How do MSP partners get access to your MDFs?
WatchGuardONE GOLD and PLATINUM qualified partners are eligible to access MDF/Coop Marketing dollars as part of their status in our Channel Program. There are discretionary and earned funds at revenue thresholds that are matched by WatchGuard on a 50/50 partner marketing spend.
WatchGuardONE Gold or Platinum-level partner is determined by sales/technical certification qualifications, minimum 10% growth plans YoY, a sales revenue threshold amount to access or earn marketing funds, and holding product NFRs to access any marketing MDF or Coop.
Are there any forms they must fill out?
Not necessarily for MDF receipt, but they must fill out a form to become a qualified WatchGuardONE Gold or Platinum partner (which qualifies them for MDFreceipt) and sign the appropriate T&Cs of our partner program.
What can the MSP use the MDF for?
Any marketing activity that drives partner growth! Tactics may be SEO, SEM, retargeting, ads, billboards, content creation, e-mail sponsorships/newsletters, case studies/ advertorials/testimonials/biogs, webinars/in person/trade show/community events and sponsorships, etc. Rules state they need to be co-branded assets or have WatchGuard staff present, speaking or acknowledged
in messaging.
What can’t the MSP use the MDF for?
Partners cannot claim the purchase of equipment/product or travel costs such as airfares or hotels.
What is the average/range of funds you give MSPs?
It varies greatly by partner, but $500 to $2,000 is the average.
Requirements to receive the funds:
All partners need to request funds six to eight weeks in advance of the launch of their program and provide proof of performance (POP) post activity date within 30 days to claim the funds. POP includes three key items: invoices/receipts, plan and results. We will ask for things such as third-party receipts; invoices to WatchGuard; plan/contract outline, dates and costs; and results, including reports of analytics, attendee or lead data and proof that outcomes meet goals. MDF is paid out after the activity has been completed and performance reporting and invoices submitted.
Can you give us one or two examples of success stories of MSPs using your MDFs to gain more MRR?
Partners using our MDF are experiencing rapid growth by doing integrated marketing programs that include a variety of different campaigns, such as SEM, e-mail, events, and sponsorships. We had one partner do a webinar with 3,500 attendees in a specific industry on a timely compliance-related topic that generated 20:l ROI on investment spend for the event.
Another partner did a search engine marketing (SEM) program that generated 50 leads in two weeks on a social platform. They closed $350K in new business and have a pipeline of another $750K. We had another partner that did a variety of different, integrated campaigns, including SEO to increase their web traffic and purchase of a qualified e-mail newsletter list. They got seven to 10 leads a month, closed net new business from it and saw 40% growth.
Finally, we had a partner do a lunch and learn for 20 targeted businesses, plus direct mail/e-mail campaigns, that closed $350K in new MRR in six months.
For more information, contact: Julia Forsyth, [email protected]
