At NCD, partners are a key element in our ability to serve enterprise
customers. In order to achieve this goal, we have put together a comprehensive
program designed to help you and us make the most of our customer relationships.
We believe that building long-term, mutually beneficial partnerships are
a key ingredient to customer satisfaction, increased sales and profitability.
As a reflection of our commitment, NCD offers to its selected partners
a program that delivers the tools and programs necessary to lead in this
market, and enhance our partners' product offerings to better serve their
client base.
I ) Partnership Categories
The NCD Diamond Partner Program has several levels of participation to
match reseller partners and their business objectives to their desired
commitment level:
The entry level, NCD Authorized Partners, combine their customer, product,
and industry knowledge with NCD's Thinfrastructure solution offering to
deliver thin-client solutions to the market. They demonstrate an interest
in expanding their relationship with NCD by their commitment to sell and
support NCD products.
NCD Select Partners have demonstrated a commitment to NCD over a period
of time. They have proven their expertise in the server-based computing
/ thin-client market and have committed sales, marketing and technical
resources to NCD's Thinfrastructure solution products. NCD Select Partner
authorization is at the discretion of NCD.
NCD Thinfrastructure Partners (NTP) are appointed based on highest commitments
to NCD and its Thinfrastructure solution concept.
NCD Distributor Partners are appointed by NCD based on a number of requirements
and commitments as detailed in NCD' s Distribution Agreement.
II ) Partner Requirements
We require from all levels of partnerships certain skills and experience
commensurate with their level of partnership. These include:
-
Expertise in selling and supporting server-based computing and /
or thin-client solutions
-
Focus on providing and implementing vertical or horizontal, turn-key
solutions using server-based computing / thin-client solutions
-
Focus on selling and / or consulting to enterprise and large organizations
including vertical markets
-
Certain minimal sales and technical resources as listed in the NCD
Diamond Partner Program Summary below
III) NCD Diamond Partner Benefits
NCD Diamond Partners invest a substantial amount of their resources to
NCD and the marketing of NCD's Thinfrastructure Solution products. To
support their efforts, NCD offers a number of resources to help their
partners provide solutions to the customers in an efficient and profitable
manner:
1) Marketing Support
All NCD Partners are listed on NCD's web site; NCD Select/NTP Partners
have links to their own website in addition. NCD Select, NTP and Distributor
Partners are entitled to use the NCD and NCD Diamond partner logo on
their offers, mailings, advertisements, data sheets and other promotional
material. They receive leads generated by NCD's marketing promotions.
All NCD Partners have access to NCD's Diamond Mine to find additional
sales and marketing material, product announcements, and newest developments.
2) Training
NCD Select, NTP and Distributor Partners are required to have representatives
attend basic sales and technical training courses and receive a training
certificate. Additional training is offered as new products and updates
are released from time to time. All training material is made available
to Select Partners through Diamond Mine, the NCD partner website.
3) Sales Support
NCD focuses on a "team selling approach". This is based on the assumption
that the NCD Partner "owns" the project. NCD assists its partners in
its sales efforts with sales and technical support including presentations,
downloads, pilot installations, etc. NCD works with Select, NTP and
Distributor Partners on projects with special pricing requirements.
4) Reporting / forecasting
At the beginning of each financial year NCD will establish a business
and marketing plan with its NTP and Distributor Partners. Regular reporting
and forecasting help to monitor the defined targets, to take the necessary
actions to achieve the common goals and to adapt the business plan to
the changing environment. NCD also encourages input and feedback from
its Partners on its products and programs in order to ensure its ongoing
optimization process to the mutual benefit of both parties.
5) Demo Equipment
The latest version of NCD's Thinfrastructure solution software products
can be downloaded from NCD's website. For NCD's hardware, special promotions
are offered from time to time to allow NCD Partners to acquire demo
equipment at special pricing. Often these promotions are connected to
the introduction of new hardware products or the acquisition of new
customer projects.
6) Market Development Fund (MDF)
NCD has established a MDF program for its Thinfrastructure Solutions
Software Products. NCD Select, NTP and Distributor Partners can use
funds in proportion to the revenue generated with NCD's software products
to finance certain pre-approved marketing activities such as exhibitions,
road shows, mailings, seminars, etc. Details can be found in the NCD
MDF Program Overview, in NCD's Diamond Mine.
IV ) Application Process
The registration to NCD's Diamond Partner Program is straightforward:
-
1. Complete an application (http://www.ncd.com/partners/resellers/resellerapp.php).
NCD will review the application for suitability including geographic
coverage, vertical market segment coverage, sales skills, and technical
skills. NCD will conduct an interview to establish the partner's market
position and capabilities. If approved, NCD will issue a "NCD Authorized
Partner" authorization code.
-
Attend the NCD Product training class (required for NCD Select/NTP
Partner level). This one-day class provides an introduction to NCD
products. Contact your NCD sales manager for class schedule information.
NCD Select Partners need to have one representative on staff (two
for NTPs and Distributors) that has attended the one-day class and
received a training completion certificate. The training completion
certificate key must be registered to obtain a "NCD Select Partner"/NTP
authorization code.
-
Enjoy the benefits of NCD's Diamond Partner Program. Don't forget
to use your authorization code when placing orders with our NCD Distribution
Partners or directly with NCD if you are an NTP.
V ) NCD Diamond Partner Program Summary
To become a NCD Diamond Partner, a company must meet the following minimum
requirements:
|
Authorized
|
Select
|
NTP
|
Distributor |
Complete Enrollment Form
|
o
|
o
|
o
|
o
|
Provide Primary Contact
|
o
|
o
|
o
|
o
|
Formal Business Plan and Forecast
|
.
|
|
o
|
o
|
Revenue Commitment Per Year
|
.
|
$100k |
$250K |
$500K |
Individuals Through Technical Training
|
.
|
1 |
2 |
1 |
Participate In NCD Sales Training
|
.
|
o
|
o
|
o
|
Primary Focus on NCD Products |
. |
o
|
o
o
|
o
|
Post NCD Partner Logo On Web Site
|
. .
|
o
|
o
|
o
|
This table shows the benefits you are eligible to receive based upon
the partnership level you have developed with NCD. Please see the appropriate
program section for explanations of each benefit.
|
Authorized
|
Select
|
NTP
|
Distributor
|
Purchase Through Distribution
|
o
|
o
|
o
|
|
NCD Sales Support |
Inside
Sales Rep |
Regional
Manager |
Regional
Manager |
Regional Manager
|
Joint Selling Opportunities / SPQs
|
|
o
|
o
|
o
|
Participate In MDF program
|
|
1% of eligible revenue
|
2% of eligible revenue
|
2% of eligible revenue
|
NCD Provides Sales Training
|
|
o
|
o
|
o
|
Discount On Technical Training Courses
|
10% |
20% |
20% |
20% |
Access To "Diamond Mine"
|
o
|
o
|
o
|
o
|
Receive Leads from NCD Account Managers
|
o
|
o
|
o
o
|
o
o
|
Detailed Joint Business Planning And Tracking
|
|
|
o
|
o
|
Listed On NCD Site as Partner
|
Listing |
Link |
Link |
Link |
Discount on Demo Equipment (Hardware only)
|
o
|
o
|
o
|
o
|
Collateral Available For Customization
|
o
|
o
|
o
|
o
|
Receive Regular NCD Communications
|
o
|
o
|
o
|
o
|
Right To Use NCD Partner Logo
|
Authorized
Logo |
Diamond
Logo |
Diamond
Logo |
Diamond Logo |
Presales Technical Support
|
Corporate
Technical Support |
Direct
to Sales Engineer |
Direct
to Sales Engineer |
Direct to
Sales Engineer |
Discount on Incident Support
|
10% |
30% |
30% |
30% |
Note: In the tables
above, symbols correspond as follows:
|
|
o indicates a requirement or benefit
oo indicates a higher level of requirement or benefit
|
Contact information:
North America
Network Computing Devices
10795 SW Cascade
Portland, OR 97223
800-800-9599
503-431-8600 telephone
503-639-2003 fax
partner@ncd.com |
Europe
Network Computing Devices
Marktplein 222
2132 CW - Hoofddorp
Netherland
+31 (0) 235541070 telephone
+31 (0) 235577322 fax
partner@ncd.com
|
|