Progress Software Partner Program Resources by Larry Fournier

1. 2011 Partner Program
Resources

2. Resources for Progress Application Partners
Empowerment
Programs
Partner Progress
NewsEdge Communities
The Progress Partner
Program: The Right
Resources to Help You
Grow
Partner Case Branding &
Studies Awareness
Global Solutions
Locator
2 © 2011 Progress Software Corporation. All rights reserved.

3. Empowerment Programs:
How We Work With Partners
 One-to-One Demand
Generation Programs
 One-to-Many
Workshops and
Programs
 Self-Service Webinars
3 © 2011 Progress Software Corporation. All rights reserved.

4. Revenue Generation through Partner
Demand Creation
 One-to-One Demand Generation
with the Partner
 Program includes:
• Campaign development
• Prospect/lead development
• Lead progression/nurturing
• Closing opportunities
 Participation Criteria:
• Top 100 Partners
• Growth market
• Actively engaged with Progress
Software
4 © 2011 Progress Software Corporation. All rights reserved.

5. One-to-One Demand Creation: Example
Skyward
Program Description:
Integrated Marketing Campaign –
includes DM piece inviting prospects
to a webinar featuring school
administrators, case study with
school district in NJ.
Target Audience: Concentrated
GEOs – New Jersey, Tennessee,
over 1800 contacts
Results: 5 opportunities. Increased
awareness of Skyward in New
Jersey.
5 © 2011 Progress Software Corporation. All rights reserved.

6. One-to-Many Empowerment Programs
 Span Business, Technical
and Sales & Marketing
 One-to-Many Workshops
and Programs
 More Than 50
Empowerment Programs
Available Globally
 More Than 1,200
Partners Participated in
2011
6 © 2011 Progress Software Corporation. All rights reserved.

7. Self-Service Empowerment Webinars
More than 20 Self-
Service Webinars
Topics Include
Business, Technical,
SaaS and Sales &
Marketing
View the Archives:
http://web.progress.com/e
n/partners/partner-
empowerment.html
Dropdown includes
Webinar Descriptions
and Link to the Webinar
Archive for downloading
7 © 2011 Progress Software Corporation. All rights reserved.

8. Progress Communities: PSDN
Progress Software Developers
Network
 Technical Community for
Developers
 OpenEdge & Other Progress
Products
http://communities.pr
 Free and Paid Subscriptions ogress.com/pcom/co
 Access to Development Licenses mmunity/psdn
 Over 500,000 Views/ 400+ Visits
Per Day
8 © 2011 Progress Software Corporation. All rights reserved.

9. Progress Communities: The Resource Center
The Progress Partner Resource Center
 Password-Protected Area Only for
Partners
 Current Progress Software Company
Information
 Partner Program Information & Resources
 Partner Branding Information
 Positioning for Prospects & Customers
 Technical Product Information
 Software as a Service (SaaS) Information
9 © 2011 Progress Software Corporation. All rights reserved.

10. The Partner Resource Center – Examples of Use
Information About  Progress Software Corporate At a Glance
Progress for a  Progress Overview, Awards & Factoids
Sales Opportunity?  Sales Tools for Positioning Progress
 Maximum Value From OpenEdge 10.2B
How to position
 Forrester Report: The 2010 TEI Study on
OpenEdge with IT
Progress® OpenEdge® Platform
for a Customer or
Prospect?  What do Third Parties Say About
Progress and OpenEdge
What if we want to  Whitepapers from Saugatuck Research
move to Software as  SaaS Resources & Overview
a Service (SaaS)?  Getting Started with Progress OpenEdge
in the Amazon Cloud
What Empowerment  Link to Recent Empowerment Webinars
Programs are  Competitive Analysis Program Description
Available from
 View & Register for an Upcoming Webinar
Progress?
 New Empowerment Program Presentation
10 © 2011 Progress Software Corporation. All rights reserved.

11. Partner Branding: Business Making Progress
 Program identifies your company
as a Progress Application Partner
 For Use on Your Website, in
Brochures, on Business Cards,
Letterhead, etc.
 Easy to Download in Various
Formats
 New “About Progress” also
Available for Download for Your
Site
http://www.progress.com/en/partners/powered-by-
progress.html
11 © 2011 Progress Software Corporation. All rights reserved.

12. 2011 Progress Partner Kits
 Focused on the Top 200
Partners
 Includes Partner Program
Recognition Plaque
 Distributed by the Account
Managers
 Cover Letter with the
Partners’ Custom Web URL
12 © 2011 Progress Software Corporation. All rights reserved.

13. Custom Partner Website URLs
 Delivered with the Partner Kit
 Deployed Unique URLs for
the Top 200 Partners
 Content Based on Each
Partner’s Placement in the
Program
 Provides Up-to-Date Partner
Program Information for all
Participants
13 © 2011 Progress Software Corporation. All rights reserved.

14. Progress and Partner Program Awareness
 Progress and Partner
Program Recognition
 Everything Channel
Five Star Award Winner
Eight Straight Years
 Recognized as 2011
CRN Channel Chief
 Company and Product
Coverage by Key
Analysts
14 © 2011 Progress Software Corporation. All rights reserved.

15. Global Solutions Locator (GSL)
 Searchable Database of
Partner Applications
 Search on Application
Type, Industry, and SaaS
 Easy to Use Drop-Down
Menus
 “Featured Partners” on
Home Page and In Search
Results
https://gsl.progress.com/
15 © 2011 Progress Software Corporation. All rights reserved.

16. Progress Partner NewsEdge
 Monthly Newsletter Just for
Progress Partners
 More Than 10,000 Subscribers
Worldwide
 Looking For Your Case
Studies, Whitepapers, Awards
and Announcements
 Easy To Read Format and
Simple To Subscribe
16 © 2011 Progress Software Corporation. All rights reserved.

17. Partner Program Benefits: Case Studies
 Partner & Customer
Success Case Studies
 Focus on Interesting
Stories with Quantifiable
Results
 Featured on the
Website, in NewsEdge &
Public Relations
 Nearly 300 Case Studies
on progress.com
http://web.progress.com/en/customers/index.html
17 © 2011 Progress Software Corporation. All rights reserved.

18. Summary
 Our vision is to be the leading
technology provider to ISVs that
want to grow their business faster
than the market
 We offer an award-winning
Partner Program for our Partners
that are committed to growth
 Progress is committed to Engage,
Empower and Expand with
Partners throughout the
relationship life cycle
18 © 2011 Progress Software Corporation. All rights reserved.

19. 19 © 2011 Progress Software Corporation. All rights reserved.