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Sybase Program Principles of Engagement

Sybase is committed to a being a channel centric vendor and working to grow long term and profitable relationships with its partners. The Sybase Channel Principles of Engagement gives partners visibility of Sybase’s commitments and expectations.

Sybase Partner Program Principles of Engagement

Channel Focus True Partnership Fair and Consistent

Sybase provide products and services with and through partners

Committed to build a successful and profitable program for channel partners

Ensure an integrated approach teaming with channel partners

Treat all end user information provided by channel partners as totally confidential

Provide a transparent and fair exception management process and escalation path for conflict resolutioning

Enforce consequences for both Sybase and partners for non compliance of principles of engagement

Partner Program Principles of Engagament Summary

Sybase partners are expected to: Partners can expect Sybase to:
  • Comply with the principles of engagement
  • Work within the Sybase Partner Program and act in a predictable and consistent manner
  • Provide due care of sensitive and confidential information provided by your customers and Sybase
  • Proactively provide feedback to enhance engagement with Sybase
  • Respect the customer preference for contracting directly with Sybase for large or complex deals
  • Respect the customer preference for contracting directly with their preferred Sybase Partner
  • Provide closed loop reporting on all sales leads provided to partners
  • Undertake business planning and lead generation activities within your target markets
  • To include Sybase early in the sales opportunity for joint or nominated accounts
  • Meet reporting commitment in a timely and complete manner
  • Engage with the Sybase to mutually respond to customer requirements for nominated joint accounts
  • Actively lead the ongoing customer sales and management process for Sybase solutions
  • Meet the technical certification, sales accreditation and other requirements of being a Sybase partner
  • Share end user details in confidence with Sybase
  • Adhere to the escalation process for exception management and conflict resolution
  • Understand that there will always be exceptions and Sybase will use all reasonable efforts to resolve exception in a manner aligned to the underlying meaning of the principle of engagement
  • Will abide by laws
  • Comply with the principles of engagement
  • Be clear, concise and predictable
  • Respect the partner role in leading the ongoing customer sales and management process
  • Support partner commitment and investment through the deal registration process
  • Actively support partners who undertake lead generation activities and invest in developing opportunities
  • Respect client preference to engage with their preferred supplier
  • Become actively involved in large or complex opportunities as needed
  • Actively drive software maintenance and version control of Sybase products
  • Provide resources and tools to assist partners in opportunity management
  • Clearly communicate to partners which end user accounts are considered Sybase direct customer accounts
  • Lead sales and delivery effort in nominated direct accounts
  • Respect the channel partners right to follow the escalation process provided
  • Use all reasonable efforts to resolve exceptions in a manner aligned to the underlying meaning of the principles of engagement
  • Will abide by laws


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