Download Getting Started with cPacket - cPacket Channel Partner Portal

Getting Started with cPacket
Why Partnering with cPacket is the Right Move for You
Top 10 Reasons to Partner with cPacket
1. We address a large, and growing, market
2. Our solutions make it easy to attach your own services
3. We offer great margins
4. We are a technology leader in our space
5. Our solutions have differentiated advantages over competition
6. Certification takes hours - not days or weeks, and is free
7. We’ll support you, pre and post sale
8. We offer MDF and marketing support
9. High repeat purchase rate = easy and ongoing future sales
10. We sell 100% through the channel
Large and Growing Market
 NPM market is $1.6 billion in 2016, and growing 12% annually
 Move your team upmarket: cPacket uniquely positioned in 40 and
100 gig markets
 cPacket addresses technology problems others can't
 cPacket offers prices advantages against competition
 Once customers buy, they buy again (and again and again)
Add market size graphic here
Ease of Doing Business
 Sales and Technical training is
free and is easy to complete
 Demo gear is 70% off, can be
ordered in minutes
 Free evaluation gear ready for
POCs at customer sites
 A signed partner contract and a
commitment to training gets you
started
Program Requirements
Silver
Gold
cPacket Reseller Agreement


Executive Sponsor


cPacket Sales University (CSU)
1
3
cPacket Technical University (CTU)
1
3
cPacket Demonstration University (CDU)
1
3
Demo units
-
1


Quarterly
Quarterly


1/ Quarter
2/ Quarter
Partnership Commitment
Competency Requirements
Sales & Marketing Commitment
Annual Business and Marketing Plan
Deal Registration/ Forecasting
Quarterly Business Reviews
cPacket Demand Generation Activities
Committed to the Channel
 100% partner driven company
 Less training time = more selling time
 High service attach rate = more profit possibilities
 Pre and Post sales support: we’re in this together!
 Ours Field Sales Teams are your Partner Success Managers
Next Steps
1. Request a partner contract
2. Register for Partner Site Access
3. Schedule Training
4. Meet with cPacket Sales Team
5. Target some verticals/ current customers
6. Write the business plan
7. Set up joint-customer meetings
FAQs
Q: What services are routinely sold with cPacket solutions?
A: cPacket offers significant potential for installation and deployment PS, as well as DevOps
opportunities for integration with other solutions in customer's monitoring stack. Partners can also
perform quarterly and annual audits to ensure monitoring effectiveness
Q: What type of sales support will you provide?
A: Our field sales teams will guide the success of your relationship with us, including regional sales
directors, and solution engineers who will be side-by-side with you, pre and post sale.
Q: In what verticals are you having the most success?
A: Any vertical who's networks are critical to customer's profitability and success, and where down
time = high costs. Our top verticals are Financial, Service Providers, Online Retail, and Market Trading
Q: What types of reseller partners do best with cPacket?
A: Partners who are already selling NPM and NPB solutions can easily sell cPacket into their existing
relationships, adding value providing discernable advantages to their customers
FAQs, Continued
Q: What margins can a reseller partner expect?
A: Partner pricing is set at 10% off of list price but increases to 25% for Silver Partners and 30%
for Gold Partners, respectively, with Deal Registration. With the addition of PS, your margins
depend on the value of the services you attach when you sell cPacket.
Q: What is the average deal size?
A: cPacket deals range between $75K and $5M, with initial purchase averaging $125K.
Combining that with your own services leads to highly attractive, and profitable, deal sizes for
our partners.
Q: What happens if I need a bigger discount to win a deal?
A: Because of our technological advantages, often cPacket has little competition for customers
who need higher capacity solutions. However, cPacket’s price desk will work with you to help
you win these competitive deals. We’ll team up with you and your cPacket salesperson to
identify the discount needed to win.
FAQs, Continued
Q: What type of marketing support can I expect?
A: In addition to the marketing tools and materials made available on the Partner Site by
cPacket’s corporate marketing team, partners may work with a cPacket Channel Marketing
Manager. This resource can work with you or your marketing vendor to develop and execute a
marketing plan for your market.
Q: What type of competitive materials or sales guides do you offer?
A: cPacket offers playbooks and competitive guides that help you identify and qualify a prospect
while addressing competitive threats. The latest versions of these are available on the cPacket
Partner Site.
Q: In addition to your formal training, what type of informal, “stay up-to-date” training will you
provide?
A: Your CAM can arrange informal, or even formal, training as needed for you. In addition, your
CAM will meet with you regularly to ensure you’re aware of the latest promotions, marketing
materials and other tools to help make your partnership with cPacket a success.
Key Contacts
Role
Contact
Email
Phone