1. Working with Partners for Success in FY18 Anastasija Michailova

2. Agenda Splunk Partner+ Reseller Program Partner’s portal Discounts DR
Partner Hub
.conf 2017
Additional discounts

3. Decrease Time-to-Close
SPLUNK IS
ALL IN WITH
PARTNERS
Increased Deal Sizes
Leverage &
Influence
Incremental Business
Decrease Time-to-Close
Profitability
Message we have been sharing with partners
Important for you to align to these priorities in what we are executing on as a team.
Evaluate -keeping or moving elsewhere in the deck?

4. Reseller Program
Our Reseller Partners play an integral role in Splunk’s go-to-market strategy and we are committed to investing in and growing with you.
To join the Splunk Partner+ Reseller Program, you must complete the online application and be approved by Splunk as a Reseller Partner in the Associate Partner Tier. When accepted into the Reseller Program, the Reseller must execute the then-current Splunk Reseller Agreement. Resellers participating in the Reseller Program must have an active Splunk Reseller Agreement in place with Splunk, even if they have a separate reseller agreement in place with an Authorized Distributor.

5. Prior to approving an application to join the Reseller Program, and periodically thereafter, Splunk may perform due diligence on the Reseller, which may include a background check of the Reseller entity and its principals, denied party review, and EthicsBase review.

6. Discount Structure
Discount based on Partner Tier & Partner Involvement
Partner Sourced Deal Registration
Associate
Discount
Premier
Elite

7. Enablement Benefits Partner Portal
The Partner Portal provides Resellers convenient access to information about the Reseller Program and other Splunk Partner+ Programs, training, marketing and enablement tools, Deal Registration, and other resources. To log-in or request access to our Partner Portal, visit
Partner Enablement Portal
The Partner Enablement Portal is the central repository for free partner training on a variety of different subjects. It contains hundreds of on-demand courses to learn how to be successful selling Splunk products and services, as well as technical enablement content, demo scripts, and more. The Partner Enablement Portal can be accessed via the Partner Portal.

9. Partner Deal Registration Desk
What is the goal?
Designed to work in a collaborative way with Splunk’s field organization and channel partners to enhance communication, responsiveness and adherence to Splunk’s deal registration process.
How it Works
Deal registration desk will receive the submitted form and will review for duplicate, dual or existing direct opportunity. If no opportunity exists, an opportunity will be created and sent to Splunk rep for approval or dispute
Lead approval by partner Deal Registration Desk, SLA Timing-48h, converting to Oppty by Deal Registration Desk.
WHY – accelerating leads to pipeline
Give you back selling
Centralize quality, data review process, streamline the process for faster turnaround times for you
Get an Average per rep per week? What does this translate to in terms of saved time. (1000 not even looked at)

10. Additional Discount Request
Partner can submit a request for additional cost relief
Indicate additional percentage needed and reason for request
Splunk Account Manager will be notified via of request and will have visibility in SFDC

11. Deal Registration Discounts Resellers qualify for varying discounts on Splunk products and services purchased through an Authorized Distributor.

13. Reseller Program Compliance and Partner Tier Changes
Splunk evaluates Resellers against Partner Tier requirements bi-annually, in February and August, with any resulting Partner Tier re-assignment or other Splunk actions affecting a Reseller taking effect on February 15th or August 15th.

14. Partner HUB
Splunk Partner Hub (SPH) is an online lead generation tool available to Resellers via the Partner Portal offering marketing campaigns and other sales materials. SPH provides a customizable and convenient way to execute turnkey campaigns, download valuable assets, engage prospects, and keep track of leads.

15. Partner Hub

16. Partner Hub

17. Partner Hub

18. .Conf2017

19. Value Consulting Tools
The Business Value Consulting team
Interactive Value Assessment (IVA) tool helps Resellers sell the value of Splunk to prospective Customers through customizable ROI calculations for various use cases. The IVA tool is accessible via the Partner Portal.
Data Source Assessment

20. Calls to Action Get educated Engage and SELL!
Enablement portal
Partner Hub
Engage and SELL!
Use Value Assessment tools
Sell .conf tickets

21. Q & A