Borland Technology Partner Program
Borland selects technology partners based on their ability to effectively extend Borland’s Open ALM product functionality and create complete Open ALM solutions for our joint Customers.
Borland has 4 Technology Partner Program membership levels. Membership levels are based on the partners’ consistency in delivering value to Borland and Borland customers — higher membership levels provide additional benefits to the partner, and require a higher level of investment by both Borland and the partner:
Access Partner — your company is interested in developing a Borland-related product or solution, but has not committed to a timeline or aligned with Borland’s product release cycles. This membership level provides limited access to Borland documentation and software for use in internal training and development of integrated offerings. There is no direct access to Borland internal organizations.
Select Partner — your company has developed a specific Borland-related product or solution, and has committed to align with Borland’s ALM messaging and product release cycles. This membership level provides additional resources including an assigned alliance manager, and limited access to Borland internal organizations.
Premier Partner — your company has a track record of successfully developing products, solutions or integrations that compliment a key ALM solution. Borland customers recurrently request your company’s product or solution. Benefits of this membership level include an alliance manager, access to Borland sales, marketing and engineering resources, and periodic planning sessions designed to jointly grow our businesses.
Enterprise Partner — your company has made substantial contributions to overall Borland ALM revenue and to the overall Borland ALM vision while maintaining the highest level of customer satisfaction. Enterprise partners receive that highest level of access into Borland, including executive sponsorship, a dedicated alliance manager, and integrated access to Borland sales, marketing and engineering.
A summary of the requirements and benefits for all membership levels for the Technology Partner Program are below. Specifics may vary with the partner and the opportunity.
Current Borland Technology PartnersFor additional information regarding the Borland Technology Partner Program, please fill out the Borland Partner Registration Questionnaire.
Partners: Requirements and Benefits for all Membership Levels
| Access | Select | Premier | Enterprise | |
|---|---|---|---|---|
| Borland Sponsorship Required for Entry | ||||
| Product Management | Yes | Yes | Yes | Yes |
| Product Marketing | – | Yes | Yes | Yes |
| Executive | – | – | Yes | Yes |
| Partner Product, Service or Integration Status | ||||
| Available today | – | – | Yes | Yes |
| Available at a Specific Date | – | Yes | Yes | Yes |
| Refreshed within 90-days of Associated Borland Product Release | – | Yes | Yes | Yes |
| Existing Borland Customer | ||||
| Strategic Borland Customers use this Technology Today | No | No | Yes | Yes |
| Multiple Borland Customers use this Technology Today | No | No | Yes | Yes |
| Revenue Targets | ||||
| Target Direct or Leveraged Revenue over next 12-Months | $0 | $200K | $1 Million | >$3 Million |
| Contract Terms and Revenue Splits | ||||
| Agreement Type | Standard | Standard | Custom | Custom |
| License Royalty Paid to Partner | DNA | DNA | 35% | TBD |
| Support Royalty Paid to Partner | DNA | DNA | 70% | TBD |
| Pre-Agreement Required for Enterprise Licensing Deal Splits | No | No | Yes | Yes |
| Technical Support and Maintenance | ||||
| Level 1 Support Provided by | Partner | Partner | Borland | Borland |
| Level 2 Support Provided by | Partner | Partner | Partner | TBD |
| Level 3 Support Provided by | Partner | Partner | Partner | Partner |
| Business Development Commitments | ||||
| Alliance Manager Provided by Borland and Partner | No | Yes | Yes | Yes |
| Executive Sponsor Provided by Borland and Partner | No | No | Yes | Yes |
| Performance Review and Planning | No | Yearly | Quarterly | Monthly |
| Engineering Development Responsibilities | ||||
| Integration Efforts Provided by | Partner | Partner | Joint | Joint |
| Marketing Commitments | ||||
| Product Marketing Business Case Required | No | No | Yes | Yes |
| Marketing Requirements Document Required | No | No | Yes | Yes |
| Co-Marketing Funds | No | No | TBD | TBD |
| Partner Press Release Authorization per Year | 0 | 1 | 4 | TBD |
| Sales Kickoff Participation | No | TBD | Yes | Yes |
| Solution Launch Participation | No | TBD | Yes | Yes |
| Target Joint Account Identification | No | TBD | Yes | Yes |
| Promotional Campaigns | No | No | Yes | Yes |
| Specific Sales Materials | No | No | TBD | Yes |
| Joint Success Stories | No | TBD | Yes | Yes |
| Partner Professional Services and SE Training | ||||
| Certified Application Lifecycle Management Solution or Practice Required | No | In Progress | Yes | Yes |
| Systems Engineers or Consultants Trained in ALM-Related Solutions or Professional Services Required | No | In Progress | Yes | Yes |