Partnernet program overview
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PartnerNet Program Overview. PartnerNet Program Types. The PartnerNet program is built on a value-based approach that recognizes and rewards the total unique value that each partner delivers in the marketplace.

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PartnerNet Program Overview

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Partnernet program overview

PartnerNet Program Overview


Partnernet program types

PartnerNet Program Types

  • The PartnerNet program is built on a value-based approach that recognizes and rewards the total unique value that each partner delivers in the marketplace.

  • We offer two program types, designed to support multiple partner types. Each type allows for different degrees of mutual investment and commitment.

    PartnerNet partners

    This type offers 3 program medallion levels

    Alliance partners

    Alliance partners are a more diverse range of partner types whose business models necessitate a different relationship with us. They are defined by the provisions of a custom terms and conditions contract.

PLATINUM

GOLD

SILVER


Program levels partnernet partners

Program Levels – PartnerNet Partners

TheSilver, Goldand Platinummedallion levels within PartnerNet are primarily applicable for but may not be limited to:

  • Solution Providers

  • Regional System Integrators

    To participate at the Gold and Platinum Medallion level, partners need to meet a total Revenue Threshold across all Business Units plus a Competency in at least one Business Unit.


Program levels alliance partners

Program Levels – Alliance Partners

  • The Alliance level supports partner types primarily applicable for but may not be limited to:

    • Global System Integrators

    • Independent Hardware Vendors

    • Independent Software Vendors

    • Broad-line and Value-added distributors

    • Training Partners

    • Cloud Service Providers


Rewarding value what s in it for our partners

Rewarding ValueWhat’s in it for our partners?

Recognizes the unique value of each partner

Rewards for value delivered to customers

Aligns resources and investment to drive maximum performance

ProfitabilityPrograms

Sales and

Marketing

Training andEnablement

Rebates for margins

Engage with us and our customers

Modular, self-paced, comprehensive

TechnicalServices

Membership

Market yourself and stay up-to-date

A world-class insurance


Partnernet program benefit structure

PartnerNet Program Benefit Structure

Partner Resource

Packs

A la CarteServices

Optional Benefits for Purchase

Company/Medallion Level Benefits

(for partners who achieve Gold or Platinum)

Core Benefits

(for all PartnerNet members)


Core benefits https www partnernetprogram com program benefits html

Core Benefitshttps://www.partnernetprogram.com/program/benefits.html

Core Benefits are provided to all PartnerNet members to give you the tools and resources necessary to support your business with NetIQ®, Novell® and SUSE®.


Company level benefits https www partnernetprogram com program benefits html

Company Level Benefitshttps://www.partnernetprogram.com/program/benefits.html


Optional benefits for purchase https www partnernetprogram com program benefits html

PartnerNet offers additional programs and services benefits for purchase. PartnerNet members enjoy special pricing based on their program level. These optional benefits include:

Optional Benefits for Purchasehttps://www.partnernetprogram.com/program/benefits.html

Partner Resource Packs

A la Carte Services

Technical Support

Technical Subscriptions

Technical Training

IT Consulting


Partnernet requirements

PartnerNet Requirements

Each existing partneris evaluated and assessed based on the following performance* criteria:

Recognizes the unique value of each partner

Rewards for value delivered to customers

Achievements in revenue generation, both transactional and influence *

Revenue:

Competency:

Has the proven skills or resources to provide value to customers in the chosen area of competency *

* These performance measures define your company program level. The lower common level achieved will define your company program level.


Measuring revenue

Measuring Revenue

The total sales contribution for all Business Units

2

1

Minimum New Business Threshold

Annual Revenue Target

  • The total sales revenue by a partner across all Business Units

  • Measured on a rolling 12-month basis

  • Measured via Invoiced plus Influenced Revenue*

  • Varies by Geography, Country Group and Program Level

  • A minimum percent of the annual revenue target must be new business revenue (30%)

* as measured through Deal Registration

Both the annual target and applicable new business thresholdpercent must be achieved to reach medallion level


Measuring competency

Measuring Competency

Product Specialization *

2 technical specialistsper area of competency

1 sales specialist** per area of competency

Product Specialization *

4 technical specialistsper area of competency

1 sales specialist** per area of competency

Technical and Sales Competency Model

How to determine Certification Level by Business Unit

Certified

Advanced Certified

* Product Certification applies to Business Unit Specialists.

** Sales specialist achieved through CNS, CSS, CNQS® training, relevant to business unit competencies only


Certifications

Certifications

Sales Certifications

Technical Certifications


Partnernet program summary

PartnerNet Program Summary

  • Partner Company Medallion Levels are Silver, Gold and Platinum - Based off of the lowest Revenue combined for all Business Units & Competency level per Business Unit

PartnerNet Platinum Partner

PartnerNet Gold Partner

PartnerNet Silver Partner

  • Business Unit Competency Levels are Not Certified, Certified &Advanced Certified - Based on Partner Competency through Certification

Partner Performance is determined on a quarterly basis by assessing Revenue and Competency requirements


Partnernet portal quick tour

PartnerNet Portal Quick Tour


Partnernet portal login

PartnerNet Portal Login

Access links from login page

Fewer clicks to the information you want

Login to the PartnerNet Portal from: https://www.partnernetprogram.com

Landing page contains content for NetIQ, Novell and SUSE


Partnernet portal home page

Partner Name

PartnerNetPortalHome Page

Alert Messages

  • NetIQ

  • Novell

  • SUSE


Partner types

Partner Name

Partner Types


Certifications1

Certifications

Partner Name

Company Certification Levels

Shows your certification levels for each Business Unit in one easy view


Tools

Tools

Partner Name

Easy access to tools & training

System access links

Training links


Business unit resources

BusinessUnitResources

Partner Name

Clicking on any Business Unit Resource icon will take you to a specific page of content for that Business Unit.


Business unit partner center pages

Business Unit Partner Center Pages

Business Unit specific:

Branding Guides

Promotions

Special Links


Training enablement

Partner Name

Training &Enablement

Training & Enablement

How To Guides

Enablement Central

PartnerNet Certifications

Technical Training

Training Locator

Technical Certifications


Sales marketing

Partner Name

Sales &Marketing

Sales & Marketing

Branding Guide

Price List

Bid Management

Online Demo System

Online Product Announcements

Internal Use Software

Partner Event Calendar


Technical support

Partner Name

TechnicalSupport

Technical Support

Subscription Portal

Open Service Request

Self Support

Downloads


Navigation bar

Navigation Bar

Navigation bar across the top of page is always visible

Partner

PartnerNet – External page

My PartnerNet – Internal page

Partner Name – Your company


Your id level and certifications

Your ID, Level and Certifications

Partner Name

Partner Name

PartnerNet ID: 123456

You can view and update your Profile, Membership and Contact information and view your accounts information and level.

Mouse over your ID to see information:

PartnerNet ID

Company Level

Company Certifications


Partner revenue report

Partner Revenue Report

Partner Name

Partner Name

PartnerNet ID: 123456

Partner Revenue Report:

This report will help you to review your current company status in terms of revenue and is built on a 12 month rolling period. This report provides month by month revenue status as well as the previous years history.

Partner Payment Summary Report:

The Partner Payment Summary report provides a summary of deal registration rebates your company currently has in process, as well as a list of rebates that have previously been paid, rebates that were forfeited, and rebates that were disqualified.


Performance certification overview

Performance & Certification Overview

Certification Overview

Performance Overview


Help desk

Help Desk

Partner Name


Tools access

Tools Access

Partner Name


Partnernet information

PartnerNet Information

Partner Name


Locators

Locators

Partner Name


Deal registration

Deal Registration


Program overview

Program Overview

  • The Deal Registration program is designed to improve the profitability of your business.

  • It recognizes and rewards you, as our partner, by providing a back-end rebate for influencing the sale or transacting qualified sales opportunities.

  • The Deal Registration program is available to Gold and Platinum level members of the PartnerNet® program.


Qualified deals

Qualified Deals

For a deal to qualify for the Deal Registration program, it must meet the following requirements:

  • Minimum software purchase net-to-“NetIQ/Novell/SUSE” is $5,000.

  • New deals must have an expected close date of 15 or more calendar days beyond the approved date.

  • Only one partner may register a single opportunity. In the case of duplicate deals, the rebate offer will be awarded to the partner who meets the approval criteria first.


Standard rebate structure

Standard Rebate Structure


Deal registration process

Deal Registration Process

  • Register your deal

  • You will be notified by email when your deal has been approved or rejected

  • If your deal is approved it will be moved to Opportunities so you can update and work as needed

  • After winning the deal you will need to update the details and attach a PO within 30 days after closing the deal

    • If influencing, you will also need to attach additional proof of sales documents

  • Payment will be sent 30 days after the end of the month in which the relevant transaction closed and proof of closure is submitted


Appendix

Appendix


Rules of engagement 1

Rules of Engagement -1

  • Request for Proposal (RFP) and other bid requests are excluded and ineligible for deal registration until the bid is awarded.

  • “New business” includes a new license, first-year subscription and first-year maintenance.

  • A “new customer” is any customer that has not purchased products and/or services in excess of U.S. $250 in any given quarter within the previous 36 months.

  • The Deal Registration program provides rebates for new business in existing accounts and new customers.

  • Multi-year deals that invoice the full amount are credited as “new” and eligible for rebate on the full license amount.


Rules of engagement 2

Rules of Engagement - 2

  • We will use commercially reasonable efforts to approve or reject an Eligible Opportunity within 72 hours of registration. Approval or rejection of an Eligible Opportunity will be made at the sole discretion of Novell, NetIQ and SUSE and will be non-negotiable and final.

  • The rebate payment Service Level Agreement (SLA) is 30 days after the close of the month the deal closed, and requires documentation like a PO as proof. You must be registered as a supplier to get paid. Forms available in the PartnerNet® Portal


Partner enters deal

Partner Enters Deal


Approval desk review

Approval Desk Review


Duplicate deals

Duplicate Deals


Manager review

Manager Review


Approved rejected

Approved / Rejected


Sap pipeline view

SAP Pipeline View

On Approval, the Opportunity is transferred to the “Lead & Opportunity

Management” system

Deal is created as a Deal Reg Opportunity.

Opportunity type is Deal Reg Opportunity.

Expiration date is set to 90 days from registration date.

Update approved opportunities on a timely basis in the Leads & Opportunities system


Extension on opportunity expiration

Extension on Opportunity expiration

Allows Partner to request additional time to close Deal

After receiving the automated Expiration notification e-mail, the partner

or PE will need to:

Update the opportunity with a sales update note and if needed, move forward

the expected close date.

Send an email to [email protected] to request an extension.

The email request should provide information on why the extension is needed.


Partner closes deal

Partner Closes Deal

Partner moves the Opportunity to won/lost and selects the reason.

For “Won” deals

Update the Products Block for products, quantity and amount per the P.O.

Enter the Customer P.O. reference in the appropriate field on the header.

Attach a copy of the P.O. (customer P.O., your P.O. to Distribution or

customer’s electronic license distribution email).

4. If influencing, also attach additional Proof of Sale documents.


Payment processing

Payment Processing

Approval Desk reviews the provided documents and validate the opportunity

For further process.

If the “booked” deal no longer meets the program requirements, the deal is

disqualified

If the “booked” deal continues to meet all program requirements then payment

would be made no later than 30 days after the close of the month.


Payment status

Payment Status

The payment status fields can only be updated by the Deal Registration Approval Desk

Payment Status is found under the Opportunity Details section


Payment status definitions

Payment Status Definitions

POS Pending – The partner has closed the opportunity as won but no POS or PO# have been provided. Partners have 30 days from closure to provide the necessary documentation.

POS Validated - We acknowledge the attachment of PO or ELD form to be correct and the deal will move further in the payment process.

Payment Forfeited -The partner failed to attach a valid PO or ELD form within 30 days of closure.

Deal Disqualified – The deal was found not to meet all program requirements. (closed within 15 days of registering, products not eligible, renewal, etc..). If you are unsure what the reason for disqualification is contact the Approval Desk.

Payment in Process –Rebate was earned and we are processing the payment (requested Check or EFT).

Payment Made – Check or EFT has been issued for this transaction.

Expired Incentive -The partner did not request an extension before the 90 day expiration date came due and it has been converted to a dealregtosalesopty.


Partner reports in partner net portal

Partner Reports in Partner-Net Portal

Partner Payment Summary Report

  • The Partner Payment Summary report provides a summary of the rebates your company currently has in process, as well as a list rebates that have previously been paid, rebates that were forfeited, and rebates that were disqualified.

  • If the report is blank, your company has not been eligible for a rebate.

  • This report includes Deal Registration information.


Deal registration review

Deal Registration Review


Partnernet program overview

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