Apac unity-program-partner-presentation (22p)

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Apac unity-program-partner-presentation (22p)

  1. 1. F5 UNITY Channel ProgramPartner Webinar20 Sept 2011
  2. 2. Today’s Presentation for PartnersUnity 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. 3. F5 UNITY Channel ProgramDean DarwinVice President Worldwide ChannelsSeptember 2011
  4. 4. The Most Important ChannelEvent in F5 APAC History!
  5. 5. Bringing UNITY to our Partners Worldwide
  6. 6. What is UNITY?
  7. 7. Foundational concepts of UNITY?
  8. 8. What is UNITY?
  9. 9. F5’s UNITY Deal RegistrationOneOpportunityOneRegistrationOneDistributor
  10. 10. Deal Registration PhilosophyBase Fulfillment Partner Value1. Goal: 100% Opportunity Deal Registration at F5 Networks2. Opportunity profitability comes from registration and PVD3. Differentiation between “Fulfillment” and “Value-Add” within program4. Ability to gain margin by adding value as defined during sales cycle5. “Stackable” discount with access to other F5 incentive programsDiscount SpreadPartner Profitability
  11. 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 qualifiedpartner through lead forwarding– Partner can move from Fulfillment toPartner Value through the sales process• Sales Tools– Distribution Portal used to get pricing/statusof deals– Partner Portal uses to track registrationsand forward opportunities– F5’s Salesforce.com database used for all
  12. 12. Partner Value Discount (PVD)• F5’s PVD Program differentiates between“Fulfillment” and “Value Add” transactions• All value-add rule scenarios are publishedwhich aids in full transparency• Each theater has their own specific PVDrule base• Partners are rewarded with extra marginfor adding value and earning PVD• No application process for PVD, the F5Account Manager is responsible forawarding PVD• Distributors are automatically notifiedwhen PVD is approved
  13. 13. UNITY CommunicationOpportunityRegistrationOpportunityCommunicationOpportunityPricingRegistration Page Partner Portal Distribution Portal
  14. 14. Program Benefits we have seen so far…1. Total theater partner pipeline increased by 300%2. Partner profitability greatly increased3. Distribution Partner’s profitability increased andincreased visibility to entire pipeline4. Better deal coordination, planning and leverage5. Quicker sales cycles6. Larger deal sizes (SW attach increased)7. Clearer rules of engagement
  15. 15. F5’s Program Expectations1. This program is very beneficial and aids in partner profitabilityand history shows it works2. This program and it’s mechanics are covered by F5Confidentiality terms in the reseller/distributor agreement3. Non-Compliance is not an option and can result in termination4. Any pricing mistakes or not adhering to the terms will not behonored by F5 and the PO will be turned away5. F5 reserves the right to pull any Deal Registration or offermultiple Deal Registrations based on the business condition6. F5 Cannot force a customer to buy from you
  16. 16. APAC UNITYProgram StructureWong Hwa CheongRVP, APAC Channels
  17. 17. Goal: Deliver the best solutions to our joint customersIntroducing UNITYF5 APAC Partner ProgrammeVAD and VAR channelCommitted sales,pre-sales andprofessional servicesspecialistsAdding value anddelivering uplift throughchannel initiated andmanaged opportunities.
  18. 18. To Deliver this GoalOne APACpartnerprogramOne APACpricelistHelping you sellmore and earningmore on each saleMaking it easy to do Business with F5
  19. 19. Unity – Three Levels of Participation
  20. 20. Benefits grow with Status• Access to APAC PartnerNewsletter• Access to PRC• Listing on F5.com.• Advertise Silver partnerstatus• Invitation to participate inTech & SalesXchange• Advertise Gold partnerstatus.• Access to marketingPrograms In-a-box(MPIAB) – applicationssubject to approval• Invitation to participate inPartner Summit.• Joint planning sessionwith F5 Marketing.• Develop joint customercase studies leveragingF5 resourcesAuthorised Silver GoldBenefits are incremental
  21. 21. APACRevenue Requirementsby Partner TierGold Partner: $1.0m Per AnnumSilver Partner: $300k Per AnnumAuthorized Partner: No minimum requirement
  22. 22. Partner Sales and Pre-Sales QualificationRequirementsBIG-IP & ARX requirements need to be metseparately Silver Gold
  23. 23. UNITY - Three Tier Value Add ModelFromfirst comefirst served
  24. 24. UNITY - Three Tier Value Add ModelTo rule basedAdded ValueFromfirst comefirst served
  25. 25. Partner Discount StructureBase DiscountIncrementalFulfilment Discount(Deal Registration)IncrementalPartnerValue Discount(4 clear criteria)(10~25%)(12~30%)(15~35%)
  26. 26. Partner Discount StructureFulfilment:DealRegistrationPVD:4 clearcriteriaBase Discount
  27. 27. Obtaining Partner Value DiscountFour clear criteria to receivePartner Value DiscountUnitypartnerCustomer Opportunity8-10% Fulfilment DiscountEntered onto:Entered onto:Partner is adding value7-10% PVD Discount granted
  28. 28. 1Clearly Defined Rules forPartner Value Discount2Provide Pre-SalesServices toOpportunity3 4Partner ledOpportunitiesGrowopportunitywith SoftwareModule AttachProvideStrongBoxEvaluationEquipment
  29. 29. Rules for Partner Value DiscountGrow opportunitywith strategicSoftware ModuleAttachPartner positions and sells strategic product modulesSecurityEg - Access Policy Manager, Application SecurityManagerPerformanceEg - Web Acceleration Module, WAN OptimisationModuleAvailabilityEg – Global Traffic Manager, Link Controller
  30. 30. Rules for Partner Value DiscountProvideEngineeringServices toOpportunityPartner engineer installs and configures evaluation/StrongBoxequipmentPartner engineer provides in-depth technical research andassistance on the design or implementation of F5 solutionsPartner engineer implements an F5 iRule to solve customerissuesPartner engineer presents an in-depth technical presentation insupport of a sales engagementPartner engineer works with customers on all technicalrequirements as part of the on-going sales engagementPartner SE at first Sales call only would NOT qualify for PVD
  31. 31. Rules for Partner Value DiscountProvideStrongboxEvaluationEquipmentProvide evaluation equipment to supportthe sales engagementStrongBox either partner or distributor owned
  32. 32. Rules for Partner Value DiscountPartner ledOpportunities Partner leads F5 generated opportunity from inceptionto closePartner is responsible to run the opportunity usingwhatever sales engagements required to ensuresuccessPartner agrees to lead with F5 on the opportunity andwill utilise any internal F5 resources (i.e. F5 PRC, F5whitepapers, F5 solution sets, DevCentral etc.) to winthe engagement.
  33. 33. Benefits for F5 PartnersTransparent monitoringof pipeline and resultsOne Opportunity – OnePartner – OneDistributorOne price list acrossAPACClear definition ofValue Add forDistribution andPartnersJoint planning andexecution of businessplans & marketingprogrammesInvestment and marginsupport throughDeal Registration &Partner Value Discount
  34. 34. Partners Response to UNITY….Avnet Technology Solutions“The UNITY program provides great incentives to the channel, clearly defines whatpartners need to do to draw benefits from new opportunities and highlight what F5will provide in return. This is essential for the success of any channel program.”Bennett Wong, Country General Manager, Avnet Technology Solutions SingaporeDimension Data Asia Pacific“F5 UNITY strategy is unique as it gives partners incentives to grow business andearn more, whilst protecting the reseller working on the opportunity.The program’s discount structure, excellent support and training features havehelped us maximize returns on our F5 investments. Those are persuasive reasonsfor stepping up our commitment in the application delivery market.”Andy Cocks, Director Solutions Development Group & Alliances
  35. 35. UNITY Deal Registration& PVD Workflow Automation• Jason Wiley• Manager, Sales Systems
  36. 36. Building upon the latest salesforce.com cloud technologies tomake it easier for partners and F5 to manage opportunity dealflow:UNITY Sales Systems• Simplify authentication byremoving login requirement• Intelligent cookie settings tostreamline form entry process• 3 Easy form sections to qualifycustomer project opportunity• Seamless deal forward supportDeal Registration• Real time deal registration alertnotifications• Collaborative distribution toolsto streamline quote to cashprocessing• Transparent deal flow visibilitywithin partner opportunityportalsPVD Automation
  37. 37. © F5 Networks, Inc.37Deal Registration
  38. 38. © F5 Networks, Inc.38
  39. 39. © F5 Networks, Inc.39PVD Automation
  40. 40. PVD Workflow Automation
  41. 41. PVD Workflow AutomationTransparent deal rejection noticewith F5 contact information.
  42. 42. PVD Workflow Automation
  43. 43. PVD Workflow AutomationPVD granted automatically for partnersinitiating net new opportunities!
  44. 44. PVD Workflow Automation
  45. 45. PVD Workflow Automation
  46. 46. PVD Workflow Automation
  47. 47. PVD Workflow AutomationMust provide Registration ID toreceive quote from distribution!
  48. 48. Partner Opportunity Portal
  49. 49. Building upon the latest salesforce.com cloud technologies tomake it easier for partners and F5 to manage opportunity dealflow:UNITY Sales Systems• Simplify authentication byremoving login requirement• Intelligent cookie settings tostreamline form entry process• 3 Easy form sections to qualifycustomer project opportunity• Seamless deal forward supportDeal Registration• Real time deal registration alertnotifications• Collaborative distribution toolsto streamline quote to cashprocessing• Transparent deal flow visibilitywithin partner opportunityportalsPVD Automation
  50. 50. Q & A

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