经销商权利与义务.pdf

© 2008 Hewlett-Packard Development Company, L.P.The information contained herein is subject to change without notice.FY09 HP ProCurve 经销商权利与义务Footer text 2FY09 ProCurve 经销商权利与义务经销商权利与义务经销商权利与义务义务义务权利权利管理职责售前支持业绩承诺售后支持认证培训业务支持市场与沟通认证培训奖励FY09 ProCurve 经销商义务--管理职责政策细则钻石分销代理商钻石行业代理商金牌代理商银牌代理商经销商义务Partner Requirment管理职责Business Operations具备有效的惠普公司合作伙伴身份HP Authorized Reseller with valid Partner ID contract√√√√提供详细公司信息Provide Detail Business Profile√√√√提交年度业务计划 - 销售 & 市场Annual Business Plan Review - Sales & Marketing√√提交季度/月度销售机会报告Quarterly/Monthly Sales Funnel Review√√必须具备1名产品经理，1名专职技术工程师，2名专职销售Dedicated ProCurve Business Manager/Champion√√FY09 ProCurve 经销商义务--培训认证政策细则钻石分销代理商钻石行业代理商金牌代理商银牌代理商经销商义务Partner Requirment培训认证Training & Certification Requirements 销售认证Sales Certification销售专家认证ASP - Accredited Sales Professional 此认证是获得ASC的前提(This certification is a pre-requisite for ASC level)21销售顾问认证ASC - Accredited Sales Consultant 221技术认证Technical Certification集成专家认证AIS - Accredited Integration Specialist此认证是获得ASE和MASE的前提(This certification is a pre-requisite for ASE and MASE certifications)1系统工程师认证ASE - Accredited Systems Engineer此认证是获得MASE的前提(This certification is a pre-requisite for MASE certification2 高级系统工程师认证MASE - Master Accredited Systems Engineer2 FY09 ProCurve 经销商义务--销售业绩&售前支持能力政策细则钻石分销代理商钻石行业代理商金牌代理商银牌代理商经销商义务Partner Requirment最低销售额要求Minimum Revenue Commitment半年销售额(以Aspen销售额为准)Six Months Revenue Commitment (USD)USD200KUSD100KUSD50KUSD10K售前支持能力Pre-Sales Capabilities提供ProCurve产品信息和指导Provide Product Information and Guidance√√√√理解ProCurve产品定位和价值主张 - 基础Understanding of ProCurve Product Positioning and Value Proposition - Basic√√√√理解ProCurve产品定位和价值主张 - 高级Understanding of ProCurve Product Positioning and Value Proposition - Advanced√√网络（架构）设计配置能力Network Design capability√√产品评估，产品概念演示能力Product Evaluation, Proof of Concept Capability√√可为客户提供ProCurve样机ProCurve Equipment Ready for Customer Demo√√配备ProCurve 产品实验室/中心Demo Lab/Center with ProCurve Equipment√完善的商务实施能力Infrastructure for Ordering & Fufilment of ProCurve Products√√√√签订商标使用协议Signed Branding Usage Agreement√√√√FY09 ProCurve 经销商义务--售后支持能力政策细则钻石分销代理商钻石行业代理商金牌代理商银牌代理商经销商义务Partner Requirment售后支持能力Post-Sales Capabilities有能力提供现场支持服务Ability to Deliver Break-Fix Services with On-Site Support√有能力提供售后支持服务Ability to Deliver Post Sales Phone Support with documented Escalation process√配置与安装服务Configuration & Installation Services√√问题诊断与解决之相关服务Trouble-shoot and diagnostic services√√标准保修协议外之零件备库Fufillment & Availability of Parts if beyond standard warranty agreeement√远程网络监控、管理和解决方案Remote Network Monitoring, Management and Resolution√FY09 ProCurve 经销商权利--业务支持政策细则钻石分销代理商钻石行业代理商金牌代理商银牌代理商经销商权利Partner Benefits业务支持Partner EnablementProCurve代理商联系人/客户经理支持ProCurve Partner Contact/Account Manager √√√有权参加促销活动Sales Promotions√√√√免费网络管理许可证书与样机的使用支持ProCurve Free Network Management License & Demo availability √√可申请折扣样机支持Eligible for Discounted Demo Equipment√√√可将公司名称列入ProCurve合作伙伴网站ProCurve Partner Portal Locator Listing √√可登陆及使用ProCurve合作伙伴网站ProCurve Partner Portal Access √√√√配置工具ProCurve Configurator √√√√热线支持ProCurve Hotline Support √√√√FY09 ProCurve 经销商权利--市场与沟通政策细则钻石分销代理商钻石行业代理商金牌代理商银牌代理商经销商权利Partner Benefits市场与沟通Marketing & Communication渠道工具ProCurve Channel Kit √√√√设计与实施指南Design & Implementation Guide √√√√有机会受邀参加亚太区ProCurve年度合作伙伴会议Eligible for Annual APJ ProCurve Partner Event√√√与ProCurve联合举办市场活动Eligible for Joint Marketing Activities/Events√√√√ProCurve合作伙伴商标使用权ProCurve Partner Insignia, Branding Usage & Guidelines MasterInsigniaExpertInsigniaProfInsigniaSelectInsignia产品资料Product Collaterals√√√√解决方案资料Solution Collaterals√√√√ProCurve商标使用权ProCurve Branding √√√√ProCurve渠道联合商标使用权ProCurve Channel Co-Branding Tool √√√√FY09 ProCurve 经销商权利--培训与认证&奖励政策细则钻石分销代理商钻石行业代理商金牌代理商银牌代理商经销商权利Partner Benefits培训与认证Training & Certification享有新产品正式对外发布前的产品培训Eligible for NPI Product Training √√√√销售培训Eligible for ProCurve Sales Training √√√√产品培训Eligiable for ProCurve Web-Based Product Training√√√√技术培训Eligiable for ProCurve Technical Training√√√√培训奖励Eligiable for ProCurve Training Examination Incentives√√√√奖励Financial Incentives申请特价支持Eligible for Big Deal Pricing√√√√认证奖励Eligible for Certification Rebates√√√销售业绩返点奖励Eligible for Sales Performance Rebates√√√√。