- Slides: 21
© 2017 SPLUNK INC. Working with Partners for Success in FY 18 Anastasija Michailova
Agenda ▶ Splunk Partner+ Reseller Program ▶ Partner’s portal ▶ Discounts DR ▶ Partner Hub ▶ . conf 2017 ▶ Additional discounts
SPLUNK IS ALL IN WITH PARTNERS Profitability Decrease Time-to. Close Incremental Business Leverage & Influence Increased Deal Sizes
Reseller Program ▶ Our Reseller Partners play an integral role in Splunk’s go-to-market strategy and we are committed to investing in and growing with you. ▶ To join the Splunk Partner+ Reseller Program, you must complete the online application and be approved by Splunk as a Reseller Partner in the Associate Partner Tier. When accepted into the Reseller Program, the Reseller must execute then-current Splunk Reseller Agreement. Resellers participating in the Reseller Program must have an active Splunk Reseller Agreement in place with Splunk, even if they have a separate reseller agreement in place with an Authorized Distributor.
▶ Prior to approving an application to join the Reseller Program, and periodically thereafter, Splunk may perform due diligence on the Reseller, which may include a background check of the Reseller entity and its principals, denied party review, and Ethics. Base review.
Discount Structure Discount based on Partner Tier & Partner Involvement Partner Sourced Deal Registration Associate Discount Premier Discount Elite Discount
Enablement Benefits ▶ Partner Portal ▶ The Partner Portal provides Resellers convenient access to information about the Reseller Program and other Splunk Partner+ Programs, training, marketing and enablement tools, Deal Registration, and other resources. To log-in or request access to our Partner Portal, visit www. splunk. com/partners ▶ Partner Enablement Portal ▶ The Partner Enablement Portal is the central repository for free partner training on a variety of different subjects. It contains hundreds of on-demand courses to learn how to be successful selling Splunk products and services, as well as technical enablement content, demo scripts, and more. The Partner Enablement Portal can be accessed via the Partner Portal.
Partner Deal Registration Desk What is the goal? ▶ Designed to work in a collaborative way with Splunk’s field organization and channel partners to enhance communication, responsiveness and adherence to Splunk’s deal registration process. How it Works ▶ Deal registration desk will receive the submitted form and will review for duplicate, dual or existing direct opportunity. If no opportunity exists, an opportunity will be created and sent to Splunk rep for approval or dispute ▶ Lead approval by partner Deal Registration Desk, SLA Timing-48 h, converting to Oppty by Deal Registration Desk.
Additional Discount Request ▶ Partner can submit a request for additional cost relief • Indicate additional percentage needed and reason for request ▶ Splunk Account Manager will be notified via email of request and will have visibility in SFDC
Deal Registration Discounts Resellers qualify for varying discounts on Splunk products and services purchased through an Authorized Distributor.
▶ Reseller Program Compliance and Partner Tier Changes ▶ Splunk evaluates Resellers against Partner Tier requirements bi-annually, in February and August, with any resulting Partner Tier re-assignment or other Splunk actions affecting a Reseller taking effect on February 15 th or August 15 th.
Partner HUB ▶ Splunk Partner Hub (SPH) is an online lead generation tool available to Resellers via the Partner Portal offering marketing campaigns and other sales materials. SPH provides a customizable and convenient way to execute turnkey email campaigns, download valuable assets, engage prospects, and keep track of leads.
. Conf 2017
Value Consulting Tools ▶ The Business Value Consulting team ▶ Interactive Value Assessment (IVA) tool helps Resellers sell the value of Splunk to prospective Customers through customizable ROI calculations for various use cases. The IVA tool is accessible via the Partner Portal. ▶ Data Source Assessment
Calls to Action ▶ Get educated • Enablement portal • Partner Hub ▶ Engage and SELL! ▶ Use Value Assessment tools ▶ Sell. conf tickets