presilient – certified partner program. 2 certified partner program presilient overview partner...
TRANSCRIPT
Presilient – Certified Partner Program
2
Certified Partner Program
• Presilient Overview
• Partner Program Components
• Engagement
• Support
• About Presilient• Why Partner with Presilient• Why Managed Services• Presilient Managed Services
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 ManagementWe 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.
4
Why Partner with Presilient?
We’re 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 all…your minimal investment will yield a quick, tangible return
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
6
Why Managed Services?Evolution of IT Infrastructure Services
Service Value
Sales Efficiencies
ProductCentric
TechnicalServices
ProjectServices
ManagedServices
SharedServices
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 Satis
faction
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
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
9
Service Deliverables
Events Filters & Thresholds Alerts
Incidents (Notifications)
Monitoring System Call Handling System
Business Rules
GridWatch Process Flow
Incident Management
Problem Management
Request Fulfillment
Performance Management
Capacity Management
Configuration Management
Reactive Services Proactive Services
GridManage Service Stack
10
Service Architecture
11
Certified Partner Program
• Objectives• Partner Levels • Enablers
• Presilient Overview
• Partner Program Components
• Engagement
• Support
12
Program Objectives
Presilient’s 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
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– You’ll enjoy:
• Generous service discount structure
• Lucrative spiffs for partner sales team members
• Access to Presilient’s sales and marketing resources
• An assigned Presilient Partner Manager and pre-sales engineering resources
• An assigned Presilient Strategic Support Manager
• Use of the Presilient’s Platinum Partner logo
• Secure access to Presilient's on-line warehouse of technical, operational and sales material
14
Gold Level
• Gold Partners are aligned with the Presilient sales organization to develop joint account plans and co-sell Presilient services
– You’ll enjoy:• Attractive service discount structure
• Access to Presilient’s sales and marketing resources
• An assigned Presilient Partner Manager and pre-sales engineering resources
• Use of the Presilient’s Gold Partner logo
• Secure access to Presilient's on-line warehouse of technical, operational and sales material
15
Silver Level
• Silver partners are aligned with the Presilient sales organization to develop one time opportunities
– You’ll enjoy:• Nominal service discount structure
• Access to deal registration
• Access to Presilient’s sales and marketing resources
• Secure access to Presilient's on-line warehouse of technical, operational and sales material
16
Partner Levels
Program Elements Silver Gold Platinum
• Service discount structure 10% 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 ۩ ۩ ۩
17
Certified Partner Program
• Partnership Process• Training and Development• Opportunity Development• Target Market
• Presilient Overview
• Partner Program Components
• Engagement
• Support
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!
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
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
21
Typical Opportunity Engagement
Customer Environment80 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
22
Target MarketsFor 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
23
Certified Partner Program
• Sales and Marketing• Monthly Reviews • Service Operations• Partner Help Desk
• Presilient Overview
• Partner Program Components
• Engagement
• Support
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:
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
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.
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 Presilient’s 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
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
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 customer’s 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
Thank You
Presilient Certified Partner ProgramNext Steps