Docker Partner Program Guide 3.0
March 2015
Table of Contents
Introduction Docker Partner Program Technology Partner Program Consulting Partner Program Service Provider Partner Program Training Partner Program Partner Benefits Description Requirements Description
Introduction Thank you for your interest in the Docker Partner Program! We welcome you into the Docker Partner Program and look forward to working with you and your teams. The Docker Partner Program is designed to create new sources of revenue and differentiation for partners, promote joint solutions to customers, and accelerate our partners ability to help customers to be successful when using Docker technology. Once accepted into the program, you will be entitled to a broad range of benefits that accelerate your business results.
About this Guide This guide provides details about the Docker Partner Program, including the benefits along with the requirements of joining and maintaining membership in each program. Not all programs have the same benefits and requirements. In this guide, you will find: ● An overview of the program structure ● A summary of the benefits and requirements for each partner type ● A description of each benefit and requirement Docker reserves the right to update or modify this guide at any time. The contents of this guide are made available online at http://www.docker.com/partners.
Joining the Program To join the Docker Partner Program, partners complete the online application, found here http://www.docker.com/partners. After submitting an application, Docker will review and let you know if you are approved. If approved, we will then send you the Docker Partner Agreement which is a click thru agreement for you to accept our program terms. Our base program membership is free. Partners can pursue an “Authorized” status in any of our programs to obtain a richer set of benefits. There are authorized members for every partner type in our program. Authorized Partners have requirements that establish a higher level of commitment between the two companies that sometimes require an incremental program fees, training, and or additional agreement terms that align with our partnership. Authorized status requires approval by the Docker Channel management team.
Program Agreement An authorized representative from the partner organization must complete the Docker Partner Program Agreement as a starting point to become a member of Docker’s Partner Program. The Partner Agreement along with the Partner Program Guide define the relationship between Docker and the member. Copies of the Docker Partner Program Agreement will be sent to you when you fill out and submit our partner applications which can be found on our website at http://www.docker.com/partners.
Getting Help Please send any questions for help to
[email protected].
Docker Partner Program Overview The program offers maximum flexibility for partner differentiation and multiple ways for partners to decide where to focus and how to best optimize their investments. Partners can select the type of partner and the path they wish to pursue that best fits their needs. If you meet the requirements, you can choose to pursue any combination of partner types in the Docker Partner Program. Docker recognizes the need to tailor our benefits to the business model of our partners. All partners begin as “Members” in the Docker Partner Program. New Partners are encouraged to work toward becoming “Authorized”. ● Member: This is the entry-level membership and is appropriate for partners who are just establishing their relationship with Docker. All partners start as Members. Members receive base benefits that include training discounts, co-marketing opportunities, and can begin coselling with Docker. ● Authorized: Each partner type has an Authorized level. Authorized partners make a strategic commitment to Docker. They invest time and resources in their Docker Go-To-Market. Authorized partners are better positioned to assist customers in understanding and deploying Docker. This level requires Docker Channel Management Approval.
Member The based benefits provided to “Members” includes:
Member Benefits ● ● ● ● ● ● ● ●
Member Fee is “Free” Ability to use Docker “Member” Logo Ability to market yourself as a Docker Partner Training Discounts of 20% off Invitation to DockerCon Receive Partner Newsletter and Special Announcements Invitation to Partner Webinar Updates Periodic Roadmap Briefings
Member Requirements ● ● ● ● ●
Complete the Online Application Accept the Terms of the Docker Partner Agreement Include Docker on partners website Submit Company Profile and Logo to Docker, Inc. Compete Docker Overview Training
Partner Types (The Ecosystem of Docker Partner ) Each partner type in our ecosystem provides unparalleled value to customers. There are multiple partner types:
Type Technology Partner
Description ●
Partners who use, embed, or develop products of their own using the
Docker platform for the benefit of their customers. ●
Partners who want to ensure interoperability, develop plugins, and integration points with Docker, to market and cooperatively promoted their technology to customers.
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Partners that provide services that help customers design, build, and deploy technology solutions the Docker platform for clients.
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Partners with consultants, integration expertise, delivery capabilities, Application Development expertise, and other value-added services built around the Docker platform.
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Partners who design, build, deploy and manage technology solutions for clients as an outsourced services.
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Partners who are xSPs, IAAS providers, hosting providers, managed services providers, platform-as-a-service (PaaS) providers, Cloud, and software-as-a-service (SaaS) providers.
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Partners who are trained and certified by Docker to deliver training as an Authorized Training Center of Docker.
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Partners who work with Docker to deliver licensed materials that are updated by Docker to ensure customers are getting the most up-to-date and the highest quality materials available on the Docker platform.
Consulting Partner
Service Provider
Training Partner
Technology Partner Program The Docker Technology Partner program supports a wide range of Docker Alliance partners, including PAAS Providers, ISVs, OS Providers, and Service Providers. These partners interface with the Docker Platform in various ways: developing solutions that integrate Docker Engine, run outsourced services that run Docker Engine, or supporting Docker as a workload on the partners platform.
The Docker Technology Partner Program is designed to create greater value for partners and customers through... ● ● ● ●
Increase market awareness and sales Joint engagement and collaboration with Docker that creates greater value for joint customers Technical Integration and reference architectures that accelerate customer adoption Integrated support to ensure customer success
The benefits of the Docker Technology Partner Program are designed to accelerate the integration of Docker technology with 3rd party offerings and thereby offer customers integrated solutions. Benefits
Authorized
Right to use the Docker Authorized Technology Partner Logo
•
Solution / Application published in Docker Partner solutions site
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Joint Marketing Opportunities
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Docker Technical Alliance Support
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Marketing Support (Joint Press Releases, Events, etc.)
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Beta Release Access
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Early Product Preview and Roadmap Review
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Requirements Docker-Ready solution promoted on partner website
Authorized Minimum 1
Partner support statement for joint solution referencing Docker
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Include Docker on Partner website
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Provide primary technical contact
•
Provide primary business contact
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Validated Integration by Docker
•
Annual Program fee for Authorized Partners ●
$2,500
Included when authorized
Consulting Partner Program The Consulting Partner Programs goal is to help our partners become recognized experts with the skills customers can count on to make them successful when working with Docker Products. To become authorized, partners have committed a significant amount of time, resources
and developed demonstrated expertise on Docker. They are capable of delivering Bootstrap engagements and can work with customers to expand their use of Docker solutions. These
members provide project management, consultants, integration expertise, delivery capabilities, application development expertise, and other value-added services built around the Docker platform. The Docker Consulting Partner Program includes technical, training, sales, marketing and account management support. Docker Channel Management will review and approve qualified candidate to be an Authorized Consulting Partner of Dockers. Authorized Consulting Partner Benefits
Authorized
Advisor Rewards
•
Partner Manager assigned
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Technical Manager assigned
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Deal Registration and Teaming Agreements
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Preferred consideration for DockerCon session
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Training credits eligible
•
Business Plan Review
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Partner Center Access (In development)
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Right to use Docker Authorized Consulting
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Partner logo Designated marketing resource
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Marketing support (PR, events, lead generation)
•
Docker Community
•
Field engagement
•
DockerCon Passes
1 free pass
Not for Resale (NFR) subscriptions
•
Partner Advisory Board Eligible
•
Product Roadmap Access
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Press Release
Joint
Referral Fee
•
Authorized Consulting Partner Requirements Certificate of Completion Docker System Administration Certification Shadow Customer Engagements Joint Business Plan Published customer success story Minimum Customer Satisfaction Rating from Docker Deployments Annual Program Fee •
Authorized Introduction to Docker (min 2) Docker System Administrator Certification (min 2) 2 Implementation with Docker • Min 2 per year • $2,500 (USD)
Included when authorized
Service Provider Program The Docker Service Provider Program is for partners who provide cloud, hosting, managed services, Software as a Service, Platform as a Services, and IAAS offerings to customers. Service providers and Docker work together to promote Docker as part of their solution. Authorized Service Providers are the trusted destination for Docker workloads. Authorized partners in the program get support from Docker, have validated architectures, have integrated support for their Docker customers, use a production ready release of Docker, and are making available docker products to their clients to purchase from them. Authorized Service Provider Benefits
Authorized
Partner Manager assigned
•
Technical Manager assigned
•
Preferred consideration for DockerCon session
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Training Credits Eligible
•
Business Plan Review
•
Partner Center Access (In development)
•
Right to use Docker Authorized Service Provider Logo
•
Designated marketing resource
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Marketing support (PR, events, lead generation)
•
Docker Community
•
DockerCon Passes
1 free pass
Not for Resale (NFR) subscriptions
•
Access to Docker Products for Resale
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Partner Advisory Board Eligible
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Product Roadmap Access
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Access to Docker Support Portal
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Level 3 Support From Docker
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Access to Designated Level 3 Support Personnel
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Implementation Support
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Integrated support ticketing system
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Monthly ticket summary reports
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Early Product Preview and Roadmap Review
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Docker will provide training for up to 15 support personnel at a 50% discount
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Docker will provide training credits to Partner for (2) SMEs to attend Docker public open enrollment training
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Promote Partner as a “trusted” Docker Authorized Service Provider partner with coordinated support backed by Docker
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Marketing support and joint go-to-market planning
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Able to Resell Docker Hub Enterprise
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Able to sell Docker Enterprise Support
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Press Release
Joint
Authorized Service Provider Requirements
Authorized
Self Certification Completed
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Authorized Service Provider Agreement Signed
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Implements Docker API
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Maintain (2) trained Docker Support SMEs
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Enable New Docker Hub users to register for a Docker Hub account. Partner implementation must not modify the Docker Public Registry
• •
Designate one Technical Services Point of
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Contact Royalty Reporting and Payment Quarterly on Metered usage for supported customers Pay annual Program Fee
•
Use “Docker” branding in offering
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Included technical documentation on Partner’s site (Approved by Docker) Annual Fee
•
•
•
(A Program and Support Fee)
Included when authorized
Self Certification Check-List - Requirements
Authorized
Implements Docker API - The Partner must use Docker APIs when doing the self certification in support of customers who build and run Docker applications for the partners platform
•
Partner implementation must enable new Docker Hub users to register for a Docker Hub account.
•
Enable Docker Open Source Registry for (Mirroring / Federation) of Hub content
•
Partner implementation must not modify the Docker Public Registry
•
Pay annual Program Fee
•
Use “Docker” branding in offering
•
Included technical documentation on Partner’s site (Approved by Docker)
•
The Authorized Service Provider Partners have the ability to offer Docker support in conjunction with the partner’s service offering(s), and use of the Docker Logo (with approval) and Docker Authorized Services Provider Partner Logo. The Docker Authorized Service Provider Program is a comprehensive program for Service Providers (SP) that allows participating partners to offer coordinated Docker-based support services as part of the partners offering. As a Docker Authorized Service Provider, Docker customers will know that they are running their Docker workloads in an environment that benefits from an integrated support process between Docker and Docker Authorized Service Provider that will ensure customer success. As a Docker Authorized Service Provider, the release the customer is running on is a production ready release that both the service provider and Docker stand behind. Docker Enterprise customer support for hosted or off-prem workloads will only be extended to customers who run Docker workloads on a Docker Authorized Service Provider platform. (Docker is not obligated to provide Enterprise Support for Docker workloads running in “non” Docker Authorized Services Providers platforms.)
Authorized Service Provider Partners will offer their customers Enterprise Support on Docker. The partner will be authorized to provide L1 and L2 Support. The Partner will be able to escalate to Docker for Level 3 support. Authorized Service Providers will be able to provide to their customers Docker products to purchase from them.
Authorized Training Partners Program Overview Docker Authorized Training Partners (D-ATP) offer training services to customers and to other partners of Docker. Docker Authorized Training Partners are carefully selected to deliver authorized Docker created training materials. Docker Authorized Training Partners gain increased value and visibility as authorized trainers for Docker products, solutions, and services engagements. The Docker Authorized Training Partner Program is by invitation only. Docker Channel Management will review and approve qualified candidate to be a D-ATP.
Eligible Partners Docker Members can become Docker Authorized Training Partners by meeting the program requirements, but they also must be approved by Docker Channel Management to be a D-ATP partner.
Program Benefits
D-‐ATP
Authorized Training Partner Requirements
Sign the D-‐ ATP Appendix
•
Have a minimum of (2) Docker certified or approved instructors on staff
•
Complete required training to be a Docker instructor
•
Complete Shadowing Requirements
•
Have Docker certified or Docker approved Instructor(s) on staff to deliver all course curricula
•
Complete and submit Training Survey results for all courses delivered to Docker within 30 days of course completion.
•
Annual D-‐ATP Partner Review
•
Have the ability to host, administer, bill for, and manage Docker courses
•
Partner designated and named Docker training relationship manager on staff
•
Receive organizational approval from Docker that the Partner has met the requirements to deliver Docker training.
•
Instructor Requirements
D-‐ATP
Complete the training to be delivered as a student
•
Partner Instructor(s) delivers a Docker training with a Docker Instructor observing the Delivery.
•
Receive Docker approval for Partner Instructor(s).
•
Classroom Requirements
D-‐ATP
Submit coarse facility to Docker for approval (pictures of Venue, 3rd party website if contracted) prior to advertising class.
•
High Speed Internet Access
•
Individual student workspaces
•
Partner Benefits Description Below is a summary description of benefits available to partners. Not all benefits are available to all partners. Each partner type has unique benefits which are outlined in the tables above.
Assigned Partner Manager Premier and Authorized Partners will have access to a Docker Partner Manager who acts as a point of contact with Docker, conducts business planning with the Partner and assists the partner with making the most of the Docker Partner program.
Assigned Technical Alliance Manager An individual available to answer technical questions related to Docker products.
Certification and Authorizations Certifications are for individuals to achieve a higher level of knowledge. Authorizations are granted to companies who made a bigger investment in our partnership to help our
joint customers be successful when working with Docker solutions. Often times certifications are required to become an Authorized partner in the Docker Partner Program.
Certifications ( being developed ) ● ● ●
Sales Certification Professional Services Certification (Bootstrap and CI/CD Expert) Solution Architect Certification (Design and Architectural Consulting Expert)
Referral Fee Referral Fee’s reward authorized partners for identifying “net new” subscription opportunities. The reward is an incentive benefit that increases the partner's margin on that specific subscription opportunity.
Designated Marketing support Partners at the Platinum level have access to a designated marketing resource to help drive joint marketing initiatives. Specific objectives will be integrated into the joint go-to-marketing plan.
Participation in Docker Beta Groups Selected Authorized Partners are eligible to get early access to beta versions of some of the Docker products and features before they are generally available. In exchange, we would like to get your feedback to make the products/features better. When we have something in need of beta testing, we will contact you, let you know what we are testing, and how you can participate. If you are interested in testing that particular product or feature you can then opt-in and get access.
Docker community support Docker
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General Introduction to
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Interactive Docker
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Installation Instructions and Getting Started Guide
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Docker on
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We've got a great, friendly, and active support group on
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Ask questions about how to use Docker on answers.
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Get in touch and discuss features on the
Tutorial
GitHub IRC
Stack Overflow, so everyone can benefit from the
Google group.
Docker public support statement For both Authorized Technology Partners and Authorized Service Providers, Docker will make a public support statement about the joint value the partner solution and Docker bring to customers.
Accreditation When both Docker and our partners put effort into a validated design, Docker will work with partners to assign that solution an appropriate accreditation that can be promoted to customers. At this time the “Docker Ready” Accreditation is an example of a Docker Accreditation. Accreditations make it easy for partners to show customers that their solutions have passed Docker-specific integration criteria and are technically ready to use. The Docker Ready logo option would then be made available to the partner to call out their differentiation.
“Docker Ready” Accreditation Docker Ready is a comprehensive validation and co-branding program that makes it easy for Partners to show customers that their solutions have passed Docker-specific integration criteria and are technically ready to use. The Docker Ready logo can be used as proof that their solutions have been validated by Docker.
DockerCon Invitations and Passes DockerCon is a Docker-centric conference featuring in-depth topics and content about all aspects of Docker. Its suitable for developers, DevOps Professionals, System Administrators and C-level executives. It is a fantastic opportunity to directly interact with peers, collaborate, network and discuss your solutions with a wide audience.
Docker Meet-Ups Docker supports 50+ meetups a month. Anyone can join or start a Docker Meetup. Simply click on the closest city to join the group and meet developers and ops engineers using Docker. If you want to create a new Docker Meetup in your city, we will be happy to help. https://www.docker.com/community/meetupsorganize
Events We have a ton of events going on on a regular basis, many live-streamed. https://www.docker.com/community/events
Docker Sales engagement Docker sales team will support the members in our program in joint engagements.
Joint Business Plan Authorized Docker Partners will jointly develop a business plan with Docker. This is required and must be approved by Docker Channel Management. The business plan is designed to help us exceed our joint business objectives and to focus on what success means. A joint business plan will be developed on an annual basis. Docker will work with the partners in the development of these plans.
Logo Usage All members in good standing can use the Docker Partner Program logo. Authorized Partners can use their program logo and can combine that with accreditations achieved to further differentiate their solution.
Marketing support Authorized Partners will have access to a channel marketing specialist who can assist with developing demand generation campaigns, events, programs, and marketing initiatives to support the partner’s unique business objectives.
Newsletter As an open source project, we provide as much information as we possibly can. In addition to the public-facing information on our community, sign up for our newsletter here: https://www.docker.com/subscribe_newsletter As a partner of Docker, you will be kept updated on what Docker is doing through a quarterly newsletter targeting the subjects you will be interested in.
Participation in conferences and events Docker participates in a variety of industry events (conferences, meetups) that promote brand
awareness and drive new leads. As part of your membership, you will be provided with the opportunity to participate in roles ranging from presenting to hosting Meet-Ups to demonstrate your specific services that compliment Docker solutions.
Partner advisory board eligible This is the Partners chance to heavily influence the Docker Partner Programs and have a voice in our strategy. The Partner Advisory Board meets with Docker senior leadership to have an information exchange that benefits us both.
Preferred consideration for DockerCon session DockerCon is an annual conference suitable for developers, DevOps Professional, System Administrators and C-level executives. Sessions are typically geared for a technical audience and Docker accepts applications on a broad range of topics. While Docker can’t commit to offer any speaking sessions, it will favor partners who submit compelling technical abstracts.
Product roadmap access Docker publishes a roadmap and will provide access to partners prior to making the roadmap public.
Solution Catalog Listing Approved Partner Solution will be eligible to be listened on Docker’s websites. Approved Docker Partner Solutions will include a clearly-articulated joint value proposition between the partner organization and Docker
Special-bid eligible In some instances, a large opportunity might require a special-bid price in order to close the opportunity. Both “Members” and Authorized partners are eligible to receive special bid pricing.
Subscriptions renewal opportunities Docker products are sold on a subscription basis. As a Partner, every subscription you sell is eligible for subscription renewal revenue upon expiration. This provides you with an excellent opportunity to engage deeper with customers on a periodic basis and develop an annuity revenue stream.
Not for Resale Subscriptions (NFRs) Not For Resale (NFR) subscriptions are full-version Docker software and available as a benefit of the Docker partner program.
Training An important element of the Docker Partner Program is knowledge transfer through training and certification. Docker offers structured education programs that accelerates technology adoption. Our program is specifically tailored to minimize Time to Value (TTV) for partners, helping to differentiate your skills and expertise, extend your market reach and align your business with focused Docker services engagements. It’s our objective that through structured education, our partners will have a strategic control point, vital to the adoption of Docker by end users.
Training discounts Improve the technical knowledge of your staff through discounts off the MSRP price on Docker Training classes. Partners are eligible for discounts of 20% on training.
Requirements Description Annual published success story Customer references are a requirement to maintain your Authorized Consulting Partner Status. Partners can submit as many customer references as desired. A submission can be made for the same customer but they must be for different projects. With approval and participation from both the partner and the customer, Docker will develop a cobranded customer success story that will be available for public use by Docker and the Partner. Partners are responsible for obtaining the end-customer approval prior to submission of the Docker success story form.
Annual review plan Partners and Docker work together to jointly establish plans and targets to meet mutual business objectives. On an annual basis, Partners meet with Docker to review the success of the previous year and establish objectives for the following year.
Design win targets Partners work with their Docker partner managers to jointly establish plans and targets for new design wins. A key metric to drive services business to partners is driving new projects. This will be measured by deal registrations and teaming agreements. This will be part of our Annual Business Planning process.
Docker partner application Please contact Docker at www.docker.com/partners to recieve a partner application. It must be completed by the primary business contact and submitted to Docker as the first step in establishing a partnership with Docker.
Docker partner agreement A partner agreement must be completed by the primary business contact and agreed to. Every partner is required to agree to these base terms to become a Docker Partner.
Joint go-to-market business plan On an annual basis, partners meet with Docker to develop a business plan focused on how Docker can help partners achieve their business objectives. This plan is focused on the activities required to build pipeline and a strong partnership.
Partner published support statement Given the vibrancy of our ecosystem and our go-to-market strategy as partner-centric, it’s important to have many public Partner support-for-Docker statements. This statement should be very clear on the joint partner-Docker solution and it’s benefits for prospect. This allows customers to easily and clearly understand which partners are committed to Docker and in what ways. It allows customers to easily understand the joint value props for the partner-Docker solution and as importantly, it allows Docker to easily know which partners to refer opportunities.
Primary business contact The primary contact is an authorized legal representative of the member organization. This person submits the application, receives all legal notices and manages the member organization membership level.
Primary technical contact This is the individual that is the technical subject matter expert and point of contact for Docker in the organization.
Submit company profile It’s critical to have accurate information about the partner. This information will be used to communicate to prospects and for marketing purposes on the Docker website.
Submit company logo Docker will ask you to provide your logo so that we can identify you as a partner on our website. This information will be used to communicate to prospects and for marketing purposes on the Docker website.
