SALESFORCE PARTNER PROGRAM PROGRAM POLICIES Version Date:

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1 SALESFORCE PARTNER PROGRAM PROGRAM POLICIES Version Date: NOTE: Capitalized terms not defined in line in these Program Policies shall have the meaning ascribed to them in the SPPA. PURPOSE By accepting the SPPA in effect when a partner begins or renews its participation in the Partner Program, the partner agrees to participate in the Partner Program for the current Program Year in accordance with the terms of that SPPA, including these Program Policies. These Program Policies, including any materials linked to these Program Policies by URLs which are incorporated by reference herein, describe the policies and requirements relating to each partner s participation in the Partner Program. These Program Policies are current as of the Version Date set forth above and shall remain in effect to govern activities described herein until or unless they are superseded at this same URL by a more current version with a later Version Date. As the Partner Program evolves, Salesforce may update or modify these Program Policies in its sole discretion, with or without notice to partners beyond an adjustment to the Version Date. Any changes implemented by Salesforce s updates to these Program Policies shall apply to all activities and any transactions after the then-current Version Date, including any leads and opportunities registrations initiated by partners after that Version Date. These Program Policies are subject to and made part of the SPPA which each partner must accept in order to participate in the Partner Program. Each partner should read these Program Policies carefully as they contain the specific Participation Qualifications and Program Benefits applicable to each Program Type (as defined below and in the SPPA) as of the above Version Date. Capitalized terms not defined in these Program Policies have the meaning given to them in the SPPA. For more information about the Partner Program and to stay up-to-date with new and important policies and information, Salesforce encourages all partners to visit the Partner Community regularly. CONTENTS 1. The Partner Program and Primary Program Types 2. Program Types and Partner Program Levels 3. Partner Program Participation Qualifications & Partner Program Benefits 4. Referral Payments 1. The Partner Program and Program Types Salesforce manages the Partner Program around the following components: Program Types and Partner Tiers (if applicable to the Program Type) Participation Qualifications Program Benefits Nothing is more important to Salesforce s business success and reputation than trust. Trust is Salesforce s number one value. Salesforce works hard every day to earn this trust by conducting its business responsibly and ethically. Salesforce does not tolerate unethical or corrupt behavior of any kind. Salesforce values partners that share in this commitment, and it is Salesforce s clear expectation that each partner abides by the highest standards of ethical business and integrity. Salesforce may require any partner at any time to complete its then current standard Due Diligence Questionnaire and Compliance Certification, as part of the pre-qualification process for prospective partners and/or during a 1 of 10

2 given Program Year for participating partners. These are standard and important steps in the due diligence procedures established by Salesforce s anti-corruption policies and procedures. Salesforce reserves the right to accept or deny any application to the Partner Program and/or to deny any request for access to the Partner Community. Each partner will enroll as a participant in the Partner Program in one or both of the following primary Program Types: AppExchange Partner Program and/or Consulting Partner Program To enroll in one or both of the above primary Program Types, the partner selects one or both Program Types when it completes its Partner Lead Form. When Salesforce confirms that a partner may participate in the Partner Program for the current Program Year in an assigned Program Type, the partner becomes eligible to receive the Partner Program Benefits applicable to its assigned Program Type and Partner Tier. The partner may also have the opportunity to enroll in other Program Types and/or Partner Tier for which it later qualifies. Each partner must meet the Participation Qualifications described and/or referenced in these Program Policies applicable to its assigned Program Type and, if applicable, to its assigned Partner Tier. In order to continue to participate in the Partner Program during a Program Year, a partner must continue to meet the Participation Qualifications applicable to its assigned Program Type and Partner Tier throughout such Program Year. If at any time a partner fails to meet the Participation Qualifications for its assigned Program Type and/or Partner Tier, Salesforce may re-assign the partner to a different Program Type and/or Partner Tier, or terminate the partner s participation in the Partner Program altogether. 2. Program Types and Partner Tiers Salesforce offers several Program Types, some of which allow partners to participate in distinct Partner Tiers. Partners may only represent themselves as members of the Program Type in the Partner Tier (as applicable) to which they have been assigned and for which they continue to meet the Participation Qualifications. If a partner represents to a third party that the partner is enrolled in the Partner Program in a different Program Type and/or different Partner Tier than the Program Type and/or Partner Tier for which the partner qualifies, Salesforce may terminate the partner s participation in the Partner Program. The Program Types and Partner Tiers currently offered by Salesforce are briefly described below. PROGRAM TYPE AppExchange Partner Program SUMMARY DESCRIPTION Salesforce works with a variety of commercial independent software vendors (ISVs) and developers who build complementary and standalone applications. These applications may integrate and extend Sales Cloud, Service Cloud, or other Salesforce products and/or they may be applications that partners build to (i) run on the Salesforce Platform and (ii) distribute on a standalone basis. Salesforce invites ISVs to apply to participate as an AppExchange Partner in the Partner Program to leverage one or more of three available ISV reseller distribution models to support their specific go-to-market strategies. ISVForce: This model allows the partner to sell its application to existing Salesforce customers and expands listings for distributable commercial applications to include upgrades, trials, LMA (licensed management app), Sales Support, Aloha Apps, and API access for all editions in exchange for the payment of a fee calculated as a percentage of the net revenue (PNR) received by the partner for the sale of its application to existing Salesforce customers. 2 of 10

3 PROGRAM TYPE SUMMARY DESCRIPTION Force.com Embedded: This model allows the partner to target any potential customer (not just Salesforce customers) with commercial applications sold as part of a combined solution that includes embedded Force.com user subscriptions to support use of the partner s application by any customer on a standalone basis in a dedicated Salesforce Org or by Salesforce customers in their existing Salesforce Org. This model includes all of the technical benefits highlighted for ISVForce and requires the partner to pay a PNR-based fee on each sale of the combined solution. Full Force.com: This model allows the partner to target customers seeking to use the partner s custom commercial applications or other service deliverables by allowing the partner to resell embedded Force.com user subscriptions for use with the applications or service deliverables. This model includes all of the technical benefits highlighted in ISVForce and Force.com Embedded distribution models and requires the partner to submit service orders reflecting a per user/month fee for Force.com user subscriptions with at least one year subscription terms. Please note that the ISVForce, Force.com Embedded, and Full Force.com distribution models are NOT included as part of the Partner Program and are subject to a separate, additional application process and standalone partner agreement. Any partner interested in leveraging one of these distribution models should log a case in the Partner Community to obtain contact information for the applicable Salesforce ISV Account Executive who can provide the partner with more information about how to apply. Consulting Partner Program Salesforce works with leading professional services firms that provide a wide range of consulting expertise including implementation of software solutions, integrations to backoffice systems, process and change management, and strategic business services to help deliver Salesforce-based solutions to customers. Salesforce will review each new request to participate in the Partner Program as a Consulting Partner. Each partner that Salesforce approves for the Consulting Partner Program as a Consulting Partner will enter in the Registered Partner Tier. In the month following each of the quarterly periods ending April 30, July 31, October 31 during the current Program Year and January 31 for purposes of any mutually agreed renewal Program Year for each Consulting Partner, Salesforce will review the Consulting Partner s Participation Qualifications and assign the Consulting Partner to a Consulting Partner Tier based on the Consulting Partner s Value Score. This process is Salesforce s Quarterly Partner Evaluation when Salesforce undertakes its review in May, August and November and its Annual Partner Evaluation when Salesforce undertakes it review in February for purposes of a renewal Program Year. Salesforce s review of Participation Qualifications and assignment of a Partner Value Score to Consulting Partners is described in more detail in the Consulting Program Guide available via the Partner Community. Salesforce s administration of the Consulting Partner Program, including Salesforce s assignment of a Consulting Partner to a specific Program Tier, or to termination of a partner s participation in the Consulting Partner Program based on its review of the partner s Participation Qualifications, is at Salesforce s sole discretion. 3 of 10

4 PROGRAM TYPE SUMMARY DESCRIPTION There are five Partner Tiers in the Consulting Partner Program: Global Strategic Platinum Gold Silver Registered For renewing Consulting Partners, starting on February 1 of the new Program Year and continuing through the end of the month, Salesforce undertakes its Annual Partner Evaluation during which it calculates each renewing Consulting Partners Partner Value Scores based on its Program Qualifications from the prior Program Year. Salesforce will then assign each renewing Consulting Partner to a Program Tier for the renewal Program Year based on the Salesforce s newly calculated Partner Value Score for that Consulting Partner. Salesforce may assign a Consulting Partner to a Higher Partner Tier during a Quarterly Partner Evaluation during the Program Year based on the Consulting Partner s then-current Participation Qualifications. In such event, Salesforce will notify the Partner of its assignment to the Higher Partner Tier, and the benefits associated with the Higher Partner Tier will apply immediately to the Consulting Partner upon receipt of Salesforce s assignment notice. 3. Consulting Partner Program Participation Qualifications & Program Benefits Consulting Partners joining the Partner Program are required to meet criteria specified by Salesforce for the applicable Program Type and Partner Tier, as generally summarized below. Consulting Partner Qualifications Table 4 of 10

5 Consulting Partner Program Payment Policies Program Year March 1, 2015 to February 29, 2016 On or by March 1, 2015, Salesforce will notify eligible renewing Consulting Partners of the assignment by Salesforce to the Consulting Partner Program and a specific Partner Tier for the Program Year March 1, Feb 29, 2016 ( PY 2016 ). On or before April 15, 2015, each Consulting Partner that intends to renew its participation in the Partner Program in the Consulting Partner Program in the Salesforce-assigned Partner Tier must follow the Partner Program Enrollment Process instructions (located in the Partner Community) and complete the Payment Enrollment Form available at which set forth the Annual Program Fees associated with the Consulting Partner s participation during the Program Year in the Consulting Partner Program and assigned Partner Tier. On or before April 30th, 2015, Consulting Partners who intend to participate in the Consulting Partner Program must each execute an Order Form for the Annual Partner Program Fees associated with their Partner Tiers in order to participate in the Consulting Partner Program for the remainder of the current Program Year. For Consulting Partner seeking to join the Partner Program after May 1, 2015, following Salesforce s acceptance into the Consulting Partner Program and assignment to a Partner Tier, Salesforce will invoice the new Consulting Partner for the Annual Program Fees associated with the Consulting Partner s assigned Partner Tier, pro-rated for the remainder of the Program Year. The annual renewal date for all renewing Consulting Partners for an additional Program Year will thereafter be March 1 each year. Salesforce and the Consulting Partner must both agree to renew the Consulting Partner s participation in the Consulting Partner Program for each additional Program Year, which participation shall be governed by the then current Salesforce Partner Program Agreement (and the Program Policies referenced therein), including any then-current obligations to pay Program Fees for associated with its participation during the renewal Program Year. If a Consulting Partner pays an Annual Program Fee associated with an assigned Partner Tier and then as part of a Quarterly Partner review, Salesforce assigns the same Consulting Partner to a Higher Partner Tier, no additional Annual Program Fees will be due until the next renewal (if any), at which point the Consulting Partner must pay the Annual Program Fee associated with the Partner Tier to which Salesforce assigns the Consulting Partner for the renewal Program Year based on Salesforce s Annual Partner Evaluation. Consulting Partner Program: Accelerate Initiative. The Accelerate Initiative allows qualified Consulting Partners assigned to the Silver or Gold Partner Tiers to upgrade to the next Higher Partner Tier by signing new paperwork (and paying the difference in Program Fees). The Partner may then participate in the Consulting Partner Program at the next Higher Partner Tier for the remainder of the Program Year. Salesforce will only review applications for the Accelerate Initiative during the Annual Partner Evaluation (February) and the Quarterly Partner Evaluation in August. To qualify for the Accelerate Initiative, Consulting Partners must be ranked in the top 25th percentile of its current assigned Partner Tier (i.e., out of the 60 Consulting Partners assigned to the Partner Tier, the qualified Consulting Partner must rank in the top 15). A Consulting Partner s application must be approved by the Salesforce Partner Program leadership in its sole discretion. Common Partner Program Features Partners participating in multiple Program Types must meet the individual criteria (including any Participation Qualifications) for each Program Type, and if applicable, a Partner Tier. 5 of 10

6 Partners must be in sufficiently good financial standing to participate in any Program Type for which it qualifies. Partners in multiple geographical regions must meet the Participation Qualifications for their assigned Program Type(s) and applicable Partner Tier in each region. Partners must continuously adhere to Participation Qualifications applicable to their assigned Program Type(s) and Partner Tier for the duration of the Program Year. Salesforce reserves the right to review any partner s Participation Qualifications on a quarterly basis. In the event that Salesforce has good reason to believe that any partner has breached its obligations regarding adherence to applicable anti-corruption laws, Salesforce, in its sole discretion, may inspect and make copies of Partner s books, records, and accounts relevant to the potential breach. Such inspection may include interviews of relevant partner personnel. Salesforce s Senior Vice President of Partner Programs must approve, endorse, and manage any exceptions to the applicable Participation Qualifications for a given partner. Partner Program Benefits are tools and resources to help partners succeed as Salesforce partners. Depending on the applicable Program Type, these may include training and education, development, marketing opportunities, technical and program support, and sales materials. Partner Program Benefits are designed to support each partner s employees readiness and effectiveness in their roles using Salesforce products and solutions. A partner cannot extend any discounts or Partner Program Benefits to its customers Salesforce may offer a Consulting Partner the chance to participate in the Fullforce Initiative (as part of which Salesforce designates the Consulting Partner as a Fullforce Master and/or a Consulting Partner s product or solutions as a Fullforce Certified Solution). The following are elements of the Fullforce Initiative: o A Fullforce Initiative designation of a Consulting Partner or its products or solutions automatically sunsets after the earlier of (a) the non-renewal (for any reason) of the designated Consulting Partner s participation in the Consulting Partner Program at the end of the current Program Year or (b) the end of the Consulting Partner s first renewal Program Year, unless Salesforce expressly decides to extend the designation into the next renewal Program Year and so notifies the Consulting Partner. o Salesforce reserves the right to withdraw a Consulting Partner s and/or its products or solutions Fullforce Initiative designation at any time with or without cause upon written notice to the Consulting Partner. o Salesforce will provide the applicable Consulting Partner with at least 60 days notice if Salesforce elects to stop designating a Consulting Partner s product or solution as a Fullforce Solution. After the 60-day notice period, the Consulting Partner must stop using the Fullforce Solution logo in association with its product or solution. This will have no impact on the Consulting Partner s ability to apply for and go to market with other Fullforce Solutions or otherwise participate in the Fullforce Initiative in the future. o Leads (as defined in Section 4 (Referral Fees) below) that a Consulting Partner submits while participating in the Fullforce Initiative will be treated in the same was as any other Lead submitted by partners in accordance with Section 4 (Referral Fees) below. Detailed descriptions of Program Types, Partner Tiers and specific Partner Program Benefits, Participation Qualifications, and requirements for the two primary Program Types currently offered under the Partner Program (i.e., the AppExchange Partner Program & Consulting Partner Program) can be accessed via the URL link below and shall be considered incorporated into and made part of these Program Policies by reference as follows: for the AppExchange Partner Program for independent software vendors and developers: and for the Consulting Partner Program for systems integrators and consulting partners: 6 of 10

7 4. Referral Fees Regardless of the Program Type or Partner Tier in which a partner is enrolled in the Partner Program, any partner in the Partner Program may generate leads and customer referrals with the intent of closing business through Salesforce s direct sales organization (each such lead or referral that is submitted to Salesforce through the Partner Community is a Lead as used herein). Salesforce compensates AppExchange Partners and Consulting Partners which identify and refer netnew customers in the Mature Market (as detailed below) and net-new customers, add-ons and upgrades in the Emerging Market (as detailed below) by submitting a Lead in accordance with the qualifications outlined below solely provided that the partner generated the Lead in accordance with Salesforce s policies and procedures, including Salesforce s anti-corruption policies. An opportunity will be considered closed and the referring partner eligible for payment of a Referral Fee a payment based on the partner s Lead as of the date on which Salesforce receives a fully executed Order Form from the customer (the Opportunity Closing Date ). To be eligible for payment of Referral Fees, partners must at all times adhere to the terms and conditions of the SPPA, including these Program Policies (as updated from time to time). Salesforce does not pay Referral Fees to Consulting Partners assigned to the Global Strategic Partner Tier or the Platinum Partner Tier, except as follows: Salesforce will pay Referral Fees to a Consulting Partner assigned to the Platinum Partner Tier for a closed opportunity in an Emerging Market country that is associated with the Consulting Partner s Lead. Salesforce does not pay Referral Fees to any partners for referred or sourced business attributed to them in the United States of America or Canada. Notwithstanding the foregoing, Salesforce will pay Referral Fees to Consulting Partners assigned to the Registered, Silver and Gold Partner Tiers for closed Desk.com opportunities in the United States and Canada associated with their Leads. While any Consulting Partner may register a Lead and thereafter reference sourced ACV credit in the United States and Canada to help the Consulting Partner meet the Participation Qualifications for a Partner Tier, Salesforce will not pay Referral Fees to a partner based on any such sourced ACV unless it is based on a closed Desk.com opportunity. All Salesforce payments of Referral Fees to partners are subject to the following: Salesforce strictly prohibits partners from developing Leads using illegal, unethical, or improper means. In particular, Salesforce strictly prohibits bribery. Partners may not promise, give, offer, or authorize the provision of money or anything of value to anyone to improperly influence the award or retention of business, including generating Leads. A partner must be the first partner to submit a Lead using the Partner Community prior to opportunity close in order to be eligible for payment of Referral Fees based on the Lead. To be eligible for payment of a Referral Fee, a partner in EMEA must be eligible for at least $200 USD (or its equivalent in the transaction currency) in Referral Fee payments in that particular month; partners in all other regions where Salesforce pays Referral Fees must be eligible for at least $200 USD (or its equivalent in the transaction currency) in that particular quarter. The percentage used to calculate the applicable Referral Fee and payout cap for any eligible customer order is based on the customer s applicable Market Definition (e.g. Mature or Emerging). Each customer falls under a single Market Definition based on the country in which the customer entity placing the order is located. Please see the Referral Program Qualifications Table below for more details. If different partners each submit Leads for the same customer, only the first partner to submit a qualified Lead through the Partner Community will be eligible for Referral Fees based on a successful sale to the customer. A qualified Lead is a Lead that has been converted to an opportunity by Salesforce. Salesforce will determine the amount of Referral Fee payments based on the product tagged on the opportunity and purchased by the named customer. In the event that a partner submits a Desk.com 7 of 10

8 Lead and the opportunity ends up closing as a Service Cloud deal in the United States or Canada, Salesforce the partner would not get paid for that referral. Partners are responsible for the management of leads they submit. If a partner feels a Lead submitted through the Partner Community has not been timely reviewed and qualified or has been improperly processed or disqualified, the partner should submit a case through the Partner Community for review by Salesforce s partner support team in conjunction with Salesforce s direct sales organization. A partner must bring any concerns about a Lead or opportunity to the attention of Salesforce s partner operations team via a case submitted through the Partner Community within 30 days of the Opportunity Closing Date associated with such Lead or opportunity. Referral Program Qualifications Table Criteria Mature Market Emerging Market Market Definitions Full Salesforce sales coverage Limited local sales coverage by Salesforce GEO, Region & Country based on customer location Referral Fee Payment Calculation Includes countries within EMEA 2 and APAC 3 (and AMER for Desk.com only) regions based on Salesforce sales coverage as of the Version Date. 5 Salesforce pays Referral Fees to partner (i) calculated as 10% of 1 st year annual contract value (ACV) on orders linked to partner s qualified Leads; and (ii) based on orders linked exclusively to partner s qualified Leads and where the partner has limited or no joint sales role. Includes countries within EMEA 2 and APAC 3 and LACA 4 regions based on Salesforce sales coverage as of the Version Date. 7 Salesforce pays Referral Fees to Partner calculated as (i) 20% of 1 st year annual contract value (ACV) on orders linked to partner s Sourced Leads; and (ii) 10% on all orders linked to the partner s joint sales role. Note: Referral Fees are subject to the Referral Fee Caps described below 2 year Contracts Salesforce pays Referral Fees to partner for each order linked to a partner s qualified Lead based on 1 st year ACV only Add-on/Upgrade Revenue Public Sector 8 and Nonprofit Revenue Renewals Partner Involvement in Sales Cycle Salesforce does not pay Referral Fees to partners based on add-on or upgrade orders Salesforce does not pay Referral Fees to partners based on public sector 8 or nonprofit orders Salesforce does not pay Referral Fees to partners based on renewal orders Partner submits Lead only. Partner submits notice of qualifying deal through the Partner Community Note: Referral Fees are subject to the Referral Fee Caps described below Salesforce pays Referral Fees to Partner for each order linked to the partner s qualified Lead based on 1 st year ACV only If the business relationship with the customer continues, the referring partner can submit Qualified Leads via the Partner Community to earn Referral Fees on the customer s upgrade or add-on orders. Salesforce does not pay Referral Fees to partners based on public sector or nonprofit orders Salesforce does not pay Referral Fees to Partners based on renewal orders For joint sales role, partner must own a minimum of 50% of the sales cycle (as determined by the responsible Salesforce Account Executive) - Close sales campaign: 1. Sales Call 2. Perform needs analysis 3. Demo 4. On-site sales support 8 of 10

9 Criteria Mature Market Emerging Market Referral Fee Caps Minimum Threshold for Salesforce Payment of Referral Fee Referral Fees are capped at maximum amounts based on the transaction currency: USD = 5,000 (Note: except for Desk.com, Salesforce does not pay Referral Fees on orders booked in the USA and Canada) DKK = 30,000 EUR = 4,000 GBP = 3,500 AUD = 6,000 Salesforce will pay Referral Fees to a partner when the cumulative amount due for all closed deals referred by the partner exceeds: (i) $200 USD* in a quarter based on all eligible orders in Japan, Australia and New Zealand; and (ii) $200 USD* in a given month based on all eligible orders in EMEA. *or transaction currency equivalent Referral Fees are capped at maximum amounts based on the transaction currency: USD = 150,000 (Note: Salesforce does not pay Referral Fees on orders booked in the USA and Canada) DKK = 900,000 EUR = 120,000 GBP = 105,000 AUD = 180,000 Salesforce will pay Referral Fees to a partner when the cumulative amount due for all closed deals referred by the partner exceeds (i) $200 USD* in a quarter based on all eligible orders in APAC and LACA; (ii) and exceeds $200 USD* in a month based on all eligible orders in EMEA. Replacements Salesforce does not pay Referral Fees to Partners based on replacement orders 7 Minimum Salesforce will not pay a Referral Fee on orders with less than a one year subscription Subscription Term term. If an order is for less than one year, payment of Referral Fees is at Salesforce s sole discretion. Minimum Deal Size Certification Requirement Applicable to Which Salesforce Direct Sales Groups At least one User Subscription Consulting partner must have at least one certified consultant or certified developer who is a full-time employee. Note: a certified contractor (or contractors) engaged by a partner on a full- or part-time basis does not suffice to meet this requirement. Corporate Sales and Field Sales Notes: 1 AMER means, generally, the region consisting of United States of America and Canada. 2 EMEA means, generally, the region consisting of countries located in Europe (including Russia and other CIS countries, the Middle East and Africa. 3 APAC means, generally, the region consisting of Asian countries (excluding Russia and other CIS countries, Turkey and countries located in the Middle East), Pacific Island nations and territories and countries located in Oceania 4 LACA means, generally, the region consisting of countries located in the Caribbean and in the Americas south of the United States. 5 A partial country listing for the Mature Market is below. A partner interested in a specific country designation should submit a case via the Partner Community. 6 A partial country listing for the Emerging Market is below. A partner interested in a specific country designation should submit a case via the Partner Community. 7 A Replacement order is any order that generates replacement revenue, which is a combination of add-on and renewal revenue. An example would be if a customer replaces its current Order Form with a new, higher value Order Form. 8 Public sector means any government (including any agency or department thereof), political party, enterprise owned wholly or in part or controlled by a government, and public international organization (such as the World Bank), as well as any other entity or person acting on behalf of any such government, political party, enterprise, or public international organization. Salesforce will reject any and all Leads submitted by a partner if the partner is an employee of the prospective customer referenced in the Lead. To be eligible for payment of Referral Fees, a partner s Lead must result in a direct Salesforce order from the customer (i.e., the customer executes an Order Form) within six months of when the partner submitted the Lead. If a partner s Lead results in an order that goes through a Salesforce reseller, the partner that submitted the first Lead for the deal resulting in the order may submit a case via the Partner Community asking Salesforce to make an exception regarding payment of a Referral Fee for the deal. Internal User Subscriptions. Partners may submit leads through the Partner Community for internal use User Subscriptions. Salesforce will not pay Referral Fees to a Partner based on revenue associated with sourced opportunities for internal use User, but Salesforce will credit the partner such revenue as ACV to help the partner meet its annual ACV requirements based on its Partner Tier. 9 of 10

10 Salesforce s individual classification of a country as being part of a defined Market may change from time to time in Salesforce s sole discretion. The following is a partial country and market listing for each Market Definition as of the Version Date: Mature Market Australia, Japan, New Zealand, as well as some countries in EMEA, including Andorra, Austria, Belgium, Denmark, Finland, France, Germany, Greenland, Iceland, Ireland, Italy, Liechtenstein, Luxembourg, Monaco, Netherlands, Netherlands Antilles, Norway, Portugal, Spain, Sweden, Switzerland, and the United Kingdom Emerging Market All Latin America Countries, Asia Pacific Countries (excluding Australia and New Zealand), countries located in the Middle East and Africa (including Russia and CIS countries) and all of Europe (excluding those countries listed as part of the Mature Market above) Sales are prohibited and Salesforce will not pay any partner any Referral Payments based on Leads submitted for end customers located in the following sanctioned countries (including any additional countries added to lists maintained by the Office of Foreign Asset Control (OFAC)) or individuals on Specially Designated Nationals lists or other denied parties lists: o Cuba o Sudan o Iran o North Korea o Syria o The Crimea Partners with questions or which are in need of further assistance should submit a case via the Partner Community. 10 of 10