Q2’FY2019 “Be There First” APAC Partner Incentive Program...–Increase the Deal Registration...
Transcript of Q2’FY2019 “Be There First” APAC Partner Incentive Program...–Increase the Deal Registration...
Q2’FY2019 “Be There First” APAC Partner Incentive ProgramPrepared by: Aruba APAC Channel TeamValid from: 1st February to 30th April 2019
For Malaysia, Singapore, Taiwan and Thailand(Approved for External Communications)
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802.11ax Access Points
– India, Korea, Malaysia, Singapore and Taiwan added to the program
ClearPass with OnGuard
– Revised incentive amount for ClearPass with JZ472AAE OnGuard 100 license to US$300
– Added JZ473AAE OnGuard 500 license and offer US$1,000 incentive when sold with ClearPass
SD-Branch
– Lower the Minimum Solution Size for Hong Kong, Korea, New Zealand and SEAT to US$15,000 to qualify
IntroSpect
– Increase the Deal Registration incentive to US$250 upon SFDC Stage 2 and above validation and approval
– Lower the Customer POC completion incentive to US$350 upon SFDC Stage 4A and above validation and approval
– Total incentive remains at US$600 per Customer POC for approved partner*
Q2’FY19 “Be There First” Partner Incentive ProgramKey Revisions
Reward “Sell Through”
Reward “Spot Opportunities”
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Q2’FY19 “Be There First” Partner Incentive Program Framework
Reward SELL-THROUGH
Focus Point Products8320/8325 Core Switch2930M 802.3bt Switch
802.11ax Access PointsClearPass Policy Manager / OnGuard
Reward SPOT OPPORTUNITIES
Aruba Solutions: SD-BranchMeridian
IntroSpect
Point Product Focus Solutions Focus
T&Cs:• Based on Channel Data Collection Platform (CDCP) reporting• Reward for sell-through of stipulated SKUs
T&Cs:• Based on deals registered via HPE Aruba Deal Registration tool• Reward for validated sales pipeline and validated POC for
stipulated Solution sub-groups
Objectives
– To Reward Partners for the Sell-Through of Aruba Focus Products.
– To Reward Partners to Spot An Opportunity and Register Aruba Solution Deals.
– Program Duration: 1st February to 30th April 2019 (Q2’FY19 | 3 Months).
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Reward SELL-THROUGHAPAC Participating Countries: Malaysia, Singapore, Taiwan and Thailand
SELL-THROUGH OF Description: Eligible SKUs Partner IncentivePayment
Cycle
A) Core / Aggregation
Switches
Aruba 8320: JL479A, JL579A, JL581A
Aruba 8325: JL624A, JL625A, JL626A,
JL627A
US$500 per unit, cap of 4 units per customer win Quarterly
B) Campus SwitchesAruba 2930M 802.3bt Switch: R0M67A,
R0M68AUS$250 per unit, cap of 4 units per customer win Quarterly
C) Access PointsAP515/514 802.11ax access points:
Q9H61A, Q9H62A, Q9H56A, Q9H57AUS$1,000 per customer win of 40 or more units Quarterly
D) ClearPass
ClearPass Policy Manager: JZ510A,
JZ509A, JZ508A, JZ399AAE (VM)
OnGuard: JZ473AAE (Perpetual, 500
licenses), JZ472AAE (Perpetual, 100
licenses)
US$1,000 per customer win of CPPM with
OnGuard Perpetual 500
OR
US$300 per customer win of CPPM with OnGuard
Perpetual 100
Quarterly
Notes:• Based on CDCP reporting• Reward for sell-through of stipulated SKUs
• All monetary incentive in the form of preferred shopping or dining voucher.• All incentive paid to Reseller Company or specified Opportunity Owner.• Refer to Terms and Conditions
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Aruba Solutions: “SD Branch” “Meridian” “IntroSpect”
Deal Registration: Choose “SD Branch” sub-group Choose “Meridian” sub-group
(excludes China)
Choose “IntroSpect” sub-group
Min. Solution Size to Qualify: US$15,000 US$10,000 US$150,000
Information Required: • Opportunity Owner
• Product Sub-Group
• Customer Name
• Opportunity Deal Size
• Opportunity Owner
• Product Sub-Group
• Customer Name
• Opportunity Deal Size
• Opportunity Owner
• Product Sub-Group
• Customer Name
• Opportunity Deal Size
Incentive upon verification/
approval by Sales TM
(SFDC Stage 2 and above):
• US$50 per customer deal registered
capped at 3 customers ($150)
• Given to one Approved partner*
• US$50 per customer deal registered
capped at 3 customers ($150)
• Given to one Approved partner*
• US$250 per customer deal
registered
Incentive upon successful
completion of customer POC
verified/approved by Sales TM
(SFDC Stage 4A and above):
• First Customer POC – US$300 for
the Approved partner*
• Second Customer POC – US$500
for the Approved partner*
• Third Customer POC – US$1,000
for the Approved partner*
• First Customer POC – US$300 for
the Approved partner*
• Second Customer POC – US$500
for the Approved partner*
• Third Customer POC – US$1,000
for the Approved partner*
• US$350 per Customer POC for the
approved partner*
Max. incentive cap per partner: US$1,950 US$1,950
Payment Cycle: Quarterly Quarterly Quarterly
Reward SPOT OPPORTUNITIESAPJC Participating Countries: Malaysia, Singapore, Taiwan and Thailand
Notes:• Based on deals registered via HPE Aruba Deal Registration tool• Total opportunity size is subjected to country’s Deal Registration minimum
threshold• Reward for validated sales pipeline and validated POC for stipulated Solution
sub-groups• Meridian promotion is excluded from China
• All monetary incentive in the form of preferred shopping or dining voucher.• All incentive paid to Reseller company or specified Opportunity Owner.• POC must be for different customers.• Given to one Approved partner (countries without LOS) or one Approved Preferred
partner (countries with LOS)• Refer to Terms and Conditions
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Adding Solutions in Deal Registration “Sub-Group”
Option 1: If you
chose to submit via
<Networking
Opportunities>,
select “SD-Branch”
here and click on
“right” arrow
Option 2: If you chose
to submit via
<Opportunities>, click
on drop-down arrow,
select “SD-Branch”
Note:• Select “Meridian” or “IntroSpect” accordingly• Refer to slide #9 to #19 for step-by-step guide
to deal registration
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Quick References
Solutions Key Resources Resource Links
8320 Core Switch Aruba 8320 technology website:
Aruba 8320 datasheet:
https://www.arubanetworks.com/products/networking/switches/8320-series/
https://www.arubanetworks.com/assets/ds/DS_8320Series.pdf
2930M 802.3bt
switch
Aruba 2930M technology website:
Aruba 2930M datasheet:
https://www.arubanetworks.com/en-gb/products/networking/switches/2930m-series/
https://www.arubanetworks.com/assets/ds/DS_2930MSwitchSeries.pdf
Aruba 802.11ax
Access Points
Aruba 802.11ax technology website:
802.11ax white paper:
802.11ax technology webinar:
https://www.arubanetworks.com/products/networking/802-11ax/
https://www.arubanetworks.com/assets/wp/WP_802.11AX.pdf
https://www.brighttalk.com/webcast/13679/329771?utm_source=ResourcePage&utm_medium=
brighttalk&utm_campaign=329771
ClearPass ClearPass for Secure Network Access
Control:
ClearPass Policy Manager:
ClearPass OnGuard datasheet:
https://www.arubanetworks.com/products/security/network-access-control/
https://www.arubanetworks.com/products/security/network-access-control/secure-access/
https://www.arubanetworks.com/assets/ds/DS_ClearPass_PolicyManager.pdf
https://www.arubanetworks.com/assets/ds/DS_ClearPass_OnGuard.pdf
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Quick References
Solutions Key Resources Resource Links
Aruba SD-Branch Solution Aruba SD-Branch technology
website:
Aruba SD-Branch white paper:
Aruba SD-Branch Fundamentals
Guide:
https://www.arubanetworks.com/solutions/sd-branch/
https://www.arubanetworks.com/assets/wp/WP_SDBranchOverview.pdf
https://community.arubanetworks.com/t5/Validated-Reference-Design/SD-
Branch-Fundamentals-Guide/ta-p/482038
Aruba Meridian Solution Meridian mobile apps technology
website:
Meridian datasheet:
https://www.arubanetworks.com/products/location-services/app-platform/
https://www.arubanetworks.com/assets/ds/DS_MeridianPlatform.pdf
IntroSpect / User & Entity
Bahavior Analytics Solution
Aruba IntroSpect / UEBA technology
website:
Aruba IntroSpect/UEBA Solution
Brief:
Aruba IntroSpect/UEBA Use Case:
https://www.arubanetworks.com/products/security/ueba/
https://www.arubanetworks.com/assets/so/SB_IntroSpect.pdf
https://www.arubanetworks.com/assets/so/SO_UEBA_UseCase_InsiderThreatI
dentification.pdf
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– Only registered HPE Aruba Resellers who have a valid HPE contract is allowed to participate in this program
– Program period is from 1st February to 30th April 2019
– Incentive is only for validated sales of Aruba Products and Solutions sold and shipped in APAC participating countries within the program period. No reward will be made for the sales shipped and sold-out after 30th April 2019.
– Partners are rewarded based on Q2’FY19 final shipment and sell-out CDCP reporting
– Payout will be made by 4 to 6 weeks after validation.
– Exclusion: Not for Resale (NFR) and deals with MC codes M04, M15R, M72B, M72G, M79, M79B/R are excluded from this program.
– This program is offered by Hewlett Packard Enterprise ("we," "us," or "our") to partners with an active HPE Partner Agreement ("you" or "your") that meet the eligibility criteria. This program is governed by your HPE Partner Agreement, which includes these terms. Sales incentives. You may earn the sales incentives described in our program announcement for orders of the promoted products during the term. The sales incentives are limited to the dollar amount and quantities stated in the program announcement. You should contact us in advance to confirm whether quantities are still available in your location. We will calculate your earned incentives. If you feel there is an error in our calculation, you must notify us within five days with supporting documents. We may provide the incentives through affiliates or marketing agencies. Vouchers cannot be converted to cash. Any payments by us include all taxes and will bereduced by any withholding taxes. Record keeping. You must keep Records under your HPE Partner Agreement's Compliance, Record-Keeping and Audit provisions. We may require you to provide documents supporting your eligibility before we provide incentives. Cancelation. We may change or cancel this program on notice. We may disqualify you from participation if: you no longer meet the eligibility criteria; your HPE Partner Agreement terminates; or, you breach your HPE Partner Agreement.
– HPE Aruba reserves the right to amend the terms and conditions of the program without prior notification
– In cases of dispute, HPE Aruba Regional / Country management decision is final
Q2’FY19 “Be There First” Partner Incentive ProgramTerms and Conditions
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Step-By-Step Guide to Deal Registration
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Step 1: Portal Login
Option 1: Login
via the Partner
Ready For
Networking site
Option 2: Login
via the Partner
Ready Portal
Create a
Networking
Only Deal Reg
Create an
Opportunity that
consist a mix of
HPE products,
including
Networking and
apply respective
Deal Reg
Programs
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Accessing Deal Registration on the Aruba Partner Ready for Networking (PRfN) Site
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Accessing Deal Registration on the Hewlett Packard Enterprise Partner Ready Portal
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Step 2: Create New Deal Registration
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2a. Opportunity details -Enter all mandatory fields that are marked by asterisk (*)
If you are not the
sales Contact for this
opportunity
If you are the Sales
Contact for this
opportunity
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2b. Selecting Customers
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2c. Adding Products and Solutions
Option 1: If you
chose to submit via
<Networking
Opportunities>,
select “SD-Branch”
here and click on
“right” arrow
Option 2: If you chose
to submit via
<Opportunities>, click
on drop-down arrow,
select “SD-Branch”
Note: Select “Meridian” or “IntroSpect” accordingly
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2d. Select Distributor and Submit
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3. Received Email on successful submission of the deal
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4. When the Deal is submitted for approval successfully, the details of the Deal will be displayed
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5. (INTERNAL SALES TEAM)Aruba Sales TM will update sales stage in SFDC accordingly
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THANK YOU!
Reminder: Please do not hesitate to reach out to your Aruba Channel Account Manager to find out how you can maximize your Q2FY19 incentive.