Docker Partner Program Guide

Transcription

1 Docker Partner Program Guide v.1.1 July

2 INTRODUCTION About this guide Joining the Program Program agreement Getting help DOCKER PARTNER PROGRAM Overview Membership levels Program tiers SYSTEM INTEGRATOR (SI) PROGRAM TECHNOLOGY PROGRAM REFERRAL PARTNER PROGRAM BENEFITS DESCRIPTION Annual subscription renewals model Assigned Partner Manager Assigned Technical Alliance Manager Certification and accreditation (coming in 2015) Deal registration Designated marketing resource DockerCon passes Docker Meet Ups Events Field and sales engagement Joint business plan 2

3 Logo usage Marketing support Official repository Participation in conferences and events Partner advisory board eligible Partner Center (coming in 2015) Partner locator Preferred consideration for DockerCon session Product roadmap access Special-bid eligible Teaming agreements Training discounts REQUIREMENTS DESCRIPTION Annual published success story Annual review plan Docker partner application Joint go-to-market business plan Minimum customer satisfaction rating from Docker deployments Partner published support statement Primary business contact Quarterly business review Submit company profile 3

4 Introduction Thanks for your interest in the Docker Partner Program! We welcome you into the program and look forward to working with you and your teams. The program is designed to create new sources of revenue and differentiation for partners, promote joint solutions to customers and accelerate the adoption of Docker technology included with partner solutions. Once accepted into the program, you will be entitled to a broad range of benefits that accelerate your business results. About this guide This guide provides details of the Docker Partner Program, including the benefits along with the requirements of joining and maintaining membership in each program. Not all programs have the same benefits and requirements. In this guide, you will find: An overview of the program structure A summary of the benefits and requirements for each partner type A description of each benefit and requirement Docker reserves the right to update or modify this guide at any time. The contents of this guide are made available online at Joining the Program To join the Program, partners complete an online application, found here agree to the program terms and conditions by executing a Docker Partner Agreement, and pay any program fees. Program fees are required at time of application. Partners who join at lower membership levels can upgrade at any time and obtain richer benefits upon payment of incremental program fees. Program agreement An authorized representative from the partner organization must complete the Docker Partner Program Agreement as part of the membership. The Partner Agreement along with the Partner Program Guide define the relationship between Docker and the member. Copies of the Docker Partner Program Agreement can be requested by contacting Docker at partnerhelpdesk@docker.com. Getting help Please send any questions for help to partnerhelpdesk@docker.com 4

5 Docker Partner Program Overview The program offers maximum flexibility for partner differentiation and multiple ways for partners to decide where to focus and how to best optimize their investments. Partners can select the membership level that best fits their needs and they can join the program at any tier giving them the ability to grow with Docker as their Docker-business grows. Membership levels Each partner type in our ecosystem provides value to customers. There are multiple partner types: Type Description System Integrator Established global, regional and local Professional Services organizations that design, build and deploy technology solutions for clients. Comprised of: Consultants, Integrators, Outsourcers, Training Centers, Technical Support Providers, and other value-added partners who sell and deliver service oriented solutions. Technology Partners who use, embed, integrate, develop solutions with, run outsourced services on or use Docker as a means of distribution. Comprised of ISVs and Service Providers. Referral Partner This is the entry-level membership and is appropriate for partners who are just establishing their relationship with Docker. They are typically new partners with Docker and are interested in earning referral fees on opportunities they identify. They are typically individual consultants or single-practice teams within a large firm and invest in understanding Docker. Program tiers The program welcomes System Integrator partners into the program at the Platinum Level. offers access to a variety of benefits, tools and resources. The Platinum tier Platinum: This level of partner typically makes a major strategic commitment to Docker. They make substantial investments in the Docker relationship and have a strategic commitment to Docker including joint go to market plans. They often have multiple individuals dedicated to Docker and enjoy the highest membership benefits. These partners demonstrate capabilities across Sales, Pre-Sales technical and delivery of Docker solutions. 5

6 System Integrator (SI) Program The SI Program goals are to facilitate the establishment and growth of Docker solution practices around the world. Members in this program commit significant time, resources and expertise to provide customers with engagements that bootstrap or deploy Docker solutions. These members provide project management, training, application development, proof-of-concept implementations and systems integration in order to deliver powerful solutions built with Docker technology. The Docker SI program includes technical, training, sales, marketing and account management support, based upon membership tier. Partner Manager assigned Benefits Technical Manager assigned Docker Partner Advisory Board Eligible Deal Registration and Teaming Agreements Benefits Platinum Training discounts 20% Quarterly Business Review Right to use Docker partner logo Designated marketing resource Certified System Integrator Marketing support (joint PR, events, lead gen) $ Preferred consideration for DockerCon speaking session Partner locator Special bid eligible Field and Sales engagement DockerCon Passes Participation in conferences and events Teaming agreement eligible Product Roadmap Access Referral Fee eligible 1 free pass Benefits included as part of membership $ Additional fees might be required 6

7 Partner Application Requirements Execution of Docker Partner Agreement Training (certification in 2015) Submit company profile Approved go-to-market Business Plan Partner published support statement Quarterly Business Review Annual Review Include Docker on Partner website Annual published success story Minimum Customer Satisfaction Rating from Docker Deployments Platinum Docker Foundations and Bootstrap (min 2) Min 2 per year Benefits included as part of membership $ Additional fees might be requirements ** Can be same individual, must be earned within 6 months of acceptance into program 7

8 Technology Program This program supports a wide range of partners, including Alliances, Service Providers, and ISVs. These partners interface with Docker in various ways: embed Docker, develop solutions on Docker, integrate with Docker, run outsourced services that leverage Docker and use Docker as a means of distribution. These partners are interested in developing joint integrated go to marketing plans with Docker. Through these partnerships Docker Technology Partners offer solutions that leverage Docker technology that create value for customers through... Growth in market awareness Increased sales Engagement and collaboration with Docker, partners and customers Creating greater value through the combination of technologies The benefits of the Technology program are designed to accelerate the integration of Docker technology with 3rd party offerings and thereby offer customers integrated solutions. It offers customers confidence that 3rd party solutions have been validated as interoperable. Benefits Docker Ready Certification Right to use the Docker Technology Partner Logo Application published in Docker repository Assigned Partner Manager Docker public support statement (social media) Technical Account Manager Docker-Ready Training discounts 20% Marketing Support $ Product Roadmap access Benefits included as part of membership $ Additional fees might be required Requirements Docker Ready Annual Program fee Partner application completion Docker-Ready solution promoted on partner website Minimum 1 8

9 Partner support statement for joint solution referencing Docker Include Docker on Partner website Submit company profile Provide primary technical contact Provide primary business contact Execution of Docker Partner Agreement Benefits included as part of membership ** Requirements must be met within six months of acceptance into the program 9

10 Referral Partner Program Referral partner earn referral fees on opportunities they identify. Benefits Partner Center (coming in 2015) Referral Marketing support (joint PR, events, lead gen) $ Field and Sales engagement Referral Fee eligible Partner Application Requirements Execution of Docker Partner Agreement Referral 10

11 Benefits Description Below is a summary description of benefits available to partners. Not all benefits are available to all partners. Each partner type has unique benefits that are outlined in the tables above. Annual subscription renewals model Several Docker products are sold on an annual subscription basis. Every subscription sold by a partner is eligible for subscription renewal booking when the initial subscription term expires. This provides you with an excellent opportunity to engage deeper with customers on a periodic basis and develop an annuity revenue stream. Assigned Partner Manager Platinum Partners will have access to an inside/field Partner Manager who acts as a point of contact with Docker, conducts business planning with the Partner and assists the partner with making the most of the Docker Partner program. Assigned Technical Alliance Manager An individual available to answer technical questions related to Docker products. Deal registration Deal Registration rewards authorized partners for identifying net new subscription opportunities. The reward is an incentive benefit consisting of an additional discount designed to increase the partner's margin on that specific subscription opportunity. Designated marketing resource Partners at the Platinum level have access to a designated marketing resource to help drive joint marketing initiatives. Specific objectives will be integrated into the joint go-to-marketing plan. DockerCon passes DockerCon is a Docker-centric conference featuring in-depth topics and content about all aspects of Docker. It s suitable for developers, DevOps Ops, System Administrators and C-level executives. It is a fantastic opportunity to directly interact with peers, collaborate, network and discuss your solutions with a wide audience. Docker Meet Ups Docker supports 50+ meet ups a month. Anyone can join or start a Docker Meet Up. Simply click on the closest city to join the group and meet developers and ops engineers using Docker. If you want to create a new Docker Meet up in your city, we will be happy to help. Events We have a ton of events going on regularly and many live-streamed. Check out the events at the link below. Field and sales engagement Docker sales team will support the partner in joint engagements. Joint business plan In order to qualify for the program, a joint business plan is required and must be approved by Docker Channel Management. The business plan is designed to help us exceed our joint business objectives and to focus objectives on success. This joint business plan will be developed on an annual basis. Docker will work with the partners in the development of these plans. 11

12 Logo usage All partners in good standing are authorized to use the Docker Partner Program logo for the membership tier that partners achieve. Marketing support As needed, Platinum Partners will have access to a channel marketing specialist who can assist with developing demand generation campaigns, events, programs, and marketing initiatives to support the partners unique business objectives. Official repository Docker will host an Official Repository with Official Builds in them and users can search this repository. Participation in conferences and events Docker participates in a variety of industry events (conferences, Meet Ups) that promote brand awareness and drive new leads. As part of your membership, you will be provided with the opportunity to participate in various activities ranging from presenting, to hosting Meet Ups, to demonstrating your specific services that compliment Docker solutions. Partner advisory board eligible This is the Partners chance to heavily influence Docker partner programs and have a voice in our strategy. The Partner Advisory Board meets regularly and Docker senior leadership participates. Partner Center (coming in 2015) We are actively building out a Partner Center. Partner locator The Partner Locator showcases a Partner's relationship with Docker. Prospects can use the Partner Locator to identify potential solutions that meet their needs. Preferred consideration for DockerCon session DockerCon is an annual conference suitable for developers, DevOps Ops, System Administrators and C-level executives. Sessions are typically geared for a technical audience and Docker accepts applications on a broad range of topics. While Docker can t commit to offer any speaking sessions, it will favor partners who submit compelling technical abstracts. Product roadmap access Docker publishes a roadmap and will provide access to partners prior to making the roadmap public. Special-bid eligible In some instances, a large opportunity might require a special-bid price in order to close the opportunity. Docker offers Platinum Partners eligibility to receive special bid pricing. Teaming agreements Teaming Agreements assist authorized partners with a financial benefit to engage with the Docker sales teams to collaborate and work together to develop and drive net-new business. Teaming agreements put a more strategic framework in place for the approved partner to integrate as an extension to the Docker team (including resources and sales activities). These teams will jointly drive identified new subscription sales opportunities and/or projects. Training discounts Improve the technical knowledge of your staff through discounts off the MSRP price on Docker Training classes. System Integrator Partners are eligible for discounts of 20% on training. 12

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14 Requirements Description Requirements in this section must be achieved within 6 months of acceptance into the partner program. Annual published success story With approval and participation from both the partner and the customer, Docker will develop a co-branded customer success story that will be available for public use by Docker and the Partner. Partners can submit as many customer success stories as desired. A submission can be made for the same customer but they must be for different projects. Partners are responsible for obtaining the end-customer approval prior to submission of the Docker success story form. Annual review plan Partners and Docker work together to jointly establish plans and targets to meet mutual business objectives. On an annual basis, Partners meet with Docker to review the success of the previous year and establish objectives for the following year. Docker partner application A partner application can be found at It must be completed by the primary business contact and submitted to Docker as the first step in establishing a partner relationship with Docker. Joint go-to-market business plan On an annual basis, partners meet with Docker to develop a business plan focused on how Docker can help partners achieve their business objectives. This plan is focused on bookings generation and the activities required to build pipeline. Minimum customer satisfaction rating from Docker deployments The best measurement for partner competency, are successful customer projects. Docker will send a simple survey to prospects after a project is complete and the partner must meet a minimum of 80% in order to maintain membership. Partners falling below the 80% level, will have until the next project to meet the 80% minimum customer satisfaction level, otherwise Docker reserves the right to withhold benefits. Partner published support statement Given the vibrancy of our ecosystem and our go-to-market strategy as partner-centric, it s important to have many public Partner support-for-docker statements. This statement should be very clear on the joint partner-docker solution and it s benefits for prospect. This allows customers to easily and clearly understand which partners are committed to Docker and in what ways. It allows customers to easily understand the joint value props for the partner-docker solution and as importantly, it allows Docker to easily know which partners to refer opportunities. Primary business contact The primary contact is an authorized legal representative of the member organization. This person submits the application, receives all legal notices and manages the member organization membership level. Quarterly business review Partner and Docker will conduct quarterly business reviews. This review will determine if the partner, working with Docker is making significant progress towards their agreed upon goals and commitments. Failure to achieve those goals and commitments may require corrective action to be taken by the partner and Docker or may result in the partner being demoted to the appropriate Docker Partner Program Tier. Submit company profile It s critical to have accurate information about the partner. This information will be used to communicate to prospects and for marketing purposes on the Docker website. 14