Acquia Partner Program Policies

Transcription

1 Acquia Partner Program Policies Purpose This document sets out the details of the Acquia Partner Program. Those who wish to understand the Acquia Partner Program and how to get the best out of engaging with Acquia should use it as a reference guide. Please note: The Acquia Partner Program is constantly evolving so that we may provide our partners, clients and prospects with the best products and services possible. We may change or modify the contents of this document as such. Stay up to date by reviewing the partner pages on Acquia.com This document is covered by Non- disclosure as part of the Acquia Partner Program This is not intended as a guide to the Acquia products and services. Further information is available on Acquia.com and, if in doubt, partners@acquia.com or contact your local Alliances Manager Acquia Partner Program Policies The Partner Program Contracts Acquia Business Partner Agreement (BPA) Mutual Non Disclosure Agreement (mnda) Master Services Agreement (MSA) Statement of Work (SOW) Listing on Acquia.com To create a new page: To update the page Levels and entry criteria Changes in Partner Levels Onboarding Foundation Program Sales Track Technical Track Sales Training Pre- Sales Training Developer Accreditation Go To Market Planning Reporting and Communication Resources Professional Services Fixed Price Engagements Priming Engagements Consulting Referral Program

2 3.1 How to Refer a Deal Fees Value Added Reseller Program Sales Engagement Resources Available Post Sales Expectation Onboarding Professional Services Support Account Management Marketing

3 1 The Partner Program Today, Acquia s partner eco- system accounts for an important and growing section of our business. The Acquia Partner Program is dedicated to ensuring our partners success with Drupal by ensuring that partners are provided with the tools, training, and incentives to succeed, which in turn will enable Acquia to succeed. 1.1 Contracts To engage with Acquia, there are four main contractual documents: Acquia Business Partner Agreement (BPA) The BPA or Partner Contract sets out how we will engage as partners, how our relationship is governed and, in the addendum, expectations and benefits arising from participation in the different levels of the program. For the all Community and Ready level partners, the BPA is a standard document although for Enterprise and Select level partners it may, on occasion, be altered. All Partners have a BPA, and depending on the engagement, the other documents may or may not be required Mutual Non Disclosure Agreement (mnda) The mnda ensures that both Acquia and our partner can share confidential information, for example, about the partners business, prospective clients, or Acquia s roadmap, confident in the knowledge that information is secure Master Services Agreement (MSA) The MSA sets out how Acquia and our Partners will engage when we enter into a Professional Services engagement, either with Acquia sub- contracting to the Partner or the Partner Sub- contracting to Acquia. Without an MSA it is not possible for us to engage in Professional Services for a partner or indeed for a partner to provide Professional Services for Acquia Statement of Work (SOW) Setting out the particular terms of a piece of work is the SOW. The SOW is below the MSA and details the deliverable for each piece of work that is contracted, the rate/cost, and any specific terms and conditions that apply to the specific piece of work 1.2 Listing on Acquia.com Listing on Acquia.com under the partner finder provides a window to the world for our Partners. It is a source of information for existing and prospective clients, and for Acquia, on our partners activities. Both the creation and management of the listing on Acquia.com is managed and controlled by the partners. Placement can be affected by partner level, with prominence given to Select and Enterprise Partners. 3

4 1.2.1 To create a new page: Create a New Account on Acquia.com. Fill out the Business Profile on Acquia.com. Update the Partner Profile Page on Acquia.com. Upon receipt of the signed BPA, Acquia will publish the profile page To update the page Log into Acquia.com using your username and password. Navigate to your page. Edit the page. 1.3 Levels and entry criteria It is important that our partners understand the level at which they are operating and also how to move up levels as appropriate. The table below sets this out. Membership Qualifications & Commitments Partner Level Community Ready Enterprise Select Subscriptions & Services Bookings Referred to Acquia per year N/A $50,000 $125,000 $250,000 Accredited N/A Developers (1) Accredited N/A Solution Expert (1) Drupal Association Subscription Drupal Project Samples Individual completion of Acquia Foundation Program Yes Yes Yes Yes No Communication 4

5 Benefits Access to Partner Portal & Tools Partner Days & Partner Summit Inclusion New Product Announcements Quarterly Cup of Joe Webinars Semi- annual Product Roadmap Updates Eligible for Large Scale Drupal Affiliate Membership Partner Advisory Council Yes Yes Yes Yes No Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes No No Yes Yes No No No Yes Invitation Only Invitation Only Invitation Only Invitation Only Enablement Benefits Sales Training Onsite Acquia Foundation Program Solution Expert Accreditation Program (1) Technical Accreditation Program (1) No No Yes Yes Yes Yes Yes Yes No Yes Yes Yes No Yes Yes Yes Marketing Benefits 5

6 Co- Marketing Material Creation & Promotion Acquia Campaign Center Market Development Funds Acquia Advocate Program No No Yes Yes No Yes Yes Yes No No No Yes No Yes Yes Yes Support Benefits Technical Pre- Yes Yes Yes Yes Sales Support (2) Acquia Cloud Free Yes Yes Yes Yes Acquia Network Yes Yes Yes Yes Access (3) Business Development Benefits Partner Listing on Acquia.com Use of Acquia Partner Logo Joint Go To Market Plans & Quarterly Business Reviews Presentation Opportunity to Acquia Sales Team Assigned Channel Resources Joint Executive Sponsors Yes Yes Yes Priority Placement Yes Yes Yes Yes No No Yes Yes No No Yes Yes No No Yes Yes No No No Yes 6

7 (1) Sales & Technical Accreditation programs are not yet available. This requirement needs to be met by Q (2) Subject to qualification (3) Acquia Network Access includes tools and forums only. 1.4 Changes in Partner Levels Partners can be moved up levels during the Quarterly Business Review if they have achieved the requirements for the next level(s). If a partner fails to maintain the necessary requirements for that level over the subsequent 12 months then they may be downgraded on the anniversary of their upgrade. 1.5 Onboarding The purpose of the onboarding processes is to ensure that the Partners have a full understanding of the Acquia value proposition and can articulate that proposition to their customers and prospects. This includes not only the Acquia Products and Services in the Acquia Network and Acquia Cloud, but also how to demonstrate Drupal (Web Experience Management, Commons, SiteFactory) and the Acquia Network tools, Search and Cloud products. Further, an understanding of the engagement with Acquia Professional Services is an important component as they provide a valuable resource. 1.6 Foundation Program The Acquia Foundation Program is an enablement program that is designed to give Sales and Technical teams the foundation skills they need to successfully position and sell Acquia s solutions. This program will deliver the core sales tools for Sales people and the product trial experience for Technical people to clearly articulate the Acquia value proposition. This program is designed to help Acquia partners to be successful early in your partnership so we can start realizing benefits quickly. This is also a partner program requirement for Ready, Enterprise and Select partner levels Sales Track Complete three one- hour training sessions, which are available on the Acquia Foundation page of the Partner Portal. They can also be completed via live webinar when these are offered. Take and pass an assessment that covers the content from these training sessions. In order to fulfill the Sales aspect of the partner Program requirements at least two people from each company need to attend each of the Sales Foundation sessions Technical Track Download the Trial Guide from the Acquia Partner Portal for instructions on downloading the trial. Download Acquia Cloud Free to gain hands- on experience with our products and to provide product feedback. 7

8 Only one person from each company needs to download the trial in order to complete the technical aspect of the Partner Program Requirement Sales Training On- site sales training is available for our Enterprise and Select level partners. Typically, two 1 ½ hour sessions with the sales people from the partner to include: The Drupal value proposition (why are enterprises moving to Drupal). The Acquia value proposition what we sell, why, how much it costs. Acquia Products: o Acquia Network o Acquia Cloud o Elite Subscriptions o Professional Service Offerings o Acquia Enterprise Site Factory Demonstration of: o Web Experience Management o Commons o Acquia Enterprise Site Factory o Acquia Network tools Engagement with Acquia Sales training can be remote but for Enterprise and Select partners it is typically carried out on- site Pre- Sales Training Acquia Partner pre- sales training, primarily delivered on- site for Enterprise and Select level partners, is aimed at a more technical audience who need to be able to position and demonstrate both Drupal and Acquia Tools, as well as Acquia Cloud to a prospect organization. It covers the ability to demonstrate: o Web Experience Management o Commons o Acquia Enterprise Site Factory o Acquia Network tools o Acquia Cloud Developer Accreditation The Developer Accreditation program will be rolled out in Q Go To Market Planning In order that the Acquia/partner relationship can be managed, Acquia uses the Go To Market (GTM) document as the base tracking mechanism. Each Enterprise and Select partner has a GTM document, shared on Google Docs, containing information such as: o Joint Value proposition o Contacts o Targets for the partnership; revenue, leads, etc. o Pipeline Tracking o Marketing Events o Training 8

9 o Agreed Actions 1.8 Reporting and Communication Whilst the GTM Plan is a living document and should be updated as appropriate, there are a number of regular activities that ensure good communication. Typically, there is a bi- weekly conference between the Acquia Partner Manager and the main Partner contact that aims at updating the GTM plan. A more formal Quarterly Business Review (QBR) is held, ideally face to face, where progress towards the partnership targets are reviewed and appropriate action agreed as necessary to either reset expectations or ensure they can be met. It is at the QBR that partner levels are evaluated and reset when appropriate. 1.9 Resources Acquia is committed to its success by ensuring the success of its partners. Acquia considers that one of the best ways of doing this is to provide resources to help educate partners on Acquia s offerings and how to best take them to market. Resources made available include: Partner Portal located on Acquia.com the Partner Portal provides access to information such as: o Acquia Foundation Training o Campaign Center o Data Sheets o White Papers o Case Studies o Pre- Recorded Webinars o ebooks o Events list Quarterly Cup of Joe a Webinar led by Joe Wykes, VP of Channel for Acquia, in which he provides an insight into recent developments at Acquia and in the partner channel. Newsletters a Monthly Newsletter ed to our partners providing headlines and links to current activities at Acquia. Partner Team the Partner Team is available to provide support and guidance when working with Acquia and its prospects. They can provide a route into other parts of Acquia (Products, Sales, Marketing, Support), information on our tools and services, and sales support. Sales Team The Acquia Sales team (Inside Sales, Pre- Sales, Field Sales) is paid, and receives full quota relief, when partners introduce us to business leads. There is no dis- incentive for them to engage with partners. Indeed, they are increasingly being encouraged to develop relationships with partners in their geographic/vertical territories. They will work with you on leads and opportunities to ensure your (and their) success. Marketing Team Acquia s Marketing team is charged with ensuring that the Acquia Brand is well known and respected in the market and that 9

10 there is a steady stream of new business opportunities for the sales teams to work on. As such, they are committed to working with our partners on joint campaigns (see below), webinars, seminars, workshops and other appropriate events. Campaign Center - The Campaign Center delivers all the components that you need to implement a campaign with Acquia whether you re implementing your own campaign, or participating in a campaign with Acquia, visit this site to find guidelines, copy, and logos in order to help make your campaign successful. The Campaign Center is available from the Acquia Partner Portal. Executive Team The Acquia Executive team is very active in the field and, as appropriate, available for meeting with clients and prospects to help close new business and secure relationships. Free Cloud As an Acquia Partner you have access to a free instance of the Acquia Cloud which is delivered as part of the Foundation Program In- person updates Enterprise and Select partners are given the opportunity of regular, in person, updates from their Partner Manager. Presentation to Acquia Sales Enterprise and Select partners are invited to present to the local Acquia sales team at a lunch and learn so that the Acquia sales team can understand their value proposition. Regional Partner Meetings Acquia host a number of regional partner meetings in North America, EMEA and Australasia where we present updates, case studies and provide a forum for discussion. DrupalCon Partner Meetings At the DrupalCon events, Acquia host a Partner meeting to provide updates on the program, Acquia Roadmap, case studies, etc. Also, a forum is organized for our partners with a chance to meet our executives. 2 Professional Services Acquia Professional Services operate in three main ways: Fixed Price Engagements Priming Engagements Consulting 2.1 Fixed Price Engagements The Fixed Price Engagements or workshops are typically scoped engagements delivering a repeatable service to our customers and include: Infrastructure Workshops Architecture Workshops Component Selection Site Audit Security Audit Site Tuning Code Reviews These engagements can and should be offered as part of the overall Partner/Acquia proposal as they considerably de- risk the engagement for the Partner, Customer and Acquia and increase developer productivity. 10

11 2.2 Priming Engagements Acquia is occasionally asked to Prime engagements with clients and may accept based on the client profile. Typically these are larger and more complex projects where the client is new to Drupal and is looking for Acquia to provide a single contract point. In the majority of cases, Acquia Professional Services look to sub- contract much of the development work and this can be a substantial source of revenue for our Partners. 2.3 Consulting Acquia occasionally provides consultancy resource on a fixed price or T&M basis to support our clients or partners in specific circumstances. 3 Referral Program Acquia s referral program is a way of ensuring that we can recognize the contribution that our partners give us. The referral program is a way of: Acquia tracking who is bringing opportunities to us; Who we should pay when an opportunity closes; Raising a partner s profile within Acquia. It is important to realize that the Referral Program operates to recognize partners who bring leads and opportunities to us the referral fee due is paid to the partner who first refers the deal to Acquia, irrespective of whether they go on to win the opportunity. If, for example, an opportunity is referred by Partner A, but during the subsequent sales cycle Partner B is successful, any referral fee will be paid to Partner A. Note also that the level of referral fees is an important factor in deciding the level at which a Partner operates. It is not compulsory for a Partner to take referral fees if they chose not to, but the Partner level is still allocated on the referral amount they are eligible for. A deal must be registered on Acquia.com ( form) to be eligible for the Referral Program. A deal must be new to Acquia, either a completely new client or a new opportunity within an existing account. 3.1 How to Refer a Deal An opportunity is registered using the Referral Form on Acquia.com. Once Acquia receives the form, it is routed to the appropriate sales resource. An internal check is made on the veracity of the opportunity and the partner is contacted to discuss how they wish to engage with us. If you have already been discussing the opportunity with an Acquia sales or partner resource, please put this in the note section, which will enable us to route effectively. Note: Acquia will not contact the client directly without approval from the partner. 11

12 3.2 Fees The following table of fees reflects the payments available to Acquia Partners based on the successful closure of business referred by a partner: Community Ready Enterprise Select Referral Fees from Acquia Network Subscriptions (1) 5% 8% 10%, 15%Accelerator 15%, 20%accelerator Referral Fees from Acquia Hosting Subscriptions (2) N/A 8% 8% 16% Referral Fees from N/A 5% 5% 5% Renewals (3) Discounts on Consulting Discounts on Public Training Discounts on Private Training 0 10& 15% 20% 0 5% 10% 15% 0 15% 20% 25% (1) Referral fees accelerate when partner has attained 50% of current year s target. (2) Referral fees are calculated as a percentage of the Hosting charges only (3) Partners need to be at or above quota in order to earn referral fees for renewals. 4 Value Added Reseller Program In addition to the Referral Program, the Value Added Reseller Program is another model for doing business with Acquia. This program offers partners the opportunity to resell certain Acquia products and give you full control of your client relationships. The program intends to enable partners to expand their trusted role in customer relationships, diversify service offerings to capture the market opportunity, and extend account control via channeling new products to customers. Members of Acquia s VAR program are responsible for lead generation, marketing and sales activities. Furthermore, VARs are to ensure that customers are fully deployed, migrated and trained. Lastly, VARs are expected to maintain full ownership of all billing and pricing. Being a member of the VAR program requires full understanding of the Acquia s offerings and value proposition that the VAR is reselling. Online courses for sales 12

13 and technical training, as well as sales tools and demo kits, can be found on our Partner Portal. Partners need to apply to be part of this program. For more information on eligible products and offered discounts, or if you are interested in becoming a Value Added Reseller, please contact us at reseller@acquia.com. 5 Sales Engagement It is important that during any sales cycle the partner and Acquia are engaged at the appropriate level. Depending on the client, vertical, or geographic area, the Acquia point person may be at the level of: Inside Sales Regional Sales Manager Regional Sales Director Channel Manager This person will be responsible for helping you position, price and close the deal and ensuring clear reporting to the Acquia Sales Management. It is important for a good relationship that this communication is timely and accurate to enable Acquia to manage it s forecast. As appropriate, resources and escalation may be used or requested by the partner to ensure an effective and efficient sales process. 5.1 Resources Available As above, we believe that making sales resource available to our partners is critical for joint success. The resources available during the sales cycle include: Partner Management can help in the understanding of the Acquia offer, escalation during the sales cycle and also during the pitch process. Inside Sales primary resource for providing quotes and information on the Acquia offer for smaller/medium deals. Field Sales Responsible for their territory or vertical and available for client meetings and presentations. Pre- Sales Solutions Architects responsible for the technical solution and scoping of the Acquia Cloud. Case Studies available through the Partner Portal on Acquia.com. White Papers available through the Partner Portal and are both technical and business in nature References Acquia clients who have agreed to speak to prospects about their experience. Note, we respect our clients and typically only provide references during the latter phases of a sales cycle and also for larger deals where an Elite subscription is on offer. Demonstration The Pre- Sales Solutions Architects can deliver an in- person or remote demonstration of: o Acquia Cloud o Acquia Network Tools o Acquia Search o Commons o Drupal as a Web Experience Management (WEM) Tool 13

14 o Acquia Enterprise Site Factory The WEM Demo is also available to our Enterprise and Select partners who have been trained allowing them to tailor the environment for specific clients/verticals/geographies. Professional Services can help by providing resource for workshops, Proof of Concepts (POC) or preparation of Statement of Work (SOW) Senior Management Acquia senior management is active in the field and an effective resource to be used to engage with the senior staff in the target prospect. 5.2 Post Sales Expectation Once a deal is closed, the following parts of Acquia will be involved, depending on structure of the deal: Onboarding Professional Services Support Account Management Marketing Onboarding The on- boarding team is responsible for ensuring that our clients applications and code are moved onto the Acquia Cloud in an efficient and effective way, such that the chances of any issues that could affect performance are minimized Professional Services As previously noted, Professional Services will be responsible for delivering the agreed SOW s and any other prime or sub- contracting work as appropriate Support The Acquia support team provides, depending on level of subscription, 24/7 Service Level Agreement (SLA) based support to our clients and partners. This is provided via the ticketing system. Note, support escalation and process is covered in the support documentation elsewhere Account Management The Acquia Account Management team is responsible for ensuring that our existing clients are satisfied with their engagement with Acquia and the use of our products and services Marketing We encourage partners to implement co- marketing campaigns with us. The Campaign Center is a great place to start to tap into marketing programs such as Aquia hosted webinars, social media programs, and guest blogging. We are also always keen on appropriate press releases, case studies and references and the Acquia Marketing team will be engaged with our Account Managers and Partners to ensure maximum publicity for any wins and successful engagements. 14