PROGRAM GUIDE / JULY 2017 Docker Business Partner Program Guide July 2017
PROGRAM GUIDE / JULY 2017 Table of Contents Welcome... 3 Overview...3 About this Guide...3 Docker Program Policies...3 Docker Program Overview...3 Comprehensive Partner Type Review...3 Docker Program Policies...3 Joining the Program...3 Program Agreement...3 Getting Help...3 Docker Business Partner Program Overview... 4 Partner Membership Journey...4 Member...4 Authorized...4 Authorized Partner Types...4 Value Added Reseller...4 Global & Federal System Integrator...4 Consulting Partner...4 Training Partner...4 Partner Levels...4 Docker Value Added Reseller Program...6 Docker Authorized Global & Federal System Integrator Program...7 Docker Authorized Consulting Partner Program...9 Docker Authorized Training Partner Program... 11 2
PROGRAM GUIDE / JULY 2017 Welcome to the Docker Business Partner Program! We welcome you into the Docker Business Partner program and look forward to working with you and your teams. The Docker Business Partner program is designed to create new sources of revenue and differentiation for partners, promote joint solutions to customers, and accelerate our partners ability to help customers be successful when using Docker enterprise technology. Once accepted into the program, you will be entitled to a broad range of benefits that accelerate your business with Docker. Overview The Docker Business Partner program offers maximum flexibility for partner differentiation and multiple ways for Partners to decide where to focus and how to best optimize their investments. Partners can select the type of Partner program and path they wish to pursue that best fit their needs. If you meet the requirements, you can choose to pursue any combination of Partner types supported by the Docker Business Partner program. About this Guide This guide provides details about the Docker Business Partner program, including the benefits and requirements of joining and maintaining your membership in each program. Not all programs have the same benefits and requirements. This guide describes the Docker Business Partner program, including: program policies, the basic structure of the program, program benefits, requirements that apply to Partners, and important tips on how to take advantage of all the Docker Business Partner program has to offer. It is divided into the following sections for easy reference. Docker Program Policies This section outlines Docker program policies related to topics such as program enrollment, compliance, required contracts, and more. Docker Program Overview This section provides an explanation of the Partner journey, types and levels in an easy-to-read quick reference format, with a short summary of the major benefits. Comprehensive Partner Type Review This section offers the available program benefits and requirements, determined by the selected type and level of partnering. Docker Program Policies Program Enrollment and Compliance To join the Docker Partner program, a Partner must complete an application and execute a Docker Partner program enrollment agreement. Benefits and requirements vary by program and, for multi-level programs, by membership level. Program membership will renew automatically for successive one-year terms provided the Partner remains in compliance with all program requirements. Docker reviews program compliance at least once a year, and reserves the right to re-level Partners that exceed or no longer meet the requirements of their membership level. Partners that wish to establish a purchasing relationship with an authorized Docker enterprise solution distributor in order to resell Docker products and who wish to become eligible to receive various Docker Partner commercial benefits, must qualify for and join the applicable reselling program. Partners enrolled in a Docker reselling program may also be eligible to join other additional programs, based on applicable program criteria. Joining the Program To join the Docker Partner program, Partners must complete the online application, available at: https://www.docker.com/ partners/partner-program. After submitting an application, Docker will review and notify you if you are approved. If approved, we will then send you the Docker Partner Terms and Conditions, which is a click thru agreement for you to accept our program terms. Our base program membership is free. Program Agreement An authorized representative from the Partner organization must complete and accept the Docker Partner Terms and Conditions as a starting point to joining the Docker Partner program. The Docker Partner Terms and Conditions along with this guide governs the relationship between Docker and the Member, as later defined in this guide. Getting Help Please send any questions for help to partners@docker.com. 3
PROGRAM GUIDE / JULY 2017 Docker Business Partner Program Overview Docker Business Partners are typically Partners whose primary business model is value-added reselling, consulting services delivery or training. By providing customers an unbiased opinion, Docker Business Partners combine their technology expertise along with services to deliver Docker enterprise solutions to address specific customer business problems. Docker Business Partners typically lead with upfront discussions to understand their customer s business needs. Partner Membership Journey Docker recognizes the need to tailor our program to the business model of our partners. All Partners begin as a Member in the Docker Partner program, and are encouraged to work toward becoming Authorized. Member Being a Member is the Docker Partnership entry point that allows interested Partners to establish their relationship with Docker. Members are given access to our partner portal, updates through our partner newsletter and free online training available to advance their knowledge of Docker enterprise solutions. Authorized The Authorized membership status recognizes and rewards Business Partners that invest in training and are actively promoting Docker enterprise solutions. Authorized Partners make a strategic commitment to Docker and invest time and resources in their Docker Go-To-Market strategy. Authorized Partner Types Partners with competencies across consulting, service, resell and training disciplines and who wish to achieve Authorized status in such disciplines, must complete the corresponding program pre-requisites. The Authorized status requires approval by Docker s channel management team, and may require additional agreements to be signed which align to our commercial partnership. Types of Authorized Partners include the following: Value Added Reseller Partners who have the expertise, can position and sell the Docker enterprise subscriptions to their customers. Global & Federal System Integrator Partners who provide application maintenance, application development, application management, reference architecture guidance, and or architectural advisory services to commercial and government customers globally. Consulting Partner Partners that provide professional services that help customers design, build, and deploy solutions with the Docker enterprise subscriptions for their clients. Training Partner Partners who are trained and accredited by Docker to deliver public and private training as an Authorized Training Partner of Docker. Partner Levels Each of the Authorized Partner Types, discussed in the previous section, contains two programmatic membership levels: Professional, and Premier, with Premier being the highest level of membership. Program benefits increase as Partners become more invested in Docker Solutions. 4
PROGRAM GUIDE / JULY 2017 In order to support Authorized Partners in the most effective way, benefits are tailored for each Authorized Partner type. The table below outlines some of the program benefits for Authorized Professional Partners and Authorized Premier Partners. The specific benefits and requirements per Partner types are described in more detail further in this guide. PROGRAM BENEFITS 1 Professional Premier Sales and Marketing Tools Access to Docker Partner Portal Membership Communications Sales and Marketing Programs DockerCon Pass Education, Training and Certification Whitepapers, Technical Briefs, Special Educational Webinars Free On-line Sales and Technical Training Technical Training Courses/Certification Discounts Sales Support Deal Registration Account Management Business Planning Lead Routing Marketing Support Docker Partner Locator Listing Docker Partner Logo Usage Software Licenses Not for Resale License Services and Solution Development Delivery Product Roadmap 2 Discounted Technical Account Manager 3 Subcontracting Services Capability 3 1 Regional differences in benefits may apply 2 Available only to Authorized Consulting Partners 3 Available to Global/Federal System Integrators 5
PROGRAM GUIDE / JULY 2017 Docker Value Added Reseller Program A Docker Value Added Reseller (DVAR) focuses on selling and providing pre-sales technical support to customers on Docker enterprise subscriptions. As a DVAR, accreditations are required to build a Docker practice, a core set of trained and focused resources who know Docker enterprise offerings. A core discount is provided to a DVAR through an authorized distributor of Docker in your region or territory. This base level of discount is a healthy margin for your business and rewards you when you sell Docker enterprise subscriptions to your customers. Additional discounts are passed onto DVAR when a registered and approved deal is closed. DVAR PROGRAM BENEFITS 1 Professional Premier Software Licenses Access to Docker products through distribution Not for Resale License Sales and Marketing Tools Access to Docker Partner Portal Membership Communications Sales and Marketing Programs DockerCon Pass 1 Free Pass Education, Training and Certification Whitepapers, Technical Briefs, Special Educational Webinars Free On-line Sales and Technical Training Technical Training Courses/Certification Discounts 20% 20% Sales Support Deal Registration 2 5% 15% Account Management Business Planning Lead Routing Marketing Support Participate in Regional Partner Marketing Events Docker Partner Locator Listing Docker Partner Logo Usage 1 Regional differences in benefits may apply 2 In addition to your core discount when you have an approved Registration that closes 6
PROGRAM GUIDE / JULY 2017 DVAR PROGRAM REQUIREMENTS Professional Premier Program Fees and Agreement Approved by Docker Channel Management Annual Program Fee $2,500 USD $2,500 USD Include Docker on Partner website Training and Certification Docker Sales Professional Accreditation 2 minimum 2 minimum Docker Technical Sales Professional Accreditation 2 minimum Docker Authorized Global & Federal System Integrator Program Docker Authorized Global and Federal System Integrators (GSI and FSI) are the trusted advisors to the largest commercial and government customers in the world. Operating across many countries and across many divisions within an organization, both GSI s and FSI s have unique challenges and requirements of Docker to support their business. GSI/FSI PROGRAM BENEFITS 1 Professional Premier Software Licenses Not for Resale License Sales and Marketing Tools Access to Docker Partner Portal Membership Communications Sales and Marketing Programs DockerCon Pass 1 Free Pass 1 Free Pass Education, Training and Certification Whitepapers, Technical Briefs, Special Educational Webinars Free On-line Sales and Technical Training Technical Training Courses/Certification Discounts 20% 20% Sales Support Deal Registration Account Management RFP and Tender Assistance Teaming Agreement Access Lead Routing 7
PROGRAM GUIDE / JULY 2017 Marketing Support Participate in Regional Partner Marketing Events Co-Marketing Materials to Promote Our Joint Offering Docker Partner Locator Listing Featured on Docker Find a Partner Page Docker Partner Logo Usage Services and Solution Development Delivery Discounted Technical Account Manager Subcontracting Services Capability 1 Regional differences in benefits may apply GSI/FSI PROGRAM REQUIREMENTS Professional Premier Program Fees and Agreement Approved by Docker Channel Management Include Docker on Partner website Relationship Management Executive Sponsor and Primary Business Contact Defined Docker Practice and Center of Excellence Defined Revenue / Influence / Transaction Commitments Annual Revenue Commitment for Authorized Partners $75,000 USD $250,000 USD Training and Certification Docker Sales Professional Accreditation 10 minimum 50 minimum Docker Technical Sales Professional Accreditation 10 minimum 50 minimum Docker Consultant Accreditation 10 minimum 50 minimum 8
PROGRAM GUIDE / JULY 2017 Docker Authorized Consulting Partner Program Docker Authorized Consulting Partners (DACP) are recognized experts with the skills customers can count on to make them successful when working with Docker enterprise subscriptions. To become a DACP, Partners must commit a significant amount of time, resources and must develop an adequate level of expertise on Docker. They are capable of architecting, implementing and delivering additional services customers need to expand their use of Docker solutions. A DACP provides regional project management, consultants, integration expertise, delivery capabilities, application development expertise, and other value-added services built around the Docker enterprise subscription. Docker s channel management will review and approve qualified candidate to be a Docker Authorized Consulting Partner. A DACP gets technical, training, sales, marketing and account management support. DACP PROGRAM BENEFITS 1 Professional Premier Software Licenses Not for Resale License Sales and Marketing Tools Access to Docker Partner Portal Membership Communications Sales and Marketing Programs DockerCon Pass 1 Free Pass 1 Free Pass Education, Training and Certification Whitepapers, Technical Briefs, Special Educational Webinars Free On-line Sales and Technical Training Technical Training Courses/Certification Discounts 20% 20% Sales Support Deal Registration Joint Go-to-Market Business Plan Marketing Support Participate in Regional Partner Marketing Events Docker Partner Locator Listing Docker Authorized Consulting Partner Logo Services and Solution Development Delivery Product Roadmap 1 Regional differences in benefits may apply 9
PROGRAM GUIDE / JULY 2017 DACP PROGRAM REQUIREMENTS Professional Premier Program Fees and Agreement Approved by Docker Channel Management Authorized Consulting Partner Agreement Annual Program Fee $2,500 USD Include Docker on Partner website Relationship Management Customer Success VP Approval required Docker Practice and Center of Excellence Defined Business Plan Review Revenue / Influence / Transaction Commitments Docker Datacenter Engagements Published Customer Success Story Training and Certification every 6 months 1 minimum every 6 months minimum 1 per year every 6 months 3 minimum every 6 months minimum 2 per year Docker Sales Professional Accreditation 2 minimum 2 minimum Docker Technical Sales Professional Accreditation 2 minimum 2 minimum Docker Consultant Accreditation 2 minimum 2 minimum Docker Architect 2 minimum 10
PROGRAM GUIDE / JULY 2017 Docker Authorized Training Partner Program The Docker Authorized Training Partner program is by invitation only. Docker Authorized Training Partners (DATP) offer training services to customers and to other partners of Docker. A DATP is carefully selected to deliver authorized Docker created training materials, and gain increased value and visibility as authorized trainers for Docker products, solutions, and services engagements. A specific program guide for the Docker Authorized Training Partner program is posted on the Docker Partner Portal. Some of the Training Partner requirements are below: DATP PROGRAM REQUIREMENTS Premier Program Fees and Agreement Approved by Docker Channel Management Authorized Training Partner Agreement Annual Program Fee $2,500 USD Relationship Management Business Development Contact Annual Business Review Commitments Class Deliveries Delivery Logistics Capabilities 2 minimum per year full lifecycle Public Training Facility Access Student Survey Facilitation Training and Certification Docker Instructor Accreditation 2 minimum 11
www.docker.com