Spectralink Select Global Partner Program

Transcription

1 Spectralink Select Global Partner Program Resellers & System Integrators 2013 Program Year

2 Partner Program Overview of Spectralink Global Partner Program Spectralink Select Program Overview Program Levels Program Level Details Program Benefits Getting Started Training and Certification Ongoing Performance Evaluation Spectralink Proprietary and Confidential

3 Overview of Partner Program Designed to drive mutual objectives: Grow profitable revenue Drive greater account penetration Acquire new customers Keep customers current on Spectralink solutions Rewards partners based on commitments to expertise Spectralink will provide financial incentives, training, and recognition to partners who work with us to achieve these objectives. Spectralink Proprietary and Confidential

4 2013 SpectraLink Partners Groups Strategic OEM Partners Technology Partners Interoperability/Developer Partners Select Value-added Distributors Value-added Resellers System Integrators & Solutions Partners Connect Integrated Application Partners Value-added Implementation Partners Spectralink Proprietary and Confidential

5 Spectralink Select Overview Spectralink Select leverages a common framework for partners across the globe, with slight regional elements Businesses with experience in selling Wireless, SIP or VoIP workplace telephony solutions and applications are eligible to apply, subject to approval by Spectralink Participation in the program is required for access to the broadest set of pricing, support and service options Full details of the program can be found in the Partner Program Guide and Program Agreement Spectralink Proprietary and Confidential

6 Spectralink Select Reseller Incentives Profitability increases as expertise increases Incentives designed to maximize partner growth 1 Sell 2 Design 3 Implement 4 Support 5 Market 6 Develop Spectralink Proprietary and Confidential

7 Program Levels Registered partners have four opportunities to advance and earn greater benefits Incentives based on commitment to selling, servicing and supporting end-user customers and maintaining necessary certifications Benefits increase as levels of expertise and support increase Expert Registered Certified Professional Spectralink Proprietary and Confidential

8 Certification by Levels Expert Registered Baseline partner May work with Spectralink to deliver on customer opportunities Must use distributor or Spectralink s design, implementation and professional services Certified Certified to sell and implement any one Spectralink Portfolio Requires minimum certification for each solution being sold All Sales 1 Design certification 1 install certification Must use Spectralink Professional Services for remote certification on first install if new partner or newly certified on product Tier 1-2 support provided by Distributor Professional Sells, designs, implements and provides Tier 1 support for either DECT or Wi- Fi portfolios Requires minimum certification for each solutions being sold, and in each service area where sold All Sales/SA 1 Design/SA 1 Implement/SA 1 Support/SA May use own services where certified Sells, designs, implements and provides Tier 1 and Tier 2 support for the entire Spectralink solutions portfolio Earns the highest financial incentives Requires minimum certification in all solutions, for each service area where sold All Sales/SA 2 Design/SA 2 Implement/SA 2 Support/SA May use own services where certified Spectralink Proprietary and Confidential

9 Program Level Requirements Expert Level Required Certifications DECT Wi-Fi 900MhZ NA Only Apps Qualifiers Sell All All All 1/SA* Two technical resources certified to design and implement all Design 2/SA 2/SA 1/SA 1/SA* products per service area Capable of providing Tier 1 and Tier 2 support Implementation 2SA 2/SA 1/SA 1/SA* Certified on one application product T1-T2/Help Desk 2 2 1/SA As required by AP Expert Partners must purchase: Professional Services Sells their Sells their Sells their Sells their Own or Demo gear Own Own Own App provider s Svcs SpectraLink Maintenance or Repair Services *App support internal or in conjunction with App provider Professional Level Required Certifications DECT Wi-Fi 900MhZ NA Only Apps Qualifiers Sell All All All 1/SA* One technical resources certified to design and implement Design 1/SA 1/SA 1/SA 1/SA* DECT and Wi-Fi per service area Capable of providing Tier 1 support where certified Implementation/T1 1/SA 1/SA 1/SA 1/SA* Professional Partners must purchase: T2 D D D App Provider Demo gear Professional Services Sells their Sells their Sells their Sells their Own or SpectraLink Maintenance or Repair Services Own Own Own App provider s Svcs *App support internal or in conjunction with App provider Remote certification on first install if new partner or newly certified on product Certified Level Required Certifications DECT or Wi-Fi or 900MhZ in US Apps Qualifiers Sell All Reseller has the option to sell DECT or Link or Wi-Fi Design 1 for one of the above systems Must certify one sales engineer and one implementation field service person Implementation 1 for one of the above systems Spectralink professional svcs for others Certified partners must purchase: Demo Gear or professional services T1 Provided By Distributor SpectraLink Maintenance or Repair Services T2 Provided By Distributor Spectralink Professional Services for first install if new Professional Services Must use Spectralink for non-certified products partner or newly certified on product Registered Requirements DECT Wi-Fi 900MHZ US Only Apps Qualifiers With no certifications, a registered partner must work with Spectralink or a Spectralink Certified Distributor or Professional Reseller to sell, design, implement and support all opportunities. Spectralink Proprietary and Confidential

10 Benefits at a Glance Registered Certified Professional Expert Financial & Incentives Resources Sales & Marketing Access & Enablement Expert price list discount 1% Design discount 1% Implementation discount 2% Tier 1/Tier 2 support discount Deal registration program Assigned CAM, CSE and CMM 2.5% of POS sales dedicated for Joint Marketing Funds and Sales Development Funds Exclusive invitation to Executive Councils & Partner Conference Joint press releases Dedicated onsite support Plus other benefits listed below Plus other benefits listed below Professional price list discount 1% Design discount 1% Implementation discount 1% Tier 1 discount Sales incentives programs Deal registration program CAM, CSE & CMM Access Tier 2 support provided through distribution 2.5% of POS sales available for Joint Marketing Funds and Sales Development Funds possible with proposal Generated sales leads Business & Account Planning Onsite training and certification Access to onsite support services Try & Buy program available Exclusive invitation to Partner Conference Plus other benefits listed below Co-branded marketing Plus benefits listed below Certified price list discount Demo Equipment Discounts Promotion Discounts Tier 2 support provided through distribution Tier 3 support provided through SpectraLink SpectraLink provided services for implementation until certified Advanced Product Information Product Roadmaps Brand Equity/Program Level Partner Program Level Logos Plus other benefits listed below Other benefits listed below Technical certification training clinics Tier 1 and Tier 2 support provided through distribution Tier 3 support provided through SpectraLink Spectralink Proprietary and Confidential SpectraLink provided services for selling, design, implementation Online Sales Training and Certification Global fulfillment program Access to Spectralink Connect and strategic partners Invited to Partner Webinars & Roadshows Newsletters Professional Services Partner Access website Global Fulfillment Program Access to SpectraLink Connect and Strategic Partners

11 Getting Started Complete the Reseller Certified Partner Application online at: Approved applicants will begin at the Registered partner level Partners will advance to next levels as certifications are completed Spectralink Proprietary and Confidential

12 Sales Certification Spectralink provides online, self-paced training for sales and sales engineers Spectralink Proprietary and Confidential

13 Support Certification Spectralink provides in-depth lab training for design, implementation and support certifications Register online and an support trainer will work with you to schedule: Spectralink Proprietary and Confidential

14 Ongoing Performance Evaluation Spectralink s Channel Account Managers will review partner levels quarterly Partners incentives and discounts increase as expertise increases Discounts and incentives are paid on day one when partner level has been achieved Spectralink Proprietary and Confidential

15 Thank You Spectralink Proprietary and Confidential