2021 Partner Program Details

Find more information on partnering with Verve below

Overview

Please indicate the product(s) and/or service(s) in which your company specializes and are included in the scope of this core program?
Asset Management
Automation
Control Systems Integration
Data Protection Software
Data Security
Managed Security
Managed Services
Network design (switching, routing, wireless)
Network performance management (switching, routing, wireless)
Network/Infrastructure Services
Security – Endpoint Protection
Security – Identity & Access Management
Security – Network Security Appliances & Software
Security Management
Security Services & Solutions
Security services (data loss prevention, intrusion detection, firewall, endpoint protection)
Systems Management/Network Management
Please indicate which of the following requirements must be met in order for a partner to join the minimum tier or basic level of this partner program?
Technical certification requirements
Executive sponsorship by vendor senior management
Marketing plan
Valid website
Signed Partner Agreement
By what criteria are partner tiers for this partner program determined?
Sales/Revenue volume total
Amount of new business generated (customers or projects)
Solutions or architecture specialization
What are the major transactional models you use with your partner types through this program?
Resell with discounts
Co-selling with influence rewards or finder’s fees
In which of the following ways does your company engage with Channel partners to promote your Cloud-related technologies or services?
We have technology components that are used to build Private or Hybrid Cloud infrastructure; we sell this technology to service providers and MSPs to build out their own infrastructure which supply Cloud capacity to customers
Which types of business model development or practice-building support does your program offer partners?
Business transformation consulting or planning
Help building a managed services (infrastructure or applications) operational capability
Help building post-sales deployment or integration services skills
What types of training and education types does your partner program offer?
Hands-on sales training, including whiteboarding instruction
Virtual instructor-led training
Virtual technical labs
Hands-on technical labs

Is there a cost to partners for training and/or certification?

Basic sales training:
Free for all partners
Formal sales certification:
Free for top partner tier only
Basic technical training:
Free for all partners
Formal technical certification (entry level):
Free for top partner tier only
Formal technical certification (advanced level):
Do not offer this to partners
How often does your partner program require re-certification or renewal for partners?
Once every 13 to 24 months
What, if any, specific programs do you have in place to help partners increase their services delivery skills or scale?
Field training or mentoring with our services staff
Solution architectures, reference guides, blue prints or other vendor services IP
Benchmarking data on best-in-class services attach rates
Which of these support elements does your program offer to partners wanting to build their recurring revenue services or Customer Success/Lifecycle Services capabilities?
Customer journey maps and sales planning models
Use cases or marketing materials to drive a Lifecycle Services conversation
Do you accept competitive certifications to satisfy technical requirements in your program?
We don’t accept competitive certifications at all
Are partners required to meet revenue requirements in order to join the minimum or basic level of this partner program?
No revenue commitment necessary
What kind of incentive programs does your program offer to encourage partners sales efforts?
Deal registration for partner protection and co-selling support — no discount or incentive
Does your partner program compensate partners for deals registered for their sales influence or pre-sales activity but transacted by another partner?
Not applicable
Which of these sales support activities does your program offer channel partners?
Non-standard pricing for larger, more strategic, or competitive take-out deals
Sales scripts and prospecting guides
Pre-sales training and certification
Sales playbooks based on use-cases
Access to sales specialists in the field (by product, solution, partner type, etc.)
Product demos, NFRs or trial licenses (for specific customer use)
Formal field (direct) sales coverage, teaming and co-selling methodologies
For your partners who resell your products or services, how does your program dictate pricing or discounting?
Program tiering drives discounting (combination of functional requirements)
What kinds of field sales engagement does this program include or promise as benefits to participating partners?
Escalation procedures for rules of engagement problems
Access to dedicated technical staff
Access to dedicated product specialists (sales or technical)
Executive sponsor or field leadership oversight
Which of these types of communication does this program include, to inform and educate your partners?
Conducts online webinars and conferences
Publishes regular newsletters
We attend 3rd party channel events
Conducts regular email marketing
Conducts regular meetings with individual partners
Channel Account Managers and Marketers communicate with partners through Social Media

Thinking about your channel partners' marketing activities in 2020, estimate what percentage of partners' own marketing activities were addressed by this program in each of these ways:

Vendor Managed
50%
Vendor Supported
50%
What type of marketing support does this program offer your partners?
Joint marketing planning through field or assigned Partner Marketing Mgrs.
Marketing content and templates for (non digital) demand generation
Syndicated content for digital marketing
Which of the following does your company’s partner program portal/web site provide?
Downloadable marketing materials
Do you require partners to provide matching funds in order to receive MDF dollars?
Program does not offer MDF/Co-op marketing funds

How does your partner program support its channel partners with leads?

Generates leads and initiates sales, which are turned over to partners:
All partners
Generates leads which are turned over to partners:
All partners
Works cooperatively with partners to drive demand directly to them through MDF and other marketing programs:
All partners
Provides tools on portal for partners to drive their own demand:
Not Offered

Program Questions:

What are the most significant changes made to your partner program over the past year?
Our partner program has grown dramatically over the past several years. We have invested in marcom to support our partners in their markets. We have created clearer resale structure. We have improved our demo support for our partner sales.
What goals are you setting for your program in 2021?
We intend to ripple our sales from partners versus last year.
What element of your program do you wish more partners took advantage of and what are its benefits?
The biggest benefit is leveraging the expertise of our SE’s in the field of OT security to help our IT and OT partners deepen their connection into this field. Our engineers are highly experienced OT engineers who break through the barriers our partners often find in bridging IT-OT security.
What;s your ‘elevator pitch’ to solution providers who aren’t part of your program right now?
The OT security market is exploding. Verve is the only platform that enables managed services providers and IT services/resellers to provide true managed endpoint protection and response in OT. Other platforms rely on passive network-based tools. Verve is unique in its ability to manage endpoints in complex OT/ICS environments.