2. PARTNER PROGRAMME
1. Welcome to the IIJ GIO Partner Programme 2015 3
2. Programme Entry 4
3. Programme Requirements 5
4. Programme Overview 6
Business Benefits 6
Summary of Benefits 7
Benefit Descriptions 8
5. Partner Types 9
MSPs 9
ISVs 9
VARs 9
6. Membership Levels 10
7. The IIJ GIO Partnership Advantage 11
Meet Clients Ever-demanding SLAs & Win New Business 11
Fill the Technical Skills & Support Gap 11
De-risk your Infrastructure Investments & Grow Profits 11
8. Solution Training 12
9. Sales & Marketing Tools 13
IIJ GIO Partner Portal 13
Co-marketing 14
Incentives 14
10. Programme Support 15
PARTNER PROGRAMME
Contents
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G u i d e B o o k 2 0 1 53
1. Welcome
Welcome to the IIJ GIO Partner Programme 2015
IIJ Europe is delighted to welcome our partners
to the 2015 edition of the IIJ GIO Partner
Programme.
With this being our inaugural programme here in
Europe, we at IIJ Europe feel excited about the
coming year and building a stable of world-class
technology partners. As our industry continues to
change and expand at a dramatic pace, IIJ Europe
are looking to help partners in any way we can, so
that they can take full advantage of the massive
opportunities presented by the cloud.
Built on a reputation for technical innovation and
excellence, Internet Initiative Japan (IIJ Europe’s
parent company) has, since its inception in 1992,
been at the forefront of IT in their native market of
Japan – first with the introduction of the internet
and more recently as the number 1 public cloud
provider in the country.
Now, for the first time, IIJ Europe is opening
their arms to the European partner community.
However, partnership is far from new to us. Since
our establishment, the idea of partnership has
been at the very heart of everything we do –
whether it is with our global end-user base of
over 8,500 customers or our extensive channel
business in Japan.
The goal of our IIJ GIO Partner Programme is
simple: we want to work directly with our partners
to make their businesses better and more agile,
without adding any additional complexity.
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2. Programme Entry
The IIJ GIO partner programme is designed to
facilitate quick and easy entrance for partners. We
appreciate that our European partners are very busy
running and building their businesses in an extremely
competitive industry.
IIJ Europe wants to remove unnecessary
administration and provide partners with an
accessible solution that allows them to enhance
their commercial outcomes from day one.
Joining our programme involves
the following three step process:
1. Enrolment: Firstly, we ask that partners
complete and return a brief application
form and return it to us
2. Company check: IIJ Europe undertake
a routine examination of all applicants
to ensure their suitability for the
programme
3. Contract: Following our partner analysis,
IIJ Europe will then look to enter into a
legally binding agreement designed to
protect the interests of both parties
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3. Programme Requirements
IIJ Europe does not believe that partner
programmes should result in costly, resource-
draining investment on behalf of partners.
Instead, partner programmes, as with our IIJ
GIO programme, should limit the administrative
burden and remove the need for companies to
engage in time-consuming initiation efforts.
When partners enter the IIJ GIO Partner
Programme, we already know the high pedigree
of the organisation in question.
Do we really need to force partners to attend
annual standardised and lengthy, accreditation-
earning sales and technical training courses? Of
course not.
Should we require that our partners promote
their IIJ GIO-related activities in a set number
of promotional activities per annum? Again,
absolutely not.
IIJ Europe simply asks that our partners,
regardless of their nature, take full advantage
of the IIJ GIO opportunity. We trust that our
partners will reach out to us how and when they
need us.
However, we do encourage our channel to hold
an IIJ GIO business briefing so that their relevant
personnel are fully comfortable with how to
engage IIJ Europe for their administrative, sales,
marketing and technical needs.
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4. Programme Overview
IIJ GIO for partners offers a uniquely architectured
integrated public and private cloud service that
allows MSPs, VARs & ISVs to design or extend
their own managed service (MSP) or Software-
as-a-Service (SaaS) client offering.
This flexible, tailored solution utilises the latest
virtualisation and internet technologies alongside
the IIJ high-speed global internet backbone,
all delivered to partners for a flat-rate fee and
flexible contract terms.
Combining the cost and flexibility of a public cloud
environment, with the technology capability and
security of a private cloud service, IIJ Europe’s
clients call it the ‘perfect private cloud’.
Business Benefits
Once partners have officially entered the IIJ
GIO Partner Programme, they have a wide
variety of compelling business benefits to
look forward to.
At IIJ Europe, we have a deep understanding
of what makes a difference to partners
operating in the real world of demanding
customers and aggressive competition.
While designing our programme, we have
been able to draw on over 20 years of
global experience. We know the challenges
our partners are facing because we too
have encountered the same difficulties
ourselves.
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Summary of Benefits
Access to IIJ Partner Portal
Free demo/trials for end users
Partner communications
Incentives programme
Interact
Technical
Develop
Sales
Marketing
Strategic
Internet
Co-marketing (case studies, PR, etc.)
24/7 Global Helpdesk
Partner webinars and events
Face-to-face technical support
Cloud business enablement
Flat-rate service
Partner introductions
Contract term (minimum 1 month)
PAYG Scheme
MSP
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Benefit Descriptions
Benefit Description
Access to IIJ Partner
Portal
Avail of a range of valuable resources including whitepapers, case studies, product
updates and industry insights.
Partner
communications
Keep up-to-date with the latest news and events relating to IIJ GIO by e-mail, text and
social media.
Internet As one of the world’s largest internet providers – with our own global internet backbone
– our customers benefit from industry-leading connectivity with guaranteed network
speed, quality, security and availability.
24/7 Global Helpdesk Our global operation – with offices in Europe, Japan, Singapore, Hong Kong, Shanghai,
and the US – ensures truly 24/7 operations, with immediate access to a qualified engineer,
offering tier 1 support.
Face-to-face technical
support
IIJ’s rich global heritage in innovation is evident in the deep infrastructure and application
skills of our engineers and support staff, who can provide support across a vast range of
software, hardware and technologies to offer better, more capable service than a typical
in-house IT support service.
Cloud business
enablement
IIJ GIO allows MSPs & ISVs to design or extend their own managed service (MSP) or
Software-as-a-Service (SaaS) client offering.
Free demo/trials for
end users
Show your customers the power of IIJ GIO before they purchase by utilising our free trial
service.
Incentives programme IIJ Europe offers a range of exciting incentives designed to inspire partners to grow their
businesses. Access the IIJ Partner Portal for more details.
Co-marketing (case
studies, PR, etc.)
Promote your brand by highlighting your services and great customer stories. IIJ want to
work with partners in any way we can to maximise your IIJ GIO-related business.
Partner webinars and
events
Deepen engagement with your end-users by working with IIJ Europe to deliver a range
of events such as seminars and technical workshops, designed to enhance company’s
solutions and reputation.
Flat-rate service IIJ is a Global ISP. This enables us to offer IIJ GIO for a flat rate service fee, with no long-
term contract commitment. There are no hidden costs – unlike many cloud operators we
do not charge on incremental internet traffic volume – ensuring our partners have total
control and transparency of costs.
Contract term
(minimum 1 month)
Offering contract terms as short as one month, partners can finally avail of a perfect
private cloud service which offers the stability and flexibility their customers are
demanding.
PAYG Scheme* As your business partner, we strive to offer flexible pricing options with the intention of
helping you to plan your business successfully. *Before joining this scheme, IIJ Europe will
assess our partners’ respective business models to ensure that this pricing mechanism is
the right approach for them. Also, please note that the PAYG scheme is only relevant for
purchases of VW Series. Contact the partner sales team to find out how to avail of this
scheme.
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5. Partner Types
The IIJ GIO Partner Programme, just like the IIJ
GIO service itself, endeavours to offer partners
unparalleled robustness, flexibility and support.
With that in mind, IIJ Europe hopes to work
alongside a plethora of partners across the
sphere of the IT industry. Regardless of your
business focus, if you are passionate about
world-class, personable products and services,
then IIJ Europe is the ideal cloud infrastructure
partner for long term success.
For managed service
providers (MSPs), IIJ GIO
allows you to offer your
customers a whole new
solution. Our goal is to
remove the risk inherent in
expanding your businesses
and give you the tools
necessary to deliver a
best-of-breed solution that
meets the complex needs of
today’s end-users. Our highly
flexible deployment model
allows MSPs to use only the
resources that their end-users
require.
Europe’s independent
software vendors (ISVs) can
now confidently make the
transition to the potentially
lucrative world of software
as a service (SaaS), without
the risks and insecurities
inherent in going it alone
or with an off-the-shelf
cloud partner. ISVs can draw
on IIJ Europe’s extensive
experience and knowledge
of cloud infrastructure to
bring a scalable, robust and
secure SaaS solution to the
marketplace.
Meanwhile, value-added
resellers (VARs) can quickly
utilise IIJ GIO to fully transform
their businesses by offering
their end-users the opportunity
to realise the operational
advantages of moving to the
cloud. We fully appreciate that
the core expertise of VARs does
not lie in the construction and
maintenance of complex cloud
infrastructure but in the timely
delivery of products and services
that their customers demand –
something they can now do with
their very own IaaS package.
ISVs VARsMSPs
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6. Membership Levels
The IIJ GIO Partner Programme encompasses two
distinct levels of membership: Silver and Gold.
Silver status represents the entry point for all
IIJ GIO partner and is relevant for all partners
with annual IIJ GIO transactions of under £500k
per annum. Gold membership, meanwhile, is
the premium membership option for IIJ GIO
partners and is achieved by accumulating IIJ
GIO revenues in excess of £500k per year.
Both Silver and Gold levels contain 3 individual
tiers of margin allocation: high (H), middle (M)
and low (L).
We are dedicated to working with our channel
partners to help them drive their IIJ GIO revenues
so that they can avail of as much margin as
possible. IIJ Europe will work with partners, where
possible, to develop their business potential with
us – whether it is to fill skill gaps, create leads or
incentivise your sales teams.
For us, it is quite simple: helping you develop
within the IIJ GIO Partner Programme is for the
mutual benefit of each party.
Margin Grade
For each menu
Margin for partners
Silver Gold
H
M
L
Target for 1st year Under GBP 500K GBP 500K +
Please contact the
IIJ Partner Sales Team
Contact us: partners@eu.iij.com
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7. The IIJ GIO Partnership Advantage
IIJ, Japan’s largest cloud provider, are delighted to bring their IIJ GIO perfect private cloud service
to the European market.
Built on IIJ’s global internet backbone, IIJ GIO offers a unique partnership – the cost and flexibility of
a public cloud environment, with the technology capability and security of a private cloud service.
Our IIJ clients call it the ‘perfect private cloud’. And for our partners, IIJ GIOs unique architecture
brings a series of key benefits:
Meet Clients Ever-
demanding SLAs & Win
New Business
IIJ GIO’s unique architecture
and product design provides
partners with a set of pre-
packaged SLAs and support
services that can be easily
integrated into any cloud
service. This not only allows
partners to often deliver above
and beyond their clients’
demands, but also means they
can pitch for business they may
have previously been unable to
support.
Fill the Technical Skills
& Support Gap
Manypartnerssimplydon’thave
either enough cloud experience
to design the most efficient and
effective service, or the support
resources required to manage
their clients’ requirements. IIJ
GIO can offer both the deep
technical cloud expertise to
help design the gold standard
managed service, and pre-built
24/7 global support for the
service.
De-risk your Infrastructure
Investments & Grow
Profits
For any partner, investing in their
own infrastructure to support
their managed service capability
brings significant risk, as it
often means large capital outlay
without any immediate revenue
return. And whilst large public
cloud providers can provide ‘pay
as you go models’, they can’t
deliver the technology capability
and functionality that a partner,
and their clients demand. IIJ
GIO is built to deliver on such
technological complexity, and you
pay a flat rate fee on a monthly
basis, completely de-risking your
investment decision.
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8. Solution Training
IIJ Europe is committed to enabling our partner
community to succeed and we fully recognise
the key role education and learning programmes
play in allowing this to happen. Therefore, we
will look to equip our partners with the skills
and knowledge they need to effectively take
advantage of the IIJ GIO business opportunity.
However, for any training initiative to be a
success, we must align with the current and
future requirements of our partners. IIJ Europe
understands that a “one-size-fits-all” approach
will not provide any value to unique organisations
facing their own particular set of challenges.
We promise to listen to our partners, whether
they be MSPs, ISVs or VARs, to appreciate their
needs and tailor education initiatives to help
them overcome their obstacles and maximise
their financial outcomes. Just like IIJ GIO itself, our
sales and technical training will be of a bespoke
nature and customised to each individual partner.
IIJ Europe will strive to educate the channel
through a variety of delivery methods, including:
• Workshops
• Seminars
• Webinars
• Whitepapers
• One pagers
• E-books
For more information on our training offerings,
please contact the partner sales team.
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9. Sales & Marketing Tools
IIJ Europe understands that a great service alone
cannot,andwillnot,guaranteesuccess.Nonetheless,
possessing a powerful and proven service such as
IIJ GIO does make the job a lot easier.
In order to assist our partners in developing
their respective cloud businesses, IIJ Europe will
endeavour to maximise the impact of your sales
and marketing activities, as it is these efforts that
will truly unlock your business potential.
In line with our own philosophy of delivering
personalised services, our sales and marketing
initiatives will also largely be of a purely bespoke
nature. IIJ Europe will proactively seek to
understand your core needs in these areas and
look to offer valuable assistance where possible.
Our intention is to work side-by-side with our
dedicated partners to construct unique sales and
marketing initiatives that drive real commercial
outcomes. Some key sales and marketing tools
include:
IIJ GIO Partner Portal
Upon entry to the IIJ GIO partner programme,
each partner will be granted access to our
partner portal. Here, partners will be able to
find all of the critical information they’ll require
to cater for their IIJ GIO needs, such as key
support contact details, sales collateral (1 pagers,
e-books, presentations, logos, etc.), service
delivery objects (demo kits, free trials) and order
processing information.
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9. Sales & Marketing Tools
Co-marketing
IIJ Europe is eager to engage in co-marketing
activities with ambitious partners looking to grow
their IIJ GIO-associated revenues. In these instances,
we will firstly work alongside our partners to fully
understand their business plans and strategic
goals to ensure that any potential co-marketing
programme is capable of delivering the results our
partners deserve. Once all parties are satisfied that
the right strategy is in place, then we can proceed
with the appropriate programme backed by the
necessary financial and human resources.
Our ISV and MSP community can take full
advantage of a range of co-marketing activities to
drive awareness and lead generation, by utilising
the branding suffixes of “Powered by IIJ GIO” or
“On IIJ GIO” as part of their product naming and
promotional efforts. Such activities include:
• Sales collateral (e-books, 1 pagers, etc.)
• Seminars
• PR & advertisements
• Events
• Promotions
To enquire about our co-marketing programmes,
please contact the IIJ GIO partner sales team.
Incentives
IIJ Europe can appreciate the requirement
sometimes for a little extra inspiration, especially
in the always challenging sales arena. For our IIJ
GIO partners, it is no different and that is why we
provide our channel representatives with a variety
of incentives each quarter.
To learn more and apply for this quarter’s incentive
programme, please access the partner portal.
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10. Programme Support
IIJ works alongside channel partners to bolster their
own support offerings to ensure that end-users are
receiving the robust level of support they expect.
With today’s maintenance contracts demanding
ever tighter and demanding SLA requirements,
IIJ aims to act as an extension of our partners’
businesses in order to secure client satisfaction and
revenue growth.
Our partners can currently avail of the following
support types:
• Integrated monitoring system
• 24/7 monitoring & operation
• 24/7 systems analyst high level operation
End Users
2nd line (Systems Analyst: Infrastructure)
3rd line (Apps &
Business Operations)
1st line (Monitoring & Support: Pre defined Operation)
Partner B
Partner C
Partner A
ValueAdded
ValueAdded
ValueAdded
Scope of
IIJ’s support
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About IIJ
Internet Initiative Japan
Since establishing the internet in Japan
in 1992, IIJ have continued to evolve their
vision in a constant effort to shape the
business landscape so that our customers
can realise their full potential in an ever-
changing world.
EVOLVING
VISION
NO.1 PUBLIC CLOUD
PROVIDER
Today, IIJ stand as the number one public
cloud computing service provider in
Japan.
RECOGNISED
GLOBALLY
Internet Initiative Japan Inc. (IIJ, NASDAQ:
IIJI, TSE1: 3774), one of the world’s leading
internet service providers, is recognised
globally for its innovation and technical
expertise. 70% of IIJ’s employees are
technical engineers.
Servicing over 8,500 blue-chip clients
who enjoy the multiple benefits of the
company’s evolution from ISP to total
networks solutions provider.
SERVING BLUE CHIPS
CLIENTS
FULLY
COMMITTED
Always looking to the future, IIJ is fully
committed to building the infrastructure
and providing the services required to
realise a truly networked society.
IIJ are entering the next phase of their
international expansion, blazing a new trail
with the introduction of the world-class cloud
solution, IIJ GIO, to the European market. Built
on the company’s global internet backbone,
IIJ promises to create IT environments that will
liberate customers from the ongoing burden
of managing IT, so they can exploit business
opportunities more effectively.
WORLD CLASS
CLOUD SOLUTION
PARTNER PROGRAMME
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* ISO9001 & ISO/IEC27001
Registered IIJ Europe Limited
IIJ Europe Limited
80 Cheapside,
London
EC2V 6EE
TEL: +44 (0)20 7072 2700
Email: info-uk@eu.iij.com
IIJ Deutschland GmbH
Georg-Glock-Str. 8
40474 Düsseldorf
Deutschland
TEL: +49 (0)211 4570 400
Email: info-de@eu.iij.com
www.iijeurope.com