PARTNER PROGRAMME GUIDE
Content Introduction...3 Committed to Partnerships...4 Market Environment...4 Discover Dimension Data Cloud...5 Partner Programme Overview...6 Why become a Dimension Data partner?...7 Who should become a partner?...8 What does the Programme cover?...8 Partner Programme Structure...9 Partner categories...10 Eligibility requirements...11 Partner Programme Benefits...13 Benefits to help your business succeed...14 Get Started...18 Getting started in the Programme...19
INTRODUCTION 3
Committed to Partnerships Dimension Data are here to support our partners ambitions to achieve greater success and profitability by helping them take advantage of the new opportunities presented by cloud technologies. The Dimension Data OneCloud Partner Programme is designed to ensure that: We understand the strengths, expertise and ability of our partners to promote and sell cloud services in the marketplace. Market Environment Cloud is foundational to fast growing and innovating companies all over the world. Bringing a comprehensive and competitive cloud platform to market can take months if not years. Time-to-value for service providers and similar companies is critical. Having the ability to resell or white label a secure, resilient and flexible cloud service gives service providers immeasurable advantage in a price sensitive and competitive environment. We enable our partners by providing the appropriate tools and incentives to help them succeed. We provide our partner community with access to the right resources and support to meet customer demands. Partners are selected to participate in the programme through a thorough qualification process, ensuring the programme is exclusive and beneficial to both our partner ecosystem and Dimension Data. This guide is designed to provide partners with the details of the Dimension Data OneCloud Partner Programme. 4
Discover Dimension Data Cloud Dimension Data Cloud Services is the preferred destination for enterprise applications and production workloads. With centres of excellence in networking, storage and security; across six continents we offer globally consistent service. Public or private? We don t think your clients should have to choose. Dimension Data offers both public shared resources and private cloud in the datacentre of your choice. Together these models provide hybrid cloud environments that address time-to-value expectations required by enterprise workloads and critical applications with an OPEX consumption model at every price point. IT organisations are emerging as service brokers leveraging cloud where they can and surrounding the cloud with other delivery models when required. Dimension Data surrounds the cloud with service delivery options that simplify the management of core systems and custom enterprise applications. ENABLERS: APPLICATION AND WORKLOAD DRIVEN ADVANCED NETWORKING STORAGE ENHANCEMENTS MANAGED HOSTING DIMENSION DATA CLOUD CYBERSECURITY INFORMATION SECURITY Dimension Data Cloud Surround COLOCATION OUTSOURCING OTHER SERVICE DELIVERY PLATFORMS 5
PARTNER PROGRAMME OVERVIEW 6
Why become a Dimension Data partner? Discovery The Dimension Data OneCloud Partner Programme is about genuine partnership. We believe that well-qualified partnerships lead to fewer and deeper relationships. By sharing our experience and technical capabilities with our partners, we enable you to bring your cloud services to market effectively and efficiently. Selected partners may benefit from this programme by: Reducing the time it takes to bring enterprise-class cloud services to market; Reducing costs involved with developing, implementing, integrating and supporting cloud platforms; Shortening the time it takes to see a return on investment; Sustain Transition Enablement Readiness Gaining access to Dimension Data s network of Managed Cloud Platforms, located across six regions globally; Leveraging the Dimension Data ecosystem of partners. Dimension Data s cycle of support reaches far beyond enablement, ensuring partners continue to receive the support necessary to grow their business and prosper in the marketplace. 7
Who should become a partner? The Dimension Data OneCloud Partner Programme is designed to meet the needs of partners who are looking to bring game changing cloud technology to their clients so their clients can survive and thrive in the fast paced digital economy. The range of partners which benefit from the programme include: Service providers: Service providers include telecommunications operators, Internet service providers and data service providers, who are looking to extend their portfolio of services. Service providers can utilise cloud technology to complement their existing portfolios by offering cloud-based services to clients or to leverage assets such as data centres and network and billing platforms. Community providers: Community providers are those entities that provide services to a specific community, such as governments, educational bodies or other communities and conglomerates who share a common goal. Community providers can utilise cloud technology to meet the demands of their community for rapid services deployment and self-service, chargeback of services by both department and organisational unit, and service delivery to all members from a single dedicated platform - all delivered from a data centre of their choice. Resellers: Resellers include System Integrators, Managed Service Providers, Value Added Resellers, consultants, design and development agencies, SaaS application providers and Independent Software Vendors who are looking to evolve their business models to capitalise on the cloud market opportunity without risk. Resellers can utilise cloud technology to meet the demands of their clients by offering IT delivered as-a-service, on-demand, swiftly and at a competitive price point, in return for competitive compensation. What does the programme cover? The Dimension Data OneCloud Partner Programme focuses on enabling qualified partners to bring robust cloud services to market. The Dimension Data OneCloud Partner Programme covers*: Access to Dimension Data s global network of managed cloud platforms Fully supported 12-16 week enablement programme Implementation and support throughout the life of the partnership Ability to leverage the Dimension Data OneCloud brand and ecosystem of partners Use of Dimension Data s CloudControl management system Sales and marketing support and resources *Available to selected partners 8
PARTNER PROGRAMME STRUCTURE 9
Partner categories The programme is based on specific partner categories, allowing Dimension Data to tailor eligibility requirements and benefits to ensure that partners get the most out of the programme. Referral partners Referral partners receive competitive compensation for establishing an ongoing referral relationship or recommending cloud opportunities. Dimension Data offers referral partners the ability to gain easy entry into the programme with no minimum commitment. Reseller partners Reseller partners are seeking to generate business growth by translating infrastructure, networking and software solutions opportunities into cloud revenue. By reselling Dimension Data cloud services partners continue to own the customer relationship and sales cycle, whilst Dimension Data delivers, bills and supports the solution. Alliance members Certain service provider partners that meet additional criteria may be invited to join the Dimension Data OneCloud Alliance. Alliance members gain preferential access to the technical capabilities of Dimension Data s Global Cloud Exchange that allows alliance members to exchange traffic and services with one another and extend their cloud footprint to include the locations of other alliance members. Further details are available on request. White label partners White label partners are reputable providers with a strong market presence looking to expand their portfolios to include cloud services under their own brand. Dimension Data customises and integrates our services and infrastructure to their specifications and also shares our industry knowledge and technical expertise through professional enablement services to aid the partner s success in the market. 10
Eligibility requirements To join the Dimension Data OneCloud Partner Programme, a number of eligibility requirements need to be met and maintained. Minimum-term engagement Dimension Data OneCloud partners may be required to engage in the programme for a minimum term to allow time to implement the technology, enable the partner and build the appropriate capabilities within the partner s organisation, so they become self-sufficient. The term of engagement is tailored to each category of partner and is specified in the partner agreement. Minimum investment criteria Dimension Data OneCloud partners are required to commit to minimum investment criteria to ensure Dimension Data allocates sufficient resources for the deployment, enablement and ongoing management of the cloud service. The minimum investment criteria are tailored to each partner category and are specified in the partner agreement. Committed personnel resources Allocating specialised dedicated personnel to own and manage their cloud services, will provide each partner with the best chance to succeed. Therefore, Dimension Data OneCloud partners are required to commit personnel resources, including an executive sponsor, a Cloud Services Manager plus dedicated sales, transition, support and administration teams. The minimum number of dedicated personnel and their functions will depend on the partner category. Partner agreement Dimension Data and Dimension Data OneCloud partners are required to enter into an agreement that will govern the relationship between the parties, including the specific details relating to the above eligibility requirements. 11
Eligibility requirements Alliance White label Reseller Referral Minimum term engagement Y Y Y Y Minimum investment criteria Y Y N N Minimum sales commitment Y Y N N Minimum personnel commitment Y Y N N Meet enablement requirements Y Y Y Y Meet training requirements Y Y Y Y Attend regular business reviews Y Y N N 12
PARTNER PROGRAMME BENEFITS 13
Benefits to help your business succeed The Dimension Data OneCloud Partner Programme offers partners access to a number of valuable benefits. These benefits enable partners to take their cloud services to market effectively and efficiently, and provide ongoing support to ensure they are able to remain competitive in the marketplace. The benefits available to partners are separated into six areas; general, platform, sales, pricing, marketing and support. Please note that access to certain benefits may vary depending on partnership category. General Benefits No annual fee There is no annual or renewal fee required for participation in the Dimension Data OneCloud Partner Programme itself. All fees and charges paid by the partners are allocated towards the deployment of the technology and the enablement activities. For minimum investment criteria, please see section 3.2 of this document. Partner portal All Dimension Data OneCloud partners are granted access to the partner portal. The portal contains supporting material such as online resources, partner learning materials and programme updates. Partner support Dimension Data OneCloud partners have access to 24x7x365 support provided by Dimension Data. Platform Benefits White label Dimension Data OneCloud partners are able to white label their cloud services so that they are able to deliver their own branded cloud offering whilst leveraging Dimension Data s Managed Cloud Platform. Dedicated provider Managed Cloud Platform (MCP) Selected partners will have the option to have one (or more) dedicated provider MCP(s) in their data centre of choice. The specifications and capacity of each MCP will be specified in the partner agreement. Global network of Managed Cloud Platforms (MCPs) Selected partners will be able to increase their geographical reach through Dimension Data s existing global network of MCPs. Dimension Data s MCPs are located across six continents. 14
Dimension Data CloudControl Dimension Data OneCloud partners gain access to CloudControl ; a sophisticated cloud management system that provides complete automation of the orchestration, administration, provisioning, management, support and metering of cloud-based resources. Sales Benefits Sales training and on-boarding As part of the enablement programme, Dimension Data will provide training to on-board all partners, ensuring their sales teams are educated and equipped to take cloud services to market. Sales tools and resources Dimension Data OneCloud partners have access to sales tools and resources, including sales training content, collateral and more. Deal registration Dimension Data OneCloud partners are encouraged to register potential deals. While multiple partners may register the same deal, deal registration enables Dimension Data to better reward partners who register deals in advance. Technical pre-sales support Dimension Data provides selected partners with technical pre-sales support, including proof of concept and demonstration accounts, test environment support, solution architecture guidance, feature overview comparison and assistance with competitive analysis. Pricing Benefits Rebates Dimension Data implements discount or rebate schemes for selected partners within the Dimension Data OneCloud Partner Programme. Discounts and rebate schemes are tailored to each partner and are outlined in the partner agreement. Pricing tools and resources Dimension Data OneCloud partners have access to pricing tools, calculators and other resources to assist with the creation and submission of proposals and responses to RFIs/ RFPs. Marketing Benefits Marketing tools and resources Dimension Data OneCloud partners receive marketing and branding guidance plus a full range of materials ready for partners to adapt and use in their market communications. OneCloud partner newsletter This quarterly communication provides the latest news on Dimension Data, our OneCloud partner community and important updates to the programme. Cloud interface rebranding Dimension Data rebrand each partner s cloud interface to include its own logo. This ensures each of the partner s clients are engaged with the partners brand only and enjoy a consistent customer experience. 15
Support Benefits Commercial engagement support Dimension Data works with its partners legal and commercial teams to assist with the creation of partner-owned legal and commercial documents required to support a cloud services engagement. Service delivery enablement Dimension Data provides service delivery enablement to partners, including service delivery training and incident management process documentation. Transition documentation Partners are provided with procedural documents to support end-customer transitions, such as transition models, and workflows and responsibilities. Project management templates Selected partners that are involved in on-boarding and transition activities will be provided with project plan and data collection templates. Alliance White label Reseller Referral General Benefits Annual fee Y Y N N Access to partner Portal and Community Y Y Y Y Technical support through Dimension Data s Global Service Centre Y Y Y Y Platform Benefits White label instance of Dimension Data s cloud IaaS and services portfolio Y Y N N Dedicated MCP in your data centre of choice Y Optional N N Ability to leverage Dimension Data s global network of MCPs Y Y Y Y Dimension Data CloudControl - cloud management system Y Y Y Y 16
Alliance White label Reseller Referral Sales Benefits Sales training and on-boarding Y Y Y Y Sales tools and resources Y Y Y Y Deal registration N N Y Y Technical pre-sales support Y Y N N Pricing Benefits Discounts and rebates Y Y N N Commission payments N N Y Y Pricing tools and resources Y Y N N Marketing Benefits Marketing tools and resources Y Y Y Y Partner newsletter Y Y Y Y Cloud interface rebranding Y Y N N Support Benefits Commercial engagement support Y Y N N Service delivery enablement Y Y N N Transition documentation Y Y N N Project management templates Y Y N N 17
GET STARTED 18
Getting started in the Programme A partnership with Dimension Data enables you to expand your current offerings and to provide your clients with an industry leading cloud service. How to join To join the Dimension Data OneCloud Partner Programme, please go to: http://www.dimensiondata.com/onecloud and complete the online application or e-mail OneCloud@dimensiondata.com. Upon Dimension Data s approval of the application and subject to acceptance of the programme terms and conditions, we ll confirm your entry into the programme and send you a welcome kit. Please note Dimension Data OneCloud Alliance Memberships are by invitation only. Branding with Dimension Data s OneCloud programme To highlight our partnership, Dimension Data has created dedicated branding materials including logos which can be used by selected partners. As the strength and effectiveness of the Dimension Data OneCloud Programme logo and branding is derived from consistent and correct use, we require that all partners strictly follow the branding guidelines as provided by Dimension Data. To view a copy of the branding guidelines, please visit our Partner Portal or contact OneCloud@dimensiondata.com Keep updated with programme changes This programme is tailored to cater for members who we believe will benefit from partnering with Dimension Data. Dimension Data strives to build stronger relationships with its partners and we ll continuously seek to gather partner feedback and use it to enhance and improve the programme and its benefits. Therefore, the programme guide may be updated from time to time with changes to our programme. A current programme guide is always available to be downloaded from www.dimensiondata.com/onecloud. 19