SafeNet Cipher Partner Program

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1 Overview Partner Levels Requirements Deal Registration Fund Management Contact Us SafeNet Cipher Partner Program AMERICAS RESELLER OVERVIEW GUIDE C U STO M E R S MSSP ENT NER LE M AB IB TY S E AL OL OG YP A RT EN IV SI S HN OR UT E N C RY P T I O N SYS TEMS INTEGRATOR C U STO M E R S TE C C U STO M E R S UN TR DIS ER DER TION ICA PA R T N E R PROGRAM OV I TING SUPP OR RKE A T M PR AN AG AU GY CE M A R K E T S T R AT E VI TO GO T EN TH VALUE ADD ED RE SE CRYPTO L M S T EN EM ER R LE SAFENET C U STO M E R S Page 1

2 Contents SafeNet Cipher Partner Program At a Glance 3 7 Good Reasons to Partner with SafeNet 4 Partner Levels 5 Requirements and Discount Chart 6 Discount Table 7 Existing Partners FAQs 8 Deal Registration - At a Glance 9 Deal Registration FAQs 10 SafeNet Cipher Partner Program - Terms and Conditions of Deal Registration 11 MDF Program Overview 12 MDF FAQs 14 Page 2

3 Overview Partner Levels Requirements Deal Registration Fund Management SafeNet Cipher Partner Program At a Glance Contact Us Highlights of the program: Harmonization of our product discounts to make it easier to sell across the portfolio The SafeNet Cipher Partner Program is an award-winning program that recognizes, rewards and supports our partnerships and collaborations combining SafeNet s industry-leading security solutions with our partner s industry and technology knowledge to drive incremental growth and revenue across the data protection portfolio. The SafeNet Cipher Partner Program has various categories for different partner types whether value added distributors and resellers, service providers, systems integrators, or technology alliance partners each with its own rewards, benefits and levels of certifications to best align to your business model, products, services and business requirements. Consolidated price lists make it easier to quote SafeNet The addition of Deal Registration to provide more margin and reward for value add and new business Broadening the portfolio with industry-leading technologies (Authentication, Encryption and Crypto/Key Management) giving you more to sell Investment in expanding our technology partner ecosystem so you can become even more relevant to your customers across their infrastructure stack Creation of new Partner Portal to streamline opportunity, fund, lead and account management, and systematically on-board new partners C U STO M E R S MSSP NER LE M AB IB TY SA LE OL OG YP A RT EN IV SI C U STO M E R S UN TR DIS ER DER PA R T N E R PROGRAM OV I TION ICA S OR UT HN C U STO M E R S ENT PR AN AG CE T EN TH TING SUPP OR RKE T MA VI AU M A R K E T S T R AT TO EG GO Y SAFENET VALUE ADD ED RE SE CRYPTO L M S T EN M E ER R LE E N C RY P T I O N TE C SYS TEMS INTEGRATOR C U ST O M E R S Page 3

4 7 Good Reasons to Partner with SafeNet 1 Increased Revenues The SafeNet portfolio is highly integrated with a technology ecosystem that enables you to sell point solutions or across the whole infrastructure stack by coupling SafeNet with complementary vendors. Benefit from all of the marketing, sales and technical support you need to drive new revenue opportunities. 2 Competitive Discounts The SafeNet Cipher Partner Program offers generous discounts aligned with partner status and activities. The focus is on new customers and new business within existing customers. By investing in marketing, sales training and technical certifications, partners can move up the tiers to benefit from greater margin and benefits. Qualifying partners benefit from deal registration, and Gold & Platinum benefit from eligibility to marketing funding to help drive more business. 3 Accelerated Time to Market From systematic on-boarding of new partners, sales tools, marketing programs and SafeNet University s library of online training, we are committed to supporting your sales, presales and marketing teams as they get up to speed on the SafeNet products and market opportunity. At SafeNet, we measure this initiative by increased pipeline and revenue. 5 Training and Certification SafeNet Partners benefit from wide-ranging training that includes video-based, web-based and classroom training. Online courses can help provide baseline certifications, while classroom sessions will involve deeper dive technical knowledge. 6 Partner Portal The new SafeNet Cipher Partner Portal is a dedicated platform providing you access to all of the sales tools, training and marketing campaigns available to accelerate your SafeNet business. Special features include Profile Management, Lead Management, Deal Registration, Online Training and Fund Management. 7 Technology Integrations SafeNet is dedicated to integrating our products with leading technology company solutions. This expands the footprint of relevance within a customer, attaches SafeNet business to technology partner routes to market, and provides value add and incremental revenue throughout the partner ecosystem. There s never been a better time to be part of the SafeNet Cipher Partner Program! 4 Dedicated Channel Support SafeNet provides channel support across all critical functions of your business to accelerate the marketing, selling and servicing of SafeNet solutions to end-users. SafeNet Team includes SafeNet Regional Sales Managers - help generate leads and opportunities for the channel through direct touch activities Channel Account Managers - manage partner sales activities with SafeNet Inside Sales - manage leads and qualify incoming calls Technical Support - support installations and assist in resolving product related issues Pre Sales Consultants - help with customer projects to ensure customer success Channel Marketing - drive lead generation activities and local awareness campaigns Page 4

5 PARTNER PARTNER PROGRAM PROGRAM SERVICE PLATINUM PROVIDER PARTNER Partner Levels There are 3 main tiers within the Channel component of the SafeNet Cipher PARTNER Partner PARTNER Program: Silver, Gold PARTNER and PARTNER Platinum. PROGRAM PROGRAM PROGRAM PROGRAM Partners enter the Program at the Silver level, and as their business DISTRIBUTOR GOLD PARTNER SERVICE PLATINUM PROVIDER PARTNER accelerates and they make more revenues. As partners progress to the Gold and Platinum levels they receive greater rewards and discounts. PARTNER PARTNER PARTNER PROGRAM PROGRAM PROGRAM SILVER MSSP PARTNER PARTNER PARTNER PROGRAM PROGRAM DISTRIBUTOR GOLD PARTNER PARTNER PROGRAM PLATINUM PARTNER Silver Gold Platinum Deal Registration Y Y Y Through Joint Sales Engagement Y Y PARTNER PARTNER PARTNER PARTNER Distribution PARTNER PROGRAM PROGRAM PROGRAM PROGRAM PROGRAM Sales Joint Sales Engagement with SafeNet Channel Manager - - Y SYSTEM INTEGRATOR Competitive Trade-in and Product Promotions SILVER MSSP PARTNER Y Y GOLD PARTNER Y Sales Incentives and SPIFFS Y Y Y Insides Sales Support Y Y Y Sales Leads - Y Y MDF Eligibility - Y Y Co-op Eligibility PARTNER Partner PARTNER Portal PARTNER Y Y Y PARTNER PROGRAM PROGRAM PROGRAM Through PROGRAM Marketing Marketing Support Y Y TECHNOLOGY PARTNER SYSTEM INTEGRATOR Distribution SILVER PARTNER Partner-ready Marketing Campaigns Y Y Y Access to Partner Advisory Council - By Invitation Y SafeNet Partner Summit - By Invitation Y Access to SafeNet PR and Customer Reference Program - By Invitation Y On-demand Web Training Y Y Y Technical Training Courses Y Y Y Support PARTNER Access to Knowledgebase PROGRAM Y Y Y PARTNER PROGRAM Access to Technical Support TECHNOLOGY PARTNER Y Y Y Page 5

6 Requirements and Discount Chart Silver Gold Platinum Revenue Goal NORTH AMERICA, LATAM $1-25,000 $25, ,999 $200,000+ Business Plan Reviews - Semi-annual Qtrly Certified Sales Professionals (minimum) Authentication 1 2 4* HSM 1 2 4* Keysecure 1 2 4* Protect V 1 2 4* Sales Execution Designated SafeNet Product Manager - Shared 1* New End User Business Generation - Goal by Level (New Product and Maintenance) - Required Required Focused SafeNet Pipeline Growth - Required Required Deliver & Socialize Forecasts on a Monthly Basis - Required Required Partner Enablement Certified Technical Resources (Minimum) Authentication N/A 2 4 HSM N/A 1 1 Technical Keysecure N/A 1 1 Protect V N/A 1 1 Eval/NFR Gear N/A 2 4 Dedicated Technical Resources N/A N/A 1 Marketing Plan N/A Optional Required Marketing SafeNet Represented on Partner Website Required Required Required Demand Generation Campaigns Semi-annual 1 per qtr 3 per qtr Operational Execution Quoting, Processing Clean Orders Required Required Required * NOTE: Partner levels are measured against the overall revenue with SafeNet per full calendar year Page 6

7 Discount Table As at May 1, 2014 Reseller Discount Guidance Deal Registration Silver Gold Platinum Product All Data Protection Products 15% 20% 25% 10% Authentication 10% 10% 10% N/A All Other % of List Products 10% 10% 10% N/A Maintenance % of Net Products - Extended 18% of sell price 18% of sell price 18% of sell price N/A % of Net Products - Plus 24% of sell price 24% of sell price 24% of sell price N/A Incremental - If Tier 1 Support N/A N/A N/A N/A Support Services - Professional Services Training 10% 10% 10% N/A Page 7

8 Existing Partner FAQs Q: What are the changes in the SafeNet Cipher Partner Program? A: Discount Harmonization Move to a single product discount Simplification One consolidated price list Introduction of deal registration globally, 10pt deal registration on products New partner portal Q: When will the SafeNet Cipher Partner Program take effect? A: New Partners will be able to apply for the program immediately. All existing Americas partners will move to the new program on May 1, Q: Will my existing discount change? A: Yes, with the introduction of deal registration and harmonized pricing, the base discount structure will change as outlined on the previous page. Q: How do I submit a deal registration? A: Deal registrations are submitted through the SafeNet Cipher Partner Portal at Q: How much additional discount do I get with an approved deal registration? A: An additional 10% discount on the product s list price.. Q: How often do I have to renew my certification? A: You have to recertify every two years. The certification renewal date is based on the date the partner was originally certified as a Silver, Gold or Platinum Partner. Q: Where do I find SafeNet collateral, training and marketing materials? A: You can find SafeNet program information, product collateral, datasheets, sales tools, training materials, promotions and more on the SafeNet Cipher Partner Portal at Q: Will existing quotes be protected? A: Any quotes made prior to May 1st will be protected under the old discount structure. This will be facilitated under out nonstandard pricing process. Q: Will I need to sign a new contract? A: Distributors and partners with a direct agreement with SafeNet will be required to sign a new SafeNet Contract. Q: What does it cost to become a SafeNet Partner? A: There is no cost to join the SafeNet Cipher Partner Program. Q: How will deal registration work? A: Deal registration is available to any partner in the SafeNet Cipher Partner Program. Deal Registration offers an additional 10% discount to a partner who discovers an opportunity in which SafeNet is not directly engaged or aware of via another partner. SafeNet will validate all Deal Registration requests, confirm any margin increase and assist with required resources thereafter. Additional terms and conditions apply - please see page 11 for more details. Page 8

9 Deal Registration - At a Glance Submit your deal registration through the SafeNet Cipher Partner Portal SafeNet Deal Registration is an opportunity-based program that rewards authorized SafeNet partners with an additional discount (over non-registered deals), as well as the protection of the opportunity for any approved new-business deals they bring to SafeNet. The new program has enhanced the discount from 7% to 10%! These benefits are awarded to Platinum, Gold and Silver SafeNet Partners, and aim to eliminate channel conflict, while rewarding partners for their time and resources invested in driving new business deals. OVERVIEW Only available to authorized partners of the SafeNet Cipher Partner Program Registrations are granted on a first-come, first-served basis You will be qualified for additional support on the deal from SafeNet including sales and pre-sales Registrations are valid for 120 days from the approved date Extensions must be approved, and can be requested in increments of 120 days for a maximum of 1 year Deals must be registered at least 20 days before closing to receive the discount Applies to purchases from a SafeNet Authorized Distributor All SafeNet Data Protection products are eligible for deal registration QUALIFYING DEALS A new or existing end-user account that has not purchased in the past six (6) months A different purchasing location of an existing end user company A competitive product being displaced by a SafeNet solution RFPs must be registered before public announcement Note: renewals do not qualify for deal registration CRITERIA Minimum deal size is $5,000 (list price) Opportunity must be partner generated NEW business / end-user account No other partner has the same approved opportunity Registration must include end-user name and contact information Detailed description of the opportunity, including the amount and expected close date A valid quote for the opportunity Page 9

10 Deal Registration FAQs Q: Is this Program available to any SafeNet Partner? A: The program is available to all authorized members of the SafeNet Cipher Partner Program. Q: Do I have to take part in the deal registration program? A: There is no obligation for partners to submit deals through deal registration. However, the deal registration element of the program does impact the programs discount structure, so we encourage partners to take advantage of this feature to protect your customer deals, and maximize your margin. Q: What defines a registered deal? A: A registered deal is a NEW opportunity that the partner brings to SafeNet, that SafeNet is not already involved with, involved with or registered with another partner.. The minimum deal size is $5,000 (or local currency) and must be approved by SafeNet. Q: How much additional discount do I get with an approved Deal Registration? A: An additional 10% discount is applied to the product s list price. Q: How do I submit a deal registration? A: Deal registrations are submitted through the SafeNet Cipher Partner Portal at Please contact your SafeNet Channel Account Manager for assistance. Q: What products does the deal registration program cover? A: The program covers new sales of all SafeNet Data Protection product families. Renewals are not eligible. Q: Can I register a deal that has already been registered? A: No only one partner can register a deal. Duplicates will not be approved. Q: How will I know a deal registration has been approved or declined? A: You will receive an notification of the status of your deal registration submission. You can also visit the Deal Registration section on the SafeNet Cipher Partner Portal to review the latest status. Q: How long does a registered deal last? A: Upon approval, the partner has 120 days to place the initial PO, or request an extension to the registration. Q: Can you register RFP s? A: You can only register a deal prior to the RFP being made public. All other prerequisites for the deal must be met. Q: When the deal registration program launches, can I register a deal that is already being worked on? A: Yes, as long as it meets the minimum criteria and is not already registered with another partner. Q: Will existing quotes be protected? A: Any quotes made prior to the effective date will be protected under the old discount structure. We will facilitate this under our non-standard pricing process. Q: How can I access my history of deal registration? A: You can log onto the SafeNet Cipher Partner Portal and view your submissions, their status, and the opportunities created. Q: Who do I contact if I have questions on deal registration? A: Please contact your Channel Account Manager. Q: If I sold previously into an end-user am I guaranteed future deal registrations for the same customer? A: No all deal registrations are treated on an opportunity-byopportunity basis. Deal registration is only available for existing customers if you sell them something new from SafeNet, or they haven t purchased for the last 6 months. Customer renewals do not qualify. Q: Once I submit a deal registration, how long will I need to wait before approval? A: Please allow two (2) business days for feedback and/or approval. Page 10

11 SafeNet Cipher Partner Program - Terms and Conditions of Deal Registration SafeNet reserves the right to change or terminate this Program with 30 days notice. All approved opportunities will remain valid up to their individual deal registration expiry dates. Platinum, Gold and Silver Authorized Partners in good standing qualify for the Deal Registration Program. Distributors do not qualify for the Deal Registration Program. The Deal Registration Program is valid for qualifying opportunities accepted by SafeNet in its sole discretion. SafeNet reserves the right to amend, modify, suspend, cancel or terminate this program at any time with or without notice. All RFPs must be registered prior to public announcement any registration request submitted past announcement will be denied The Deal Registration Program applies only to product orders with the request for shipment within 30 days (no multiple ship dates or any contingencies). The Deal Registration Program may not be used in conjunction with other SafeNet discount programs, including Non-Standard Pricing, unless explicitly approved. All SafeNet decisions are at the sole discretion of SafeNet and are final and binding. SafeNet is not responsible for typographical or printing errors. The Deal Registration Program is void where prohibited by law or company policy. SafeNet will not be held liable if the Deal Registration Program issued is in violation of company policies or local country laws. Page 11

12 MDF Program Overview The SafeNet Market Development Funds (MDF) Program exists to help our Channel Partners grow their SafeNet business by driving mutually beneficial marketing campaigns and sales initiatives that generate increased demand and drive new revenue growth. Types of Funding Available There are 2 types of MDF funds available for SafeNet partners: Discretionary Funds (they are not accrued or earned) are available for eligible Platinum, Gold or Silver partners to request, to actively market SafeNet solutions to develop new, revenue-generating opportunities and promote the SafeNet brand. SafeNet will contribute up to 50% of the activity cost (subject to approvals as outlined in this document). Partners can submit MDF requests in the Fund Management module on the new SafeNet Cipher Partner Portal. Accrued Funds are available to a small number of Distributor accounts that are driving significant incremental revenue for SafeNet. These are evaluated on an annual basis, and any new Distributors are invited into the program once per year. These are managed on a region-by-region basis, and all distributors taking part must sign an additional agreement. Access and approval to the funding is handled in the same way as the discretionary funds. Distributors should select their respective fund when submitting a MDF request through the new SafeNet Cipher Partner Portal. Funding requests will be evaluated on an individual, case-by-case basis evaluated on the relevancy of the proposed initiative, the amount of funding requested, and the expected results. Programs must be focused on driving or incentivizing new business and be clearly measurable. Application Process To apply for SafeNet funding, please visit the Fund Management section on the SafeNet Partner Portal: You must be approved and have a portal login in order to request funds. You need to submit a funding request for each newly proposed program with SafeNet. Once submitted with all the relevant information required, the portal will route your request to your local Field Marketing Manager to approve. If more information is needed or the application is declined, you will receive an alert. You will also be able to see the status by logging into the Fund Management section on the portal. Funding Request Requirements Partner must include an integrated marketing and sales plan for eligible marketing programs (see partial list of examples below) Program needs to generate measurable opportunities and awareness for SafeNet solutions Partner needs to contribute monetarily, as well as with time and resources, to the success of the program Eligible MDF Programs Webcasts (both live and on-demand) that educate prospects about SafeNet solutions or security industry concerns Seminars, trade shows and other events that promote SafeNet solutions Direct mail/ campaigns for specific SafeNet lead generation Sales incentive (SPIF) programs, combining sales and product training with creative, motivating incentives to ensure success in selling SafeNet solutions Newsletter (print or ) that educates clients and prospects about SafeNet solutions Telemarketing/appointment setting campaigns Other creative marketing programs Page 12

13 Reimbursement Process Via the SafeNet Cipher Partner Portal, please follow the reimbursement process below. Partners will need to submit Proof of Performance (receipts, delegate lists etc), an itemised invoice, and any third party invoices within 30 days of the completion of the program. Following your submission, you will receive an approved notification or request for more details via an alert. For more information or to view the latest status, please log into the SafeNet Cipher Partner Portal. SafeNet will process payment within 30 days of reimbursement approval. Examples of Proof of performance required for the following MDF activities: Seminar/Trade Show: attendees/leads/registration list along with contact information Print/Web Advertising: copy of final artwork and placement location(s) and date(s) Direct Mail/ final copy of mailing/postal receipt or final HTML copy Checklist of Reimbursement ü Invoice ü Receipts ü Leads ü Delegate list Telemarketing/Appointment Setting: script/appointments set Co-branded Collateral/Giveaways: PDF/copy of collateral or picture of co-branded giveaways Partner s itemized invoice for MDF Program Third Party Invoice(s) invoices showing currenct amount paid to vendors for the MDF program OR a signed sponsorship agreement by a SafeNet CAM for a defined set of benefits to SafeNet Terms and Conditions Partner must be a current member of the SafeNet Cipher Partner Program and must be in good standing with SafeNet. The primary purpose of all activities must be to increase awareness and sales of SafeNet products. Approval of all MDF spending is at the sole and absolute discretion of SafeNet. MDF is not to be used for capital expenses or the normal cost of business. Partners will not make, authorize, offer or promise to make or give any money or anything of value to any official of a public international organization, government official, political party, political official, candidate for political office ( Foreign Official ), or to any other person, while knowing or having reason to know that all or a portion of such money or thing of value will be offered, given or promised, directly or indirectly, to any foreign official. All decisions related to program benefits and eligibility is at the sole discretion of SafeNet, and is final and binding. SafeNet is not responsible for typographical errors or omissions. SafeNet respects its resellers corporate policies. This program is void where prohibited by company policy or law. SafeNet reserves the right to modify, change or terminate this program at any time with or without advance notice. Page 13

14 MDF FAQs Q: How do I apply for MDF? A: You can request SafeNet funds through the Fund Management section on the SafeNet Partner Portal: Q: Can I propose my own marketing activities? A: Absolutely! We want to hear your ideas to increase incremental sales to meet objectives. Your SafeNet Marketing Manager will be glad to work with you on ideas to develop a comprehensive marketing plan. Q: Can we substitute a marketing activity for the one approved? A: If you change a marketing activity, you must have the new activity approved again by SafeNet. Q: When must the marketing activity be completed? A: Once approved, the activity must be completed within six (6) months from the approval date. Q: When can the claim be submitted? A: The claim must be submitted within 30 days of the activity being completed. Q: What happens if the claim exceeds the request? A: If a claim is submitted for more than either the amount on the prior approval or the guideline amount, claim will be paid up to the maximum dollar value on the prior approval. Q: Will SafeNet pay the supplier or vendor directly? A: SafeNet will not reimburse any supplier or vendor directly. Q: What types of activities are excluded from reimbursement? A: SafeNet will not reimburse partners for costs for the following: alcohol, company hospitality suites, travel, temporary help, internal employees, telephone charges, or any sort of cancellation fee. Page 14

15 About SafeNet Founded in 1983, SafeNet is a global leader in information security. SafeNet protects its customers most valuable assets, including identities, transactions, communications, data and software licensing, throughout the data lifecycle. More than 25,000 customers across both commercial enterprises and government agencies and in over 100 countries trust their information security needs to SafeNet. Contact Us: For all office locations and contact information, please visit Follow Us: Page 15

16 2014 SafeNet, Inc. All rights reserved. SafeNet and SafeNet logo are registered trademarks of SafeNet. All other product names are trademarks of their respective owners. v7 30Apr2014 Page 16

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