partner program distribution and reseller · •omnivista 2500 lan/wlan unified management...
TRANSCRIPT
See differently with ALE
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Partner Program –
Distribution and ResellerIndirect Resellers – Jan 2019
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Agenda
Introduction
Specialization: The heart of the Program
Becoming specialist: Certification and education
The Accreditation
Services offer
IR certification incentives
Business support
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Agenda
Introduction
Specialization: The heart of the Program
Becoming specialist: Certification and education
The Accreditation
Services offer
IR certification incentives
Business support
4
Introduction
Partnering for Success
• ALE have a clear and committed partner strategy and our Partners are key in delivering
our award winning technology.
• Our Global Community is growing with over 2,200 Partners located in more than 130
countries.
• ALE provide you access to a comprehensive portfolio of products and services delivering
secure, high-performance communications and network infrastructures to our customers.
• Our program drives innovation, expertise reward and recognition of our Partners to
ensure the highest level of quality to sell, deploy and support ALE International solutions.
• We strive to deliver a flexible and scalable framework which enables our Partners to
reach their business goals now and in the future with a long-term mutually beneficial
relationship.
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Channel support
Sales & Marketing
Professional Services
Press & Analysis
Brand awareness
Lead generation
Distributors
Direct
Resellers
END CUSTOMERS
Service Providers
Carriers
Systems Integrators
ResellersIndirect
Resellers
PARTNERS
ALE
Distribution Model
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Introduction
ALE: Our mission to be the best Partner to our Partners
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Collaborative Conversations
Wide range of solutions
• An open platform that
delivers an exceptional user
experience supported by
innovative applications and
state-of-the-art devices
Application Fluent Network
Maximize network efficiency
• Streamlined operations
• Fine-grained management
and control of
users/application
• Simplified architecture to
cope with new multimedia
applications
• Converged campus and data
center networks delivered
via CAPEX, OPEX or On-
demand
Collaborative
Conversations
Application
Fluent
Network
Cloud-based Transition
Flexible deployment models
• A-la-carte consumption schemes for:
• IT budget constraints
• Growing demand for as-a-service
communications and network resources
• Hybrid solutions from premises to the cloud
Products &
Services
Partner
Ecosystem
Enabling our Partners to deliver Positive Business Results
for Customers
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• Web services
• APIs
• SIP interoperability
• Developer portal
• Applications eco-system
• Customer self-service
• Unified communications and mobility
• Messaging center
• Visual communications
• Collaboration
• Web conferencing
• Broadcasting
• Inbound/outbound customer service
Communication
Devices
Third-Party
Applications
Support
Education
Professional and
Managed Services
• Soft clients (smart phones, tablet, PC)
• Premium DeskPhones
• Docking stations
• Smart desk phone
• DECT
• VoWLAN
• Conferencing modules
• OpenTouch™
• OmniPCX™ Enterprise
• OXO Connect (SMB)
• Unified Management
IP/SIP
Communication
Platforms and
Infrastructure
Communication
Applications
and Customer
Service
Communication Portfolio
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• OmniVista 2500 LAN/WLAN Unified
management
• OmniVista 2500 Virtual Machine Manager
• Guest access
• OmniVista Cirrus
Unified
Access
Network
Security
Support
Education
Professional
and Managed
Services
• OmniSwitch 9900, 9000/E, 6860/E, 6865,
6855, 6560, 6465, 6450, 6350, 6250,
2220
• OmniAccess WLAN
• WLAN Controllers
• Access Points (AP, IAP, RAP)
• OmniAccess Enterprise Services Routers
• Managed access services
• SDN programmability
• OmniSwitch 10K, 9900, 6900, 6860/E
core and data center switches
• Data Center intelligence fabric
• Network automation for virtual
machine mobility
• Network virtualization (VXLAN)
• SDN Programmability
Data Center
and Core
Network
Management
Network Portfolio
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Rainbow™• A cloud-based overlay service enabling
multimedia work-stream communication
and collaboration services, integrating
ALE and 3rd party telephony equipment
to a cloud offering to deliver full
collaboration inside and outside the
enterprise.
Network
Cloud
Solutions
Collaboration
Cloud Solutions
Communication
Cloud Solutions
Management
and Business
Tools
Support
Education
Professional
and Managed
Services
OpenTouch Enterprise Cloud
Solution• A solution that enables cloud service
providers, systems integrators and BPs
to deliver a UCaaS offer that provides a
secure and private communication and
conversation experience to mid and
large enterprises
Management and Business Tools• Management and business tools
enabling the as-a-service model, such as
integrated management and provisioning
tools, including mobile management,
application and service catalog, user
security/policy management
Network On Demand• A solution enabling cloud service
providers, systems integrators and BPs
to deliver the industry’s most
comprehensive LAN/WLAN network
infrastructure technology on a
subscription, pay-per-use basis.
Cloud-based OfferingsTechnology to enable our Partners to monetize the transition to the cloud
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Investment protection, cost control
• 24/7, worldwide support coverage
• Software support and evolution
• Hardware support and replacement
• Multi-year
Vendor accompaniment
• Managed services
• Network operation
• CAPEX to OPEX
• Performance and change management
• Hosting
• Field services
Ensure knowledge transfer, accelerated
adoption success
• Training courses for all products
• Adapted to job function and profiles
• Multi-media, class, web-based,
remote, etc.
• Our premises or on customer site
• Standard/customizable offer
Vendor assurance, risk mitigation
• Integration services
• Mentoring, consulting services
• Project management
• Resident engineer
Extra value through customizations
• Application services
• Customized applications
Business Partners
Global Project Management
Managed
Services
Education
Services
Products
and
Solutions
Professional
Services
Support
Services
A Range of ServicesSupporting our Partners with key expertise for joint success
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Agenda
Introduction
Specialization: The heart of the Program
Becoming specialist: Certification and education
The Accreditation
Services offer
IR certification incentives
Business support
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Product Specialization is associated with a category of products
and solutions from Alcatel-Lucent Enterprise portfolio. A Business
Partner selects its targeted Specialization(s) based on its business
goal and then acquires Specialization(s) through the mandatory
Certification of its employees.
The combination of several Product Specializations allows
Business Partners to become a Segment Specialist.
A Business Partner is Accredited as soon as it becomes a
Specialist in any of the available Specializations.
Associated commercial benefits granted once the Specialization is achieved
The Program is fully flexible with the ability to evolve over the time
Specializations
The heart of Alcatel-Lucent Enterprise Partner Program
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Partner is Accredited when Specialist on at least one Product Specialization
Predefined combination of
Product SpecializationsPack of achieved
certificates
Partner Product
Specialist
Partner Segment Specialist
Business level: Up to 100K€
Business Level: Over 100K€
Plus Level
Pre-Sales 1 ACPS
Sales 2 ACSR
Post-Sales 1 ACSE
Essential Level
Pre-Sales 1 AQPS
Sales 1 ACSR
Post-Sales 1 ACFE
Specializations
The heart of Alcatel-Lucent Enterprise Partner Program
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Segment Specializations Plus Level Essential Level
SMB = OXO Connect + LAN and WLAN Network
Enterprise = OmniPCX Enterprise or OpenTouch + LAN and WLAN Network
Hospitality = 1 ACSE + 1 ACPS + 2 ACSR Hospitality * + OmniPCX Enterprise or OpenTouch and LAN Network
Network = LAN Network and WLAN Network + No additional specialization required
(*) : Hospitality is not a Product Specialization.
Product and Segment Specializations
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Agenda
Introduction
Specialization:
The heart of the Program
Becoming specialist:
Certification and education
The Accreditation
Services offer
IR certification incentives
Business support
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The Program in a nutshell:• Benefits and capabilities based on qualifications, skills and investments
• Benefits increase along with investment in the Program
Certification
Specialization
Accreditation
Certification: Training your workforceAwarded to individuals: Sales, Pre-Sales, Post-Sales
Specializations: Aligned to your business goalspackage of certifications: For a product or segment
Accreditation: Getting recognitionPartner meeting requirements: Business engagement, services capabilities and Specializations
Certification Specialization Accreditation:
Pillars of the Program
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Training for ALL…
• On the Enterprise Portfolio: Communication,
Cloud, Hospitality & Network solutions
• For all job functions and based on your current
knowledge level (newcomer or experienced)
• Via trainings using appropriate media and
delivery modes, delivered at our or your premises
and that can be customized
… In ONE place:
• Knowledge Hub, your personal learning environment
• Connect to Knowledge Hub to discover the full training
portfolio and get the latest training news and updates!
Education Portfolio
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Education Services validate skills and knowledge through official diplomas to recognize Business Partners’ expertise
The Certification Program enables them to be compliant with the Alcatel-Lucent Enterprise Partner Program requirements and Specializations
FUNCTIONS CERTIFICATIONS LOGO
SALES
ACSR (Alcatel-Lucent Enterprise Certified Sales Representative)
For sales representatives who sell Alcatel-Lucent Enterprise products and solutions
PRE-SALES
AQPS (Alcatel-Lucent Enterprise Qualified Pre-Sales)
For System Engineers who design stand-alone projects
ACPS (Alcatel-Lucent Enterprise Certified Pre-Sales)
For System Engineers who design large/complex networking projects
POST-SALES
ACFE (Alcatel-Lucent Enterprise Certified Field Expert)
For field engineers in charge of advanced configurations, installation and service support
ACSE (Alcatel-Lucent Enterprise Certified System Expert)
For expert engineers in charge of complex configurations, installation and remote service support
Partners Certification Program
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Agenda
Introduction
Specialization: The heart of the Program
Becoming specialist:
Certification and education
The Accreditation
Services offer
IR certification incentives
Business support
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From M1 to M6 (Registration Period),
Registered Partner has 6 months to certify its
staff and to become accredited
During this period, the Registered Partner
can benefit from 1 specialization discount
maximum
The Business Partner is recognized as
“Registered Partner” on the Alcatel-Lucent
Enterprise Partner Locator
First 6 monthsAt the end of the Registration Period, the Accreditation
review committee reviews the Partner’s status:
The Partner achieved its Accreditation
The Partner does not achieve its Accreditation
In case of non Accreditation
(1) If the Partner does not show any effort, the
relationship is stopped without any compensation or
indemnity
(2) If the Partner shows strong efforts, we grant an
additional period of 3 months (Recovery Period) but
without applying any Specialization discount (0%).
If at the end of the Recovery Period the Partner is
not accredited, we stop the relationship.
Normal Accreditation CycleM6M5M4M3M2M1
After 6 months
Accreditation Lifecycle principle:
New Partners
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PRODUCT SPECIALIZATIONS
- OXO Connect
- OmniPCX Enterprise
- OpenTouch
- Contact Center solution
- LAN Network
- WLAN Network
- Data Center Networks
- ClearPass
- OpenTouch Enterprise Cloud Provider
SEGMENT SPECIALIZATIONS
Partner Logos
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For a better monitoring of the relationship with ALE International, a dedicated Partner
Dashboard is available online to provide the following information:
• Staff Certification status
• Company Accreditation follow-up
• Achieved Revenue
• Business Plan management
• On boarding facility with Distributor(s)
• IR Certification Incentive follow up
• Diplomas
• Program guides
• User guides
Business Partner Web Dashboard
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Business engagement
Business plan
Demonstration capabilities
Service capabilities
Welcome center
Initial response time
Call tracking system
Yes
For solutions sold
Yes
Within 2 hours
Yes
Business engagement & Service capability
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Enablement benefits
Indirect Reseller Certification Incentive
Access to Technical Support
Lab & Demo conditions
Access to Alcatel-Lucent Enterprise Education Services
Marketing benefits
Accreditation recognition, logo & diploma
Segment Specialization logos
Partner Extranet
Partner Locator with reciprocal web link
Sales & Marketing tools (collateral, sales briefs,
newsletter, presentations…)
Briefing Center
Program benefits and requirements for Indirect Reseller
Enablement requirements
Training Plan
Staff certifications
Service capabilities
Business Plan
Demonstration capabilities
Marketing requirements
Reciprocal web link using Partner
logo
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Agenda
Introduction
Specialization: The heart of the Program
Becoming specialist: Certification and
education
The Accreditation
Services offer
IR certification incentives
Business support
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Alcatel-Lucent Enterprise Services enable Partners all along the way by complementing their post
sales capabilities in the implementation, integration and support of ALE Solutions
PROFESSIONAL SERVICEShelp eliminate adoption risks and propose customer-adapted solutions value
- Integration Services - Application Services
SUPPORT SERVICESattached to product sales, support services help protect your installed base • Software Support: From product purchase, Solution Premier Service (SPS for MLE)
and Software Assurance (SA for SMB) grants access to Technical Support, continuous software maintenance and Software evolution.
• Hardware Support: warranty, repair, replacement
- Off-The-Shelf Applications- Customized Applications- Framework/Middleware
Services complement your offer and capabilities
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Agenda
Introduction
Specialization: The heart of the Program
Becoming specialist:
Certification and education
The Accreditation
Services offer
IR certification incentives
Business support
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Principles of Certification Incentive
Partner Program
2%
4%
Essential
Plus
• Calculated for each Product Specialization* achieved by Indirect Reseller
• Calculated on the basis of the monthly revenue for the products covered in the achieved Specialization for the Indirect Reseller and
declared by the Distributor(s) to Alcatel-Lucent Enterprise through the monthly POS report.
• Accrued amount is displayed for each Indirect Reseller on the Enterprise Business Portal
• Amount is paid quarterly to Distributor(s)
Certification Incentive
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Agenda
Introduction
Specialization: The heart of the program
Becoming specialist:
Certification and education
The Accreditation
Services offer
IR certification incentives
Business support
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Partner & Channel Marketing
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1. Marketing Business Planning to support business Growth
2. Innovative Campaigns to help attract and retain customers
3. Marketing Fund investment to make your plans a reality
4. Global Marketing Support that understands your local market
Partnering for Success
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Alcatel-Lucent Enterprise Partners benefit from the end to end marketing support
PARTNER
COMMUNICATIONS
• Newsletters
• Social media
• Press releases
• Information flash
• Advertising
• Webinars
PARTNER
MARKETING
• Promotional campaigns
• Co-marketing activities
• Rewards program
• Marketing Concierge Services
• Partners events
• Communities
DEMAND
GENERATION
• Campaign in a box
• Telesales activities
• MyMarketing Agency
CUSTOMER
MARKETING
• Events
• Customer reference
program
• Executive Briefing Centers
End 2 End BUSINESS SUPPORT
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Comprehensive, Market-leading Technology
Flexible Contract, Easy to do Business With
Simple pricing structure
Specialization/Accreditation:
Product & Market focus
Key take aways
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