2009 Vendor Stimulus Directory
Stimulus: The Buck Starts Here
2009 Vendor Stimulus Directory
A Look At Distributors' ARRA Programs
We asked the vendors listed in this directory to specify the tools, training and support they are providing partners who are bidding for stimulus business, along with naming the go-to people in their organizations to contact for more information.
And we're not finished. If you don't see one of your key vendors listed in this directory, by all means contact your rep and ask them to fill out our Vendor Stimulus Directory survey for inclusion in updated versions. Simply direct them to [email protected] and we'll do the rest.
Company: 3Com Corp.
Sector: Hardware, Software
Headquarters: Marlborough, Mass.
Web site: www.3com.com
Public or Private? Public
Top Executive: Robert Mao, CEO
Top Public Sector Executive(s): N/A
Top Channel Executive(s): Alex Dobson, North America
Number of Employees: 6,000
2008 Overall Revenue: $1.3 billion
2008 Government/Health Care/Education Revenue: Not disclosed
Internal Government/Health Care/Education Organizations? Yes
- Spread out amongst various regional field marketing organizations
Internal Stimulus-Specific Working Group? No
Main Stimulus Focus Areas: Health Care, Education, Government IT
2009 Funds Allocated For Government/Health Care/Education: Not disclosed
2009 Funds Allocated For Stimulus-Specific Programs: Not disclosed
Government/Health Care/Education Partner Training/Support? Yes
- Vertical Market Education Program: Vertical and field marketing teams conduct periodic "selling into" online training sessions for resellers. Sessions are offered twice a year and are promoted in the "3Com Connections" partner eNewsletter
- Health Care Solution Sales Training: Vertical and field marketing teams provide periodic 3Com health care solution sales training to distribution partners participating in customer-focused events
- 3Com Reseller On-board Training: New 3Com partners are educated on IT challenges and the solutions to address them for vertical markets including health care, education and government
- Education and Health Care Demand Generation: Focuses on the K-12 and higher education vertical markets
- Government Demand Generation: Ongoing, integrated awareness and demand generation campaigns geared toward government organizations drive sales opportunities that enhance 3Com Partners' ability to compete in these markets
Government/Health Care/Education Partner Incentive Programs? Yes
- Summer School Savings Program: Yearly "Summer School Savings Program" offers resellers a 10 percent discount on solutions sold to the K-12 and higher education customers. This program, created more than 15 years ago, runs from March 1 through Oct. 31
- Government Rebate Program: 3Com's "Government Rebate Program" gives resellers a 5 percent discount on solutions sold to state, local and federal government customers. This is a year-long program created more than 15 years ago.
Stimulus-Specific Partner Training/Support? Yes
- Health Care Stimulus Program: An integrated campaign targeting North American health-care organizations drives awareness around the Economic Stimulus Bill funding allocated to health-care IT. Customers and prospective customers are offered a complimentary copy of the IDC Report, "The Economic Stimulus Bill: A Hitech Hit."
- State Contracts Database: An inventory of statewide term contract agreements used as vehicles to award projects funded by the Economic Stimulus Bill
Stimulus-Specific Partner Incentive Programs? No
Stimulus-Specific Events/Road Shows? Yes
- Beyond the Beltway (3/9/09, McLean, Va.)
- California Futures - state and local government event for the state of California (5/11/09-5/14/09, Sacramento, Calif.)
Company: APC by Schneider Electric
Sector: Hardware
Headquarters: West Kingston, R.I.
Web site: www.apc.com
Public or Private? Private
Top Executive: Laurent Vernerey, president and CEO
Top Public Sector Executive(s):
- Rob McKernan, president, North America
- Steve Cronin, director of Government Channels
Top Channel Executive(s): Marc Sherman, vice president, marketing, North America
Number of Employees: 12,000
2008 Overall Revenue: $3.6 billion
2008 Government/Health Care/Education Revenue: Not disclosed
Internal Government/Health Care/Education Organizations? Yes
- NAM Government and Education Sales Team includes:
- Government Channels Team
- Government Enterprise Team
- Worldwide Defense Systems Team
Internal Stimulus-Specific Working Group? Yes
- APC Government and Education Sales Team (lead: Steve Cronin)
Main Stimulus Focus Areas: Green IT
2009 Funds Allocated For Government/Health Care/Education: Not disclosed
2009 Funds Allocated For Stimulus-Specific Programs: Not disclosed
Government/Health Care/Education Partner Training/Support? Yes
- APC Government Channel Sales Team works directly with channel partners to provide training and support on APC solutions
- APC Partner Program Professional Training
- Partner Online Destination (POD TV), a dedicated video portal for APC partners
- Sales Support
- APC Partner Online Marketing Center
Government/Health Care/Education Partner Incentive Programs? Yes
- APC Opportunity Registration Program (ORP) rewards
- APC back-end Rebate Program, including quarterly rebates
- Marketing Development Funds
Stimulus-Specific Partner Training/Support? Yes
- Energy University by Schneider Electric
- Monthly APC Partner Webinar Series
Stimulus-Specific Partner Incentive Programs? Yes
- Stimulus Projects can be registered through APC's ORP
Stimulus-Specific Events/Road Shows? Yes
- Developed with partners on ongoing basis
Company: Avaya
Sector: Communications
Headquarters: Basking Ridge, N.J.
Web site: www.avaya.com
Public or Private? Private
Top Executive: Kevin Kennedy, CEO
Top Public Sector Executive(s):
- Jeff Hansen, vice president, Avaya Federal Solutions
- Lisa Williamson, director, State, Local, Education and Health Care
Top Channel Executive(s):
- Jeremy Butt, vice president, Worldwide Channel
- Carol Giles Neslund, vice president, North America Channel
Number of Employees: 17,000
2008 Overall Revenue: $5.2 billion
2008 Government/Health Care/Education Revenue: Not disclosed
Internal Government/Health Care/Education Organizations? Yes
- Industry & Alliances Program Office (Lead: Lisa Williamson)
- Healthcare Practice Office (Lead: Mark Wechsler)
- State Government and Higher Ed Practice Office (Lead: Carlen Self)
- Local Government, Public Safety and K12 Practice Office (Lead: Teresa Richardson)
- Contact Center Outsourcers Practice (Lead: Wayne Winholt)
Internal Stimulus-Specific Working Group? Yes
- Stimulus Program Office (Lead: Perry Keating)
Main Stimulus Focus Areas: Health Care, Broadband, Constituent Services, Green IT
2009 Funds Allocated For Government/Health Care/Education: Not disclosed
2009 Funds Allocated For Stimulus-Specific Programs: Not disclosed
Government/Health Care/Education Partner Training/Support? No
Government/Health Care/Education Partner Incentive Programs? No
Stimulus-Specific Partner Training/Support? Yes
- The American Recovery and Reinvestment Act (ARRA). Part 1: Explicate, Empower, Execute. Understanding ARRA Scope, Timing & Opportunities (4/10/09)
- Overview: ARRA - trained 200 IOC business partners (4/22/09)
- Funding for Education in ARRA (4/24/09)
- Overview: ARRA - trained 125 enterprise business partners (4/29/09)
- Joint IBM/Avaya NG911 Webinar " more than 600 registrants (5/5/09)
- Funding for Government in ARRA (5/8/09)
Stimulus-Specific Partner Incentive Programs? No
Stimulus-Specific Events/Road Shows? Yes
- National Association of State Technology Directors - Midwestern Region (5/3/09-5/5/09, Madison, Wis.)
- National Association of State Technology Directors - Western Region (6/6/09-6/9/09, Whitefish, Mont.)
Company: Cisco
Sector: Networking, Security, Storage
Headquarters: San Jose, Calif.
Web site: www.cisco.com
Public or Private? Public
Top Executive: John Chambers, president and CEO
Top Public Sector Executive(s): Bruce Klein, senior vice president, US Public Sector Organization
Top Channel Executive(s):
- Edison Peres, senior vice president, Worldwide Channels Go To Market
- Dawn Duross, operations director, Public Sector Channels, US Public Sector Organization
Number of Employees: 65,000+
2008 Overall Revenue: $39.5 billion
2008 Government/Health Care/Education Revenue: Not disclosed
Internal Government/Health Care/Education Organizations? Yes
- US Public Sector Organization (lead: Bruce Klein), includes:
- Federal Government
- State and Local Government
- Education
- Health Care IT
Internal Stimulus-Specific Working Group? Yes
Main Stimulus Focus Areas: Education, Transportation & Infrastructure, Smart Grid & Energy Transmission, Health Care, Green IT & Smart Buildings, Water & Wastewater, Public Safety & Security
2009 Funds Allocated For Government/Health Care/Education: Not disclosed
2009 Funds Allocated For Stimulus-Specific Programs: Not disclosed
Government/Health Care/Education Partner Training/Support? Yes
- Market Acceleration Planner (MAP)
- Vertical/Horizontal Web Sites
- Cisco Partner Stimulus Web Site: www.myciscocommunity.com/community/partner/econstim
Government/Health Care/Education Partner Incentive Programs? Yes
- Opportunity Incentive Program (OIP) " Identify and register new opportunity not in forecasts
- Value Incentive Program (VIP) " Rewards partners who promote customer technology migration
- Solution Incentive Program (SIP) " Invest in and promote repeatable business solutions
- Special leasing offers
Stimulus-Specific Partner Training/Support? Yes
- Cisco Partner Stimulus Web Site: www.myciscocommunity.com/community/partner/econstim
- Daily Twitter Updates: CiscoEconStim
- Market Acceleration Planner (MAP)
- Vertical/Horizontal Web Sites
Stimulus-Specific Partner Incentive Programs? Yes
- Opportunity Incentive Program (OIP) " Identify and register new opportunity not in forecasts
- Value Incentive Program (VIP) " Rewards partners who promote customer technology migration
- Solution Incentive Program (SIP) " Invest in and promote repeatable business solutions
- Special leasing offers
Stimulus-Specific Events/Road Shows? Yes
- Cisco Partner Summit
Company: Dell
Sector: Hardware, Storage, Security
Headquarters: Round Rock, Texas
Web site: www.dell.com/funding
Public or Private? Public
Top Executive: Michael Dell, CEO
Top Public Sector Executive(s): Paul Bell
Top Channel Executive(s): Greg Davis
Number of Employees: 78,000
2008 Overall Revenue: $61.1 billion
2008 Government/Health Care/Education Revenue: Not disclosed
Internal Government/Health Care/Education Organizations? Yes
- Dell Federal (lead: Troy West)
- Dell Healthcare (lead: Dr. James Coffin)
- Dell Major Public Accounts (lead: John Mullen)
- Dell Select Public Accounts (lead: Mark Horan)
Internal Stimulus-Specific Working Group? Yes
- US Stimulus Task Force (lead: Emily Harnish)
Main Stimulus Focus Areas: Health Care, Education, Security, Energy
2009 Funds Allocated For Government/Health Care/Education: Not disclosed
2009 Funds Allocated For Stimulus-Specific Programs: Not disclosed
Government/Health Care/Education Partner Training/Support? Yes
Government/Health Care/Education Partner Incentive Programs? Yes
Stimulus-Specific Partner Training/Support? Yes
- Stimulus Training Webcasts and presentation materials
Stimulus-Specific Partner Incentive Programs? No
Stimulus-Specific Events/Road Shows? Yes
- Education Webcast (5/8/09)
- SLG Webcast (late June)
Company: Extreme Networks
Sector: Hardware
Headquarters: Santa Clara, CA
Web site: www.extremenetworks.com
Public or Private? Public
Top Executive: Mark Canepa, president and CEO
Top Public Sector Executive(s):
- Helmut Schmidt, vice president, worldwide sales
- Eileen Brooker, vice president, North American sales
Top Channel Executive(s):
- Christopher Rajiah, director, North American channels
- Laurent Bourgninaud, director of channels, Central Europe
- Nicky Choo, director of channels, Asia-Pacific
Number of Employees: 800
2008 Overall Revenue: $361.8 million
2008 Government/Health Care/Education Revenue: Not disclosed
Internal Government/Health Care/Education Organizations? No
Internal Stimulus-Specific Working Group? Yes
- Extreme Broadband Stimulus Task Force (Lead: Suresh Gopalakrishnan, general manager, Scalable Products Group)
Main Stimulus Focus Areas: Broadband
2009 Funds Allocated For Government/Health Care/Education: Not disclosed
2009 Funds Allocated For Stimulus-Specific Programs: Not disclosed
Government/Health Care/Education Partner Training/Support? No
Government/Health Care/Education Partner Incentive Programs? No
Stimulus-Specific Partner Training/Support? Yes
- Webinar: "Stretching your broadband stimulus dollar with next-generation Ethernet" (www.telecomengine.com/ExtremeRUS)
Stimulus-Specific Partner Incentive Programs? No
Stimulus-Specific Events/Road Shows? Yes
- Webinar: "Stretching your broadband stimulus dollar with next-generation Ethernet" (www.telecomengine.com/ExtremeRUS)
Company: FalconStor Software
Sector: Hardware, Software, Security, Storage
Headquarters: Melville, N.Y.
Web site: www.falconstor.com
Public or Private? Public
Top Executive: ReiJane Huai, chairman and CEO
Top Public Sector Executive(s):
- Wendy Petty, vice president of North American Sales
- Bernie Wu, vice president of business development
Top Channel Executive(s):
- Wendy Petty, vice president of North American Sales
- Brendan Kinkade, vice president of corporate marketing
Number of Employees: 510
2008 Overall Revenue: $87 million
2008 Government/Health Care/Education Revenue: Not disclosed
Internal Government/Health Care/Education Organizations? Yes
- FalconStor Federal (lead: Wendy Petty)
Internal Stimulus-Specific Working Group? No
Main Stimulus Focus Areas: Health Care, Education
2009 Funds Allocated For Government/Health Care/Education: Not disclosed
2009 Funds Allocated For Stimulus-Specific Programs: Not disclosed
Government/Health Care/Education Partner Training/Support? Yes
- FalconStor Federal Channel Program (lead: Wendy Petty)
- FalconStor Federal Systems Integrator Program (lead: Wendy Petty)
Government/Health Care/Education Partner Incentive Programs? No
Stimulus-Specific Partner Training/Support? No
Stimulus-Specific Partner Incentive Programs? No
Stimulus-Specific Events/Road Shows? No
Company: Hewlett-Packard
Sector: Hardware, Software, Services
Headquarters: Palo Alto, Calif.
Web site: www.hp.com
Public or Private? Public
Top Executive: Mark Hurd, president and CEO
Top Public Sector Executive(s): Mike Humke, vice president, Public Sector Sales, Americas Solution Partners Organization " HP (United States)
Top Channel Executive(s): Adrian Jones, vice president, Americas Solution Partners Organization " HP (United States)
Number of Employees: 321,000
2008 Overall Revenue: $118 billion
2008 Government/Health Care/Education Revenue: Not disclosed
Internal Government/Health Care/Education Organizations? Yes
Internal Stimulus-Specific Working Group? Yes
Main Stimulus Focus Areas: Health Care, Education, Government IT
2009 Funds Allocated For Government/Health Care/Education: Not disclosed
2009 Funds Allocated For Stimulus-Specific Programs: Not disclosed
Government/Health Care/Education Partner Training/Support? Yes
- Market knowledge
- Solution training
- Customer White Papers
- Customer presentations
- Support tools for data center consolidation, Green IT, staff training and development
Government/Health Care/Education Partner Incentive Programs? Yes
- HP PartnerONE Public Sector Elite Program: Deal registration, rebates, leads, demos, Elite branding
- HP Campus Reseller Program
- HP Diversity Program
Stimulus-Specific Partner Training/Support? Yes
- Webinar series on stimulus with the Center for Digital Government
- Stimulus-focused Web pages designed specifically for partners
- Partner planning
Stimulus-Specific Partner Incentive Programs? No
Stimulus-Specific Events/Road Shows? Yes
Customer road shows on:
- Green initiatives
- Data center consolidation
- Virtualization
Company: Intel
Sector: Hardware and Software
Headquarters: Santa Clara, Calif.
Web site: www.intel.com
Public or Private? Public
Top Executive: Paul Otellini, president and CEO
Top Public Sector Executive(s): C.J. Bruno, vice president
Top Channel Executive(s): Steve Dallman, vice president
Number of Employees: 83,900
2008 Overall Revenue: $37. 6 billion
2008 Government/Health Care/Education Revenue: Not disclosed
Internal Government/Health Care/Education Organizations? Yes
Internal Stimulus-Specific Working Group? Yes
Main Stimulus Focus Areas: Health Care, Smart Grid, Broadband, Education
2009 Funds Allocated For Government/Health Care/Education: Not disclosed
2009 Funds Allocated For Stimulus-Specific Programs: Not disclosed
Government/Health Care/Education Partner Training/Support? Yes
- Training resources available at www.intel.com/reseller, including Webinars, sales material and resource links
- Focused topic for Intel Virtual Channel Conference (7/23/09)
- Global Solution Summit Training includes government stimulus training (in Q2 09, Intel trained its top 1,300 partners on programs and opportunities related to stimulus activities)
Government/Health Care/Education Partner Incentive Programs? Yes
- Rebates available to Intel Channel Partner Program members on select products for documented government or education opportunities
- Product seeds/samples and demo loans available to Intel Channel Partner Program members (contact your Intel field rep or call (866) 655-6565
Stimulus-Specific Partner Training/Support? Yes
- Stimulus resources available at www.intel.com/reseller
- Training resources available at www.intel.com/reseller, including Webinars, sales material and resource links
Stimulus-Specific Partner Incentive Programs? No
Stimulus-Specific Events/Road Shows? Yes
- Information available at Intel Channel Conferences and online for Intel Channel Partner Program members. See www.intel.com/reseller for dates, locations and registration details for road shows and scheduled series of stimulus-specific Webinars.
Company: Isilon
Sector: Storage
Headquarters: Seattle, Wash.
Web site: www.isilon.com
Public or Private? Public
Top Executive: Sujal Patel, CEO
Top Public Sector Executive(s): No
Top Channel Executive(s): Leonard Iventosch, vice president of Global Channels and OEMs
Number of Employees: 350+
2008 Overall Revenue: $114 million
2008 Government/Health Care/Education Revenue: Not disclosed
Internal Government/Health Care/Education Organizations? Yes
- Federal Advisory Board (lead: William Ruckelshaus, former head of the EPA)
Internal Stimulus-Specific Working Group? Yes
- Stimulus Support Team (lead: Chris Blessington, senior director of marketing and corporate communications)
Main Stimulus Focus Areas: Health Care, Life Sciences, Bioinformatics
2009 Funds Allocated For Government/Health Care/Education: Not disclosed
2009 Funds Allocated For Stimulus-Specific Programs: Not disclosed
Government/Health Care/Education Partner Training/Support? Yes
Government/Health Care/Education Partner Incentive Programs? No
Stimulus-Specific Partner Training/Support? No
Stimulus-Specific Partner Incentive Programs? No
Stimulus-Specific Events/Road Shows? No
Company: Juniper Networks
Sector: Networking and Security
Headquarters: Sunnyvale, Calif.
Web site: www.juniper.net
Public or Private? Public
Top Executive: Kevin Johnson, CEO
Top Public Sector Executive(s): Gareth Owen, vice president of sales, Government, Education & Medical group
Top Channel Executive(s):
- Frank Vitagliano, senior vice president, Worldwide Channel
- Blaine Raddon, vice president, US Channel Sales
Number of Employees: 7,000+
2008 Overall Revenue: $3.57 billion
2008 Government/Health Care/Education Revenue: Not disclosed
Internal Government/Health Care/Education Organizations? Yes
- Government, Education & Medical group (lead: Gareth Owen)
Internal Stimulus-Specific Working Group? Yes
- Stimulus Task Force (lead: Peter Boit)
Main Stimulus Focus Areas: Health Care, Broadband, Security, Smart Grid
2009 Funds Allocated For Government/Health Care/Education: Not Disclosed
2009 Funds Allocated For Stimulus-Specific Programs: Not disclosed
Government/Health Care/Education Partner Training/Support? Yes
- Contract support through GSA, WSCA, and other major contract vehicles
- Education and Training support through Business Builder
- Fast Track Training (offers free certification path)
- Free Online training for sales and presales engineering support through new ILS
Government/Health Care/Education Partner Incentive Programs? Yes
- 10 percent deal registration
- Tiered Partner Model - J-Partner Program
- J-Rewards incentive program, individual and rep incentive programs
- Competitive Trade-In Program
Stimulus-Specific Partner Training/Support? No
Stimulus-Specific Partner Incentive Programs? No
Stimulus-Specific Events/Road Shows? No
Company: Lenovo
Sector: Hardware
Headquarters: Morrisville, NC
Web site: www.lenovo.com
Public or Private? Public
Top Executive: Yuanqing Yang, CEO
Top Public Sector Executive(s):
- Charles Prestia, executive director
Top Channel Executive(s):
- Stephen DiFranco, vice president
Number of Employees: 22,500
2008 Overall Revenue: $14.9 billion
2008 Government/Health Care/Education Revenue: Not disclosed
Internal Government/Health Care/Education Organizations? Yes
Internal Stimulus-Specific Working Group? Yes
Main Stimulus Focus Areas: Broadband, Education
2009 Funds Allocated For Government/Health Care/Education: Not disclosed
2009 Funds Allocated For Stimulus-Specific Programs: Not disclosed
Government/Health Care/Education Partner Training/Support? Yes
- Training resources available at www.lenovopartnernetwork.com
- Frequent webinars focus on government and education offerings
Government/Health Care/Education Partner Incentive Programs? Yes
- Lenovo's June - September 2009 Public Sector Growth Target Program offers all authorized Lenovo Solution Partners the ability to earn up to a 1 percent rebate on sales to Public Sector customers. Orders must be invoiced between June 1 and Sept. 30, 2009 in order to qualify for the rebate. Complete details at www.lenovopartnernetwork.com
Stimulus-Specific Partner Training/Support? Yes
- Stimulus resources available at www.lenovopartnernetwork.com or www.lenovo.com/stimulus
- Stimulus Resource Center can be reached at 1-800-439-8956
Stimulus-Specific Partner Incentive Programs? Yes (see above)
Stimulus-Specific Events/Road Shows? No
Company: NETGEAR
Sector: Switching, Security, Storage, Wireless
Headquarters: San Jose, Calif.
Web site: www.netgear.com
Public or Private? Public
Top Executive: Patrick Lo, CEO
Top Public Sector Executive(s): Michael Werdann, vice president of sales, North America and Australia
Top Channel Executive(s): Matthew Dargis, senior director of US SMB sales
Number of Employees: 500
2008 Overall Revenue: $743 million
2008 Government/Health Care/Education Revenue: Not disclosed
Internal Government/Health Care/Education Organizations? Yes
- SLED/FED (Lead: Matthew Dargis)
Internal Stimulus-Specific Working Group? Yes
Stimulus task force (leads: Jeff Shoffit and Sharon Hartman)
Main Stimulus Focus Areas: Health Care, SLED GSA Storage, Security
2009 Funds Allocated For Government/Health Care/Education: Not disclosed
2009 Funds Allocated For Stimulus-Specific Programs: Not disclosed
Government/Health Care/Education Partner Training/Support? Yes
- PowerShift Partner Online Training Program
Government/Health Care/Education Partner Incentive Programs? Yes
- NETGEAR PowerShift Partner Gov/Ed Program, includes:
- Up-front discounts
- Rebates
- Rep spiff programs
Stimulus-Specific Partner Training/Support? No
Stimulus-Specific Partner Incentive Programs? No
Stimulus-Specific Events/Road Shows? No
Company: OKI Data
Sector: Hardware
Headquarters: Mount Laurel, N.J.
Web site: www.okidata.com
Public or Private? Private
Top Executive: Stewart Krentzman, president and CEO
Top Public Sector Executive(s): Carl Taylor, director, product and industry marketing, North America
Top Channel Executive(s):
- Jackie Paralis, senior marketing manager, channel development, North America
- Jess Trotter, director US channel sales
Number of Employees: 357
2008 Overall Revenue: Not disclosed
2008 Government/Health Care/Education Revenue: Not disclosed
Internal Government/Health Care/Education Organizations? Yes
- Marketing and sales resources specifically assigned to the public sector (government, education, health care), with a targeted budget for both marketing and sales to accommodate focused strategic initiatives in these areas
Internal Stimulus-Specific Working Group? No
Main Stimulus Focus Areas: Health Care, Education, Government IT
2009 Funds Allocated For Government/Health Care/Education: Not disclosed
2009 Funds Allocated For Stimulus-Specific Programs: Not disclosed
Government/Health Care/Education Partner Training/Support? Yes
Training and support in three main stimulus-related areas:
- Regulatory compliance
- Digital data capture, storage and retrieval
- Document Management Systems (DMS), including Managed Print Services to reduce operational costs and increase worker productivity, Smart Forms and Intellismart Forms for converting hard copy forms to digital processing
Government/Health Care/Education Partner Incentive Programs? Yes
- Purchase discounts and special pricing for all products and solutions sold into any of the above market segments
- MSP solutions and financing programs for key verticals
Stimulus-Specific Partner Training/Support? Yes
Partner training and support in specific programs include:
- ProfitOPS
- Total Managed Print
- On-Demand Marketing Portal
- Channel Partner Power Play Training for OKI Printing Solutions
Stimulus-Specific Partner Incentive Programs? Yes
- ProfitOPS: Provides up-front purchase discounts on select hardware and consumables in exchange for a 12-month, mutually agreed to revenue commitment from the partner
Stimulus-Specific Events/Road Shows? Yes
- Stimulus opportunity education part of all trade shows and events OKI participates in for 2009
Company: SonicWALL
Sector: Security
Headquarters: Sunnyvale, Calif.
Web site: www.sonicwall.com/us
Public or Private? Public
Top Executive: Matt Medeiros, president and CEO
Top Public Sector Executive(s): Matt Medeiros, president and CEO
Top Channel Executive(s): Marvin Blough, vice president, World Wide Sales
Number of Employees: 700
2008 Overall Revenue: $218 Million
2008 Government/Health Care/Education Revenue: Not disclosed
Internal Government/Health Care/Education Organizations? No
Internal Stimulus-Specific Working Group? No
Main Stimulus Focus Areas: Construction, Engineering and Related Firms
2009 Funds Allocated For Government/Health Care/Education: Not disclosed
2009 Funds Allocated For Stimulus-Specific Programs: Not disclosed
Government/Health Care/Education Partner Training/Support?
- Webcasts and similar training for all three verticals
Government/Health Care/Education Partner Incentive Programs? No
Stimulus-Specific Partner Training/Support? Yes
- Webcasts on "shovel-ready" network security, with training on quickly setting up a safe, reliable network (wired and/or wireless) for construction sites and similar environments
Stimulus-Specific Partner Incentive Programs? No
Stimulus-Specific Events/Road Shows? Yes
- Webcasts scheduled for various time in Q2 and Q3
Company: Sophos
Sector: Security
Headquarters: Burlington, Mass.
Web site: www.sophos.com
Public or Private? Private
Top Executive: Steve Munford, CEO
Top Public Sector Executive(s): Michael McGuinness, senior vice president, Worldwide Sales & Field Operations
Top Channel Executive(s): Chris Doggett, director of Global Channel Programs
Number of Employees: 1,577
2008 Overall Revenue: $214 million
2008 Government/Health Care/Education Revenue: Not disclosed
Internal Government/Health Care/Education Organizations? Yes
- Public Sector Team (David Peck, lead)
Internal Stimulus-Specific Working Group? No
Main Stimulus Focus Areas: Health Care, Government IT, Construction, Energy
2009 Funds Allocated For Government/Health Care/Education: Not disclosed
2009 Funds Allocated For Stimulus-Specific Programs: Not disclosed
Government/Health Care/Education Partner Training/Support? No
Government/Health Care/Education Partner Incentive Programs? Yes
- Special discounts and periodic incentives
Stimulus-Specific Partner Training/Support? No
Stimulus-Specific Partner Incentive Programs? No
Stimulus-Specific Events/Road Shows? No
Company: ViewSonic
Sector: Hardware
Headquarters: Walnut, Calif.
Web site: www.viewsonic.com
Public or private? Private
Top executive: James Chu, CEO
Top public sector executive(s): Jeff Volpe, vice president and general manager of North America
Top channel executive(s):
- Colleen Brown, director, North American reseller sales
- Sheridi Higa, channel marketing manager
Number of employees: 150
2008 overall revenue: Not disclosed
2008 Government/Health Care/Education revenue: Not disclosed
Internal Government/Health Care/Education organizations? Yes
- ViewSonic Finch Club's GovEd program
Internal stimulus-specific working group? Yes
- North American regional sales channel task force (lead: Colleen Brown)
Main stimulus focus areas: Health Care, Broadband, Government IT and Education
2009 funds allocated for Government/Health Care/Education: Not disclosed
2009 funds allocated for stimulus-specific programs: Not disclosed
Government/Health Care/Education partner training/support? Yes
" ViewSonic Finch Club
- TI DLP Program " partnership with Texas Instruments to spearhead several new initiatives to assist and communicate the value of technology to school districts and resellers across the country
Government/Health Care/Education partner incentive programs? Yes
- Gov/Ed Program gives government and education resellers the opportunity to receive discounts, sales support, spiffs and special product rebates, as well as increased percentage discounts on select products through Sept. 30, 2009
Stimulus-specific partner training/support? Yes
- Finch Club Product Webinars " Monthly
Stimulus-specific partner incentive programs? Yes
Stimulus-specific events/road shows? Yes
- InfoComm (6/17/09, Orlando, Fla.)
- WASA (6/17/09, Seattle, Wash.)
- HITEC (6/22/09, Anaheim, Calif.)