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WELCOME TO YOUR PARTNER PLAYBOOK - · PDF fileWELCOME TO YOUR PARTNER PLAYBOOK ... Test 2016...

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WELCOME TO YOUR PARTNER PLAYBOOK EMPOWER •INNOVATE • GROW FORCEPOINT Global Partner Pr ogram Partner Program Playbook / V.1 / June 2016
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  • WELCOME TO YOUR PARTNER PLAYBOOK

    EMPOWER INNOVATE GROW

    FORCEPOINTGlobal Partner Program

    Partner Program Playbook / V.1 / June 2016

  • Forcepoint safeguards users, data and networks against the most determined adversaries, from insider threats to outside attackers, across the threat life cycle. Forcepoint protects data everywherein the cloud, on the road, in the officeallowing users to simplify compliance, enable better decision-making, streamline security and to empower organizations to focus on whats most important to them.

    Based in Austin, Texas with worldwide sales, service, security laboratories and product development, Forcepoint is a joint venture bringing together industry-leading solutions from Websense, Raytheon Cyber Products and Stonesoft next generation network security.

    THERE HAS NEVER BEEN A BETTER TIME TO BE A FORCEPOINT PARTNER

    SEE WHAT THE INDUSTRY IS SAYING ABOUT US

    2016 NSS Labs Next Generation Firewall (NGFW) Test

    2016 IDC MarketScape Worldwide Web Security: Leader

    2015 Best Web Content Management Solution2014 Best Advanced Persistent Threat (APT) Protection

    2015 Secure Web Gateway MQ Leaders Quadrant2016 Enterprise DLP MQ: Leaders Quadrant2016 DLP Critical Capabilities Report

    Forrester Wave SaaS Web Content Security, Q2 2015: Leader

    2015 Raytheons SureView Memory Integrity (now Threat Protection for Linux) Best Malware Analysis Solution of the Year

    FORCEPOINTGlobal Partner Program

    2015 Miercom Web Security Effectiveness Test

    2016 Corporate Web Security MQ: Top Player2016 Advanced Persistent Threat (APT) Protection MQ: Top Player

    https://www.forcepoint.com/thank-you-your-interest-report?form_id=1363&file=6786&resource=6551&utm_medium=Marketo&utm_source=Email&utm_campaign=Channel+Email+Partner+Alert+May16&region=APAChttps://www.forcepoint.com/thank-you-your-interest-whitepaper?form_id=1363&file=7601&resource=7161&utm_medium=Marketo&utm_source=Email&utm_campaign=Channel+Email+Partner+Alert+May16&region=APAChttps://blogs.forcepoint.com/press/websense-selected-reader-trust-finalist-three-categories-sc-awards-2015https://blogs.forcepoint.com/press/websense-triton-recognized-advanced-persistent-threat-protection-and-four-additional-finalisthttps://www.gartner.com/doc/reprints?id=1-2GM8K17&ct=150529&st=sbhttps://www.gartner.com/doc/reprints?id=1-2XB2CW3&ct=160129&st=sbhttps://www.gartner.com/doc/reprints?id=1-34FLQ2V&ct=160426&st=sbhttp://www.forrester.com/pimages/rws/reprints/document/107122/oid/1-V5DA6Ohttps://blogs.forcepoint.com/press/raytheons-sureview-cybersecurity-product-named-best-malware-analysis-solution-year-cyberhttps://www.forcepoint.com/thank-you-your-interest-whitepaper?form_id=1363&file=2756&resource=4066&utm_medium=Marketo&utm_source=Email&utm_campaign=Channel+Email+Partner+Alert+May16&region=APAChttps://www.forcepoint.com/resources/industry-analyst-reports/2016-radicati-corporate-web-security-market-quadrant?&utm_medium=OUTLK&utm_source=Email&utm_campaign=Email+2016+Radicati+Web+Market+Quadrant+Report+Jun16&utm_content=2016+Radicati+Web+Reporthttps://www.forcepoint.com/thank-you-your-interest-whitepaper?form_id=1363&file=7311&resource=7041&utm_medium=Marketo&utm_source=Email&utm_campaign=Channel+Email+Partner+Alert+May16&region=APAC

  • No other company brings together decades of experience and the financial commitment necessary to build and deliver sophisticated, integrated systems the way we do.

    As you progress through each tier, your profit opportunities increase, particularly with deal registration and incumbency protection.

    EMPOWER INNOVATE GROW

    FORCEPOINTGlobal Partner Program

  • PARTNER BENEFITS

    As a channel partner, I believe we have three fundamental responsibilities. First, deliver cutting edge products and solutions that solve the security problems our mutual customers face every day. Second, provide the training that enables each of you to represent our solutions effectively. Last but not least, communicate openly and consistently so we can support and grow our relationship together.

    John Starr VP of Global Channels and Professional Services, Forcepoint

    Partner benefits depend on tier level.

    FORCEPOINTGlobal Partner Program

    SALES SUPPORT AND INCENTIVESTiered pricing structure

    Incumbency protection

    Net new customer deal registration

    Participation in incentive programs

    Notification of promotions or special offers

    Not for resale (NFR) licenses

    NFR appliances

    Channel account manager access

    Participate in promotional rebates

    Business planning

    MARKETING

    Promotional use of the partner logo

    Priority allocation of sales leads

    Invitation to partner conference

    Access to marketing development funds

    Access to marketing campaign resource center

    Access to partner portal

    Access to monthly channel communication

    Access to competitive information

    Access to web syndication tool

    Case study collaboration

    TECHNICAL AND SALES TRAININGComplimentary sales training at Forcepoint University

    Discounted technical training at Forcepoint University

    Eligible for MDF-funded training at Forcepoint University

    Priority training reservations

    End user satisfaction survey feedback

  • TIER STRUCTURE

    Rewarded with the largest tier-based discount off list price, access to deal

    registration, participation in incentive programs, access to Market Development

    Funds (MDF), and invitations to exclusive partner events.

    Rewarded with the second largest tier-based discount off list price, access to deal

    registration, incentive programs, training and access to marketing tools.

    Rewarded with the third-largest discount, deal registration, access to evaluation units,

    marketing programs and materials.

    Receives discount off list price, access to deal registration for new customer deals, access

    to certification and training. Associate partner status is contingent on Forcepoints approval.

    FORCEPOINTGlobal Partner Program

  • SALESBattle cards available

    CONTENTWhitepapers, datasheets and other downloads

    LEADSInput and view sales leads

    MARKETINGPartner alerts, web syndication, brochures

    MDF ACTIVITIESView Marketing Development Funds for partner events and incentives

    CERTIFICATION TRAININGCertification training available

    OPPORTUNITIESView current sales opportunities with Forcepoint

    CASESSubmit cases for tech support

    ARTICLESTechnical articles on products that partner holds

    EMAIL SUBSCRIPTIONSCan subscribe and unsubscribe from emails

    REGISTRATIONApply for Deal Registrations

    PARTNER PORTAL NAVIGATION

    FORCEPOINTGlobal Partner Program

  • DEAL REGISTRATION PROCESS

    Go to Forcepoint Partner Portal at forcepoint.com/partner

    STEP 1. Once on Deal Registration form, you may register for more than one product family if there is no incumbency on that product family.

    STEP 4. Log in with your username. Your username is your corporate email address with .wbsn at the end. Need a Login?

    STEP 2.

    Complete all the required fields and save for approval.

    STEP 5.

    Once logged in, select the Deal Registration button on right-hand side, under Quick Links panel on homepage of Partner Portal.

    STEP 3.

    You will then be notified within 48 hours with a Conditional Qualification or a Denial.Conditional Qualification: Reach out to your Sales Representative within seven days to confirm a First Action* has been completed.

    STEP 7. You will receive an email shortly after submission confirming that Forcepoint has received your lead.

    STEP 6.Await confirmation from Forcepoint sales team for approval or denial of submission.

    STEP 8.

    DEAL REGISTRATIONFORCEPOINTGlobal Partner Program

    Have an active membership with the Forcepoint Global Partner Program at Silver, Gold or Platinum tier level

    Be in good standing - defined as having no past due invoices payable to Forcepoint

    Accepted the partner agreement via the Forcepoint Partner Portal

    Meet the relevant certifications for their program tier

    Satisfy relevant qualifying criteria

    PARTNER ELIGIBILITY

    * First Actions include but not limited to Partner arranging a customer meeting that include Forcepoint personnel, conducting a security needs assessment and/or Installing a Forcepoint evaluation.

    http://forcepoint.com/partnerhttp://www.websense.com/content/partner-new-user.aspx?utm_source=Forcepoint.com&utm_medium=Main Nav Header

  • LEGACY WEB

    Forcepoint Client Policy ManagerForcepoint Content Portal AuthorityForcepoint Remote FilteringForcepoint Security FilteringForcepoint Web Filter Anti VirusForcepoint Websense Web FilterForcepoint Websense Web SecurityForcepoint Websense Web Filter & SecurityForcepoint Web Filter & Security Cloud ModuleForcepoint Remote Filter Module

    LEGACY DATA Forcepoint Websense Content GatewayLEGACY EMAIL Forcepoint Websense Email Security

    SUREVIEW INSIDER THREAT SureView Insider Threat CoreSureView Insider Threat Endpoint

    THREAT PROTECTION

    Forcepoint Threat Protection Appliance - EmailForcepoint Threat Protection Appliance - EndpointForcepoint Threat Protection Appliance - WebForcepoint Threat Protection for Linux

    RISKVISION Forcepoint TRITON RiskVision Base System V10000Forcepoint TRITON RiskVision V10000 Subscription

    HARDWARE

    Forcepoint i Series ApplianceForcepoint M Series ApplianceForcep


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