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Splunk’s global partner program matures to match A/NZ approach

Splunk’s global partner program matures to match A/NZ approach

Analytics provider applies local lessons to global program

Doug Merritt  - Splunk CEO

Doug Merritt - Splunk CEO

Data analytics company, Splunk has launched a new partner program to fix some of the “clunkier” aspects of its existing channel program, the principles of which are based on the company’s approach in Australia and New Zealand (A/NZ).

Splunk associate vice president of global partner programs and operations, Brooke Cunningham, told ARN that the company focused on three key areas for the enhancements.

“We wanted to move toward a more harmonised program globally, we had some nuances in the different regions, but we are now standardised on a global model in terms of how our discount structures are working and how all the program benefits and compliance,” she said.

The three areas that the vendor has focused on with the new program are: rules of engagement with partners; discount structure and profit for deal registration; and implementing a partner registration desk.

The company has also launched a new partner portal, which Cunningham said will improve the company’s capability around on-boarding, enablement and capability to interact with deals and deal registration.

Splunk A/NZ area vice president, Simon Eid, said the company had been applying the “principles” of the new program in the region since he came on board in June 2015.

Simon Eid - Splunk area vice president A/NZ
Simon Eid - Splunk area vice president A/NZ

“There is no point having a partner community without transparency,” he said.

He said the more frank and honest the vendor is with partners, the better the end result for the vendor, partner and the customer.

In addition, Eid said the company has done over 450 certifications across its partner and technology alliance communities.

“There has been a massive uptake at a local level,” he said. “We have done things [in A/NZ] a little bit differently, we recently opened up our new offices in Melbourne and North Sydney and we have designed them to be collaboration offices.”

For Eid and the Splunk A/NZ team, having a space where partners can come to work, interact with the vendor’s staff and host customers for joint presentations is essential for building trust with partners, which leads to a robust partner ecosystem.

He added that the more frank and honest the vendor is with partners, the better the end result for the vendor, partner and the customer.

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