InterSystems Partner Programs Guide - pdf...certification exams that allow you to prove your mastery...

InterSystems Partner Programs Guide Partner Programs Designed to Accelerate Your Business Growth

TO SUPPORT OUR INTERSYSTEMS PARTNER PROGRAM, WE HAVE CREATED THE INTERSYSTEMS PARTNER HUB, AN ONLINE RESOURCE WHERE YOU CAN REGISTER, FIND KEY RESOURCES, AND ENGAGE WITH US ON A REGULAR BASIS.

Implementation Partners 4

Implementation Partner Program Benefits 4

Implementation Partner Program Requirements 5

Implementation Partner Program FAQ 6

Solution Partners 11

Solution Partner Program Benefits 11

Solution Partner Program Requirements 12

Solution Partner Program FAQ 12

Technology Alliance Partners 15

Technology Alliance Partner Benefits 15

Technology Alliance Partner Requirements 16

Technology Alliance Partner Program FAQ 17

https://partnerhub.intersystems.com

3

InterSystems.com

Overview

The new InterSystems Partner Programs are designed to create and support a close working relationship between InterSystems and our partners to benefit our customers.

Our programs are built over three simple stages that will help you and your company understand InterSystems culture, enable you to learn our products’ value propositions and differentiators, and provide you with tools for onboarding and supporting your team during sales activities.

• Recruit: Based on the answers you provide on your registration form,your Partner Hub is set up with the most relevant content and resources for your organization.

• Enable: Our playbooks guide your team to understand how ourproducts should be offered as part of a joint solution that satisfies your customers’ business needs.

• Manage: We continuously promote your products and services to ourcustomers and other partners, generating new opportunities across our ecosystem.

We are here to provide sales and product support to your team and guarantee the best solution for your customers. We make it easy to learn, market, and sell with us.

4

Implementation PartnersImplementation Partners are consulting and professional services organizations that combine InterSystems products with integration and implementation services, other software, and hardware to deliver a complete solution to customers. The Partner Program is an exciting way to join with InterSystems to co-market our flagship product, InterSystems IRIS™ Data Platform, and explore options for introducing customers to other InterSystems product lines.

Implementation Partner Program BenefitsThe Implementation Partner Program includes these key benefits:

• Not-for-resale (NFR) development software: Partners may receivedevelopment licenses that can be used for developing InterSystems skills, giving demonstrations, and conducting pre-project investigation and planning activities.

• Training: Partners have access to the full range of online trainingcourses and can also attend special partner-only events.

• Joint sales: Partners can engage in joint sales calls and other jointselling activities with InterSystems as appropriate.

• Sales materials: Partners have access to internal assets such aspresentations, brochures, and other marketing collateral.

• Conference participation: Partners can take advantage of partnermarketing opportunities at InterSystems customer events, such as the Partner Pavilion at our annual Global Summit event.

The program currently offers two partnership levels: Registered and Select. Although becoming a Select Partner requires additional commitments, doing so unlocks benefits beyond those enjoyed by Registered Partners.

The following table lists our currently available benefits. Other benefits may be made available during specific campaigns or as we continue to expand our Partner Hub.

Program Benefits Registered Partner

Select Partner

Access to InterSystems marketing collateral 4 4

Access to InterSystems Online Learning 4 4

Opportunity registration 4 4

Eligibility for support on approved engagements 4 4

Access to evaluation licenses 4 4

Opportunity to attend InterSystems Global Summit 4 4

Access to InterSystems Partner badge 4

Eligibility for leads and opportunity referrals 4

Potential to be a subcontractor for InterSystems projects 4

Participation in joint-marketing efforts 4

Use of InterSystems Partner status in press releases and social media* 4

*Requires approval from our marketing team.

5

InterSystems.com


Implementation Partner Program RequirementsWe make it easy to start. After you follow the steps below, you will receive a welcome email. There are no enrollment fees or revenue commitments — just sign up and enjoy!

Program Requirements Registered Partner

Select Partner

Have a valid website 4 4

Complete the online registration form 4 4

Accept the Partner Hub Terms of Service 4 4

Accept the InterSystems Certification Agreement 4 4

Retain technically certified staff ≥ 1 ≥ 4

Execute the Implementation Partner Agreement 4

Register opportunities ≥ 2

Complete the onboarding process for sales personnel ≥ 2

Obtain executive sponsorship of the partnership 4

Complete a partner business plan 4

Meet direct or influenced annual revenue goals ≥ $100,000

The Registered Partner requirements are simple and achievable for organizations of any size.

Go online: signup.intersystems.com

Complete our Partner Registration Form

Agree to the Terms of Service in the Partner Hub

As indicated above, those who wish to join our Select Partner Program must complete the following steps, in addition to those required of Registered Partners:

• Obtain executive sponsorship by your senior management.Successful, lasting partnerships are built upon executive involvement in and sponsorship of the relationship.

• Conduct sales staff training. Your sales teams must becomeknowledgeable on our products and learn how to sell into various markets.

• Achieve technical certification. Your technical teams must becomeknowledgeable on our platform and take advantage of our technical resources.

• Create a business plan. We will work with you to create andcomplete a go-to-market plan to help you achieve your sales goals.

• Register opportunities. We expect that Select Partners will registera minimum of two qualified opportunities each year.

• Fulfill revenue commitments. We ask Select Partners to meetminimum direct or influenced revenue targets.

You can contact us with questions anytime at [email protected].

mailto:[email protected].

6

Implementation Partner Program FAQ

Becoming an InterSystems Implementation Partner

What levels of partnership do you offer?

We offer two partnership levels: Registered and Select. Although becoming a Select Partner requires additional commitments, doing so unlocks benefits beyond those enjoyed by Registered Partners.

Is the Implementation Partner Program free to join?

Yes, joining the Implementation Partner Program is completely free of charge for all organizations at both partnership levels. Once you have completed the sign-up process and met partnership obligations, you are an InterSystems Partner!

Is training free?

Yes, our extensive online learning services are free to all partners. Simply sign into the Learning Services website with your Partner Hub username and password to access training content. Partners who have executed the Implementation Partner Agreement are eligible to receive discounted or free rates on classroom training.

Does your program require recertification or renewal for partners?

Registered Partners do not require recertification or renewal, but we ask that Select Partners meet their obligations on an annual basis.

Partner Levels

What are the requirements to join as a Registered Partner?

Becoming a Registered Partner has three simple requirements:

1. You must have a valid website.

2. Submit the registration form at https://signup.intersystems.com.

3. You must agree to the Terms of Service in the Partner Hub.

Do Registered Partners have revenue requirements?

No, we do not place revenue requirements on Registered Partners.

What can I access as a Registered Partner?

As a Registered Partner, you have access to learning materials, marketing collateral, sales playbooks, and the opportunity registration feature through the Partner Hub.

How can I join as a Select Partner?

Please see the Program Requirements table for the requirements that Select Partners must fulfill in addition to the steps for becoming a Registered Partner.

https://signup.intersystems.com

7

InterSystems.com

What are the advantages of becoming a Select Partner?

Partners who have completed the organizational requirements for Select Partner certification are eligible for additional benefits, including:

• Ongoing lead distribution from InterSystems;

• Consideration as a subcontractor for InterSystems led opportunities;

• Access to Market Development Funds; and

• Participation in joint marketing efforts with InterSystems.

Certification

Does InterSystems offer a certification program?

Yes, InterSystems Learning Services offers industry-standard certification exams that allow you to prove your mastery of our technology. Our exams are offered via secure online proctoring and self-service appointments, so candidates can take them wherever and whenever they prefer. Organizations can certify by retaining employees who have proved their skills via examination. Organizational certification can also be a requirement for various partner programs that offer valuable benefits for your business.

You can learn more about our Certification Program here.

Does the InterSystems Partner Program require technical certification?

Yes, we expect both Registered and Select Partners to retain qualified individuals who have achieved technical certification. Registered Partners are expected to have at least one individual who has proved their mastery of InterSystems technology. Select Partners are required to have at least four.

Are there terms to the Certification Program?

Yes, all organizations that have personnel who want to achieve certification must agree to the Terms and Conditions of the InterSystems Certification Program. Program Terms and Conditions are available here.

Sales Processes

Does the InterSystems Partner Program provide approval or denial of opportunities registered within a certain amount of time?

We make a commitment to notify you of opportunity approval or denial within three business days of registering the opportunity in the Partner Hub.

Does the Partner Program offer an option to compensate partners for maintenance revenue?

Yes, our standard Implementation Agreement offers discounts to partners who act as the prime contractor on opportunities and provide support services. This helps you build a recurring revenue stream.

https://www.intersystems.com/support-learning/learning-services/certification/

https://www.intersystems.com/support-learning/learning-services/certification/

8

Is it possible to attach services beyond typical maintenance and/or break-fix?

Absolutely. We encourage our partners to add as much value as they can to projects. As a software vendor, we also encourage partners to develop repeatable software-based business models. Many InterSystems partners have multi-faceted relationships and serve as both service and software partners.

Can partners sell attached services for your products, and at any multiple of the software?

Yes, there are no limitations on attached services or software multiples. In most complex development projects involving our software, the average multiple of service revenue to software revenue is quite high. The services component of most opportunities is usually at least five or six times the software value.

Does the Partner Program provide field sales support?

Yes, we have a team of account executives to help you in your field sales efforts.

Lead Generation and Business Growth

Does the Partner Program offer free demonstration units or evaluation licenses?

Yes, both Registered and Select Partners have access to not-for-resale (NFR) evaluation licenses. We also have a wide variety of demonstration kits available to help you sell and demonstrate the software. Demos are also available via our Open Exchange platform for specific use cases. Detailed instructions are provided during the Partner Program onboarding process.

Do you generate leads and initiate sales opportunities for partners?

Only Select Partners receive leads generated by InterSystems direct marketing efforts.

Do you provide tools on the Partner Hub for all partners to drive their own demand?

Absolutely. All Partner Program participants have access to key pieces of InterSystems marketing collateral. The available collateral is organized into playbooks based on go-to-market themes to help you understand how various pieces of collateral can be used together.

Do partners need to meet specific lead management criteria and/or training to continue receiving leads?

As with all good partnerships, benefits must flow both ways. Select Partners must manage their leads well and generate new leads on their own in order to continue receiving leads from InterSystems.

InterSystems.com

9

Does the InterSystems Partner Program provide inside sales support?

Yes, our team of market development representatives is available to support and aid your inside sales efforts.

Marketing Services and Opportunities

What kind of joint marketing activities and support does InterSystems offer?

We are always interested in finding opportunities to publicize our partners. Select Partners are encouraged to meet with our marketing team and explore opportunities for joint marketing efforts, such as press releases, trade show exhibits, and consultation on your go-to-market strategies. If you have an idea for a press release or other media relations initiative, please contact [email protected].

Developer Resources and Not-for-resale (NFR) Evaluation Licenses

InterSystems offers a number of ways to get hands-on with our software to explore and evaluate the potential of the platform.

You can access InterSystems IRIS through any of the following links:

Try InterSystems IRIS for Free

This option offers a fast path to get into InterSystems IRIS. Just fill out the form and accept the Terms and Conditions, and you are ready to start coding.

Developing with InterSystems IRIS

Our Developing with InterSystems IRIS page offers a number of resources for learning how InterSystems IRIS supports big data analytics, Java, .Net, FHIR, and much more.

If you prefer to run InterSystems IRIS with your account on a public cloud marketplace, the Community Edition of InterSystems IRIS is available on Amazon Web Services, Microsoft Azure, Google Cloud Platform, and Docker Hub through the following link.

In addition to those options, we offer plenty of free learning opportunities, from QuickStarts to introductory courses.

mailto:[email protected]

https://www.intersystems.com/try-intersystems-iris-for-free/

https://www.intersystems.com/developing-with-intersystems-iris/


10

Welcome to the InterSystems IRIS QuickStarts

Introduction to InterSystems Products and Technologies

Do you offer support for your free developer software?

Yes, we provide support for users of our free editions who have registered with InterSystems.

What if I want an evaluation license for InterSystems IRIS and IRIS for Health with full functionality?

Partners who have executed the Implementation Partner Agreement can download an InterSystems IRIS kit and license for evaluation purposes in less than one minute. Simply click the Evaluation Service button on the Partner Hub dashboard or visit evaluation.intersystems.com. If your organization would like an evaluation license but has not signed the Implementation Partner Agreement, please contact the Partner Program Operations Specialist.


https://learning.intersystems.com/course/view.php?id=1055&ssoPass=1


http://evaluation.intersystems.com

11

InterSystems.com

Solution PartnersThe InterSystems Solution Partner Program is for independent software vendors that sell applications or solutions built on our advanced technologies. When you work with InterSystems, you are working with a creative technology partner dedicated to providing more than just superior software and technical support. We are keenly aware that our success depends upon the success of our customers, so we strive to be a true business partner to every person who uses our technology.

Solution Partner Program Benefits

The Solution Partner Program includes these key benefits:

• Sales consultation: We provide opportunities for collaboration withour sales and marketing experts to help you craft your unique message and improve your bottom line.

• Networking opportunities: With access to InterSystems executivesand developers, you can influence future development initiatives.

• Education and training: Partners have access to our full range ofscheduled training courses, classroom-based instruction, and self-paced tutorials, as well as our Certification Program.


The following table lists our currently available benefits. Other benefits may be made available during specific campaigns or as we continue to expand our Partner Hub.

Program Benefits Solution Partner

Access to InterSystems marketing collateral 4

Access to InterSystems Online Learning 4

Eligibility for support on sales engagements 4

Access to evaluation licenses 4

Opportunity to attend InterSystems Global Summit 4


Participation in joint-marketing efforts 4


Listing in our Solution Partner Catalog 4


12

Program Requirements Solution Partner

Have a valid website 4

Complete the online registration form 4

Agree to the Partner Hub Terms of Service 4

Execute the Solution Partner Agreement 4

Complete the InterSystems Solution Overview Form 4

Solution Partner Program Requirements

We make it easy to start. After you follow the steps below, you will receive a welcome email. There are no enrollment fees or revenue commitments — just sign up and enjoy!

The Solution Partner Program is fully available to any InterSystems Solution Partner (former Application and Solution Partners) with an executed agreement with InterSystems.

You can contact us with questions anytime at [email protected].

Solution Partner Program FAQ

Becoming an InterSystems Solution Partner

Is the Solution Partner Program free to join?

Yes, joining the Solution Partner Program is completely free of charge for all organizations. As a contracted Solutions Partner, you need only to complete the sign-up process and meet partnership obligations to receive the added benefits.

Is training free?

Yes, our extensive learning services courses are free to all partners. Simply sign into the Learning Services website with your Partner Hub username and password to access training content.





InterSystems.com

13



Solution Partners are encouraged to meet with our marketing team and explore opportunities for joint marketing efforts, such as press releases, trade show exhibits, and consultation on your go-to-market strategies. If you have an idea for a press release or other media relations initiative, please contact [email protected].

Partner Catalog

What is the Solution Partner Catalog?

The Solution Partner Catalog is an excellent opportunity to showcase what your organization has built on InterSystems technology. We will be introducing a new catalog in 2019 with the goal of helping our Solution Partners establish valuable business relationships with the rest of our partner ecosystem. We strongly encourage you to add your listing.

How do I add a listing to the Solution Partner Catalog?

The Solution Partner Catalog will be available through the Partner Hub.

Developer Resources and Not-for-resale (NFR) Evaluation Licenses

InterSystems offers a number of ways to access our software to explore and evaluate the platform’s potential. You can access InterSystems IRIS through any of the following links.





14


Our Developing with InterSystems IRIS page offers a number of resources for learning how InterSystems IRIS supports big data analytics, Java, .Net, FHIR, and much more.







What if I need an evaluation copy of the software with full functionality?

Partners who have executed the Solution Partner Agreement can download an InterSystems IRIS kit and license for evaluation purposes in less than one minute. Simply click the Evaluation Service button on the Partner Hub Dashboard or visit evaluation.intersystems.com.

If your organization would like an evaluation license but has not signed the Solution Partner Agreement, please contact the Partner Program Operations Specialist.






15

InterSystems.com

Technology Alliance PartnersTechnology Alliance Partners are organizations that provide complementary technologies to InterSystems products in the areas of cloud deployment, virtualization, compute, storage, backup, and more. The Technology Alliance Partner Program is designed to help our customers understand and learn from our engineering experiences in system architecture and configuration. The program is focused on helping shared customers reduce deployment time, improve performance, and maximize IT investments.

Technology Alliance Partner BenefitsThe Technology Alliance Partner Program offers a number of key benefits to partners. It provides guidance to your customers and prospects, and validation that your solution is tested for use with InterSystems technologies.

• Tested and recommended configurations: We developrecommended configurations with our Technology Alliance Partners to ensure that their hardware and applications provide the best performance and resiliency for our customers. We also provide our Technology Alliance Partners with reference architectures to streamline the implementation of our solution recommendations for joint customers.

• Education and training: Partners have access to our full range ofscheduled training courses, classroom-based instruction, and self-paced tutorials, as well as our Certification Program.


• NFR development software: Partners have access to NFR licenses todevelop integrations, test and validate compatibility and performance, demonstrate the software, and provide joint support.

• Joint marketing: Partners can engage in joint marketing efforts andother joint selling activities with InterSystems as appropriate.

• Networking opportunities: With access to InterSystems executivesand developers, you can influence future development initiatives.

16

The following table outlines currently available benefits for Technology Alliance Partners. Other benefits may be made available during specific campaigns or as we continue to expand our Partner Hub.

Program Requirements Technology Alliance Partner

Complete the online registration form 4

Agree to the Partner Portal Terms and Conditions 4

Complete a joint testing, validation, and benchmarking plan 4

Retain technically certified staff ≥ 2

Establish a test environment (via an existing lab or hardware/software supplied to InterSystems) 4

Technology Alliance Partner RequirementsThe Technology Alliance Partner Program is available by invitation only. If you are interested in becoming a Technology Alliance Partner and have not previously received an invitation from us, please take the following steps.

Program Benefits Technology Alliance Partner


Eligibility for support on InterSystems approved engagements 4

Access to InterSystems technology architects and performance engineers for infrastructure product configuration and performance testing 4

Eligible to participate in the InterSystems Global Summit 4




Participation in joint-marketing activities 4

Listing in Partner Catalog 4





Please indicate that you are interested in our Technology Alliance Program and provide the names of joint customers who may aid in the review of your application.

17

InterSystems.com

Technology Alliance Partner Program FAQ



We are always interested in finding opportunities to publicize our partners. Partners are encouraged to meet with our marketing team and explore opportunities for joint marketing efforts, such as press releases, trade show exhibits, and consultation on your go-to-market strategies. If you have an idea for a press release or other media relations initiative, please contact [email protected].

Becoming a Technology Alliance Partner

Who administers the Technology Alliance Program?

The Technology Alliance Program is administered by the InterSystems Technology and Performance Architecture Group. The group can be contacted at [email protected].

Who determines what organizations are considered for invitation?

Our Technology and Performance Architecture Group considers program applicants and invitees based on direct customer inquiries and industry trends.

What is the process for testing or validating other technologies?

The process through which we test, validate, and/or benchmark hardware and software varies based on the nature of goals of the jointly created Test and Validation Plan.

As a rule, we can support efforts to test hardware or software solutions on equipment that is in your lab or loaned to our data center, or by grant of hardware (seed units or “white box” test systems).

Is it free to have InterSystems test our hardware or software?

There are considerable costs that go into the testing and validation of hardware and software solutions. Any vendor that wishes to participate in the Technology Alliance Program should expect to be responsible for the costs of vendor-related hardware, software, and labor.

Do you publish the results of testing or benchmarking?

We do not publish the results of testing outside of the process for generating joint marketing collateral with the Technology Alliance Partner. One obvious benefit for both InterSystems and our Technology Alliance Partners is the ability to promote performance and benchmarking results. We will only publish the results in marketing collateral with joint approval from both parties.

Program Benefits Technology Alliance Partner


Eligibility for support on InterSystems approved engagements 4

Access to InterSystems technology architects and performance engineers for infrastructure product configuration and performance testing 4

Eligible to participate in the InterSystems Global Summit 4




Participation in joint-marketing activities 4

Listing in Partner Catalog 4

mailto:partnerhub%40intersystems.com?subject=


Developer Resources and Not-for-resale (NFR) Evaluation LicensesInterSystems offers a number of ways to access our software to explore and evaluate the platform’s potential. You can access InterSystems IRIS through any of the following links.




Our Developing with InterSystems IRIS page offers several resources for learning how InterSystems IRIS supports big data analytics, Java, .Net, FHIR, and much more.







What if I want an evaluation license for InterSystems IRIS or IRIS for Health with full functionality.

Partners who have executed the Implementation Partner Agreement can download an InterSystems IRIS kit and license for evaluation purposes in less than one minute. Simply click the Evaluation Service button on the Partner Hub dashboard or visit evaluation.intersystems.com. If your organization would like an evaluation license but has not signed the Implementation Partner Agreement, please contact the Partner Program Operations Specialist.

18







What are acceptable uses of NFR software?

Technology Alliance Partners may use the NFR software solely for the purposes of demonstrating, developing, testing, internal training, and supporting interoperability and integration between partner products and InterSystems software and hosted services.

NFR licenses can be used in the following ways:

• Integrating partner products and InterSystems software or hostedservices;

• Testing the interoperability between partner products andInterSystems software or hosted services;

• Demonstrating partner products integrated with InterSystemssoftware, hosted services, or interoperability capabilities;

• Training partner employees on the interoperability between partnerproducts and InterSystems software or hosted services; and

• Providing support to shared customers with questions aboutchallenges involving partner product interoperability with InterSystems software or hosted services.

Do you provide application benchmarking services?

InterSystems does not conduct benchmarking for third-party applications that we do not develop or support. We do, however, perform certain benchmarking for our InterSystems HealthShare® and TrakCare® applications.

Do you provide paid consulting services for data center design?

InterSystems does not perform paid consulting services. We do provide guidance on the specific needs of a proposed design, but our services are limited.

Do you have a hardware compatibility list?

Yes, a compatibility list is maintained for hardware options that are currently compatible with our HealthShare and TrakCare products.

19

InterSystems.com

InterSystems Partner Programs Guide - pdf...certification exams that allow you to prove your mastery...

Documents

Transcript of InterSystems Partner Programs Guide - pdf...certification exams that allow you to prove your mastery...