WELCOME TO YOUR PARTNER PLAYBOOK
EMPOWER •�INNOVATE • GROW
FORCEPOINT™Global 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 everywhere—in the cloud, on the road, in the office—allowing users to simplify compliance, enable better decision-making, streamline security and to empower organizations to focus on what’s 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 Raytheon’s SureView®
Memory Integrity (now Threat Protection for Linux) – Best Malware Analysis Solution of the Year
FORCEPOINT™Global Partner Program
2015 Miercom Web Security Effectiveness Test
2016 Corporate Web Security MQ: Top Player2016 Advanced Persistent Threat (APT) Protection MQ: Top Player
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
FORCEPOINT™Global 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.
FORCEPOINT™Global 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 Forcepoint’s approval.
FORCEPOINT™Global 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
FORCEPOINT™Global 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 REGISTRATIONFORCEPOINT™Global 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.
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 Gateway
LEGACY 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 ApplianceForcepoint V Series ApplianceForcepoint X10G ApplianceSureView Insider Threat Z Series Appliance
SIDEWINDER® FIREWALL
Sidewinder ApplianceSidewinder Virtual ApplianceSidewinder Appliance ModuleSidewinder Appliance Accessory
STONESOFT® NEXT GENERATION FIREWALL
Stonesoft NGFW ApplianceStonesoft NGFW Appliance AccessoryStonesoft NGFW Appliance ModuleStonesoft NGFW Appliance Software SubscriptionStonesoft NGFW Appliance Spare Unit
TRITON® WEB
Forcepoint Cloud Web SecurityForcepoint Threat Protection Cloud - WebForcepoint TRITON Cloud Web Security GatewayForcepoint TRITON ThreatScopeForcepoint TRITON Web Security GatewayForcepoint TRITON Web Security Gateway AnywhereForcepoint TRITON AP-WEBForcepoint TRITON AP-MOBILEForcepoint Web Cloud ModuleForcepoint Web DLP ModuleForcepoint Web Hybrid Module
TRITON DATA
Forcepoint TRITON Data DiscoverForcepoint TRITON Data EndpointForcepoint TRITON Data MonitorForcepoint TRITON Data Security GatewayForcepoint TRITON Data Security SuiteForcepoint TRITON AP-DATA DiscoverForcepoint TRITON AP-DATA Gateway
TRITON EMAIL
Forcepoint Advanced Email EncryptionForcepoint Antivirus AgentForcepoint Cloud AntispamForcepoint Cloud Email SecurityForcepoint Email Virtual ApplianceForcepoint Image AnalysisForcepoint Threat Protection Cloud - EmailForcepoint Virtual Image AgentForcepoint TRITON Cloud Email Security & Content ControlForcepoint TRITON Email Security GatewayForcepoint TRITON Email Security Gateway AnywhereForcepoint TRITON AP-EMAILForcepoint Email Cloud ModuleForcepoint Email DLP ModuleForcepoint Email Encryption ModuleForcepoint Email Hybrid ModuleForcepoint Image Analysis Module
TRITON ENDPOINT Forcepoint TRITON AP-ENDPOINT DLP
TRITON MOBILE Forcepoint Triton Mobile Security
TRITON BUNDLESForcepoint TRITON Security GatewayForcepoint TRITON Security Gateway AnywhereForcepoint TRITON EnterpriseForcepoint TRITON APX Enterprise Core
DEAL REGISTRATION PRODUCT FAMILY
Enabling our partners to build strong businesses around the sale and service of Forcepoint solutions is core to the Forcepoint Global Partner Program. To support this effort, and to help partners attain annual program requirements, we are happy to offer the following certifications through Forcepoint University.
TRAINING FOR PARTNERS
HOW TO ACCESS TRAINING
Log into your Forcepoint Partner Portal Account. Login?
STEP 1. Click on “Launch Forcepoint University” from your Partner Portal homepage, left margin.
STEP 2.
You will receive an email from the learning system with your enrolment confirmation.
STEP 4.
Click on one of the Pre-sales Competency trainings. Review description and enroll.
STEP 3.
The training can be accessed in the My Self-Enrolled Learning section, on your Forcepoint University homepage.
STEP 5. Once you have completed all course modules and passed all exams, the last course of the learning plan will provide an option to print your certificate.
STEP 6.
FORCEPOINT™Global Partner Program
POST-SALE CERTIFICATIONS
ADMINISTRATOR TRAINING AP-EMAIL7 Credits | 2 DaysLearn to administer policies, handle incidents, upgrade and manage AP-EMAIL.ADMINISTRATOR TRAINING AP-DATA 7 Credits | 3 DaysLearn to administer policies, handle incidents, upgrade and manage AP-DATA.ADMINISTRATOR TRAINING AP-WEB 7 Credits | 3 DaysLearn to administer policies, handle incidents, upgrade and manage AP-WEB.
ADMINISTRATOR TRAINING CLOUD (WEB) 7 Credits | 8 HoursLearn to configure and administer AP-WEB Cloud solution.ADMINISTRATOR TRAINING CLOUD (EMAIL) 7 Credits | 4 hoursLearn to configure and administer Cloud Email solution.POST-SALES ENGINEER 7 Credits Enabling the individual to implement Forcepoint products.
PRE-SALE CERTIFICATIONS
INSIDE SALES REPRESENTATIVE 1 Credit | 2 HoursSelling Forcepoint via phone & email.FIELD SALES REPRESENTATIVE 3 Credits | 4 HoursSeasoned field sales professionals.PRE-SALES ENGINEER 5 Credits | 9.5 HoursTechnical sales professional.
FORCEPOINT™Global Partner Program
MARKETING TOOLS
Forcepoint provides marketing tools and resources to promote Forcepoint solutions and increase customer demand. From marketing campaign kits to localized activities, our partners can take advantage of a variety of marketing programs to drive more sales opportunities.
Marketing support is offered to all Global Partner Program partners according to the tiers. Forcepoint offers several marketing resources to help you with your sales and marketing activities.
FORCEPOINT™Global Partner Program
As a company driven by channel sales, Forcepoint understands how important it is to support partners in their quest for greater sales success. That is why we have put together a Market Development Funds (MDF) program that offers resources to help you achieve your goals.
MARKETING DEVELOPMENT FUNDS
Advertising / Online banners
Direct mail
eMarketing
Events / Seminars Webinars / Road shows
Telemarketing
Sales growth incentives
The following are examples of eligible activities for MDF funding:
THE MDF PROCESS IS VERY SIMPLE AT FORCEPOINT
Discuss marketing plans with your Forcepoint Account Manager and Regional Marketing Manager.
STEP 1.
Claim activity through the Partner Portal.
STEP 4.
Get approval of the Plan from Forcepoint.
STEP 2.
Track payment through the Partner Portal.
STEP 5.
Execute Activity.STEP 3.
FORCEPOINT™Global Partner Program
PARTNER COMMUNICATIONS
WHAT WE COMMUNICATEPromotion and incentive announcements
Industry news
Training updates
Product updates
Channel and industry events
SIGN UPOnce you become a partner you are automatically subscribed.
RE-SUBSCRIBEAccess the Forcepoint Partner Portal and click on the “Email Subscription” Tab.
On the right side of the chart, you will see a box marked “Opt-out”.
Uncheck the box to begin receiving communications.
If the Partner Portal password has expired or partners are having trouble accessing the Forcepoint Partner Portal, please email [email protected] for assistance.
FORCEPOINT™Global Partner Program
WEB SYNDICATION PROGRAM
EMBEDDING PAGES
Quickly and easily add Forcepoint pages to your site by embedding the HTML code we provide.
LOOK & FEEL
Allows you to retain the look and feel of your own website while promoting Forcepoint solutions.
UP-TO-DATE INFORMATION
Requires minimum maintenance on your part and ensures the Forcepoint information you are providing is up-to-date.
UPDATES
Information is automatically updated by Forcepoint, so you won’t have to monitor pages or manually add new information.
THE BENEFITS
FORCEPOINT™Global Partner Program
DOWNLOAD PARTNER CAMPAIGN KIT ASSETS
The Forcepoint Partner Resource Center offers partners customizable marketing materials that are aligned with our corporate marketing messaging that help drive revenue, expand customer reach, and save time. You are eligible to access to Partner Resource Center at no additional cost. In the center you will find:
Customizable email template
Campaign kits by vertical
Co-branded banners
Content and industry reports
Turnkey campaign kits
Use the same credentials (user ID and password) as the Partner Portal to access - partnerkit.forcepoint.com
FORCEPOINT™Global Partner Program
RESOURCES
THOUGHT LEADERSHIP
2016 Global Threat Report
2016 Cybersecurity Predictions Report
Data Theft Prevention for Healthcare
2015 Industry Drill-Down Report: Financial Services
RECENT AWARDS
2016 Gartner Magic Quadrant Report - DLP
Radicati Group Report on Forcepoint Leadership
Forrester Report on ROI Enterprises by Deploying SureView Insider Threat
NGFW Receives NSS Labs 2016 Rating
Forcepoint Receives CRN’s 5-Star Rating
PROGRAM BENEFITS
Global Partner Program Brochure
Channel Partner Program Agreement
Training – Sales Engineer Datasheet
Training – Field Sales Representative Datasheet
Training – Inside Sales Training Representative Datasheet
FORCEPOINT™Global Partner Program
For Partner Program, Portal and Deal Registration [email protected]
For Marketing and MDF [email protected]
For Partner Training [email protected]
CONNECT WITH FORCEPOINT
Apply for Associate-level Deal Registration
Financing and Leasing
Quotes and Orders Sales Enablement
Partner Rewards Programs (if available)
Channel Account Mapping
CONNECT WITH DISTRIBUTION
CONTACT US
FORCEPOINT™Global Partner Program
