Partner Levels
Earthwave.s channel partners are rewarded on their level of involvement and participation i.e. we offer higher sales margins to our channel partners who provide higher levels of service to their clients. We offer three levels of service for our channel partners:
- Associate;
- Premier; and
- Elite
Associate Level
Our Associate Level channel partners are typically entry-level participants in our program. It is designed for those organisations that wish to resell our services with low risk entry into MSS. Associate Level channel partners only need to provide account management to their clients and have a signed Master Services Agreement (MSA) with earthwave to be able to resell our services.
Premier Level
Our Premier Level channel partner program caters for larger organisations (such as xSP.s/Carriers) who are prepared to invest in higher levels of activity and ownership than Associate partners. earthwave.s Premier Partners have gained expertise in two or more Managed Security Service specialisations.
Elite Level
Our Elite Level partners are high end systems integrators who have technical, sales and marketing teams supporting their MSS business. Elite Partners commit to three or more Managed Security Service specialisations. They are at the highest level of partnership with earthwave demonstrating a high level of commitment to ensure that customers receive exceptionally high-quality solutions and services. This commitment includes:
- Equipment provisioning and financing
- Solution Design, Architecture and Deployment
- Assistance with SOC connectivity
- Project management
- Maintenance of the equipment
- Level 1 Support
Our Elite Partners have the closest working relationship with earthwave and enjoy the highest margins and rewards on their MSS sales.
| Partner Function | Associate | Premier | Elite |
|---|---|---|---|
| Sales | |||
| Account Management | Yes |
Yes |
Yes |
| Business Development | Yes |
Yes |
Yes |
| Effective Coverage of Assigned Territory | Yes |
Yes |
Sales Track record |
| Quarterly Revenue Targets | Yes |
Yes |
|
| Quarterly Sales Activity Plan | Yes |
Yes |
|
| Customer Satisfaction | Customer Validation | ||
| Successful Project Implementation | Customer Validation | ||
| Marketing | |||
| Datasheet branding | Yes |
Yes |
|
| MSS description on web site | Yes |
Yes |
|
| Initial email blast to market MSS | Yes |
Yes |
|
| Regular marketing events including MSS | Yes |
Yes |
|
| Technical | |||
| Solution Design and Architecture | Yes |
||
| Solution Deployment | Yes |
||
| Assistance with SOC connectivity | Yes |
||
| Project management | Yes |
||
| Maintenance of the equipment | Yes |
||
| Major upgrades requiring on-site attendance | Yes |
||
| Level 1 Support | Yes |
||
| Training | |||
| Service Specialisation | 2 Categories | 3 Categories | |
| Trained Sales Staff per Service | 2 Sales Employees | 2 Sales Employees | |
| Trained Technical Staff per Service | 2 Technical Employees | ||
| Solution Implementation Skilled Staff | 1 Technical Employee | ||
| Administration & Management | |||
| Equipment provisioning | Yes |
||
| Equipment financing | Yes |
||
| Customer billing and invoicing | Yes |
Yes |
|
| Annual Re-qualification | Yes |
Yes |
|
| Signed Partner Agreement | Yes |
Yes |
Yes |
| Named Sales Resources | Yes |
Yes |
|
| Named Technical Presales Resources | Yes |
Yes |
|
| Named Marketing Resources | Yes |
Yes |
|
| Named Management Contact(s) | Yes |
Yes |
