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2 Table of Contents Table of Contents Overview & Presentation Partner Communications Partner channels Kiuwan Representatives About Kiuwan Partner Types Technology Partner Reseller and Consulting Partner Referral Partner (Agents) Partner Benefits and Requirements Benefits Requirements Kiuwan Subscriptions Editions Free Trial One Shot Basic, Professional and Enterprise Consulting Partner Services Certification Report Implementing Kiuwan into customer environments Rules Development Initial Software Assessment Training Advance Source Code Security Audit Development and calibration of Kiuwan Software Model Setting collaborative environments Application Management Office Solution Other services Managed Services On boarding Process

3 10 Deal Registration Free Trial One Shot: Monthly payment Basic, Professional and Enterprise Unknown application size Registration Process Resources Partner Portal Sales Resources Marketing Resources Educational Services Kiuwan Sales Process

4 1 Overview & Presentation Welcome to Kiuwan s Partner Program. This document is intended to provide all Partner stakeholders (e.g. sales persons, sales engineers and management) an overview of Kiuwan and the Kiuwan Partner Program. Knowing who to contact at Kiuwan and how to reach them is vital to your business. Kiuwan contact information will be available to you through this guide and the Kiuwan Web Site. If you have a question about who to contact, please call or me. Dolores Ruzafa Kiuwan Partner Program Manager Optimyth Solutions, S.L.U. Tel: Mob: dolores.ruzafa@optimyth.com 4

5 2 Partner Communications As a valued Partner, you play an integral role in the success of our company, and making sure you receive timely, regular and relevant communications is an essential part of developing and maturing our partner relationship. 2.1 Partner channels We will utilize various methods to communicate company and product information to you and to help support your knowledge requirements. They will include using different tools: Partner Newsletter, Partner Page on Kiuwan website, our Partner Portal, , Webinars, Social media (LinkedIn, Twitter and Facebook), Skype or the phone. 2.2 Kiuwan Representatives There are several points to take into account so that this venture starts as smoothly and efficiently as possible. The details will be threshed in the next chapters, but first let us introduce the Kiuwan representatives that will help you in every task: Dolores Ruzafa (dolores.ruzafa@optimyth.com), the International Partner Program Manager. Your Partner Account Manager (PAM), that will be your point of contact with Kiuwan organization, and will take care of the sales opportunities, helping you with giving the material and support you need, managing with you the possible objection handling, etc. Javier Salado (javier.salado@optimyth.com). He will be your marketing contact, ensuring that: your logo will be placed in our partner page, the landing-page to register the opportunities of your endusers is setup, a press release is published announcing your enrollment, etc. 5

6 3 About Kiuwan Kiuwan is the next generation solution for Software Analytics in the Cloud. It allows you to know software risks, technical debt, security flaws, performance issues or creates for it automatic action plans and analyzes their progress. With Kiuwan Software Analytics, you can make better decisions, make them faster and execute better! Kiuwan allows IT Departments to continuously measure and analyze the main software indicators of their applications and it is a new way to: Know the exposure of their applications to development risks. Know the global health of their organization s software. Help you rationalize development effort based on the software analytics. Measure and analyze all their applications the same way, regardless the technology. Assess software indicators and security beyond testing. Find out what is wrong with their software and how to fix it. Make software analytics an integral part of their software development life cycle. Be part of a community of people that care about software governance. Visit to dive in more details about all these capabilities. Kiuwan supports a broad range of languages and technologies: Objective-C, Java, JSP, Javascript, PHP, C/C++, ABAP IV, Cobol, JCL, RPG, C#, PL/SQL, Transact-SQL, SQL, ORACLE FORMS, VB 6, VB.Net, ASP.NET, Android, Hibernate. Customers buy the Kiuwan service based on the following parameters: Edition (Basic, Professional, Enterprise or Pay per Use). The number of applications (software projects) they want to analyze and the total size (in Lines of Code or LoCs) of these applications. Time they wish to maintain their subscriptions. Optimyth charges for the size of the applications, not for the number of analyses they run. Customers can analyze every day 1. 1 With a limit of 3 times per day and application. 6

7 4 Partner Types 4.1 Technology Partner Global technology SaaS or Cloud providers of different categories like: SDLC (Software Development Lifecycle), ALM (Application Lifecycle Management), APM (Application Performance Management), PPM (Project Performance Management), SQA (Software Quality Analysis) & Testing, Bug Tracking, Security Testing, SCM (Source Code Management), Continuous Integration, DevOps... Organizations in this category will have the opportunity to extend their solutions with Kiuwan functionality, offering this combination to both, legacy and new customers or business partners. The program includes technical support to make viable the integration, sales and product training or joint marketing programs. A shared business plan may be discussed with each partner, based on the particularities of the joint service offered. 4.2 Reseller and Consulting Partner Experts in understanding the software analysis and measurement market and make professional services around it, which can greatly benefit adding Kiuwan capabilities into their portfolio. Organizations in this category will have the opportunity: a) To resell Kiuwan solutions to prospects and their client base and/or b) To apply and extend their consulting knowledge of enterprise professional service solutions in the field of software measurement, analysis and certification, leveraging Kiuwan functionality in their customer s base. The opportunities must be officially registered through the Kiuwan Deal Registration process. The program includes sales and product training, joint marketing programs and attractive discounts to resale Kiuwan subscriptions. 4.3 Referral Partner (Agents) They refer qualified leads to Kiuwan (not contacted by other partners or by Kiuwan previously). They do not hold Kiuwan demos. Organizations in this category will have the opportunity to refer the Kiuwan solution as part of their own solution for their client base. The program includes an attractive referral fees based on the partner s association with the account. All referrals must be officially registered through the Kiuwan Deal Registration process. 7

8 5 Partner Benefits and Requirements Partner Benefits and Requirements can be found on our Partner Agreement Contract and some general details are included in this chapter. Previously, Partner would be able to see Kiuwan and analyze its potential benefits and, then, both parties should sign a NDA. Please refer to both documents to help you understand both the benefits and requirements associated with your partner type. Specific benefits and requirements vary by partner type, partner level and region. Questions regarding this can be addressed to either your Kiuwan Partner Account Manager or Dolores Ruzafa (dolores.ruzafa@optimyth.com). 5.1 Benefits Comprehensive technical and sales enablement program to maximize early-win opportunities. Complete set of on-line services to access sales, support and marketing tools and information. Marketing programs and campaigns to build and maintain strong business pipeline. Sales productivity tools to capture sales opportunities, monitor business pipeline and track customer information. To apply and extend Partner consulting knowledge of enterprise professional service solutions. Guidance from Kiuwan Partner Account team to help partners close larger, more complex opportunities. Partner mentoring activities to help partners to develop Kiuwan service practices more quickly and profitably. Competitive margins on the resale of Kiuwan. Wider market and visibility through cross-references. A more complete combined solution in the cloud (reselling them or through OEM agreements). Common customer references. Common Technology Partners. Common Marketing activities. Increase technical knowledge on software quality. Influence Kiuwan roadmap. 5.2 Requirements Joint Business Plans. Revenue-driven performance targets. Training of sales and Technical staff. Compliance with KIUWAN corporate brand guidelines. Development of joint success stories. Fulfillment of first-line support (only for Kiuwan Partners category). 8

9 6 Kiuwan Subscriptions Editions 6.1 Free Trial For those who want to try Kiuwan or for a very small use of it. This user can have an account for free during a two-week period and access to all Kiuwan functionalities. 3 Applications under 25,000 Lines of Code. Can analyze every day for free 2. As Kiuwan Partner you have access for 1 year. 6.2 One Shot Customers who need to analyze more than 3 times or bigger applications. Oriented to small & medium companies or occasional use ( one-shot oriented). Prices can be obtained on the Partner Portal price calculator: The customer or you can request a quote directly on the web. Partners are paid commission as per Partnership Agreement. 6.3 Basic, Professional and Enterprise For medium and big customers with particular needs. Annual subscription. An invoice on demand. The customer can be invoiced directly by Optimyth or by the Partner. Prices can be obtained on the Partner Portal price calculator: 2 Up to 3 analyses for the same application in one day. 9

10 7 Consulting Partner Services Kiuwan is by far the most usable and flexible solution in its category, but there are situations where, for successful implementation, the use of Professional Services are required. This gives the Partner the possibility to apply and extend their offer, generating new business opportunities. These services allow multiple Kiuwan deployment scenarios with customers: a) The customer purchases a Kiuwan subscription and in addition hires the Partner s services to maximize the use of Kiuwan. In this case, the end customer is the Kiuwan Partner s customer who benefits from the sale (commission) and service fees. b) The client requests a service to the Partner and the Partner purchases the appropriate Kiuwan subscription from Optimyth for this service (Manage Service Provider). In this case, the end customer is the Partner, who can markup the subscription price as they see fit. No commission is paid for these subscriptions. Examples of services demanded by Kiuwan s customers are described below. 7.1 Certification Report For a one-shot code analysis of a selected application, in order to deliver a requested report. This report may be of general nature or focused on specific characteristics (reliability, performance, security, maintainability...). The service performs the necessary adjustment to the software model that applies, performs the analysis and attaches Kiuwan reports. Partner can give a qualified assessment based on their knowledge and specific customer application. 10

11 7.2 Implementing Kiuwan into customer environments A Service to assist customers in the implementation of Kiuwan in their operating environment. This may involve: Integration with local repositories, continuous compilation systems or supplier s deliveries systems. The creation of applications, portfolios and users on Kiuwan. API Integration to include Kiuwan s information to other tools; conducting pilots. Etc. 7.3 Rules Development With the use of the rule editor, Partners with expertise in programming and code analysis can develop customized rules that might not be in the Kiuwan library for their clients. 11

12 7.4 Initial Software Assessment For customers who want to see the benefits of Partner Solutions and want an evidence of the robustness, efficiency and security of their software. This service provides a software assessment of the customer application portfolio. This gives the customers a global view of their initial risk status, technical debt, security, maintainability... allowing for corrective management actions, improve new evolutionary, revise suppliers agreements, etc. Partner experts will provide the following over the course of 4 weeks: A full report on the robustness, safety and security of customer code base (max. 10 Apps). Calculated ROI of the best Kiuwan subscription to fit customer needs. A dedicated one-day training session for customer engineers, run by partner experts. These reports can be directed to the different client roles: CIO, QA Manager, Development Manager, IT Manager, Project Manager, taking advantage of the various dashboards that Kiuwan default features for each. 12

13 7.5 Training Service to train different customer s profiles in Kiuwan s functionalities (CIO, Head of QA, Architects, CISO, Project managers, developers) in the capabilities and benefits Kiuwan can bring into their work. 7.6 Advance Source Code Security Audit A service based on customer standards, partner expertise and Kiuwan, with two possible options: Pre-Release Audit: Before a customer release. Partner experts will send the customer the most comprehensive safety & security report possible, including a list of all bugs that were lurking in customer source code, waiting for their inevitable transformation into security breaches or uncontrolled behaviors. Subscription-Based Audit: each month, Partner s team of experts will examine customer code base over the course of one or two days, helping them to improve their code base regularly without disturbing their existing development processes. 7.7 Development and calibration of Kiuwan Software Model Kiuwan provides thousands of rules and nearly hundreds metrics. Even though, Kiuwan provides, by default, a standardized software model, customers usually need to have specific models for different categories of applications or projects. Although Kiuwan provides a powerful utility for managing these models, it is possible that the client does not have staff with enough knowledge, expertise or experience to make develop, calibrate and evolve these models. This service takes care of it. 13

14 7.8 Setting collaborative environments Development teams face small 'Time to market', without room to establish long cycles of testing, quality or security assurance. Increasingly concepts like continuous development, continuous testing or continuous quality and security are implemented. Only Kiuwan architecture adapts to an organization with different development centers geographically distributed: Code is analyzed at the development location or the delivery place and gives visibility of the results to the members of the organization. Kiuwan is replacing competition because its cost is less than the cost of maintenance of other solutions. This service helps to establish and implement customer configuration that best suits your needs and optimize their resources. 7.9 Application Management Office Solution This solution combines one or more of the above services together with the Kiuwan subscription, as a continuous service, in an outsourcing or in-house modality, including quality office, security office or both. Management DEFINITION QUALITY & SECURITY MODELS IMPLEMENTATION Certification Application Mngmnt. Office Quality&Security Governance TECHNOLOGY MODEL OPERATIONAL MODEL Tests & Audits EXPLOTAITION 14

15 Solution capabilities may comprise one or more of the following: Initial Software Assessment (described below), for the whole customer application portfolio. Definition and calibration of the models to validate architecture and normative compliance of the client and the standards and market best practices. Continuous evaluation of software indicators, security and technical debt of customer applications. Metrics Definition and analysis. Defining metrics based on the established objective improvements, monitoring and analysis of these metrics and identifying action plans to achieve the objectives (performance, security, maintainability). Provide dashboards for the government of the applications portfolio. Reports to different users, with updated information about software indicators. Automating processes to facilitate solution productivity (Operational Model) Technical Integrations with technological platform client tools. Training of the personnel involved in this process. Statistical information and SLA regarding the use of the service. 15

16 7.10 Other services There are many other services that can be added to this list or used to enrich one of the mentioned before: Detection and configuration of false positives after performing the analysis. Periodical revision of the portfolios and quality models for new rules that should be included or changed in priorities. Detailed reports generation with decision making information in the quadrants in regards to developments, improvements in quality or increase in the risk sector. Implement "secure code" best practices initiatives. Automating risk detection and security vulnerabilities in the code. Develop remediation plans. Etc. 16

17 8 Managed Services For those Consulting Partners that want to use a Kiuwan subscription to provide services for their customers, it is allowed following these guidelines: Partner will use different Kiuwan Accounts for every customer. Partner presents and shows customer Kiuwan services as part of Partner Service Offering, but not as separate. Partner notifies the opportunity to Kiuwan, and requests a quote to their assigned Kiuwan PAM. To prepare the quote, is necessary to know the number of applications and the total size (in LoCs) of the applications that customer will host on the Kiuwan Platform, independently of its technologies 3. Partner obtains the price for the demanded subscription directly on the partner pricing calculator page. It can increase this price to its will. If partner is going to analyze a number of customer applications, the Kiuwan Account must be configured by at least that number of applications. Partner sends the quote and negotiates with customer. With a signed order, partner send billing data to Optimyth representative: Partner name, Customer complete data, Billing Account, Order Date, Service Date, Size in KLOCS Customer is invoiced by the Partner and, after that, Optimyth invoices Partners the price in the partner pricing calculator page, deducting its commission in supplement I of the Partner Agreement. Partners make bank transfer of the amount invoiced. Partner Kiuwan Account for that customer is activated. Intentionally misuse of these guidelines may result in an account freeze or may be grounds for termination of the partnership agreement. 3 There are document and presentation materials to help partners with this task. 17

18 9 On boarding Process To start working with Kiuwan, we aim to make this process as quick and simple as possible. Please, follow these steps: 1. Receive our Kiuwan Welcome letter. After signing the Partnership Agreement, the contact person in your organization will receive a letter with all this information and the user and password to access to the Kiuwan Partner Portal. 2. Activate your Partner Account. Go to the Kiuwan site and register as a free trial user, using the following format: kiuwan-demo@partner-domain, and communicate it to your Kiuwan Account Manager. Within hours, we will transform that account into a 1-year trial account that will let you use Kiuwan internally, and to show it to your customers. 3. Go to the Partner Portal. Explore the contents and familiarize yourself with them. Please let us know of any suggestion or improvement that you consider. 4. Start using the Kiuwan Price Calculator on the Sales page of the Partner Portal. 5. Give us your logo. To put it on our website, and publish the Kiuwan logo on your Product or Technology Partners pages of your website. 6. Set-up your exclusive landing page to easily identify the end-user coming from you. 7. Work with us to write a press release that will be published on both websites. 8. Fix the best dates for sales, technical and support training with your Kiuwan PAM representatives. 9. Start working with sales opportunities. Register them either through Partner Landing Page or through your PAM. For anything else or any of the above, please feel free to contact Dolores Ruzafa, as we are committed to give full support to our Partners. 18

19 10 Deal Registration In order to receive proper recognition and compensation for your work, our Reseller, Consulting and Referral Partners are required to register their deals. Kiuwan will prepare a specific Partner Landing Page that will allow to recognize Partners deals or depending on the Kiuwan subscription type, Partners can register their deals sending the Client information to their Kiuwan PAM or to Dolores Ruzafa Free Trial Customer registers directly from Kiuwan website with a valid address. Nor Bank Account Data required. There is no commission for Partners One Shot: Monthly payment Prices can be calculated by partners with website pricing info. Customer wanting to analyze more than 3 times. Customer is charged up front and have unlimited use for one month Basic, Professional and Enterprise Partner presents and shows customer Kiuwan services and is asked for a quote. Partner notifies the opportunity to Kiuwan, and requests a quote to their assigned Kiuwan PAM. To prepare the quote, it is necessary to know the number of applications and the total size (in LoCs) of the applications that customers will host on Kiuwan Platform, independently of its technologies 4. Partner obtains the price for the demanded subscription directly on the partner pricing calculator page. It can increase this price to its will. Partner sends the quote and negotiates with customer. With a signed order, partner send billing data to Kiuwan PAM: Partner name, Customer complete data, Billing Account, Order Date, Service Date, Size in KLOCS Typically, customer is invoiced by the Partner and, after that, Optimyth invoices Partners the price on the partner pricing calculator page, deducting its commission in supplement I of the Partner Agreement. Invoicing and billing details are included in the Partner Agreement doc Unknown application size In the case that customers are not able to provide their application sizes, please contact with your PAM, who will help to prepare the quotation. 4 There are document and presentation materials to help partners with this task. 19

20 10.5 Registration Process All registered deals will be evaluated by Kiuwan PAM within 1-2 business days of submission and Partner will receive an from Kiuwan, notifying them when their deal has been approved or denied. If a registered deal is denied, the Partner will receive an explanation from Kiuwan. For a registered deal to remain effective, a partner must communicate with their assigned Kiuwan PAM on weekly to bi-monthly basis about the progress of their deal. If no activity or communication about a registered deal takes place for one month, Partner will be notified that the Registered Deal is in jeopardy of being made inactive. Active registered deals will remain in effect for a period of 30 days. If the registered deal does not close within this time period, the Kiuwan PAM will mutually determine with Partner whether to extend the registered deal for a new period. 20

21 11 Resources 11.1 Partner Portal Partners can access to it through Kiuwan Website: Once inside, you can navigate through the different pages that allow you to access tools and information in these categories: Products Sales Marketing Professional Services Training Management 21

22 11.2 Sales Resources Kiuwan has developed many useful sales tools to assist you in the selling process. These tools can be accessed by Kiuwan PAM. An example list of sales tools is as follows: Sales and Technical Training Deal Registration process ROI Checklist ROI Calculator Public Ranking Page Price List Competitive Intelligence Sales Presentations 11.3 Marketing Resources You will have marketing support contents and material that will be updated regularly and send to your marketing representative that include: Product Datasheets Presentations Case Studies White Papers Articles Webinars (recorded and online) Partner logo 2-Minute Solution Video = for use on your website, during prospect presentations or at events Educational Services All Kiuwan Referral, Reseller and Consulting Partners are required to become certified and take the following course: Kiuwan Core Concepts For Consulting Partner, there are other desirable courses, like: Kiuwan Rules API 11.5 Kiuwan Sales Process The major steps in the typical Kiuwan feet-on-the-street sales process are: Funneling and Qualification. Product & Corporate Presentation: WebEx or live. Technical Evaluation. Activate a Free Account. Business Justification and Negotiation. Contracting. 22

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