RSA SecurWorld Partner Program 2011 – Partners Boris Blago, Partner Account Manager April 2011.
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RSA SecurWorld Partner Program 2011 – Partners Boris Blago, Partner Account Manager April 2011
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Transcript of RSA SecurWorld Partner Program 2011 – Partners Boris Blago, Partner Account Manager April 2011.
RSA SecurWorld Partner Program 2011 – Partners
Boris Blago, Partner Account Manager April 2011
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New SecurWorld tier names
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SecurWorld Tier names change– Access becomes Affiliate
– Solution becomes Affiliate Elite tier
– Signature tier becomes Premier tier
Affiliate
Affiliate Elite
Premier
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SecurWorld EMEA Growth program•UK, Ireland, Germany, France
•Lower revenue requirements at access level
•Enhanced benefits at Affiliate level
SecurWorld EMEA Emerging program•All other EMEA countries
•Lower revenue and training requirements for all tiers
•Enhanced benefits at Affiliate level
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Improved
New
SW Program Country Segmentation
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EMEA Emerging Securworld 2011
Revenue $20,000 – $149,999 $150,000 - $1,499,999 $1,500,000
Sales Accreditations Min 2 SA in 1 RSA product line
Min 2 SA in 2 RSA product lines
Min 2 SA in 3 RSA product lines
SE Accreditations Min 1 SEin 2 RSA product lines
Min 1 SE in 3 RSA product lines
Premier Partner Affiliate Elite Partner Affiliate PartnerREQUIREMENTS
BENEFITS
Pre Sale Discount
Post Sale Rebate(Best case scenario) 10% 14%3%
10% 10%10%
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EMEA Growth & Emerging Securworld 2011
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Premier Partner Affiliate Elite Partner Affiliate Partner
Incremental Business
Deal Registration Up-front 10% discount off RSA List price for eligible products
RSA Rewards 1% 2% 4%
Public Sector Rewards 2% 2% 2%
Joint Marketing Co-op N/A 2% 3%
Performance GAF N/A1.5% at 100-129%2.0% at 130-149%2.5% at 150%+
3.0% at 100-129%3.5% at 130-149%4.0% at 150%+
Commitment KPOs N/A N/A 0.5%
RSA Professional Services ASN Rebate N/A
0.5% Foundation1.0%Implementation1.5% Optimization
1% Foundation2% Implementation3% Optimization
BENEFITS
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SecurWorld Program Details
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Revenue requirements for Tier Status
Program Tiers
• Based on H2 2010 Performance
• Reviewed at end of every compliance period; becomes effective 30 days hence
Measured at Net Adjusted Revenue to RSA
Partner needs to meet minimum revenue requirements, Sales and SE accreditation requirements to maintain status for the following compliance period
Non-Compliant partners
• No access to program benefits
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Training requirements for tier status
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EMEA EmergingSales Accreditations Min 2 SA
in 1 RSA product lineMin 2 SA
in 2 RSA product linesMin 2 SA
in 3 RSA product lines
SE Accreditations Min 1 SEin 2 RSA product lines
Min 1 SE in 3 RSA product lines
EMEA GrowthSales Accreditations Min 2 SA
in 1 RSA product lineMin 2 SA
in 2 RSA product linesMin 2 SA
in 3 RSA product lines
SE Accreditations Min 2 SEin 2 RSA product lines
Min 2 SE in 3 RSA product lines
Premier Partner Affiliate Elite Partner Affiliate Partner
Sales Accreditation*• Sales Training
• Tracked by individual at partner companies
• Available online via Partner Portal
• Authorized by product: Authentication, enVision, DLP
SE Accreditation*• Pre-sales technical training
• Tracked by individual at partner companies
• Available online or instructor-led. Testing done via authorized RSA Training Center (VUE)
• Authorized by product : Authentication, enVision, DLP
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Deal Registration: Accreditation Requirements
Open to Affiliate, Affiliate Elite and Premier partnersTo register deals, the following minimum accreditations are required
Growth Emerging
Authentication DLP enVision Authentication DLP enVision
Sales
Accreditation2 2 2 2 2 2
System Eng.
AccreditationNot
required 2 2 Not required 1 1
Authentication covers: SecurID, Access Manager and Certificate Manager
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Discovery Rewards
Rewards partners for finding Incremental opportunities for RSA, but recognises that the deals may not be closed by the original finder of the opportunity
Up to 5% of the net adjusted value of the original deal registration paid up to a maximum of $20,000 to the originating but non-closing Partner
Claims process applies (see Deal Registration Rules of Engagement for details)
