Honeywell Performance Partner Program EMEIA Region

Honeywell Performance Partner Program
EMEIA Region
The Strongest Partner Program
in the Industry
At Honeywell Scanning & Mobility, we’re obsessed
with improving workflow performance. We’ve
seen how even small changes in a highly scalable
environment can make huge improvements across
the entire enterprise. With our channel partners, we
design fluent, agile workflows that enable customers
to effectively manage data and assets, optimise
operational performance and processes, and drive
business success.
With new and evolving technologies, services and
customer expectations, the automatic identification
and data capture (AIDC) industry is experiencing
significant changes that make deep customer insight,
skill, dedication, and above all, collaboration essential.
That’s why our Partners are so important to us and
why a consultative, thorough approach to developing
the new Honeywell Performance Partner Program
was crucial.
CONTENTS
Partnering with Honeywell 4
The Performance Partner Program 4
Performance Partner Program Requirements
5
Performance Partner Program Benefits 6
Marketing Solutions to Drive Business Growth 7
In developing the Performance Partner Program, we
worked closely with our Partner community to ensure
we created a Program second to none. We’ve taken
the best facets of our previous channel programs
and added new features and benefits to deliver an
integrated, future-minded Partner Program.
The Honeywell Performance Partner Program is
designed to optimally support you in growing your
business. We believe that together we can lead change
while achieving tremendous business success.
2
Honeywell Scanning & Mobility | Performance Partner Program
3
Partnering with Honeywell
Performance Partner Program Tiers
Performance Partner Program Requirements
As a technology solutions leader, we truly value our
channel community. As a Honeywell Partner, you
are instrumental in ensuring the customers’ needs
are understood and expectations are exceeded. Our
commitment to you and passion for winning together
is reflected in the new Honeywell Performance Partner
Program, which enables you to:
Your Perfomance Partner Program tier is based on a
number of criteria which are outlined in more detail in
the “Requirements” table and include revenue, business
planning and sales and technical accreditations.
Minimum Requirements
• Benefit from the reach and reputation of the
Honeywell global brand
• Enjoy equitable discounts and incentives
• Take advantage of our sales, marketing and
technical expertise and support resources
• Be protected and supported in your projects
• Have confidence in the consistency of our
Program, which has clearly defined and applied
policies
At Honeywell, we design leading technologies that
create fluent, agile workflows to optimise processes,
improve operational performance and thereby drive our
customers’ success.
Since 2007 we have been on an aggressive investment
path to becoming a leading provider of hardware,
software and services in the data collection and
information management industry. Now positioned as
a market leader, our product portfolio is the broadest
in the industry. What’s more, the portfolio is comprised
of innovative products and solutions developed with
extensive customer insight and application expertise.
Simply put, our solutions enable our Partners to
compete with confidence, and win.
Honeywell will conduct an official review of Partner
Performance on an annual basis and will also monitor
performance throughout the year. As you meet higher
level requirements we will be happy to discuss promotion
to the next tier at any time during the year.
The highest tier recognises exceptional technical and
sales abilities along with the achievement of required
revenue thresholds, and rewards these assets with
maximum benefits.
• Complete application and partner profile
• Provide name of company and all affiliated companies
• Realise less than 50% of revenue from online sales
Platinum
Gold
Silver
√√√
√√
√
<50% Online Revenue
√
√
√
Quarterly Business Review
√
Bi-Annual
-
Collaborative & Business &
Marketing Planning
Quarterly
Bi-Annual
-
Field Sales Force
√
√
√
Trained & Accredited Sales Staff
4
2
1
Trained & Certified Technical Staff
2
1
1
Offer End User Technical Support
√
√
√
Named Marketing Resource
√
Optional
-
√√
√
-
POS Reporting (on request)
√
√
√
Lead Reporting
√
√
√
Utilisation of Partner Tools
√
√
√
Achieve Annual Revenue Threshold
Access to Market Development
Funds (MDF)
This tier is for Partners who have developed an
increased knowledge of Honeywell solutions and
achieved target revenue thresholds. Gold Partners
receive a wide range of Program benefits.
Tiered Benefits that Grow
• Commit to keeping partner website, linking to
Honeywell website or using Honeywell’s content
syndication tool
with Your Business
The Honeywell Performance Partner Program is
designed to provide you with the right set of benefits
to meet your business needs. As your commitment
to Honeywell grows you will be able to move up the
Partner tiers and access additional features.
Each partner tier features a set of benefits – tools,
pricing discounts and growth rebates, plus sales,
service and marketing support – designed to help you
grow your business in partnership with Honeywell.
4
The Silver tier is the entry level of the Performance
Partner Program, enabling Partners with smaller annual
Honeywell revenues to access key benefits that will
enable business growth.
Honeywell Scanning & Mobility | Performance Partner Program
5
Honeywell Performance Partner Program Benefits
The Performance Partner Program brings members our strongest line-up of benefits to help you grow your business
profitably with Honeywell.
As well as tiered financial benefits, the Program provides a wide range of value-add tools to assist you at every stage of
the sales cycle.
Platinum
Pricing Discount
Project Registration
Growth Rebate
Demo Program
Leads
Partner Portal Access
SFDC Licenses
Training
MDF Funding
Program Logo Use
Collaborative Business
Planning
Partner Advisory Council
Service Support
Marketing Support
Partner Support
Partner Event
Access to NPI
Exclusive Promotions
6
Gold
Silver
√√√
√√
√
√
√
√
√√
√
-
Up to 70% Discount off
List Price
Up to 70% Discount off
List Price
Up to 70% Discount off
List Price
√√
√
-
√
√
√
√√
√
Web Interface
In Person, Online
Online
Online
1.5% Rule of thumb,
as merited
As merited on approved
QBR
No (on approved plans for
selected growth targets only)
√√
√
-
Quarterly
Bi Annual
Tied to MDF
√
By Invitation
-
Phone, Email
Email
Email
Channel Marketing
Manager, Partner Concierge
Partner Concierge
Partner Concierge
Partner Manager,
Solutions Architect
Inside or territory sales
Distributor
√
By Invitation
By Invitation
BDU Program,
Information
Information
Information
√
By Invitation
By Invitation
Marketing Solutions
Driving Business Growth
Honeywell understands the value of and need for
marketing support as a strategic component of our
Performance Partner Program. We have industry
leading programs and tools to help you generate
best-in-class marketing campaigns that drive
customer acquisition and retention and deliver
genuine business growth.
Honeywell supports Partners in every stage of the sales
cycle from generating and converting leads, to protecting
your business and providing the right pricing to close
the deal. These benefits are all exclusive to Performance
Partner Program members.
Marketing Development Funds (MDF)
Honeywell understands the value of your contributions to
our business. Project Registration rewards Partners who
engage Honeywell early in the sales cycle, and provide
value added solutions.
Honeywell will continue to provide funding to support
marketing activities that create demand, generate
leads and grow our mutual business through our new
MDF Program. MDF funding will be allocated to lead
generation activities that show strong ROI potential
and support the collaborative business plan.
Project Registration & Pricing Support
In competitive situations, Partners can also apply for
further discount to help win deals involving comparable
products from other vendors.
Lead Generation
Demo Program
We allocate a significant proportion of our annual
marketing budget to generating leads for our Partners.
As a Performance Partner Program Platinum or Gold
member you will have access to leads generated from
the wide range of campaigns we implement.
The new Honeywell Demo Program provides deep
discounts on products for use in customer and event
demonstrations, demo centres, training and proof of
concept activities.
Honeywell Partner Concierge
Partner Concierge is a ground-breaking
marketing resource for our Partners, enabling you
to cost-effectively target, develop, customise and
execute a wide range of powerful and effective
marketing campaigns.
Concierge includes all of Honeywell’s end user
marketing campaign assets (which are free of
charge for you to co-brand), along with a wide range
of marketing consultancy and delivery services to
help build strategic marketing plans that deliver
measurable ROI.
www.partnerconcierge.com
Automatic Website Content
Integrated Salesforce.com Platform
Salesforce.com is Honeywell’s integrated management
system, through which our Partners can access a variety
of tools to drive their business including:
• Collaborative business planning
• Project Registration Discount, Demo discount
and deal support
• MDF funding and lead management
• Training & Accreditation
Training & Accreditation
Alongside the new Program we are launching a new
suite of training and accreditation opportunities to
complement your business and train your workforce.
This will include online and classroom based sales and
technical training.
Honeywell’s content syndication platform vastly
reduces the time and resources required to release
new and updated content about Honeywell solutions
to your website. Requiring minimal set up, our solution
automatically updates your website and serves as an
active marketing tool, generating leads for you.
Honeywell Scanning & Mobility | Performance Partner Program
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For more information on our products:
www.honeywellaidc.com
Honeywell Scanning & Mobility
Nijverheidsweg 9-13
5627 BT Eindhoven
The Netherlands
+31 40 711 00 41
www.honeywell.com
© 2014 Honeywell International Inc.