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1.

To start, please tell us a little about yourself.

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* 1. Which of the following best describes your position?

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* 2. Which of the following best describe your primary business type? (check all that apply)

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* 3. For classification purposes, approximately how many active Channel Partners does your organization have in North America?

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* 4. Looking ahead over the next 12 months, what changes, if any, do you anticipate with regards to your company’s channel partner programs offerings?

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* 5. Approximately What Percentage of Your Sales Do Each of the Following Represent (total must equal 100)?

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* 6. Which of the Following Do You Sell to Directly?

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* 7. In the Next 12 Months Do You See Your Sales Through Indirect Channels?

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* 8. In the Next 12 Months Do You Want to?

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* 9. Which Best Describes Your Channel Recruitment Strategy Over the Next 12 Months?

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* 10. Please consider how revenue opportunities are developed at your company? To what degree are they driven by the following? Must sum to 100%

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* 11. Overall, how satisfied or dissatisfied are you with the quality of the leads your company provides to your channel partners?

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* 12. And, how do you rate your level of satisfaction or dissatisfaction with the following elements of your partner programs?

  Very Dissatisfied Dissatisfied Satisfied Mostly Satisfied Very Satisfied N/A
Co-op/MDF programs
Deal registration program
PRM (partner relationship management
P2P (partner to partner program)
Partner community program

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* 13. Overall, what are your expectations for the amount of Co-op and MDF your company will spend in 2013, compared to 2012?

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* 14. On the same topic, approximately what percentage of your potential Co-op and MDF funds remain unclaimed by your partners?

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* 15. And, on average what percentage of your total sales do you provide to your partners as Co-op and MDF?

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* 16. Next, please rate the effectiveness or ineffectiveness of the following partner programs you provide?

  Not At All Effective Not Very Effective Somewhat Effective Effective Very Effective NA
Programs to help your partners profitability
Programs to help your partners migrate to the cloud
Programs to help your partners develop specialization in key vertical markets
Programs designed to enhance your partners service opportunities
Programs to help your partners sell value-ad rather than products
Programs to help your partners with channel financing issues
Sales training programs
Partner councils
Programs to help your partners recruit the right staff
Programs to help your partners take advantage of social media
Switching gears slightly, we now want to go into slightly more depth on the topic of the cloud.

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* 17. To start, what best describes your company’s cloud strategy?

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* 18. If you have a 'Cloud' offering available through your channel what percentage of partners selling the 'Cloud' offering are? (answer must equal 100)

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* 19. How Can Your Resellers Benefit from Your 'Cloud' Offerings?

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* 20. There are a range of payment options associated with vendor cloud offerings. Among the following, which ones do you offer your channel partners? (check all that apply)

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* 21. Next, the channel has undergone many changes over the years. With that said, what do you think will be the primary role of the channel in two years time?

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* 22. Similarly, what do you see as the primary role of distribution in two years time?

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