Performance Partner Program

Transcription

1 Performance Partner Program AMERICAS Region

2 The Strongest, Most Innovative Partner Program in the Industry At Honeywell Scanning & Mobility, we re obsessed with improving workflow performance. We ve seen how even small changes in a highly scalable environment can make a huge improvement across the entire enterprise. With new and evolving technologies, services and customer expectations, the automatic identification and data capture industry (AIDC) is experiencing significant changes that require deep customer insight, skill and dedication, and above all, collaboration. That s why our partner eco-system is so important to us and why a deliberate, thoughtful approach to developing the new Honeywell Scanning & Mobility Performance Partner Program was crucial. TABLE OF CONTENTS Why Partner with Honeywell Scanning & Mobility? 4 Tiered Benefits That Grow With Your Business 5 HSM Performance Partner Tiers 6 Marketing and Sales Support 7 In developing this program, we worked closely with our partner community to ensure that we created a program second to none. We ve taken the best facets of our previous programs, added new features and developed an integrated, future-minded partner program designed to optimally support you in growing your business. We believe that together we can lead the change that our industry is experiencing while achieving tremendous business success together. Honeywell Scanning & Mobility Performance Partner Program 3

3 Why Partner With Honeywell Scanning & Mobility? At Honeywell, we design leading technologies that create fluid, agile workflows to optimize processes, improve operational performance and thereby drive our customers success. Since 2007 we have been on an aggressive investment path to becoming a leading provider of hardware, software and services in the data collection and information management industry. Now positioned as a leader, our product portfolio is the broadest in the industry. What s more, the portfolio is comprised of innovative products developed and based on a depth of customer insight and application expertise. Simply put, our investments in research and development enable our partners to compete with confidence, and win. As a technology solutions leader, we truly value our channel partner community, for you are instrumental in ensuring the customer s needs are understood and expectations are exceeded. Our commitment to you and drive for winning together is reflected in the new Honeywell Performance Partner Program in which you will be able to: Benefit from the reach and reputation of the Honeywell global brand Enjoy equitable discounts and incentives Take advantage of our sales, marketing and technical support resources Gain access to our dedicated partner web portal Be part of our fast-growing network of industry and technology experts where you can collaborate, promote and grow your business Differentiated Benefits that Grow with your Commitment to Honeywell The Honeywell Performance Partner Program is designed to provide you with the right set of benefits to meet your business needs. As your commitment to Honeywell grows you will be able to move up the Partner tiers and access additional benefits. Partner Program Tiers Your Perfomance Partner Program tier is based on a number of requirements, which are outlined in more detail in the Requirements table and include revenue, business planning and other requirements. Honeywell will conduct an official review of partner performance on an annual basis and will also monitor performance throughout the year. Partners who qualify for higher level requirements will be eligible to be promoted to the next program level in the following year. If you are an existing partner, your initial tier will be based on your achievements in We are introducing a new Partner program tier for National Broadline Retailers (NBR) to more effectively cater to Partners that generate the majority of their business through electronic channels. Silver partners include resellers that have a medium to large installed base of customers using HSM products and are committed to promoting Honeywell in new business opportunities and achieving the minimum revenue level. The distinction of being a Silver partner is the intense support from Honeywell to grow to the next level. Gold partners comprise selected resellers and system integrators that have a large install base of customers using HSM products and are committed to growing their business with Honeywell. They typically offer regional or industry-specific solution expertise, including software development, implementation and customer support services. They also have a regional field sales team. Partner Program Requirements at a Glance Minimum Program Requirements Complete application and partner profile Provide name of company and all affiliated companies Realize less than 50% of revenue from online sales Annual HSM Revenue >50% Business from Field Sales Quarterly Business Review Collaborative & Marketing Plan Development Trained & Accredited Sales Staff Trained & Certified Technical Staff Offer End User Technical Support Fund Approved Marketing Programs at 50% Online Display of Honeywell Logo and Products POS & Lead Reporting Utilization of Provided Tools (SFDC, Portals) Platinum Gold Silver NBR YES YES YES - YES Bi-Annual - YES Bi-Annual Bi-Annual - Bi-Annual 4 (US) 2 (Canada, LATAM) 2 (US) 1 (Canada, LATAM) Complete online sales training at no charge Commit to keeping partner website or linking to Honeywell website Report end-user data (POS/ lead reporting) YES Optional - - YES YES - YES Each partner tier features a set of benefits tools, pricing discounts, incentive rebates, and sales, service and marketing support designed to help you drive sales revenue and grow your business in partnership with Honeywell. Platinum partners encompass resellers and system integrators that have an extremely large install base of customers using HSM products and are committed to growing their business with Honeywell. They offer regional or industry-specific solution expertise, including software development, remote device management, implementation and customer support services. The distinction of being a Platinum partner is the breadth of your specializations to serve regional businesses and customers. 4 Honeywell Scanning & Mobility Performance Partner Program 5

4 Honeywell Performance Partner Program Benefits at a Glance Recommended Pricing Project Registration Growth Incentive Rebate Service Attach Rebate Demo Gear Platinum Gold Silver NBR - Eligible Eligible Prior Approval Only Leads Eligible Eligible - - Portal Access SFDC Licenses By Request/ Approval MDF YES YES Select YES Logo Use Collaborative Planning Partner Advisory Council Bi-Annual Bi-Annual - Bi-Annual Eligible By Invitation - - Service Support Phone, Marketing Support Partner Support Channel Marketing Manager, Partner Concierge, Automatic Website Content Assigned VPM, Solutions Architect (SA) Partner Concierge Partner Concierge YES Assigned VPM Distributor Assigned VPM Partner Event Reserved By Invitation By Invitation By Invitation Marketing Honeywell understands the value of and need for marketing support as a strategic component of our Performance Partner Program. We have industry leading programs and tools to help you generate best-in-class marketing campaigns that drive customer acquisition and retention and deliver genuine business growth. Marketing Development Funds (MDF) Honeywell will continue to provide funding to support marketing activities that create demand, generate leads and grow our mutual business through our new MDF Program. MDF funding will be allocated to lead generation activities that show strong ROI potential and support the collaborative business plan. Lead Generation We allocate a significant proportion of our annual marketing budget to generating leads for our Partners. As a Performance Partner Program Platinum or Gold member you will have access to leads generated from the wide range of campaigns we implement. Honeywell Partner Concierge Partner Concierge is a ground-breaking marketing resource for our Partners, enabling you to cost-effectively target, develop, customize and execute a wide range of powerful and effective marketing campaigns. Concierge includes all of Honeywell s end user marketing campaign assets (which are free of charge for you to co-brand), along with a wide range of marketing consultancy and delivery services to help build strategic marketing plans that deliver measurable ROI. Automatic Website Content Honeywell s content syndication platform vastly reduces the time and resources required to release new and updated content about Honeywell solutions to your website. Requiring minimal set up, our solution automatically updates your website and serves as an active marketing tool, generating leads for you. Driving Business Growth Honeywell supports Partners in every stage of the sales cycle, from generating and converting leads, to protecting you with the right pricing to close the deal. These benefits are all exclusive to Performance Partner Program members. Project Registration & Pricing Support Honeywell understands the value of your contributions to our business. Project Registration rewards Partners who engage Honeywell early in the sales cycle, or provide value added solutions. In competitive situations, Partners can also apply for further discount to help win deals involving comparable products from other vendors. Demo Program The new Honeywell Demo Program provides deep discounts on products for use in customer and event demonstrations, demo centers, training and proof of concept activities. Integrated Salesforce.com Platform Salesforce.com is Honeywell s integrated management system, through which our Partners can access a variety of tools to drive their business including: Collaborative business planning Project Registration, Demo discount and deal support MDF funding and lead management Training and Accreditation Alongside the new Program we are launching a new suite of training and accreditation opportunities to complement your business and train your workforce. This will include online and classroom-based sales and technical training. Account Management Each Gold and Platinum Partner is assigned their own Honeywell VPM (VAR Partner Manager). VPMs engage partners in collaborative planning and help drive stronger partner performance. 6 Honeywell Scanning & Mobility Performance Partner Program 7

5 For more information on our products: Honeywell Scanning & Mobility 9860 Old Bailes Road Fort Mill, SC Honeywell International Inc.