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GFI Global Partner Program Jim Semersky Director of Channel Sales. Why team with GFI?. Growth Profitability Market Leadership Unparalleled Support A Win-Win Partnership GFI will invest more to top contributing Partners that are committed to deliver business results. Program Objectives. - PowerPoint PPT Presentation
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GFI Global Partner Program
Jim SemerskyDirector of Channel Sales
Why team with GFI?
Growth
Profitability
Market Leadership
Unparalleled Support
A Win-Win Partnership> GFI will invest more to top contributing Partners that are committed to
deliver business results
Program Objectives
Growth> Our goal is to significantly grow in the SMB space> Recent price reductions have generated increased leads> Our focus will be on new license sales
Coverage> 120,000 Networks Managed > 39 Million Seats installed> Our partners provide the coverage to scale
Retained margin> New license sales are rewarded with increased margins> Deal Registration improves partner loyalty with increase margins on
GFI’s higher MSRP products.
Reward Investment> Tiered VAR program rewards partner commitment with tiered margins
Corporate Overview
Founded 1992
Over 200 employees worldwide
Offices in the US, UK, Malta, Australia, Hong Kong and Germany
Over 200,000 customer installations worldwide
Global network of Partners
Product portfolio designed and priced for the SMB market
Numerous industry awards
Global Partner Program Framework
Account Management
Partner Margins
Deal Registration
Product Training and Certification
Partner Marketing and Sales Tools
Partner Program Support
Lead Generation and Qualification
Try GFI!
GFI Global Partner Program Account Management
All Partners have a dedicated Channel Account Manager
Primary Role is New Business Development> Quarterly Business Reviews> Market Development Programs> Product and pricing updates> Training for Partner Sales and Technical resources> Lead Generation and Management> Assistance with non-standard orders
GFI Global Partner Program Margins
Tiered Margins dependent on GFI Partner level
Margins are determined by Partner revenue contribution
Margins are calculated semi annually
Partner Margins range from 25% - 35% on New License Sales
GFI Global Partner Program Deal Registration
Available to all Value Added Resellers
Focused on New License and New maintenance sales
Maintenance Renewals do not qualify
10% additional margin to partners
Opportunity must be >$2,500
Opportunity must close within 90 days of registration
GFI Global Partner Program Product Training and Certification Available to GFI Partners Worldwide
Web based training Module on all products
Partner certification established and tracked by GFI
Courses typically take 60 minutes to complete
GFI Leads are only provided to Partners who are certified in specific products
Certificates of completion available for all students completing courseware
GFI Global Partner Program Marketing and Sales Tools
Available to all Partners Worldwide
Password protected Reseller Area
Contents include> Product Pricing> Product Specific Literature with the ability to co-brand> White Papers> Case Studies> Reference Accounts> Press Releases> Recorded Partner Webinars> Live product demo calendar and registration> Support Phone numbers> And more!
GFI Global Partner Program Partner Support (1/2)
Available to all Partners Worldwide
Provided at no cost to Partners
30 day product evaluation available for customer download/evaluation
NFR software available to Partners for use and customer support
Partner technical support available via phone and email
GFI Global Partner Program Partner Support (2/2)
Partner “Hotline” available for onsite questions
Live Product demo’s available for Partners and their customers to assist with pre-sales questions
Recorded product demo’s available for customer and Partner reference
Channel Account Managers can facilitate customized webinars for Partners and their customer base upon request.
GFI Global Partner Program Lead Generation and Qualification (1/2) TRY GFI!!!!
Partner driven lead generation process
Maintains lead and opportunity ID for Partner ownership
Leads are owned and managed by the GFI Partner
If qualifications are met, leads can be registered by Partner
GFI Global Partner Program Lead Generation and Qualification (2/2) No cost to the GFI Partner
TRY GFI becomes the Partner “call to action” on all campaigns
Partner Channel Account Managers can assist in construction
TRY GFI will be a requirement for “Find a Reseller” on the GFI Website
Provides Partners will higher quality leads and solidifies ownership
