Partner Welcome Kit
Table of Contents Welcome Letter 3 Getting Started as a Partner 4 About the Partner Portal 4 Portal Containers 5 Marketing Tools 6 Customer-Facing Resources 7 Deal Registration 8 Deal Registration Requirements 8 Deal Registration Guidelines 8 Deal Registration Approvals 8 Submitting a Purchase Order and Meeting Proof 8 Sample Deal Registration Web Form 9 License Key 9 Pricelist 9 Certification 10 Get certified! Get recognized! Get resources! 10 Certification Paths 10 Partner Enablement 11 School of Splunk 11 Professional Services 12 Education 13 Webinars 14 Territory Coverage 15 Contact Us 16 2
Welcome Letter Dear Splunk Partner, Welcome to the Splunk Americas Partner Program. We are pleased to have you as a Splunk Partner and we look forward to building a long-lasting and mutually beneficial relationship. The Splunk Partner Welcome Kit is your introduction to the program designed to provide you with quick access to important and frequently used information the comprehensive information contained in this kit will help you stay current with all aspects of the Splunk Partner Program so that you can take full advantage of its many benefits. The purpose of this guide is to: Identify the Partner Portal, tools, education and resources available to help you get to revenue quickly Describe how to register Splunk sales opportunities Present a high-level roadmap for becoming Splunk Certified Provide contact information for key Splunk contacts We thank you again for becoming a Splunk Partner. Should you have any questions do not hesitate to contact us at partnersupport@splunk.com. We look forward to a successful business relationship that benefits our customers, yourcompany, and Splunk. Sincerely, The Splunk Partnership Team 3
Getting Started as a Partner 1. Register for Partner Portal Access Sign up for our Partner Portal at http://www.splunk.com/partners The Splunk Partner Portal is your one-stop shop for learning, marketing, selling, and supporting Splunk. The portal is a gateway to the latest information about Splunk s partner program, products, and related support and solutions. All Contracted distributor, reseller, developer, consulting, training and technology partners, as well as OEMs and service providers can access the Splunk Partner Portal and all of its resources for free. 2. Get Certified Certified partners sell more Splunk! To learn how to get certified, click on the Certification container on the Partner Portal home page. About the Partner Portal The Splunk Partner Portal is designed to strengthen Splunk s relationship with its partners by providing resources for: Marketing, Partner Enablement, Customer-facing Resources, Certification, Deal Registration and Professional Services. It is free to access for all contracted resellers, developer, consulting, training and technology partners, as well as OEMs and service providers. The Splunk Partner Portal is your gateway to Splunk s programs and extended support, including the latest information about products and related solutions. Splunk Partners will gain access to specialized marketing templates built and customized to suit any organization. Partners who join the Splunk Partner Portal will receive access to new resources and features to help attract more customers and increase their awareness of Splunk. Log in on Splunk.com 4
Portal Containers Currently the Partner Portal has 6 key containers: Marketing Tools Customer Facing Resources Deal Registration Certification Partner Enablement Professional Services These containers link to the enablement, professional services details, and marketing materials that will help you get up to speed on Splunk fast and strengthen your competitive advantage 5
Marketing Tools Splunk provides a wide variety of marketing tools to help you build and promote your Splunk practice. On the Marketing Tools landing page, we have categorized these tools into four buckets: Logos, Co-branded Collateral, Event Information, and Messaging (shown below). 6
Customer-Facing Resources Splunk makes available to Partners the same collateral and presentations for customer use that Splunk uses with prospects and current customers. A large list of documents and assets can be accessed to build a compelling presentation for your customers (shown below). 7
Deal Registration Only Partner-generated registered deals are eligible for Partner contracted discounts. Requests from multiple partners to register the same opportunity are approved according to the value. Requests to register new deals are approved within 1-5 days. For an overview of the Deal Registration process, watch this Partner Deal Registration video. Deal Registration Requirements: The opportunity must be generated by partner activity. The partner must conduct pre-sales activities. Validated opportunity size. Registration entered via the Splunk Partner Portal. The opportunity must close within 90 days or be approved for an extension. Primary contact at the customer must be identified, and pre-sales and sales contact at the partner must be identified. Deal Registration Guidelines: The Splunk Deal Registration program does not offer Account Registration. Deal Registration is available for upgrades, expansions and renewals of existing accounts. Deal Registration Approvals: Your leads, deal registrations and opportunities are visible to you via the Partner Portal. Submitting a Purchase Order and Meeting Proof: In order to meet sell-through requirements you must: Obtain your purchase order number Ship end user information (company name, contact name/phone number, address, email etc.) Provide special instruction if necessary (e.g. co-term, required license key s delivery date). Splunk must be notified of any requirements to break a license capacity into multiple keys on your PO. 8
Sample Deal Registration Web Form: License Key: License keys are sent electronically to the end user by email typically within 24 hours after the order is booked at Splunk. Pricelist: Our pricelist is generally updated every 6 months. Please contact your Splunk Channel Sales Manager for a copy of the pricelist. 9
Certification Get certified! Get recognized! Get resources! The Splunk Certification program offers role-based learning paths with validation labs, exercises and online tests. Get certified to differentiate yourself and gain access to additional Splunk resources. Certification Paths: Splunk Certified Sales Representative For sales professionals. This learning path includes viewing online selfpaced enablement videos related to Splunk sales methodologies, core offerings, benefits and differentiators. Take an online test to validate your knowledge and get your badge. Log in to the Partner Portal and click here for details. Splunk Certified Sales Engineer I For technical sales professionals. This learning path includes a subset of the sales representative certification, introductory level training courses and illustration of demo and presentation skills. Log in to the Partner Portal and click here for details. Splunk Certified Sales Engineer II For advanced technical sales professionals. This learning path includes completing the education courses, attaining architect certification, and doing a custom data load case study exercise. Log in to the Partner Portal and click here for details Splunk Certified Architect For technical professionals. This learning path includes the full core Splunk training curriculum followed by a practical lab exercise. Candidates will illustrate their skills in the lab work for each course and the final practical lab exercise. Take the individual courses online in our virtual classroom. Log in to the Partner Portal and click here for details. 10
Partner Enablement The Partner Enablement Portal is your entry point to all internal facing sales and technical enablement materials like demo scripts, technical overviews, baseline overviews, use cases etc. This is where you learn the ins and outs of Selling the Splunk Way. The portal can be used to access information by course level, sales process area, use case area, solution area or vertical market. The materials in this section of the portal are meant for enablement purposes only and should not be distributed to customers or prospects. 11
Professional Services Splunk offers various professional service packages: Splunk Core Deployment Packages Splunk Core Deployment + Reporting Packages Splunk Upgrade Packages Splunk Advisory Services Packages For additional information on Splunk s Professional Services, click here. 12
Education Most Splunk Education courses are available in the virtual classroom. Virtual courses are delivered via a web conferencing tool with a live Instructor. In addition to the lecture, there are hands-on exercises using our virtual lab machines. It s easy! All you need to participate is a Splunk-supported browser and a phone. To find and register for courses click here. For additional information on Splunk Education view our fact sheet. If you have any questions about courses, pricing or the registration process, contact education@splunk.com. 13
Webinars Splunk offers a series of webinars. Each month different subjects are covered, including technical and business issues. To view Splunk s featured webinars click here. 14
Territory Coverage North America Channel Manager Sales Territory Coverage Region States/Canada Channel Manager Email Phone Northeast Connecticut, Maine, Massachusetts, New Hampshire, New Jersey, New York, Pennsylvania, Rhode Island, Vermont Joe Massanova jmassanova@splunk.com 609-220-8528 Southeast Alabama, Delaware, Florida, Georgia, Kentucky, Maryland, Mississippi, North Carolina, South Carolina, Tennessee, Virginia Connelly Tomasovich ctomasovich@splunk.com 678-488-2693 North Central Eastern Missouri, Illinois, Indiana, Iowa, Michigan, Minnesota, North Carolina, Ohio, South Carolina, Wisconsin Jolie Nichols jnichols@splunk.com 347-850-2001 South Central Arkansas, Iowa, Kansas, Louisiana, Minnesota, Missouri, Nevada, Oklahoma, Texas, Wisconsin Jolie Nichols jnichols@splunk.com 214-679-6889 Northern California All Northern California Sales Teams and Areas John Collins jcollins@splunk.com 415-531-1995 Southern California Northwest Arizona, Colorado, Nevada, New Mexico, Southern California, Utah Alaska, Idaho, Montana, Oregon, Washington, Western Canada Jo Naken jnaken@splunk.com 949-241-2691 AJ Kreshock akreshock@splunk.com 206-450-8088 Latin America Channel Manager Sales Territory Coverage Region States/Canada Channel Manager Email Phone Brazil Brazil Diogo Tamura dtamura@splunk.com +55 11 98476 0076 Latin America Argentina, Central America, Chile, Columbia, Ecuador, Paraguay, Peru, Uruguay, Venezuela Ana Quezada aquezada@splunk.com +1 972658 5628 Latin America Argentina, Central America, Chile, Columbia, Ecuador, Mexico, Paraguay, Peru, Uruguay, Venezuela Stella Gonzalez sgonzalez@splunk.com +52 155 1048 8376 Public Sector Channel Manager Sales Territory Coverage States/Canada Division Channel Manager Email BD/Channel Director Chaz Hazzan chazzan@splunk.com Phone 703-625-4938 Civilian DoD Karen Grimes kgrimes@splunk.com 703-855-4154 Justin Rice jrice@splunk.com 443-838-3327 SLED Chris Bradford cbradford@splunk.com 703-969-8766 15
Partner Marketing Support Region Title Channel Manager Email Phone Global Senior Manager, Global Partner Marketing Jessica McFarland jmcfarland@splunk.com 415-418-8803 Global Channel Marketing Coordinator Andrea Navarro anavarro@splunk.com 415-852-5681 16
Contact Us Channel Sales Managers Northeast: Joe Massanova Phone: 609-220-8528 Southeast: Connelly Tomasovich Phone: 678-488-2693 North Central: Jolie Nichols Phone: 214-679-6889 South Central: Jolie Nichols Phone: 214-679-6889 Northern California: John Collins Phone: 415-531-1995 Southern California: Jo Naken Phone: 949-241-2691 Northwest: AJ Kreshock Phone: 206-450-8088 Community Support Documentation: http://docs.splunk.com/documentation Community Wiki: http://wiki.splunk.com/ Splunk Answers: http://splunk-base.splunk.com/answers/ Splunk Apps: http://splunk-base.splunk.com/apps/ Customer Support Online: Support Resources Sales Contact Information Toll Free: +1 866-GET-SPLUNK (+1 866-438-7758) Americas: Email: sales@splunk.com Federal, Local, & Government: Email: fed_sales@splunk.com Partnership Information Email: partnering@splunk.com Marketing Email: channelmarketing@splunk.com Certification Email: certification@splunk.com Brazil: Diogo Tamura Phone: + 55 11 98476 0076 Latin America: Stella Gonzalez Phone: +52 155 1048 8376 250 Brannan St., San Francisco, CA 94107 info@splunk.com sales@splunk.com 866-438-7758 415-848-8400 www.splunkbase.com w w w. s p lu n k.com 2013 Splunk Inc. All right s re ser ved. S Splunk, Splunk>, Lis ten to Your Data, The Engine for Machine Data, H unk, Splunk Cloud, Splunk Storm and S PL are trademark s and regis tered trademark s of Splunk Inc. in the U nited State s and other countrie s. All other brand name s, produc t name s, or trademark s belong to their re spec tive owners.. Item # WK- Par tnerwelcome -1 03