The Stratus Advantage

The Partner Service Programs for Continuum take advantage of your service expertise and provide a growth path for increased levels of service-related responsibilities.

Three service relationships conform to how you wish to manage your end user's service needs. All Service Program relationships require you to have a valid Distribution or Reseller Agreement and sign the appropriate Service Program Addendum. Stratus offers a separate Partner Service Program for the ftServer series.

I. Service Seller

A service relationship in which you do not need to have the service expertise, infrastructure or model to deliver or manage your end user's service needs. You do understand the critical need to provide a comprehensive solution, one that includes service, to your end users.

The primary responsibility of the Service Seller is to sell standard Stratus service to your Stratus end users. This involves identifying and quoting appropriate service offerings, obtaining end user's signature on the Stratus Service Agreement, and securing the actual purchase order.

What is my service involvement?

• Your service requirements are minimal
• You must sell the solution, quote the service, and secure the end user's signature on the Stratus standard service agreement. You will also secure the end user's purchase order and forward it to Stratus with the signed service agreement, system configuration, and Service Seller Request for Commission Form. Stratus will then bill the end user for ongoing support.

How will Stratus support me?

• Stratus will provide you with a program guide, sales tools, and business guidelines
• Stratus supports your end user with service contract management and service delivery

How will I benefit?

• You will receive a financial incentive in the form of a commission check based on the initial services sold to the end user
• You have the ability to leverage off of Stratus' premiere service reputation

II. Service Manager

A service relationship in which you do not need to have the service infrastructure or expertise to deliver service, yet you wish to manage your customer base. The primary responsibility of the Service Manager is service account management. You will function as a service focal point to the end user by performing service call screening, warranty conversion, contract renewal and contract billing.

What is my service involvement?

• You are responsible for selling the solution and managing your customer's account service needs
• Your service delivery requirements are minimal, other than accepting the customer's first service call
• You will re-route service calls to Stratus for service delivery
• You are not required to have service delivery expertise or a service delivery infrastructure

How will Stratus support me?

• Stratus will provide you with a program guide, service collateral, access to sales tools, contract templates, call screening information and business guidelines
• Stratus will deliver service on behalf of you to your end user

How will I benefit?

• You will receive a discount off the services purchased from Stratus for re-sale to your customer
• You will have the ability to leverage off of Stratus' premiere service reputation

III. Service Provider

A service relationship in which you have the service expertise and infrastructure to sell, manage, and deliver services directly to your Stratus end user. Stratus will provide you with access to training, spare parts, and back up technical assistance.

The primary responsibilities of the Service Provider are account control and account management. With your service expertise and infrastructure you are a total solution seller of both product and service.

What is my service involvement?

• You must enroll in Stratus' Service Provider Certification Training, which is a component of the Service Provider Start-up Package
• You must have a service infrastructure, including remote support capabilities, spare parts stocking, technical resources, call handling and tracking
• You are responsible for selling the solution and managing your customer's overall service needs
• You must deliver service, as required, to your customer
• You must perform warranty conversion, contract renewals and manage on-going service billing for your customers

How will Stratus support me?

• Stratus will provide you with education and training
• Stratus will provide you with Technical Support Package Options
• Stratus will provide you with business guides, marketing information, and access to electronic tools

How will I benefit?

• You will achieve customer satisfaction through one-stop shopping
• You will have a service annuity revenue stream by retaining your customer base
• You have the ability to leverage Stratus technical and business expertise

Service Program Advantage

The suite of service programs for business partners offers you, our business partner, flexibility and a services growth plan. As you grow in service expertise, these programs provide additional service and revenue-focused opportunities.

You know your customer base and understand their unique requirements. Stratus is poised to provide you with the tools and support to ensure a successful and rewarding positioning of the Stratus solution. With your solutions, customer knowledge, and Stratus service programs, you are positioned to succeed!

Resources

As a Stratus Business Partner or service partner prospect, what resources are available to support me?

• Your Stratus Sales Executive is the focal point for these exciting service programs
• Service Programs Guide For Stratus Partner Use
• Customer presentation that outlines each service program
• Standard Stratus end user agreements, templates, sales and marketing collateral