PARTNER PROGRAM. How to Work with DataCore Software. Partner Program Guide for Distributors & Partners. General Overview

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1 PARTNER PROGRAM HANDBOOK How to Work with DataCore Software Partner Program Guide for Distributors & Partners Contents How to Work with DataCore Software Partner Program Requirements Training & Certifications Benefits Partner Level Benefits Standard Programs Partner Portal Getting Started Opportunity Assignment Process Lead Registration Processes Partner Portal Sales Tools Software for Partners Partner Portal Marketing Tools Fund Claims & Requests Order Processing DataCore Worldwide Office Locations and Contacts General Overview DataCore TM Software provides software-defined storage solutions that enables companies to radically improve the efficiency, performance and availability of their storage infrastructures through virtualization. Customers worldwide use DataCore s flagship product, SANsymphony -V storage virtualization software to overcome storage cost, capacity, performance and availability challenges inherent in desktop and server virtualization projects. DataCore s solutions work across all major storage hardware products and have been proven in more than 20,000 deployments worldwide, for customers ranging from Fortune 500 companies to small businesses. Although results may vary, after deploying DataCore s storage virtualization software solutions, customers have reported 90 percent capacity utilization, nearly 100 percent availability, more than a 400 percent increase in performance, and dramatic gains in administrative productivity, all while realizing substantial cost savings. The How to work with DataCore document is provided to you as a reference to assist you in the day to day management of your operation. Reproduction or distribution without written authorization from DataCore Software Corp. is prohibited. DataCore reserves the right to modify or terminate any of the programs and promotions listed in the How to work with DataCore document at any time upon notice and in its sole and absolute discretion. Additional terms and conditions may apply. Please contact your DataCore approved distributor for additional details.

2 Partner Program Program Requirements Authorization to Resell DataCore Products When you become a DataCore Partner, you are among a select group of resellers authorized to procure DataCore solutions from our authorized distributors, each of which has made the investments and commitments to partner excellence required by the Partner Program. Basic Requirements to Resell DataCore Software Products: If you wish to resell a DataCore product, you simply request a quote and purchase the software from a DataCore-authorized distributor that covers your geographic region. You can find the most current list of distributors at the DataCore Worldwide Partners Page. You can access the Quick Start sales and marketing resources for solution advisors directly from the DataCore web site, get basic DataCore Sales Professional (DCSP) training or you can work with an authorized DataCore distributor to get further training. Advanced services required to implement DataCore products in more mission-critical configurations may only be fulfilled by solution providers that are certified by DataCore in that discipline. Generally, the certification requirements are associated with multi-node configurations that involve two or more collaborating servers running DataCore software to achieve business continuity, remote site disaster recovery and/or scalability. Resellers wishing to provide these advanced implementation services to their clients have two choices: Become certified by DataCore to fulfill those implementation services, or Purchase those services through a DataCore-authorized distributor Complete the Partner Program Application Once the application is jointly approved, your DataCore team will work closely with you to analyze your business goals, develop a strategy, and plan for your success. DataCore Certifications DataCore Partners are expected to have expertise in our storage virtualization solutions, requiring that your sales and technical staff complete and refresh certifications on DataCore solutions. DataCore Champion DataCore Partners will designate a DataCore Champion to be the single point of contact for Lead Distribution, Product Updates, Marketing News, Portal Training and any other pertinent information that needs to be distributed to your sales and technical teams to assist them in marketing, positioning and selling DataCore solutions. Many DataCore distributors offer professional services through their in-house DataCore-certified personnel, as well as through independent, servicesonly providers certified by DataCore to render those services. If a servicesonly provider is not available to cover your needs, then another DataCorecertified solution provider may be requested to render the services. DCIE Requirement for Professional Services In order to offer professional installations services for DataCore non-entry level implementations of more than one node, solution providers are required to achieve DataCore Certified Implementation Enginner (DCIE) certification. This ensures a high level of competence with DataCore s software, ensures that DataCore s best practices are followed, which ultimately leads to succesful implentations and therefore happier end users. The steps to becoming a DCIE can be found on the following page in the Certifications section. 2

3 Training Certifications Training & Resources DataCore offers a full range of training classes to ensure that partners are well equipped to position, scope, implement and upgrade solutions based on our storage virtualization software. Online as well as traditional instructor-led classroom training formats are available. General Overview: DataCore To ensure successful project implementations, customers often select Solution Providers based on proof of well established DataCore certifications. Partners are required to complete full range of certifications and offers online as well as instructorled classroom formats. Webinars: DataCore holds regular Webinars which provide an easy and convenient way to train your staff without leaving the office. To register go to Software/Closer-Look/webcasts.aspx All DataCore partners have the opportunity to participate in DataCore s SANcollegeSM online training program. Visit and click on training calendar to see upcoming training sessions. DataCore partners can also benefit from instructor-led classroom training. Visit and click on training locations to find your nearest SANcollege classroom. DataCore Certified Sales Professional (DCSP) - This online course is free to Partners and all that is required to get started selling DataCore storage virtualization software. To get started, simply visit our Sales Resources section on the DataCore Partner Portal, review the content, and take the online test. DataCore Certified Solution Architect (DCSA) - The DCSA curriculum is also free and delivered online and intended for technical pre-sales & post-sales professionals seeking greater knowledge on how to architect and design DataCore solutions. Note: DCSP (DataCore Certified Sales Professional) is a prerequisite for DCSA. DataCore Certified Implementation Engineer (DCIE) - The DCIE curriculum is a three day, on-site, instructor-led course intended for technical, post-sales professionals responsible for the installation, implementation and support of DataCore solutions. The steps to becoming a DCIE include: 1. Attend a training course. For more information, visit training and click Training Calendar. Here you will find the dates and locations of training courses, as well as the necessary web-based presentations. 2. Pass the DCIE certification test. After taking the training course, submit a request to take the associated exam by sending an to [email protected]. 3. Subscribe to the DCIE Installation Documents. You will find these in the Support section of the DataCore website, by clicking FAQs. 4. Successfully complete a DCIE shadow engagement under the supervision of a DataCore-authorized trainer. This exercise validates that the individual follows proper site planning, installation and functional testing procedures. 3

4 Partner Benefits Partner Profile DataCore extends special privileges to sales and service organizations who demonstrate an ongoing commitment to solutions based on DataCore products. As with any partner program, your organization must complete a few prerequisites to qualify for specific benefits. You may encounter minor variations in the benefits and prerequisites between different geographic locations that are consistent with market differences. The DataCore Partner Program provides a wide range of benefits for its members. A DataCore Partner of any level has access to all of the following benefits below. Specific benefits entitled to partners dependent on partner level can be found on the next page. Authorization to Resell DataCore Products When you become a DataCore Partner, you are among a select group of companies authorized to procure DataCore products and services from our authorized distributors and resell them to your clients. Lead Registration Eligibility To reward and protect our Partners, DataCore offers a generous discount on software, based on being the first to bring DataCore into a net new opportunity. Sales and Technical Certifications DataCore offers its Partners a full range of training classes to ensure that they are well equipped to position, scope, implement and upgrade solutions based on DataCore storage virtualization software. Complimentary online web-based training as well as traditional instructor-led classroom training formats are available. Partner Portal Access DataCore Partners have exclusive access to content and resources not available on the DataCore external web site, including white papers, solution briefs, technical documentation, training and competitive tips. Channel Development Funds DataCore Partners have access to Channel Development Funds (CDF) aimed at helping them grow their DataCore solutions business. CDF can be used to fund campaigns and events designed to help you generate additional sales opportunities. Funds are made available on a proposal basis, through a joint sales and marketing plan. Lead Distribution DataCore understands the value of qualified sales leads and conducts frequent demand generation activities resulting in qualified leads for distribution to our Partners. Candidate partners for the DataCore Partner Program are solution providers, value added resellers, and system integrators who meet the following criteria: Focused on virtualization and storage providing sales and services Specialized in both pre- and postsales design and implementation of storage infrastructure Willing to complete required DataCore sales and technical certifications 4

5 Partner Level Benefits Benefits under the DataCore Partner Program are structured into three (3) levels corresponding to how much DataCore business you influence and your demonstrated competency with DataCore solutions. As with any partner program, your organization must complete a few prerequisites to qualify for specific benefits. You may encounter minor variations in the benefits/prerequisites between different geographic locations consistent with market differences. Please refer to the table on the following page for highlights. Please contact your local DataCore authorized distributor or [email protected] for more specific information on partner benefits or specific partner level requirements by country. Level 1- Business Partner Your organization must meet the following requirements to be considered a Business Partner: A minimum of 1 individual on staff with a current DCSP certification Benefits: May resell DataCore software licenses May resell DataCore maintenance / support renewals Access to the DataCore Partner Portal (a partner-oriented online repository for additional sales and marketing resources) Lead registration privileges with attractive discounts Partner logo linked to partner s web site included on DataCore Worldwide Partners Page Eligible to receive funds for joint marketing activities Eligible for standard promotions and programs *Certified Business Partners require an individual on staff with a current DCIE certification. Level 2- Silver Partner Partners wishing to advance to the next partner level or offer their own professional services associated with DataCore software licenses must meet additional criteria: Have an individual on staff with a current DCIE (DataCore Certified Implementation Engineer), DCSP and DCSA certification Meet Quarterly and Annual sales targets (MSRP) of DataCore software Business Partner Benefits plus: Eligible to receive leads from DataCore marketing campaigns Access to NFR software Eligible for joint press releases and case studies Access to a DataCore partnerrelationship manager and technical liaison Eligible for perferred pricing on internal use license Level 3- Gold Partner Solution Providers demonstrating proven skills and success promoting and delivering DataCore products may become a Gold Partner. Partners must meet the following criteria: Meet Quarterly and Annual targets (MSRP) of DataCore products & services. Have individuals on staff with current DCSP/DCSA certifications Have current 2x DCIEs on staff Quarterly business plan for DataCore products & services discussed with and approved by DataCore Silver Partner Benefits plus: Eligible for additional Gold Partner rewards based on agreed quarterly objectives Eligible for special Gold level promos and programs Premium positioning within various DataCore marketing initiatives (such as featured spotlight at DataCore s booths during major industry events) Assigned DataCore Partner manager and technical liaison Periodic roadmap updates (futures) Participation in technology previews & beta programs 5

6 Level Benefits Requirements Limitations Business Resell maintenance / support renewals Pre-sales support from DataCore and distributor Marketing support via preferred distributor Lead registration discounts on existing and net new cutomers Maintenance renewal discounts if a DCIE on board Eligible for marketing funds Logo on DataCore website Partner portal access Select a preferred distributor Additional benefits depending on country Register online via DataCore website Obtained sales training from your preferred distributor Participation at DCSP training and test Selection of a preferred distributor DCSP on staff Additional requirements depending on country Must purchase DCIE services through a DataCore distributor unless DCIE on staff Silver Business Partner Benefits plus: Offer professional services associated with DataCore software licenses Internal Use Only Licenses (IUOL) Lead assignment Co-branded case studies NFR demo licenses Partner plaque Additional benefits depending on country Access to a DataCore partner-relationship manager and technical liaison Business Partner requirements plus certified DCIE, DCSP and DCSA on staff Meet sales targets (MSRP) specified by DataCore software At least one (1) Enduser Lead Generation activity per half year Additional requirements depending on country Silver Partner Benefits plus: DCSPs or DCSAs on staff Gold Additional business rewards can be earned by meeting quarterly objectives Premium positioning in DataCore marketing venues (industry events, web promotions, etc.) Assigned DataCore partner-relationship manager & technical liaison Participate in technology previews & beta programs Access to special Gold level promos and programs Additional benefits depending on country DCIEs on staff Meet sales targets (MSRP) specified by DataCore software Approved business plan and quarterly sales plans At least one (1) Enduser Lead Generation Activity per quarter Additional requirements depending on country 6

7 Standard Programs Government Institution Program All eligible government institutions (end customer) will receive a 15% discount from list price on all DataCore Software Products excluding support, training or services. Educational Institution Program All eligible educational institutions (end customer) will receive a 30% discount from list price on DataCore Software Products excluding support, training or services. 3 for 2 Support Program (only for initial sales) Customers who buy 2 years of Support will receive the 3rd year of support for FREE. Carry Forward Value Protection Program This program enables customers to carry forward the value of the original software purchase and unused prorated support applied to an upgrade to a software product of greater value. This guarantees that investments made in the past will not be lost. Lead Registration Program DataCore Business Partners, Certified Business Partners, Silver Partners and Gold Partners who register opportunities with Net New Customers are eligible to a 15% Lead Registration discount via the Lead Registration Program. DataCore Business Partners and Certified Business Partners who register opportunities with existing customers are eligible to a 4% Lead Registration Discount. Silver and Gold Partners who register opportunities with existing customers are eligible to a 8% Lead Registration Discount. Partner Internal-Use License Program The Partner Internal-Use License Program provides no-charge licenses for Internal, Non-Commercial use. Only DataCore certified Business Partners, Silver Partners and Gold Partners are eligible for the Partner Internal-Use License Program. Partner Program Additional Discount on DataCore Support and Maintenance Additional 5% discount on renewals for certified business partners, additional 10% discount on renewals for gold and silver partners. Multi-Year Support Renewal Program Customers receive a 7% discount from List Price on a 2 year support renewal and a 15% discount from List Price on a 3 year support renewal. Please contact your Distributor or DataCore representative for more detailed information. 7

8 Partner Portal PARTNER PROGRAM Getting Started Accessing the DataCore Partner Portal Quick Steps to Obtain Portal Access: 1. You are required to create a dedicated address, or alias, for use in the DataCore Partner Portal. It must follow this format: datacore@your_company.com 2. Go to Portal-Login.aspx and click Register for the Partner Portal. Complete the Partner Portal Application Form, then click Register. 3. An will be sent to your DataCore partner alias, including your registration acceptance and password assignment. 4. Log in to the portal and start working. Portal Features Once inside the portal, your company s profile and information will appear on the left. If you have employees working on DataCore projects who are not listed, look for the Contacts section in your company profile where you can add them to your account. The portal is a single source for everything you need to grow your DataCore business. Once inside the portal, you can: Register leads Access new promotions, programs and tools Access the New Online Quote tool View available training courses Send fund requests and submit fund claims Request Not for Resale software licenses Get the latest DataCore news Note: Only one account per Partner will be granted. Logging in to the Partner Portal To log in: 1. Go to: Partners/Portal-Login.aspx. 2. Enter username and password. 3. Click Login. Forgot Your Password? Click Forgot Your Password and a temporary password will be sent to your address. Once this is authenticated, you will be able to gain access to the portal. 8

9 Opportunity Assignment Process DataCore Opportunities Assigned to Partners As a benefit of your participation in the DataCore Partner Program, you will be eligible to receive leads that have been converted into opportunities by the DataCore sales team through this portal. DataCore has identified these valuable opportunities, prequalified them, and assigned them to you so that you can close and win these deals. There are two ways to find out if you have been assigned an opportunity by DataCore: 1. You can click on the link to the Opportunity that is located inside of the system that DataCore will send you when you have been assigned an Opportunity 2. Inside of the DataCore Partner Portal. Click Sales Tools. Then click Opportunities. Next, select the View that says Assigned Opportunities and click Go. This will take you to a page with all of the Opportunities that DataCore has assigned to you. Inside of the opportunity (and on the Assigned Opportunities View) you can check the current status of all Assigned Opportunities by looking at the field called Partner Opportunity Status. By default, all Opportunities assigned to a partner that have not yet been Accepted or Rejected will appear with a status of Assigned. Accept or Reject DataCore Assigned Opportunities Inside of an Assigned Opportunity, you will find a button at the top that says Accept /Reject. Click on this button. You will then have the option of either Accepting or Rejecting the Opportunity. Clicking Accepted means that you have agreed to work on this Opportunity that DataCore has assigned to you. The Opportunity will then be automatically lead registered for a period of 180 days. Clicking Rejected means that you are not interested in working on the Opportunity. The Opportunity will then be removed from your portal and reassigned. Once you have selected either Accepted or Rejected, please click Save. The system will then save your choice. The Partner Opportunity Status in the Opportunity will also have been updated to either Accepted or Rejected depending on your selection. If you would like a demonstration of the process in action, please watch a short 1 minute video of the process at the address shown here: DataCore Leads Assigned to Partners We hope that you will value these assigned leads and opportunities and our investment in obtaining them by making the most out of them. Leads and, especially, assigned opportunities are time dependent and need to be followedup and pursued diligently, so please keep us apprised of your efforts and progress. DataCore may withdraw and reassign a lead or assigned opportunity provided to you if you do not follow the steps listed on the left within the time frames indicated, and this may also impact your eligibility to receive future leads and assigned opportunities. We hope that you will find DataCore s lead and opportunity assigned to be a valuable benefit of the DataCore Partner Program, but if for any reason you do not wish to participate, please notify us by sending an to your DataCore Sales Representative. DataCore Leads Assigned to Partners As a benefit of your participation in the DataCore Partner Program, you will also be eligible to receive sales leads from DataCore through this portal. These leads come to us from various sources, such as our participation in industry events or from our website, but unlike those leads found in DataCore Assigned Opportunities, they are raw leads that have not been prequalified by the DataCore sales team. To view leads assigned to you from DataCore, please follow these steps: 1. Select the View called Lead Status = Assigned by DataCore. 2. To Qualify a lead in this portal, change its Lead Status to Qualified and follow the steps in the Assigned Lead Registration Process detailed on the following page. 9

10 Lead Registration Processes You can register leads that have been assigned to you by DataCore or register new leads for business opportunities. To access assigned leads or to create new leads, Click Sales Tools in the upper left of the top navigation bar, a grey sub-menu will then appear below, click Leads on the submenu to view the main leads page. Assigned Lead Registration If you wish to register a lead that has been assigned to you, click on that lead inside your portal. Do not create a new lead or your registration will be rejected. 1. Once clicked, the lead record will appear in the main window. 2. To register an assigned lead, you must change its lead status to Qualified. To save a lead as Qualified, please fill in as much information as possible and fill in all of the required information below: Partner Sales Rep DataCore Distributor Estimated DataCore Amount Total Deal Amount Target Close Date Solution Need Deal Description All Address Information Once you have filled in this information, click Save. 3. When all information for the new lead is entered, click Submit for Approval. An automatic is then sent to DataCore for verification. DataCore has sole and absolute discretion to accept or reject any lead and to determine lead registration discount eligibility (see Notes). 4. All approved leads will appear in the Opportunities section. Rejected leads remain in the leads section. New Lead Registration If you wish to register a new lead that has not already been assigned to you, click the New button on the top of the table that appears. 1. An end user registration form will appear in the main window. Fill in as much information as possible. If a distributor is creating a lead on behalf of a reseller, the reseller must be assigned to that distributor. If the reseller cannot be found in the search window, the reseller must send an to DataCore stating its intention to buy, and identify their distributor. 2. Click Save and the lead will be in draft status, where you may continue to edit. 3. When all information for the new lead is entered, click Submit for Approval. An automatic is then sent to DataCore for verification. DataCore has sole and absolute discretion to accept or reject any lead and to determine lead registration discount eligibility (see Notes). 4. All approved leads will appear in the Opportunities section. Rejected leads remain in the leads section. Notes: Lead Registrations & Discounts 1. If a binding purchase order is received from the distributor identified in the lead registration form, and it is accepted within 180 days of its initial registration, DataCore will provide an additional sale discount to the partner via the distributor. However, if DataCore in its sole and absolute discretion determines the partner is not consistently and capably deploying commercially reasonable efforts to convert the lead into a sale, then DataCore may withdraw lead registration approval and terminate the discount at any time prior to the sale on notice to the partner. 2. Purchase orders received for registered leads within 15 days of the registration approval date will not be eligible for the lead registration discount. 3. DataCore distributors must pass on the discount to the partner who has registered the lead, or to the partner for which the lead has been registered. 4. DataCore may modify or terminate the lead registration program at any time in its sole and absolute discretion, without notice, obligation or liability. 5. Partners may request a 60-day extension for lead registrations. 6. The lead registration discount applies only to software licenses and does not apply to support, training or services. Discounts are not available for specially priced orders or orders with special terms or conditions. 10

11 Partner Portal Sales Tools Opportunities In the Opportunities tab of the submenu, you may update and view opportunities. For example, you can sort by closing date or when renewals are due. However, you may only view opportunities assigned to you, or those from partners who have designated your organization as the distributor in the lead registration process. QUICKquote On Line Quote Tool The Automated Quote tool is located on the left side of the SalesForce main partner screen and allows you to quickly and easily go through a series of questions to build a preliminary Quote for your customers without the need of manual configuration. 1. Click the Quick Configurator link 2. Accept the Terms of Use Please keep opportunities current throughout the sales cycle. Doing so enables DataCore to offer you full support, as required during the sales process. Note: You cannot create a new opportunity. You must submit a new lead, and once approved by DataCore, the lead becomes an opportunity. 3. Simply choose the options from the dialog boxes to quickly and accurately configure your quote 4. Select Optional Node Features 5. Simply View Quote, Save Quote, or print out a PDF of the Quote 11

12 Software for Partners Not for Resale Software Not for Resale (NFR) software is only to be used for testing, self- education or in-house demonstrations to potential customers. It may not be used for production purposes and must not be installed at a customer site. To submit an NFR request (Fig 1): 1. Click Sales Tools in the upper left of the top navigation bar, a grey submenu will then appear below, click NFR on the submenu to view the main NFR page 2. Click Create new NFR or Extend NFR Evaluation Software DataCore offers free evaluation software for customers, if the trial software doesn t meet their testing needs. Evaluation software is valid for 30 days with the possibility of extending for an additional 30 days with DataCore approval. To request evaluation software (Fig. 2): 1. Click Sales Tools in the upper left of the top navigation bar, a grey submenu then appears below, click EVAL on the submenu to view the Evaluation Software page 2. Click Create New Evaluation. 3. The request form will appear in the main window. All fields are required. 4. Click Save and the request will be automatically sent to DataCore for review. 5. You will be notified once your request is approved or rejected. Fig In the main window, enter the company name and address, phone numbers and addresses of two contacts (for support purposes only), the full name of the primary technical contact, and the full name of the accounting/billing contact person. Click Submit. 4. You will receive notification of approval or rejection to your marketing alias address. 5. If approved, you must register for technical support at Registration information is also included in the download instructions. Fig Install the software. 12

13 Partner Portal Marketing Tools CDF: Fund Requests and Fund Claims DataCore partners may request marketing funds for activities that will leverage the DataCore brand in their local market and build sustainable competitive advantage. Partners must submit a proposal and marketing plan. For additional regional requirements please ask your Distributor or DataCore representative. Fund Request Rules & Requirements CDF is a Reseller Marketing Activity Plan based Proposal Program that enables Partners the ability to promote joint sales and marketing activities with DataCore and is available through Distribution. Here are responses to some frequently asked questions: Q. What is an approved marketing activity? A. It is a marketing activity, that helps promote the sale of DataCore products and services, or the generation of leads and demand for those products and services, as determined by DataCore in its sole discretion. Q. What percent of the approved marketing activity can be reimbursed? A. The allowance may be used to reimburse up to 50% of the total cost of an approved standard marketing activity. If there are three parties for example, distributor, DataCore and one other vendor DataCore reimburses a maximum of one-third. For specific marketing projects or under certain circumstances, the allowance may be used to reimburse up to 100% of the total cost of an approved marketing activity. and then the Distributor will reimburse the Reseller. No CDF allowance will be paid on missing proof of performance or ROI results of any CDF funded activity. Q. How long does a Reseller have to claim Channel Development Funds? A. The allowance expires, and can no longer be claimed one year after the credit date. Q. How long after an approved event does a reseller have to file a claim request? A. All claim requests for approved CDF fund request activities must be filed within 30 days of the event, including all proof of performance. Q. How is the CDF marketing allowance credited? A. At the end of each quarter, DataCore will credit the distributor based on payments received during that quarter provided the distributor paid those fees in full on or before the date they were due 13

14 Fund Claims & Requests Submitting a Fund Request Distributors must create an alias for all marketing activities. It should follow this format: datacoremktg@your_company.com On the Fund Request page click the button Create New Fund Request located in the main window, then complete the Fund Request Edit form. Include a description and date of the activity, the estimated total cost, and the amount of Channel Development Funds requested. If you submit a request on behalf of a partner, you will receive a notification to your marketing alias. You must approve this request again. If the partner has completed the request, you will receive a copy to your marketing alias. Save it, then click Submit for Approval. DataCore verifies the request to determine if it is a reasonable amount, and whether sufficient funds are available. DataCore can only approve the budget that is available in the distributor s Quarterly Marketing Plan. The request is approved or rejected. 14

15 Submitting a Fund Claim Once the marketing activity is completed, submit a Fund Claim. This must be submitted within 30 days of the activity s completion. Click New Fund Claim within an existing Fund Request. Enter the claim information. You must include proof or receipts that the activity was carried out: for example, a lead list, the catering invoice, advertisement billing, call center invoice, etc. Click Submit for Approval. A credit memo will be ed to your marketing alias upon DataCore s validation of the claim. 15

16 Order Processing PARTNER PROGRAM FOR DISTRIBUTION USE ONLY How to place your Purchase Order All DataCore Distributors wishing to place their order have two choices: Use official DataCore PO template Use their own template, which includes all required information (PO Number, Bill to/ Ship to Address, Product Codes, the total PO Amount, the Reseller/End-User Information and the list of Program discounts which are applied to their purchase order). DataCore will verify the order to determinate if all necessary information is provided. Once the purchase order is correctly submitted, then within 1-2 working days DataCore Products will be delivered. All our software ships electronically. To download DataCore Software please use the information provided in the DataCore Order Confirmation. PURCHASE ORDER Order No. DataCore Software Corporation Corporate Park 6300 NW 5th Way Date Fort Lauderdale Florida USA Bill to Address: Company Name Company Name Ship to Address: Street City/State/Postal Code Country Contact Name Contact Street City/State/Postal Code Country Contact Name Contact Qty Product Code Product Description Unit Price USD %* Total Price USD 0,00 DataCore Billing Address 0,00 0,00 General Purchase Orders 0,00 0,00 DataCore Software Corporation Total Amount in USD 0,00 Corporate Park *Discount %: The total discount (defined as the sum of the standard distributor discount plus any qualifying additional discounts) for each position. Fort Lauderdale 6300 NW 5th Way USA Florida Complementary Order Information Professional Reseller Service Information / Trainings (except of online training) End Customer Information Purchase Company orders must be addressed to one of the following branches, Company depending where the service / training will take place. Street Street Central City/State/Postal Europe Office Code Southern Europe Office City/State/Postal Code Northern Europe Office Country Country DataCore Software GmbH DataCore Logiciels DataCore Software Contact Name Contact Name Bahnhofstr rue de l Amiral Hamelin Green Park,200 Brook Drive D Unterfoehring FR Paris UK-RG2 6UB Reading, Berkshire [email protected] [email protected] [email protected] Additional Information Programs & Discounts Opportunity Number: Renewal Notification Number: Lead Registration Program Copyright Quote Number: 2015 by DataCore Software Corporation. All rights reserved. First Time Partner Lead Registration 16 DataCore SPR Number: Software Confidential Information

17 FOR DISTRIBUTION USE ONLY Order Confirmation ( Example) ORDER CONFIRMATION Ship To Contact person Company Name Street ZIP City Order No: SO-2014-xxxx Processed Date: 01/17/2014 End User: Company Name Reseller: Company Name Distributor: Distributor Name Purchase Order No: xxxx Software Download (Example) All software ships electronically. To download SANsymphony-V Click Here or click on the box above. To download other available software (such as Host Integration Kit), log in to DataCore Support and refer to the Software Downloads FAQ for details. In order to use the purchased software unrestricted, it must be activated using the license key(s) provided within 30 days of installation. Note: Joining servers in a group should be performed before all other configuration steps and before activating licenses. For detailed installation instructions refer to the SANsymphony-V Online Guide. DataCore Support (Example) Quantity Part Number Description 2 FCP-EWR-100-FSV SANsymphony-V Fibre Channel Protocol License Key(s): JGVLV-NRWSM-8RWPA-PKBJD-YXXXY JG0W9-LK297-Q8FXJ-73ARK-XXYXX 2 SV2-EWR-100-BSV SANsymphony-V vl2 Storage Virtualization Software for 1 node License Key(s): HZCA0-6SMFK-P9KDH-DR9P0-XYXYX H76HK-4BPRD-P0P6J-WPLGT-YXYYX 2 SV2-EWR-TGD- BSV 2 FCP-EWR-TGD- FSV SANsymphony-V 3-Year Support - vl2 Storage Virtualization SW 1 node Support Term: 1/17/2014 to 1/16/2017 SANsymphony-V 3-Year Support - Fibre Channel Protocol Support Term: 1/17/2014 to 1/16/ SSV-EWR-100-EDX SANsymphony-V 1 TB Capacity License when buying more than 10 TBs License Key(s): ML9JD-XAJHA-HT6XP -0CX3N-XXYYY DataCore Software offers 24x7 support for licensed products. If your order included the purchase of DataCore support, you have been automatically registred to receive support for licensed products. Additional contacts in your organization may register by completing a Registration Form. Please refer to the DataCore Support Quick Reference Guide for additional information. By purchasing DataCore Support you agree to the DataCore Software Support Services Terms and Conditions. 17

18 FOR DISTRIBUTION USE ONLY How to Order Upgrades DataCore has an upgrade benefit called the Carry Forward program. It only applies to orders in which a customer is upgrading to a DataCore software product of greater value. Other conditions for upgrades include: 1. The original product and standard support must have been purchased from DataCore within the past three years, and the support contract must have been continuously maintained. 2. When ordering the upgrade, all license keys for the original product must be provided to DataCore. 3. The distributor must demonstrate written records of customer eligibility. To request a quote, contact your local DataCore order management team and provide the following information: customer name, license key numbers, original product being upgraded and the upgrade product requested. DataCore will provide a quote specifying: The date to calculate the Carry Forward maintenance amount The number of months of coverage of the new product The number of months of additional maintenance required to complete the order Quotes are valid for 30 days. Upgrade Quote (Example) 18

19 FOR DISTRIBUTION USE ONLY Special Pricing Requests DataCore occasionally provides price concessions above and beyond our standard programs and promotions policy. All such special pricing requests (SPRs) must be reviewed and approved by DataCore management. DataCore notifies the distributor when an SPR is approved. The SPR is valid for 30 days, unless otherwise specified. The SPR quote may be modified or revoked, in whole or in part, at any time by DataCore in its sole discretion. It is valid only for the company or person to whom it is issued and may not be transferred. Note: DataCore does not accept any SPR quotes created by distributors or partners NW 5th Way Ft. Lauderdale, FL Tel: (954) SPECIAL PRICE REQUEST APPROVAL The following Special Price Request (SPR) has been approved by DataCore. SPR No: SPR Opportunity No: O Approved Date: End User: End Customer Company Reseller: Reseller Company Distributor: Distributor Quantity Part Number 2 IMC-EWR Description Increase max capacity in group from 16 to 100TBs Unit List Price USD 4, Contract+Program Discount SPR Discount Net Distributor Cost 30.00% 35.00% USD 5, SSV-EWR- 100-EDI SANsymphony-V 1 TB Capacity License USD % 35.00% USD IMC-EWR- GLD-100 SANsymphony-V Annual Support - Increase max capacity in group from 16 to 100TBs 19 USD 1, % USD 1, Net Distributor Cost: USD 8,228.00

20 FOR DISTRIBUTION USE ONLY Renewal Process DataCore provides an excellent renewal program which supplies a business with the much needed cash flow and can be a tremendous benefit to customers by allowing them to take advantage of access to the most up-to-date maintenance and support, better equipping every business with fully-enabled products. A renewal is an extension of a technical support or service agreement for a specified renewal period of 12 months or longer. The combination of feature-rich software licenses and a no-penalty upgrade model opens doors into accounts that others simply can t reach, while setting in motion a long-term revenue stream. All open renewal oppotunities are visible in the Partner Portal. Reinstatement Fee 2015 DataCore Software will charge in its sole discretion, a reinstatement fee for Support Maintenance renewal contracts executed after their due dates. Active support contracts may be renewed during the original term without Reinstatement Fee Discontinued support contracts can be retroactively reactivated without Reinstatement Fee within 30 days after the original expiration date (Transition Period) After 30 days from the origin expiration date, support contracts can be renewed retroactively with Reinstatement Fee 1. $500 for deals less than $5,000 total list price of support maintenance of items being renewed. 2. $1.500 for deals over $5,000 total list price of support maintenance of items being renewed. 20

21 DataCore Worldwide Office Locations and Contacts United States - Headquarters DataCore Software Corporation Corporate Park 6300 NW 5th Way Ft. Lauderdale, FL [email protected] Tel: International Locations For up-to-date contact information for all of our worldwide offices please visit our worldwide locations webpage. Europe- Headquarters DataCore Software GmbH Bahnhofstr Unterfoehring Germany [email protected] Tel: For additional information, please visit or [email protected] 2015 DataCore Software Corporation. All Rights Reserved. DataCore, the DataCore logo and SANsymphony are trademarks or registered trademarks of DataCore Software Corporation. All other products, services and company names mentioned herein may be trademarks of their respective owners.