Partner Program Guide FY2016
The Nimble Storage Partner Program provides channel partners with incentives, sales enablement tools/resources, and certifications to more rapidly grow their business and increase their value to our mutual customers. The Nimble Storage Partner Program focuses on a partner s ability to deliver intelligent solutions and architectures built on products, services, and software platforms. The program offers training in the latest Nimble Storage solutions and integrated architectures in addition to valuable branding resources. Our value-based approach rewards partners with increased incentives as they add value to their Nimble Storage business. The Nimble Storage Partner Program has three main components: Tools and Resources Nimble Storage Partner Program 2015 Nimble Storage Inc. This document is Nimble Storage confidential. For Channel Partner use only. 324
All partners begin the Nimble Storage Partner Program as Authorized Resellers, and a minimal training requirement and an active deal history are all that is required to maintain this authorization. Nimble Storage also recognizes a partner s level of expertise in selling storage solutions to various market segments, so there are three levels in the Nimble Storage Partner Program: Gold, Silver, and Bronze. The certification levels are based on booking goals and accreditations. Partners seek to differentiate themselves in the market through vendor certifications. Nimble Storage has leading certifications worldwide to help partners build more profitable practices and stand out in a crowded market. How Do Help Nimble Storage Partners? Nimble Storage Partner Program certifications are similar to college degrees. Certification levels reflect a partner s technology skills breadth and demonstrated success in sales and delivery of Nimble Storage solutions. The higher your level of investment in sales, marketing and training, the higher your credential level will be and the more resources will be available to you to continue to grow your business. Benefits to Becoming Certified Win New Customer Accounts Solve customer challenges around data storage, application acceleration, disaster recovery and replication with innovative solution powered by Nimble Storage Showcase what Nimble-powered solutions can deliver with cloud-based, on-demand demos Be the first to generate excitement with the latest products and services Receive qualified leads and leverage networking opportunities at Nimble Storage local and national events Drive Growth in Your Business Promote your company and brand with marketing tools, materials and MDF funds Enhance your profitability with incentive and reward programs Distinguish Your Company from the Competition Market recognition and branding: Nimble Storage partner certification recognizes your technology expertise, individual career certifications, and demonstrated success in sales and customer service. Nimble will also conduct periodic program audits and review the terms of the program and certifications to ensure partners who invest with Nimble are validated and recognized annually. 2015 Nimble Storage Inc. This document is Nimble Storage confidential. For Channel Partner use only. 334
Gold Partner Certification Gold Certification offers the greatest degree of expertise across the Nimble Product and Solution portfolio including architecture plays with alliance partners. In addition, Gold Certified Partners have also demonstrated a measurably high level of product competency and a minimum revenue attainment. Benefits: Increased opportunities to attract new potential customers Nimble Gold Certified Partner branding Access to incentive programs, spiffs and promotions Access to sales tools, logos, guidelines, and information Access to participate in the Nimble Loyalty Incentive Program - This program allows access to MDF funds Eligible to earn rebates based on growth goals Access to special programs, MOUs, etc. Requirements: Minimum bookings goal Minimum accreditations: - 10 NSP, or 50% of sales account managers, whichever is less - 10 NTSP, or 50% of sales engineers, whichever is less 2015 Nimble Storage Inc. This document is Nimble Storage confidential. For Channel Partner use only. 344
Silver Partner Certification Silver Certification recognizes partners for their technical and sales skills. Silver Certified partners must have a minimum number of trained sales and technical professionals. In addition, they have demonstrated a measurably high level of product competency and a minimum revenue attainment. Benefits: Increased Opportunities to attract new potential customers Nimble Silver Certified Partner branding Access to incentive programs and promotions such as the Deal Registration Program and Appointment Spiff Access to sales tools, logos, guidelines, and information Access to participate in the Nimble Loyalty Incentive Program - This program allows access to MDF funds Access to special programs and additional spiffs Requirements: Minimum bookings goal Minimum accreditations: - 6 NSP, or 50% of sales account managers, whichever is less - 6 NTSP, or 50% of sales engineers, whichever is less 2015 Nimble Storage Inc. This document is Nimble Storage confidential. For Channel Partner use only. 354
Bronze Partner Certification Bronze Certification identifies and rewards partners who have invested in sales and technical training beyond the minimum requirement to sell Nimble Storage solutions. Benefits: Increased opportunities to attract new potential customers Nimble Bronze Certified Partner branding Access to incentive programs and promotions such as the Deal Registration Program and Appointment Spiff Access to sales tools, logos, guidelines, and information Proposal-based marketing funds available through distribution Requirements: Minimum bookings goal Minimum certifications: - 2 NSP - 2 NTSP 2015 Nimble Storage Inc. This document is Nimble Storage confidential. For Channel Partner use only. 364
At Nimble Storage, we are committed to making our Partners profitable and successful. The incentive programs have been designed to reward a variety of partners in various market segments that achieve certain milestones. Nimble Loyalty Incentive Program: Incents qualifying partners to grow their business with Nimble Storage. The Loyalty Incentive Program offers a growth-focused allotment of market development funds (MDF) for partners. Use of the incentive marketing funds will be based on a mutually agreeable marketing plan between the partner and Nimble Storage. Participation in the Loyalty Incentive Program is based on the certification achievement being Gold or Silver. Complete program details can be found on the Nimble Storage Partner Portal. Memorandum of Understanding (MOUs): An agreement between the Partner and Nimble Storage that rewards the Partner based on achieving certain milestones. Partners who have achieved Gold certification are eligible to be nominated for this incentive. Targeted SPIFFs: for Partner AMs and/or SEs on a quarterly basis that drive certain behavior. These SPIFFs will vary based on certification level. All levels of the certification will be entitled to targeted SPIFFs. Trade-In Program: Incents the Partner to seek competitive opportunities and remove older storage equipment and replace it with Nimble Storage. This rewards the Partners on a per deal basis. Not-for Resale (NFR): Support sales efforts by giving Channel Partners the chance to purchase generously discounted Nimble Storage products for use in Partner labs or demo purposes. Deal Registration: Nimble rewards Partners with steep upfront discounts when they discover and register new sales opportunities. Exclusive credit will be granted for 120 days. 2015 Nimble Storage Inc. This document is Nimble Storage confidential. For Channel Partner use only. 374
Tools and Resources At Nimble Storage, we believe Partners should have all the necessary resources available to them at no charge in order to effectively position Nimble products with customers. We have done extensive research in conjunction with a variety of third party channel strategy companies to develop the best-in-class tools and resources to invest in the success of our channel partners. Nimble Storage enables Partners with a systematic approach to engage effectively with customers and accelerate sales opportunities with greater margins. Onboarding begins with an introduction to your territory sales teams, a prescriptive training plan including sales and technical accreditations, a partner webinar program, on-demand training videos, sales tools, and syndicated content for partner co-branding and lead generation. A Dedicated Channel Sales Team: From planning to execution to ongoing support, our seasoned channel sales professionals are focused on helping you establish, accelerate, and maximize your revenue and margin goals. Strategic Business Development: Every organization is looking for ways to work smarter, faster, and more efficiently. Nimble provides proven processes and a wealth of online and field resources to ensure your pre and post sales teams have the knowledge to win new customers and better satisfy the needs of existing customers. Partner Advisory Board: A small committee of partners from different market segments to advise on the overall direction of the company and provide feedback on a variety of channel initiatives. Technical Advisory Board: A small committee of partner technical solution architects from different market segments that can provide feedback on products, solutions, and features. 2015 Nimble Storage Inc. This document is Nimble Storage confidential. For Channel Partner use only. 384
Training Nimble Storage offers sales and technical training through Nimble Storage University to meet the needs of dynamic sales teams. Instructor led, web-based, and on-demand video training is available under a prescriptive learning path to enable partners to quickly learn how to position and implement Nimble Storage arrays in customer environments. Training is further enhanced through the Nimble Storage Partner Webinar Series. Accreditations Nimble Sales Professional (NSP): Designed to provide students with a strong understanding of Nimble Storage solutions. This accreditation also provides messaging to help students effectively position and sell Nimble Storage arrays. Nimble Technical Sales Professional (NTSP): Web-based and instructor-led training. This accreditation will provide Partners with a technical overview of the Nimble architecture, product family, and extensive solution capabilities. This accreditation is also designed to teach users how to perform commonly required tasks including installing the array, creating volumes, protecting/recovering data with snapshots and replication, as well as general system monitoring. Partner Webinar Series In addition to the accreditation courseware, Nimble offers bi-monthly training to keep partners current with latest offerings and to obtain feedback from partner field experience. These training sessions are hosted live and are recorded to allow partners to replay the training if they are unable to attend the live session. Webex videos are posted to the Partner Portal. Partners can register for upcoming webinars here. 2015 Nimble Storage Inc. This document is Nimble Storage confidential. For Channel Partner use only. 394
Sales Tools Nimble s onboarding program starts with a welcome kit upon signing the partnership agreement and includes access to Nimble s Partner Portal and a marketing kit to help Partners promote Nimble Storage solutions to customers. The Partner Portal is Nimble s centralized source of all partner-focused content including sales and marketing tools such as: Detailed business dashboard with current sales and pipeline Sales collateral and logos Customer presentations Program updates Competitive beat sheets Sales positioning play cards Call scripts Demo tools Current sales incentives and promotions NFR Program information to showcase Nimble in your demo center And more! Click here to log into or register for an account on the Nimble Storage Partner Portal The Partner Mobile App is a downloadable mobile application for phones and tablets to help procure an opportunity. The mobile application includes items such as: deal registration, technical specifications, call scripts, Nimble sale contact information, events, and more. Download the app here: Android Apple Automated Marketing Tools Content syndication and email marketing tools powered by SharedVue. Click here to visit the Partner Marketing Info Center where you can find tools to: Boost website conversion rates Capture leads via gated content Create thought leadership Quantify results with real-time metrics 2015 Nimble Storage Inc. This document is Nimble Storage confidential. For Channel Partner use only. 3104
Nimble Storage, Inc. 211 River Oaks Parkway San Jose, CA 95134 877-364-6253; 408-432-9600 www.nimblestorage.com Partner_Programs@nimblestorage.com 2015 Nimble Storage Inc. This document is Nimble Storage confidential. For Channel Partner use only. Nimble Storage, the Nimble Storage logo, CASL, InfoSight, SmartStack, and NimbleConnect are trademarks or registered trademarks of Nimble Storage, Inc. All other trade names are the property of their respective companies. PPG-0215 311