INFORM PARTNER PROGRAM GUIDE INFORM Partner Program The Informatica INFORM Partner Program provides leading consulting, integration, reseller, software, solution, and Cloud companies with the ability to engage with Informatica to offer customers valuable solutions and services around the Informatica product suite. The program consists of a comprehensive set of sales and enablement resources and financial benefits to help partners profit from solutions and services offered in conjunction with Informatica including: Access to the Full Range of Informatica s Industry Leading Products Collaborative Sales Teaming with Informatica s Sales Force INFORM Partner Program Access and Exposure to Informatica s Customer Base Financial Benefits for Reselling Informatica Software and Solutions Referral Fees and Development Fund Benefits for Identifying and Assisting Informatica Software Sales Free and Discounted Partner Training, Certification, and Accreditation Access to Extensive Enablement and Technical Resources beinformed, the Informatica Partner Portal and One-Stop Resource for Empowering Your Informatica License Business The INFORM Partner Program offers four distinct partnership categories with corresponding levels of commitment Foundation, Premier, Elite, and Global. Companies interested in joining INFORM and partnering with Informatica, enter the program at the Foundation partner level with suggested requirements. Partner levels are reviewed semi-annually and upon meeting the next level requirements, partners can advance levels within the same calendar year. INFORM Partner Program Requirements PARTNER ANNUAL ACTIVITY Annual Informatica License Revenue $250K $1M $5M $10M Partner Identified Sourced Revenue % Minimum 40% 40% 4 50% Joint Win Customer References 1 2 3 5 Product Certifications 2 6 12 24 Number Individuals Accredited / Certified Sales Accredited 2 4 8 16 Presales Accredited Level 1 Bronze 1 Bronze 1 Silver 1 Silver 1 Gold 6 Silver 6 Gold Technical Informatica University Certified 2 4 8 12 * Partner Level Revenue thresholds may vary by Geographic Region * Cloud Subscription First Year Revenue contributes 2X towards Partner Level * Recommended Sales and Presales Accreditation be completed within first alliance quarter ANNUAL CONTRACT REQUIREMENTS Execute INFORM Partner Program Legal Agreement Required Required Required Required INFORM Program Annual Fee (USD) (Other country currencies use equivalent conversion to USD) $5,000 $5,000 $7,500 $15,000 Multi-area Supplement for Additional Geographic Region(s) $2,500 $2,500 $2,500 N/A
INFORM Partner Program Financial Benefits REFERRAL FEES Referral Fees are Compensation Neutral to the Informatica Field Sales Force Partners May Elect to Receive Referral Fees or Development Fund Credit per Qualified Opportunity Referral Fee Levels - Level (1 + 2 + 3) May be Combined Per Eligible Transaction for an Increased Benefit Level 1: Partner Identified and Qualified Sourced 1 Opportunity ($15K cap) 7% ($20K cap) 7% ($30K cap) 7% ($40K cap) Level 2: Value-Add Teaming Assistance ($5K cap) ($7.5K cap) ($10K cap) ($15K cap) Level 3: Partner Sourced New Customer Incentive ($5K cap) ($7.5K cap) ($10K cap) ($15K cap) Total Potential Referral Fee $25,000 $35,000 $50,000 $70,000 * Public Sector transactions eligible for Development Fund only * Informatica Cloud first year subscriptions eligible only * Teaming Arrangement Form required for all Referral Benefits * Referral Benefits are calucated against closed net License revenue RESELL BENEFITS All Resell Transactions Result in Development Fund Credit Resell Discount INFORM Partner Base Discount 2 2 2 2 Additional Benefits Informatica University Training Resell Discount 13% 13% 13% 13% Development Fund Credit per Resell Transaction 3% 4% * Pricing may vary by Geographic Region * Resell is subject to Partner maintaining a positive credit rating
SALES TEAMING Field Engagement with the Informatica Sales Force Access to Informatica Regional Managers (RAMs) and introductions to Informatica Field Account Managers Joint Account mapping & planning Sales assistance for new Informatica license opportunities and access to Informatica Solution Specialists Informatica Sales and Pre-Sales selling aids & resources Productivity Tools to Expand Engagements with Cross-sell and Up-sell Informatica Product Plays Joint Pipeline generation programs and campaigns Eligible for Informatica Bearing Gifts Leads from Field Sales Opportunity to sponsor Regional Field Sales meetings Ability to attend the Informatica annual Worldwide Sales Kickoff PARTNER ACCOUNT MANAGEMENT Partner Account Manager Planning and Reviews to increase opportunities and grow revenue Enhanced opportunities to engage with Informatica Field Market Development Programs Joint Go-To market for replicable Informatica solutions Eligible for consideration for the Partner Advisory Council Informatica Executive Sponsor
OPPORTUNITY REGISTRATION via beinformed Sales Assistance, Visibility, and Benefits Request sales assistance to pursue & win joint opportunities, and for RFIs, RFPs Establish yourself as the Go-To partner for teaming on an account or solution and on new opportunities with Informatica Field Sales Register your company s role in Sourcing, Assisting, and/or Reselling Informatica licenses and initiate the teaming process Initiate the Resell Process and associated benefits Initiate Teaming Arrangement Form for eligible referral benefits (required) Track to the next Partner Level INFORMATICA PRODUCT ACCESS Access to the entire Informatica product suite for internal training and demonstration use from beinformed, the Informatica Partner Portal Request and download temporary (6 month term) licenses via beinformed 72 hour request SLA Ability to administer licenses (renewals, upgrades, etc.) via beinformed TECHNICAL SUPPORT Access to Informatica Global Customer Support (GCS) Access to (GCS) Technical Support for the entire range of Informatica products under your own company name Toll-free phone access during standard business hours to Support Centers in North America, Europe and Asia Multi-lingual support by engineers who speak English, French, German, Dutch, Italian, Spanish, Portuguese, Japanese, Mandarin, and Korean Ability to raise online cases through mysupport.informatica.com at any time Access to resources including: Configuration Manager, Mapping Templates, Debugging Tools. Troubleshooting Templates Ability to participate in Moderated Support Forums Access to online Knowledge Base containing over 35,000 articles
INFORMATICA TRAINING & CERTIFICATION INFORM Learning - Sales & Pre-Sales Training and Accreditation Access to INFORM Learning The Informatica Sales and Pre-Sales online learning management system, with the curriculum and exams necessary to achieve the Accredited number of Individuals Partner Level requirement.* Informatica University ondemand Product Training ondemand Annual Per-Person Subscription Access the entire library of Informatica self-paced product training courses to increase competency anytime, anywhere. 6 6 6 6 OnDemand Single Training Course Self-paced product training courses that span the Informatica product line. 50% 50% 50% 50% Informatica University Instructor-Led Product Training Complimentary Seats Last minute seats, subject to availability. Instructor-Led training at an Informatica Facility or Virtual Academy. Restrictions may apply. Free Free Free Free 30 Day Advance Seats Register in advance for Instructor-Led classroom training either at an Informatica facility or live via Virtual Academy (IVA) online without travel expenses. 50% 50% 50% 50% Standard Seats Instructor-Led training classes that span the Informatica product line at an Informatica facility or live online via Virtual Academy (IVA) without travel expenses. 30% 40% 50% 50% On-site Training Training at your facility on Informatica products for a group. 30% 30% 30% 30% Get Trained & Certified Per Person Combo Package Get Trained & Certified Bundle on DI / PowerCenter or DQ Bundle for an individual to achieve competency. Includes: ondemand training, Administrator or Developer certification exam, and bonus extra exam voucher. 5 5 5 5 Informatica University Certification Exams Certified Professional Program and Exams Three levels of Informatica certification achieved through proctored exams validating Informatica product knowledge, implementation skills, and experience. 30% 30% 30% 30% **Availability and program options may vary by region/continent and all training enrollment is subject to availability *Access to INFROM Learning is included for the number of individuals required to achieve Accredited Individual Sales & Pre-Sales Partner Level requirements on page 1
MARKETING PROGRAMS Informatica partner level logo for use on partner website and materials Opportunity to create a Partner Profile in the Informatica Partner Directory Informatica Marketplace Block for qualified offerings complimentary for INFORM partners Access to presentations, white papers, product collateral, and social media content and the ability to customize for your company Joint customer success story and reference program Eligibility for participation in Informatica Field Marketing Regional Programs Lead and Pipeline Generation joint initiatives Opportunity to sponsor major events including Informatica World DEVELOPMENT FUND ELECTIONS Partners may Elect to Fund the Following with earned Development Funds Informatica University Training and Certification Product Training ondemand library subscriptions or single courses; Instructor- Led Classroom and Virtual training Get Trained & Certified per person bundles Certification Exams Informatica Professional Services (IPS) Subcontracting Resources for assistance on existing engagements (Subject to Qualification) Marketing Programs Informatica Sales Kickoff Sponsorship Informatica World Sponsorship Subsidy Joint Regional Pipeline Generating Customer Events with Informatica Field Marketing Customer Wins and References *Global Level Partners may be subject to an annual cap
beinformed http://partners.informatica.com Informatica Partner Portal Product Requests Origination source to access the entire Informatica product suite and request licenses for internal training and demo use. Partner-Specific Enablement Resources For Sales, Pre-Sales, and Technical personnel including webinars, demos, presentations, white papers, sales tools, product data sheets, etc. Opportunity Registration for Referral Benefits or Resell Secure Lead registration system to request sales assistance and for Informatica license opportunities eligible for referral benefits or resell. Partner Discounted Training and Certification Registration Link to register for Training and certification at a savings and view special partner incentives. Technical Support Gateway access to Informatica Global Customer Support (GCS) product support and all its resources. Join The Informatica INFORM Partner Program Complete a partner application online today at beinformed: https://beinformed.force.com/partners/welcome After the application is submitted, an Informatica alliance manager will contact your organization to discuss partnering opportunities, program requirements, benefits, and the contract process. For specific questions contact the Informatica s team. About Informatica Informatica Corporation is the world s number one independent provider of data integration software. Organizations around the world rely on Informatica for maximizing return on data to drive their top business imperatives. Worldwide, over 5,000 enterprises depend on Informatica to fully leverage their information assets residing on-premise, in the Cloud, and across social networks. Partner Sourced Revenue 1 An opportunity is considered Partner Sourced when a Partner makes INFA aware of an opportunity either via email or through formal Partner Portal registration. Sourced opportunities can be for any account (new or existing). The opportunity must meet one of the following criteria and be approved by Informatica: 1- Opportunity does not already exist in Informatica s sales system. 2- Opportunity is already listed, but is at 10% qualification and the business problem, initial requirements and qualified budget has not been shared by the customer at the time of the Partner making INFA aware. 2 Net New Customer Sourced new customer with no prior Informatica software licenses including parent companies or subsidiaries. 3 Value-Add Assist Transaction in-progress where Partner provides Value-Add assistance. is critical to Informatica securing the transaction. Partner provides a positive recommendation of Informatica to the customer above the competition, supports joint sales activities, provides introductions to decision makers, openly shares information, provides demo or POC, and/or other Value-Add activities. INFORM Partner Program Worldwide Headquarters, 100 Cardinal Way, Redwood City, California 94063, USA phone: 650.385.5000 fax: 650.385.5500 toll-free in the US: 1.800.653.3871 www.informatica.com 2014 Informatica Corporation. All rights reserved. Printed in the U.S.A. Informatica and the Informatica logo are trademarks or registered trademarks of Informatica Corporation in the United States and in jurisdictions throughout the world. All other company and product names may be tradenames or trademarks of their respective owners. Informatica reserves the right to modify this Program Guide and the resources and benefits offered through the INFORM Program at any time. VERSION 1-2014