SAMSUNG ENTERPRISE ALLIANCE PROGRAM PARTNER PROGRAM GUIDE

Transcription

1 SAMSUNG ENTERPRISE ALLIANCE PROGRAM PARTNER PROGRAM GUIDE

2 Growing with you Partner with the Future Samsung recognizes that partners play an essential role for enterprise customers. We are committed to creating an ecosystem that supports partners in developing successful relationships and providing the best enterprise customer experience.

3 SAMSUNG ENTERPRISE ALLIANCE PROGRAM OUR STORY As the B2B mobile marketplace expands, it is essential for Samsung to work more closely with providers of mobile solutions, content and services. Samsung Enterprise Alliance Program (SEAP) began in 2011 to assist Independent Software Vendors (ISVs) in working with Samsung Mobile and has now grown to include Systems Integrators (SIs) and Value-Added Resellers (VARs). CORE VALUES SEAP operates on five guiding principles. The program is committed to building mutually beneficial and long-lasting relationships with partners who can grow with us in the enterprise mobility space. SEAP provides an opportunity for the growth of both Samsung Mobile and its partners SEAP is committed to ensuring the success of its partners OPPORTUNITY COMMITMENT SEAP builds a lasting partnership that is dedicated to sharing a bright future with its partners FUTURE QUALITY RELIANCE SEAP is a mutually dependent program between Samsung Mobile and its partners SEAP is focused on providing the highest level of service for partner collaboration VALUE PROPOSITION SEAP provides differentiated benefits according to the varying needs of our partners. Benefits can include solution development assistance, sales and marketing support and go-to-market (GTM) strategic planning. SEAP is focused on helping partners create new revenue opportunities in enterprise mobility using Samsung products or solutions. 03

4 PARTNER PLACEMENT Strategic Alignment Major business area, expertise in a specific industry Market Accessibility Solution/service coverage, number of employees Awareness Market presence (research reports, news, awards, etc.) Reliability Credentials, client relationships, experience in mobile industry Technological Strength Technical and service capabilities, experience with Samsung products GTM Capabilities Evaluate partners' go-tomarket (GTM) capabilities in terms of alignment with Samsung s long-term strategic objectives Core Competencies Evaluate core competencies by identifying essential capabilities and their fit with Samsung products Partner Tiering Allocate partners into specific tiers based upon evaluation of their synergy with Samsung s strategic objectives and integration with Samsung products 04

5 CRITERIA Samsung is associated with world-class mobile enterprise partners through SEAP, so careful partner selection is crucial. Potential partners are critically rated based on their industry recognition, the quality of their solution and history of working with Samsung Mobile. Partners are allocated into specific tiers based on the evaluation of this criteria. SEAP Tiers* Complete End-to-End Partnership PLATINUM Profile Proven market leadership in enterprise mobility and a track record of serving global top-tier customers Benefits Technical engagement in joint GTM Assignment of a Samsung account manager Alliance of Strategic Priority GOLD Profile Proven contribution to influencing revenue by leveraging the Samsung platform Global market presence with customer references in the mobile industry Benefits High level of business development support Advanced sales and marketing support Collaboration for Growth SILVER Profile A willingness to work with Samsung and become a presence in the enterprise mobile solution market Benefits Development toolkit and troubleshooting service Online marketing support * Benefits include those of lower tiers. 05

6 BENEFITS SEAP delivers the breadth and depth of Samsung s expertise to assist our partners in the marketplace. We provide varying degrees of marketing, development and GTM support, depending on the partners needs and capabilities. SEAP is committed to supporting partners in developing successful relationships and providing core benefits for the best enterprise customer experience. Develop differentiated solutions Technical Technology platforms Online technical support Technical enablement Promote partner solutions Device loaning Success case highlight Solution brief promotion Marketing Co-marketing activities Event sponsorship Leverage Samsung s go-to-market strategy Sales Access to the global Samsung sales forces Joint go-to-market strategy with Samsung Technical Benefits Technical Support SEAP partners receive one-on-one online troubleshooting technical assistance and expert advice to make the most of Samsung differentiated and enhanced features. SEAP also offers partners webinars with technical training session, and shares regular technical updates with them. Technical Information Hub Integrated technical information is available on the Technical Information Hub, including Samsung KNOX SDKs, KNOX Customization, EDU SDK, Samsung Mobile Platform, Samsung Gear and S-Health. Tools and SDK Partners can increase the security of their solutions with Samsung technology platforms such as KNOX SDKs to help differentiate the solutions for Samsung devices in the development and commercial arenas. With enterprise license signing, developers can use Samsung platform APIs for development and testing. Device Support Qualified partners can use free loaner devices to test and demonstrate their solutions for clients. 06

7 Marketing Benefits Awareness Enhancement Samsung promotes partners and their solutions globally through a wide network of marketing tools, including websites, mobile applications, global events and other collateral. - Solution Brief Partners solution briefs provide valuable information for Samsung B2B sales channels about partners' apps and how to present them. - Success Case Samsung highlights partners achievements and solutions using our devices in a success case booklet and on the SEAP portal. - SEAP Mobile App Partners' solution information is updated in real time through the SEAP mobile app and is promoted to enterprise customers by the Samsung sales force. - Event Partners receive greater opportunities to promote their solutions at Samsung or industry events - Others Solution videos, newsletters, the SEAP logo and other marketing tools are available to promote partners solutions and collaborate with Samsung Mobile. Regular Communication Partners are regularly updated on new technology and program policies and can speak directly with us about their specific issues. Sales Benefits Business Opportunities A Samsung B2B representative assists with registered business opportunities to help close deals. Leverage the Samsung Reach Partners can work with Samsung's channels to increase business through the KNOX marketplace and resellers, and be introduced to Samsung customers. Access to the Global Samsung Network SEAP helps partners make connections across the global Samsung sales force to encourage sales. 07

8 Tools for Silver, Gold and Platinum Partners SEAP provides partners with enhanced online tools and functionality. Through the website, partners have more opportunities to promote their products and solutions, and collaborate with Samsung Mobile. Here are some of the tools available to our tiered members. SEAP Site Behind the Firewall Partner Information Partners can upload sensitive information for the internal use of Samsung Electronics and its subsidiaries. Such information may include key contact points, annual business plans, marketing plans or sales data; this information aids Samsung in supporting the partnership. Marketing and Sales Materials Partners are provided with the latest marketing and sales materials, product specifications, white papers, sales guides and more to help them sell bundled products more effectively. Business Opportunity Registration Business opportunities registered on the SEAP site are closely monitored by the SEAP team and routed to the appropriate Samsung subsidiary for verification. All qualified leads receive active sales support from all related Samsung functions, verticals and geographies. SEAP also monitors business opportunity activity and uses it to help determine a partner s engagement with Samsung and whether the partner qualifies for a tier upgrade. SEAP Logo and Brand Guidelines Samsung was recently named the 7th Best Global Brand (2014) by Interbrand. Partners can leverage our brand power and establish immediate credibility with their customers by using the SEAP partner logo on their marketing materials. Technical Support Partners can use our online Q&A to troubleshoot issues one-on-one with the technical account team. SDK users will receive expert code-level advice to make the most of the enhanced Samsung security features. Publicly Accessible Partner Locator Customers can locate an authorized developer, integrator or distributor of Samsung s solutions/devices among our world-class partners. The Partner Locator covers all of SEAP s Silver, Gold and Platinum members. Partner Profile Partners can create public online profile and share information about their products and services. In addition to basic company information, partners can add marketing materials, company publicity items or reference cases. Partners can also choose to be contacted directly by prospective buyers or other SEAP partners. Success Cases As partners gain more experience implementing enterprise solutions, they continuously improve and refine the way they do business. In this section of our site, customers learn about how our partners have worked with their clients to deliver the best customer experience. Solution Briefs Solution Briefs showcase how our partners solutions work and highlight their key features, use cases, etc. As solution briefs serve as core sales material for Samsung B2B sales in making suggestions for customer needs and provides our channel partners necessary information to purchase or resell partner solutions, we strongly encourage all SEAP partners to take advantage of this opportunity to market their solutions. Solution Demonstration Videos Partners can upload videos describing their solutions or showing them in action. Short movie clips are highly effective in aiding customers understanding of complex solutions. 08

9 SDKs and Services KNOX Standard SDK The Samsung KNOX Standard SDK is an Android development add-on that provides APIs and access control mechanisms that enable partners to develop enterprise applications. The SDK helps partners enhance the manageability, security, accessibility and efficiency of their solutions. Applications can be designed through the SDK to provide access to various enterprise-relevant functions, including enabling and disabling device control functions such as camera, Bluetooth, WiFi, and GPS, and security functions such as password strength, encryption and decryption, and IT policy enforcement. KNOX Premium SDK The Samsung KNOX Premium SDK is an app development framework with the advanced KNOX security features like enhanced management and control over the KNOX container. Features also include TIMA KeyStore, Certificate Manager, and Per-application VPN. The enterprise apps developed with the KNOX Premium SDK can reduce security threats and risks through robust hardware and software integration. KNOX Customization KNOX Customization helps our partners fulfill the Samsung Mobile software customization needs of B2B customers by providing new capabilities that are not offered with the current KNOX Standard SDK. KNOX Customization comprises a Customization SDK for partners to develop B2B solutions and a Customization Service to fulfill the needs of highly customized deployments. KNOX Customization SDK KNOX Customization SDK provides extended features such as enhanced kiosk configuration modes, custom connectivity setup and custom system environment which complement the KNOX Standard SDK. KNOX Customization Service KNOX Customization Service provides out-of-the-box configurations with the customized binary. Partners can implement KNOX Standard and KNOX Customization APIs, and use the KNOX Customization Service to provide an end-toend solution to their customers. Samsung EDU SDK The Samsung EDU SDK provides powerful educational features on Samsung tablets. Partners can add features with Education APIs, which are designed to reflect the most popular use cases in the mobile education environment such as Interactive Tools, Device Management and Education Utilities. 09

10 PARTNER JOURNEY A partner begins the journey by registering with us and continues the venture while gaining a wide range of SEAP benefits. SEAP benefits include technical support for solution differentiation and continued support for business growth. Tiered partners can market together with Samsung Mobile, and through strategic partnerships, Samsung and partners follow a joint go-to-market approach with the partners success in mind. New Partner Registration ISV and SI companies can easily join the SEAP portal. Registered partners can catch up with mobile trends through the monthly SEAP newsletter and tier upgrade to get official SEAP benefits. Tier Upgrade Basic information about company and solution is required for tier upgrade. Partners are tiered as Silver, Gold or Platinum based on the company s GTM capabilities and core competencies. Engagement SEAP provides high-level support for solution development and business growth through robust collaboration with partners. Partners leverage various features from the Samsung technology platform to differentiate their solutions and user experiences. Tiered partners market to enterprises in partnership with Samsung Mobile and local sales forces. Strategic Partnership Samsung and partners participate in a joint go-to-market approach and share strategic planning initiatives. SEAP is committed to ensuring the success of SEAP partners. 10

11 Additional information on the Samsung Enterprise Alliance Program Visit our website to learn more and register: If you have specific questions about SEAP, please the following address: Thank you for your interest in SEAP. We look forward to partnering with you. 11

12 Create synergies Grow your business The information provided is intended to serve only as a guide. All conditions may change without notice. Copyright (c) SAMSUNG. All rights reserved. Samsung Electronics Co., Ltd. 129 Samsung-ro, Yeongtong-gu, Suwon-si, Gyeonggi-do , Korea