Overview 2.2 Relationship Benefits 2.3 Financial Benefits 2.4 Marketing Benefits 2.5 Sales Benefits 2.6 Service Benefits Service Portal Technical Assistance Expert Assistance Incident Management Expert Assistance Expert Assistance will be provided for certified (SOCP) service technicians by system experts within the Technology Center of Siemens Enterprise Communications, by phone, or via remote access, if possible. Experts assist the partner with complex technical inquiries or detailed fault diagnosis and resolution. When an inquiry cannot be answered by Expert Assistance, the problem will be escalated to the next support level Incident Management Within the incident process, the partner is responsible for managing Support Level 1 and Support Level 2. Siemens Enterprise Communications provides back-level support for Support Level 2 and Vendor Support (Support Level 3). Incident Management will be carried out by technical experts of Siemens Enterprise Communications. Incident Management organizes all the necessary activities to solve an incident within a short time frame. Incident processing is carried out according to the defined priority of an incident report within the contractually agreed service time. This service includes remote diagnosis and remote repair (where possible). n Diagnosis of the malfunction or incident reported by the partner. n Repair of incidents via remote support, if possible. n Identification of faulty hardware via remote measures, if possible. n Provide software correction measures. n Provide a workaround if possible. n Provide support through detailed diagnosis of the malfunction or problem. n Escalation of problems to the next support level. n Provide support for function checks after the repair work is finished. 25

26 3. Specializations 3.1 Benefits 3.2 Requirements Sales Capabilities Service Capabilities Competencies 3.3 Specialization Categories Open Communications Small Medium Enterprise Open Communications Large Enterprise Open Communications Contact Center Solutions Open Communications UC Applications Enterasys Specializations OpenScape Cloud Certified 3.4 How to get specialized? «Previous Next» 26

27 3.1 Benefits Today, customers are looking for solutions that best address their specific business needs. Companies that can best identify, understand and satisfy these business requirements will be the most successful. This creates a competitive advantage and is visible proof of the competence of a partner and its employees. These specializations are designed to go beyond basic product training to assist you in differentiating your sales and deployment expertise to customers and extending your market opportunities within a given solution or market area. 3.1 Benefits 3.2 Requirements Sales Capabilities Service Capabilities Competencies 3.3 Specialization Categories Open Communications Small Medium Enterprise Open Communications Large Enterprise Open Communications Contact Center Solutions Open Communications UC Applications Enterasys Specializations OpenScape Cloud Certified 3.4 How to get specialized? Earning a specialization provides access to incremental benefits, including: n Differentiation by Partner Logo: After meeting the full requirements for a specialization, your business is entitled to the use of a specialization-specific logo. This logo indentifies you as a best of breed expert of the specialization s business area towards your customers. n Partner Locator: If you achieve a specialization this will result in a priority listing on a partner locator used by possible customers. Customers will directly see what you are specialised for and will identify you as a competent partner to fulfil their requirements. n Recognition: A Siemens Enterprise Communications specialization designation allows you to differentiate yourself as a best of breed expert in your respective specializations, enhancing your credibility and reputation with your customers. n Partner Points: Earn additional Partner Points for the successful achievement of a specialization, which will help elevate your level within the Go Forward! partner program. Number of points reflects required investment in specializations of the partner. n Support: Amount and type of available pre-sales support and technical support depending on earned specialization. 27

28 3.2 Requirements Continued.. Each Go Forward! specialization is comprised of a certain set of requirements concerning sales and service capabilities and competencies. 3.1 Benefits 3.2 Requirements Sales Capabilities Service Capabilities Competencies 3.3 Specialization Categories Open Communications Small Medium Enterprise Open Communications Large Enterprise Open Communications Contact Center Solutions Open Communications UC Applications Enterasys Specializations OpenScape Cloud Certified 3.4 How to get specialized? Sales Capabilities To reap the full benefits of the partner program, it is critically important that partners have people within their organization that understand and can articulate the Siemens Enterprise Communications value proposition, are able to demonstrate Siemens Enterprise Communications solutions and are able to show customer references: n Dedicated Sales Representatives: Dedicated sales representatives are Full-Time Equivalent (FTE) sales-people trained and dedicated to sell Siemens Enterprise Communications products and solutions. n Technical Pre-sales Engineers: Pre-sales technical engineers are responsible for all technical aspects of the sales support process. Typical tasks of Pre-sales engineers, includes: n gathering and analyzing the technical requirements and growth plans for prospects and customers n designing, configuring and pricing customer communications solutions n responding to Requests for Proposals (RFPs) n conducting demonstrations and presentations n preparing quotes using Siemens Enterprise Communications pricing and configuration tools n Customer References: A minimum of three approved customer references are required to earn a specialization. A reference may be applicable to more than one specialization, but a reference may only be assigned to fulfill a requirement for one specialization. n Demonstration Capability: The ability to demonstrate working solutions to prospective customers has been proven to dramatically shorten sales cycles and to close more sales opportunities. In addition, having a demo system or solution on-site allows your team to become more proficient on the product, in terms of configuration, installation and troubleshooting. For this reason, each specialization requires at least one demonstration system belonging to the specialization s core products. The types of solutions that will be accepted as a demonstration system include in-house system or solution, mobile demo-cases and showroom equipment. The cost incurred in purchasing a demonstration solution can be offset through the partner fund. In addition, the Demo System Program provides up-front discounts on qualified demonstration solutions. Information on the Demo System Program is available under SEBA. 28

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