McAfee Quote Module, Tiered Pricing and Incumbency Advantage DISTRIBUTOR FAQ

Transcription

1 McAfee Quote Module, Tiered Pricing and Incumbency Advantage DISTRIBUTOR FAQ Europe, Middle East, Africa, India and South East Asia CONTENTS Pricebook... 2 Quote Module... 3 Tiered Pricing... 4 Incumbency Advantage... 4 Compliance... 5 DISTRIBUTOR FAQ Page 1

2 Pricebook Q. When does the pricebook become effective? A. The effective date of the Q3 Pricebook is July Q. Will the old SKUs and old quotes be available once quote module goes live? A. Yes. Partners will continue to see their old approved quotes in INSIGHT. These quotes won t be expired until the original expiration date of the quote when it was generated. New quotes will be in the new module but won t affect the expiration of the old quotes. All APPROVED quotes will still be valid until their usual expiry date which is 30 days in the current module. Order Operations will have visibility to these quotes for validation. Q. What happens with non-discounted business where the McAfee Quote module has not been used? A. Non-Discounted business on a Distribution Purchase Order will be assumed to be quoted to Resellers on 30 day quote effective terms; right up to July 16 th changeover. If the situation arises that the quote converts to an order, within the 30 day period after July 16 th, then the order will still be accepted and processed by McAfee as originally stated. If a Reseller wishes to take advantage of the new Tiered Pricing coming effective after the original quote from Distribution has been made then they should seek a new quote on July 16 th. Q. Do Product Promotion Codes stack with Tiered SKU and Pricing?? A. Yes. Distribution use the SKU based on the Reseller level as stated in the authorized partner report that will be made available by McAfee. Q. Does the SMB Deal Registration Promotion Codes stack with Tiered SKU and Pricing?? A. No. Distribution use the SKU based on the Reseller level as stated in the authorized partner report that will be made available by McAfee however promo code pricing has been adjusted to ensure pricing is level across all partner levels. Q. How will Distribution differentiate between the new SKUs? A. Refer to the table below (India and SEA should ignore reference to any pricebook outside of Commercial) Q. How will Distributors distinguish which SKUs are eligible for Tiered Pricing and have additional Tiered Margin in their price? A. Within the RAW data tab in the pricebook a new column that indicates whether Tiered Pricing has been applied to each SKU has been added. The column heading Tiered Pricing will indicate a Y if Tiered Pricing has been applied, and a N if it has not. Q. How will Distributors be notified of approved quotes created by the Resellers? A. The same method as today - s will be sent with a PDF attached when a quote is approved where the Distributor is given visibility to the quote. We will also continue to notify Distribution if there is a change on the quote such as a change to expiration date, dollar values or Partners added/removed. Q. The Associate level sku and pricing should always be used UNLESS: A Reseller is officially listed as a Premier Level partner (in one or more product lines) then the Premier Tiered SKU/Pricing will apply for all business being quoted to them If a Reseller is officially listed as an Elite Level partner (in one or more product lines) then the Elite Tiered SKU/Pricing will apply for all business being quoted to them DISTRIBUTOR FAQ Page 2

3 Q. What SKU should be used if the Reseller is not an MSA partner? A. The Associate level SKU and pricing should be used in these situations. Quote Module Q. When does Quote module go live? A. In EMEA the Quote Module goes live on July 16 th. The NEW Tiered Pricing SKUs will become active on these dates. Distribution should start quoting using the appropriate SKU based on partner level from this date. In India and South East Asia the Quote Module has already been launched, but the NEW Tiered Pricing SKUs go live on July 16 th. Distribution should start quoting using the appropriate SKU based on partner level from this date. Q. Can the Distributor create quotes on behalf of the Reseller in the new quote module? A. Yes. Q. How will quotes change when quote module goes live? A. Distributors will be able to create Quotes from existing opportunities Distributors will be able to: Save favorite SKUs in a list for faster access Save your favorite Resellers in a list Upload line items from an Excel template Auto-creation of line items if you have the Grant #s available Tiered Pricing automatically is calculated and displayed It will be easier to look up the partner level in the system Tier is embedded in the SKU where applicable Tiered Pricing automatically calculated and displayed on quote Channel SKUs displayed showing tier pricing embedded in SKU (Note not all products have tiered pricing) Q. What happens to current quotes in the old system after the cutover date? Will they need to be requoted or can they still be transacted against? A. Approved quotes will remain visible in the system and will be honoured through their original expiry date. However, any changes or edits that need to be made will need to be requoted in the new module which will be set to a new expiry of 60 days. Q. Will quote changes be tracked? Yes, there is an audit trail available with visibility of submit date, by whom, approval/rejection changes and by whom. Q. How will the Quote Module manage co-terms? Can they pick any date or will it align with the latest renewal date? A. The same process as they are today will apply. Distributors can enter the end date and the system calculates price. If they have auto-created the line item, the start date will populate with the most recent renewal date. DISTRIBUTOR FAQ Page 3

4 Q. What kind of visibility will Distributors have into Assets and Entitlements? If they have grant numbers from the customer can they use all of them to create a quote? A. Yes there is auto creation of line items if you have the A&E- i.e. if you know the grant number and it ties to the same account row ID as the one on your quote. Q. Can the Distributor edit/update a quote created by a Reseller that they are assigned to? A. No. Once the quote is fully approved, it is locked. Q. Can quotes be exported to Excel? A. Quote line items can be exported to Excel, (as they can today). The full quote can only be exported/printed in PDF. Q. How long will quotes be valid for in the new Quote Module? A. 60 days. Q. How are Assets & Entitlements on quotes managed across multiple customer addresses? A. Accounts are unique by address, so only one address can be used at a time. Multiple addresses will require multiple quotes. Tiered Pricing Q. What is Tiered Pricing? A. Tiered Pricing is a margin enhancement program which McAfee makes available to Elite and Premier Partners based on their investment in the SecurityAlliance Program. Q. How is the additional margin applied? A. On Standard orders, Distribution select the SKU based on the Reseller level and can provide pricing directly to the Reseller. If Non Standard (discounted) pricing is required, McAfee will make available a quote through the Resellers selected Distributor. That quote will include three columns which represent each partner level, Elite, Premier and Associate. Any differential in pricing will be presented on the quote to the Distributor. Q. How will Distributors know which SKU to quote when a Reseller submits a request for pricing? A. McAfee will make available authorized partner lists to Distribution at least two weeks prior to the beginning of each new quarter. These lists will include the partner level for Elite, Premier and Select level Resellers along with which products they are authorized to resell. See Compliance for more information. Incumbency Advantage Q. What is Incumbency Advantage? A. Incumbency provides additional margin to the partner that closed the original business. The program is intended to help partners retain their customers over the longer term by providing a pricing advantage to the incumbent upon the first year of renewal. Q. How does a partner submit a request for Incumbency Advantage? A. Resellers will be required to login in to INSIGHT and navigate to the eligible support line item in INSIGHT. They can then select Incumbency Advantage from the Program Benefit Request drop down box. This triggers an approval process that should be completed within 24 hours from submission. Once approved a quote can be generated and the applicable margin will be made available to Distribution via the quote. DISTRIBUTOR FAQ Page 4

5 Q. How long will Incumbency Advantage promo codes remain active (EMEA Only)? A. The Incumbency Advantage promo code will remain active until July 16. Orders referencing the promo code applied to Associate SKUs will be accepted until 16 August Compliance Q. Why is McAfee changing its compliance review process? A. This change is being brought about for a number of reasons; primarily to be globally more predictable and ensure that the McAfee SecurityAlliance program benefits are being earned by the partners that have made the investment, but also to align with the launch of the Quote Module which is automating the management of a number of our profitability programs (Tiered Pricing, Incumbency Advantage and Deal Registration). Q. What happens if my organization achieves program compliance after the quarterly review cutoff date, but before the effective date of the 1st of the quarter? A. Partners reaching program requirements post review cutoff will not be promoted to the new level or receive the appropriate program profitability benefits until the following review cycle (e.g. reach program levels on March 7th, effective date of new level will be July 1st). Q. Do I have to wait until the next compliance cycle to also get access to the closed products I am now certified in? A. No, on completion of product competency certification, per the program requirements, McAfee will go ahead and assign partial program benefits (contract, grant letter, NFR access) but the new tier in the systems will not be applied until the first of the next qtr, per compliance timelines (Full Benefits Activation). Q. What should I do if my program tier changes, but I still have an approved quote open against my old program tier? A. All quotes from McAfee are valid for 60 days in the new quote module. If a reseller tier changes mid quote cycle the existing quote will be honored, or the reseller can choose to request a re-quote from their distributor if a favorable change in program tier has occurred. Q. If a Reseller changes level mid-quote due to a compliance review period, do they need to re-quote if that partner wins the order? A. There is no need to re-quote because the level and pricing will be visible on the original quote from McAfee, and that pricing will have been approved. Questions? Contact your local Distribution Account Manager or SecurityAlliance@McAfee.com DISTRIBUTOR FAQ Page 5