Stratus ® Global System Integrator Program Guide
Welcome How to use this guide
Stratus Technologies is a global leader in simplified, protected, autonomous Edge Computing platforms for leaders who are digitally transforming their business-critical operations to achieve continuous availability and predictable, peak performance with minimal risk. As a Stratus System Integrator (“SI”), you are in a unique position to capitalize on the growing need among organizations of all sizes to maintain business operations 24/7/365. Through the Stratus System Integrator Program (“SI Program”), you now have privileged access to the broad range of tools and resources we have developed to help you use and provide services for Stratus products.
This guide presents the structure, requirements and benefits of the SI Program, along with training and certification/accreditation guidelines, tools, terms and conditions, and resources available exclusively to our SI partners.
The Stratus Global System Integrator Program Guide provides important information and guidelines to help you successfully grow your business using Stratus products and services. This guide is for reference only and subject to change by Stratus.
The guide is divided into three sections—program overview; Stratus service partnership; partner training, certification, and accreditation.
If you have any questions or require additional information, please reach out to your local Stratus representative, Channel Partner, or contact the SI Partner Program team at partner.program@stratus.com.
Stratus System Integrator Program
Program Overview
System Integrator Tiers
The SI Program includes three levels of partnership plus a ‘qualifying’ level when you first register and are going through initial enablement.
System Integrator Agreement
To participate in the SI Program, companies are required to apply via the Stratus Partner Portal. Once your application has been approved you will need to accept the Terms of Use which includes important information on the use of the Stratus branding and how you represent yourself within the program. If your company wants to also become a Stratus Service Manager, then a Stratus Service Agreement commensurate with your Service capability (collectively, the “Agreement”) will need to be signed. The Agreement authorizes you to use our logos and branding in promotional activities, promote yourselves as part of the Stratus SI Program and submit content for inclusion in the Stratus Partner locator.
Once the Agreement is accepted, partners must comply fully with the terms and conditions of the Agreement while maintaining good standing with Stratus to qualify for SI Program benefits.
Partnership Level Assignments
At commencement of the relationship and upon initial acceptance of the Terms of Use, you will be classified in the program as “Qualifying”. This designation means you are undergoing enablement training on Stratus products and offerings but are not yet approved to be listed and promoted on our Partner Locator or in our marketing materials or events. At the Qualifying level you will be granted access to the eLearning materials on the Stratus Partner Portal. If you wish to participate in instructor led courses a fee may be applicable.
Once you have qualified you will then be “Registered’ where we will provide you with access to the following:
• Ex tended access to the Stratus Partner Portal
• A basic entry in the Partner Locator
• Use of relevant Stratus logo and website banners
• Discounted ‘Not for Resale’ units via your Authorized Channel Partner
As you continue to develop your usage and skills on Stratus products you will be able to move from “Registered” to “Certified”. To become “Certified’ you will need to have at least two (2) trained and certified Solution Architects on staff and have at least two (2) project implementations using Stratus hardware where the customer has approved a joint reference/case study or video reference. Once you become “Certified” you will have access to further program benefits, such as:
• Enhanced profile listing in the Partner Locator
• Advanced exposure to our product development roadmap and the ability to apply to beta test
• Early access to sponsorship opportunities at Stratus events
• Ability to become a Stratus Service Manager (details below)
• Ability to do product installations without contracting Stratus or a qualified Channel Partner – subject to a qualified engineer having completed the necessary Jumpstart training (details below)
At the Qualifying level you will be granted access to the eLearning materials on the Stratus Partner Portal.
Partners wishing to invest in working even closer with Stratus may be invited to participate in the “Endorsed” Tier of the SI program. At this level you will need to have demonstrated a close working relationship with Stratus and a Channel Partner in your Territory, as well as provided both of us with at least four (4) approved project implementations and be in a position to submit further case studies on an annual basis. In addition, we will work with you on a business plan and relevant activities to target growth opportunities for both parties. In return, you will have access to the following benefits:
• Joint opportunity pursuits
• Executive sponsorship
• Priority access to participate in Stratus marketing campaigns
• Co -marketing activities, when available (subject to approvals on a case by case basis).
A complete list of benefits for each tier in the SI Program is available on the SI Program section of the Partner Portal.
We appreciate that staff may change, resulting in a reduction in the overall ability to meet the requirements of the relevant tier. Although Stratus reserves the right to adjust a partner’s recognized tier, Stratus will work with you to make sure you get back on track as soon as possible to ensure you maintain access to your tier benefits.
Stratus Service Partnership
Provision of Stratus Services
Service is an integral part of Stratus’ solutions and our service attach rate is among the highest in the IT industry. The SI Program allows for Certified or Endorsed partners to enrol as a Service Manager, which includes the ability to maximize your partnership with Stratus by augmenting your solution sales with the sale of support contracts and renewals.
As a Service Manager you will be responsible for the initial service contract and the on-going renewals for all active product covered under the agreements you are managing. You will pay Stratus, or our appointed Channel Partner, for the end user service contracts under your management. The discount level from the Service offering will be agreed between you and either Stratus or the appropriate Channel Partner for your Territory.
Participation as a Stratus Service Manager provides you with an annuity revenue stream and a way to differentiate your company and the service it provides.
Partner Training, Certification and Accreditation
Stratus develops and delivers industry-leading global support and services for our customers and partners, as such, training is imperative for partner success in positioning Stratus solutions, as well as in providing implementation and ongoing support.
These services enhance the value of your customer’s investments by ensuring continuous system availability, providing timely solutions, and building long-term relationships. We extend support options to our partners, enabling you to deliver reliable, valuable product support to your customers.
Stratus provides 24/7/365 technical support, as well as pre-sales support through our network of experienced systems engineers. We also offer our partners extensive documentation to help you work with your customers. Rest assured that Stratus is behind you, supporting you regardless of the tier you are participating in the program.
Partner Sales and Technical Training
As part of the Stratus System Integrator Program, Stratus has developed a set of online and instructor led sales and technical training enablement designed for Stratus sales and pre-sales professionals, as well as Stratus Certified and Support Specialists.
Stratus Certified Implementation Specialists are authorized by Stratus to conduct product installations. Stratus Certified Support Specialists are authorised by Stratus to provide customer support services and escalate issues to Stratus on behalf of the customer.
Demonstration Equipment
Demonstrating the capabilities of the Stratus always-on solutions remains a highly effective way to showcase the simplicity and ease of use of the Stratus products, whilst allowing you to build a compelling and differentiating value proposition for your prospective customers. The Endorsed tier of the SI Program requires that you purchase Stratus products on a ‘not for resale’ (“NFR”) basis, at special NFR
pricing, that can be used for customer demonstrations or proof of concept (“PoC”) purposes only. For all other tiers the NFRs are optional but recommended and are available at the special NFR pricing.
Products purchased under NFR pricing may not be resold, leased or licensed to a third party (including any end-user customers) or used for other purposes.
Discount of Local List Price OR Net Price
Further information and pricing of NFR units is available on the Stratus Partner Portal and can be accessed at: http://partner.stratus.com
Other Terms and Conditions
Stratus Partner Program General Terms and Conditions
This document and your Agreement sets out the exclusive terms and conditions of the Program. We reserve the right in our sole and absolute discretion to adopt, amend, and rescind such rules and regulations, to construe and interpret the SI Program and the rules and regulations under the SI Program, and to make all other determinations we deem necessary or advisable for the administration of the SI Program.
Any other Terms and Conditions will be as per the Terms of Use agreed to when accessing the Stratus Partner Portal.
Specifications and descriptions are summary in nature and subject to change without notice.
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