What are the eligibility requirements to become a Solutions Partner?
To be involved in the Dicker Data Partner to Partner Portal, Resellers must meet the below criteria:
- Partner must be able to demonstrate they have a Solution or Service that is market ready. This will be validated by the relevant Dicker Data Practice Lead to ensure the Solution Partner has a proven ability to deliver the customer outcomes specified
- Must have a minimum of 1 Silver Microsoft Competency
- Must be a Dicker Data Indirect CSP Partner delivering more than $50k per month in Microsoft CSP revenue
- Can provide 2 verified Customer or Partner references demonstrating successful completion of projects
How do we become a Dicker Data Solutions Partner?
Firstly, you must meet the criteria specified above. We appreciate this is a unique tool but we need to ensure we are showcasing Partners that have proven success and demonstrated capability. If you believe you are eligible and would like to apply, please complete the 'Partner Program Application Form' and the relevant Dicker Data Practice Lead will respond to your request to validate your application. Once the application process is complete, we will work with you on building out your Partner Profile to list your Solution or Service .
I want to become a Solutions Partner but I don’t meet the criteria. What do I do next?
We have a number of partners that might not be ready to showcase a solution or meet the set requirements but would like to build this into their roadmap. If this is the case, we strongly suggest you reach out to the relevant Cloud Practice Lead so we can work on a plan to help you become GTM ready. We have a number of programs and initiatives to help enable and grow your capability in Microsoft and we welcome a discussion to assess what assistance we can provide.Please contact Microsoft.Sales@dickerdata.com.au and we will direct your enquiry to the relevant contact.
I’m a listed Solutions Partner, how do I accept, decline or manage any referrals?
If you login to your 'Portal Profile', under the 'Opportunities' tab, you will be able to manage any Partner referrals allocated to your business. You will be able to see details around the opportunity including contact details, description of the opportunity/service sought and timeframe for the opportunity. From here, you can then accept or reject the opportunities.
Also under the 'Opportunity' tab, a Solutions Partner can keep track of any accepted Partner referrals through the 'Managed Opportunities' tab which will show you details of the opportunity, status and stage of the opportunity along with managing timeframe. There is also an export function so you can provide the list to your BDM'S or Technical team to follow up and progress the deal to closure.
I am interested in connecting with a listed Solutions Partner, what are the next steps?
Why do you need a Dicker Data Representative to be included in this process?
The tool is only as good as the Partners and process we have defined. If we showcase Solution Partners that cannot demonstrate proven success or takes too long to respond to an enquiry, then the Partner to Partner Portal becomes irrelevant. We see this tool as a great networking engine and one that can truly help our Dicker Data partner ecosystem close more deals, so we need to ensure we have strict measurements in place around response times and eligibility to ensure a great user experience for all.
I have never partnered with another reseller before and I don’t want to risk my customer relationship. What should I be thinking about?
Partnering is becoming more popular in the Microsoft ecosystem and we acknowledge there can be some concerns and hesitancy around this. As such we have compiled a few resources below that give some guidance around Partnering, the questions you should ask when interview your Solution Partner to ensure the customers needs are met but the partnership is the right 'cultural fit' for your business.
Microsoft P2P Playbook - P2P Partnering Success Playbook
Generic NDA Template - Mutual NDA Agreement Template
Please note, these resources are for you to use as a guide and given Dicker Data are just providing an introduction, we recommend you do your own due diligence to ensure this is the right next step
What types of partner support do you provide?
If you experience any trouble on the Portal or want to request some support, our Microsoft Sales team are waiting to help. Please contact Microsoft.firstname.lastname@example.org and we will respond to your request shortly.