Website Security Partner Program. Website Security Partner Program Guide Maximize. Differentiate. Accelerate.

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1 Website Security Partner Program Website Security Partner Program Guide Maximize. Differentiate. Accelerate.

2 Congratulations on becoming a Symantec TM Website Security Partner. The Symantec Website Security partner program is designed to ensure your success in selling authentication solutions. This guide provides detailed information about the benefits of the Symantec TM Website Security Partner Program (WSPP) and investments. We are looking forward to working with you and our shared success! <<Previous 2 Next>>

3 Symantec Website Security Partner team The Symantec Website Security Partner team is focused solely on our partners success by providing not only the market s best authentication and authorization solutions but also providing marketing and sales consulting in every step in the process. Symantec views our partners as true partners and treats them as such. You are critical to the success of the Website Security Solutions. You enable us to meet the needs of a broad and diverse customer base. The Website Security Partner Program is one of the most rewarding programs in the industry. The Symantec Partner Program is designed to help you differentiate your business in order to accelerate the growth of your business and maximize your return. <<Previous 3 Next>>

4 Symantec Website Security Partner Program Guide This Symantec Website Security Partner Program Guide is a supplement to the Symantec Partner Program Agreement and Addenda and provides information regarding the benefits and other terms related to your membership in the Symantec Website Security Partner Program. This Program Guide is intended to help current and prospective Website Security Partners understand the benefits and investments required to participate at all levels of the partner program. All partners are encouraged to take full advantage of all the benefits for which they qualify. Since we are constantly improving our offerings, the Program Guide includes frequent references to our portal and complementary guides located at Symantec PartnerNet, <<Previous 4 Next>>

5 Symantec Website Security Solutions Symantec Website Security Solutions offers a robust portfolio of products. Part of this portfolio includes industry-leading brands such as Symantec, GeoTrust and Thawte. Each of these brands addresses a diverse set of market needs. The world s #1 choice in website security The leader in online trust The leader in cutting-edge SSL innovation Comprehensive solutions with vulnerability assessment and malware scanning Norton Secured Seal -- the most recognized trust mark on the web The first international Certficate Authority in over 190 countries International specialist in online security Professional-grade SSL certificate specialists Multilingual support and world-class online management World s 2nd largest SSL brand Easy, fast, and affordable SSL Fast enrollment and issuance Easy to do business with To learn more about the Symantec Website Security Solutions please go to learning/ <<Previous 5 Next>>

6 Expanded Symantec Website Security Solutions Symantec Seal-in-Search TM When customers browse online, they often find a long list of Websites vying for their business. Symantec Seal-in-Search, a feature exclusive to Symantec SSL Certificate solutions and the Norton Secured Seal, puts the Norton seal next to your link to show that your Website is trusted by Symantec. For additional Symantec Website Security Product information please refer to the Website Security Partner Guide located at Malware Malware is short for malicious software and is also known as malicious code. Hackers exploit security weaknesses on servers to gain access to your customers Website and install malicious code. They use your customers Website to spread viruses, hijack computers, and steal sensitive data such as credit card numbers or other personal information. Malware code is not easily detected and may infect additional computers when they visit your customers Website. Subject Alternative Names (SAN) Certificates that use Subject Alternative Names (SAN) are powerful tools that are available to secure multiple domain names inexpensively and efficiently. SAN is often referred to as Unified Communications (UC) certificates and is most commonly used with Microsoft Exchange Server 2007, Microsoft Exchange Server 2010, and Microsoft Communications Server. Secure up to 100 domains with a single SAN Certificate. <<Previous 6 Next>>

7 Reseller Partner Levels The Website Security Partner Program features four membership levels that provide incremental service and pricing discounts. Partners are eligible for a specific membership level based on volume of sales, alignment with Symantec s goals and investment in the Symantec relationship. PLATINUM GOLD PREMIUM STANDARD Consistently achieve very high level of sales. >$250K USD Have achieved a high level of sales. >$75K-$250K USD Have achieved the initial level of success. >$5K-$75K USD Entry Level Partner levels are evaluated at the start and at the half-way mark of the Fiscal Year. Partners who have achieved a higher level of sales will be immediately moved up. Partners who are experiencing a sales decline will work with the CAM on a recovery plan. Partners with sales challenges will only be re-classified on a annual basis at the start of the fiscal year. WSPP Logos can be used when a partner has achieved a specific level and in accordance with the Website Branding Guidlines. <<Previous 7 Next>>

8 Platinum Partners The Website Security Partner Program is designed to help Partners succeed and to reward Partner commitment. PLATINUM Platinum Partners enjoy the richest benefits, including: Field based Channel Account Managers Assistance with marketing Access to chat Preferred support Preferred authentication To ensure continued success, Platinum Partners must have at least 5 members of their team accredited in selling and/or supporting Symantec Website Security Solutions. Platinum Partners must integrate with Symantec s ordering and fulfillment platform via its standard API. See page 19 of this guide for details. <<Previous 8 Next>>

9 Gold Partners The Website Security Partner Program is designed to help Partners succeed and to reward Partner commitment. Gold Gold Partners enjoy enhanced benefits, including: Access to field based Channel Account Managers Access to marketing expertise To ensure continued success, Gold Partners must have at least 3 members of their team accredited in selling and supporting Symantec Website Security Solutions. It is highly recommended that Gold Partners integrate with Symantec s ordering and fulfillment platform via its standard API. <<Previous 9 Next>>

10 Premium Partners The Website Security Partner Program is designed to help Partners succeed and to reward Partner commitment. Premium Premium Partners have access to a broad array of sales and marketing tools to help them drive revenue and expand their business. To ensure success, Premium Partners must have 1 member of their team accredited in selling and supporting Symantec Website Security Solutions. <<Previous 10 Next>>

11 Website Security Specialization Demonstrate your expertise and become a trusted advisor to your customers through the Website Security Specialization. The Website Security channel partner program is built on the traditional Platinum, Gold, Premium, and Standard levels. The Website Security Specialization is available to Platinum and Gold Partners who want to further enhance their expertise and align themselves with Symantec. Specialization recognizes a Symantec Website Security partner s knowledge and expertise, and offers additional benefits to those partners who ve invested in growing their business with us. Please see our Specialization Guide for details. Specialist Partner <<Previous 11 Next>>

12 Program Benefits The benefits provided to you in the Website Security Partner Program are summarized below. For Position: Need this chart benefits PLATINUM GOLD PREMIUM STANDARD Discounts (see price book for details) Marketing Development Funds* Free SSL Software for Internal Use Quarterly Business Reviews with Sales Management Field-Based Channel Account Manager Priority Technical Support Priority Authentication Access to Real-Time Chat Access to Knowledge Database Participation in BETA Programs Listing in Symantec Partner Locator Logo on SSL Partner Page Access to PartnerNet Access to Accreditation Courses Quarterly Marketing Plan Eligible for Discretionary Marketing Development Funds Tradeshow Joint Participation Inclusion In Sales Promotions Online Business Optimization Services *Based on OV and EV Sales only. 1 EV Certificate 1 EV Certificate 1 OV Certificate <<Previous 12 Next>>

13 Program Benefits The benefits provided to you continued. Operational Benefits PLATINUM GOLD PREMIUM STANDARD Sales Reporting Order Products and Manage Product Lifecycle Manage Accounts and Contacts Easy to Issue, Install, and Renew Certificates Customization Options product benefits PLATINUM GOLD PREMIUM STANDARD Industry Leading Brands Priced Competitively SSL Certificates with Strong Encryption Additional Website Security Solutions customer support Benefits PLATINUM GOLD PREMIUM STANDARD 24x5 and Phone Support Custom Knowledge Base Designated Channel Account Manager 16x5 and Phone Support Chat 8-5 Local Time 24x7 Online self-help Support Access to Chat Support <<Previous 13 Next>>

14 SPECIALIZATIoN Symantec Specialists: Uniquely Qualified to Address the Authentication Needs of Businesses Everywhere experienced Symantec endorsed as proven experts with demonstrated sales and technical success in delivering Symantec Website Security solutions proven Expertise that will be trusted throughout the world trusted Offer the right solution to meet your customer s needs <<Previous 14 Next>>

15 PARTNER PORTALS and sites Symantec offers a broad array of benefits and resources to help Partners grow their businesses and support their customers. Benefits and access vary by membership level. Road to Profitability: Rule the road with Symantec Website Security Solution through our new Road to Profitability Quick Start platform. This robust quick start program will provide new and current partners access to crucial information, resources, campaigns, and thought leadership. Start your journey today! PartnerNet: This secure portal showcases compelling sales, marketing and training materials to accelerate your business. PartnerNet can be accessed by clicking here. (Please make sure you are currently logged in to Partner Center so this link will take you directly where you want to go.) Partner Center: A secure, password-protected Partner Center gives you online access to tools for product lifecycle management, account management, and reporting. Thawte Partner Center Geotrust Partner Center Symantec Partner Center (Please make sure you are currently logged in to Partner Center so these links will take you directly where you want to go.) <<Previous 15 Next>> = Authorized Log In Credentials Required

16 Symantec offers a broad array of benefits and resources to help Partners grow their businesses and support their customers. Benefits and access vary by membership level. WELCOME KIT Benefits Description The Welcome Kit is a quick reference guide for managing products. It provides a high level overview of key tools and collateral to help you quickly learn and understand the Symantec Website Security Solutions portfolio. SALES TRAINING Our training programs help Partners more effectively understand and sell the Symantec Website Security Solutions portfolio. Training includes product information, hints and tips, who to target, how to effectively use the tools we offer, and more. Please contact your CAM for more information. PARTNER READINESS GUIDE A comprehensive sales and marketing readiness guide is available in PartnerNet. This guide is designed to communicate best practices for sales and marketing programs, enabling Partners to achieve success faster and grow sales. MARKETING MATERIAL Frequently updated marketing collateral located in PartnerNet includes case studies, datasheets, web copy, sales aids, and more. This material is derived from the same proven tools that Symantec uses to increase revenue. DESIGNATED CHANNEL ACCOUNT MANAGER (CAM) Symantec field CAMs work with Platinum and Gold Partners to develop strong business relationships and to help them achieve their key business objectives. CAMs coordinate and manage interactions between Partners and the Symantec channel team to support joint business goals. Premium and Standard level partners have access to the Inside Sales Channel Account Managers who may be reached via phone, online chat, or at channel-partners@symantec.com. <<Previous 16 Next>>

17 Symantec offers a broad array of benefits and resources to help Partners grow their businesses and support their customers. Benefits and access vary by membership level. Benefits GO-TO-MARKET BUSINESS PLAN ASSISTANCE Description Our marketing and sales experts manage the industry s leading brands in website security solutions and SSL certificates. With experience selling to a wide range of customers, we offer best practices that can help Partners achieve their desired business results. Symantec CAMs work directly with Partners to develop a set of key objectives that meet both Symantec and Partner business needs and action plans to accomplish these objectives. MARKETING TEMPLATES Marketing programs that are uniquely tailored to meet each Partner s needs. USE OF BRAND LOGOS The use of logos is available to qualifying Partners, subject to Symantec s current published logo and/or trademark usage and branding guidelines. The logos and guidelines are all available in PartnerNet. All website security Partners are permitted to use Symantec s registered trademarks in ad copy. FREE EXTENDED VALIDATION (EV) Partners who choose to utilize this EV Certificate must display the Norton TM Secured Seal. INTEGRATION WITH SYMANTEC S ORDERING AND FULFILLMENT PLATFORM Symantec offers a standard API for integrating with its ordering and fulfillment platform. Integration provides breakthrough results in terms of sales increases and cost reductions. API integration enables direct order and management of certificates, cancelling and fulfilling orders, querying for order data (status of orders), automation of common support functions, and reports across all product offerings. DISCOUNTS Discounts off MSRP are available to all Partners based on sales volume. <<Previous 17 Next>>

18 Symantec offers a broad array of benefits and resources to help Partners grow their businesses and support their customers. Benefits and access vary by membership level. Benefits MEET YOUR CUSTOMER NEEDS FOR WEBSITE SECURITY Description The WSPP program offers the widest range of website security solutions with SSL, ranging from domain authenticated and organizational authenticated SSL certificates to Extended Validation SSL certificates. Encryption levels and additional website security services help you offer customers a solution to meet any business goal. MARKETING DEVELOPMENT FUNDS (MDF) Symantec provides partners with access to marketing development funds (MDF). Partners who have aligned themselves with Symantec and Symantec s strategy and are achieving sales success will be eligible for MDF. This MDF program is designed to provide partners with a predictable for of marketing assistance. This MDF is intended to be used exclusively for lead generation and programs. Please refer to the Symantec Website Security MDF Guidelines for further assistance. In addition, when executing lead generation and marketing programs, please use Symantec Website Security brand guidelines to help you develop your marketing efforts. <<Previous 18 Next>>

19 GLOBAL BEST-IN-CLASS SUPPORT Symantec provides Partners with world class customer, technical and API support by phone, an extensive online knowledge base and through your designated channel account manager. Platinum and Gold partners will have access to a dedicated hotline for support, and will receive first priority on authentication issues. For insight into what is required by authentication please see the Authentication Guide. Sales Support Technical Support Authentication Chat Platinum Field Base CAMs Priority 7x24 Priority 5x24 (weekend Emergency as well) 8-5 local time Gold Field Base CAMs Priority 5x16 Priority 5x16 Premium Inside CAMs through regular retail channel (no cases created) support by Partner team Standard Inside CAMs through regular retail channel (no cases created) support by Partner team <<Previous 19 Next>>

20 In order to receive priority authentication the partner should confirm correct order information: whois; contacts; organization legal name; correct address inform customer to expect contact from Symantec. This will eliminate the issue that at times when Symantec contacts the customer they are not aware of who we are, requiring us to contact the partners to contact their end user. 1. Domain authentication: The partner should pre-check the whois to find out if the domain is a) registered or b) owned by the organization applying for the certificate. If the customer doesn t own the domain then the partner should advise the customer that we will seek confirmation from the domain administrator on the whois. 2. Verification: The partner should also advise the corporate contact to expect us to contact them to verify the details of an order. 3. EV verification: The partner will have to provide the HR contact and set expectation with an end user HR department that Symantec will be calling them. Please see Authentication training on the Ordering and Authentication module of <<Previous 20 Next>>

21 program requirements Partner levels are based on technical readiness, accreditation of sales and support staff, integration with Symantec s ordering and fulfillment platform, joint business planning and sales volume. For insight into what is required by authentication please see the Authentication Guide. program requirements PLATINUM GOLD PREMIUM STANDARD Completion of Website Security Application & Acceptance Into Program API Integration Recommended* SEE Accreditation person SEE+ Accreditation Quarterly Sales & Marketing Reporting Monthly Monthly Quarterly Bookings >$250K USD $75K - $250K USD $5K - $75K USD <$5K USD Must Display Seal on Website If Certificate is Used Technical Support Capability Annual Go-To-Market Plan Quarterly Business Plan Review * A requirement for Specialization Symantec tracks Partner activity and may adjust membership level to recognize achievement or performance. <<Previous 21 Next>>

22 Benefits ANNUAL SALES REQUIREMENT Description Partners receive discounts and benefits based on sales volume and an annual minimum sales commitment. TECHNICAL SUPPORT CAPABILITY Partners must have the technical support capability (i.e., front-line phone and support) to provide the first level of support to their customers. ACCREDITATION OF SALES AND SUPPORT STAFF A certain number of the organization s sales and support staff must be accredited in selling and supporting Symantec s suite of products. INTEGRATION WITH SYMANTEC S ORDERING AND FULFILLMENT PLATFORM In order to facilitate rapid ordering and fulfillment, Platinum Partners must integrate with Symantec s ordering and fulfillment platform via its standard API. It is highly recommended that Gold Partners integrate with Symantec s ordering and fulfillment platform via its standard API. Premium and Standard Partners can integrate at their own discretion. MONTHLY SALES REPORTS Platinum and Gold Partners who elect to participate in Symantec s MDF Program must report leads and sales generated with these funds to Symantec on a monthly basis. Partners who do not participate in the MDF Program must report sales figures to Symantec on a quarterly basis. QUARTERLY BUSINESS PLAN REVIEW A quarterly rolling business plan review is required and will be scheduled by your Symantec field CAM. GO-TO-MARKET PLAN The Partner and the Symantec CAM will agree to a joint go-to-market plan customized for the Partner s specific business needs. This plan will include sales and marketing activities to help the Partner reach its goals. <<Previous 22 Next>>

23 Quick Reference Links Here is a summary of some of the key links to help you quickly navigate to the right information: PartnerNet - Symantec s partner portal Website Security Solutions page in PartnerNet Symantec University for Partners Website Security Solutions Symantec Sales Expert (SSE) product training and assessments Website Security Solutions Symantec Sales Expert Plus (SSE+) product training and assessments Website Security Solutions Partner Page Website Security Solutions Partner Program Guide Website Security Solutions Product Portfolio Guide Road to Profitability Quick Start Program Contact Us Contact sales: channel-partners@symantec.com Contact marketing: website_security@symantec.com Contact customer support: auth_support@symantec.com Contact technical support: ssltechsupport@symantec.com Sign up for Partner E-news and other communications at website_security@symantec.com Copyright 2013 Symantec Corporation. All rights reserved. Symantec, the Symantec Logo, and the Checkmark Logo are trademarks or registered trademarks of Symantec Corporation or its affiliates in the U.S. and other countries. VeriSign, VeriSign Trust and other related marks are the trademarks or registered trademarks of VeriSign, Inc. or its affiliates or subsidiaries in the U.S. and other countries and licensed to Symantec Corporation. Other names may be trademarks of their respective owners. Symantec helps organizations secure and manage their information-driven world with security management, endpoint security, messaging security, and application security solutions. <<Previous 23 Next>>