Partner Sales Incentive
Skybox and Westcon Partners 2014
Be EXTRA Rewarded!
Earn 5% NET REVENUE ON ALL Vulnerability
CONTROL DEALS THROUGHOUT 2014!
How would you like to earn thousand more per deal?
We're excited to offer the following ENHANCED
partner incentive program to motivate, recognize and
reward your sales efforts!
1
How to Earn $1,000’s of Rebate Dollars:
For every qualified appointment converted to a
registered FA, NA or RC opportunity with Skybox
Security between NOW and December 31st , 2014:
Average value deals on
Vulnerability Control
between $175k and $250k
with minimum $2,500 USD
rebate for sales staff!
• Each Skybox Reseller Account Manager or SE receives a
Deal registration acceptance entitling them to a
possible rebate of up to 5% on every Skybox Security
sale .
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For every registered and approved opportunity that
CLOSES by December 31st, 2014:
• 5% total of net revenue received by Skybox (closed business)
that’s over $50k total deal size) will be paid for all deals that
include our Vulnerability Control module. directly to the
Reseller partner that registered the deal.
• The 5% NET rebate to the Reseller partner can be used on any
activity the partner wishes and is not restricted by Skybox .
OR
• 1% total of net revenue received by Skybox (closed business)
will be paid on all deals without Vulnerability Control module
included in the sale which includes FA, NA, CM modules,
• The 1% NET rebate to the Reseller partner can be used on any
activity the partner wishes and is not restricted by Skybox .
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www.skyboxsecurity.com
Additional Qualifications:
•
•
•
All deals with Vulnerability
Control must include at
least $50k of Skybox
Vulnerability Control
product.
Original deal registration
from the Channel must
include Vulnerability
Control for all 5% payouts.
All deals must be
exclusively Skybox with
NEW Skybox customers
only
Skybox View Platform Suite
Take advantage of Skybox Security for Next-Generation Firewalls
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•
•
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Complete support for PAN next-generation access and rule compliance at the user and application level
Full next-gent, on-demand policy compliance audits (PCI-DSS, NIST, Best Practices)
Complete change tracking with application and user shadowed & redundant rule analysis
Comprehensive network modeling and access path analysis with patent-pending Access Analyzer to troubleshoot application and user
connectivity issues--in seconds
• Automated network-wide assessments of both stateful and next-gen security gaps with suggested remediation options
• Integrated platform configuration checks for Palo Alto Networks and other network devices and new integration with the Panorama
Management Platform
Leverage Vulnerability Control
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•
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New vulnerability discovery without needing an active scan!
Identifies vulnerabilities on assets based on version/patch information-no active scan
Removes risk of network disruption or access issues
Prioritizes vulnerabilities in the context of the network architecture
Enables daily continuous, non-disruptive coverage—minimizing the attack surface
Skybox View Enterprise Suite of Solutions
The Skybox View Enterprise Suite is a set of tools that give IT security and operations managers a better view of their network, so they can find
and address network security, compliance, and availability risks – within minutes. Each of these tools is built on the Skybox View Platform,
providing a common platform for data collection, modeling & simulation, and reporting.
Skybox® Firewall Assurance
Firewall Assurance allows IT operations or security managers to assess their firewall compliance status in a fraction of the time of manual
audits. It automates steps in the compliance process, predicts the impact of planned network changes, and helps the IT team avoid
misconfigurations that could result in security or compliance exposures.
Skybox® Network Assurance
Network Assurance creates a model of the network topology and analyzes the interactions between all network devices (routers, firewalls,
load balancers, etc.). It enables an accurate balancing between the security and availability requirements of the network, and quickly find
root causes of actual or potential network outages.
Skybox® Vulnerability Control
Vulnerability Control automatically discovers, collects and correlates vulnerability scan data with information about network topology, device
settings, asset values and known threats. With Vulnerability Control network security teams can avoid manual risk analysis, eliminate
unnecessary patching, simulate responses to cyber attacks, and respond quickly to new cyber threats.
Offer Skybox Security solutions to your customers
and quickly boost your bottom line!
Gina Osmond
Worldwide Channel Marketing
Skybox Security, Inc.
gina. osmond@skyboxsecurity.com
408-333-9623
Headquarters Office
Skybox Security, Inc.
2099 Gateway Place, Suite 450
San Jose, California 95110 USA
John Quinn
Sales Director EMEA Channels
Skybox Security Inc.
john.quinn@skyboxsecurity.com
+44 207 096 0157
European Office
UK, Central Europe, France &
Belgium
Skybox Security UK Ltd
55 Old Broad Street
London EC2M 1RX
Research and Development Office
Skybox Security Ltd.
60 Medinat Hayehudim St.
Herzliya 46140 Israel
Copyright © 2011 Skybox Security, Inc. All rights reserved. Skybox and Skybox View are trademarks of Skybox Security, Inc.
All other registered or unregistered trademarks are the sole property of their respective owners.
2
www.skyboxsecurity.com
• Deal Registration guidelines for channel partners
• General Process for Deal Registration.
• The Deal Registration page may or may not be connected with the payment of incentives. Skybox has made available two
registration pages which offer two different options for partners in EMEA.
• One page offers no incentive program for partners who are unable to accept rebates for opportunities but would like to
ring-fence their extra 15% discount on a valid and live opportunity (A). The other page offers rebates payments for the
registered opportunities to the Reseller partners @ between 1% and 5% depending on technology and minimum deal
amount.
• Deals that should be registered but cannot attract a Rebate payment to the Reseller should register here http://lp.skyboxsecurity.com/PartnerRegistrationNOINCENTIVE_Partner_Registration.html
• Deals with Resellers who are allowed to accept rebate payments by the Reseller partners should go to this URL http://lp.skyboxsecurity.com/Partner_Registration.html
• All deals MUST however be authorised by the Regional Sales Directors and be reported back to the Partners sales Account
Manager or SE within 48 hours of registration on our website. If the RSD wishes the Channel Director to do this (on
occasion this happens) the Channel Director has to agree this with the RSD on an “Accept, Reject or Undetermined” basis
following discussion with the Reseller partner who has registered the opportunity.
• The registering partner will receive immediate notification in an email format that we have received the registration and
that it is being considered (below information).
•
• “Thank you! “
• Thank you for registering an opportunity with Skybox Security. This opportunity is pending per final review and approval
by Skybox Security. Someone will contact you within 48 hours to discuss availability. If you have any questions please
contact us - info@skyboxsecurity.com
• The Skybox Security Team
• Conditions to Register:
• Deal must be opportunity (not account) based
• Six (6) month registration with option to renew – must be approved by Regional Channel Director and Regional Sales
Director to avoid any possible channel conflict.
• The Deal Registration page must not be confused with the Rebate Incentive Registration page. Any Rebate Incentive
registration must be registered on the (B) URL page to avoid any confusion. Registering for the rebate incentive payment
and ring- fencing the additional 15% discount can be done at the same time on the URL page as long as the partner is
allowed to accept a rebate from Skybox through the two tier Distribution model. Partners who cannot accept rebate
payments need to register their Deal Registrations on URL (A). There will be no incentive payment only the ring-fencing of
15% additional discount should the partner be qualified as a Skybox partner to receive it.
• Registrations will be actioned by Skybox and communicated back to the partner (Distributor or Reseller directly) within 48
hours of registration.
• Opportunities must be qualified by the RSD (Regional Sales Director) prior to being accepted either on the phone or face to
face with the prospect and partner.
• The opportunity incentive plan will run until 31st December 2014 and attract a rebate system of between 1% and 5%
depending on product sold (Details on Page 1). Risk Control attracts a 5% net rebate to the partner if closed by December
31st 2014. All other products attract a 1% net rebate to the partner which is in excess of their additional 15% further
registration discount if accepted by the deal registration process.
Headquarters Office
Skybox Security, Inc.
2099 Gateway Place, Suite 450
San Jose, California 95110 USA
European Office
UK, Central Europe, France &
Belgium
Skybox Security UK Ltd
55 Old Broad Street
London EC2M 1RX
Research and Development Office
Skybox Security Ltd.
60 Medinat Hayehudim St.
Herzliya 46140 Israel
Copyright © 2011 Skybox Security, Inc. All rights reserved. Skybox and Skybox View are trademarks of Skybox Security, Inc.
All other registered or unregistered trademarks are the sole property of their respective owners.
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www.skyboxsecurity.com
Process and conditions for Incentive Registration and Payments:
• All payments going through Distribution for Opportunity Conversion will be managed and
administered through the Distributor as no payment will be made directly to the reseller by
Skybox unless agreed otherwise by Skybox Security. Payment process for any opportunity
registration must first be accepted by Skybox Regional Sales Director and once authorized
will be confirmed to the Reseller partner by email from Skybox Marketing.
Criteria for acceptance ·
• The Deal must be at least 40% Probability of closing the opportunity within the incentive
plan time frame (31st December 2014 for registration and 31st December 2014 for closing
the opportunity). This is defined as follows – The partner must validate that their customers
intention is to make an investment for a known scope, time frame, and budget for at least
one of Skybox Software Modules by the end of December 2014. All Opportunities must be
either qualified verbally with the end user prospect and/or visited by the Skybox Regional
Sales Director in order to qualify for payment.
• The Prospect must have had an overview (and possibly demo) of Skybox by the RSD or
Skybox Channel Director or SE and has a valid interest in purchasing Skybox as a solution.
• Prospect must have undergone a scoping exercise to determine pricing as a minimum on the
phone with RSD.
• Prospect has confirmed that they will place an order within 6 months of registration or
before December 31st 2014 close date of incentive in line with the registration incentive
plan.
• Prospect has confirmed the following key use cases e.g. Automated FW auditing, Change
Assessment, Vulnerability prioritisation or Risk Modelling as a business driver.
Conditions to Cancel:
• If Requested by customer directly to Skybox or through Channel partners.
• No activity within 60 days during 180 Day acceptance period.
• Reseller introduces competition.
• Skybox Security reserves the right to cancel any Deal Registration or Incentive Registration
without payment at any time throughout the process.
Headquarters Office
Skybox Security, Inc.
2099 Gateway Place, Suite 450
San Jose, California 95110 USA
European Office
UK, Central Europe, France &
Belgium
Skybox Security UK Ltd
55 Old Broad Street
London EC2M 1RX
Research and Development Office
Skybox Security Ltd.
60 Medinat Hayehudim St.
Herzliya 46140 Israel
Copyright © 2011 Skybox Security, Inc. All rights reserved. Skybox and Skybox View are trademarks of Skybox Security, Inc.
All other registered or unregistered trademarks are the sole property of their respective owners.
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www.skyboxsecurity.com