TIBCO Partner Network Program Guide Partners are an important part of TIBCO s business model. Partnering with innovative providers in their areas of expertise provides outstanding value and a broader range of solutions for our customers around the world. Our partners are leaders in their fields. INTRODUCTION Partner organizations bring different value and opportunities to our mutual customers. We ve designed our partner program the TIBCO Partner Network (TPN) with specific partnership categories, levels, criteria, and benefits tailored to meet your unique business objectives. We are committed to providing you with the highest level of support, to develop, market, sell, and deliver industry-leading solutions and achieve the highest degree of customer success and satisfaction. PARTNERSHIP BUSINESS MODEL TIBCO has developed a comprehensive partner program that provides our partners the ability to enhance their own branding and marketing opportunities, build joint product and service offerings, and develop a joint strategy to market and sell. The TPN partnership model offers multiple categories and options to fit your business and ensure success. TIBCO offers a unique partnership opportunity. Our combination of technology and customer solutions is unmatched in the marketplace. You can differentiate your business using a value proposition focused on delivering rapid ROI for projects that deliver visible client value now as well as longer term, strategic opportunities.
PARTNER GUIDE 2 WHY PARTNER WITH TIBCO? Align with a market leader, TIBCO, a leader in enterprise integration, messaging middleware, business process management software, complex event processing, analytics, and other Fast Data technologies, is a proven technology guide and business partner. Expand your market reach. Join a thriving ecosystem of customers and other partner companies that use TIBCO s broad range of integrated technologies. Differentiate your value-add. Market your ability to deliver a highly differentiated solution using certified resources to thousands of TIBCO customers. Build a self-funding, high-growth business. Reap the financial reward of TIBCO branding, sustained funding through business referral, and a healthy ratio of software to services. Accelerate and maximize ROI. Leverage TIBCO s TPN program benefits to rapidly train, certify, and deploy resources. PARTNERSHIP OVERVIEW TPN is comprised of experienced business, technology, and consulting partners, selected by TIBCO for their expertise in systems integration, hardware, software, vertical industries, and other critical services. TIBCO offers a number of partnership options that focus on delivering value-added TIBCO-based solutions or services to our customers. BASELINE PARTNERSHIP BENEFITS Benefits available to all partners regardless of category or tier are listed here. Additional category-specific benefits and requirements are listed on page 5. TPN PROGRAM SUPPORT TIBCO has a global team dedicated to partner management and sales engagement. These field-based professionals have an understanding of all aspects of the partner program and can help support and ensure your success within your territory. INFORMATION RESOURCES TIBCOmmunity is a rich source of information about TIBCO products and services that serves the needs of partners and customers. In addition, a TPN ID is provided when you join the TPN program, which provides access to the community s partner resources. A TPN ID and your company email address are required for access. The edelivery.tibco.com and support.tibco.com websites can be accessed through TIBCOmmunity. Partners who have current TPN contracts receive a download password. Your company s designated business contact can provide this access at their discretion. Current TPN contract holders are entitled to support contacts based on their partner category. Partner access to support.tibco. com requires name authorization. The Partner Central section on TIBCOmmunity includes: Partner Program. The latest version of the TIBCO Partner Network Program Guide with overview and requirements, logos and usage guidelines, TIBCO Support, TIBCO software download list, information about upcoming partner events, current and past issues of the partner newsletter, and Partner Program Office contact information. Resources. Access to webinars, whitepapers, and product and sales collateral. Training and Education. General Information on TIBCO product training and certification.
PARTNER GUIDE 3 TIBCO PARTNER LOGOS TPN program logos allow partners to promote consulting, platform, software, and services that leverage TIBCO s integrated product suite. Logos are available to qualified companies that are current members of the TPN program. TIBCO Partner logo(s) and usage guidelines can be downloaded from TIBCOmmunity. Partner Network SOFTWARE LICENSES The software provided by the TPN program includes most current versions of TIBCO s non-third party software. Software may be segmented and limited based on the partner category. The software licensed is for demo and internal training only. Partners also receive software updates as new versions or products are released. A list of products available to partners can be found at: http://www.tibco.com/assets/ blt0eeef96221c57d03/partner-product-list.pdf. All licensed software is available on the TIBCO product download site at http://edelivery.tibco.com. Development licenses are available for an additional fee. TECHNICAL SUPPORT The TPN Program offers technical support 9am 5pm PST, Monday Friday for internal demonstration and testing use, for two named technical contacts. Support issues may be submitted via telephone or email. Technical contacts can also track service requests via http://support.tibco.com. Support for any internal use in a production environment is not included. PARTNER EDUCATION TIBCO offers a cost-effective, comprehensive training program to help partner teams successfully implement TIBCO solutions for their customers. Training paths are designed to meet the needs of the partner, for example product-specific training, train-the-trainer, or in-depth project boot camp. TIBCO has combined web-based training with instructor-led conferences to minimize time in the classroom. Our goal is to provide a personalized, hands-on experience that leads to proficiency certification for our partners and the greatest satisfaction for our customers. Details on all education offerings can be found at www.tibco.com/services/ educational. TIBCO Education Network for Partners (TEN4P) The TEN4P Program is an exclusive partner benefit for official TPN members providing access to the latest training on new products and releases. With over 140 free elearning modules available, you can rapidly ramp-up on BusinessWorks, BPM, Architecture, Messaging and more! TEN4P has various FREE elearning videos to introduce and help you with TIBCO. Here is a sample of what you can access as a partner today - at no charge as long as you register! 1 BW6: 10 Modules 2 BW5: 15 Modules 3 BPM: 25 Modules 4 BE: 12 Modules Get hot topics from the Partner Webinar Series which has content from over 20 webinars available ranging from BusinessWorks 6.0 to MDM to Messaging, just to name a few.
PARTNER GUIDE 4 TIBCO CERTIFIED PROFESSIONAL PROGRAM TIBCO Certification validates competency in design, development, deployment, and administration of TIBCO s application and infrastructure technologies. Prove your skills and set yourself apart with a professional certification from TIBCO. Three Levels of Certification TCA TIBCO Certified Architect TCP TIBCO Certified Professional TTP TIBCO Trained Professional TIBCO Certified Professional Exams TIBCO ActiveMatrix BusinessWorks 5 Architecting Composite Applications and Services with TIBCO TIBCO Enterprise Message Service 8 TIBCO Rendezvous 8 TIBCO ActiveMatrix BPM 3.0 Solution Developer TIBCO BusinessEvents 5 TIBCO MDM 8 TIBCO Trained Professional Knowledge Assessments Knowledge assessments verify knowledge of key concepts and capabilities covered in TIBCO courses. These online tests are also helpful for candidates who are preparing for a TCP exam. To register, go to http://inter.viewcentral.com/reg/ TIBCO/assessment TIBCO Certification Exams can be taken in any authorized Prometric Testing Center around the world. To locate the testing center nearest you, please visit www.prometric.com/tibco or call the registration telephone number for your region. For more information, visit www.tibco.com/services/educational/ certification/exam-register.jsp Details on the certification program can be found at www.tibco.com/certification. For any questions about the program, please email our certification team. Sales Incentives TIBCO is committed to enabling partners to build a self-sustaining business model, funded by our joint success. Reserved for consulting partners, the marketing development fund (MDF) program allocates a predetermined percentage of the net TIBCO license revenue for all opportunities partners introduce to TIBCO, based on advance lead registration and qualification. MDF funds may be applied to joint marketing initiatives, training*, as well as TIBCO events, such as TIBCO s annual conference. PARTNER MARKETING AND COMMUNICATIONS Events TIBCO s annual conference (TIBCO NOW ) is TIBCO s premier event for customers and partners. It provides a forum for discussing the latest business strategies and learning information about new TIBCO solutions. It offers partners an exhibition arena and the opportunity to attend TIBCO NOW events alongside customers and prospective customers. TIBCO NOW is the ideal forum for partners to showcase their products and services to a highly specialized audience of executives and technical experts. All partners are eligible to participate in and sponsor our user conference. * MDF is only applicable to infrastructure training courses
PARTNER GUIDE 5 Partner Newsletter TIBCO publishes a semi-annual newsletter, delivered via email to all subscribed partners. The newsletter keeps you informed of what s going on at TIBCO and at our mutual customers. Partners can subscribe to the newsletter and access archived editions through TIBCOmmunity. Marketing Collateral Within the TIBCO partnership program, there are opportunities to develop joint marketing collateral. Partners may also create their own collateral, such as solution datasheets, brochures, demos, relationship datasheets, and customer success stories. All marketing collateral that references TIBCO or the partnership must be approved in writing in advance of publication by TIBCO. Press Release Partners may issue press releases regarding their partnership with TIBCO upon receiving written consent from TIBCO Public Relations, which can be reached at corp-pr@tibco.com. CATEGORY-SPECIFIC PARTNERSHIP BENEFITS CATEGORY GLOBAL PLATINUM GOLD TERM OF AGREEMENT 1 year 1 year 1 year ANNUAL PROGRAM REQUIREMENTS Partner Program Fee* (For Software partner see Development License Fee) $20,000 $10,000 $5,000 Demonstration License Support Fee** (optional) $7,000 $7,000 $7,000 Certified TIBCO Consultants on staff 15 5 1 Trained TIBCO Consultants on staff 75 10 1 Center of Excellence ü PROGRAM BENEFITS Sales Account Mapping ü ü ü Regional Alliances Manager ü ü Technical Alliances Manager ü ü Business Planning Bi-weekly Referral Fees 4% (with a cap of 100K) 4% (with a cap of 100K) 2% (with a cap of 100K) MDF*** 2% 2% 2%
PARTNER GUIDE 6 CATEGORY GLOBAL PLATINUM GOLD ENABLEMENT Partner Central ü ü ü Partner Newsletter ü ü ü Training Discount 40% 25% 20% Training Credit Equivalent to Program Fees Paid Equivalent to Program Fees Paid Equivalent to Program Fees Paid Tech Support Contacts 5 2 2 Sales Collateral ü ü ü Access to sales training materials ü ü ü Self-paced elearning modules ü ü ü Knowledge assessment exams ü ü ü Partner Webinar Series ü ü ü MARKETING BENEFITS Logo and Description on Website ü ü ü Press Release With Approval With Approval Joint Success Studies 2 1 Collateral ü ü Webinar ü ü Events ü ü EXECUTIVE Sponsor ü Meeting ü Annual *Software and Technology Partners fall under the Gold category ** $7,000 for 1 Support Pack consisting of 15 Support Requests (SR s) *** MDF is only applicable to Infrastructure training courses
PARTNER GUIDE 7 TPN consists of five partner types: Value Added Resellers add features, functionality, and/or services to a TIBCO product, then resells it (usually to end-users) as an integrated product or complete turn-key solution. The added value can come from professional services such as integrating, customizing, consulting, training, and implementation; leveraging the product to develop a customer-specific application, which is then resold as a new package; or bundling hardware with TIBCO software and selling the combined solution. Technology Partners provide hardware systems, platforms, databases, operating systems, equipment, connectivity, and hosting services to support and/or extend TIBCO solutions. Software Partners provide software applications that complement, interoperate, and add value to TIBCO solutions. They may deliver standalone adapters to TIBCO from their software applications. Distributor Partners provide sales and support resources to resell TIBCO software licenses and deliver first-line support. These partners operate in geographies where TIBCO maintains no direct sales force. Consulting Partners provide trained and certified consultants who will implement TIBCO software and solutions. Within the category of consulting partners, there are three tiers, Global, Platinum, and Gold. Global Consulting Partners are large, multi-national consulting organizations with a strong worldwide consulting practice. Global consulting partners make the highest level of commitment to TIBCO s solutions, including the highest number of TIBCO trained and certified professionals, global TIBCO solutions labs, and joint action plans. Platinum Consulting Partners are generally regional consulting organizations focused on medium to large businesses. Platinum consulting partners are characterized by a presence within a concentrated geographic region and/or an in-depth vertical industry. Gold Consulting Partners are characterized by a presence within a concentrated geographic region. Gold partners make a standard level of commitment to TIBCO s solutions including a required number of TIBCO trained and certified professionals. Gold-level partners include software and technology companies. OTHER PARTNERSHIP CATEGORIES OEM Partners bundle TIBCO technology with their software, or embed TIBCO components within their product, to deliver and support a value-added OEM solution. BENEFIT AND REQUIREMENT DEFINITIONS No partner category is entitled to all benefits, nor obligated to meet all program requirements. The benefits listed are only available to partners with current agreements.
PARTNER GUIDE 8 PROGRAM REQUIREMENTS Partner Program Fee This is the annual cost for joining TPN. These fees can be used as training credits during the term of the agreement. License Maintenance Partners can access and receive support from TIBCO s technical support group. Support packs are available for purchase in blocks of 15 calls. Partners also will receive release upgrades to the set of software granted under their TPN rights. Certified TIBCO Consultants on Staff The number of a partners staff that has completed one or more certifications listed under TIBCO Certified Professionals. The requirements are annual, thus the partner commits to the number of certifications on an annual basis. Trained TIBCO Consultants on Staff The number of a partners staff that has completed one or more TIBCO training classes. The requirements are annual, thus the partner commits to the number of trained staff on an annual basis. Center of Excellence Partner maintains a dedicated environment for the purposes of showcasing TIBCO solutions to its customers and prospects. Executive Sponsor Partner will appoint a senior level executive to the relationship for the purposes of annual business planning, ongoing relationship management, and conflict resolution. Deal Registration Partner will be required to register each active TIBCO opportunity that is being worked on. PROGRAM BENEFITS Account Mapping A TIBCO alliance manager works with the appointed partner relationship manager to set a targeted account strategy. Regional Alliance/Channel Manager TIBCO will appoint an alliance/channel manager to act as the day-to-day relationship manager for the account. Technical Alliance/Channel Manager TIBCO will appoint a technical alliance/channel manager to act as the day-to-day technical manager for the account. Business Planning TIBCO alliance/channel manager will work with the partner to build an annual business plan. Referral Fees TPN partners qualify for referral fees based on qualified leads brought to the TIBCO sales team. Each registered lead has a documented set of requirements that the partner adheres to in order to qualify for the referral fee.
PARTNER GUIDE 9 Resell Pricing TIBCO VARs qualify for selling TIBCO licenses under a predetermined financial arrangement. Distribution Pricing TIBCO distributors qualify for selling TIBCO licenses under a pre-determined financial arrangement. Training Discounts TIBCO offers a training discount to all of our partner types. OEM partners are eligible to receive the same discount as our gold-level consulting partners. For more information on training discounts, please contact registrar@tibco.com. Joint Success Stories TIBCO will work with partner to complete joint success stories that can be used for external communications. Sub-Contractor Discount Partners receive discounted rates for sub-contracting TIBCO professional services. Sponsor TIBCO will appoint a senior level executive to the relationship for the purposes of annual business planning, ongoing relationship management, and conflict resolution. Meeting TIBCO commits to a scheduled executive meeting for the purposes of relationship steering, strategic planning, and issue resolution. PARTNERSHIP SUCCESS INITIAL APPLICATION PROCESS Organizations may apply for membership in the TPN program by calling their local TIBCO office and asking for the regional alliance manager or channel sales manager. After acceptance into the program, providing a partner profile, and paying the associated fees, partners receive access to the program benefits associated with their partnership category. RENEWAL EVALUATION PROCESS Upon completion of each partner contract term, TIBCO will evaluate the partner s performance against the requirements of the partnership category. Partners meeting or exceeding the required contribution will be offered renewal for a subsequent term. CONTACT TIBCO S PARTNER PROGRAM OFFICE For more information about the TPN program, please visit the TIBCO website at www.tibco.com. Inquiries may also be directed to abarrios@tibco.com. PARTNER REQUIREMENTS TIBCO PARTNER PROGRAM REQUIREMENTS The TIBCO Partner Network requirements can be accessed here: http://www.tibco.com/company/tpn-partner-program-requirements
PARTNER GUIDE 10 SUMMARY Partnering with TIBCO is a winning proposition. ALIGN WITH A MARKET LEADER Market leading technologies Competitive advantage Market share EXPAND YOUR MARKET REACH Valuable customer opportunities Broad range of solutions Scalability and performance DIFFERENTIATE YOUR VALUE-ADD Product differentiation Market-ready business solutions Protected investment in certified skills BUILD A SELF-FUNDING HIGH-GROWTH BUSINESS TIBCO investment, branding Ratio of service to software revenue 3X MDF for re-investment ACCELERATE AND MAXIMIZE ROI Rapid skills development, resource re-use Infrastructure to support resource deployment Rapid deployment, lower cost to deploy Global Headquarters 3307 Hillview Avenue Palo Alto, CA 94304 +1 650-846-1000 TEL +1 800-420-8450 +1 650-846-1005 FAX www.tibco.com TIBCO Software Inc. is a global leader in infrastructure and business intelligence software. Whether it s optimizing inventory, cross-selling products, or averting crisis before it happens, TIBCO uniquely delivers the Two-Second Advantage the ability to capture the right information at the right time and act on it preemptively for a competitive advantage. With a broad mix of innovative products and services, customers around the world trust TIBCO as their strategic technology partner. Learn more about TIBCO at www.tibco.com. 2014 2015, TIBCO Software Inc. All rights reserved. TIBCO, the TIBCO logo, TIBCO Software, ActiveMatrix, Rendezvous, and TIBCO BusinessEvents are trademarks or registered trademarks of TIBCO Software Inc. or its subsidiaries in the United States and/or other countries. All other product and company names and marks in this document are the property of their respective owners and mentioned for identification purposes only. 03/02/15