IFS PARTNER NETWORK PROGRAM GUIDE

Transcription

1 IFS PARTNER NETWORK PROGRAM GUIDE

2 2 IFS PARTNER NETWORK PROGRAM GUIDE ABOUT THIS GUIDE This guide provides a general, high-level view of program benefits and deliverables associated with the IFS Partner Network. IFS reserves the right to make changes to the guide and the overall program without notice. Except what might otherwise be specified in a binding written agreement by and between IFS and a Partner company, this document has no legal status. IFS also reserves the right to make the benefits listed in this document available to any of its partners, or to withhold any of the benefits, terms, obligations and the like. Program members are responsible for their employees compliance with the guidelines and terms of the IFS Partner Network and any signed agreement that may be associated. CONTENT ABOUT THIS GUIDE... 2 INTRODUCTION... 3 PROGRAM FOCUS... 4 PROGRAM OBJECTIVES... 5 THE PROGRAM AT A GLANCE... 6 TYPE OF PARTNERS... 7 PARTNERSHIP LEVELS... 8 WHY PARTNER WITH IFS? WHAT DOES THE INDUSTRY THINK OF US? HOW WE GO TO MARKET IFS AT A GLANCE PARTNER COMMITMENTS IFS PARTNER CERTIFICATION PROGRAM PROGRAM BENEFITS PARTNER BENEFITS PROGRAM MARKETING AND SALES PRODUCT, SERVICE, AND SUPPORT NEW PARTNER APPLICATION PROCESS IFS and its partners are independent contractors, engaged in various marketplaces to achieve mutually agreed business objectives, and the terms "partner" or "partnering" do not imply a specific legal relationship. Participation in the IFS Partner Network program by the parties does not constitute or create, and shall not constitute or create, a partnership or any entity other than an independent contractor arrangement under which neither party is authorized to act for, represent, obligate or bind the other. In the event of any contradictory statement between this document and an IFS Partner Network agreement, the IFS Partner Network agreement will prevail.

3 IFS PARTNER NETWORK PROGRAM GUIDE 3 INTRODUCTION Find out what makes IFS different. Become an IFS Partner and open up a new world of opportunities for your business. PEOPLE OFTEN ASK WHY OUR CUSTOMERS PREFER TO DO BUSINESS WITH US. One reason is that IFS Applications is designed and developed in collaboration with our customers. Another is that we are as committed, straightforward, and professional to work with as our core values state. We employ highly skilled people whose industry and process expertise make them extremely efficient, and help our customers and partners improve their bottom line. This guide provides you with a succinct and informal look at IFS and shows how partnering with us will open up a new world of opportunities for your business or suggest different and innovative solutions to your customers requirements and needs. It is our industry knowledge that is the driving force behind our best-practice product development program and which drives the benefits of forming a working collaborative with our customers and partners. For service providers, it all comes down to providing an exceptional, innovative customer product and service at every point so that our customers stand out from the competition for all the right reasons. Transforming their organizations, processes, systems and people, and providing outstanding solutions is the key to getting it right. When it comes to providing best practices, industry focus, and customer lead products, no-one knows how to do it better than IFS. The IFS Partner Network defines our partner relationships, providing a context for partner solutions and a framework for how our products and services combine with those of our partners to extend the capabilities of IFS Applications and IFS services. AT IFS OUR LONG-HELD CORE VALUES ARE: SIMPLICITY COMMITMENT PROFESSIONALISM

4 4 IFS PARTNER NETWORK PROGRAM GUIDE PROGRAM FOCUS The IFS Partner Network fosters and develops relationships that specialize in the development and integration of outstanding industry solutions for our joint customers. Such partners are usually system integrators, consulting organizations, and software and technology companies. The IFS Partner Network leverages the individual and combined expertise of IFS and our partners to collaborate and deliver solutions that enable our customers to deliver their products and services to their customers efficiently and profitably. Partnerships developed through the IFS Partner Network will deliver innovative, agile and costeffective solutions to our customers. DEVELOPMENT STRATEGY, ROADMAP AND VISION Our customers benefit from a common roadmap and vision that aligns with the service provider s strategy to build more profitable customer relationships and efficiencies. By collaborating and thinking through issues with industry-leading software and hardware providers, IFS and our partners help our customers to better support the business requirements through collaborative product planning and requirements management. REDUCE OPERATIONAL EXPENSES (OPEX) Active partnering provides our customers with access to more interoperable solutions to ensure efficient processes, increased product functionality, reduced maintenance costs, and reduced implementation risk. ACCELERATE TIME-TO-MARKET Interoperability between IFS Applications, business processes and third-party products is ensured through integrated testing and support with accelerated development and delivery, resulting in a faster and more efficient introduction by our customers of new revenue-generating services across the value chain.

5 IFS PARTNER NETWORK PROGRAM GUIDE 5 PROGRAM OBJECTIVES IFS believes that efficient partnering is one of the most effective approaches for meeting the integrated requirements of our customers. Working with partners in this way creates simplicity, transparency and trust when working together with our joint customers helping our end customer deliver the same to their customers. THE IFS PARTNER NETWORK HELPS ACHIEVE THE FOLLOWING OBJECTIVES BETWEEN IFS AND OUR PARTNERS To create a clear and simple framework for partners to work with IFS. To ensure strategy alignment with our customers. To generate new, mutually beneficial business opportunities. To build effective and opportunity-ready relationships with industry-leading hardware and software providers. Our partner solutions complement and/or extend the IFS offering by providing additional and/or improved functionality and/or integration services for our customers. To ensure appropriate resources are applied to meet sales, marketing, training and partner certification, development, support, and services. To facilitate interaction between IFS and our partners through a single point of contact across IFS. To exchange appropriate, up-to-date business, product and solution information via internal and external web-based communication. To build market awareness and demonstrate the advantages of a joint customer success strategy through joint solutions, customer success stories and solution centers.

6 6 IFS PARTNER NETWORK PROGRAM GUIDE THE PROGRAM AT A GLANCE PARTNER LEVELS AUTHORIZED This is the entry point for building a foundation to initiate a long lasting business relationship. IFS will recommend best practices to help partners increase their status. SILVER An established relationship where the third party has been accepted and operates within the wider ecosystem. GOLD Represents a deep and significant relationship between IFS and a third party. Typically focused around business or technical solutions. PLATINUM Highest level of relationship between IFS and a third party. Implies comprehensive cooperation, broad geographical reach and/or extensive product and service portfolio cooperation. SERVICE PARTNER i.e. Management consultancies, system integrators, consulting houses, contractors, support organizations: Enhances or expands the ability to deliver complex IT and managed services projects. PARTNER TYPES TECHNOLOGY PARTNER i.e. Outsourcing -, technology -, infrastructure organization: Provides hardware and/or software technology components upon which IFS ERP operates. SOFTWARE PARTNER i.e. Independent software vendor (ISV): Enhances, expands or complements the software capabilities offered by the IFS product suite. CHANNEL PARTNER Channel partners may be distributors, vendors, consultants, systems integrators (SI), technology deployment consultancies, and value-added resellers (VARs) and other such organizations IFS REFERRAL PARTNER Generates qualified leads for IFS to follow up in return for commission (This can apply to any type of partner) IFS REFERRAL PARTNER PROGRAM Program goal: Increase IFS lead flow by creating a financial incentive for partners at any level PROGRAM REQUIREMENTS Partners must be active in the IFS Partner Network, at any level, and have executed the IFS Framework Agreement and appropriate addendums. NOTE All types of partners can become resellers of IFS Applications (subject to agreement). In order to enable IFS and our partners to fully and effectively deliver a customer project, IFS partners with third-party software and technology companies may act as resellers of their software and/or technology. REFERRAL AGREEMENT Referral process: Complete the online IFS Lead Referral form (before a transaction takes place) Lead is reviewed for completeness, then forwarded to region for review Partner will receive referral fee if a transaction on an accepted lead occurs within 12 months of the submission date REFERRAL FEE 5% of transaction up to $30,000 (may be subject to regional adjustments by agreement).

7 IFS PARTNER NETWORK PROGRAM GUIDE 7 TYPE OF PARTNERS OUR PARTNERSHIPS ARE BUILT ON AN ECOSYSTEM OF COMPANIES: This network of partners, combined with IFS products and services, provides our customers access to unmatched domain, industry, and technology expertise, as well as management and business consulting services, and expanded systems implementation. SERVICES PARTNER: These are management consultancies, systems integrators, consulting houses, contractors and support organizations that enhance and/or expand the ability to deliver successful IFS projects. TECHNOLOGY PARTNER: Outsourcing, technology and manufacturer organization that provides hardware and/or software technology components on which upon which IFS ERP operates. SOFTWARE PARTNER: Independent software vendor (ISV). Enhances, expands or complements the software capabilities offered by the IFS product suite. CHANNEL PARTNER: May be distributors, vendors, consultants, systems integrators (SI), technology deployment consultancies and value-added resellers (VARs), and other such organizations. REFERRAL PARTNER: Identify, qualify and register qualified leads for IFS to engage in the selling of IFS s extended ERP, EAM & ESM applications and are paid a referral fee on the net value of the signed license agreement. A NOTE ON RESELL All types of partners can become resellers of IFS Applications (subject to agreement). In order to enable IFS and our partners to fully and effectively deliver a customer project, IFS partners with third-party software and technology companies, may act as resellers of their software and/or technology.

8 8 IFS PARTNER NETWORK PROGRAM GUIDE PARTNERSHIP LEVELS There are 4 levels of partnerships: Authorized, Silver, Gold and Platinum, each of which is categorized by a level of commitments and deliverables. AUTHORIZED Authorized Partners come in a variety of shapes and sizes. This is the entry point for building a foundation to initiate a long-lasting business relationship. IFS will recommend best practices to help your organization increase sales opportunities. You will have access to training, marketing and sales resources, as well as the opportunity to refer customers to IFS. Over time, we want to develop Authorized Partners into experts who are selling complete IFS solutions. SILVER Silver Partners have the opportunity to immerse themselves in the IFS Partner Network to determine how IFS will complement their company s strengths. At this tier, your expertise will come into play as you start to create case studies and align with the IFS sales organization on a deeper level. Silver Partners receive access to training, marketing and sales resources, as well as the opportunity to refer customers to IFS. The Partner Network Office will provide guidance and support to maximize your investment. GOLD The Gold Partner level is a collaborative alliance with expertise in specific industries or solutions. Gold Partners receive all of the Silver level benefits while experiencing greater visibility within the IFS sales organization. You will receive increased support from IFS, including access to our extranet, elevated priority within our internal website, invitations to participate in more co-sponsored events, and the sales tools needed to accelerate business growth. Business reviews will help ensure that the path to a higher tier is clear and obtainable. PLATINUM The Platinum Partner level is a synergistic alliance that exemplifies the scope of your company s expertise with IFS solutions. Platinum partners have demonstrated proficiency in delivering customer value with a large focus on selling complex solutions. You will receive dedicated support from IFS including access to our extranet, top priority within our internal website, exclusive co-sponsored events, and the sales tools needed not only to accelerate business growth, but also sustain this elite status. Business and executive reviews demonstrate the mutual commitment to continued success.

9 IFS PARTNER NETWORK PROGRAM GUIDE 9 SERVICE PARTNERS AUTHORIZED SILVER GOLD PLATINUM Revenue Quota Relationship Manager Business Reviews Pipeline Reporting Joint Campaign Sponsorships Customer Satisfaction Surveys Certifications Case Studies ANNUAL IFS PARTNER NETWORK FEE TECHNOLOGY PARTNERS AUTHORIZED SILVER GOLD PLATINUM Relationship Manager Business Reviews Compatibility Certification Joint Campaign Sponsorships Case Studies ANNUAL IFS PARTNER NETWORK FEE SOFTWARE PARTNERS AUTHORIZED SILVER GOLD PLATINUM Referral Quota Relationship Manager Business Reviews Customer Satisfaction Surveys Integration Certification* Joint Campaign Sponsorships Case Studies ANNUAL IFS PARTNER NETWORK FEE CHANNEL PARTNERS AUTHORIZED SILVER GOLD PLATINUM Revenue Quota New Customer Attainment Relationship Manager Business Reviews Pipeline Reporting Joint Campaign Sponsorships Certifications Case Studies ANNUAL IFS PARTNER NETWORK FEE *Annual Partner Fee: USD Revenue Quota: part of business planning process. Referral Quota: part of business planning process. Incoming lead referrals. New Customer Attainment: specified number of new IFS customers. Relationship Manager: designated point of contact within the partner organization that is responsible for maintaining their IFS partnership. Business Reviews: status update on overall partnership and revenue tracking metrics. Customer Satisfaction Surveys: satisfactory standing with partners after projects are completed. Case Studies: specific number of case studies within IFS focused industries. Based on most current technology version. Certifications: specific number of IFS Academy certs that are required to achieve this particular partner status. Additional costs may vary. Pipeline Reporting: partners need to provide pipeline on regular cadence. Joint Campaign Sponsorships: partners participate in designated marketing activities. Compatibility Certifications: R&D to confirm compatibility with solutions. Integration Certification: third party will verify the integration.

10 10 IFS PARTNER NETWORK PROGRAM GUIDE WHY PARTNER WITH IFS? Enjoy a partnership that delivers clear accountability, increased market visibility, and measurable results. Stand out as a company that provides its customers with user-friendly solutions that enhance productivity and increase ROI. Benefit from our more than 30 years of industry expertise and global reach with a strong regional focus. Access our library of best practices and our strong partner relationships with some of the largest industrial companies in the world. Choose from a variety of partnership opportunities including service companies, technology companies, independent software vendors, system integrators and consulting organizations. Choose the level of commitment to suit your business, from far-reaching global partnerships to local, industry-specific collaborations. Grow your business by developing new sales opportunities to established IFS customers and work with us to identify new joint customers. Enjoy back office support in the form of marketing, sales, and technical service, as well as training and certification opportunities.

11 IFS PARTNER NETWORK PROGRAM GUIDE 11 WHAT DOES THE INDUSTRY THINK OF US? IFS has been recognized by industry experts for years and continues to be acknowledged for user-friendly, agile and industry specific business software that enhances productivity and increases ROI. IFS named a Leader in the 2015 Gartner Magic Quadrant for Single-Instance ERP for Product-Centric Midmarket Companies, now for three years in a row (Michael Guay, Chris Pang, Christian Hestermann, Nigel Montgomery access research, December 2015).* IFS named a Leader in the 2014 Gartner Magic Quadrant for Field Service Management (William McNeill, Jason Wong, Michael Maoz access research, December 2014).* IFS named the sole Challenger the 2015 Gartner Magic Quadrant for Energy & Utilities Enterprise Asset Management Software (Gartner, Leif Eriksen access research, September 2015).* IFS identified as the industry leader in Oil & Gas in terms of market share for the fourth year running (ARC Advisory Group, Enterprise Asset Management and Field Service Management Global Market Research blog post, April 2015). IFS identified as the industry leader in Aerospace & Defense in terms of market share for several years running (ARC Advisory Group, Enterprise Asset Management and Field Service Management Global Market Research blog post, April 2015, IFS press release). Said Ralph Rio, Research Director for Enterprise Software, IFS has a long history of strength in the A&D market with both commercial and military customers. IFS does not demand you choose out of a portfolio of products to get [ ] specialized functionality, rather it is part of the single IFS Applications product. This, coupled with a strong regional focus has allowed IFS to build a strong partner network In support of its partner program IFS also announced a new partner certification and education program, the IFS Academy (Dan Miklovic, Principal Analyst, LNS Research, blog post, May 2015). Suppliers in the ERP space must achieve a delicate balance between allocated resources for new client acquisition and for services to help assure successful on-boarding... The recent partner additions represent a big step in this direction for IFS (Ralph Rio, Research Director, ARC Advisory Group, blog post, May 2015). IFS AB has made a considerable investment in IoT and wearables through IFS Labs. IFS s main proof-points are how wearables can be used in the context of their business applications. (Chris Wilder, Principal Analyst, Moor Insights & Strategy, blog post, December 2015). IFS does not demand you choose out of a portfolio of products to get [ ] specialized functionality, rather it is part of the single IFS Applications product. This, coupled with a strong regional focus has allowed IFS to build a strong partner network In support of its partner program IFS also announced a new partner certification and education program, the IFS Academy (Dan Miklovic, Principal Analyst, LNS Research, blog post, May 2015). * Complimentary access to this Gartner research at: Gartner does not endorse any vendor, product or service depicted in its research publications, and does not advise technology users to select only those vendors with the highest ratings or other designation. Gartner research publications consist of the opinions of Gartner s research organization and should not be construed as statements of fact. Gartner disclaims all warranties, expressed or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose.

12 12 IFS PARTNER NETWORK PROGRAM GUIDE HOW WE GO TO MARKET At IFS, we offer a comprehensive suite of industry-specific business solutions that cover the needs of enterprises in a wide range of industry segments. Our sales regions ensure that we provide local support with the strength and reach of a global organization. Our Partner Network reflects this, with different types and levels of partners adding value to our customers at regional and global levels according to their skill sets and preferences. OUR INDUSTRIES Aerospace Asset Intensive Automotive Construction & Contracting Energy & Utilities High Tech Industrial Manufacturing Oil & Gas Process Manufacturing Retail Service Providers OUR SOLUTIONS Corporate Responsibility Enterprise Asset Management Field Service Management Mobile Solution Projects Reverse Logistics Supply Chain IFS REGIONS Americas APAC Europe Central Europe East & Central Asia Europe West Finland and the Baltics Middle East Scandinavia

13 MANUFACTURING IFS PARTNER NETWORK PROGRAM GUIDE 13 IFS AT A GLANCE ENGINEER TO ORDER WHAT-IF SCENARIO EXPLORER CONSOLIDATION EMPLOYEE SELF-SERVICE CONFIGURE MAKE ASSEMBLE TO ORDER COMPONENT REPAIR OVERALL EQUIPMENT EFFECTIVENESS BUDGET HEALTH & SAFETY MAKE TO PROJECT DEMAND FORECASTING MAPPING B2B CONTRACTING CASH FLOW PAYROLL ADMINISTRATION PROJECT REPORTING BATCH MANUFACTURING MULTI-SITE PLANNING CALL & CASE COMPLEX MRO PROJECT FINANCE TIME & ATTENDANCE PROJECT DELIVERY RISK REPETITIVE MANUFACTURING INVENTORY REPLENISHMENT DYNAMIC SCHEDULING VEHICLE INFORMATION einvoice EXPENSE COMMISSIONING PROJECT BUDGETING & FORECASTING COMPONENT MRO DISTRIBUTION FIELD SERVICE PREVENTIVE MAINTENANCE COLLABORATIVE SOLUTIONS ACCOUNTS PAYABLE TRAINING COMPATIBLE UNITS PLANNING & SCHEDULING SHOP ORDER CUSTOMER ORDERS SERVICE CONTRACT SCHEDULING & RESOURCING ROLE-BASED PORTALS ACCOUNTS RECEIVABLE EMPLOYEE DEVELOPMENT ASSET DESIGN PROJECT CONSTRAINT-BASED SCHEDULING PROCUREMENT SALES CONFIGURATOR WORK ORDER MOBILE SOLUTIONS & APPS FIXED ASSETS RECRUITMENT ENGINEERING CHANGE SUB-CONTRACT SHOP FLOOR REPORTING RENTAL WEB STORE LINEAR ASSETS INTEGRATION & DATA GENERAL LEDGER EMPLOYEE PDM CONFIGURATION SALES CONTRACT COSTING WAREHOUSING CRM EQUIPMENT EVENT IFS FINANCIALS TM IFS HUMAN RESOURCES TM IFS ENGINEERING TM IFS PROJECTS TM IFS MANUFACTURING TM IFS SUPPLY CHAIN TM IFS SALES & SERVICE TM IFS MAINTENANCE TM IFS BUSINESS ENABLERS TM ACCOUNTING RULES SUSTAINABILITY LIFECYCLE DOCUMENT BUSINESS INTELLIGENCE ENTERPRISE OPERATIONAL INTELLIGENCE QUALITY PROCESS MODELS CONFIGURATION & EXTENSIBILITY IFS FOUNDATION1 LAYERED APPLICATION ARCHITECTURE AND TECHNOLOGY OUR PRODUCT IFS APPLICATIONS One global product line you do not need to switch product as your company expands. Supports global implementations in a single database. Supports small to large divisions. Supports all kinds of manufacturing modes Fully scalable: 20,000 users with one product line. Component-based IFS Applications is available in some 20 languages. FOCUS ON THE OF 4 CORE PROCESSES SERVICE & ASSET MANUFACTURING PROJECTS SUPPLY CHAIN PROJECTS SUPPLY CHAIN SERVICE & ASSET

14 14 IFS PARTNER NETWORK PROGRAM GUIDE PARTNER COMMITMENTS Through the IFS Partner Network Program, IFS and its Partners commit to building and maintaining productive, win-win relationships that are passionately aligned with our customers success. IFS EXPECTS OUR PARTNERS TO: Endorse, align, and support our joint business strategy to our customers and prospects. Actively participate in workgroups to define business processes, technology requirements, and solutions that deliver outstanding service and solutions to our customers. Actively participate and support joint activities that drive and support our customers to deliver outstanding solutions for their business. Meet agreed resource commitments such as fulfilling customer requirements, opportunities, and other IFS Partner Network activities. Participate in the design and development of the joint offering and integration between partner products and IFS products. Participate in joint sales and marketing initiatives to promote the joint offering. Adhere to IFS branding guidelines; allow use of partner logos and screen shots. Pay agreed fees in a timely fashion (for various program activities where fees are applicable, e.g. IFS Partner Network, events, demos, support). Use the designated contact person as the single point of contact for engaging IFS. Participate in the IFS Partner and Certification Program to acquire the levels of certification agreed under the terms stipulated by the IFS Partner Network Agreement.

15 IFS PARTNER NETWORK PROGRAM GUIDE 15 IFS PARTNER CERTIFICATION PROGRAM As a committed Partner, you can be confronted with a number of challenges. Guaranteeing knowledge and skills is one of those. You therefore ensure the knowledge level within your organization is up to the required standard and your consultants have the necessary skills by taking part in the IFS Partner and Certification Program. Competent consultants represent the best possible guarantee for your organization s future. IFS has introduced a Partner Certification Program to give our customers an ecosystem of trusted partners who are visibly qualified to meet their needs. With certification comes a range of benefits, not least of which is the ability to offer better levels of consultancy and to charge the premium rates of demonstrated experts. EMPOWER YOURSELF The IFS Academy looks after our partners training needs. Our product-and-role-focused training courses stimulate a motivated and responsible attitude amongst students and increase involvement within the business processes. This enables the students to develop themselves on many levels. CHOOSE YOUR DIRECTION The IFS Certification Model is on two levels: individual and company. The individual level is divided into 3 tracks an application consultant, technician, and developer track. Depending on which specialty a student would like to be trained and certified in, their training and certification program can be configured by selecting the IFS Applications components that best suit their needs. DEMONSTRATE YOUR EXCELLENCE After taking the relevant training courses, the next step is to pass the designated examinations for your area of expertise to achieve IFS Certified status. Certification is at Associate level and Specialist level, with a clear set of criteria for each certification. Moving up to the company level, a partner needs to comply with certain criteria to obtain IFS Authorized, Silver, Gold or Platinum Certified Partner status. These criteria vary per level.

16 16 IFS PARTNER NETWORK PROGRAM GUIDE PROGRAM BENEFITS Depending on the active commitment and alignment of the partner relationship, service, software and technology partners who have entered into a partner relationship and elect to enter the IFS Partner Network as described in this program guide, may be eligible to receive the following benefits as determined by IFS: IFS PARTNER NETWORK BENEFITS AUTHORIZED SILVER GOLD PLATINUM Program Use of IFS Logos Partner Network Office Business Planning Business Reviews Marketing, Sales Partner Portal Partner Register Logo Posted to Web Expanded Online Profile Referral Program Sales Enablement & Training* On-line Digital Marketing Services* Communications and Social Networking Collaborative Marketing Support IFS Event Sponsorship Opportunities Product, Service, Support Solution & Technical Support Training and Demonstration Database* IFS Academy Training and Certification Discounts E-learning Development Tools Executive Briefing Sessions Annual Investment *Under development.

17 IFS PARTNER NETWORK PROGRAM GUIDE 17 PARTNER BENEFITS PROGRAM USE OF IFS LOGOS IFS partners can promote their partnership and expertise by displaying the corresponding IFS Partner Network logos on their websites, in addition to advertisements and other approved marketing materials. Certified individuals will be given a logo that they can use on business cards and/or signatures. The guidelines for the appropriate uses of the logo are available on the IFS Partner Network Portal. PARTNER NETWORK OFFICE IFS has a designated Partner Network Office, which all partners are entitled to access for general inquiries and guidance. We guarantee a quick response time to help partners provide excellent customer service and to stay ahead of their competition. Platinum and Gold level partners have a dedicated team working with them at a regional, and for some partners, global level. BUSINESS PLANNING Partners are required at the onset of the relationship and yearly thereafter, to work with the Partner Manager to produce and work on a joint business plan. This should contain key performance indicators (KPIs), with the plan giving a clear set of objectives for how to achieve these. Our dedicated partner resources will assist with executing the marketing programs and to make the most of the budgets while yielding maximum results. BUSINESS REVIEWS Business reviews provide a health check for a partner s projections, assess activity, and track progress toward mutual KPIs. Here we can address any challenges that may hinder a partner s efforts and adjust the business plans accordingly, working closely together to drive key initiatives and continue to increase net new product and services growth. Platinum Partners are also asked to schedule an annual executive review due to the level of contribution and commitment.

18 18 IFS PARTNER NETWORK PROGRAM GUIDE MARKETING AND SALES PARTNER PORTAL IFS partners will receive access to the IFS Partner Network Portal, a centralized online portal that provides partners with the tools needed to be successful when aligning with IFS. Here you can access our sales and marketing library, learn about the IFS Academy, and much more. The portal is designed to grant access to all of the IFS resources that our internal teams use on a daily basis, allowing for seamless collaboration. This site is accessible via HIGHLIGHTS: Contact Information, Data Sheets, Industry-specific Materials, Marketing/Media, IFS Academy. PARTNER REGISTER This site is a central register for active partners in the IFS Partner Network Program. This helps IFS employees quickly identify partners that support their customers needs within their region, vertical and solution area. LOGO POSTED TO WEB Gain recognition and demonstrate commitment to IFS by displaying your company logo on the IFS website. Visibility on this level will help your organization reach more IFS customers and prospects. The Find a Partner capabilities added to the revamped IFS website enable visitors to find a company by partner type, region, industry and accreditations. REFERRAL PROGRAM The IFS Referral Program provides partners the opportunity to earn revenue for each referral prospect they submit who becomes an IFS customer. The registration form can be found on the IFS Partner Portal. We strongly advise you to utilize this service to gain early support and to reduce the risk of conflict when multiple partners are involved, or if IFS is already actively engaged with the customer. Once a lead is approved and the appropriate next steps have been discussed with the dedicated Partner Manager, we will work with you every step of the way to bring this opportunity to a successful close. EXPANDED ONLINE PROFILE Highlight your organization s strengths with a partner profile on This allows you to provide an in-depth overview of your company and a spotlight section to display your IFS partner tier, certifications, regional coverage and core competencies. You can also link this to your corporate website. SALES ENABLEMENT & TRAINING IFS empowers its partners with training for business development, sales and pre-sales. Whether it s developing opportunities, leading a sales cycle, or demonstrating an IFS solution, IFS provides the training required to excel at every level. Start with a basic overview of the IFS story and portfolio of solutions. This allows partners at any level to identify an opportunity and enlist the right resources to begin the sales cycle. ON-LINE DIGITAL MARKETING SERVICES IFS marketing services provides packaged campaign content to aid partners in business development and awareness programs. Predefined templates make sure messaging is on point and up to date with IFS own marketing programs and enables partners to save time by automating your marketing efforts with IFS.

19 IFS PARTNER NETWORK PROGRAM GUIDE 19 COMMUNICATIONS AND SOCIAL NETWORKING What s new? IFS wants to keep you informed of the latest products, promotions, and events. IFS corporate communications are distributed via the Partner website, Partner newsletters, IFS Partner Network LinkedIn, Twitter and IFSWORLD.com. This enables you to stay up-to-date on the latest IFS news and information on multiple platforms. Press releases are sent out periodically to announce new partnerships and are subject to approval. IFS works closely with analysts to offer transparency into our Partner Network programs and to assist with publicizing the partner contributions to our client base. Facebook, LinkedIn, and Twitter are also used to educate customers on the unique offerings that our partner ecosystem can offer. Case studies are crucial for IFS and its partners to validate the value that they add while also providing a library of references that can be used on future projects. We have over 2,400 unique customers worldwide who have come to rely on IFS s scalable solutions to enable them to respond quickly to market changes and use resources in a more agile way to achieve improved business performance. COLLABORATIVE MARKETING SUPPORT IFS wants to help create profitable partnerships, so we offer collaborative marketing support in two ways: partners can submit their campaign programs to be reviewed by IFS and if accepted, IFS will match up to 50% of the cost of the program. Throughout the year we also run our own business development and awareness programs and often invites partners to participate (shared cost) depending on the industry and partner level. Any of these activities should be included in the annual business plan that is developed with your dedicated IFS counterparts. IFS EVENT SPONSORSHIP Members of the IFS Partner Network have the opportunity to be invited to attend and/or sponsor specific IFS customer and sales events. Partners are able to interact with customers who are in need of complex solutions while strengthening alliances with the IFS sales organization and complementary partners. Throughout the year, IFS also organizes events targeted to specific partner tiers or partners with specialized industry experience.

20 20 IFS PARTNER NETWORK PROGRAM GUIDE PRODUCT, SERVICE, AND SUPPORT SOLUTION & TECHNICAL SUPPORT With investment from the partner, there are opportunities to ensure consistent support and testing requirements on the IFS suite. This is to help partners amplify their effectiveness in the marketplace when working with IFS Applications. TRAINING AND DEMONSTRATION DATABASE IFS partners use of the Training and Demo Database is for internal end-user training and prospective end-customer demonstration only. Additional fees may apply. IFS ACADEMY TRAINING AND CERTIFICATION DISCOUNTS The IFS Academy delivers training for technicians, developers and consultants working with IFS Applications so that partners are equipped with the skills and knowledge they need to ensure customers realize the most value from IFS Applications. It is important to work with the Partner Manager and IFS Academy to ensure that training plans are a part of the yearly business plans. Discounts vary based on partner tier. E-LEARNING IFS Academy Learning Center provides knowledge paths E-learning modules. This is open to all who have an IFS Academy Learning Center login. This newly developed elearning tool is built on an Oracle product called the Oracle User Productivity Kit (UPK). DEVELOPMENT TOOLS A comprehensive software development kit (SDK) and supporting documentation will be provided once specific certification requirements are met. We want to encourage your developers to create applications using our platform, and this can also be leveraged as a marketing tool. Additional fees, documentation and certifications may apply. EXECUTIVE BRIEFING SESSIONS Executive briefing sessions enable IFS and our most strategic partners to develop a more complete picture of how to deliver value to IFS customers. These partners also get to learn how IFS can be a more strategic partner and help them achieved the results they desire.

21 IFS PARTNER NETWORK PROGRAM GUIDE 21 NEW PARTNER APPLICATION PROCESS The IFS Partner Application Process helps IFS ensure that the partner organizations meet the same high standards of market knowledge, integrity and customer satisfaction IFS sets for itself. Each application goes through a process that may involve different parts of our business and or business units/divisions or regions. A supporting statement from an internal sponsor will add to, support and speed your application. Each application is carefully considered on the basis of how the partnership supports IFS and its partners to deliver the same high level of service we pride ourselves in. THE IFS PARTNER APPLICATION PROCESS INCLUDES THE FOLLOWING STEPS: Step 1. Complete the IFS Partner Application available from the Partner Network Office or via Step 2. Once the application has been submitted and reviewed, the IFS Partner Team will determine whether to accept or decline the application. Step 3. If an application is successful, IFS requires the prospective partner to complete a Non- Disclosure Agreement. The IFS Partner Team will work with the prospective partner to complete a Partner Framework Agreement and addenda appropriate to the type and level of partnership. Step 4. The IFS Partner Team will work with the partner to develop a joint business plan as appropriate to the level of membership. IFS reserves the right to approve or decline applications. Should you have any queries with regard to this process, please contact the IFS Partner Network Program Office.

22 ABOUT IFS IFS is a globally recognized leader in developing and delivering enterprise software for enterprise resource planning (ERP), enterprise asset management (EAM) and enterprise service management (ESM). IFS brings customers in targeted sectors closer to their business, helps them be more agile and enables them to profit from change. IFS is a public company (XSTO: IFS) founded in 1983 and currently has over 2,800 employees. IFS supports more than 1 million users worldwide from its network of local offices and through a growing ecosystem of partners. For more information about IFS, visit AMERICAS ARGENTINA, BRAZIL, CANADA, ECUADOR, MEXICO, UNITED STATES ASIA PACIFIC AUSTRALIA, INDONESIA, JAPAN, MALAYSIA, NEW ZEALAND, PHILIPPINES, PR CHINA, SINGAPORE, THAILAND EUROPE EAST AND CENTRAL ASIA BALKANS, CZECH REPUBLIC, GEORGIA, HUNGARY, ISRAEL, KAZAKHSTAN, POLAND, RUSSIA AND CIS, SLOVAKIA, TURKEY, UKRAINE EUROPE CENTRAL AUSTRIA, BELGIUM, GERMANY, ITALY, NETHERLANDS, SWITZERLAND EUROPE WEST FRANCE, IRELAND, PORTUGAL, SPAIN, UNITED KINGDOM MIDDLE EAST AND AFRICA INDIA, SOUTH AFRICA, SRI LANKA, UNITED ARAB EMIRATES SCANDINAVIA DENMARK, NORWAY, SWEDEN FINLAND AND THE BALTIC AREA ESTONIA, FINLAND, LATVIA, LITHUANIA COPYRIGHT 2015 INDUSTRIAL AND FINANCIAL SYSTEMS, IFS AB (PUBL). IFS AND ALL IFS PRODUCTS AND SERVICES NAMES ARE TRADEMARKS OF IFS. ALL RIGHTS RESERVED. THIS DOCUMENT MAY CONTAIN STATEMENTS OF POSSIBLE FUTURE FUNCTIONALITY FOR IFS S PRODUCTS AND TECHNOLOGY. SUCH STATEMENTS ARE FOR INFORMATION PURPOSES ONLY AND SHOULD NOT BE INTERPRETED AS ANY COMMITMENT OR REPRESENTATION. THE NAMES OF ACTUAL COMPANIES AND PRODUCTS MENTIONED HEREIN MAY BE THE TRADEMARKS OF THEIR RESPECTIVE OWNERS. IFS AB 2016 En Production: IFS Corporate Marketing, January 2016.