Below is summarised all core parts of Smoothwall’s Partner Programme. Partners will be issued their individual Partner Prospectus in January each year. The Partner Prospectus provides a full breakdown on all elements of the Partner Programme based on Partner Tier.
Smoothwall operates a three tiered partner model.
Smoothwall offers margin on software, hardware and support. Professional services (such as installation & training) carry no margin however, there are opportunities for partners to become certified and deliver such services themselves to secure some or all professional services revenue.
Margins are set annually (Jan-Dec) but can alter based on achievement (up or down) which will be reviewed quarterly. Margin levels are determined by; (a) partner level (b) revenue commitments and (c) staff commitments (number of accredited sales and technical staff).
Rebate is based on both a Partner’s Tier and Revenue achievement over the course of a year (Jan-Dec). Further detail on what rebate is available can be found in the Partner Prospectus.
Deal Reciprocation is when opportunities which have been generated directly – inbound enquiries to Smoothwall through the website, events, etc. – are distributed to channel partners to work on. The below terms relate to these opportunities;
Partners who wish to receive reciprocated deals must commit to turning quotes around within a 24 hour SLA.
If a partner pushes a competing service and Smoothwall lose the deal this may disqualify the partner from any future reciprocation going forward.
If a partner fails to turn around quotes from Smoothwall to the end user within the SLA the partner may be disqualified from any future reciprocation.
Where the terms of deal reciprocation is breached, Smoothwall reserves the right to cancel any outstanding quotes for reciprocated deals and offer those opportunities to a different partner.
The partner portal can be found here. Marketing support, partner documentation, contact information for the channel department, deal registration and more are all accessible through the partner portal. The portal is constantly evolving with an overarching goal of becoming an interactive resource for partner sales and marketing support.
The deal registration form can be found here. Smoothwall prides itself on offering a transparent and fair deal registration process. The first partner to register an opportunity benefits from:
It is important that the deal registration form is completed accurately as incomplete information may void deal registrations. For a deal registration to remain valid, regular updates are required and the opportunity needs to progress. In cases where the partner fails to progress the opportunity or are unable to provide suitable updates over 90 days then the deal registration is lost. Updates are the responsibility of the partner however, Smoothwall will support the partner to help prevent deal registrations being lost.
Smoothwall reserves the right to remove deal registration at its discretion. Potential reasons for this may include, but are not limited to;
*Where a customer requires multiple quotes or requests Smoothwall supports an Affiliate partner with pricing, lock out is made void.
Smoothwall is a fantastic technical product with key USP’s depending on vertical. Due to how technical a product Smoothwall is, sometimes it can be a little daunting positioning it in front of prospective customers. As such Smoothwall encourages a co-sale approach. Smoothwall, vertical specific, sales staff will work alongside partners to provide the required support on every opportunity. This can range from Smoothwall leading the engagement, a coaching/consultative approach, or simply providing pricing and otherwise leaving all engagement with the partner. On a deal by deal basis, Smoothwall sales will identify your preference as a first step following the deal registration.
Smoothwall offers sales accreditations. The Premier and Strategic Partner Tier’s require a minimum number of accredited sales staff, please refer to the Partner Prospectus for further details on available accreditations and requirements.
Smoothwall offers technical accreditations. The Premier and Strategic Partner Tier’s require a minimum number of accredited technical staff, please refer to your Partner Prospectus for further details on available accreditations, requirements and bonus incentives.
All Strategic and Premier Partners are eligible for co-branded emails/brochures and social media support. Requests are made through the partner portal. MDF is available separately where financial support is required for marketing activity.
Smoothwall offers MDF to partners in the UK which may be applied for on a quarterly basis*. Details for applying for MDF is provided directly to qualifying partners in the Partner Prospectus. Only contracted Premier and Strategic Partners can qualify for MDF incentives.
*MDF budget will be available at Smoothwall’s sole discretion
All Partners and Distributors whilst representing Smoothwall must clearly distinguish that the two businesses are separate.
All online and printed collateral must clearly identify the difference between the partner brand and the Smoothwall brand, allowing potential buyers to differentiate between the two companies and establish that it is a partner relationship.
Use of the Smoothwall logo and brand without permission is prohibited, all collateral using the Smoothwall brand must be signed off by a member of the Smoothwall marketing team prior to publication.
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