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F5 UNITY Channel Program Partner Webinar Summary
- 1. F5 UNITY Channel Program Partner Webinar 20 Sept 2011
- 2. Today’s Presentation for Partners Unity Overview – Dean Darwin (VP WW Channels) APAC Unity Program Structure - Wong Hwa Cheong (RVP APAC Channels) Unity Deal Reg and PVD Workflow – Jason Wiley (Mgr, Sales Systems) Q & A
- 3. F5 UNITY Channel Program Dean Darwin Vice President Worldwide Channels September 2011
- 4. The Most Important Channel Event in F5 APAC History!
- 5. Bringing UNITY to our Partners Worldwide
- 7. Foundational concepts of UNITY?
- 9. F5’s UNITY Deal Registration One Opportunity One Registration One Distributor
- 10. Deal Registration Philosophy Base Fulfillment Partner Value 1. Goal: 100% Opportunity Deal Registration at F5 Networks 2. Opportunity profitability comes from registration and PVD 3. Differentiation between “Fulfillment” and “Value-Add” within program 4. Ability to gain margin by adding value as defined during sales cycle 5. “Stackable” discount with access to other F5 incentive programs Discount Spread Partner Profitability
- 11. Deal Registration Process • First step in the Process: How is opportunity initiated? – Partner Initiated = Partner Value Discount – F5 Initiated = Fulfillment • F5 Initiated? – Opportunities are forwarded to qualified partner through lead forwarding – Partner can move from Fulfillment to Partner Value through the sales process • Sales Tools – Distribution Portal used to get pricing/status of deals – Partner Portal uses to track registrations and forward opportunities – F5’s Salesforce.com database used for all
- 12. Partner Value Discount (PVD) • F5’s PVD Program differentiates between “Fulfillment” and “Value Add” transactions • All value-add rule scenarios are published which aids in full transparency • Each theater has their own specific PVD rule base • Partners are rewarded with extra margin for adding value and earning PVD • No application process for PVD, the F5 Account Manager is responsible for awarding PVD • Distributors are automatically notified when PVD is approved
- 13. UNITY Communication Opportunity Registration Opportunity Communication Opportunity Pricing Registration Page Partner Portal Distribution Portal
- 14. Program Benefits we have seen so far… 1. Total theater partner pipeline increased by 300% 2. Partner profitability greatly increased 3. Distribution Partner’s profitability increased and increased visibility to entire pipeline 4. Better deal coordination, planning and leverage 5. Quicker sales cycles 6. Larger deal sizes (SW attach increased) 7. Clearer rules of engagement
- 15. F5’s Program Expectations 1. This program is very beneficial and aids in partner profitability and history shows it works 2. This program and it’s mechanics are covered by F5 Confidentiality terms in the reseller/distributor agreement 3. Non-Compliance is not an option and can result in termination 4. Any pricing mistakes or not adhering to the terms will not be honored by F5 and the PO will be turned away 5. F5 reserves the right to pull any Deal Registration or offer multiple Deal Registrations based on the business condition 6. F5 Cannot force a customer to buy from you
- 16. APAC UNITY Program Structure Wong Hwa Cheong RVP, APAC Channels
- 17. Goal: Deliver the best solutions to our joint customers Introducing UNITY F5 APAC Partner Programme VAD and VAR channel Committed sales, pre-sales and professional services specialists Adding value and delivering uplift through channel initiated and managed opportunities.
- 18. To Deliver this Goal One APAC partner program One APAC pricelist Helping you sell more and earning more on each sale Making it easy to do Business with F5
- 19. Unity – Three Levels of Participation
- 20. Benefits grow with Status • Access to APAC Partner Newsletter • Access to PRC • Listing on F5.com. • Advertise Silver partner status • Invitation to participate in Tech & SalesXchange • Advertise Gold partner status. • Access to marketing Programs In-a-box (MPIAB) – applications subject to approval • Invitation to participate in Partner Summit. • Joint planning session with F5 Marketing. • Develop joint customer case studies leveraging F5 resources Authorised Silver Gold Benefits are incremental
- 21. APAC Revenue Requirements by Partner Tier Gold Partner: $1.0m Per Annum Silver Partner: $300k Per Annum Authorized Partner: No minimum requirement
- 22. Partner Sales and Pre-Sales Qualification Requirements BIG-IP & ARX requirements need to be met separately Silver Gold
- 23. UNITY - Three Tier Value Add Model From first come first served
- 24. UNITY - Three Tier Value Add Model To rule based Added Value From first come first served
- 25. Partner Discount Structure Base Discount Incremental Fulfilment Discount (Deal Registration) Incremental Partner Value Discount (4 clear criteria) (10~25%) (12~30%) (15~35%)
- 26. Partner Discount Structure Fulfilment: Deal Registration PVD: 4 clear criteria Base Discount
- 27. Obtaining Partner Value Discount Four clear criteria to receive Partner Value Discount Unity partner Customer Opportunity 8-10% Fulfilment Discount Entered onto: Entered onto: Partner is adding value 7-10% PVD Discount granted
- 28. 1 Clearly Defined Rules for Partner Value Discount 2Provide Pre- Sales Services to Opportunity 3 4Partner led Opportunities Grow opportunity with Software Module Attach Provide StrongBox Evaluation Equipment
- 29. Rules for Partner Value Discount Grow opportunity with strategic Software Module Attach Partner positions and sells strategic product modules Security Eg - Access Policy Manager, Application Security Manager Performance Eg - Web Acceleration Module, WAN Optimisation Module Availability Eg – Global Traffic Manager, Link Controller
- 30. Rules for Partner Value Discount Provide Engineering Services to Opportunity Partner engineer installs and configures evaluation/StrongBox equipment Partner engineer provides in-depth technical research and assistance on the design or implementation of F5 solutions Partner engineer implements an F5 iRule to solve customer issues Partner engineer presents an in-depth technical presentation in support of a sales engagement Partner engineer works with customers on all technical requirements as part of the on-going sales engagement Partner SE at first Sales call only would NOT qualify for PVD
- 31. Rules for Partner Value Discount Provide Strongbox Evaluation Equipment Provide evaluation equipment to support the sales engagement StrongBox either partner or distributor owned
- 32. Rules for Partner Value Discount Partner led Opportunities Partner leads F5 generated opportunity from inception to close Partner is responsible to run the opportunity using whatever sales engagements required to ensure success Partner agrees to lead with F5 on the opportunity and will utilise any internal F5 resources (i.e. F5 PRC, F5 whitepapers, F5 solution sets, DevCentral etc.) to win the engagement.
- 33. Benefits for F5 Partners Transparent monitoring of pipeline and results One Opportunity – One Partner – One Distributor One price list across APAC Clear definition of Value Add for Distribution and Partners Joint planning and execution of business plans & marketing programmes Investment and margin support through Deal Registration & Partner Value Discount
- 34. Partners Response to UNITY…. Avnet Technology Solutions “The UNITY program provides great incentives to the channel, clearly defines what partners need to do to draw benefits from new opportunities and highlight what F5 will provide in return. This is essential for the success of any channel program.” Bennett Wong, Country General Manager, Avnet Technology Solutions Singapore Dimension Data Asia Pacific “F5 UNITY strategy is unique as it gives partners incentives to grow business and earn more, whilst protecting the reseller working on the opportunity. The program’s discount structure, excellent support and training features have helped us maximize returns on our F5 investments. Those are persuasive reasons for stepping up our commitment in the application delivery market.” Andy Cocks, Director Solutions Development Group & Alliances
- 35. UNITY Deal Registration & PVD Workflow Automation • Jason Wiley • Manager, Sales Systems
- 36. Building upon the latest salesforce.com cloud technologies to make it easier for partners and F5 to manage opportunity deal flow: UNITY Sales Systems • Simplify authentication by removing login requirement • Intelligent cookie settings to streamline form entry process • 3 Easy form sections to qualify customer project opportunity • Seamless deal forward support Deal Registration • Real time deal registration alert notifications • Collaborative distribution tools to streamline quote to cash processing • Transparent deal flow visibility within partner opportunity portals PVD Automation
- 37. © F5 Networks, Inc. 37 Deal Registration
- 38. © F5 Networks, Inc. 38
- 39. © F5 Networks, Inc. 39 PVD Automation
- 41. PVD Workflow Automation Transparent deal rejection notice with F5 contact information.
- 43. PVD Workflow Automation PVD granted automatically for partners initiating net new opportunities!
- 47. PVD Workflow Automation Must provide Registration ID to receive quote from distribution!
- 49. Building upon the latest salesforce.com cloud technologies to make it easier for partners and F5 to manage opportunity deal flow: UNITY Sales Systems • Simplify authentication by removing login requirement • Intelligent cookie settings to streamline form entry process • 3 Easy form sections to qualify customer project opportunity • Seamless deal forward support Deal Registration • Real time deal registration alert notifications • Collaborative distribution tools to streamline quote to cash processing • Transparent deal flow visibility within partner opportunity portals PVD Automation
- 50. Q & A