Polycom Partner Program Getting Started Guide

Polycom Partner Program Getting Started Guide Apply to Become a Polycom Partner: 2 Partner Application Review / PartnerConnect Access Levels: 11 Potential Business Partner Access to PartnerConnect: 12 Approved Business Partner Access to PartnerConnect: 13 Company Certification(s) and Specialization(s): 14 Process Overview: 15 Certification and Specialization Requirements: 15 Apply for Certifications and Specializations: 18 Complete Training (Individuals within Your Organization): 21 Register Demonstration Equipment: 24 Manage Your Organizations Certification(s) and Specialization(s): 26 Sales and Marketing: 29 Polycom s Secure Partner Web site (PartnerConnect): 29 Brand Central for Partners: 30 Partnership Logos/Logo Builder Tool: 30 Company Profile Management: 37 Updating Your Company Profile: 37 Attaining a Gold/Platinum Level (within the Polycom Choice Program): 41 Assistance and On-going Support: 44 Global Partner Response Team (GPRT): 44

The Polycom Partner Program is a support network of tools and resources to help you sell and recommend Polycom solutions to meet the needs of your customers. The process is easy! Follow the steps below to get started. Apply to Become a Polycom Partner: Step 1: Learn about the Polycom Partner Network and where your organization fits within the Polycom Partner Network: a. Visit Polycom.com and select Become a Partner b. Click on the type of Partner that best fits your organizations business model c. Review the specific program benefits and requirements d. Click Join the program OR- Become a Partner throughout the Web site Page 2

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Step 2: Learn about the process to become a Partner: a. Upon clicking Become a Partner, review the steps to Become a Polycom Partner Please note: before you get started, please ensure that you have identified an individual within your organization to complete the new partner registration form b. Click Register to Become a Partner Page 4

c. Click I am registering as a Polycom partner or reseller Step 3: Enter your User Information a. Complete the required user information fields b. Click Submit Registration Form Page 5

Please note: Polycom will attempt to match your corporate email domain with accounts that have the same email domain and have already been recognized as a Polycom partner within your country of operation. If your email domain matches that of an existing account, you will automatically be associated to the account Polycom has on record (refer to step 6 in this process). Otherwise, you will be presented with a Company Information Form to capture your company s data (refer to step 4 in this process): Step 4: Complete your Company Information. a. Provide your Company Information b. Select the applicable Polycom Partner Program of Interest c. Provide your Partner Details Page 6

d. Add Other Contacts with specific roles within your organization. Note: a description for the role of these individuals can be found in the help text provided. If a specific contact maintains multiple roles, that contact can be added multiple times with those specified roles (multiple roles will be added for the one user record created). e. Review and confirm you have read the Polycom partnership terms and conditions f. Click Submit Registration Page 7

Step 5: a. The submitter of your company application will be presented with a screen to confirm that the application has been submitted, and a confirmation email. b. The submitter of your company application will receive an additional email to verify and set their desired password for PartnerConnect. c. All additional contacts identified on your organizations application form will receive a confirmation email. The confirmation email will include the following information: - Notification that the submitter has applied for the Polycom Partner Program and they have been identified as an additional contact within your organization - Information about the review process, timelines and PartnerConnect access - Request to verify/set the user s desired password for PartnerConnect Page 8

Step 6: Verify Your Password for PartnerConnect a. Submitter and all additional contacts will click on the verification link within the confirmation email to set a password for PartnerConnect Step 7: Set your password for PartnerConnect a. Enter your desired password in the Password field b. Confirm your password in the Confirm Password field c. Click Submit Page 9

Step 8: Log in to PartnerConnect a. Upon setting your desired password, you will be presented with a screen to log in to PartnerConnect b. In the log In screen, enter your email address and password c. Click the Log In button Page 10

Partner Application Review / PartnerConnect Access Levels: Upon submitting your organization s application, Polycom will review your application for membership in the Polycom Partner Program. Upon approval of your organizations application, a "Welcome" email is sent to the submitter of the application. Additionally, Polycom and/or your Authorized Distributor will help to guide you through the enablement steps. In the event that your organizations application is rejected, the submitter of your application will be notified by email. Page 11

Potential Business Partner Access to PartnerConnect: During the review process, the submitter of your company application and all additional contacts will have the ability to gain access to the basic level of information in the PartnerConnect Web site. Members of your organization can learn more about the following: Polycom s Partner Programs (high level information) Polycom Certification and Training (if your organization intends to resell Polycom Product) Polycom Global Response Team (GPRT) details for general help in the process Support.polycom.com to register products, activate products, and create support tickets Page 12

Approved Business Partner Access to PartnerConnect: Upon approval as a new business Partner, your organizations access to PartnerConnect will be upgraded and will include a deeper level of access to information, tools and resources. For further information on PartnerConnect, refer to the Sales and Marketing section. Page 13

Company Certification(s) and Specialization(s): Note: Polycom requires all reselling partners to become certified on all product lines in which are sold. Definitions: Company Certification: Certification gives your organization the ability to resell Polycom products. Certification requires individuals within your organization to meet established minimum criteria for sales and technical capabilities to support the selected area of competency, additional requirements such as demonstration equipment may apply. Company Specialization: Specialization provides your organization the opportunity to differentiate yourself in the market place and the ability to increase your organizations level in the Choice Partner Program. Specializations require an increased commitment and number of skilled individuals within your organization on a selected area of competency. Additional requirements such as demonstration equipment may apply. Individual Certificates: Individuals within your organization complete training courses aligned with individual roles and desired Certification/Specialization and pass required tests. Upon passing the required test, each individual will receive a certificate of completion. An individual s certificate is valid for 2 years. Note: If your organization desires to achieve a Certification/Specialization, the number of individuals who hold valid certificates will be calculated toward your company s Certification/Specialization achievement. Training Administrator (also known as PA Admin): Upon enrollment in the Polycom Partner Program, your organization will have identified an individual to administer your company training. Your organization s Training Administrator(s) are the contacts within your organization who are responsible for the following: a. Understand Polycom s current Certification and Specialization requirements and identifying desired company Certifications or Specializations. b. Applying for desired Certifications and Specializations on behalf of your organization. c. Management of your organizations Certification or Specialization achievement to ensure employees are taking and maintaining the appropriate courseware in line with the requirements to achieve the desired Certification or Specialization. Page 14

Process Overview: 1. Review Company Certification and Specialization Requirements (refer to the Certification and Specialization Requirements section) 2. Apply for desired Certification or Specialization (refer to the Apply for Certification and Specialization section) 3. Individuals within your organization complete curriculum (refer to the Complete Training section) 4. Purchase and register your organization s demonstration equipment (if applicable - refer to the Register Demonstration Equipment section) 5. Manage your organizations Certification and Specialization (refer to Manage Certification & Specialization section) Please Note: Once all requirements for a Company Certification or Specialization are achieved, your organization is officially certified or specialized in the selected area of competency, and all Certification and Specialization requirements must be maintained at all times. Example: All individual curriculum completions are valid for 2-years; as a result all individuals who complete sales or pre-sales technical curriculum must refresh training every two years. If an employee that met the curriculum requirement leaves your organization, the curriculum requirement will need to be met by another member from your organizations within 90 days. Additionally, if your organization has sold a piece of demo equipment, your organization will need to replace and register the serial number of the new unit immediately. Please refer to the Polycom Demonstration Equipment Program guidelines for full details. Certification and Specialization Requirements: Understanding the requirements for your organization to become either Certified or Specialized is critical for your success. Detailed information is available on PartnerConnect. Follow the below steps to understand the requirements to achieve a Company Certification or Specialization. Note: Example below is based on Company Certification requirements: Step 1: a. Login to PartnerConnect b. Under the Resources menu, select Certification or Specialization Page 15

Step 2: a. Select View larger image or Download Certification Quick Reference Chart Page 16

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Apply for Certifications and Specializations: Note: Individuals within your organization may begin training at any time. However, the results of such completed training will only be calculated toward your company achievement at once your organizations Training Administrator(s) applies for a Certification/Specialization. If you wish to identify your organizations Training Administrator, information is available on your Company Profile page located on PartnerConnect. Step 1: a. Login to PartnerConnect b. Under the Resources menu, select Manage Certification & Specialization Step 2: a. A new internet browser window will open b. Select Product Auth Summary tab in the left menu to apply for a Certification -OR- Select Specialization Summary tab in the left menu to apply for a Specialization Page 18

Step 3: a. A list of Polycom available options will be displayed b. Select apply for desired Certifications or Specializations Page 19

Step 4: a. Select Submit Application Page 20

Complete Training (Individuals within Your Organization): The Polycom training program is designed to help individuals within your organization develop the skills and competencies needed to support our mutual customer solution requirements. Individuals have the ability to be trained on the entire solution lifecycle, from design to sell, integrate, implement, maintain, and grow. To ensure this process is efficient, the curriculum is designed in distinct modules which are determined by role and function. As a Polycom Partner, individuals within your organization can start developing their skills/competencies at any time. The process is simple. Individuals should follow the below process to get started. Step 1: Log in to PartnerConnect Page 21

a. If you (or an individual in your organization) do not have an account on PartnerConnect, follow the Registration Process as defined above. Step 2: Navigate to Polycom University located under the Resources tab Step 3: Download the step-by-step tutorial - OR- start searching for courses through the number of options available to you: a. By Solution b. By Role (ie; Sales or Technical) c. By Required Learning (these are the tracks associated to Certifications/Specializations your organization is working toward). d. By keycode ; course number or source name Note: For details on how to search by the options above and accessing your courseware, please refer to the appendix. Page 22

Step 4: Locate your desired courseware (refer to the Step by Step tutorial for searching options) Step 5: Register for your desired courseware (refer to the Step by Step tutorial) Step 6: Access your courseware (refer to the Step by Step tutorial) Step 7: Complete your courseware Step 8: Complete and pass your exam (available once your courseware is completed) Page 23

Register Demonstration Equipment: To successfully demonstrate Polycom solutions to your customers, demonstration equipment is required to complete your organizations Certification or Specialization. Polycom offers special partner pricing for demonstration equipment, Demo Discount Pricing may be found within the Sales and Marketing page of the Partner Network tab on PartnerConnect. Follow the below steps to register your organizations demonstration equipment. Note: your organizations Training Administrator is responsible for this step of the process. Step 1: a. Login to PartnerConnect b. Under the Resources menu, select Manage Certification & Specialization Step 2: a. Select Register Demo Equipment in the left navigation b. Enter Equipment Serial Number c. Enter Location d. Select Register Page 24

Step 3: a. Once your demonstration equipment is successfully registered, it will be listed on the Demo Equipment Summary tab Page 25

Manage Your Organizations Certification(s) and Specialization(s): To assist your organizations Training Administrator in managing Certification(s) and Specialization(s), Polycom s Manage Certification & Specialization tool provides the following options: 1. Product Auth Overview Tab a. A view of the Certifications and Specializations in which your organization has achieved (is active). b. An official letter of authorization is available to download 2. Product Auth Summary / Specialization Summary Tabs a. List of available Certifications / Specialization and those in which your organization has applied Note: Click the name of the Certification/Specialization (hyperlink) to view the progress Page 26

3. Training Summary Tab a. A list of individuals in your organization and the curriculum which has been completed by these individuals b. Select the name of the individual to display the specific courseware completed (including active / expiration dates) -OR- Select Open ALL to view courseware completed by all individuals within your organization Page 27

4. Demo Equipment Summary Tab a. A list of all demonstration equipment your organization has registered b. Your Training Administrator can select Register Demo Equipment from this section of the tool -OR- Your Training Administrator can select Register Demo Equipment from the option in the left navigation Page 28

Sales and Marketing: As a member of the Polycom Partner Program, your organization has access to a set of tools, resources and benefits to help differentiate your company in the market, generate sales, and recognize a quick return on investment. Polycom s Secure Partner Web site (PartnerConnect): PartnerConnect is your organizations primary sales and marketing resource to keep you connected, help build your capabilities and enable you to be more competitive. The PartnerConnect secure Web site is easy to access and available 24 hours a day, 7 days a week. Inside PartnerConnect, you will get the information you need to market, sell and support Polycom solutions to your end customers, including: a. Marketing and Communications b. Sales and Support Resources c. Finance and Services Resources d. Programs and Promotions e. Sales Tools f. Training Resources and more Stay connected with PartnerConnect at http://partner.polycom.com For a full list of what s inside PartnerConnect, refer to the Partner Resources Quick Reference Guide Page 29

Brand Central for Partners: Polycom s new brand identity sends a powerful message to the market that the company has evolved and changed, bringing exciting new opportunities for our joint businesses. Download the assets within Sales & Marketing resources to create relevant and effective marketing materials. Partnership Logos/Logo Builder Tool: Polycom s Partnership logos can help build market differentiation and ensure that your business gets the customer recognition you deserve as a valued Polycom Partner. As a new Polycom partner, your organization will immediately gain access to the Polycom Authorized level partnership logos. As your investments increase and your organization becomes specialized, your business can further showcase that expertise through your Partnership Logo. Page 30

Polycom Logo Builder Tool: The Polycom Logo Builder tool makes this process easy by enabling your business to quickly create and download your customized partnership logo. The process is easy! Simply follow the steps below: Step 1: a. Log in to PartnerConnect b. Under the Resources menu, select Brand Central for Partners Step 2: a. Select Polycom Logo Builder Page 31

Step 3: b. Select Customize (International options are available) Page 32

Step 4: a. Click on the Gallery to select your relationship Page 33

Step 5: a. Identify your appropriate relationship Note: As a new Polycom partner, your organization will immediately gain access to the Polycom Authorized level partnership logos. As your investments increase and your organization becomes specialized, your business can further showcase that expertise through your Partnership Logo. To learn how to achieve a Gold or Platinum level in the Polycom Partner Program, review to Attaining a Gold or Platinum Level below. b. Click Select Image located directly below your desired logo c. Your Selected Logo will appear in the display window Page 34

Step 6: a. If your organization has achieved a Specialization, such Specialization can be added b. Click Save to review c. Confirm acknowledgement and acceptance of the Polycom Trademark and Brand Usage Guidelines d. Click Submit Page 35

Step 7: (Complete) a. Upon submitting your logo request, Polycom will review and approve or decline your request b. Upon approval, you will receive an email with a link to download the logo assets c. In the case your request is declined, you will receive an email with corrective actions Page 36

Company Profile Management: As a member of the Polycom Partner Program, your organization is required to maintain and update your company profile on a regular basis. This process helps ensure a mutually effective business engagement. Maintaining your business profile will help Polycom keep up-to-date on your business, provide your company the most relevant communications and offers, and enable your sales success. Company Administrator: Your Company Administrator is responsible for managing and maintaining your company business profile including company demographic information and individual contacts. In order to maintain good stranding within the Polycom Partner Program, your Company Administrator is required to review/update your company profile every 6-months. Training Administrator: Your Training Administrator is responsible for managing your organizations training and curriculum to ensure your employees are taking the correct courseware in line with Polycom s Certification/Specialization requirements. Refer to the Company Certification and Specialization section above for full details. Identifying Your Company Administrator and Training Administrator: Within your company profile, you can identify your organizations Company Administrator or Training Administrator. Your Partner Company Administrators are available in the upper portion of your company profile. Updating Your Company Profile: The process is easy! Follow the steps below: Step 1: a. Login to PartnerConnect b. Select Company Profile located within the upper right side corner of your browser Page 37

Step 2: a. Click Edit Page 38

Step 3: a. Review and verify data for completeness b. Update your company profile (available fields to update are specified by Polycom) Note: All required fields must be completed prior to be able to save your profile. c. When completed, click Save (you may also click Cancel to return at a later time) Page 39

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Attaining a Gold/Platinum Level (within the Polycom Choice Program): As a member of the Choice Partner Program, Polycom provides your organization a simple framework to invest and ultimately grow within the program. The Choice Program offers three levels of partnership (Authorized, Gold and Platinum) to reflect your investment and commitment to Polycom. As a new partner, your organization is recognized at the Authorized level within the program and your company has access to a set of core benefits. As your commitment to Polycom deepens, your organization will may earn the Gold or Platinum level of accreditation, and be rewarded with incremental benefits. Follow the steps below to learn how to become a Gold or Platinum Choice Partner: Step 1: a. Login to PartnerConnect b. Select Choice Partner Program under Partner Network Page 41

Step 2: a. From the Choice Program overview page, select your relationship with Polycom (options will vary in theater) Step 3: a. Download the Choice Partner Program Guide for full terms and conditions Page 42

Step 4: a. Click on the Requirements tab for details (requirements may vary by partner type and theater) b. Contact your Polycom Channel Business Manager or Distributor to put a business plan in place for your success Page 43

Assistance and On-going Support: Polycom is committed to being easy to do business with by providing a way for your organization to receive quick responses to question or to get rapid assistance. As an extension to the support you receive through your Authorized Distributor, Polycom provides your organization access to the Global Partner Response Team (GPRT). Global Partner Response Team (GPRT): The Polycom Global Partner Response Team (GPRT) is a team of dedicated multi-lingual representatives available to provide best-in-class customer service and support for Polycom Partners. The GPRT can help you navigate Polycom resources, provide quick answers to question and help ensure your success as a Polycom Partner. It s easy to contact a GPRT representative: 1. Telephone: +44 1753 72 3391 (Multilingual options available) 2. Live Chat: via PartnerConnect 3. Email: gprt@polycom.com Page 44

Thank you for your interest in becoming a valued member of the Polycom Partner Network. We wish you great success and will do everything we can to assist you as you grow your business with Polycom! Page 45