Microsoft PowerPoint - New Partner Program Introduction Feb 2010 [Compatibility Mode]
North AmericaPartner Program IntroductionPartner Program Introduction
11 00 AM PST F b 24 201011:00 AM PST, February 24, 2010
Kelly LiuKelly Liu
Global Channel Marketing Manager
2009 Proxim Wireless. All rights reserved. For latest information on our Wireless Products and Wireless Solutions, please visit our Website. 1
Agenda
Why partner with Proxim? Partner Program Vision & Channel Eco-system Channel Partner Benefits Overview Channel Partner Benefits Overview Key Highlights:
Primary Distributor of Choice Project Registration VIP Pass Program Print-on-Demand Marketplace Print on Demand Marketplace
How to Become a Proxim Partner Partner Extranet Live Demo Q1 VAR Promotions Overview Q & A
2009 Proxim Wireless. All rights reserved. For latest information on our Wireless Products and Wireless Solutions, please visit our Website. 2
Why Partner with Proxim? Proxim is a well-established Wireless Broadband company:
With 20 years industry experience The only wireless networking infrastructure vendor supplying an
end-to-end wireless portfolio including WiFi, Mesh, Multipoint, WiMAX and wireless
backhaul products up to Gigabit speeds
We have application expertise in critical areas such as broadband access, security and surveillance, voice over IP, WLANs and public safety
Over 250,000 customers worldwide, and over 2 Million products shipped We are 100% Channel -driven Company % p y
Have global presence in North America, CALA, EMEA and Asia PacificWe have strong Regional Sales and System Engineer Teams who work closely
ith t t j twith you to support your projects
2009 Proxim Wireless. All rights reserved. For latest information on our Wireless Products and Wireless Solutions, please visit our Website. 3
2009 Proxim Wireless. All rights reserved. For latest information on our Wireless Products and Wireless Solutions, please visit our website. 5
Point-to-MultiPoint Wireless LAN
Tsunami MP-8100/8200
Series
Tsunami MP-8160
Series
Tsunami MP.11 Series
ORiNOCO AP-4000
Point-to-Point
Tsunami QB-8100/8200
Series
Tsunami QB.11 Series
Tsunami GX-800
Product Portfolio Details
ORiNOCO AP-8100
ORiNOCO USB Client
Ch l P Vi i dChannel Program Vision and
Eco systemEco-system
2009 Proxim Wireless. All rights reserved. For latest information on our Wireless Products and Wireless Solutions, please visit our Website. 5
Vision of the Channel Partner Program
Enable our partners to succeed through on-going training and sales & marketing
Recruit VARs, Integrators, Carriers and Service Providers who like to
support.promote Proximswireless solutions.
RECRUIT ENABLE
Empower our partners to increase revenue and
EMPOWERREWARDto increase revenue and
profitability from selling Proxim solutions by offering incentive programs that are geared towards sales
t lt
Reward the partners who bring us new opportunities, provide strong end customer support and generate
increasing sales results. out results.increasing sales results.
2009 Proxim Wireless. All rights reserved. For latest information on our Wireless Products and Wireless Solutions, please visit our Website. 6
Proxim Channel Eco-system
Technology Partners
Authorized DistributorsEnd Users Distributors
Channel Partners
(3 Ti )A & E Partners
(3-Tiers)
2009 Proxim Wireless. All rights reserved. For latest information on our Wireless Products and Wireless Solutions, please visit our Website. 7
Architecture & Engineering (A&E) Program
Officially launched in November 2009y Specially designed to help Network Architects, Engineers and
Consultants gain easy access to a unique set of tools to help to engineer,
d i d if i l t k l tidesign and specify wireless network solutions.
Certification Training: 1 certified Proxim Engineer required A&E Partners have exclusive access to A&E specific content on Extranet
Visit http://proxim.com/partners/ae/ for more information.
2009 Proxim Wireless. All rights reserved. For latest information on our Wireless Products and Wireless Solutions, please visit our Website. 8
Channel Partner Tiers & Benefits
2009 Proxim Wireless. All rights reserved. For latest information on our Wireless Products and Wireless Solutions, please visit our Website. 9
Channel Partner Benefits Wireless Gold Platinum
Annual Revenue Requirement N/A $75,000 MSRP $150,000 MSRP
Primary Distributor of Choice C a ePartner Benefits
Primary Distributor of Choice
Sales Drivers
Partner Rebate - 3% of MSRP 7% of MSRP
Channel Instant Rebates Benefits Matrix
Partner Exclusive Incentive Programs
Project Registration
* Deal Protection from competing Proxim VARs for the same project.
* No Minimum Revenue required to receive dedicated support from Proxim Regional Sales Management (RSM) and System Engineer (SE) teams.
* A minimum of $15,000 in project value is required to be considered for special pricing discounts.
Leads -
Marketing Support
Access to the Partner Extranet
Partner Newsletter
Joint Press Releases
MDF (proposal based) - (p p )
Demo Kit - 50% Off on Hardware
Collateral Print-on-Demand Marketplace
2009 Proxim Wireless. All rights reserved. For latest information on our Wireless Products and Wireless Solutions, please visit our Website. 10
Channel Partner
Partner Benefits Wireless Gold Platinum
Training and Technical Support
Educational Webinars
Benefits Matrix
On-site Sales Training
Fee Based Priority Repair Program
Priority Tech Support line - -
Proxim Certified Engineers Required - 1 2Matrix Proxim Certified Engineers Required - 1 2
2009 Proxim Wireless. All rights reserved. For latest information on our Wireless Products and Wireless Solutions, please visit our Website. 11
Key Highlights
Primary Distributor
Project RegistrationProject Registration
VIP Pass Program
Print-on-Demand Marketplace
2009 Proxim Wireless. All rights reserved. For latest information on our Wireless Products and Wireless Solutions, please visit our Website. 12
Primary Distributor
What is a Primary Distributor? You get to choose which Distributor that you would like to work with. This will be your supplier of choice for purchasing Proxim products.
Why do you need to choose a Primary Distributor? Ensure that products are available when you need them for your projects.
For new partners you only receive Partner Rebates and special pricing through p y y p p g gyour Primary Distributor for the first 12-months. Exceptions to purchase from the secondary distributor is allowed for urgent
situations, like product availability issues. Please email us at [email protected] or contact our RSM if such urgencies [email protected] or contact our RSM if such urgencies happen.
How to select or request change for your Primary Distributor? Please log on to the Partner Extranet , go to My Profile, then make the change request in the field of Primary Distributorrequest in the field of Primary Distributor .
2009 Proxim Wireless. All rights reserved. For latest information on our Wireless Products and Wireless Solutions, please visit our Website. 13
Project Registration
Register as soon as you start on a new project, turn around time within 48 hours. t 8 ou s
Deal Protection from competing VARs for the opportunities that you bring to us Partner ID is required!bring to us. Partner ID is required!
Receive dedicated support from Proxim RSM, ISR and SE teams Potential for special pricing if the project exceeds $15 000 MSRP Potential for special pricing, if the project exceeds $15,000 MSRP Locate the Project Registration Form
Download the form from our Partner Extranet at http://partners.proxim.comp p p Or access the form from our public website at http://proxim.com/partners
2009 Proxim Wireless. All rights reserved. For latest information on our Wireless Products and Wireless Solutions, please visit our Website. 14
New Project Registration FormSubmitted By: End-User Info:
Company: Company:
Contact Name: Contact Name:
Phone: Phone:
Email: Email:
Industry:
Reseller Info: City - State - Country:
Company:
Contact Name: Project Info:Phone: Project Name:
Email: Revenue Potential:
Proxim Partner ID: Expected Award Date:
Acct # with Disti: Rollout Schedule:
P j t D t il
Distributor Info:Distributor Name:
Contact Name:
Phone:
Email:
Project Details:
Proxim RSM Name if Involved
Design Completed?
Special Pricing Request:Date Needed: Requested Discount:
Probability of Closing (%) Estimated Order Date:Probability of Closing (%) Estimated Order Date:
Compeitiive Model# and Pricing Info if available:
Explain Reason for requesting speical pricing:
2009 Proxim Wireless. All rights reserved. For latest information on our Wireless Products and Wireless Solutions, please visit our Website. 15
VIP Pass Program
A fast track program allowing new or existing partners to get a Status Upgrade to a Proxim Platinum Partner
To be eligible, you need to: Present valid partner certificate issued by one of these Proxim
competitors: Motorola, Alvarion, Bridgewave, Radwin, Exalt
Meet the Platinum level Partner revenue attainment level ($150K/year) with a competitor's product linesa competitor s product lines.
For more information, please visit http://proxim.com/partners/vip/ or log on to the Partner Extranet.
2009 Proxim Wireless. All rights reserved. For latest information on our Wireless Products and Wireless Solutions, please visit our Website. 16
Print-on-Demand Marketplace
Recently launched on Feb. 11th, 2010 Allow Partners to easily search, order and ship Proxim collaterals to where
you needs are at low cost
Pick up the log in Password in the Proxim
Partner Extranet
2009 Proxim Wireless. All rights reserved. For latest information on our Wireless Products and Wireless Solutions, please visit our Website. 17
Print-on-Demand Marketplace
2009 Proxim Wireless. All rights reserved. For latest information on our Wireless Products and Wireless Solutions, please visit our Website. 18
How to Become a Partner?
2009 Proxim Wireless. All rights reserved. For latest information on our Wireless Products and Wireless Solutions, please visit our Website. 19
How to Become a Proxim Partner
1. Fill out the Partner Application Form at www.proxim.com or the via
the Partner Extranet partners.proxim.com
2. Its Quick and Easy!3. We will get back to you within
3-5 business days!4. Upon approval, you will get a
welcome email from us with your assigned Partner ID and the log in information to our secure Partner Extranet!
2009 Proxim Wireless. All rights reserved. For latest information on our Wireless Products and Wireless Solutions, please visit our Website. 20
Receive the New Partner Welcome Email within 3-5 Days!
2009 Proxim Wireless. All rights reserved. For latest information on our Wireless Products and Wireless Solutions, please visit our Website. 21
Partner Extranet Demo
2009 Proxim Wireless. All rights reserved. For latest information on our Wireless Products and Wireless Solutions, please visit our Website. 22
New Partner Extranet
Completely revamped and re-launched on July 15th, 2009! Provides greater ease-of-use to search for the critical information:
Partner Communications Sales and Marketing Resources Price Book Programs and Promotions Project Registration Training Technical Support My Profile
Click Forgot Log in? to reset your passwordg g y p
2009 Proxim Wireless. All rights reserved. For latest information on our Wireless Products and Wireless Solutions, please visit our Website. 23
Q110 VAR Promotion Overview
2009 Proxim Wireless. All rights reserved. For latest information on our Wireless Products and Wireless Solutions, please visit our Website. 24
Q4/09 VAR Promotions North America
Who files for the claim
Q1 2010 Disti VAR End User
VAR Promo
QB Instant Rebate $500 on QB11, $1,000 on QB60250 X
QB60250 30-day Free Eval UnitContact your Disti Rep or Proxim Sales for
details.
Win Free Tsunami 8100 Demo Kit* Ended in Jan. X X
Buy 9 MP/QB 8100 products, get 1 FREEMust buy 10 of the same units on the same
invoice to receive 1 unit FREE. X
End User PromoEnd User Promo
Technology Upgrade Rebate Program (through end of 2010) AP800/8000 & MP/QB-8100 family products X
Please log on to the Partner Extranet to download the VAR Promotion Bulletin, or contact your Proxim Distributor for more details.
2009 Proxim Wireless. All rights reserved. For latest information on our Wireless Products and Wireless Solutions, please visit our Website. 25
Thank you for joining our webinar and we look forwardwebinar, and we look forward
to seeing you again!g y g
2009 Proxim Wireless. All rights reserved. For latest information on our Wireless Products and Wireless Solutions, please visit our Website. 26
Thank you for joining our webinar and we look forwardwebinar, and we look forward
to seeing you again!g y g
2009 Proxim Wireless. All rights reserved. For latest information on our Wireless Products and Wireless Solutions, please visit our Website. 27