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DynatracePartner Program GuideDeliver unrivaled digital experiencesAI-powered, full stack, automated performance managementSee every user, every app, everywhere 2017 Dynatrace
ContentsWelcome: Today’s Enterprises, Tomorrow’s Landscape. 3Partner Program Overview. 4Why Partner with Dynatrace. 5Program Tiers. 6Program Benefits.7Program Requirements. 9 2017 Dynatrace2
Welcome: Today’s Enterprises, Tomorrow’s LandscapeThe digital world of today is already ubiquitous and high frequency. Enterprise organizations across all industries arerapidly embracing software to derive efficiency and agility, differentiate from their competitors, drive new opportunitiesin existing markets, disrupt adjacent markets, and create new markets entirely. This rush to innovate and disrupt is drivingtechnology adoption, but it’s also pushed complexity passed the tipping point where manual process and human oversightare no longer viable.With digital as the new normal, Dynatrace has redefined how you monitor your digital reality through visionary innovationthat encapsulate the full technology stack of digital engagements, applications, infrastructures, dependencies, and interconnectedness all in exemplary accord.Redefining the monitoring landscape from the ground up to incorporate advanced Artificial Intelligence and Automationwas necessary to support organizations in managing application and infrastructure complexity, fluidity, and agility bothnow and in the future. Traditional approaches to monitoring are dead.Within this world of disruption and complexity, Dynatrace Partners play a critical role digitally transforming organizationsto not only survive, but to thrive and to flourish. Dynatrace has long recognized the need for an ecosystem approach thatembraces and unifies Partners, Technology Alliances, and Dynatrace to solve todays biggest challenges.When vision and common interests align, opportunities are created, and we all succeed together. We look forward toexploring partnership and enhancing the digital world we’re building for today and for tomorrow.John van SiclenSam EliasMatt KeenanChief Executive OfficerVP Global PartnersGlobal Partner Marketing DirectorPartner Program Overview 2017 Dynatrace3
Partner Program OverviewDynatrace’s unrivaled product capabilities and market leadership, intertwined with our Partners’ vision and execution ability, creates anunstoppable juggernaut of opportunity.Dynatrace Partners are highly skilled, highly experienced organizations with specialized resources that support customer performance,cloud, and digital transformation strategies and initiatives including the design, implementation, and post-implementation of Dynatrace,as part of the partner’s broader solutions and services portfolio.Through advanced automation and AI, Dynatrace Partners can focus on transformation activities, not instrumentation. Utilizing dataand insights to help your customers make informed decisions that meaningfully drive their businesses forward — rather than watchingdashboards, manually deploying agents, and sifting through data — is the key to how our Partners achieve so much success. This is onlypossible with the capabilities unique to Dynatrace.The Dynatrace Partner Program gives partners access to a wide range of resources and benefits that allow our Partners to: Increase profitability while reducing delivery costs Deliver projects faster and with confidence Create new opportunities Differentiate from the competition Drive license and services businessThrough robust sales and technical training, certifications, exceptional marketing and sales tools, and reliable technical support,Dynatrace Partners are fully enabled to deliver the most innovative monitoring software on the planet.We are dedicated to delivering a partner program that creates truevalue in your business. Partners are paramount to Dynatrace objectivesand our goal is to recognize and reward your investment and successas you harness the collective strengths of our respective organizations.”— John Van Siclen, CEO, Dynatrace 2017 Dynatrace4
Why Partner with DynatraceDynatrace is consistently ranked as the leading Application Performance Management company. Our product capabilities are leading theway, consequently we own the largest market share by far. Today, Dynatrace underpins and enables the world’s leading companies todigitally transform their businesses and migrate from legacy technology to the new digital cloud-native world.The #1 Leader in Application Performance Management72/1009/108/108/109/109/10Fortune 100Cloud providersBanksRetailersManufacturersTech BrandsThere is a unique, symbiotic relationship between Dynatrace and our Partners. The complexity challenges of cloud, containers, microservice architectures, and high frequency release cycles mean that Partners rely on Dynatrace as a critical component for successfuldelivery. Without Dynatrace, the probability of successfully delivering end-customer transformation projects is significantly diminished.Likewise, Partners provide Dynatrace with the scale, reach, footprint, and services expertise to achieve rapid growth and capture newmarket share, without losing our focus on building the world’s most advanced and innovative monitoring solution.The hyper-growth and adoption of Dynatrace across vertical markets and geographies, presents our Partners with new opportunities atevery turn. Through Dynatrace’s advanced automation, organizations are now able to cover all applications and environments, not thetraditional 5% that’s only attainable through traditional APM tools.As a Partner, you will have:Access to online and vILT training, certifications, andenablementMarketing leading incentives and co-marketing fundsPreferential access to world class Dynatrace softwareand environmentsResources to help elevate your status from IT Advisorto Business LeaderDeal registrations, marketing support, and detailedcompetitive intelOpportunity to work with the Gartner ranked marketshare leaderA unique differentiator of the Dynatrace Solution Partner Program is that no end customer is off-limits. Our partners, whichever Programtier they reside in, can sell into all organizations, even existing Dynatrace customers. Through the Partner Deal Registration (PDR)process, Dynatrace Partner and Sales leadership combine to review PDR’s opportunity by opportunity providing a frictionless approachthat preserves and protects our Partners’ interests. At Dynatrace we don’t compete with our Partners, we unite to scale, close moredeals, and grow our joint commercial success. 2017 Dynatrace5
Program TiersDynatrace Partners come in all different shapes and sizes, bringing with them wide ranging expertise and services.The program provides partners with an outstanding set of enablement, sales, marketing, and technical benefits that support and growour partnership. We recognize that companies approach partnership in a variety of ways and with different goals in mind, so we createda program with tiers and benefits that recognize each Partner’s investment, and depth of expertise and experience with Dynatrace.AffiliatesDynatrace es are able to registerAuthorized Partners areAdvanced Partners havePermier Partners typicallyopportunities in return for alearning to walk before theygained skills, experience, andoperate Performancefinders fee without becoming arun. Exploring the Dynatracecertifications and are buildingManagement practices, haveformal Dynatrace Partnerprogram, engaging in trainingout their marketing andachieved the highest levels ofand enablement activities todemand generation capabilitiesDynatrace certification andcreate a solid foundation forto grow their service offeringsoperate across national andgrowth and successAuthorizedPartnerinternational geographiesAdvancedPartnerPremierPartnerAs Dynatrace Partners invest, evolve, and grow they migrate to higher program tiers that provide access to greater benefits, additionalresources, and higher deal margins. 2017 Dynatrace6
Program BenefitsThe comprehensive benefits associated with each Program tier are outlined in the table, providing access to a range of insight, resources,and support to help you grow. A more detailed explanation of each benefit is available below.Program thorizedAdvancedPremierAccess to Global Partner Manager NetworkxxxAccess to named Partner Enablement ManagerxxxAuthorizedAdvancedPremierPartner Portal AccessxxxAPM Community AccessxxxFree online trainingxxxDiscounted vILT training50%50%50%Free Ad Hoc Private ILTxxxComplementary passes to Global Perform User Conference236AuthorizedAdvancedPremierxXXxXRevenue share deal margin on registered opportunities up toRelationshipExecutive briefing with Dynatrace leadershipEnablementTechnicalPreferential access to market leading software andenvironmentsxEarly access program for Dynatrace softwarePriority ‘Request for Enhancement’ statusSalesAccess to sales content and toolsAccess to partner opportunity dvancedPremierAccess to Dynatrace brand materialsxxxAccess to demand generation campaignsxMarketingxxBlog and webinar publishing and promotionxxCo-branded AssetsxxLeading co-marketing fundsxxAccess to Perform sponsorshipxxDynatrace produced video of partner executivexPartner profile page on Dynatrace field sales intranetxPartner listing on Dynatrace.comx 2017 Dynatrace7
CommercialSalesRevenue Share deal margin is provided on opportunitiesAccess to sales content and tools via the partner portal equipssubmitted via the Partner Deal Registration (PDR) process.partner sales team to represent Dynatrace capabilities accuratelyRevenue is shared at up to 15% (Authorized Tier), 20% (Advancedand effectively.Tier), and 25% (Premier Tier).RelationshipAccess to Global Partner Manager Network ensures thatwherever our partners are located and whichever part of theworld they are doing business, Dynatrace can provide support.Access to partner opportunity support that includes salesqualification, pitches and presentations, demonstrations, proof ofconcepts, and deal construction and closing.MarketingAccess to Dynatrace brand materials via the partner portalAccess to named Partner Enablement Managers who facilitateincluding brand guidelines, logos, illustrations, and other contentthe smooth onboarding of new partners as well as operationsthat closely aligns the partner with Dynatrace.and enablement activity ranging from onboarding, trainingand certification path construction, access to demonstrationenvironments and more.Executive briefing with Dynatrace leadership is offered toPartners who want insight into the future of our industry andto build executive sponsors that drive our mutual relationshipforward.Access to demand generation campaigns that provide full endto-end campaigns in a box for simple, yet effective, demandgeneration.Access to social media engagement platform to instantly shareand promote pre-packaged Twitter, LinkedIn, and Facebookcontent that helps increase partner exposure to the market.Blog and webinar publishing and promotion is available toEnablementPartners who want to invest in thought leadership promotion orPartner Portal Access provides a single repository of salescustomer and partner communities.and marketing resources, competitive intelligence, contactinformation, and much more ensuring Dynatrace partners haveaccess to everything they need when they need it.APM Community Access is where all the Dynatrace productdocumentation lives along with the software download center,and knowledge base articles.Free online training is provided via Dynatrace University.Discounted vILT training is provided to partners at a rate of 50%across all program tiers.Free ad hoc private ILT is provided in different geographiesthroughout the year.demonstrate deep technical expertise valuable to our broaderCo-branded assets can be created using Dynatrace assets andadding Partner information, or adding the Dynatrace logo andcopy to partner assets.Leading co-marketing funds are available for demand generationactivities and events.Access to Perform sponsorship provides a platform for Advancedand Premier tier Partners to interact, engage and showcase theircapabilities and value to Dynatrace and Dynatrace customers.Dynatrace produced video of Partner Executive speaking aboutthe partner, their relationship with Dynatrace, and how ourorganizations combine to create opportunity, deliver value, andComplimentary passes to Global Perform User Conferencedrive innovation.ensures partners and customers alike network together andPartner profile on Dynatrace field sales intranet enablesabsorb all the latest and greatest product information, roadmaps,market vision, demonstrations, stories from the field.TechnicalPreferential access to market leading software andenvironments including demo environments for training andDynatrace sellers to understand our relationship with PremierPartners, how we go to market, our joint value proposition, andcontact information.Partner listing on Dynatrace.com showcases and providesprominent exposure for Premier Partners.customer showcases, not for resale licenses, free trial accounts,and Dynatrace University lab environments.Early access program for Dynatrace software ensures ourPartner’s technical teams have access to software before itbecomes generally available.Priority ‘Request for Enhancement’ status means Partners cansubmit product enhancement requests for consideration andevaluation ahead of other entities. 2017 Dynatrace8
Program RequirementsDynatrace Partners are laser-focused. They’re the best AND the brightest. They share our vision and best practices in tandem with theirown. They’re relentless in their efforts to deliver out of this world experiences for their customers and prospects alike. And ensuring ourpartners are fully supported, trained, enabled, and empowered is key to the success of the Dynatrace Solution Partner Program.Dynatrace has hand crafted qualification criteria for each program tier to ensure we lavish our investment, our software, and ourresources in support of partners that invest in themselves to join the elite group of Dynatrace Partners.Program TierProgram RequirementsAuthorizedAdvancedPremier51020Annual renewals quota85% or above85% or above85% or aboveAnnual bookings quota 250k to 500k 500k to 1.5m 1.5m Dynatrace certifications246Annual deal registrations at Stage 3 2017 Dynatrace9
Learn more at dynatrace.comDynatrace has redefined how you monitor today’s digital ecosystems. AI-powered, full stack and completely automated, it’s the only solution that provides answers,not just data, based on deep insight into every user, every transaction, across every application. The world’s leading brands, including, 72 of the Fortune 100,trust Dynatrace to optimize customer experiences, innovate faster and modernize IT operations with absolute confidence.09.27.172420 WP jw
Within this world of disruption and complexity, Dynatrace Partners play a critical role digitally transforming organizations to not only survive, but to thrive and to flourish. Dynatrace has long recognized the need for an ecosystem approach that embraces and unifies Partners, Technology Alliances, and Dynatrace to solve todays biggest challenges.
