The WSO2 Partner Program:Engaging with WSO2

Nirosh PereraSenior 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 Program - What’s the intent?

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

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

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

Certification: Versions

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

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

Register

Register Opportunity or Lead via the Partner

Portal

Use cases + Architecture discussions

Derive from SA toolRemote 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

Solution Architecture Tool

Your suggestions?

Thank You!