AMER Mythbusters: Partner Focus

Kickoff & Introduction

Agenda

  1. Introduction & Objectives
  2. Mythbusters: Challenging the Status Quo
  3. MSSP Overview
  4. Systems Launch
  5. Resources
  6. Q&A

Introduction

Why We're Here

  • Partners are critical to AMER growth
  • Misconceptions can slow down deals and partnerships
  • Today's session: Bust myths, clarify processes, accelerate success

Objectives:

  • Clarify common misunderstandings
  • Share practical guidance
  • Equip you with the tools to win with partners

Myth #1

"You can't register DRs on upsell opportunities"

Reality #1

FALSE! You CAN register Deal Registrations on upsell opportunities.

Key Points:

  • Upsell opportunities are eligible for DR protection
  • Standard DR process applies
  • Benefits: Deal protection, partner prioritization, co-sell support

Action: Submit DR requests through the standard portal with upsell details.

Myth #2

"CIO Opportunities can be going to any partner"

Reality #2

NOT QUITE. There are specific guidelines for CIO Opportunity distribution.

Key Points:

  • CIO Opportunities have designated partner pathways
  • Certain partners are certified/authorized for CIO deals
  • Routing rules ensure proper partner qualification

Action: Check the partner eligibility list before assigning CIO opportunities.

Myth #3

"Partner Discount is the same as Partner Margin"

Reality #3

These are two different concepts.

Term Definition
Partner Discount The percentage off list price that the partner receives
Partner Margin The difference between what the partner pays and what they resell for

Why It Matters:

  • Discount ≠ Margin
  • Margin is what partners actually earn
  • Understanding both helps in deal structuring

MSSP Overview

Managed Security Service Provider Program

What is MSSP?

  • Program designed for security-focused partners
  • Provides tools, resources, and support for managed security services

Benefits for Partners:

  • Dedicated support tiers
  • Specialized training and certifications
  • Go-to-market resources
More details coming soon - stay tuned!

Systems Launch

New Tools & Resources for Partners

What's New:

  • Streamlined onboarding process
  • Updated partner portal features
  • Enhanced deal registration system

Stay Tuned:

  • Detailed walkthrough in the next session
  • Documentation and training materials to follow

Resources

Where to Learn More

  • Partner Portal: [link]
  • DR Guidelines: [link]
  • MSSP Program: [link]
  • Contact: [partner-support@company.com]

Key Contacts:

  • Partner Operations Team
  • AMER Sales Leadership

Q&A

Let's Discuss

What questions do you have?

Thank you for joining!

Thank You!

Next Steps:

  • Review the myths we busted today
  • Share with your teams
  • Reach out with questions