Presilient – Certified Partner Program. 2 Certified Partner Program Presilient Overview Partner Program Components Engagement Support About Presilient

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    25-Dec-2015

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  • Slide 1
  • Presilient Certified Partner Program
  • Slide 2
  • 2 Certified Partner Program Presilient Overview Partner Program Components Engagement Support About Presilient Why Partner with Presilient Why Managed Services Presilient Managed Services
  • Slide 3
  • 3 About Presilient International provider of remotely administered Edge-to-Core IT operational support services Founded in 2000 as a spin-off from StorageTek 3,000+ partner customers in eight countries 24x7 IT Operations Center (ITOC) based in Colorado Comprehensive services portfolio IT Infrastructure Monitor/Alert/Notify/Report Data Protection Storage Administration Server Management Network Security Application Management We help organizations gain greater visibility & control of their IT investments; we optimize device performance and improve your operational efficiency by removing time consuming tasks from your team members daily routines.
  • Slide 4
  • 4 Why Partner with Presilient? Were an enabler We tailor solutions to meet your customers needs while helping you increase your technology sales and long-term customer retention Our programs enable you to add scope to your portfolio and build a monthly recurring revenue stream Over 10 years of MSP experience provides you with; a proven portfolio of services, refined processes, knowledgeable people and a fully developed managed services sales methodology Our operational competencies and engineering skills compliment your team and deliver 24 x7 support to your customers Ease of business integration via our GridWorks portal and ITOC Best of allyour minimal investment will yield a quick, tangible return
  • Slide 5
  • 5 Presilient Partner Advantage Sales and Marketing Broadens your sales portfolio Differentiate yourself from the competition Enables an increase in technology sales and value-add services Global reach Affordable services portfolio your customers are asking for Business Increased customer retention and loyalty Adaptable services portfolio aligned to your core technology focus Seamless provisioning, billing and customer service Speed to market with differentiated services Financial Generous margins on all services New recurring revenue stream Little to no investment or risk
  • Slide 6
  • 6 Why Managed Services? Evolution of IT Infrastructure Services Service Value Sales Efficiencies Product Centric Technical Services Project Services Managed Services Shared Services Services to enhance product sales lower margins Services based on time & materials, staff augments unplanned, unpredictable Engagement based services with statement of work measured on success Services billed on unit basis governed by SLAs - Predictable, efficient, higher margin Services provider makes capital investment - leases to clients Margins Maintenance Design Implementation Plan Design Implement Manage Monitor/Alert /Notify Report Manage Data Center/Hosting Customer Loyalty Technical Knowledge Skills Gap Customer Satisfaction
  • Slide 7
  • 7 Why Managed Services? Value Delivered = Increased Revenue Managed Services provide your customer with ; Relief from resource constraints, personnel deficiencies and cost control issues A secure monthly revenue stream Increased efficiencies and higher margins Sales enablement of your value-add, consulting and professional services Partner Provided Technology Sale: Hardware Storage $150,000 Project Professional Services$ 25,000 Total Revenue$175,000 Blended Gross Profit ~ $ 30,000 ..and provide you with; Customers want to focus on their core attributes and initiatives ADD - Presilient Provided Services: GridWatch $ 10,500/mth GridManage Disk $ 1,400/mth Flexible Engineering Time $ 1,500/mth Total Monthly Billing $ 13,400/mth Platinum Partner Monthly Earning 35% Term Gross Profit ~ $168,840
  • Slide 8
  • 8 Managed Service Portfolio GridManage Security > Secure Replication GridManage Oracle Remote service delivery Selective and customizable services designed to meet specific needs 24x7 remote monitoring, administration and management of the environment Flexible pricing models Custom engineering support models Sophisticated tool set for performance monitoring & tuning Comprehensive reporting portal Customer centric service focus > RemoteStor > Managed Exchange > Managed Citrix GridManage Server GridManage Disk GridManage Backup GridWatch Infrastructure
  • Slide 9
  • 9 Service Deliverables Events Filters & Threshold s Alerts Incidents (Notifications) Monitoring SystemCall Handling System Business Rules GridWatch Process Flow GridWorks Incident Management Problem Management Request Fulfillment Performance Management Capacity Management Configuration Management Reactive ServicesProactive Services GridManage Service Stack
  • Slide 10
  • 10 Service Architecture
  • Slide 11
  • 11 Certified Partner Program Objectives Partner Levels Enablers Presilient Overview Partner Program Components Engagement Support
  • Slide 12
  • 12 Program Objectives Presilients Certified Program Enables Partners to Quickly build a Managed Services Practice (MSP) with little investment Enable solution sales and increased deal scope Improve sales penetration Increase customer satisfaction, loyalty and retention Invest in your employees, skills and career development Develop a recurring revenue stream to increase overall revenues and transaction profitability Realize a rapid return on your total investment Gain greater insight into your accounts Improve vendor awareness
  • Slide 13
  • 13 Platinum Level Platinum Level - by invitation only Platinum Partners are strategically aligned with the Presilient sales and support organizations to develop joint account plans support infrastructures and co-sell/support Presilient services Youll enjoy: Generous service discount structure Lucrative spiffs for partner sales team members Access to Presilients sales and marketing resources An assigned Presilient Partner Manager and pre-sales engineering resources An assigned Presilient Strategic Support Manager Use of the Presilients Platinum Partner logo Secure access to Presilient's on-line warehouse of technical, operational and sales material
  • Slide 14
  • 14 Gold Level Gold Partners are aligned with the Presilient sales organization to develop joint account plans and co-sell Presilient services Youll enjoy: Attractive service discount structure Access to Presilients sales and marketing resources An assigned Presilient Partner Manager and pre-sales engineering resources Use of the Presilients Gold Partner logo Secure access to Presilient's on-line warehouse of technical, operational and sales material
  • Slide 15
  • 15 Silver Level Silver partners are aligned with the Presilient sales organization to develop one time opportunities Youll enjoy: Nominal service discount structure Access to deal registration Access to Presilients sales and marketing resources Secure access to Presilient's on-line warehouse of technical, operational and sales material
  • Slide 16
  • 16 Partner Levels Program Elements SilverGoldPlatinum Service discount structure10%20%35% Revenue commitment Sales rep spiffs Install internal MMS server Sales training certified Quarterly business review VAR assigns an account manager to Presilient VAR assigns an engineer to Presilient Agree to co-marketing program annually Minimum appointments for Presilient services/quarter Post sales monthly account management involvement Professional service capability Link to Presilient website Lead referral program
  • Slide 17
  • 17 Certified Partner Program Partnership Process Training and Development Opportunity Development Target Market Presilient Overview Partner Program Components Engagement Support
  • Slide 18
  • 18 Partnership Engagement Process Sign mutual Non-Disclosure Agreement (NDA) Sign Reseller Agreement Define partnership level Define services discount structure Assign Presilient Channel Manager Schedule business development/strategy session Schedule sales and engineering training Generate sales activity presentations/proposals/contracts Conduct quarterly business reviews Four to six weeks from signing NDA to beginning sales training!
  • Slide 19
  • 19 Training and Development Sales Training Managed services product training Value propositions and service positioning training Target marketing Sales Engineer Training Technical product training Customer implementation and support training Joint development of business strategy Training, sales calls, customer engagement process, etc
  • Slide 20
  • 20 Opportunity Engagement Process Identify Prospective Customer Register Opportunity * Engage Presilient to Assist with Solution Propose Solution to Prospect * Contact Presilient Support Manager to Qualify Opportunity Sign Order with Customer Submit Order to Presilient Presilient Install Service * Optional Step Success in Eight Easy Steps
  • Slide 21
  • 21 Typical Opportunity Engagement Customer Environment 80 servers 4 racks of technology 5 TB storage, 36 month term Partner Provided Technology Sales: Hardware Storage $150,000 Project Professional Services$ 25,000 Total Revenue$175,000 Blended Gross Profit ~$ 30,000 Presilient Provided Services: GridWatch $ 10,500/mth GridManage Disk $ 1,400/mth Flexible Engineering Time $ 1,500/mth Total Monthly Billing $ 13,400/mth Platinum Partner Monthly Earning 35% Term Gross Profit ~ $168,840
  • Slide 22
  • 22 Target Markets For GridWatch, GridManage Backup, Disk, Server Small Companies - 3 to10 servers Limited or no IT staff Medium Companies - 10 to 100 servers Need specialized services offering or full/partial outsourcing Examples : Special support of server environment (Linux, Unix or Windows) Outsource Backup/Storage/Security/Remote DBA Outsource ITOC services (monitoring / alerting / notification, etc) After business hours support Specialized mission critical business application support Large Companies - 100+ servers Need specialized service offering but at a more granular level Compliance Special projects or smaller business units need flexibility Application specific DR or Business Continuity
  • Slide 23
  • 23 Certified Partner Program Sales and Marketing Monthly Reviews Service Operations Partner Help Desk Presilient Overview Partner Program Components Engagement Support
  • Slide 24
  • 24 End-User Service Reviews Assets covered, coverage levels Change management summary Incidents handled Problems submitted, resolved System health summary Infrastructure recommendations Performance against continuous improvement goals Billing summary Trending analysis Changes expected (future) Administration tasks handled Monthly meetings with you and your customer to review the service performance and discuss items relating to:
  • Slide 25
  • 25 Sales and Marketing Support Presilient provides dedicated sales, technical and service account management personnel White labeled marketing collateral Target market identification Lead generation Comprehensive on-line services guide Partner sales support desk On-line portal with access to all technical, sales and service documentation
  • Slide 26
  • 26 White Labeled Service Portal and Marketing Material Full suite of white labeled collateral and on-line customer portal immediately available to be branded with your company name and logo.
  • Slide 27
  • 27 Partner Help Desk Comprehensive On-Line Service Guides One-stop, easy to use on-line support Help with any service with a few clicks Full contact list of Presilients support team FAQs Updates to services GridWorks, 24x7 access to your customers archive of information: previous period billing information, services reviews, contract status and much more
  • Slide 28
  • 28 Service Operations Operational Excellence Delivered 24x7 IT Operations Center (ITOC) Fully redundant IT systems 120+ infrastructures managed across 8 countries 10+ years of managed service experience 200+ man-years of IT infrastructure management experience US based tier 1, 2 and 3 engineering support Dedicated service account management support Robust service operations support platform Request administrative services See health and performance information Receive alerts, reports & status updates Track configuration information Integrated advanced monitoring tool-set Comprehensive incident and problem management capabilities
  • Slide 29
  • 29 Summary The Power of Partnership Service discounts for the life of the contract We are 100% channel driven Deal registration Monthly consultative reviews with your customers Full managed service portfolio & 24x7 operations for you to sell Four to six week lead time to selling outsourced IT managed services Comprehensive partner sales and sales support GridWorks SOS Additional revenue and margin to diversify your business No conflict of interest with your customers You own the opportunity Increases your customers loyalty (and your business) Allows you to differentiate yourself and add value without making any capital investments Speed to market with an easy add-on sale Optimize the performance of your sales team No provisioning hassle and easy billing
  • Slide 30
  • Thank You Presilient Certified Partner Program Next Steps