WSO2Con USA 2017: WSO2 Partner Program – Engaging with WSO2

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The document summarizes WSO2's partner program, which aims to engage systems integrators and other partners. It outlines the different partnership levels and requirements, as well as the enablement, certification, marketing support, and sales engagement processes available to partners. The goal is for partners to help expand WSO2's reach and generate new opportunities through joint solutions, services, and large transformational projects. Suggestions from partners on how to improve the program are also requested.

Technology

The WSO2 Partner Program:
Engaging with WSO2
Nirosh Perera
Senior Director - Channels
WSO2

Agenda
• Partnering
• The Program Intent
• Enablement & Certification
• The Models & Tools
• Suggestions

Partnering: For who and why?
• Business
Requirements to
Architecture
• Design &
Implementation
• Regional and/or
Domain expertise
• Large-scale
transformational
projects
• Implementations
• Sub or Direct
SI
Global SIs
Solutions
Services
Architecture
Drive Revenue Growth by building partnerships with SIs to :
-Product -> Solution
-Expand reach/ generate new opportunity sources
-Increase and Expand services capacity

The current landscape
Area Count %
APIM 42 30
Integration 38 27
IAM 32 23
Smart
Analytics
22 16
IoT 5 4

The Engagement Process
Recruit Enable Market Sell Deliver

Recruitment
Step 1
Step 2
Step 3
Review Partner Program details – Levels, Requirements & Benefits
Review Terms & Conditions
Fill Partnership Application

In-depth
(remote)
Bootcamps
Through Partner
Standard
(on-site/on-line)
Custom
(on-site/on-line)
Self-paced
MaterialEnablement
On-demand
TBD
TRAINING

Certification
• Advanced Certification
– Requires practical experience
– Training

Register
Register Opportunity or
Lead via the Partner
Portal
Use cases +
Architecture
discussions
Derive from SA tool
Remote review or
on-site consulting
RFI/RFP/RFQ
Demo
Proof of Concept
Product
Presentation
Roles &
Responsibilities
• pre-built
• purpose-built
Proposal
Contracting
• Supported
through PoC
Support
• Available through
Partner Portal
• WSO2 will present to
Partner or Customer
with Partner, on-site
or off-site
• Primary
• Timeline
• Area of concern
• Include
support/services
based on
complexity and
timeline
• Subscription
Support
Engagement model for Sales

Strategic Customers
• Increasing the level of influence
• Importance of Technical Owners – Architects (Customer, Partner
and WSO2)
– Ideally quarterly sync ups
• Expansion opportunities
• Planning

Ensuring customer success is the the highest priority when we engage with customers. We need to strive to get the customers into production within the shortest time possible to make sure they have sustainable use of WSO2 products. The key to success is to understand the right products for the solution, define an iterative architecture, come up with an agile engagement model and define clarity in terms of scope and acceptance. The WSO2 Delivery team is well experienced in ensuring customer success with their experiences in the support and services space. Join this session to learn how to best position WSO2 products and learn some best practices in the engagement models.

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1. The WSO2 Partner Program: Engaging with WSO2 Nirosh Perera Senior Director - Channels WSO2

2. Agenda • Partnering • The Program Intent • Enablement & Certification • The Models & Tools • Suggestions

3. Partnering: For who and why? • Business Requirements to Architecture • Design & Implementation • Regional and/or Domain expertise • Large-scale transformational projects • Implementations • Sub or Direct SI Global SIs Solutions Services Architecture Drive Revenue Growth by building partnerships with SIs to : -Product -> Solution -Expand reach/ generate new opportunity sources -Increase and Expand services capacity

4. The current landscape Area Count % APIM 42 30 Integration 38 27 IAM 32 23 Smart Analytics 22 16 IoT 5 4

5. The Program - What’s the intent?

6. The Engagement Process Recruit Enable Market Sell Deliver

7. Recruitment Step 1 Step 2 Step 3 Review Partner Program details – Levels, Requirements & Benefits Review Terms & Conditions Fill Partnership Application

8. On Boarding • Site Profile: – Company intro, url, key contact • Key contacts (Marketing, Sales, Technical, Alliance) • Manage Profile (Search info) • Partner web page – For Premier and Preferred – Must have success stories • WSO2 Partner logo

9. In-depth (remote) Bootcamps Through Partner Standard (on-site/on-line) Custom (on-site/on-line) Self-paced MaterialEnablement On-demand TBD TRAINING

10. Certification • Advanced Certification – Requires practical experience – Training

11. Certification: Versions

12. Channel Marketing Objective: Building awareness of WSO2 footprint and capabilities. Expected Outcomes ● Brand building ● Lead generation ● Increase collaboration ● Reward/Incentive for highly engaged partners ● Showcase WSO2-Partner relationship to customers/prospects Key Drivers ● Market Expansion: Geographic ● Market Expansion: Technology area focused ● Brand Association: Enhance brand value ● Solution/Customer success story

13. Channel Marketing: Engagement Model Market Expansion: Geographic • Awareness - Content translations (whitepaper) • Lead generation - Webinar, Local event sponsorship or talk submission • Conversion - Workshop Market Expansion: Technology area focused • Awareness - Whitepaper • Lead generation - WSO2Con talk submission • Conversion - Workshop Brand Association: Enhance brand value • Awareness - Case study, whitepaper • Lead generation - Webinar, WSO2Con talk submission • Conversion - WSO2Con sponsorship Solution/Customer success story • Awareness - Webinar • Lead generation - Case study, WSO2Con talk submission, talk submission at external events • Conversion - Workshop

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15. Strategic Customers • Increasing the level of influence • Importance of Technical Owners – Architects (Customer, Partner and WSO2) – Ideally quarterly sync ups • Expansion opportunities • Planning

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18. Thank You!

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