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pg. 1 SLM Partner Program Guide ptc.com

SLM Program Guide

PTC Partner Network Sell Engagement

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1. ABOUT THIS DOCUMENT Purpose of this Program Guide: This guide is intended to provide an overview of the SLM Segment solutions requirements and benefits for working with PTC as a Partner in the SLM Segment. This SLM Program Guide sets out the most current engagement models and details that complement the Reseller Agreement signed by Partner and PTC. This guide serves as the operational model and sets expectations for the two parties to conduct business. Audience: Partners who have a current signed Reseller Agreement with PTC as part of the PTC Partner Network program.

Related Resources:

PTC Partner Network Program Guide

http://www.ptc.com/partners

Authors: Chris Moffet, Heinz Hempert, Jayant Wagh

Date: November 25th, 2017, Version: 2.0

Rev. Changes Name Date

Rev 1.1 Changes Clarified Enablement Path (Appendix B&C)

J. Wagh Feb 20th 2017

Enablement Fee (5.1) Appendix 12

H. Hempert Feb 20th 2017

Rev 2 FY18 Changes H. Hempert Nov 25th 2017

DISCLAIMER: While every attempt has been made to ensure that the information in this document is accurate and complete, it may contain typographical errors or other minor technical inaccuracies. These Guidelines may change from time to time without notice as PTC makes continual efforts to improve and change its services to best meet the needs of its Partner community. This document contains confidential and proprietary information of PTC and may not be copied, transmitted, or supplied to any third party. It is intended for PTC Partner Network Partners and Partner prospects under a non-disclosure agreement with PTC.

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TABLE OF CONTENTS SLM Program GUIDE ...................................................................................................................................... 1

1. ABOUT THIS DOCUMENT ..................................................................................................................... 2

2. PTC Partner Network Program Overview ................................................................................................ 4

1. PTC Partner Network SELL Engagement ............................................................................................. 4

2. PLM Competency ............................................................................................................................. 4

3. Program Entry Criteria ......................................................................................................................... 4

4. SLM Requirements – Minimum Partner Sales Capacity Requirements ........................................................ 6

5. Program Accreditation Requirements – SLM Authorized ........................................................................... 7

5. Enablement Fees and Training Credits – SLM Authorized ......................................................................... 8

6. Program Benefits – SLM Authorized ...................................................................................................... 10

6. Program Accreditation Requirements – SLM PREFFERED ........................................................................ 11

3. Customer Reference Requirements – SLM PREFERRED ....................................................................... 11

4. Partner Revenue Grouping Structure and Group Related Requirements – SLM PREFERRED .................... 12

5. Requirement 1: Implementation Capacity and Knowledge ................................................................... 13

6. Requirement 2: Customer Satisfaction Requirement ........................................................................... 14

7. Requirement 3: The Ability to Link to Customer Value ........................................................................ 15

7. Program Benefits – SLM PREFERRED .................................................................................................... 15

8. Changes to this Program ..................................................................................................................... 17

Appendix A FY specific SLM Preferred Requirements ..................................................................................... 18

1. SLM Preferred Requirements ............................................................................................................... 18

Appendix B .................................................................................................................................................. 19

1. SLM Partner Focus .......................................................................................................................... 19

Appendix C .................................................................................................................................................. 20

1. Solution Specific Consultant Training ................................................................................................. 20

2. Service and Parts Information Training Paths ..................................................................................... 21

3. Service Parts Management Training Paths ......................................................................................... 23

Appendix D .................................................................................................................................................. 24

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2. PTC Partner Network Program Overview

Technology providers, solution providers and global systems integrators join the PTC Partner Network to explore new business opportunities that are unlocked by the convergence of physical and digital worlds. Partners can choose one or more flexible engagement models to COMPLEMENT, SELL, SERVICE or OEM PTC’s leading technologies and solutions. The PTC Partner Network:

• Provides the leading technology, tools and resources needed for partner success. • Invests in enabling and growing its partners for the benefit our joint, global customer base. • Showcases innovative technologies and solutions to engage customers through marketing, sales and

the ThingWorx Marketplace.

1. PTC Partner Network SELL Engagement The Sell engagement model is available to partners who are looking to resell PTC products and solutions as part of their go

to market strategy. The IoT Program is available to support partners who make an investment and commitment to sell and deploy PTC's IoT Portfolio platforms and solutions. The program includes the infrastructure and training which helps Partners

generate customer value by focusing on implementation capacity, knowledge and quality. Additionally, PTC’s enablement

and support programs help Partner’s Sales Teams understand how to effectively connect PTC SLM solutions to the customer’s primary value points.

To learn more about how to take advantage of additional engagement models including COMPLEMENT, SERVICES, and

OEM, please refer to the appropriate engagement program guides or ask your partner manager for more information.

2. PLM Competency Partners who wish to build a practice around PTC’s leading SLM portfolio, can leverage the SLM Program to earn Authorized

or Preferred status as part of the PTC Partner Network Sell Engagement.

3. Program Entry Criteria

All Partners who intend to sell solutions from PTC’s SLM (Service Lifecycle Management) product portfolio must fulfill minimum requirements to become “SLM Authorized”. Additional investments will lead the Partner to become “SLM Preferred”, which entitles Partners to benefits in addition to the “SLM Authorized” status. Please review Appendix C in the PLM program guide if you as a Partner are already participating in the PLM Program.

Partners have until the end of each PTC fiscal year (ending September 30th) to complete the requirements for the SLM Authorized or SLM Preferred status for the following fiscal year. A Partner seeking the SLM Preferred status for the first time must confirm their interest by email to their PTC Partner Manager. This will allow PTC to support the Partner in the execution of the requirements as well as provide the Partner detailed communication around their status and available trainings and workshops. PTC SLM Authorized and Preferred statuses and benefits will be granted upon completion and for the following fiscal year after all program requirements defined in this document have been met.

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Participation in this SLM Program and achieving the base level of SLM Authorized is mandatory for all Partners who have the contractual right to resell PTC SLM Products as stated in their respective Reseller Contractual Agreements.

Participation in the SLM Preferred level of this SLM Program is not mandatory for Partners but is encouraged by PTC. Obtaining the SLM Preferred status helps Partners to differentiate themselves from the competition and demonstrates to future and existing customers the Partner’s engagements of high quality with a focus on generating value.

Each SLM product offering has a separate learning track, requiring their own authorization and accreditation program, as PTC’s SLM product offerings are very diverse. Partners can add all SLM product offering to their portfolio or can choose specific SLM products which align with their domain focus and customer base. Below are some common approaches –

• Spare Parts Management only - For Partners who are focused in spare parts inventory optimization domain

• Service and Parts Information Management only – For partners who are focused in Product Engineering and Design domain, and their customers have a need for Technical documentation, 2D/3D illustrations, technical content delivery to field service technicians etc.

• Connected Applications – For Partners who have IoT practice and their customers have a need to monitor and service equipment remotely.

Each SLM product offering requires specific domain and product knowledge in order to sell and deploy the offering. The different requirements are described in Appendix B.

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4. SLM Requirements – Minimum Partner Sales Capacity Requirements

Role Based Training, Certifications and Requirements SLM Authorized SLM Preferred

Min # Per Role Min # Per Role*

Sales Role Learning Path Sales 1 3

Pre-Sales 1 2

Application Developer

Device Engineer

Application Model Developer

Application Consultant 1 1

Technical Consultant 1 1

Architect

Customer ReferenceSubmit min # customer reference annually to be

accepted and approved by PTC. 1

Customer Satisfaction ScoreMinimum number of IPQA Customer Rankings with

score of: (…)2 (8,0)

Authorized and Preferred Criteria Channel SLM

Technical Role Certifications

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5. Program Accreditation Requirements – SLM Authorized

To achieve the PTC SLM Authorized status, Partners must meet these requirements: 1. Sign the SLM Addendum to their PTC Reseller Agreement, unless SLM is already included in your current

Reseller Agreement 2. Pay the required enablement fee as specified in the section titled “Enablement Fees and Training Credits”1. 3. Complete all accreditation / certification requirements as detailed below.

Accreditation Requirements: Partners must meet the following accreditation requirements in order to achieve the PTC SLM Authorized status. Once the requirements are fulfilled the Partner will be PTC SLM Authorized for remainder of the then current fiscal year and the entirety of following fiscal year.

Please note that individuals who were certified in previous years for one of the roles below, remain certified for the following fiscal years unless an update and re-accreditation is required by PTC and communicated before the end of March of the respective year. Individuals meeting the certification requirements keep their certification status independent of employment with a certain company.

Partners joining the program have 90 days for their Sales and Pre-Sales team members to become certified. Partners with preexisting authorization who fail to meet the requirements, due to e.g. an employee leaving the company, must certify a new / different individual to fulfill the requirements. The expected timeline for this is 90 days for Sales and Pre-Sales Roles, 120 days for implementer roles.

1. Accredit one Sales Representative (see Appendix B for exact SOLUTION Accreditation PTCU Learning Path names) by completing the following:

• Complete Level 12 SLM Foundation Sales Accreditation Sales Learning path in PTCU

• Attend a Level 23 Application Event e.g. Bootcamp, Workshop or virtual Workshop with Subject Matter Expert

(SME). Please note that there are different certifications per SLM track. o Level 2 Application Events may be included in PTCU Learning path

• Complete Level 1 SLM Sales Accreditation Sales Learning path in PTCU

• Attend a Level 2 Application Event e.g. Bootcamp, Workshop or virtual Workshop with SME. Please note that

there are different certifications per SLM track.

o Level 2 Application Events may be included in PTCU Learning path

2. Certify one Technical Pre-Sales professional (see Appendix B for exact SOLUTION Accreditation PTCU Learning Path names) by completing the following:

• Complete Level 1 SLM Foundation Sales Accreditation Sales Learning path in PTCU

• Attend a Level 2 Application Event e.g. Bootcamp, Workshop or virtual Workshop with SME. Please note that

there are different certifications per SLM track.

Level 2 Application Events may be included in PTCU Learning path

• Complete Level 1 SLM Sales Accreditation Sales Learning path in PTCU

• Attend a Level 2 Application Event e.g. Bootcamp, Workshop or virtual Workshop with SME. Please note that

there are different certifications per SLM track. Level 2 Application Events may be included in PTCU Learning path

1 Refer to first paragraph of Section: Enablement Fees and Training Credits – SLM Authorized for further details 2 Level 1 is considered Content Mastery of PTCU learning content 3 Level 2 is considered application / role playing of Level 1 content

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• Complete Level 1 Pre-Sales SLM Solution Technical Accreditation Learning path in PTCU

• Attend a Level 2 Application Event e.g. Bootcamp, Workshop or virtual Workshop with SME. Please note that

there are different certifications per SLM track. Level 2 Application Events may be included in PTCU Learning path

3. Train4 one Application Consultant by completing the following:

• Complete Application Consultant Learning path for the appropriate SLM Offering.

• Complete/Attend training updates within six (6) months of release of the associated SLM Training Updates release.

4. Train one Technical Consultant by completing the following:

• Complete Technical Consultant Learning path for the appropriate SLM Offering.

• Complete/Attend training updates within six (6) months of release of the associated SLM Training Updates release

PTC recommends that four (4) separate people fulfill the above requirements. However, it is acceptable for two or three people to meet the Technical Pre-Sales / Implementer requirements if the Partner prefers their staff to play multiple roles. Regardless of personnel levels, all requirements must be met.

Sales Representatives and Technical Pre-Sales professionals can access and manage their Training and Certification through PTCU, PTC’s learning management system. PTCU allows users to register for and launch the required curriculum and assessment paths.

Application Consultants and Technical Consultants can access and manage their Training and Certification through the Lighthouse system. Lighthouse User Guides are available for Partner Managers and Individual Partner Consultants. Partners should reference the PTC University Service Partner Training and Certification Guide for additional details. Further Information can be obtained from the regional PTC Partner Services Management team.

Curriculum Learning Paths are collections of courses that are bundled together and intended to develop the skills of a specific role involved in the Sales, Technical Pre-Sales or implementation of PTC software. Items contained in a curriculum

path can be Web Based Trainings (WBTs), Instructor-led Trainings (ILTs) in a classroom, or Virtual Classes (VCs).

Assessment Learning Paths are comprised of online assessments, recordings and/or in person demonstrations and

presentations.

For Sales Representatives and Technical Pre-Sales professionals, curriculum learning paths are optional and only assessment (Test Out) paths are required and will qualify towards completion of the certification requirements.

5. Enablement Fees and Training Credits – SLM Authorized The current Enablement Package price of $5,000 USD per annum for the PTC SLM Program is published in PTC’s pricelist under Part Number SPN-PRT7119-F. Partners already participating in the PTC PLM Program AND only focusing on the Service Parts & Information solution track (see Appendix B) to become Authorized, are exempt from the Enablement Fee for the SLM Program and can use their unused annual certification credits for SLM consultant certifications. Should the Partner intend to become SLM Preferred, the Enablement Fee applies.

4 Training is considered following defined PTC Lighthouse Learning Path.

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Note USD price is listed as guidance and actual pricing will be converted for the Partner’s region and local currency (Refer to Appendix for local currencies). The fee for the Enablement Package must be paid in full before access to the enablement resources will be made available. Partners signed up with the Service Advantage Program at the same time, do not incur a fee for both programs. The enablement fee under this current paragraph is waived, should the Partner be subscribed to the Service Advantage Program. The enablement fee for this (SLM Program) is waived for as long as the Service Advantage Program Membership endures.

Once a Partner signs up to become SLM Authorized the respective enablement fee will be prorated for the time from sign up until the Partner’s Reseller Agreement renewal date and then co-term with the Partner’s Reseller Agreement (e.g. a Partner signs up for SLM Authorized status on January 1st, the Partner’s Reseller Agreement most recent renewal date is November 1st – then the first invoice will be 10/12th of the annual amount (Jan – Oct). From November 1st forward the annual amount will be due on November 1st until either the Reseller Agreement ends or the Partner drops the authorization to sell SLM solutions).

The enablement fee5 is due upon joining the SLM program and covers both the Authorized and the Preferred statuses. Should the Partner become SLM Preferred by fulfilling all the requirements described, there is NO additional/incremental enablement fee required.

As a participant in the PTC SLM Program, Partners are entitled to the following training for implementation roles:

• As a benefit of the annual Enablement fee, PTC Global Services will provide Partners with the ability to take two consultant certifications (either 1 consultant in 2 tracks or 2 consultants in 1 track each) and its respective training at no additional charge during that fiscal year. Available consultant certifications are documented in the “Service Partner Training and Certification Guide” available on the Partner Portal - Service Partner Training & Certification Page.

• Consultants seeking certification must be named and names may not change once a resource has started training.

• Consultants may pursue any SLM based certification offered by PTCUniversity. Choice of certification may not change once training has begun.

• Training and certification cannot be split between resources.

• Training and certification beyond the two identified tracks will need to be paid in accordance with PTC Partner Training and Certification pricing and discounting policy.

• There is no carry-over of free training or certification from one fiscal year to another.

• Members of the PTC SLM Preferred Program are granted three additional consultant certifications, this applies to the year in which the Partner first applies for SLM Preferred and for subsequent years where the Partner renews their SLM Preferred accreditation.

Note: Standard Training Cancellation Policy will apply for any Instructor-Led Training (ILT) that is covered by the PTC SLM Authorized Program fee. In order to reschedule OR cancel the class, PTC must be notified at least 11 business days prior to the class start date. For any cancellations that are out of policy, Partners will forfeit the training credit for the course and full payment or use of the free credit will be required. Cancellation policy details could be found here: http://www.ptc.com/services/training/help

5 Refer to first paragraph 1 in 5.1 Enablement Fees and Training Credits – SLM Authorized

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6. Program Benefits – SLM Authorized The PTC SLM Authorized Program provides the following benefits to Partners that achieve status:

• Earn SLM Authorized Program Status (per track) as requirements are met.

• SLM Authorized Program logo to use in marketing materials and communications.

• Partner profile posted on www.ptc.com as soon as all requirements under PROGRAM ACCREDITATION REQUIREMENTS – SLM AUTHORIZED are met.

• Access to PTC's services methodology via the Service Partners Wiki.6

• Access to PTC's GSAdvisor,7 a virtual global community for Implementation consultants.

• Access to Velocity website, which provides additional information that helps Partners involved in SLM Sales and

Implementations be more successful. This information includes:

o Process IP such as presentations and movies o Competitive information

o Marketing resources and how-to documents o Reports from industry analysts

o Development workshop material

• Access to services business development and services delivery support.8

• Two free credits to train and certify consultants9.

• Unlimited web-based training delivered via PTCU10, PTC's learning management system.

• Dedicated PTC SCN# for access to SLM solution licenses and PTC Technical Support.

• Access to PTC's customer escalation process.

6 Service Partners Wiki content in English only 7 GSAdvisor discussions and content are mainly in English 8 Discounted GS rates may apply 9 Refer to first paragraph 1 in 5.1 Enablement Fees and Training Credits – SLM Authorized 10 PTCU contains a limited amount of localized training content

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6. Program Accreditation Requirements – SLM PREFFERED

To achieve the PTC SLM Preferred status, the following requirements must be met:

1. Certify a total minimum of three Sales Representatives as described in PROGRAM ACCREDITATION REQUIREMENTS – SLM AUTHORIZED

2. Certify a total minimum of two Technical Pre-Sales professional as described in PROGRAM ACCREDITATION REQUIREMENTS – SLM AUTHORIZED

3. Submit one customer reference. References remain valid for one year from the date of approval. After the one year validity, PTC SLM Preferred Partners must submit new references to continue their listing as SLM Preferred Partner on ptc.com. Refer below for details on References.

4. Obtain additional accreditation items depending on the SLM Revenue Contribution to PTC (Group Level) as listed below under “Partner Revenue Grouping Structure and Group Related ”

3. Customer Reference Requirements – SLM PREFERRED

The SLM Preferred accreditation requirements ensure that a SLM Preferred Partner’s organization consistently demonstrates and achieves:

• Implementation capacity and knowledge • Customer satisfaction • The ability to link to customer value

As these components are considered important to customers during their selection of a Software and Services Partner, the PTC SLM Preferred Level requires the Partner to submit a minimum of one (1) customer reference each year to maintain their listing as a SLM Preferred Partner on ptc.com. All customer references require the customer to grant PTC permission to reference their company name and logo in a 1-page reference slide for public use. If the customer does not approve the slide, the reference will not count towards the program requirement. The customer reference slide must not include the name of the Partner. If the Partner is represented on the reference slide, the slide will not be considered valid for this program. References are valid for one year from the date of approval. PTC will work through the Partner before engaging a customer to act as a reference.

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References must be submitted using the Customer Reference Approval Form, which can be requested from [email protected] or downloaded here. If you have any questions regarding customer references please contact References at [email protected] Completing the SLM Preferred requirements before the end of the then-current PTC fiscal year (i.e. September 30th) gives the Partner the SLM Preferred status for the remainder of the fiscal year as well as for the following fiscal year. Accreditation requirements and criteria may be updated on a yearly basis and must always be completed in order to obtain the SLM Preferred status for the following fiscal year. Changes to the accreditation criteria will be communicated by end of March in each fiscal year, starting with FY17, to allow the Partner to complete the requirements before the end of the then current fiscal year.

4. Partner Revenue Grouping Structure and Group Related Requirements – SLM PREFERRED The Partner Groups mentioned in the requirements below are defined in the same way for all geographies and are based on the SLM Software Perpetual Equivalent Booking (PEB) revenue generated by the Partner. PEB is defined as Net to PTC revenue from Perpetual License transactions PLUS 2 times Annual Contract Value (ACV)11

11 Annual Contract Value (ACV) is calculated by dividing the Total Contract Value (TCV) by the number of days in the committed Subscription (or term license, as applicable), multiplied by 365. However, if any contract duration is less than one year, then the ACV equals the TCV for compensation purpose. Total Contract Value (TCV) is the total amount of the fees payable to PTC over the committed life of a Subscription License contract. If in a multi-year Subscription the Customer has the right to terminate one or more of the years for convenience, such cancellable years will not be counted as part of the Total Contract Value. TCV will be based on the amount received by PTC, not the amount paid by the Customer.

Customer Reference: Mandatory Requirements

Use of Company Name PTC has permission to reference my company as a PTC

customer in printed and/or online marketing materials

Use of Company Logo PTC has permission to use my company’s logo in printed and/or online marketing materials

1 / 2 Page Reference Slide Approve 1 / 2 page customer reference slide for public use

Customer Reference: Optional Items

Sales Reference - Calls from prospective PTC customers

- Host an on-site visit

Testimonial - Written testimonial / case study with PTC Marketing

- Video testimonial or Virtual Corporate Visit participant

Spokesperson

- Press spokesperson

- Speaker at event

- Industry analyst spokesperson

- Financial analyst spokesperson

Product Image Data - CAD or final product images

- Complete data set for demo purposes

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from Subscription License transactions. The Groups below are determined by the SLM PEB revenue that the Partner generated in the fiscal year preceding the year of accreditation (e.g. FY16 PEB revenue is used to calculate the group level for FY17 accreditations).

Partner Revenue Grouping Structure

Group Group definition

Group 1 PEB $ 0-250k

Group 2 PEB $ 250-500k

Group 3 PEB $ 500-1000k

Group 4 PEB > $ 1000k

To inquire upon their Grouping status, Partners may contact [email protected]. Below are the detailed requirements specific for Partners who want to obtain the SLM Preferred status before the end of a fiscal year and keep this status until the end of the following fiscal year.

5. Requirement 1: Implementation Capacity and Knowledge

An important component of Customer Value is the ability of a Partner to deliver successful implementations. To ensure implementations of high quality, it is important that the SLM Preferred Partner employs a minimum number of certified consultants in line with the level of SLM business that a Partner does. A number of consultants must be certified to obtain the SLM Preferred status:

• Application Consultant The Application Consultant captures “as-is” processes and requirements, defines “to-be” processes and practices, and develops use cases and business configurations.

• Technical Consultant The Technical Consultant installs, configures, and deploys the technical solution design. Executes and validates upgrades and migrations. Builds customizations and integrations.

The number of certified consultants needed depends on the Group the Partner falls into. Please refer to Partner Revenue Grouping Structure above for details. The PTC Certification program is available for the Partner’s Application Consultant(s). PTC is not offering a certification program for our Partner’s Technical Consultant(s) though a Technical Consultant is required to complete the appropriate training program for the SLM solution.

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Please refer to Appendix C for details on the different Trainings and related detailed explanations. The Application Consultant certification is obtained by successfully completing the appropriate SLM Learning Path in Lighthouse (https://ssp.ptc.com/lighthouse/) with a passing score on the final. In addition, the Application Consultant must take a lead role on a deployment project that is staffed with a PTC Subject Matter Expert (SME). PTC’s SME will “certify” the Application Consultant upon the successful completion of the project. The PTC SME may provide “certification with exception” for the Application Consultant. Certification with exception is defined as: The Application Consultant is capable of leading the next engagement but requires more hands-on training with a PTC SME on one, or more, specific areas of the deployment. The PTC SME will identify the exceptions and develop a plan for closure with the Partner’s Application Consultant. Some resolutions may require the PTC SME be engaged on the next Partner lead engagement. The Partner should contact their PTC Partner Manager to schedule the support of the PTC SME at least 90 days in advance of the beginning of the project that is being used to certify the Application Consultant. Failure to do so may make it impossible for PTC to support this final step of certifying the Application Consultant. A certified Partner Application Consultant can certify other Application Consultants within the Partner organization. The Partner must provide proof that the uncertified Application Consultant has completed the Application Consultant training path and has lead a Partner engagement jointly with the Partner’s certified Application Consultant. The Partner should submit this documentation to their PTC Partner Manager to insure PTC acknowledges this additional individual as a certified Application Consultant. The number of Application Consultants and Technical Consultants required for SLM Preferred status are dependent on the group in which the Partner falls based on Net to PTC SLM revenue (PEB) defined in the Partner Revenue Grouping Structure of section 0 above. Required Certified Consultants per Partner Revenue Group

Group Application Consultant Technical Consultants

Group 1 1 Certified 1 Group 2 2 Certified 2 Group 3 5 Certified 5 Group 4 10 Certified 10

6. Requirement 2: Customer Satisfaction Requirement

As part of the accreditation, PTC will check the quality of implementations the Partner has delivered in the market. This yearly check consists of two Independent Project Quality Assessments (IPQAs) with two Partner customers selected by PTC. The Partner is responsible to submit a list of Customers to PTC. Once customers are selected by PTC, the Partner will be requested to provide PTC with the name and contact details for each selected customer. It is the Partner’s responsibility to schedule the IPQA calls with PTC and the end customer in order to ensure in time Assessment for the annual SLM Preferred Accreditation. The standardized PTC IPQA checks on:

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• The quality of the implementation • Focus on realizing value during the sales process and implementation • The quality of support provided by the Partner

When the assessment is completed, detailed feedback will be provided to the Partner, including scoring details. Partners who wish to understand the scoring system prior to such IPQA taking place must contact PTC at [email protected]. In order to obtain SLM Preferred status, the Partner must obtain an average minimum score of 8.0 for two IPQAs annually.

7. Requirement 3: The Ability to Link to Customer Value Another important component of customer value as part of the SLM Preferred accreditation process is the ability of the Partner to understand the value its customer wants to realize and link back to this identified value during the sales cycle and implementation. To build up this capability, PTC is offering development sessions and/or specific trainings. Participation in these sessions/trainings is mandatory to obtain the SLM Preferred status. Roles and participation details are described in Appendix A under Required Value Workshops for Sales “The ability to link to customer value”. The number of Partner employees who must participate in these development sessions/trainings (in addition to the Sales and Pre-Sales certification requirements listed above) is dependent upon the group that the Partner falls under in the Partner Revenue Grouping Structure

Group Group definition

Group 1 PEB $ 0-250k

Group 2 PEB $ 250-500k

Group 3 PEB $ 500-1000k

Group 4 PEB > $ 1000k

in section 7.1 above. The Partner seeking the SLM Preferred status should follow the workshops/Learning Path delivered by PTC that focus on identifying and realizing customer value. The following workshops are examples only, please refer to Appendix A for details.

• ROI (Return On Investment) workshop • Solution Positioning workshop

Some of these workshops/trainings may have already taken place in the past and participation (documented in PTCU or successor LMS system) in these previous workshops count for future certification. PTC may decide to ask participants to refresh their knowledge by attending update workshops/trainings. Information about the need to attend update workshops will be shared with Partner at least 2 quarters before the end of the accreditation period.

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7. Program Benefits – SLM PREFERRED

The SLM Preferred status provides these additional benefits to Partners:

• SLM Preferred logo/badge to use in marketing materials and communications. • Partner profile posted on www.ptc.com and listed as SLM Preferred certified Partner. • Access to a Preferred Velocity website, which provides additional information that helps Partners involved in

SLM Sales and Implementations be more successful. This information includes: o Process IP such as presentations and movies o Competitive information o Marketing resources and how-to documents o Reports from industry analysts o Development workshop material

• Exclusive ability to join an optional annual Mid-Year event which brings principals, sales and technical managers from Preferred Partners together in the region. Customers, other external speakers (such as industry experts) and PTC specialists and Management give insight into key topics which help our Preferred Partners become more successful in growing their SLM business. (Participation is optional and travel and lodging cost for participation in such events is at the Partner’s own expense).

• PTC Global Services will provide SLM Preferred Partners with the opportunity to take up to three additional Implementer training classes and associated certifications for free. This is on top of the two received through the SLM Authorized. o These additional training classes can be either taken by one or more individuals, for a maximum total

of 3 classes. • Guaranteed TS Partner Services support. • Joint Sales Collaboration and Account Targeting. • Joint positioning promoted to PTC sales teams in Sales Enablement Portal (Velocity). • Joint positioning promoted to PTC Sales teams in Sales Enablement webcasts (Power Hours).

The SLM Preferred status (for outside communication purposes) and benefits indicated above are granted as soon

as all requirements are met.

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8. Changes to this Program This Program can be changed or withdrawn at any time by PTC upon ninety (90) days’ notice to Partners.

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Appendix A FY specific SLM Preferred

Requirements

1. SLM Preferred Requirements

Required Value Workshops for Sales “The ability to link to customer value”

These workshops will be required at a later date in the program’s lifecycle.

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Appendix B

1. SLM Partner Focus

Solution Track / Solution / Accreditation

Service &

Parts Information

Service

Parts Optimization

Connected

Service

PTC Service and Parts Information

x

PTC Service and Parts Information for A&D

x

Asset Advisor for OEM (Available from FY18)

x

PTC Remote Service

x

PTC Service Parts Management

x

Accreditations for Sales & Pre-Sales Service & Parts

Information

Service Parts

Optimization

Connected

Service

SLM Sales Foundation Accreditation for SPM Partners

x

SPM Sales Accreditation for SPM Partners

x

SPM Pre-Sales Technical Accreditation for

SPM Partners

x

SLM Sales Foundation Accreditation for S&PI Partners

x

Service & Parts Information Sales

Accreditation

x

Service & Parts Information (Commercial) Pre-Sales Technical Accreditation

x

The table is not considered complete as new solutions will be added over time. It is meant to provide guidance to where a Partner usually focuses and the related track applicable for the accreditation.

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Appendix C

1. Solution Specific Consultant Training

The following tables provide the current training paths available to our Partners for each SLM product line. Each training path consists of set of courses. This list of courses includes positioning the solution, demonstrating the solution, and Deployment training. The Deployment training paths are required training for any Application Consultant that is trying to become certified for a given solution. These tables identify each of the services roles required to implement a solution. The Partner’s services team should complete, at a minimum, the product training required before starting a deployment project. We have identified which courses are Required (marked as ‘R’) or Optional (marked as ‘O’) for each role. PTC understands that a given resource may be assigned to multiple roles. In this case, the highest training recommendation for a given course applies to that individual. For example: If a course is optional for Role A and Required for Role B, a resource that is taken on both Role A and B is required to take the course as Role B has a status of Required. These tables include multiple training paths for a given product line. PTC recommends that Partner’s services team should complete all training paths for the solution they will be deploying. For example, for Service Parts Management (SPM) product line, if a Partner is deploying SPM Essentials, they need to complete all training paths except the Advance Training paths as these are not required for SPM Essentials deployment. PTC Partner Manager will work with you to identify best training approach based on the solution you will be deploying.

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2. Service and Parts Information Training Paths

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3. Service Parts Management Training Paths

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Appendix D Enablement Fee – local currencies

SPN-PRT7119-F- AUD 6.600,00

SPN-PRT7119-F- BRL 16.200,00

SPN-PRT7119-F- CAD 6.590,00

SPN-PRT7119-F- CHF 4.890,00

SPN-PRT7119-F- CNY 33.400,00

SPN-PRT7119-F- DKK 33.400,00

SPN-PRT7119-F- EUR 4.480,00

SPN-PRT7119-F- GBP 3.850,00

SPN-PRT7119-F- INR 335.000,00

SPN-PRT7119-F- JPY 507.000,00

SPN-PRT7119-F- KRW 5.564.000,00

SPN-PRT7119-F- NOK 41.500,00

SPN-PRT7119-F- RUB 322.000,00

SPN-PRT7119-F- SEK 43.000,00

SPN-PRT7119-F- TWD 156.670,00

SPN-PRT7119-F- USD 5.000,00