channel partner program - logrhythm · logrhythm architectural discovery document (ladd) to scope...

ChannelPartnerProgramThe LogRhythm Thrive Channel Partner Program is designed

to identify and reward our top performing partners with

greater sales, marketing and technical resources.

2LogRhythm Thrive | 2

Welcome Note

Program Goals

Program Benefits

• Additional Thrive Program Benefits

• Thrive Program Technical Benefits

Program Requirements

Training/Certification

• 100 Level Basic LogRhythm Product Training

• 200 Level Courses: Pre-Sales Engineering Training

• 300 Level Courses: Post-Sales Engineering Training

Thrive Partner Portal

Deal Registration

Spiffs, Incentives and Rewards

Co-Marketing Materials, Campaigns and Events

Brand Guidelines

Dear LogRhythm Partner,

Welcome to the LogRhythm Channel Program Guide, which is designed to help you understand the benefits and requirements of the LogRhythm Thrive Channel Program. Our program focus is to ensure that doing business with LogRhythm is simple and rewarding for you.

LogRhythm invests in partners who represent our award-winning Security Intelligence solutions, and jointly engage in opportunities that drive value and profitability. We will continue to enhance our Partner Program, and provide go-to-market tools and sales programs to help our partners stay ahead of the competition.

We are pleased to have you on board as part of our team and look forward to a prosperous business relationship.

Nancy Reynolds

Vice President, Americas Channel Sales

Welcome Note

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Welcome Note

Program Goals

Program Benefits









Deal Registration



Brand Guidelines

Program Goals The program’s objective is to help our partners increase their LogRhythm revenue and LogRhythm profitability while driving their costs of doing business with LogRhythm down:

REWARD

partners who invest the time to learn LogRhythm technologies and actively engage in developing and closing new and existing customer opportunities.

ENABLE

partners with the knowledge, resources and incentives to

reduce our partner’s cost and drive increased profitability to

successfully sell the LogRhythm industry leading Security

Intelligence solutions.

INVEST

in partners who are dedicated in representing and leading their security offerings with the LogRhythm patented,

award-winning Security Intelligence Platform.

Our program is designed to be simple

To enable our partners to be successful at selling the LogRhythm portfolio we provide:

• differentiated, industry leading solutions that help partners to meet the security and compliance requirements of their prospects & customers

• a consistent & predictable environment for partners to invest

• high quality product training

• opportunities for partners to earn progressive rewards for their revenue attainment, investment, and loyalty to LogRhythm

• ease of doing business – our programs are simple and straight forward

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Welcome Note

Program Goals

Program Benefits









Deal Registration



Brand Guidelines

Incentive Platinum Gold

Standard Product Discount

Standard Support Services Discount

Additional Deal Registration Discount - For net new Opportunities

ADDITIONAL COMPANY AND INDIVIDUAL INCENTIVES

Sales Growth Rebates

Exclusivity Rebate

Technical Certification Rebate

SPIFFS / Rewards (Sales and Technical)

Program Benefits

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LogRhythm Thrive |

Welcome Note

Program Goals

Program Benefits









Deal Registration



Brand Guidelines

Benefit Platinum Gold

LogRhythm Solution Sales Training On-Demand Modules, 3-Day Virtual Instructor Led

LogRhythm Channel Sales Manager

Partner Summit Participation By Invitation

Lead Sharing Priority

Executive Briefing Access By Invitation

Co-marketing funding and events

Access to Thrive Partner Portal

Access to Thrive Mobile App

Field Sales Engagement

Product / solution sales resources

Campaign Materials

Client Case Study support

Additional Thrive Program Benefits

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Welcome Note

Program Goals

Program Benefits









Deal Registration



Brand Guidelines

Benefit Platinum Gold

Technical Training (Live, webinar, CBT, ad hoc) On-Demand Modules, 3-Day Virtual Instructor Led and 5-Day Classroom

Priority access to instructor led training

Technical post sales professional services training 2-Level 300 (Recommended)

Resource Library and Use Cases

NFR Software Access (with 300 Level Certification)

Demonstration Program

Product Beta program participation

Product / solution technical resources

Professional Services support $ $

Professional Services Shadowing * $

Technical Support Portal ** **

Thrive Program Technical Benefits

*Shadowing available at no cost for engineers completing Certification program – By invitation only.

**Additional support resources are available for Certified engineers.

All pre-sales training is free of charge for our partners and can be accessed via the LogRhythm Thrive Partner Portal. Post-sales training is available at a reduced cost.

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Welcome Note

Program Goals

Program Benefits









Deal Registration



Brand Guidelines

LogRhythm has created a program that ensures that our partners are successful in selling and configuring LogRhythm solutions, and ultimately profiting from the engagements. For partners willing to invest more and commit to greater sales targets, LogRhythm provides added sales, marketing and technical benefits. For partners to earn the benefits, they must commit to:


Requirements Platinum Gold

Minimum Annual Sales Target $1 million* $200k

Sales Training / Certification 2 Sales Level 100 1 Sales Level 100

Pre-sales Technical Training / Certification (completion within 90 days)

2-Level 300 (Recommended)

1-Level 200 Series

Marketing (corporate website, social media, etc.)

Business Plan

Monthly Forecast

Demonstration Capabilities

Partner Summit Participation

*1 million of partner originated sales.

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Welcome Note

Program Goals

Program Benefits









Deal Registration



Brand Guidelines

Online training portal

LogRhythm offers a broad range of sales and technical training courses and certifications on our technologies and products. Our training and certifications will prepare you for success in selling and deploying LogRhythm products, and delivering other value added security services. Our training ranges from high-level features, positioning and benefits to deep-dive technical certification, including:

All online and classroom pre-sales training is provided free of charge for our partners and can be accessed via the LogRhythm Thrive Partner Portal. Post-sales training is available at a reduced cost.

100 Level Basic LogRhythm Product Training

These are quick, on-line modules that provide a great introduction to LogRhythm and its key features and differentiators. They are 20 minute modules with a 10 question test. These include the following modules:

Course 101 - Introduction to LogRhythm and the LogRhythm Security Intelligence PlatformThis module provides a brief overview of LogRhythm and introduces the award-winning LogRhythm Security Intelligence platform. This module also serves as a general introduction to the LogRhythm Solutions online training series and is a prerequisite to the LogRhythm Sales Track and the LogRhythm Solutions Sales Engineer Track.

Course 102 - Next-Generation SIEM and Log ManagementThe Next-Generation SIEM and Log Management module is an online training module in the Sales/Sales Engineer Training track. This module introduces the LogRhythm SIEM and Log Management capabilities.

Course 103 - Host Activity MonitoringThe Host Activity Monitoring module is an online training module in the Sales/Sales Engineer Training track. This module introduces the LogRhythm host activity monitoring features including file integrity monitoring (FIM).

Course 104 - Machine Analytics with the LogRhythm AI EngineThe Machine Analytics with the LogRhythm AI Engine module is an online training module in the Sales/Sales Engineer Training track. This module introduces the LogRhythm machine analytics capabilities.

Course 105 - Network ForensicsThe Network Forensics module is an online training module in the Sales/Sales Engineer Training track. This module introduces network forensics and provides a brief overview of LogRhythm Network Monitor.


https://partnersuccess.com/lms/course/view.php?id=3





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Welcome Note

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Deal Registration



Brand Guidelines

Course 106 - LogRhythm 6.3The LogRhythm 6.3 module is an online training module in the Sales/Sales Engineer Training track. This module presents the new features of the award-winning LogRhythm SIEM solution — LogRhythm 6.3.

Course 107 - LogRhythm 7The LogRhythm 7 module is an online training module in the Sales/Sales Engineer Training track. This module presents the new features of the award-winning LogRhythm SIEM solution — LogRhythm 7.

Course 108 - LogRhythm User Behavior AnalyticsThe LogRhythm User Behavior Analytics module is an online training module in the Sales/Sales Engineer Training track. This module presents the new features of the LogRhythm User Behavior Analytics module.

Course 111 - LogRhythm for HealthcareThe LogRhythm for Healthcare module falls within the Vertical Sales Training Track. This module provides a brief overview of the rich features within the LogRhythm Security Intelligence platform for Healthcare industry customers.

Course 112 - LogRhythm for RetailThe LogRhythm for Retail module falls within the Vertical Sales Training Track. This module provides a brief overview of the security and compliance features within LogRhythm security intelligence platform for Retail industry customers.

Level 100 courses are available on-demand at https://partnersuccess.com/lms/login.





https://partnersuccess.com/lms/login

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Welcome Note

Program Goals

Program Benefits









Deal Registration



Brand Guidelines

200 Level Courses: Pre-Sales Engineering Training

The 200 level courses provide training on demonstrating, scoping and architecting a LogRhythm Solution.

Course 250 - Scoping & Architecting a LogRhythm Solution:The LogRhythm L250 “Scoping & Architecting a LogRhythm Solution” is geared toward persons operating in either sales or sales engineering roles. This class fulfills the LogRhythm Pre-Sales Certification requirement, and is eligible for industry CPE credit. The goal of this class is to give the attendee a firm understanding of the LogRhythm solution, so they can better articulate it to potential customers. In addition attendees will get a full understanding of SIEM solutions and how the LogRhythm components operate. A major portion of the class will be working with the LogRhythm Architectural Discovery Document (LADD) to scope potential customer’s environments. From the LADD the student will spec the appropriate LogRhythm solution to meet the customers’ needs and growth. Solutions will cover single and multiple appliance deployments as well as clustering and disaster recovery configurations. To register, visit the LogRhythm Thrive Partner Portal at thrive.logrhythm.com.

Course 260 - Network Monitor – Demo, Search and Deploy The LogRhythm L260 “Network Monitor – Demo, Search and Deploy” is geared toward persons operating in either sales or sales engineering roles. This class was developed to give the attendee an introduction to Network Monitor. A key outcome of the class is for the attendee to articulate the need for a detection focused security stance and how Network Monitor provides the tools to enhance security intelligence adding to a holistic understanding of your customer network. Attendees completing this course will be able to identify an opportunity and articulate the value of Network Monitor to potential customers. In addition, attendees will be able to demo the solution focusing on ease use and Deep Packet Analytics. During the class, the integration of Network Monitor with the LogRhythm SIEM will also be covered. To register, visit the LogRhythm Thrive Partner Portal at thrive.logrhythm.com.

http://thrive.logrhythm.com


Welcome Note

Program Goals

Program Benefits









Deal Registration



Brand Guidelines

300 Level Courses: Post-Sales Engineering Training

Course 330 – LogRhythm Deployment and Configuration Training This LogRhythm partner certification training is designed for partners responsible for post-sales, hands-on administration, daily use, and consulting services personnel. Upon completion of this course and testing, one will earn The LogRhythm Certified Deployment Engineer (LCDE) certificate.

This five-day LCDE Boot Camp-Style Training Course includes:

• Deployment Topics

• Analyst Training

• Administrative Training

• Advanced Correlation Training

• LogRhythm Certified Support Engineer (LCSE) Training and Certification

• LogRhythm Professional Services Self-Study Package and Guidance

Benefits of the Certification are:

• Remote deployment shadowing provided at no cost to qualified LogRhythm Partners

• LogRhythm Professional Services Hotline

• Free Technical Lifeline for immediate LogRhythm Deployment Support provided to qualified LogRhythm Partners

• Free access to the LogRhythm Support Forums provided to qualified LogRhythm Partners

To register for 300 level courses, please contact your Channel Account Manager or [email protected].

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Welcome Note

Program Goals

Program Benefits









Deal Registration



Brand Guidelines

Registration & Access

LogRhythm strives to empower our resellers with the tools, education and insight needed to drive success. In addition to the resources available on the portal, you can easily access the LogRhythm University learning management system as well as the Technical Support Portal.

To gain access to all sales tools and assets that LogRhythm offers register at: thrive.logrhythm.com

• Login to the partner portal

• Register to gain access to all sales tools and assets

• Access credentials will be sent to you via email within 24 hours of registering


http://thrive.logrhythm.com


Welcome Note

Program Goals

Program Benefits









Deal Registration



Brand Guidelines

LogRhythm’s Thrive Channel Partner Program is designed to reward our partners for discovering, influencing and closing new LogRhythm sales opportunities. The Deal Registration Program entitles partners to retain their margin discount levels as detailed per respective partner level on registered opportunities.

Deal Registration

Submit a deal registration

LogRhythm reviews

registration

Partner Works the

Opportunity

Partner completes the online deal registration form and submits for approval.

• Deal is approved or rejected

• If approved will be assigned to a LogRhythm Regional Sales Manager

• The partner has 30 days to set up a meeting with the customer and LogRhythm.

The deal will be monitored every 30 days thereafter for consistent progress of the opportunity

A copy of the Deal Registration Process can be found on the Partner Portal under the Deals Tab. Any questions on Deal Registration and/or process can be sent to:

[email protected].

LogRhythm’s deal registration process was established to protect partners and enable LogRhythm to reward partners for discovering and closing new LogRhythm sales opportunities. Once an opportunity is registered, the “reseller of record” for that opportunity receives the “Registered” discount level on LogRhythm solutions quoted for that opportunity. The “reseller of record” is the first partner for which a deal registration is approved for the opportunity. Registration protection lasts for nine months unless additional time is approved by LogRhythm.

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Welcome Note

Program Goals

Program Benefits









Deal Registration



Brand Guidelines

The registration form can be accessed by selecting the “Register a Deal” button. The required fields must be filled out completely for an opportunity to qualify. Once submitted, an opportunity registration form will be reviewed by LogRhythm to confirm that it is in fact a new opportunity.

Once approved, a registration number will be assigned to the opportunity and the partner will be notified via email. All partner purchase orders must include the registration number for “Registered” discounts to apply. The deal registration program applies to specific sales opportunities and not general end-user accounts (i.e., a reseller registers a specific new sale opportunity within an end-user account, but does not register the account itself for all sales opportunities in perpetuity).

Partner Influence DiscountIn addition to discovering new opportunities, partners can earn additional discounts on opportunities that are influenced by the partner. This recognize the partner value when LogRhythm brings the opportunity to you. Partner influence is defined as influencing an opportunity through three of the following, which are validated by the LogRhythm Regional Sales Manager:

• Identifies customer requirements and resources

• Influences within the account; cannot get the deal done without this partner’s influence with the end user

• Provides insight (either political or competitive or their own idea’s on the sales approach, etc.)

• Accelerates the buying process by providing special terms or financing

• Introductions to key contacts and champions

• Provides services; must be on LR current certification training


Welcome Note

Program Goals

Program Benefits









Deal Registration



Brand Guidelines

Please contact your Channel Sales Manager for additional details on how to qualify.

For additional information on how to enter and manage a deal registration, please refer to the Deal Registration Guide on the Thrive Portal.


Welcome Note

Program Goals

Program Benefits









Deal Registration



Brand Guidelines

LogRhythm offers a generous individual sales incentive program that pays Sales Reps, Sales Engineers and Sales Architects for closed deals. Partners can earn incentives from their very first sale and there is no cap on earnings! Please visit the SPIFFs page on the Thrive portal for additional details and a list of our currently available incentives.


Co-Marketing Materials, Campaigns and EventsLogRhythm offers a variety of marketing resources and funds to help you generate new LogRhythm sales opportunities. These resources include:

• Co-branded collateral creation with your logo and contact information

• Co-branded emails to help you generate new opportunities within your customer base

• Multi-step campaigns to nurture sales opportunities

• Pre-packed events to engage your customers and prospects

• Market development funds (MDF) to fund joint activities

The collateral and email assets are available under the Marketing tab on the Thrive portal. To request MDF, please contact your Channel Sales Manager.


Welcome Note

Program Goals

Program Benefits









Deal Registration



Brand Guidelines

Our most visible and recognizable symbol, the LogRhythm logo is the primary identification of our company and products. Our logo serves as the cornerstone of every visual communication we produce. The LogRhythm logo has been specifically created and should not be altered in any way. The logo is a registered trademark and should always contain the ® identifier.

Various formats of the LogRhythm logo are available for download on the Branding/Logos page on the Thrive Portal. You will find color and b&w versions in print and web formats. If you do not find what you are looking for, please contact [email protected].

The LogRhythm logo must be used on literature, advertising, technical documents, corporate signs, stationery, sales presentations or any other promotional communications as the official brand symbol.

Brand Guidelines

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channel partner program - logrhythm · logrhythm architectural discovery document (ladd) to scope...

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