Nitro Partner Program

Transcription

1 Nitro Partner Program At Nitro, we believe that one of our biggest assets is the ability to build strong relationships with our business Partners. These relationships enable us to provide our mutual customers with outstanding support and advice which allows them to run their businesses successfully. As a Nitro Partner, you will have access to sales, marketing, customer success, and advanced product training tools in order to grow your business with Nitro. Most importantly, you'll receive support from real people who are dedicated to helping you achieve your goals as a Partner. The Many Benefits of Partnering with Nitro : Optimal Profit Opportunities Enjoy upfront discounts and deal registration, as well as recurring revenue-boosting promotions and annual incentives. An Influential Voice Your feedback is important to us and helps define our future. We ensure executive exposure of your opinion via our regular review process and Partner Advisory Council. Marketing Gain access to resources like co-marketing funds and programs that help develop your business. Participate in our social, press and media opportunities to build thought leadership with your customers. Training and Support Sales Enablement We provide you with the information you need to develop your business and accelerate sales with pre-sales support, product specialist training and ongoing Partner communications. Maximize your sales with training, resource materials, joint sales calls, deal registration, demo programs and more.

2 Nitro Partner Charter A guide to what it means to be a Nitro Business Partner, the Partner Charter is a physical document that records the mutual commitment between Nitro and our Partners. We re committed to building and maintaining true partnership To ensure mutual success, we ll work together in a spirit of collaboration and cooperation with the shared goal of providing the best service for our customers. We respect and value our resources We ll use the power and reach of the Nitro story and strategy to help our mutual customers identify our brand, products, and services. We ll be open, honest, respectful, and courteous with each other in all that we do We ll be clear about the terms and conditions of our business relationship, so we both understand what we expect from each other. Our passion for doing the best for our customers should never override our desire to conduct business with mutual respect and courtesy.

3 Partner Categories At Nitro, we ensure performance through collaboration, proactive engagement, identification of the right partners, and selection of strategic enablement and measurement tools. As part of this commitment to sustainable results, we offer a variety of Partner categories, each delivering a unique assortment of benefits. Nitro uses extensive metrics to place Partners in one of five categories: Gold Partners - 15% Silver Partners - 20% Bronze Partners - 25% 35% Referral Partners - 5% Partners will enjoy a defined set of benefits, as well as the opportunity to advance to higher categories based on performance and reviews with their Nitro Partner Manager. Gold, Silver, and Bronze Partners Every Partner within these three categories must be able to promote and sell Nitro solutions, either via perpetual license or subscription. Partners must apply for their desired category, and acceptance depends on the following criteria: a mandatory level of sales and technical certification, acceptance of an agreed revenue goal and additional business planning requirements. In return, each Partner can expect lucrative benefits, including access to the Nitro Partner Portal, collaborative opportunities with the Nitro sales teams, and an array of planning, sales, and marketing support. Partners in any of these categories can choose to purchase directly from Nitro or via a Nitro Authorized Distributor. However, Channel Marketing Funds are only accrued when product is sourced directly from Nitro. This category applies to resellers who are new to Nitro and have yet to qualify for higher classification. No application or registration is required, and all pricing and support for Nitro product must be via a Nitro Authorized Distributor. Associate Partners may have access to benefits provided by their Authorized Distributor but are not eligible for benefits outlined within the Gold, Silver, and Bronze categories. Referral Partners A Referral Partner is a company who may uncover opportunities for Nitro in the course of their normal business but may not wish to invest in specific resources to sell and support the product. These Partners can refer any such opportunity to the Nitro sales team via the local Partner contact, and will receive a set fee based on percentage of licenses sold.

4 Partner Benefits Nitro s success is linked to the success of our Partner network. To maximize the investment made by our Partners,. Column 1 Gold Silver Bronze Affiliate Referral Distributor NFR Access Y-20 Y-10 Y-5 On Request On Request Y-20 Standard Discount Level Y Y N N N Y Minimum Revenue Required ** Y Y Y N N Y Monthly Sales Reporting N N N N N Y Deal Registration Y-90 Days Y-60 Days Y-30 Days Via Disti - On Request N Joint Business Planning Y Y N N N Y Channel Marketing Fund (CMF) Accrual * Yes Subject to Conditions N N N Marketing Development Funds (MDF) Y - On Request Y - On Request Y - On Request Via Disti - On Request N Partner Portal Access Y Y Y Y N Y Nitro Certified Sales Professionals (NCSP) Nitro Certified Technical Professionals (NCTP) Partner Advisory Council By Invite By Invite N N N By Invite Quarterly Business Reviews Y Y N N N Y

5 Benefit Definitions Not For Resale (NFR) Licenses Nitro will provide a set amount of NFR licenses to each Gold, Silver, Bronze, and Distribution Partner at no expense. Product Discounts Standard discounts vary by Partner categories. Each Distributor and direct Gold, Silver, and Bronze Partner will receive the standard discount specified in their contract with Nitro. Each indirect Gold, Silver, and Bronze Partner will receive the discount determined by their respective Distributor. In the event of Pass Through orders, Nitro will pay Partner five percent maximum for facilitation of said deal instead of standard margin. Nitro also reserve the right to exclude such deals from CMF accrual. Any such reductions / exclusions will be highlighted in advance of any transaction Nitro Presales Support Nitro provides presales support to all Partners for registered opportunities involving an enterprise-level Nitro account. Presales support is also available for registered opportunities on a case-by-case basis. Partner Advisory Council Nitro will regularly coordinate and convene a representative council of Nitro Distributors and Gold Partners to solicit input, brainstorm collective ideas about expansion opportunities, develop responses to competitive threats, engage in roadmap discussions, discuss best practices for customer success, and celebrate mutual success. Joint Business Planning To help grow mutual business to the required levels, Nitro will engage each Silver, Gold, and Distribution Partner in a planning process to create an annual sales and marketing strategy. Nitro will then host a formal Quarterly Business Review with these Partners to monitor progress. Partner Portal Access Nitro will provide a Partner Portal that's open to all categories of direct and indirect Partners, excluding referral Partners. This portal will provide simple access to supporting sales collateral, marketing materials, a quoting tool, Partner deal registration, and any other Nitro-approved resource to support our Partner Network. Deal Registration Program Partners in certain regions of the world may earn an additional discount on list prices for registered sales opportunities. Registered sales opportunities that meet the qualification requirements will receive a Deal Registration Number (DRN) representing an additional discount that may be used at the time of purchase. The DRN also gives that Partner exclusivity in any given opportunity unless mutually agreed otherwise at the time of registration.

6 Eligibility In order to qualify for an additional DRN discount, the following conditions must be met: The Partner must register the sales opportunity through the Partner Portal before any sales transaction occurs and must include the specific products and quantities involved in the transaction when registering. These forecast quantities and products must match the DRN at the time that the sales opportunity is marked as closed/won in the Partner Portal, unless mutually agreed upon prior to order placement. The Partner must be the first to register a particular sales opportunity. Upon review and approval of the registered opportunity, Nitro will issue a DRN to the participating Partners (including the Distributor and indirect reseller, if applicable) for the products specified in the registration. The DRN must be stated on the purchase order submitted to Nitro at the time the opportunity is won. The participating Partners must communicate the sales opportunity to the designated Nitro sales representative, schedule a sales call with a representative of the end user, and invite the Nitro sales representative to this meeting at the time of the registration. Sales opportunities generated by Nitro are not eligible for a DRN discount. Registered sales opportunities must close and ship within the designated time period in order to be eligible to receive the additional DRN discount. Licenses purchased by a Partner and held in inventory for resale are eligible for the applicable DRN discount. Limitations of Program This program may not be used in conjunction with any other Nitro promotional pricing or nonstandard pricing. If a Partner fails to comply with any of the opportunity registration requirements or if a Partner marks an opportunity as closed in the Partner Portal prior to submitting a purchase order with the applicable DRN without permission from a Nitro Channel Manager, Nitro may, at its sole discretion, revoke the opportunity registration and deny the additional DRN discount. Nitro may subsequently bid the applicable sales opportunity itself or refer it to another Partner.