COPA-DATA Partner Community. Partner Guide

Transcription

1 COPA-DATA Partner Community Partner Guide January 2016

2 Contents Introduction... 1 Registration Fee and Annual Membership Fee... 1 Enlisted Partner Office... 1 Three Partner Levels... 1 Benefits... 2 Partner License Discounts... 3 Requirements... 4 External Communication... 5 For More Information... 5 i

3 Introduction Introduction Being part of the COPA-DATA Partner Community allows partners to utilize COPA-DATA knowledge and strategies to develop and market their own activities based on the zenon Product Family. At COPA-DATA, we value all our partners ability to create innovative solutions, reach new customers and open untouched markets. The COPA-DATA Partner Community is managed jointly by COPA-DATA and local COPA-DATA sales representatives worldwide. As a partner, your main contact is always your local COPA-DATA sales representative who is also your direct support resource. For more information about your local COPA-DATA sales representative, go to The Partner Guide is intended for partners and potential partners and provides an overview of the services, benefits and requirements that are available to members of the COPA-DATA Partner Community. Registration Fee and Annual Membership Fee There is no additional registration fee for COPA-DATA Partner Community members other than the cost of the purchase of the COPA-DATA Developer Network Package (CDDN Package). There is no annual membership fee, since this is covered within the annual support cost of the CDDN Developer Package. The annual support fee is to be paid as stated in the general terms and conditions of the purchase. Enlisted Partner Office The office that is enlisted as partner is the office receiving the benefits and which has to fulfill the requirements. If a partner wishes to enlist more offices, we kindly request a separate registration. Three Partner Levels The COPA-DATA Partner Community is divided into three levels, with each successive level offering additional benefits in recognition of the partner s demonstrated degree of commitment to COPA-DATA. The commitment is measured based on different competence criteria that must be fulfilled, within both the areas of Sales & Marketing and Product & Technology. To assure the high level of competence of our partners, annual reviews are performed by local COPA- DATA sales representatives. All companies applying and fulfilling the set criteria are initially accepted as Registered Partners and may thereafter apply for admission to the Qualified and Expert level, which requires a higher level of commitment. A partner that has fulfilled the criteria for a higher level, and can demonstrate this, is upgraded as soon as possible. Acceptance by COPA-DATA will be exclusively in writing. 1

4 Benefits Benefits Partner benefits vary by partner level (Registered, Qualified and Expert), where partners are granted the benefits associated with their current assigned level. Minor local differences may exist, requiring slight individual adjustments by your local COPA-DATA sales representative. For details regarding localized benefits, please contact your local COPA-DATA sales representative. All partners must have CDDN, and therefore benefits relating to the CDDN are not listed here. These are 20% discount on trainings, Premium Support and free software upgrades. Benefits, Sales & Marketing Registered Qualified Expert Partner Visibility on COPA-DATA Homepage with direct contact possibilities for potential customers. Name, logo, link, contact information Name, logo, link, contact information, short description Name, logo, link, contact information, short description & landing page Partner Community Emblem & Logo to be used in online and printed communication. Partner Sales Support - General Joint Marketing Activity Cooperation Joint Success Stories Publishing Possibility Possibility 1 Visibility in IU Magazine Possible Regular Digital sales support material such as videos, PowerPoint presentations and more being available on the Partner Login Area. Discount on list price of COPA-DATA Licenses to end-customers = price list, minimum 5% = price list, minimum 10% = price list, minimum 20% 1 Resource intensive activities which require local planning are set by local COPA-DATA sales representatives, local difference may therefore occur. The + symbol indicates that higher partner levels automatically enjoy priority, but does not in any way indicate the quality, or amount of support provided. Local differences may occur. 2

5 Benefits Benefits, Product & Technical Registered Qualified Expert COPA-DATA Global Partner Academy 2 Beta Program Invitation Partner Specific Videos / Webinars Partner Newsletter Local Partner Event 3 Local basis Local basis Local basis Free WPF Software Download After-Sales Technical Support according to Service Agreement Premium Pre-Sales Technical Support Access to build comparison in Knowledge Base Partner Login Area Partner License Discounts Partners receive discounts on licenses sold to end-customers. Registered Partners will always have a minimum of 5%, Qualified Partners 10% and Expert Partners 20% discount of the list price. 2 Held every second year. 3 Resource intensive activities which require local planning are set by local COPA-DATA Sales Representatives, local difference may therefore occur. 4 The + symbol indicates that higher partner levels automatically enjoy priority, but does not in any way indicate the quality, or amount of support provided. Local differences may occur. 3

6 Requirements Requirements Throughout the term of the agreement, partners are expected to have fulfilled different types of requirements depending on their partner level. These are divided into Eligibility and Sales & Marketing requirements. Annual reviews are performed to assure the quality of our partners and by that assure the competence quality towards our customers. Eligibility requirements Registered Qualified Expert CDDN Package & Annual Support Fee Standard as minimum Standard as minimum Standard as minimum Certifications (on personal level) 1 Basic Cert. 1 Basic Cert. 1 Advanced Cert. 2 Advanced Cert. 1 Professional Cert. Yearly Online Release Update Test min. 1 person min. 2 people min. 3 people Partner Roadmap Recommended Annually Annually Joint Business Plan Recommended Annually A designated primary contact to COPA-DATA and/or COPA-DATA sales representative Minimum Presence of COPA-DATA in Partner Website Name Name, Logo & Link Name, Logo, Link & Description Requirements, Sales & Marketing 5 Registered Qualified, Fulfill 2 out of 4 Expert, Fulfill 3 out of 4 Annual Partner Turnover 51, ,000 from 130,000 %CD Sales vs. Total Automation SW Sales 26% - 50% 50%+ New Customer Acquisition (yearly basis) 1 2 Success Story Suggestion Partner selects the requirements to fulfill. 4

7 External Communication External Communication Trust and mutual respect are two key elements within the COPA-DATA Partner Community. At COPA-DATA, we strive to always portray our partners in the best possible light. Whenever publishing information about our partner s solutions and products, we align the communication closely with the partner, resulting in a final approval prior to publication. As part of the close partnership, we ask that our partners first obtain an official approval from their local COPA-DATA representative before including information about our products and solutions in different marketing material (e.g. press releases, social media, brochures, etc.). This way, we assure a consistent and strong communication towards the market. For More Information If you have any questions, or require any additional information, please contact your local COPA-DATA sales representative, who will be happy to answer your questions. You can also send an to: [email protected] Questions in relation to the zenon Certification are handled by [email protected]. You can also find more information at You can find out more about the COPA-DATA Partner Community and our partners at the partner area online: To be able to sign in on the partner login area you need to have a COPA-DATA User login. Please assure that you use your regular work mail when creating this user login, since the user will be compared to our CRM to be able to give the correct user rights. 5