WIREDRIVE RESELLER PROGRAM GUIDE

Transcription

1 WIREDRIVE RESELLER PROGRAM GUIDE Table of content 1. Overview Program and partner types Reseller program overview Restrictions on non-participating resellers Reseller program requirements Deal registration and Payment terms Termination Pricing and Licensing program summary Reseller program benefits... 4 a) Reseller discount... 4 b) Quarterly volume incentive (QVI)... 4 c) SPIF program... 4 d) Special discounts for Government and Education markets... 4 e) Wiredrive reseller portal... 5 f) Not for Resale software... 5 g) Partner manager... 5 h) Marketing exposure Onboarding Onboarding steps for a Reseller... 5 Page 1 of 6

2 1. Overview The primary goal of the Wiredrive reseller program is to reward reseller partners for helping to drive our mutual strategic objectives: Grow profitable revenue Drive greater account penetration Acquire new customers Keep customers current on Wiredrive s latest technology innovations We believe that together with our reseller partners, we can achieve these goals. We are committed to rewarding reseller partners who work toward these goals through better partner program infrastructure, training, and incentives. Wiredrive will provide both financial incentives, such as rebates, deal registration, and nonfinancial incentives, such as NFR software, training, and public recognition, to partners who work with us to drive these objectives. 2. Program and partner types A primary goal of the Wiredrive reseller program is to recognize and reward the unique competencies of each partner. To do this, it is important to identify the role that each partner plays. The program consists of a unique program designed for the following partner types: Resellers, Value-Added Resellers (VARs), Large Account Resellers (LARs), Consulting companies and System Integrators. In addition, when a partner focuses on a particular business model such as a unique vertical market or industry, the program will treat these attributes differently and reward for unique areas of focus or specialization. 3. Reseller program overview Eligibility to join the Reseller Program is open to all businesses that sell Wiredrive software products to end user customers. Participation in the program is required for access to any Wiredrive pricing and licensing options. Non-participating resellers will not have access to any Wiredrive offerings. The description of the program that follows is an integral part of the Wiredrive Reseller Agreement and is designed to be read in conjunction with the Agreement that must be executed by each participating reseller. Any terms and definitions covered here shall have the same meaning as set forth in the Reseller Agreement. Wiredrive retains the right, by notification, to effect and announce changes to the Program Guide and to the policies and procedures described in this document and such changes that will be deemed to be incorporated herein by reference. Any changes will be effective 30 days from the date of the announcement. All new versions of the Program Guide shall supersede and replace all prior and existing versions of the Program Guide. All support and resources provided by Wiredrive are subject to availability. Page 2 of 6

3 Participation in the Reseller Program is subject to approval by Wiredrive. Without prejudice to Wiredrive s right to reject any potential reseller from participating in the Reseller Program, Wiredrive reserves the right change the requirements to join the Reseller Program at any time. Reseller will treat all materials relating to the Wiredrive Reseller Program, including this Program Guide, as confidential and will only disclose such information to a person who is an employee of Reseller and who is obligated to keep such information confidential. 4. Restrictions on non-participating resellers Only participating resellers will have access to any Wiredrive offerings. 5. Reseller program requirements Reseller access to Wiredrive pricing and licensing options varies based on products and volume. 6. Deal registration and Payment terms Each deal should be registered to your Wiredrive account manager. Payment terms are Net 30. Reseller should pay within 30 days from the Wiredrive invoice date. 7. Termination On occasion, it may be necessary for Wiredrive to terminate its relationship with a reseller. Wiredrive may terminate a reseller in the program or any benefit provided by the program at any time without cause upon 30 days notice to the reseller. 8. Pricing and Licensing program summary Reseller access to Wiredrive pricing and licensing options varies based on products and volume. Team Workforce Enterprise List pricing $4,749/year $9,549/year $29,949/year Users Unlimited Collaborators Unlimited Unlimited Unlimited Projects Unlimited Storage 100GB 500GB 1TB Design Themes File Upload Size 10GB 20GB 100GB Single Sign-On Eligible 1 Unlimited Support M-F 6am-6pm PT 6am-6pm PT (24 hour window) (4 hour window) Training No No Yes Reseller Discount 10% 15% 20% 24/7 (1 hour window) Quarterly Volume Incentive 5% (>15 deals) 7% (>5 deals) 10% (>3 deals) SPIF program No No Yes Government / Education pricing No No 50% Page 3 of 6

4 9. Reseller program benefits Reseller access to Wiredrive pricing and licensing options varies based on products and volume. a) Reseller discount Discounts are allocated per product type (Team, Workforce, Enterprise). Wiredrive billing occurs once a year to end-customers and the same metric is applied to resellers, deducted the margin given per product. For Example, a customer buys a Wiredrive Team subscription at $9,549, Wiredrive will deliver the subscription credentials to the end customer and an invoice to the reseller for the following amount: $9,549 * 90% (10% discount) = $8, b) Quarterly volume incentive (QVI) In order to recognize the performance of the best resellers, a quarterly incentive program has been setup. QVIs are allocated per product type volumes and provide an additional margin that captures the revenue per product in a defined calendar quarter. For Example, a Reseller sells in a defined calendar Quarter 5 Wiredrive Team subscriptions, 6 Wiredrive Workforce subscriptions and 5 Wiredrive Enterprise subscriptions, Wiredrive will pay the reseller at the end of the quarter the following: (5 subscriptions * $4,749)*(5% if # of subscriptions is > 15) + (6 subscriptions * $9,549)*(7% if # of subscriptions is > 5) + (5 subscriptions * $29,949)*(10% if # of subscriptions is > 3) = $18, c) SPIF program Resellers may be eligible for access to SPIF program (Sales Performance Inventive Fund). This is one-off marketing contribution, generally available for specific sales activity and to drive end-user demand generation. The amount and purpose of these funds will be made available at the sole discretion of Wiredrive and will be subject to additional terms and conditions, which resellers must accept in order to receive the allocation. Wiredrive sales personnel will inform qualifying Resellers, when applicable, of the availability of such funds and of the conditions and selection criteria for their availability. Funds are made available for the sole purpose of actively planning and implementing sales activities for Wiredrive products. All sales and marketing activities, must be in accordance with Wiredrive s policies regarding advertising and trademark usage as established from time to time by Wiredrive and made available on the Reseller portal or otherwise as provided by Wiredrive to resellers. d) Special discounts for Government and Education markets Page 4 of 6

5 A specific discount of 50% is offered to our resellers for Wiredrive Enterprise software. Such discounts are allocated to official list of government and education agencies. In no event, Government and Education discounts will be provided to non-official agencies. e) Wiredrive reseller portal After the Reseller has been approved, credentials will be provided to access a dedicated reseller portal that provides access to software, product presentations, webinar/demo, marketing and training materials, sales presentations. f) Not for Resale software A Not-For-Resale version of Wiredrive Workforce is offered into the Reseller program. This enables resellers to be familiar with Wiredrive technology and being able to demonstrate the technology to potential end-customers. g) Partner manager Wiredrive is committed to provide our resellers quality and support to enable revenue growth. As a registered Wiredrive reseller, a Parner manager is assigned in order to build a long lasting relationship. h) Marketing exposure Registered resellers are promoted on the Wiredrive.com website into the Reseller section and also on any possible conference and trade-show events. Specific co-branded marketing initiatives will be promoted through our CRM platform. 10. Onboarding Wiredrive wishes to create business relationships only with resellers that meet the company s business objectives and criteria for integrity and compliance. Therefore, all resellers wishing to participate in the Reseller program, must complete Wiredrive s onboarding process. For all new reseller applying, onboarding involves completing a short online enrollment process. Participation in the enrollment process does not guarantee acceptance to the Wiredrive Reseller Program. Without prejudice to Wiredrive s right to reject any potential reseller from participating in the Wiredrive Reseller Program for any reason, Wiredrive reserves the right to change the application process and requirements to join the Wiredrive Reseller Program at any time. 11. Onboarding steps for a Reseller This process is followed for resellers applying to the program: 1. Reseller completes online enrollment questionnaire 2. Reseller accepts click-through program agreement Page 5 of 6

6 3. Reseller receives automatic approval via . Wiredrive evaluates reseller s application and confirms acceptance or denial into the program. Wiredrive s evaluation includes review of the reseller s compliance questionnaire and confirmation that the reseller meets all of the requirements 4. Reseller is provided with the Wiredrive reseller Salesforce.com account that permits to log opportunities. From these closed opportunities that include opportunity information and end-customer details, a specific workflow is made to track invoicing and endcustomer credentials. A specific End-customer setup process is in place to request credit card information in case of overages. Ongoing performance evaluation On a quarterly basis, Resellers will discuss with their Wiredrive account managers for a joint discussion of reseller performance against objectives and to discuss objectives and strategies for the upcoming quarter. This quarterly review will include both a focus on the previous quarter s performance as well as a look ahead to readjust strategy to achieve goals the next quarter. These quarterly reviews are an opportunity for resellers to get a preview of Wiredrive s strategy for the upcoming quarters and to align sales and business objectives accordingly. Page 6 of 6