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Google Apps Reseller Program Guide
March 2012
Google Apps Reseller Program Guide 032712 1
Google Apps - Reseller Tracks
Selling Google Apps to the SMB market and addressing the implementation needs of customers with fewer
than five hundred employees is quite different than selling Google Apps to mid-sized and large corporations
and addressing their more complex and resource-intensive requirements. As a result, Google offers two tracks
for companies interested in reselling and deploying the Services. These two tracks are:
1. Google Apps SMB Reseller track: focus is on reselling to companies with fewer than five hundred
employees.
2. Google Apps Enterprise Reseller track: focus is on reselling to companies with greater than five
hundred employees, especially companies with five hundred to thousands of employees.
A reseller can pursue both Apps Reseller tracks if they wish; however, it is difficult for one company to
specialize in both since the business model and economics vary widely.
The terms of this Google Apps Reseller Program Guide are subject to the terms of the Agreement.
Google Apps SMB Reseller Track.
1. Generally. For those companies who wish to focus on reselling and implementing Google Apps for SMB
customers with less than five hundred employees, Google offers the Google Apps SMB Reseller track.
This track allows new Apps resellers to develop competency in selling and deploying the Services to a
number of SMB customers. It also helps new resellers gain experience having customers under
management and providing ongoing support to a base of Google Apps customers.
2. Levels. There are two reseller levels in the Google Apps SMB Reseller track:
a. Authorized SMB Reseller. This basic partnership level includes companies that have satisfied the
minimum pre-requisites to join as a Google Apps SMB reseller.
b. Premier SMB Reseller. This partnership level is reserved for firms who have proven their competency
in the Google Apps SMB Reseller track through various criteria such as number of customers, End
User Accounts under management, number of certified professionals, number of published customer
success stories, and the like.
3. Requirements and Benefits. The requirements for participation as an Authorized SMB Reseller or a
Premier SMB Reseller, as well as the benefits of participating in a given level, are set forth in the below
tables.
4. Google Apps SMB Reseller Benefits. Refer to the table below for a summary of the benefits for both levels
in the Google Apps SMB Reseller track.
Google Apps Reseller Program Guide 032712 2
SMB
Benefits SMB Premier
Authorized
Sales
Access to Online Provisioning and Ordering Tools
Y Y
Reseller Discount Y Y
Sell own apps in Apps Marketplace Y Y
Marketing
Google Apps Google Apps
Google Reseller Program Logo and Branding Authorized Premier SMB
SMB Reseller Reseller
Online Marketing Collateral and Tools Y Y
Invitations to guest blogposts Y
Training
Training – eLearning Y Y
Training – webinars Y Y
Training - classroom-based (fee-based) Y Discounted
Certification Programs (fee-based) Y Discounted
Support
Standard Support via Ticket Submission/Tracking System Y Y
Knowledge and Best Practice Sharing
Reseller Resource Site Y Y
Regular Partner Outreach and Communication Y Y
Strategic Engagement
Named Partner Manager for escalations Y Y
NDA product roadmap briefings Y
Early new product access/trusted tester participation Y
5. Google Apps SMB Reseller Requirements. Refer to the table below for a summary of the requirements for
both levels of the Google Apps SMB Reseller track.
SMB SMB
Requirements
Authorized Premier
Partner Revenue
150 End User
Annual New Business – incremental number of End User
Accounts and
Accounts (seats) and number of customers in last calendar year
15 customers
Partner Certifications
Google Apps Reseller Program Guide 032712 3
Number of Active Certified Deployment Professionals 0 1
Number of Active Certified Sales Professionals (effective July 1,
0 1
2012)
Joint Marketing
Number of Published Customer Success Stories (per year) 0 2
Customer Satisfaction
Minimum seven day active user percentage across customer base 60%
Contractual Requirements
Pre-requisite: total of twenty five End User Accounts (seats) of the
Services already sold and deployed (can be across one or many Y Y
customers)
Google Apps Reseller Agreement Y Y
Credit Check Y Y
Google Apps Enterprise Reseller Track.
1. Generally. For those companies who wish to focus on reselling and implementing Google Apps for mid-
size companies and large corporations with more than five hundred employees, with a particular focus on
companies with between five hundred and thousands of employees, Google offers the Google Apps
Enterprise Reseller track. Participation in the Enterprise Reseller Track requires a deeper reseller
competency and investment in order to effectively sell and implement Google Apps in the mid-market and
large company segments. Therefore, admittance into the Google Apps Enterprise Reseller track is invite-
only; this is discussed further below.
2. Levels. There are two reseller levels in the Google Apps Enterprise Reseller track:
a. Authorized Enterprise Reseller: This basic partnership level includes companies that have satisfied the
requirements to join as a Google Apps Enterprise reseller.
b. Premier Enterprise Reseller: This partnership level is reserved for firms who have proven their
competency in the Google Apps Enterprise Reseller track through various criteria such as number of
End User Accounts under management, number of certified professionals, and number of published
customer success stories.
3. Requirements and Benefits. The requirements for participation as an Authorized Enterprise Reseller or a
Premier Enterprise Reseller, as well as the benefits of participating in a given level, are set forth in the
below tables.
4. Google Apps Enterprise Reseller Benefits. Refer to the table below for a summary of the benefits of both
levels in the Google Apps Enterprise Reseller track.
Enterprise Enterprise
Benefits
Authorized Premier
Sales
Google Apps Reseller Program Guide 032712 4
Access to Online Provisioning and Ordering Tools Y Y
Reseller Discount Y Y
Sell own apps in Apps Marketplace Y Y
Lead Sharing Programs (co-selling) Preferred
Invitation to Google Sales Management meetings Preferred
Marketing
Google Apps Google Apps
Authorized Premier
Google Reseller Program Logo and Branding
Enterprise Enterprise
Reseller Reseller
Online Marketing Collateral and Tools Y Y
Invitation to Google-led marketing events Preferred
Partner-led event co-sponsorships & co-planning Y
Invitations to guest blogposts Y
Assistance with publishing success stories Y Y
Training
Training - eLearning Y Y
Training - webinars Y Y
Training - classroom-based (fee-based) Discounted Discounted
Certification Programs (fee-based) Y Discounted
Support
Standard Support via Ticket Submission/Tracking System Y Y
Partner Technical Resource Y
Knowledge and Best Practice Sharing
Reseller Resource Site Y Y
Regular Partner Outreach and Communication Y Y
Google Proprietary Deployment Tools Y Y
Strategic Engagement
Named Partner Manager Y Y
NDA product roadmap briefings Y Y
Early new product access/trusted tester participation Y
Joint business planning Y
Business reviews with Google execs Quarterly
Invitation to Partner Advisory Board Y
5. Google Apps Enterprise Reseller Requirements. Refer to the table below for a summary of the
requirements of both reseller levels in the Google Apps Enterprise Reseller track.
Enterprise Enterprise
Requirements
Authorized Premier
Partner Revenue
Annual New Business (incremental number of End User 10,000 (NA,
1,000
Accounts in last calendar year) JAPAN)
Google Apps Reseller Program Guide 032712 5
5,000 (EMEA,
LATAM, APAC)
Quarterly Revenue Commitment Y Y
Partner Sourced Revenue Commitment Y Y
Pipeline Visibility Y Y
PRM Portal Usage Y
Partner Certifications
2 (NA, JAPAN) 5 (NA, JAPAN)
Number of Active Certified Deployment Professionals 1 (EMEA, 3 (EMEA,
LATAM, APAC) LATAM, APAC)
Mandatory Certification of Deployment Professionals Y Y
2 (NA) 5 (NA)
Number of Active Certified Sales Professionals (effective 1 (EMEA, 3 (EMEA,
July 1, 2012) LATAM, APAC, LATAM, APAC,
JAPAN) JAPAN)
Joint Marketing
Development of Joint Collateral Y Y
Number of required Published Customer Success Stories
0 3
(per year)
Contractual Requirements
Invitation to Apps Enterprise Reseller Track Y Y
Google Apps Reseller Agreement Y Y
Credit Check Y Y
Named Partner Manager (from partner side) Y Y
Named Partner Executive Sponsor (from partner side) Y
Business Plan Y Y
Other Information
1. Territory. The territory for this Program Guide is the same territory as defined in the Agreement.
2. Updating the Program Guide. This Program Guide may be updated periodically by Google. Google will
update the Program Guide by placing the updated Program Guide at the Reseller Resource Site.
3. Application Process. Resellers interested in becoming members of the Google Reseller Program must
follow the then-current Google application process, and ultimately must satisfy the requirements of a given
track and reseller level.
a. Google Apps SMB Reseller Track. Resellers who satisfy the Google Apps SMB Reseller Track
requirements may participate in this Track.
b. Google Apps Enterprise Reseller Track. Resellers interested in the Google Apps Enterprise Reseller
Track must at least meet the requirements for this Track. Google will then select resellers, from the
group of resellers who have satisfied the requirements, to participate in this Track. Resellers in this
Google Apps Reseller Program Guide 032712 6
Track must demonstrate annually that they continue to meet the requirements for this Track. If Google
determines that a reseller does not meet the requirements for this Track, then Google will transition that
reseller out of the Google Apps Enterprise Reseller Track.
c. Annual Evaluation. Google will evaluate Resellers at the beginning of each calendar year to ensure
that they continue to meet the requirements for their specific Track and Level. If Google determines
that a Reseller does not meet the requirements for their specific Track and Level, then Google may
transition that reseller out of the specific Track, or Level, or both. In these cases, Reseller must cease
usage of any logos and branding associated with the former Track and Level within thirty days of
notification.
4. Customer Migration. If a reseller’s participation in the Google Apps Reseller program is terminated, then
Google may offer affected Customers the option to migrate to a relationship either directly with Google, or
with another reseller.
5. Geographically Limited Qualification. That a reseller qualifies for a particular Google Apps Reseller Track
in one geographic region does not mean that reseller automatically qualifies for that same Google Apps
Reseller Track in another geographic region. Resellers must qualify to participate in a given Google Apps
Reseller Track for each geographic region in which they wish to resell End User Accounts.
6. Definitions. Certain definitions found in this Program Guide are below. Defined terms that are used in this
Program Guide, but not defined in this Program Guide, are defined in the Agreement.
“Active Certified Deployment Professionals” means those reseller personnel that have passed the Google
Deployment Certification Programs.
“Active Certified Sales Professionals” means those reseller personnel that have passed the Google Sales
Certification Programs.
“Agreement” means the Google Apps reseller agreement signed by the applicable reseller and Google.
“Annual New Business” means the number of new End User Accounts, and new Customers, that reseller
must acquire on an annual basis.
“Discount” means the percentage discount, off Google’s list price in effect on the date of the applicable
Executed Order, at which Reseller will be able to purchase and renew the Services from Google.
“Google Online Provision and Ordering Tools” means the online interface, and related tools, provided by
Google to resellers for provisioning, managing, and suspending customer domains and customer end user
accounts for Google Apps.
“Google Certification Programs” means the then current Google sales competency testing and certification
procedures.
“Google Reseller Program Logo and Branding” is how resellers are permitted to refer to themselves when
referencing their participation in the Google Apps Reseller program.
“Partner Sourced Revenue Commitment” means the amount of revenue from resold End User Accounts,
that are sourced by the reseller, which will be agreed upon by Google and reseller as a part of their joint
business planning.
Google Apps Reseller Program Guide 032712 7
“Published Customer Success Stories” means a case study regarding a successful deployment of a
reseller customer on the Services including then current required content by Google, and following the
format communicated by Google to reseller.
“Quarterly Revenue Commitment” means the amount of quarterly revenue from resold End User Accounts,
which will be agreed upon by Google and reseller via joint business planning, that reseller will target for a
given quarter.
“Reseller Resource Site” means the site provided by Google via which resellers can obtain relevant
information regarding Google’s reseller programs, as communicated by Google to resellers from time to
time.
“Services,” or “Google Apps” means the version, such as Google Apps for Business (formerly known as
Google Apps Premier) or Google Apps for Government (available in North America only), of the Google
Apps services reseller is authorized to sell under the Agreement.
“Standard Support” means the ticket based support system provided by Google for resellers.
© 2012. Google Inc., 1600 Amphitheatre Parkway, Mountain View, CA 94043, USA. All rights reserved.
No part of this publication may be reproduced in any way without the prior written permission of Google Inc.
Google Apps Reseller Program Guide 032712 8
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