Using PartnerNet to Propel Growth

Transcription

1 FAQ Using PartnerNet to Propel Growth Frequently Asked Questions November 2011

2 TABLE OF CONTENTS Overview 3 Using Performance Values to Recognize and Reward Partners 4 Medallion Level Performance Values 5 Achieving Specialization 7 Acquiring Multiple Specializations 10 Understanding PartnerNet Program Benefits 11 Recognizing the Potential of New Partners via Entry Values 16 p. 2

3 Overview W h y j o i n N o v e l l P a r t n e r N e t? Novell is a partner-centric organization who prides itself on delivering a robust partner program. Consistently recognized within the industry, the Novell PartnerNet program is built on a value-based approach to recognize and reward the total unique value that each partner delivers in the marketplace. We provide an engine for mutual revenue growth and attainment of partnership goals through a flexible program environment that aligns resources and investment with commitment and value to drive maximum performance. To bring more value to our partners business, Novell PartnerNet focuses on three main areas: Enabling partner business growth Investing in partner profit potential Accelerating partner business success W h a t i s a v a l u e - b a s e d p r o g r a m? A value-based partner program provides a flexible model for managing our partner business while ensuring a mutual exchange of value between Novell and our partners. It builds on a set of values, allowing Novell to ensure the right partners get the appropriate level of support and investment. This ensures all partners are able to achieve maximum ROI through their Novell business. And, this approach allows Novell to better recognize our various partners' business models and the associated values they bring to Novell. W h a t i s t h e v a l u e o f a v a l u e - b a s e d p r o g r a m t o p a r t n e r s? It is our goal to invest in the right partners accelerate their business growth and to increase their profitability. The right partners are partners who invest in their Novell business and actively leverage Novell products and solutions as an integral part of their go-to-market strategy. These partners provide value to their customers and Novell and they are recognized for it. This allows them to differentiate themselves through the higher PartnerNet program levels and specializations. These Gold and Platinum partners have access to financial benefits such as Deal Registration and Volume Incentive Rebates and more. Entry Values allow new partners to join the Novell partner ecosystem at the appropriate level for them. The Entry Values recognize the potential value of a partner and acknowledge commitment instantly. p. 3

4 Using Performance Values to Recognize and Reward Partners W h a t a r e p e r f o r m a n c e v a l u e s? Performance values are how we recognize the value a partner provides. There are 2 values that determine your overall company medallion level within the PartnerNet program: Revenue: Rolling 12-month revenue (transacted and influenced*), including a minimum percentage of new revenue. Competency: Varies by specialization and medallion level. Metrics that Matter score: Training partners only Partners invite their trainees to participate in a class survey. The lowest common levels achieved across all measures will determine the partner s overall medallion level. For complete details please see the program guide available to PartnerNet members within the PartnerNet portal or visit For example; if a Solution Provider or System Integrator is performing at a Gold-level for Revenue and a Platinum-level for Competency, then they will be awarded a Gold level because this is the lowest level which is common to each area of measurement. If a Training partner is performing at a Gold-level for Metrics that Matter score, a Gold-level for Revenue and a Platinum-level for Competency, then they will be awarded a Gold level because this is the lowest level which is common to each area of measurement. p. 4

5 H o w i s m y r e v e n u e P e r f o r m a n c e V a l u e m e a s u r e d? Novell has established revenue threshold for the Gold and Platinum level. It consists of transacted and influenced revenue (as measured by the Deal Registration system) with a minimum percentage of new business on a rolling 12-months. Example: A Platinum partner in a Group 1 country has a revenue threshold of $580,000, and 30 percent is expected from new revenue. The partner will need to generate $580,000 or more in total revenue and at least $174,000 of that revenue is expected to come from new business over any given 12-month period. Recognizing the differences in market maturity and momentum around the globe, Novell has established two sets of targets whereby revenue performance will be measured. Group 1 countries have a higher revenue performance target than Group 2 countries. Countries have been assigned to Group 1 based on each country's Gross National Products (GNP) as well as the Novel coverage within that country or geography. Note: When Novell training kits are sold, a multiplier of 29.7 is applied to create an equitable value to product sales. p. 5

6 W h i c h c o u n t r i e s b e l o n g t o G r o u p 1? G r o u p 2? Group 1 Group 2 p. 6

7 W h a t a r e t h e r e v e n u e p e r f o r m a n c e t h r e s h o l d s f o r a l l s p e c i a l i z e d p a r t n e r s? H o w i s m y m e d a l l i o n l e v e l d e t e r m i n e d? The Gold medallion level is awarded to partners who achieve at least the Gold level in all the performance values. To be awarded the Platinum medallion level, the Platinum level for all performance values must be met. Partners who do not meet these values at the Gold or Platinum level will be awarded Silver. W h a t i s t h e r e c o m m e n d e d p r o g r a m l e v e l f o r p a r t n e r s w h o w o u l d b e b e s t s e r v e d a t t h e A l l i a n c e l e v e l, b u t a r e n o t r e a d y t o m a k e t h a t l e v e l o f c o m m i t m e n t? The Silver level of PartnerNet is the entry point for all partners wanting to participate in the Novell partnerecosystem, but not yet ready to be evaluated against Entry Values, Performance Values or enter into a unique contractual arrangement. Since all partners receive the Core Benefits which provide a wide range to on-line tools and resources, it's a great way to get started with Novell. p. 7

8 Achieving Specialization W h a t a r e s p e c i a l i z a t i o n s? Specializations acknowledge a partner's competency and expertise as a(n): Solution provider or Systems integrator partner that delivers solutions to customers with value-added sales and/or professional services, with a specific emphasis in one or more of the Novell solution focus areas Training Provider who delivers Novell authorized courseware using authorized Certified Novell Instructors (CNI) Independent Software Vendor who certifies applications to run on Novell products or integrates them with Novell technologies as a complete solution Specialization is designed for solution providers, system integrators, training partners and ISVs and is available for Alliance partners upon request. Specialists enjoy additional PartnerNet program benefits. W h a t s p e c i a l i z a t i o n s a r e a v a i l a b l e t o m e? Solution provider and systems integrator partners can specialize in one or more of our solution focus areas which are: Data Center End-User Computing Identity and Security Novell Authorized Training Partner Independent Software Vendor (ISV) Partners may choose to specialize in as many specializations as is appropriate for their business. H o w d o I a c h i e v e a s p e c i a l i z a t i o n? Specializations are assessed based on Competencies which vary by both specialization type and medallion level. H o w a r e t h e C o m p e t e n c i e s m e a s u r e d f o r e a c h s p e c i a l i z a t i o n? Solution Providers Competency is based on the number of sales and technical certifications achieved in the solution area. Training Partners Competency is based on the number of classrooms available for classes. Independent Software Vendors Competency is based on a contract with Novell to ensure the necessary services to assist in development or sale are available to the partner. H o w m a n y t e c h n i c a l a n d s a l e s c e r t i f i c a t i o n s a r e r e q u i r e d t o o b t a i n a s p e c i a l i z a t i o n f o r S o l u t i o n P r o v i d e r s a n d S y s t e m I n t e g r a t o r s? Gold partners are required to have two technically certified people and one Certified Novell Sales person per solution focus area of emphasis. Platinum partners are required to have four technically certified people and one CNS. Technical specialists can be spread across the various certification paths within the solution focus areas. p. 8

9 Acquiring Multiple Specializations D o e s a P l a t i n u m p a r t n e r w h o h o l d s m u l t i p l e s p e c i a l i z a t i o n s n e e d t o m e e t P l a t i n u m a t t a i n m e n t f o r e a c h s p e c i a l i z a t i o n? No, the rule is that the highest achieved level of attainment defines the partners' overall level for specialization. So a partner who meets the Platinum-level of attainment in Identity and Security, for example, may be branded as a Novell Platinum Partner and Identity and Security Specialist providing they meet the Platinum level overall medallion level performance values. A secondary specialization can be gained by this partner by achieving at least Gold-level attainment in that area. If the partner above meets the Gold-level of attainment for Data Center, the partner could be branded as a Novell Platinum Partner and Identity and Security Specialist and Data Center Specialist. With this flexible model, Novell recognizes that a partner's business model doesn't always allow Platinum-level attainment in various Novell solution focus areas. The partner's medallion level is set by the level of commitment and value they provide to both their customers and Novell. The specializations define the partner's competency and expertise with an emphasis in one or more of the Novell solution focus areas. p. 9

10 Understanding PartnerNet Program Benefits W h a t p r o g r a m b e n e f i t s c a n I e x p e c t t o r e c e i v e? PartnerNet benefits are broken into four categories: Core Benefits (available to all PartnerNet members) PLUS the following, if appropriate: Medallion Level Benefits (available to those assessed at Gold or Platinum) Specialist Benefits (available to specialists only) Optional Benefits (available for purchase) W h a t a r e t h e C o r e B e n e f i t s a v a i l a b l e t o a l l P a r t n e r N e t m e m b e r s? BENEFIT MEMBERSHIP BENEFITS Partner Locator PartnerNet Portal Partner Level Dashboard PartnerNet Helpdesk Internal Use Software Monthly PartnerNet Newsletter Updates and Alerts SALES & MARKETING BENEFITS Enablement Central Novell Branding Resources Novell Partner Products Guide and SUSE Linux Enterprise ISV Catalog TECHNICAL SERVICES BENEFITS Novell Professional Resource Suite Early Access to Beta Software Access to Cool Solutions TRAINING & ENABLEMENT BENEFITS Online Sales Training On Demand Technical Training Online Demo System 20% Discount on Technical Training DESCRIPTION Promote your company and capabilities to Novell customers via Your entry-point into the tools, resources and information to support your business. One-click access to monitor your execution against erformance (or entry) values. Telephone and resources to assist you with all your Novell needs. Enhance your ability to recommend and support Novell-based solutions by using our products to run your business, build testing environments and customer pilot deployments. (50-users) A monthly vehicle to keep you informed of company-, focus area- and programrelated news and information pertinent to your business. Targeted communications specific to your area of focus. A valuable resource for your sales, technical, consulting and marketing teams to access a wide range of tools and training from one location. Access to Novell logos and branding marks to use in all your marketing activities. Inclusion in catalogs to market your products to other Novell partners and customers. Electronic access to software, licensing,registration codes, training materials, etc. Get a head-start developing applications and supporting your customers ahead of the general availability of Novell products. See first hand how other partners and customers are using Novell products and solutions to solve real-world problems. You can even contribute your own cool solutions! Access voice-narrated sales training courses to help your sales team prepare for customer conversations. Gain valuable technical expertise while saving time and expense by participating in detailed technical training from Novell experts from the convenience of your office. Deliver high-quality demonstrations of Novell products and solutions to your customers without the time and expense of configuring and shipping equipment across the globe. Partners may attend any Training Services Advanced Technical Training class (ATT) listed on the Partner Training Registration site at a discount. Please note: the course is not guaranteed until the minimum number of attendees has been reached. p. 10

11 W h a t a r e t h e M e d a l l i o n L e v e l B e n e f i t s a v a i l a b l e t o a l l G o l d a n d P l a t i n u m P a r t n e r N e t m e m b e r s? BENEFIT GOLD PLATINUM MEMBERSHIP BENEFITS Internal Use Software 100 users 250 users SALES & MARKETING BENEFITS Deal Registration Lead Assignment Channel Champion Eligibility Joint Business Planning Joint Sales Calls Joint Marketing Campaign Development Market Development Funds TRAINING AND ENABLEMENT BENEFITS Quick Start Training Discount on Technical Training Delivered Directly by Novell 35% 50% TECHNICAL SERVICES BENEFITS Number of Service Requests for Non-Specialized Products 5 12 Technical Support Response Time 2 hour, 24x7 1 hour, 24x7 Consulting Methodology Playbook(s) by Specialization Novell Online Demo System Subscription 1 2 Novell Professional Resource Suite Physical Kit 1 2 W h a t a r e t h e S p e c i a l i s t B e n e f i t s t o S o l u t i o n P r o v i d e r a n d S y s t e m I n t e g r a t o r p a r t n e r s? BENEFIT GOLD PLATINUM MEMBERSHIP BENEFITS Specialist Logo SALES & MARKETING BENEFITS Performance-based Incentive Rebates Bid Content Repository & Online Assistance Forum Bid Help Desk TECHNICAL SERVICES BENEFITS Number of service requests for Specialized Products Unlimited Unlimited Technical Support Response Time 2 hour, 24x7 1 hour, 24x7 p. 11

12 W h a t S p e c i a l i s t B e n e f i t s d o T r a i n i n g P a r t n e r s r e c e i v e? TRAINING PARTNER BENEFIT GOLD PLATINUM MEMBERSHIP BENEFITS Specialist Branding Account Management No Access to Channel Link In the Loop Newsletter Regional/Virtual Meetings SALES AND MARKETING BENEFITS Course Locator Success Story Submission Advanced Technical Training Delivery (additional requirements apply) TRAINING AND ENABLEMENT BENEFITS Train-the-Trainer Participation Novell Certified Training Salesperson (NCTS) No W h a t S p e c i a l i s t B e n e f i t s d o I n d e p e n d e n t S o f t w a r e V e n d o r s r e c e i v e? BENEFIT GOLD PLATINUM MEMBERSHIP BENEFITS Specialist Logo TECHNICAL SERVICES BENEFITS Early Access to Beta Software Number of service requests for Novell products By contract By contract W h a t i f t h e l e v e l o f b e n e f i t s a v a i l a b l e t o m y c o m p a n y a r e n o t s u f f i c i e n t t o m e e t m y b u s i n e s s n e e d s? While we are quite confident that the Core and Specialist Benefits provide you with a broad set of benefits, designed to meet your business needs, we recognize that you may have unique circumstances that require additional benefits. As such, we have created a variety of Optional Benefits for purchase that include three different Partner Resource Packs that include popular benefits and services as well as a wide array of technical services benefits and subscriptions that are available as ALa Carte Services Benefits to further enhance your profit potential as you are supporting your customers. W h e r e a n d H o w D o I p u r c h a s e t h e s e O p t i o n a l B e n e f i t s? The same lists of optional benefits available for purchase can be found in the PartnerNet portal under PartnerNet Program Information. Please find the part number for the benefits you wish to purchase and then order through your local Novell Distributor. p. 12

13 Optional benefits available for purchase include: SERVICE/SUBSCRIPTION DESCRIPTION PART NUMBER MSRP PARTNER RESOURCE PACKS Partner Resource Pack #1-Silver $1,350 3 Novell Technical Support Service Requests, Partner Resource Pack #1-Gold $1,275 12x5 Access, 4-hour Response Time Partner Resource Pack #1-Platinum $1,260 Partner Resource Pack #2-Silver Novell Professional Resource Kit with Portal $1,399 Partner Resource Pack #2-Gold Advantage Subscription (1 Year) and a $1,259 Partner Resource Pack #2-Platinum Demonstration System Subscription (1 Year) $1,175 Partner Resource Pack #3-Silver 5 Novell Technical Support Requests (24x7) $2,999 Partner Resource Pack #3-Gold Access, 4-hour Response Time with 1-hour $2,969 Partner Resource Pack #3-Platinum Response for Severity-one Incidents $2,939 p. 13

14 Novell PartnerNet Ala Carte Services Benefits TECHNICAL SUPPORT Single Service Requests PartnerNet Service Request 5 Pack - Silver PartnerNet Service Request 5 Pack - Gold PartnerNet Service Request 5 Pack - Platinum PartnerNet Service Request 10 Pack - Silver PartnerNet Service Request 10 Pack - Gold PartnerNet Service Request 10 Pack - Platinum PartnerNet Extended Support 5 Pack Silver PartnerNet Extended Support 5 Pack Gold PartnerNet Extended Support 5 Pack Platinum PartnerNet Advantage Support 5 Pack Silver PartnerNet Advantage Support 5 Pack Gold PartnerNet Advantage Support 5 Pack Platinum SERVICE/SUBSCRIPTION DESCRIPTION PART NUMBER MSRP Available through Alternative Technology, a Novell Authorized Support Partner (visit 5 Novell Technical Support Service Requests, 24x7 Access, 4-hour Response Time 10 Novell Technical Support Service Requests, 24x7 Access, 4-hour Response Time 5 Novell Technical Support Service Requests,12x5 Access, 4-hour Response Time, Extended Llife-cycle Products 5 Novell Technical Support Service Requests, 12x5 Access, 1-hour Response Time, Senior Engineer $2,250* $2, $2, $4, $4, $4, $6, $6, $6, $6, $6, $6,300 SERVICE/SUBSCRIPTION DESCRIPTION PART NUMBER MSRP TECHNICAL SUBSCRIPTIONS Novell Professional Resource Suite (NPRS), Partner License - Silver NPRS 1-year Subscription, $1,124* Novell Professional Resource Suite (NPRS), Partner License - Gold includes Physical DVD Media $1,062 Novell Professional Resource Suite (NPRS), Partner License - Platinum +Monthly Updates $1,050 Novell Software Evaluation & Development Library, Partner License - Silver NSEDL1-year Subscription, $359 Novell Software Evaluation & Development Library, Partner License - Gold includes Physical DVD Media $345 Novell Software Evaluation & Development Library, Partner License - Platinum + Monthly Updates $335 Novell Online Demo System Silver $359 Novell Online Demo System 1-year Subscription, Novell Online Demo System - Gold $345 includes Physical DVD Media Novell Online Demo System - Platinum $335 SERVICE/SUBSCRIPTION DESCRIPTION PART NUMBER MSRP IT CONSULTING 40 hours of Novell IT Consulting Sr. Technical Specialist, travel included $11,000 Novell offers a wide range of IT Consulting Services that can be leveraged by Novell PartnerNet members to supplement their own services capability and to support the successful implementation of Novell solutions. Due to the highly customizable nature of consulting services, partners are invited to contact Novell directly to discuss their specifc project requirements and pricing: EMEA Region (Europe, Middle East & Africa) Contact Jim Lynch, VP Services EMEA jlynch@novell.com APAC Region (Asia-Pacific) Contact Sam Gennaoui, VP Services Asia-Pacific sgennaoui@novell.com AMERICAS Region (Americas) Contact Cynthia Truska, VP Services Americas Cynthia.Truska@novell.com trusk@novell.com General Contact (All Regions) Ed Murphy, Director Services Strategy Edward.Murphy@novell.com CROSS SOLUTION AREA OFFERINGS Delivery Excellence Reviews A complete list of available Novell IT Consulting offerings are shown below: DATA CENTER END-USER COMPUTING IDENTITY AND SECURITY Migration Assessment NetWare to OES II Linux Migration Identity Strategy Core Build Design and Certification SLED Desktop Migration Assessment Access Management High Availability Design and Implementation Teaming + Conferencing Deployment Password Management Workload Migration ZENworks Configuration Management Upgrade Custom Driver Development SLEPOS (Retail Linux) Design and Implementation ZENworks Asset Management Deployment Security Audit Mainframe Linux Implementation Assistance ZENworks Application Virtualization Deployment Identity Manager Deployment Business Services Management Open Enterprise Server 2 Design and Architecture Security Event Management Deployment Linux Security Hardening GroupWise 8 Upgrade Access Certification SLES Management Design & Implementation Virtualization Management Design & Implementation GroupWise 8 Design and Architecture Compliance Management Platform Privileged User Management Deployment SAP Offering Enterprise Single Sign-on *All prices shown in U.S. Dollars and are subject to change. p. 14

15 Recognizing the Potential of New Partners via Entry Values W h a t a r e e n t r y v a l u e s? Entry values are a set of measures Novell uses to assess and place new partners at either the Gold or Platinum level within the PartnerNet program. Entry value partners are not initially expected to meet the Performance Values in order to participate in the PartnerNet program. As a new partner wishing to participate at Gold or Platinum level will be evaluated based on the Entry Values: Commitment: Is there a detailed business plan showing a clear path to business growth and how the partner will meet their commitment to meet performance values within a year? Value Add: Does the partner deliver added value to the end customer through delivery of pre- and post-sales infrastructure design, configuration, trouble-shooting; supports sale of complementary products and services that comprises a significant portion of the total revenue received from customer. And at least one of Revenue: Does the partner have a sales history providing their customers with Novell solutions and technologies? Capability: Does the partner have equivalent certifications from a competitor? Scalability: Does the partner have the resources and reach required to support the target market or territory? Fit: Do synergies exist between partner's competency and expertise and Novell solutions portfolio, geographic coverage and go-to-market model? Partners new to Novell are expected to deliver value-added services to their customers and commit to establishing a joint business plan for achieving performance values within the first 12-months of enrollment. Partners wishing to enroll at the Gold level must meet one of the four remaining Entry Values. Those partners wishing to enroll at the Platinum level are expected to meet at least two of the remaining four Entry Values. Partners enrolling in PartnerNet using Entry Values will have one year to meet Performance Values. W h a t h a p p e n s i f a n E n t r y V a l u e p a r t n e r d o e s n ' t m e e t P e r f o r m a n c e V a l u e s a f t e r o n e y e a r? If a partner does not meet the Performance Values after the initial 12-month period, the partner's level will be adjusted accordingly to align with their level of attainment. Novell, the Novell logo, the N logo and SUSE are registered trademarks of Novell, Inc. in the United States and other countries. Linux is a registered trademark of Linus Torvalds. All other third-party trademarks are the property of their respective owners. p. 15