ForeScout Forward Partner Program. Guidelines for ForeScout Value Added Resellers

Transcription

1 ForeScout Forward Partner Program Guidelines for ForeScout Value Added Resellers Effective August 1, 2017

2 Table of Contents Welcome 3 Two-Tier Channel Model 4 Program Overview Program Levels Requirements and Benefits Summary Discount Guidance by Program Level Program Requirements Detail 6 Performance Requirements Capabilities Requirements Program Benefits Detail 7 Incentive Programs Deal Registration Technical Win Registration Opportunity Transfer Not for Resale and Evaluation Licenses Marketing Development Funds Professional Services 10 ForeScout Partner Portal 10 Customer Support Portal

3 Welcome Welcome to the ForeScout Forward Partner Program! ForeScout is committed to building strong, mutually profitable relationships with our global Value Added Reseller ( Reseller ) community. The ForeScout Forward Partner Program ( Program ) supports Resellers in continually moving the sales cycle forward with endcustomers. From demand generation to deal validation to technical qualification, and beyond, to opportunity close and delivery of services. Through the Program, Resellers benefit from a variety of resources and tools to help you grow your ForeScout business, and have ForeScout s full engagement throughout the marketing and sales process.. This comprehensive Program Guide will provide you with the following information: Program Overview Requirements and Benefits Discount Guidance Professional Services ForeScout Partner Portal Customer Support Portal For questions not answered in this Program Guide or to provide input and feedback, please contact your ForeScout Channel Account Manager directly or send an to: ChannelOperations@ForeScout.com: ChannelMarketing@ForeScout.com: ChannelDistribution@ForeScout.com: All Program-related questions All Marketing- and Partner Portal-related questions All Distributor-related questions ForeScout manages the Program benefits (Incentives and Marketing Development Funds) and hosts Program documentation, sales and marketing content, technical information and other useful resources in the ForeScout Partner Portal ( Portal ). The Partner Portal User Guide is a step-by-step resource for navigating through the Portal, including processes associated with the benefits of the ForeScout Forward Partner Program. To request a user account, click here. 3

4 Two-Tier Channel Model ForeScout utilizes a two-tier channel model. Resellers are required to have an active and fully executed ForeScout Indirect Reseller Agreement ( Agreement ) in place in order to purchase ForeScout Products and Services 1 through a ForeScout Value Added Distributor ( Distributor ). As a Reseller, you are enabled to resell ForeScout Products and Services to end-customers in your approved Territory 2. The Distributor determines Reseller pricing, discounts, and applicable payment and shipping terms. Distributors require Resellers to have an active account with them prior to placing an order for ForeScout Products and Services.ForeScout Distributors can be found on our website at ForeScout Distributor Partner Locator or you can channeloperations@forescout.com for a list of Distributors in your area. Program Overview The Program enables Resellers to market and resell, sell, and provides services for CounterACT, ForeScout s agentless approach to network security. The Program can accelerates business opportunities through a suite of best of breed solutions, incentive programs, a full complement of sales and technical tools, marketing resources, professional services, training and support. The ForeScout Forward Partner Program has three Program Levels; Silver, Gold and Platinum, as more fully described below: Program Levels Silver Gold Platinum Resellers selling ForeScout Products and Services with limited resources to meet the requirements of a higher program level. Resellers with a growing ForeScout solutions practice that have demonstrated a commitment to selling and delivering services for ForeScout solutions to end-customers. Resellers with a well-established ForeScout solutions practice. Platinum Resellers continually invest in their growing ForeScout business by working closely with ForeScout sales representatives through the sales cycle and on implementation, consulting engagements, marketing and more. Program Level is granted to each Reseller entity with active and fully executed Indirect Reseller Agreement in place with ForeScout. On a monthly basis for North America and a quarterly for International, ForeScout proactively reviews and assess Resellers ability to achieve the requirements to determine eligibility for advancing to a higher program level. Program level advancement is based on meeting the requirements set forth for each program level in the given calendar year. Upon meeting the requirements of the higher program level, ForeScout will formally communicate your opportunity to advance to the next program level in writing. Should you choose to accept the advancement, your new program level benefits will be effective at the start of the quarter following your acceptance. If program level requirements are not met during the given calendar year, ForeScout reserves the right to downgrade your program level. Such notification will be formally communicated in writing. You may request a program level review by contacting your Channel Account Manager or sending an to channeloperations@forescout.com. 1 Services include: ForeScout Consulting Services: Onsite and remote consulting services enabling end-customer success throughout the Product s lifecycle. From deployment and configurations to training, health-checks and upgrades. ForeScout consultants are thoroughly trained, experienced and certified in product implementation, process development and systems integration, as well as network access and endpoint compliance best practices. ActiveCare Maintenance and Support: ActiveCare is the overarching term to describe ForeScout s support and maintenance services; helping customers to alleviate issues, expand product use and optimize their value from ForeScout s solutions.. ForeScout will notify Resellers and end-customers, in writing, ninety (90) days prior to expiration of their then current ActiveCare term. 2 Territory means the territory your are authoired to resell into as defined in your Agreement. 4

5 Requirements and Benefits Summary The Program extends the following requirements and benefits by Program level. Requirements Requirements are aligned by Country Set as identified in the Portal. For your Country Set Designation, click here. Benefits Benefit Silver Gold Platinum Incentive Program Deal Registration X X X Technical Win Registration X X X Sales/Technical Engage in ForeScout-Initiated Opportunities (Opportunity Transfer) At ForeScout s discretion* Access to ForeScout Executive Briefing Center X X X Not-for-Resale/Evaluation Units X X X Partner-Led Services Opportunity X X Marketing Marketing Development Funds At ForeScout s discretion** Sales and Marketing Tools X X X Listing on Partner Locator X X X Enablement Resources ForeScout Partner Portal X X X ForeScout Partner Accelerator Learning Site X X X Partner Newsletter X X X X X X X *In accordance with guideline criteria identified by your Channel Account Manager **In accordance with the MDF Guidelines Discount Guidance by Program Level Distributor sets pricing to Resellers for ForeScout Products and Services. The discounts noted in the links below are offered as general guidance and must be negotiated with your Distributor. ForeScout does not set pricing with Resellers. For region-specific guidance, contact your Distributor of choice or refer to the applicable regional Discount Guidance document in the Portal: North America International 5

6 Program Requirements Detail Performance Requirements ForeScout tracks Reseller performance annually per calendar year based on: Annual bookings in USD Products and ActiveCare, including HW upgrades, Extended Modules, and ActiveCare Renewals The following items are excluded from the performance measurement: Professional Services & Training ForeScout products and ActiveCare where Reseller has purchased from another Reseller NFRs, HW refresh-only SKUs and CTR/A appliances. Capabilities Requirements Training and Certification ForeScout extends training and certification to Reseller representatives at Silver, Gold and Platinum levels. A complete description of the available Training and Certification is noted below. For questions about training and certification, please partner_cert@forescout.com. ForeScout regularly updates our sales materials and training programs, and can alert you when new training tools and offerings are added. The Program includes training and certification requirements and opportunites across sales, pre-sales and post-sales functions. For a schedule of certification training classes, click here. Sales Functions ForeScout Sales Expert (FSE) The FSE certification is available to Reseller s sales representatives and pre-sales systems engineers to understand our sales stages, represent our solutions from ForeScout CounterACT and Enterprise Manager to our Extended Modules, and deliver the ForeScout corporate presentation. To achieve FSE, representatives may access on-demand, self-paced training via the ForeScout Partner Accelerator Learning Site ( Accelerator ). The Accelerator site is accessible in the Portal. Pre-Sales Technical Functions ForeScout Channel Sales Engineer (FCSE) FCSE certification is currently under development. The ForeScout Certified Advanced Administrator certification is a pre-requisite of FCSE. FCSE will present Reseller s pre-sales systems engineers with a deep-dive technical demonstration of CounterACT, and manage and conduct a Proof-of-Concept using ForeScout best practices. ForeScout looks forward to providing a prospectus on the FCSE accreditation in late Post-Sales Technical Functions ForeScout Certified Administrator (FSCA) FSCA certification can be obtained by attending a four-day course featuring instruction and hands-on labs in a simulated IT environment. Students learn how to establish security policies using our available tools. Students will classify and control assets in a network environment and observe how CounterACT monitors and protects an enterprise network. A proctored exam with a passing grade of 80% or higher is required to achieve FSCA certification. For more information, click here. ForeScout Certified Engineer (FSCE) FSCE certification training is a blended six-week course featuring classroom training, mentored elearning and hands on lab in a simuated IT environmentdesigned to prepare experienced engineers for the rigors of FSCE certification. The FSCE certification test is an eighthour, hands-on practical exam that requires students to demonstrate an in-depth knowledge of CounterACT capabilities with a passing grade of 80% or higher to achieve FSCE certification. FSCA certification is a prerequisite to FSCE training. For more information, click here. 6

7 Program Benefits Detail The Program extends multiple benefits to support Resellers in marketing, selling and delivering services for ForeScout solutions. Benefits range from incentive programs, Market Development Funds ( MDF ), sales and marketing resources, and training and certification. This section details these Program benefits. Incentive Programs ForeScout Deal Registration ( Deal Registration ) and ForeScout Technical Win Registration ( Technical Win Registration ) are incentive programs offering guidance on upfront discounts enabling you to offer ForeScout solutions that meet the budget requirements of your end-customers. Please find the discounts in the Discount Guidance by Program Level section above for a detailed description of Program eligibility and discounts. Definitions Technical Win Registration: Reseller-led, pre-sales technical engagement with the end-customer for a partner-initiated opportunity or a ForeScout-initiated opportunity, as applicable. Deal Registration: Partner-initiated opportunity within a new or existing (expansion) end-customer, which is not a current ForeScout-initiated 3 opportunity, as tracked in our Customer Relationship Management ( CRM ) platform. Reseller identifies, qualifies and manages the opportunity from registration to deal close. Deal Registration Deal Registration delivers a higher financial reward to Resellers engaging end-customers early in the sales cycle. Resellers must: Identify the end-customer Validate the deal Qualify the end-customer budget Meet with key decision-makers (present the ForeScout corporate pitch) Manage the deal from opportunity through close Resellers must register partner-initiated opportunities through the Portal. Instructions on submitting, tracking and editing your Deal Registration can be found the ForeScout Partner Portal User Guide by clicking here. Deal Registration Terms and Conditions 1. Registration is for an opportunity with a new end-customer or an existing end-customer expanding within their account. Deal Registration is associated with the opportunity rather than the end-customer account. 2. Reseller representative must correctly complete all required fields on the form. 3. Deal Registration is reviewed by ForeScout and assessed on a first-in basis as well as completing value selling activities as noted above. 4. ForeScout will review, and approve or deny a Deal Registration within two (2) business days (US Pacific Time) from date of submission. 3 A ForeScout-initiated opportunity is an opportunity that is identified and qualified by a ForeScout Named Account Manager ( NAM ) or Sales Development Representatives ( SDR ), and entered into ForeScout s CRM. ForeScout may engage a Reseller in a ForeScout-initiated opportunity to provide support with the stages of the sales cycle, including the Technical Win. 7

8 5. Deal Registration can be denied if: a. the form has incomplete information, b. another Reseller has already registered the opportunity, c. the opportunity is in a current documented ForeScout-initiated opportunity, or d. ForeScout is currently in material discussions with the end-customer. 6. ForeScout may deny a Deal Registration associated with a Public Tender. The Public Tender process includes, but is not limited to, Request for Proposal ( RFP ), Invitation for Bid ( IFB ), and Indefinite Delivery Indefinite Quantity ( IDIQ ). Please contact your Channel Account Manager or channeloperations@forescout.com for Deal Registration questions related to a Public Tenders. 7. Deal Registration is valid for 120 days from date of ForeScout approval. 8. Resellers may request a Deal Registration extension for an additional 120 days. The Reseller must submit an extension request at least ten (10) business days prior to the Deal Registration expiration date. Only one (1) extension request can be submitted per Deal Registration. Extensions are given at ForeScout s sole discrection. 9. If the Deal Registration closes within the approved time period, then Reseller is eligible for an additional discount benefit as outlined in the Discount Guidance by Program Level. 10. Products excluded from Deal Registration include: HW refresh-only SKUs, replacement units, NFRs, CTR/A appliances. Technical Win Registration Technical Win Registration provides Resellers with an additional incentive to manage and conduct pre-sales technical engagements with end-customers. Resellers may engage in leading the Technical Win for either a partner-initiated or ForeScout-initiated opportunity defined as: Partner-Initiated Opportunity: Reseller-identified, qualified and managed opportunity. Typically, Reseller submits and receives ForeScout s approval for a Technical Win registration associated with the opportunity. ForeScout-Initiated Opportunity: An opportunity that is identified and qualified by a ForeScout NAM or SDR, and entered into ForeScout s CRM. ForeScout may engage a Reseller in a ForeScout-initiated opportunity to provide support with the stages of the sales cycle, including the Technical Win. Reseller has the option to manage and conduct one of three (3) types of Technical Win engagements defined as: ForeScout Technical Overview: ForeScout Technical overview presentation or basic demonstration of ForeScout CounterACT delivered online, in-person, or at a ForeScout Executive Briefing Center. ForeScout Deep-Dive Demonstration: An in-depth, extended demo of CounterACT. ForeScout Proof of Concept ( PoC ): Identification and documentation of the end-customer s use case requirements and PoC success criteria, followed by a product installation validating CounterACT s abilities in meeting the requirements and criteria. Reseller must submit Technical Win Registration through the Portal. Instructions on submitting, tracking and editing your Technical Win Registration, can be found in the ForeScout Partner Portal User Guideby clicking here. 8

9 Technical Win Registration Terms and Conditions 1. For a Technical Win, Reseller proves the technical validation of ForeScout s ability to meet the end-customer s use case requirements or PoC success criteria. Reseller is qualified to conduct and manage a Technical Win based on the following criteria: a. Reseller s sales representative and/or pre-sales systems engineer have achieved required ForeScout certifications identified above; and b. Opportunity exists in ForeScout s CRM; and c. Reseller submits the required Technical Win information via the Portal, as more fully described below. 2. Reseller may proceed to a Technical Win Registration once the partner-initiated opportunity exists in ForeScout s CRM, or ForeScout engages Reseller in a ForeScout-initiated opportunity. 3. Reseller must confirm with the end-customer that the opportunity is ready to move forward with proving ForeScout s ability to meet their technical needs. 4. ForeScout will review, and approve or deny a Technical Win Registration within four (4) business days (US Pacific Time) from date of submission. 5. ForeScout may deny a Technical Win Registration if any of the qualification criteria are not met or if ForeScout deems a Reseller representative is not prepared or qualified to conduct and manage the Technical Win type selected. 6. Technical Win Registration is valid for the length of the registered deal, including any approved extensions. ForeScout reserves the right, in its sole discretion, to revoke and deny a Technical Win Registration after completion of the Technical Win based on, but not limited to, low end-customer satisfaction, inaccurate messaging, or incorrect or incomplete PoC. 8 Technical Win Registrations closeing within the approved time period provides Reseller the opportunity for an additional discount based on the Discount Guidance by Program Level. Opportunity Transfer Engaging Resellers in ForeScout-initiated opportunities is a key benefit of the Program. ForeScout representatives actively engage with end-customer prospects and qualify them as opportunities. During the early stages of the sales cycle, the ForeScout representative may ask a Reseller to help support the opportunity through Technical Win and close. Upon Reseller selection and confirmed acceptance, ForeScout transfers the the opportunity to the Reseller, which is defined as: Opportunity Transfer: The process in which a ForeScout representative can assign in the Portal a ForeScout-initiated opportunity to a selected Gold or Platinum Reseller to engage early in the sales cycle. Opportunity Transfer is managed between our CRM and the Portal. The Portal provides visibility of the opportunity detail to the assigned Reseller. Deal Registration is not available for a transferred opportunity, however, Technical Win Registration may be completed. Instructions on accepting, tracking and editing an Opportunity Transfer in the Portal, can be found in the ForeScout Partner Portal User Guide by clicking here. Not for Resale and Evaluation Licenses Resellers are eligible to receive Not for Resale ( NFR ) and Evaluation Licenses for your own lab and for end-customer demonstration and PoC uses. Marketing Development Funds Resellers at the Gold and Platinum levels are eligible to receive Marketing Development Funds ( MDF ). Silver level Reseller may be granted MDF based on the criteria outlined in the MDF Guidlines. MDF is available to support demand-generation activities and sales-facing initiatives, such as spiffs, training and certification, and NFRs. MDF is granted based on Reseller submitted marketing plans as approved by ForeScout. For details, please refer to the MDF Guidelines, including terms and conditions associated with usage and reimbursement. To view and download the MDF Guidelines, click here. 9

10 Professional Services For Resellers that have completed their FSCE technical certification requirements, ForeScout provides the ability for the Reseller to deliver ForeScout Professional Services to end-customers, including pre- and post-sales services such as planning, design, installation, support, remote monitoring, and management of ForeScout solutions. In addition, ForeScout solutions enable over 70 third-party systems (as of December 31, 2016) to share data and gain better context of device posture and orchestrate automated responses, which extends the value of existing security investments. Resellers authorized for such services must meet the Deliver Partner Guidelines. To learn more about ForeScout Professional Services and Delivery Partner Guidelines, please contact ForeScout Partner Portal Through the Portal, Reseller representatives, across all functional roles, have 24/7 access to a broad array of marketing, sales and technical tools, and resources enabling you to generate demand and gain support the sales cycle for ForeScout solutions. The Portal is the primary system for: Deal and Technical Win Registrations submission Tracking and editing Deal Technical Win Registrations Accepting, tracking and editing ForeScout Opportunity Transfers Managing and tracking both past and current MDF requests Accessing the ForeScout Pricebook and product announcements Accessing competitive battle cards and other sales tools such as ForeScout approved product presentations for endcustomer Marketing resources, including campaign playbooks, co-brandable content, and the ForeScout Brand Guide Access to the Portal requires a user account. We strongly encourage all business managers, sales, marketing and technical personnel to request a Portal user account. To request a user account, click here. Upon accepting the user account request, the requester will receive an auto-notification with instructions on activating his/her user account. For questions regarding the Portal, please channelmarketing@forescout.com. We recommend logging into the ForeScout Portal a few times each month to check for new and updated content, as the Portal does not send push notifications to Resellers when content is added or modified. ForeScout, however, does proactively notify Resellers of new and updated content, company announcements and other ForeScout related newsworthy items through the ForeScout Partner Newsletter, sent to Portal users who have opted in to receiving such s. Customer Support Portal Product support downloads and documentation are provided through ForeScout s Customer Support Portal, which is accessed via a separate site. Access to the Support Portal is granted to those meeting technical certifications. Contact your Delivery Partner Program Manager for questions or partner_cert@forescout.com. ForeScout reserves the right to modify the Program at any time at its sole discretion. All capitalized terms used herein but not defined shall have the meaning ascribed to them in your Reseller Agreement. About ForeScout ForeScout Technologies, Inc. 190 West Tasman Drive San Jose, CA USA Toll-Free (US) Tel (Intl) Support ForeScout Technologies is transforming security through visibility, providing Global 2000 enterprises and government agencies with agentless visibility and control of traditional and IoT devices the instant they connect to the network. Our technology continuously assesses, remediates and monitors devices and works with disparate security tools to help accelerate incident response, break down silos, automate workflows and optimize existing investments. As of December 31, 2016 more than 2,300 customers in over 60 countries improve their network security and compliance posture with ForeScout solutions. See devices. Control them. Orchestrate systemwide response. Learn how at ForeScout Technologies, Inc. is a privately held Delaware corporation. ForeScout, the ForeScout logo, ActiveResponse, ControlFabric, CounterACT, CounterACT Edge and SecureConnector are trademarks or registered trademarks of ForeScout. Other names mentioned may be trademarks of their respective owners. Version 7_17 10