Electrum: The Global Ephesoft Partner Program

Transcription

1 Electrum: The Global Ephesoft Partner Program

2 electrum [ih-lek-truh m] An amber colored, glowing alloy of gold and silver and other metals used to make coins in ancient Ephesus. These coins spread quickly and became a standard in commerce exchange and business in ancient Greek trade. 2

3 Table of Contents Introduction 4 Partnering with Ephesoft 4 Reselling Software 4 Providing Services 5 Price Book 5 Authorized Sales Territories 5 Ephesoft Partner Network (EPN) Eco-system 5 Partner Management 6 Partner Tiers 6 Program Requirements 7 Program Discounts 7 EPN Benefits 8 Opportunity Registration Process 8 Deal Registration Terms and Conditions 9 Lead Referral Process 11 Lead Referral Terms and Conditions 11 Partner Training Requirements 12 3

4 Introduction Electrum was built from the ground up to create a thriving partner ecosystem that provides all the resources and support necessary for organizations to drive Ephesoft oriented success. The program offers referral, resellers, system integrators, consultancies, ISVs, technology companies and service providers the ability to sell and/or deliver comprehensive document capture and analytics solutions to a broad market base of customers. Ephesoft is a global provider of solutions to solve unstructured data problems, and extract meaning from documents. This meaning can be gleaned through transactional processing using Ephesoft Transact, or consumed and visualized with Ephesoft Insight, a patented document analytics and machine learning technology. The partner program provides resources, structure and process to aid in success, and create a bountiful relationship that benefits all parties. The Ephesoft Electrum Partner Program is a focused on three essential pillars: Transparency complete and open communication with partners. Enablement a true focus on making partners self-sufficient in selling and delivering Ephesoft solutions. Revenue the end goal being to drive overall product revenue and partner success. These core themes are critical to overall success and growth. Partnering with Ephesoft The Electrum program was built with standardized, global requirements for all partners. The consistent policies are all documented and provided within the Ephesoft Global Partner Program Agreement. Reselling Software To sell Ephesoft Software, all partners are required to sign the Global Partner Program Agreement, which when countersigned, enables them as an authorized partner. For each software solution, the partner must have certified personnel in that particular solution. 4

5 Providing Services In order to be authorized to implement and deliver Ephesoft solutions, partners must be certified for delivery. Partners that are not certified can still sell solutions, but they must use Ephesoft Services for delivery. Price Book The Ephesoft price book is available through the Regional Channel Manager and will only be provided to the primary contact on the partner account for distribution. Authorized Sales Territories The Ephesoft partner agreement specifies authorized sales territories for partners: Americas, EMEA and APAC. Partners can sell in multiple territories, if authorized and approved. Ephesoft Partner Network (EPN) Eco-system With a diverse demand in the market for document-centric solutions, the Ephesoft Partner ecosystem consists of 4 different segments. The EPN Ecosystem consists of several different partner types: Channel Partners Sell and Deliver EPN Channel Partners can market, sell, deliver and service the entire Ephesoft customer engagement lifecycle. Global Alliance Partners Consult, Advise and Integrate EPN Alliance Partners work closely with Ephesoft s Enterprise Sales team to identify, pursue, close and implement solutions and focus on specific industry opportunities. Delivery Partners Implement, Consult and Service EPN Delivery partners are experienced technology consulting firms that have deep capture and analytics expertise, and choose only to implement, consult and service Ephesoft accounts. Technology Partners Augment or Create Solutions EPN Technology partners have integrated hardware or software that integrate and provide value when deployed with Ephesoft technology. OEM Partners Integrate Core Ephesoft Technology EPN OEM partners work directly with Ephesoft Engineering to integrate Ephesoft technology into their own product or service. 5

6 Partner Management Partner management is based on a variety of factors, including: size, revenue, geographic coverage and type. Below are partner Geo-management designations: Designation Description Managed By Regional Partners that conduct the Regional Channel Team majority of business within a specified region National Partners with a national footprint of offices and resources capable of selling and delivering solutions throughout a country or Ephesoft sales region (Americas, EMEA, APAC) Channel Management and Regional Teams Global Partners with a Global presence and the ability to sell and deliver across the globe. Ephesoft Business Development and Regional Teams Partner Tiers For Channel partners, the program has partner tiers that reward performance and commitment, with increasing margin and resources at high levels. Below is an outline: Platinum Platinum partners are top tier SIs and VARs that have proven experience in Ephesoft technologies and have committed resources and a portion of revenue to creating a successful capture and analytics consulting practice. Partners at this tier are provided top level attention from the Partner Team, and also have significant resources at their disposal. Gold Gold partners have shown a significant commitment to driving Ephesoft sales and services, and have achieved impactful joint revenue goals. Silver The Silver tier is the entry-level tier is the formalized partner program and provides resources and benefits to help new partners drive sales and achieve success by selling and implementing Ephesoft software. Authorized (Referral) Authorized partners can refer business to Ephesoft and receive a referral fee for the introduction. 6

7 Program Requirements Requirement Authorized Silver Gold Platinum Program Fee $0 $5000 $5000 $5000 Partner Agreement Net New License Revenue Requirement (Annually) Products for Resale Technical Certifications 2,3 Sales Certifications 3 Annual Joint Business Plan Performance Reviews (1) All partners are able to refer Insight opportunities. (Per Product) Required Required Required Required $0 $25,000 $100,000 $300,000 Referral Only Transact 1 Transact 1 Transact/Insight Optional 1 2 4/2 Optional N/A Eligible Eligible Required N/A Required - Annual Required Quarterly Required - Quarterly (2) Technical recertification required annually. (3) Partners who achieve Platinum revenue requirements may request a certification waiver for sales/technical certification based on staffing at the discretion of the CRO. Program Discounts Program Item Software License / Subscription Discount Cloud/SaaS Discount Maintenance and Support Discount Training Discount Ephesoft Professional Services Discount 1 Description Authorized Silver Gold Platinum Discounts based on tiers 10% 25% 30% 40% Ephesoft s Cloud Capture as a Service (CaaS) Partner provides Tier 1 support services to customers. Certification required. CBT and classroom training. Includes all billable onsite and remote services. 10% 15% 20% 30% None 25% 30% 40% 10% 20% 20% 20% None 10% 15% 20% (1) Discount on professional services will be reduced to 10% after a year if partner is not certified to deliver its own services. 7

8 EPN Benefits Opportunity Registration Process Partner Eligibility Minimum Deal Size Requirements Criteria Description Platinum, Gold, and Silver partners are all eligible for the deal registration program and to submit registrations through their Regional Channel Manager. $25,000 (Software and Maintenance) In order for Ephesoft to accept a registration, the partner must show significant effort and a progressing sales cycle, which typically will include several of the following: Budget identified Working with decision maker or the purchasing authority The customer must have a demonstrated need for Ephesoft products There must be a close date Demonstrations Proof of Concept Established requirements Proof of communications Opportunity Eligibility The opportunity is not registered by another Ephesoft partner. The customer is not engaged with the Ephesoft Enterprise team. Approval Decision Timeframe Registration will be approved/denied within five business days. Ephesoft Approvers Opportunity Expiration Ephesoft Channel Management All registrations expire at the end of 180 days of acceptance. Extensions will be approved on a case by case basis. 8

9 Deal Registration Terms and Conditions 1) Opportunity eligibility criteria: a) The opportunity is not registered by another Ephesoft Partner. b) The opportunity is not being pursued by the Ephesoft Sales team. c) The aggregate size of the opportunity meets the minimum deal size criteria cited in the Deal Registration Requirements matrix on the first page of this document. Only Ephesoft licenses are included in determining aggregate deal size Ephesoft Maintenance and Support Services, Professional Services, and third-party products and services are not included in such determinations. d) Before registering a deal, the partner has made significant pre-sales efforts related to the deal, such as meeting with the decision-makers, qualifying the opportunity, helping the end user to quantify the project budget with Ephesoft products, and helping the end user to define the project requirements to include Ephesoft products. Partners must include a description of such efforts on the Ephesoft Deal Registration Form. e) Where there is more than one prospective End User within a single business or entity, protection from a deal registration will relate only to the specific opportunity with a single End User. f) Each registered deal must represent a single opportunity with a single end user. Partners may not combine opportunities or end user accounts for any purpose. g) Each deal registration is valid for a single opportunity. After a deal is closed, add-on sales or follow on opportunities with the same end user are not covered under the initial deal registration. 2) Registration Process: a) Partner must submit deal for review via the Ephesoft Deal Registration Form. The first partner to submit a deal that meets all program criteria will be approved for that end user opportunity. b) If a deal is approved, Ephesoft will notify the partner by . Ephesoft strives to notify partners of its decision within five (5) business days. c) If a deal is declined, Ephesoft will notify the partner by , and will include the reasons for such decision. 3) Registration Expiration. A partner must close an approved deal prior to the expiration period of 180 days from approval date. Partners may request one extension per opportunity. At its discretion, Ephesoft may extend the approval period if sufficient justification exists. 4) Exclusivity and Exceptions. A deal that is approved by Ephesoft provides the registering partner with exclusivity from Ephesoft Sales team efforts for that end user opportunity, subject to the following exceptions, under which Ephesoft may directly pursue the same opportunity: a) If the registered prospect requests a quote or bid directly from Ephesoft or is unable or unwilling to do business with the partner, then Ephesoft may provide a quotation to such party (based upon Ephesoft s then current Ephesoft Global Price List less any other special consideration that Ephesoft and Partner may have previously agreed to for that party), provided that Ephesoft will make commercially reasonable efforts thereafter to notify partner of such request. Ephesoft will also wait 48 hours before accepting and shipping an order from such registered prospect based upon such quotation. During this period of time, Ephesoft will permit the registered prospect to cancel such order without penalty and place the order through the partner. b) If the registered prospect has rejected the registering partner s bid or quote; c) If the partner does not close the deal within the Registration Expiration period specified above, and no extension has been granted; d) If the partner does not quote Ephesoft products or services as identified in its registration form; e) If the partner becomes inactive or is no longer in good standing within the 180 days from the deal registration approval date; or 9

10 f) If the partner does not include the opportunity in regular Ephesoft forecasting reports or fails to involve Ephesoft sales in deal activities such as joint sales calls and joint presentations, unless otherwise agreed to by Ephesoft. g) If the partner fails to provide adequate contact and follow up with registered prospects on a regular basis consistent with good business practices or behaves in any manner that is detrimental to Ephesoft s business. h) If the scope of the deal expands beyond the original statement of work or project plan provided by the partner with the initial deal registration (see section 6(b) for additional details and remedy on this exception). 5) Presales Support. Ephesoft will provide presales support only to partners with registered deals upon partner request. Ephesoft s Deal Registration Program does not in any way limit its rights in fulfilling obligations to its other partners, by providing a minimum level of assistance and pricing to other partners who may be competing with the partner that has successfully registered the deal for the same sales opportunity. 6) Remedy. a) In the event that a Ephesoft sales representative violates the terms of this deal registration program prior to the deal registration expiration date (for example, by pursuing an approved registered deal where no exception provides for a Ephesoft direct engagement), then the partner is eligible, as partner s sole and exclusive remedy, to receive compensation up to the partner s then current discount percentage of the net value of the software licenses and the first year of maintenance and support received by Ephesoft. b) In the event the scope of the deal expands beyond the original size provided by the partner in the initial deal registration whereby the end user wishes to expand the opportunity to other business units, subsidiaries, affiliates or departments and requests to work directly with Ephesoft on this expanded deal, then Ephesoft will make commercially reasonable efforts to notify partner of such request. If Ephesoft does ultimately accept an order from the end user for this expanded opportunity (prior to the deal registration expiration date) then the partner is eligible for a fee in compensation up to the partner s then current discount percentage of the net value of software licenses and the first year of maintenance and support received by Ephesoft for the portion of the deal that was originally registered by the partner. c) In the event the end user prospect requests a quote or bid directly from Ephesoft or is unable or unwilling to do business with the partner, then Ephesoft may provide a quotation to such party (based upon Ephesoft s then current Ephesoft Global Price List less any other special consideration that Ephesoft and Partner may have previously agreed to for that party), provided that Ephesoft will make commercially reasonable efforts to notify partner of such request and wait 48 hours before accepting and shipping an order from the registered prospect based upon such quotation. If Ephesoft does ultimately accept an order from the end user (prior to the deal registration expiration date) then the partner is eligible, if approved by Ephesoft, for a fee in compensation up to the partner s then current discount percentage of the deal value of software licenses and the first year of maintenance and support received by Ephesoft. 7) Participation. Partners must formally submit a deal registration through their respective Ephesoft Partner Manager, and Ephesoft must formally accept such registration in order to be afforded the protection and benefits outline in this document. 8) Disputes. Partners must submit any disputes arising from this deal registration program to disputes@ephesoft.com, including a written description of all issues and alleged harm, prior to commencing any legal proceeding or formal dispute-resolution procedure. Any applicable dispute resolution provisions in the Ephesoft Global Partner Program Agreement shall apply. 9) Miscellaneous. Approval or rejection of a deal registration submission will be made at the sole discretion of Ephesoft and will be non-negotiable and final. Ephesoft does not guarantee the success or closure of any registered deal approved under this program. Ephesoft reserves the rights to modify, supersede, or eliminate all or any of these terms and conditions or to terminate the program without notice. If the registered prospect s request to transact directly with Ephesoft is made within the last 48 hours of any calendar quarter, then Ephesoft may accept an order from the prospect prior to the end of such quarter, subject to giving notice 10

11 to the registering partner. The registering partner will be entitled to compensation per Section 6(a) if the prospect acknowledges (no later than 10 days after fulfillment) that it would have dealt with the registering partner on the order if asked by the partner, had notice been given as contemplated by the provision. Lead Referral Process The Ephesoft Lead Referral Program provides partners the ability to share in deal revenue through referring opportunities to Ephesoft. This is a standard process for authorized resellers, but can also be utilized for all other classes of resellers that may find opportunities for Ephesoft technology, but may not be certified to sell and deliver. Criteria Description Partner Eligibility Platinum, Gold, Silver and Authorized partners are all eligible for the deal registration program. Minimum Deal Size N/A Requirements for Referral The partner must submit an with end user contact information and the product and services required to their Regional Channel Manager. Lead Eligibility The lead is not registered by another Ephesoft partner. The lead is not engaged with the Ephesoft sales team. Additional terms below. Approval Decision Timeframe Ephesoft will make best efforts to approve/deny registrations within five (5) workdays. Ephesoft Approvers Ephesoft Channel Management Opportunity Expiration All registrations expire at the end of 180 days of acceptance. Extensions will be approved on a case by case basis. Lead Referral Terms and Conditions 1) Eligibility: a) The referral end user ("lead") is not actively working with another Ephesoft Partner. b) The referral end user ("lead") is not actively working with the Ephesoft Sales team except where the Partner is working collaboratively with the Ephesoft Sales Team. c) Where there is more than one prospective end user within a single business or entity, the lead referral will relate only to a specific opportunity with a business unit, subsidiary, affiliate or department within such business or entity. d) Each lead must represent a single opportunity with a single end user. Partners may not combine opportunities or end user accounts for any purpose. 11

12 e) Each lead referral is valid for a single opportunity. After a deal is closed, add-on license or volume sales, support/maintenance renewals, or other follow on opportunities with the same end user are not covered under the initial lead referral agreement. 2) Lead Referral Submission Process: a) Partner must complete and submit a signed Referral Agreement and Referral Schedule to the Ephesoft Partner team. b) If the lead referral is approved, Ephesoft will notify the partner and provide a counter-signed referral agreement. Ephesoft strives to notify partners of its decision within five (5) business days. c) If a lead referral is declined, Ephesoft will notify the partner by , and will include the reasons for such decision. 3) Lead Referral Expiration. Ephesoft must receive a firm order from the referral end user upon which Ephesoft can close the order and recognize revenue within 180 days after acceptance of the lead referral. 4) Payment: a) Lead referral fees are payable to a partner on the following deal components: i) Ephesoft Licenses - 10% of the net value received by Ephesoft up to a maximum fee of $100,000. b) Payment is conditioned upon receipt of a firm order from the referral end user. Ephesoft must be able to recognize revenue on this order and the referral end user must submit full payment to Ephesoft for this order. c) Payment of referral fees will be due and payable within forty (45) days following Ephesoft 's receipt of payment from the Referral End User. 5) Disputes. Partners must submit any disputes arising from this lead referral program to channel management, including a written description of all issues and alleged harm, prior to commencing any legal proceeding or formal dispute-resolution procedure. Any applicable dispute resolution provisions in the Ephesoft Global Partner Program Agreement shall apply. 6) Miscellaneous. Approval or rejection of a lead referral submission will be made at the sole discretion of Ephesoft and will be non-negotiable and final. Ephesoft does not guarantee the success or closure of any referred lead approved under this program. Ephesoft reserves the rights to modify, supersede, or eliminate all or any of these terms and conditions or to terminate the program without notice. Partner Training Requirements New partners are required to register for training within 30 days of signing their partner agreement and need to complete both Basic and Advanced training to take the certification exam, be authorized for delivery of services and open support tickets. Different tiers have varied certification requirements, as outlined below: Requirement Authorized Silver Gold Platinum Technical Optional 1 2 4/2 Certifications 1,2 Sales Certifications 1 Optional (1) Partners who achieve Platinum revenue requirements may request a certification waiver for sales/technical certification based on staffing at the discretion of the CRO. (2) Technical recertification required annually. 12