PARTNER GUIDE. Polycom Partner Starter Kit

Transcription

1 PARTNER GUIDE Partner Starter Kit

2 Why is great partner We ve got your success mapped out for you partner is as easy as 1, 2, many 1. GET REGISTERED It s your gateway to selling solutions like: Pano the easiest way to connect and share content Whether you re selling video, voice or Microsoft solutions, or offering voice or video services, there are compelling reasons for joining the partner community. CX5100 SoundStation Duo Pano SoundStation2 RealPresence Debut Selected CX Series phones and conference phones, optimized for Skype for Business SoundStation IP and circuit switched conference phones RealPresence Debut our enterprise-grade video conferencing solution made simple, elegant and affordable for huddle rooms and smaller spaces 2. GET CERTIFIED To get REGISTERED all you need to do is: Visit polycom.com and click Partners on the bottom navigation menu Complete the registration form We ll review your application and if you re approved you re good to go! (And if not we ll tell you why and how to get on track.) You can then sell any Registered product and access promotions, online training and other sales tools. This Partner Starter Kit will help you understand why and how easy it is to do it. Workspace Mobile Get moving with certification and sell an expanded range of solutions such as: Infrastructure Immersive telepresence Video collaboration solutions ranging from RealPresence Clariti (our simple, powerful, cloud-ready collaboration infrastructure) to video endpoints, RealPresence Immersive video conferencing and telepresence solutions To get CERTIFIED all you need to do is: Have as few as 2x Sales and 2x Pre-Sales Technical personnel complete certification training, available online 24x7 free of charge Microsoft integrated solutions Microsoft-integrated solutions and voice and video endpoints Voice endpoints and installed voice solutions Plus, become certified on at least one product line Trio Voice End-to-end UC solutions VVX Series 3,4,5. SPECIALIZE LET S GET GOING Go wherever you want. specialization(s) let you develop and showcase your expertise in: Check out our value propositions for: Solution Advisors and Direct Market Resellers Partners selling Microsoft solutions Service Providers Hosted Voice Service Providers Services such as post-sales support or deployment services for collaboration infrastruction solutions, or integration into Microsoft environments Support services Implementation services Practices in a variety of industry verticals including Education, US Federal and NATO, Healthcare, and RealPresence Solutions Cloud invest in your own collaborative solution to provide Video as a Service SPECIALIZATION can: Help you make the most of your expertise Increase your visibility Help your organization thrive by delivering complete solutions to customers more quickly Attract new customers Increase opportunity size Generate higher service revenues 2

3 Why is great partner Solution Advisor / Direct Market Reseller has a well-established ecosystem of partners that we engage with to meet our customers needs. These include Solution Advisors, Direct Market Resellers, Service Providers, Hosted Voice Service Providers, Distributors, System Integrators, Interoperability Partners, Developers, Technology Partners and Strategic Alliances. welcomes Solution Advisors and Direct Market Resellers to join our partner ecosystem. Solution Advisors use their expertise to advise the best solutions to meet customer needs, and add value by including specific software applications, services or other components to complete the solution. Direct Market Resellers sell directly to end user customers through online, catalog, field and telephone sales, and storefront locations. Solution Advisors Developers Distributors Strategic Alliances Technology Partners Interoperability partners System Integrators Service Providers offers Solution Advisors and Direct Market Resellers the opportunity to add leading edge collaboration solutions to their portfolio, enabling them to offer customers a fully integrated communications solution. Benefits of becoming a Solution Advisor / Direct Market Reseller Adding to your portfolio can present significant benefits for your business, including: Increased share of wallet Integration with almost any communications applications through open standards approach Shift from selling point products to end-to-end communications infrastructure Increased customer loyalty Helps develop trusted advisor relationship with CXOs Protects customer investments with forward / backward compatibility Subscriptions / value-added services increase loyalty and customer stickiness Enhanced revenue opportunity Simplified messaging accelerates decision making Opens new opportunities with flexible delivery options (e.g. solutions delivered on-premises, hosted or via the cloud) Sell deeper and broader with significant up-sell and cross-sell potential Enhanced margin opportunity API availability to further differentiate solutions and business applications (e.g. RealPresence Clariti Sandbox to support development) Increase service renewals and enhance professional service and consulting offerings Opportunity to sell hosted and managed services partner also offers many other benefits to your business and. 3

4 Why is great partner Microsoft Partner For partners selling Microsoft solutions, there s an opportunity to increase your revenue potential and extend the value you can add to solutions by attaching endpoints to your sale. Microsoft Partner benefits of partnering with As a Microsoft Partner, the benefits of adding to your portfolio include: New revenue streams Expanded solution portfolio telephony + video or video + telephony Access to high growth UC sectors including video, cloud and collaboration Up-sell opportunities to existing customers and increased new customer win rate Integrated solution delivers offensive and defensive competitive capabilities Deliver the end-to-end solution Only completes the end-to-end solution for Microsoft customers Built-in integration with Microsoft reduces deployment / configuration complexities Faster deployment and seamless integration No interoperability issues Tap into new customer opportunities Up-market opportunities to larger organizations SMB and cloud-based organizations Competitive takeaways from Cisco / Acano and Google Solution Advisors Developers Distributors Strategic Alliances Technology Partners Interoperability partners System Integrators Service Providers partner also offers many other benefits to your business and. 4

5 Why is great partner Service Provider By integrating collaboration infrastructure solutions within their network core, along with endpoints and partner network solutions, Service Providers can offer productivity-enhancing UC cloud solutions to their customers both enterprise and vertical. Service Providers may be Global, Regional / National, or Hosted Voice Service Providers. Service Provider benefits of partnering with As a Service Provider (SP), the benefits of partnering with include: offers an end-to-end communication solution for SPs offering Skype for Business services infrastructure solutions provide flexible scalability to manage capacity when and where needed based on customer demand The Distributor network can provide deployment and distribution capabilities for large scale deployments of endpoints The quality of endpoints in a hosted service reinforces the SP s image of providing high quality service endpoints for hosted services can be branded with the SP s logo and brand Solution Advisors Developers Distributors Strategic Alliances Technology Partners endpoints support for ZTP (Zero Touch Provisioning) simplifies and accelerates the addition of cloud attached endpoints to the SP s cloud services SPs specializing in the Cloud Video Operator Specialization will have the sales organization compensated for sales of their hosted service and their service promoted via the website Premises-based video customers wanting the same experience in the cloud at lower cost offer a greater opportunity for SPs than for premises-based resellers Market evolution from CAPEX to OPEX (the traditional SP business model) provides market advantage for SPs Interoperability partners System Integrators Service Providers s Service Provider sales team can provide expertise to help SPs be more competitive, e.g. through joint business and strategic planning to align with the SP s business objectives, global partner go-to-market support and training on solutions partner also offers many other benefits to your business and. 5

6 Why is great partner Hosted Voice Service Provider As a Hosted Voice Service Provider (HVSP), the benefits of partnering with include: Pedigree and history has been in the SIP (Session Initiation Protocol) market for over 15 years, and is larger than most Open SIP providers (e.g. Yealink) Through Open SIP is interoperable and works closely with hosted platform partners such as BroadSoft, GENBAND, Microsoft, Metaswitch etc. Best sound quality and broadest portfolio for both desktop and conference phones Helps differentiate HVSP go-to-market offers through consultancy, offer modelling, commission plans, market segmentation etc. Unparalleled reliability means endpoints generate revenue all the time they are in the field; reduces costs of service calls, repair or replacement; and increases customer satisfaction Support for HVSPs includes marketing and trade-in programs, margin and rebate opportunities, and extensive Field Support organization Patented value-add, e.g. through unique features such as Acoustic Fence Solution Advisors Developers Distributors Strategic Alliances Technology Partners Interoperability partners Full unified collaboration (UC) portfolio including video for HVSPs to add to their portfolio as and when appropriate System Integrators Service Providers partner also offers many other benefits to your business and. Video Interoperability Partners As a partner selling cloud based video meeting services benefits of partnering with include: Leveraging s rich history of supporting multiple ecosystems to expand and grow your customer base New opportunities to win new customers and open new markets Offering your install base upgrade opportunities, offering newer solutions and advancements. Ability to offer s best-in-class group collaboration video solutions so can experience enterprise quality audio and video. Built-in interoperability for Video as a Service customers so they too can now access the highest quality in-room collaboration experience. Offer a simple click to join experience Future-proofs investments with business-grade in-room video systems built to interoperate with popular cloud platforms 6

7 Why is great partner Why is great Why is great for your business Research shows that whatever type of partner you are, there are six key criteria that are top of mind when selecting who to partner with all of which are areas where excels. Great product quality combines a strong brand reputation with great product quality: Our award-winning products and innovation let you access unique solutions based on leading edge technology We re a recognized industry leader, and the only independent vendor providing a complete portfolio of solutions focused on collaborative communication from voice to immersive telepresence We offer reliable products that consistently do what they say they do, backed by concerted market awareness and end user campaigns Ease of doing business Because successful collaboration with our partners is essential to bringing our solutions to market, makes significant investments in supporting our channel ecosystem: Our Channel Partner program provides consistent rules and guidelines which define how we work together, drive consistency, clearly recognize how partners are differentiated in terms of their knowledge and expertise, and support progression through the program with increased opportunities to achieve higher rewards. We provide effective training including sales training (all of which is free of charge and the majority available on demand 24x7) and in-depth technical training ensuring our partners clearly understand how to implement and support our solutions. To help partners position the right solutions, we provide comprehensive resources through our PartnerConnect partner portal, including access to sales, technical and marketing resources, as well as quoting tools, pricing and competitive information. Reduced vendor / channel conflict Partners want to work with vendors they understand, trust and respect, and works hard to engage with and foster strong relationships with our partners. Partners also want a clear and consistent route to market. We therefore aim to ensure clarity in terms of where we expect our partners to lead and how we support them in the market, consistency in the decisions we make, and that we abide by our rules of engagement and treat all our partners fairly. Our Deal Registration program, for example, supports and rewards certified partners who have invested time and resources to develop new sales opportunities with end user customers. The rules are simple, and are aimed at giving partners the support and resources needed to win the deal. Brand / channel opportunities provides comprehensive sales programs and resources leveraging our brand recognition and end user preference. We also offer reliable products that perform as expected, and wrap these with higher profit services enabling partners to increase their blended gross margins, as well as adding their own value. 7

8 Why is great partner Compensation The Channel program includes clearly defined expectations for revenues at each program level, together with commensurate discounts, rebates and incentives. We also aim to maximize our partners margins and profitability in particular through our emphasis on services revenues, and supporting partners who have invested in specializations to position their own partner-led services. Quality of technical support has invested in a global service infrastructure to provide a consistent and reliable level of support around the world. We offer a range of support services providing comprehensive technical support, access to software upgrades and updates as they re released, and advance parts replacement to keep customers solutions available when they need them. Accelerated response, 24x7 telephone support, proactive oversight by subject matter experts and Technical Account Managers, and always-on remote monitoring are all options designed to meet the most demanding customer needs. is committed to providing best-in-class technical support. By investing in our global network of service centers, logistics hubs and support centers, and working in partnership with our RealPresence Service Specialized partners, we ensure our customers receive the highest level of service and support. Why is great for Why customers choose We hear time and again from our customers, partners and industry experts that our 400,000+ customers choose for four key reasons: User experience: We re obsessed with creating a simple, superior and easier experience across every solution, so we put the user at the center and make it seamless and easy to use. It s our focus on quality that enables this superior user experience. Enterprise class: We offer broad, high quality, secure and reliable solutions. With over 900 patents in collaboration, we ve set the standard for both audio and video excellence. And customers and analysts constantly tell us we offer the best quality, which in turn drives a more enjoyable / productive experience. Ecosystem friendly: Through extensive co-development and co-marketing with our ecosystem partners, we provide deep interoperability and integration benefits extending from Microsoft to BroadSoft to GENBAND and more all of which are seamless to the user. Customer choice: Whether on-premises / cloud / hybrid, hardware / software / services, or OPEX / CAPEX, in an industry where every solution was built on proprietary standards, recognized that the only path to pervasive collaboration was through open standards which is why we became a founding member of the Open Visual Communications Consortium (OVCC). It s in our DNA to put customers at the center and enable their choice. 8

9 Why is great partner What our customers say about the benefits of video collaboration Impact of video 94% of businesses say video collaboration increases efficiency and productivity 87% say video accelerates the decision making process 87% say video collaboration reduces travel costs Video return on investment Accelerates growth through enhanced workflows Initiates cultural change boosting innovation and speeding time to market Drives deeper employee engagement even with those working from remote locations Increases employee flexibility to work where and how they want Leverages expertise no matter where the expert is located Creates deeper relationships among employees, customers and partners Helps attract, retain and work with top talent from anywhere in the world Capital Earn more money, faster POLYCOM CAPITAL Capital is a strategic resource to help our partners grow their sales and market share, by helping them sell products and services through easy, flexible and collaborative financing. With various payment options and the ability to include maintenance, installation, services and training including non- products Capital lets partners uniquely tailor total solutions for their customers. Capital can help partners sell more by: Increasing sales as financing deals are usually 25% higher than purchases Enhancing value as 87% of customers who lease a solution purchase again from the same company Retaining customers partners can cultivate deeper and broader customer relationships by focusing on their customers total solutions needs Closing deals faster as financing through Capital often shortens the sales cycle by helping to overcome many financial objections 9

10 Why is great partner Partner REGISTRATION CX5100 SoundStation2 RealPresence Debut HOW EASY IT IS TO DO IT Pano Conference phones SoundStation Duo Video conferencing Getting registered Benefits and what it lets you sell Not all products require certifications. Certain products are available for you to resell as soon as you re approved as a registered partner. CX Series phones and conference phones (excluding CX8000), which are optimized for Skype for Business SoundStation IP (SoundStation IP and SoundStation Duo) conference phones Circuit switched conference phones (SoundStation2, SoundStation2W, VoiceStation 300/500, VTX 1000) RealPresence Debut our enterprise-grade video conferencing solution made simple, elegant and affordable for huddle rooms and smaller spaces Pano the easiest way to connect and share content at work You can begin to build your business with straightaway without having to invest in any competencies or progress through our partner program (details of which are on the PartnerConnect partner website). Visit polycom.com and select Partners (on the bottom navigation menu) Click Become a Partner Complete the required information fields Click Submit Registration Form We ll review your application and if you re approved you re good to go. (And if not we ll tell you why and what to do next.) You can then sell any Registered product and access promotions, online training and other sales tools. PartnerConnect The secure PartnerConnect website is your primary sales and marketing resource to keep you connected, help build your capabilities, and enable you to be more competitive. invests in developing a variety of resources to help make your sales teams successful, so make sure they create a PartnerConnect account and start exploring. While your partner application is being processed you can gain limited access to PartnerConnect, but once it s been approved the website will give you the information, tools and resources you need to market, sell and offer support for solutions to, including: Marketing and communications Sales and support resources Finance and services resources Programs and promotions Sales tools Training resources and more You can stay connected with PartnerConnect at 10

11 Why is great partner CERTIFICATION Workspace Mobile Trio Infrastructure Immersive telepresence Voice HOW EASY IT IS TO DO IT Video conferencing Microsoft integrated solutions VVX Series You can be authorized to resell products and the associated branded services for the product lines in which your organization has achieved certification, by meeting and maintaining the certification requirements details on PartnerConnect via the TRAINING tab, then Certification. Product certification requirements may vary by product category, and require at least two sales personnel and two pre-sales technical personnel to complete the certification requirements. After each individual completes the online training requirements, that individual is certified, and the combined success of these individuals qualifies your company as a whole. The minimum number of product certifications required within a partner organization increases by Partner Program level, resulting in a greater depth and breadth of sales and pre-sales skills and knowledge related to our portfolio as partners progress through the program. Getting certified Benefits and what it lets you sell Meeting the requirements for certifications lets you access and resell solutions and associated branded services. Current certifications, together with the products to which they relate, include: Video collaboration solutions RealPresence Clariti our simple, powerful, cloud-ready collaboration infrastructure video endpoints like RealPresence Centro the first visual collaboration solution purpose-built to put people at the center of collaboration; RealPresence Medialign our all-in-one video collaboration solution; and RealPresence Group Series our enterprise-grade solution RealPresence Immersive video conferencing and telepresence solutions Microsoft certification for Microsoft voice and video endpoints CX8000 for Skype for Business our dedicated room collaboration solution, purpose-built for Microsoft UC Microsoft Skype for Business edition Trio or VVX the world s first smart hub for group audio and visual collaboration Voice certification for voice endpoints and installed voice solutions Trio our fastest selling conference phone for group audio and visual collaboration; SoundStation IP conference phones; and SoundStructure installed voice solutions So where s the best place to start? This depends on your market opportunity and where your business is focused. If it s the huddle space, Voice Endpoints and Video Endpoints certifications will let you access a range of voice and video solutions including the industry-leading collaborative solution RealPresence Centro. If you re a Microsoft Communications partner or selling into Microsoft environments, Microsoft Video Endpoints and/or Microsoft Voice Endpoints certification, and then Video Endpoints and/or Voice Endpoints certification, will let you add a range of natively integrated solutions for Microsoft environments. If you re selling to the Enterprise, then RealPresence Clariti, Video Endpoints and Voice Endpoints certifications will enable you to offer a comprehensive solution. If you re selling a cloud service and need endpoints to attach to your service, then as a registered partner you can sell RealPresence Debut our enterprisegrade video conferencing solution for huddle rooms and smaller spaces without doing anything further. Or, consider Voice or Video Endpoints certification to broaden your portfolio. 11

12 Why is great partner SPECIALIZATION Services Practices HOW EASY IT IS TO DO IT Cloud To apply for any specialization you need to: Complete an application form where required Have completed sales certification for the product(s) you want to sell or support Apply for and complete a specialization business plan, where required Meet the requirements for the approved specialization Specialization Benefits and what it lets you sell Specializations represent your ability and commitment to deliver integrated solutions and provide unique market differentiation. Achieving a specialization represents an increased level of skilled individuals, and recognizes an area of service, technology or industry expertise that your organization has achieved. specializations are divided into three areas: Services specializations include RealPresence Services, Microsoft Integration Services, Immersive Services, Essential Implementation Services, RealPresence Implementation Services Practice specializations cover a variety of industry verticals including Education, US Federal and NATO, and Healthcare Cloud specializations include Cloud Video Operator Specializations develop and showcase the in-depth expertise in technology solutions that our customers demand. Obtaining a specialization can help you make the most of your expertise, increase your visibility in the marketplace and help your organization to thrive by: Delivering complete solutions to customers more quickly Increasing opportunity size Generating higher service revenues Attracting new customers Increased utilization of your services investment You can find all the information you need about specialization, from requirements to benefits to how to apply, on PartnerConnect in the Specialization section of the TRAINING tab. 12

13 Why is great partner The Partner Program offers a variety of incentives and benefits, just some of which are outlined below. You can find full details of the requirements and benefits for Authorized, Silver, Gold and Platinum partners on PartnerConnect. Deal Registration Because we believe the investments you make in securing new opportunities are critical to success, we encourage you to register all new end user customer opportunities to receive deal protection and support through the Deal Registration program, details of which are on PartnerConnect. Deal Registration Get extra support and discounts to help you close the deal When you register a qualified opportunity you ll be eligible to receive benefits such as incremental discounts and increased support and resources, resulting in increased margin protection. Joint Marketing Funds (JMF) Because we know that marketing together is better than marketing alone, all eligible Silver, Gold and Platinum partners can take advantage of our JMF program to augment their sales and marketing activities, increase sales, grow their pipeline, and impact profitability by selling solutions. Authorized partners can also work with their Distributor to bid for JMF funding. For details, please contact your Distributor or Channel Marketing Manager. Rebates offers a variety of rebates and incentives to reward consistent performance and investment by Solution Advisors, Direct Market Resellers, Service Providers and Hosted Voice Service Providers, details of which are on PartnerConnect. Promotions To help you grow your business, and to enhance their communications experience, we offer a range of special promotions. Existing customers, new prospects and partners can access offers geared to accelerating end user benefits including return on investment, productivity and process improvements, in key areas such as: Expanded use and adoption of technology Upgrades to older technology Partnership solutions and offers New user incentives Promotions are often introduced to support sales initiatives, and you can find details of the latest offers on PartnerConnect. Leads drives demand for UC solutions through marketing programs such as advertising, social and campaigns, seminars and tradeshows, which generate qualified and unqualified leads. We distribute qualified leads to Gold and Platinum partners, based on geographical location, specialization and the optimal match between a customer s or prospect s requirements and partner competency, experience and solution focus. Marketing responses and other (unqualified) leads may be distributed to all other partners. 13

14 Why is great partner assigned resource Silver, Gold and Platinum partners have access to designated or dedicated account management teams. These include Channel Business Managers (CBM), Channel System Engineers (CSE), and Channel Marketing Managers (CMM). Authorized partners can receive account management support through their Distributor, who will also provide additional support to all Indirect Partners. Partner Locator The Partner Locator allows Silver, Gold and Platinum partners to promote their relationship and capabilities, including service and practice specializations, to prospective customers. You can find the Partner Locator on the public website at Partner logo Partnership logos help to ensure you receive the customer recognition your partnership with deserves. As a new partner you ll immediately gain access to the Authorized level partnership logos. Then, as your investments increase and you become certified and/or specialized, you can further showcase this expertise through your partnership logo. Your partnership logos may be requested via Brand Central. You may use these logos on your corporate website(s) and other marketing materials. Access to product (ability to sell) By becoming a registered partner you have access to a range of products to sell out of the gate. Investing in training to achieve certifications or specializations broadens your portfolio and subsequent opportunities, which help drive sales and grow your business. And, as your business grows you can progress though the Partner program and achieve higher rewards and recognition. Partner Council is committed to staying close to our partners, staying connected and ensuring we have regular two-way communication. Through our Partner Council* we invite leaders within the Silver, Gold and Platinum partner community to participate in executive briefings, engage in peer to peer networking, and discuss technology trends and customer issues. The sessions also enable to share future plans and verify that the needs of our partners are being met. For more information on Partner Councils, please contact your Channel Business Manager or Distributor. * Available to Solution Advisors, Direct Market Resellers and Service Providers ** Available to Solution Advisors, Direct Market Resellers, Service Providers and Hosted Voice Service Providers 14

15 Why is great partner Useful contacts and resources Contact / Resource To apply to become a partner For training and course availability inquiries For product sales inquiries For Global Fulfillment inquiries PartnerConnect Support website Knowledge Base Services or web link U@polycom.com POLYCOM gfteam@polycom.com redirecttoconsonaapp.htm Key partner assets PartnerConnect To apply for certifications Current sales resources Certification reference guides Specialization reference guides PartnerConnect location PartnerConnect>Training>Manage Certification & Specialization Tool PartnerConnect>Home page>right Navigation bar Quick Start Quarterly Quick Start page: Partner PartnerConnect>TRAINING>Certification - Certification Quick Reference Guide - Partnering with Guide PartnerConnect>TRAINING> Specialization - Specialization Quick Reference Guide - Partnering with Guide About helps organizations unleash the power of human collaboration. More than 400,000 companies and institutions worldwide defy distance with video, voice and content solutions from. and its global partner ecosystem provide flexible collaboration solutions for any environment that deliver the best user experience and unmatched investment protection., Inc POLYCOM Asia Pacific Pte Ltd EMEA +44 (0) , Inc. All rights reserved. All names and marks associated with products are trademarks or service marks of, Inc. and are registered or common law marks in the United States and other countries. All other trademarks are property of their respective owners. No portion hereof may be reproduced or transmitted in any form or by any means, for any purpose other than the recipient s personal use, without the express written permission of _