Overview Partner Levels Partner Benefits Sales & Marketing SafeNet Cipher echnology Partner GLOBAL GUIDE FOR ECHNOLOGY PARNERS MSSP NER LE M AB IB Y S E AL OL OG YP A R IV SI S HN OR U E N C RY P I O N SYS EMS INEGRAOR E C UN R DIS ER DER ION ICA OV I ING SUPP OR RKE A M PR AN AG AU GY CE M A R K E S R A E VI O GO H VALUE ADD ED RE SE CRYPO L M S EM ER R LE SAFE Page 1
Contents he SafeNet Cipher echnology Partner 3 echnology Partner iers 4 5 Reasons to Partner with SafeNet 5 Sales and Marketing Support 6 Becoming a echnology Partner 7 SafeNet Cipher echnology Partner Agreement 8 Required echnical Integration Documentation 9 10 Page 2
Overview Partner Levels Partner Benefits Sales & Marketing G O L D MSSP he SafeNet Cipher echnology Partner S I LV E R S Y S E M I N E G R A O R he SafeNet Cipher echnology Partner recognizes and supports business E C H N O L O G Y relationships with leading technology companies that enhance their products with SafeNet security solutions. SafeNet s commitment to providing the integrated security functionality along with technical, marketing, and business development support is essential to give our echnology Partners the tools they need to realize new opportunities, extend their solutions, and build their businesses. he echnology Partner offers exclusive technical integration, marketing, and other benefits to Partners according to their classification: Silver, Gold or Platinum (see chart on page 4). MSSP EG AU Y NER LE M AB IB Y SA LE SafeNet uses its resources as a leader in data security to support members in promoting their solutions and satisfying an ever-growing customer base. SafeNet offers industry-leading solutions for authentication, crypto management, and encryption addressing the broadest range of use cases with unified management options and multiple integration points. echnology Partners work with SafeNet to expand opportunities in the enhanced security marketplace and to forge innovative interoperability relationships. SafeNet echnology Partners receive recognition for their verified integrations. OL OG YP A R IV SI UN R DIS ER DER OV I ION ICA S OR U HN PR ING SUPP OR RKE MA H AN AG M A R K E S R A CE O VI GO SAFE VALUE ADD ED RE SE CRYPO L M S M E SafeNet offers three tiers (Silver, Gold, and Platinum) of technical, marketing, and business development support to echnology Partners that add SafeNet s solutions to secure their products. For most products, SafeNet offers a full-line of technical guides and software development kits (SDKs) that are available to help with the integration process. ER R LE SafeNet and Your Business A Partnership for Success: E N C RY P I O N E C SYS EMS INEGRAOR C U S O M E R S Page 3
echnology Partner iers he SafeNet Cipher echnology Partner was created to recognize our business associations by offering opportunities to strengthen relationships, drive growth, and increase revenue. he chart below lists the necessary criteria, engagement opportunities, and marketing support available at each Partner level. alk with your SafeNet representative about the partnership level that best matches your current business relationship. Silver Gold Platium Identified Partner Product Yes Yes Yes Identified SafeNet Product Yes Yes Yes Identified Use Case Yes Yes Yes echnical Criteria Integration Documentation Optional* Required Required Customer Support Yes Yes Yes echnical Integration** Verified Integration Certified Integration Certified Integration esting Partner Optional* SafeNet Engagement Opportunties Named Partner Representative Optional* Yes Yes Enablement and raining Optional* Optional* Yes Regular Meetings Optional* 1x/quarter 1x/month Annual Joint Go-o-Market Plan No Optional* Yes Dedicated SafeNet Marketing Representative Optional* Required Required SafeNet Solutions featured on Partner Website Optional* Required Required Marketing Support Identified Joint Customer Optional* Optional* Required SafeNet Solutions promoted by Partner Optional* Optional* At least 2x/ year Strong reseller network for SafeNet Solutions Optional* Required Required Resell integrated SafeNet products Optional* Optional* Optional* * to be determined by SafeNet and Partner **see page 9 for integration descriptions echnology Partner Certification All Silver, Gold, and Platinum echnology Partners will be provided with at least one or all of the following certification labels: Authentication SafeNet Cipher echnology Partner Crypto Management SafeNet Cipher echnology Partner Encryption SafeNet Cipher echnology Partner Page 4
5 Reasons to Partner with SafeNet 1 SafeNet partnerships open doors. By verifying and/or certifying your technical integrations and use cases with SafeNet solutions, you establish an official relationship with the industry-leading security solutions expert and expose your business to SafeNet s extensive network. 2 Dedicated partner page on the SafeNet website. Each SafeNet Partner is provided with a searchable, dedicated web page on www.safenet.com that gives a general business description highlighting the use case and SafeNet integration. 3 Opportunities for customer engagement. SafeNet s Cipher echnology Partner offers opportunities to forge innovative interoperability relationships in the enhanced security marketplace. 4 Access to SafeNet product development teams. SafeNet s market-driven philosophy delivers both ongoing product innovations and new features to the Partners and customers. 5 he SafeNet commitment. SafeNet works together with Partners to ensure that our mutual customers receive the most innovative products and solutions, the highest quality support, and a superior customer experience. Page 5
Sales and Marketing Support SafeNet Cipher echnology Partners can take advantage of various sales and marketing programs. Below is a sampling of the support available to Partners at each relationship level (Silver, Gold, or Platinum). More options are available for Gold and Platinum Partners who commit to furthering their business relationship with SafeNet. alk to your SafeNet representative about creating a plan for your business. SILVER Website listing Dedicated web page to see pages, visit www.safenet-inc.com/partners/technology-partners Use of SafeNet Verified Integration logo GOLD SILVER benefits plus... Dedicated SafeNet marketing representative Use of SafeNet Certified Integration logo Marketing collateral (such as solution briefs, e-books, etc.) Ready-to-Go marketing kits Joint annual Go-to-Market plans Social media and public relations support Support for Partner lead generation O MA R KE S R A EGY GO MARKEING SUPPOR PLAINUM GOLD benefits plus... Go-to-Market plan SafeNet-led webinars White papers Event sponsorships Exposure to the SafeNet Channel Ecosystem Page 6
PARNER PARNER SYSEM INEGRAOR Becoming a echnology Partner PARNER he SafeNet Cipher echnology Partner requires that prospective Partners: PARNER ECHNOLOGY PARNER 1. Complete and submit the SafeNet Cipher Partner Agreement. https://cipherportal.safenet-inc.com 2. Provide Proof-of-Integration documentation for each SafeNet solution. Below is a list of some of the information that prospective echnology Partners will be asked to supply for each integrated solution: Partner Contact Name SafeNet Company or Integrated Solution Reference on Partner Website Example: http://www.citrix.com/ready/en/safenet Partner Sector/Industry Example: echnology/computer Software Use Case (Category) Example: Digital Signature Partner Solution Name / Version Example: NetApp Storage Encryption with Clustered Data ONAP 8.1 SafeNet Integrated Solution Name / Version Example: Luna SA, Version 5.2.1 Operating System arget / Compatibility Example: Microsoft Windows 2008 R2 Partner Certification ype Example: Citrix Ready Integration Status Example: Verified or Certified (see page 9 for explanation of the differences) Integration Communication / Integration Protocol Integration Protocol Authentication ype Platform Partners may be asked to provide additional information such as architectural diagrams, solution descriptions, artwork/logos, and styling and branding guidelines. Page 7
SafeNet Cipher echnology Partner Agreement In order for your business to become a SafeNet Partner, you need to complete, sign, and submit the SafeNet Cipher echnology Partner Agreement. he sample Agreement and sidebar outline expectations and address the scope of the legal, technical, and marketing aspects that the Agreement covers. Contact your SafeNet representative with any questions or concerns. Key Parts of the Agreement Scope Definitions Interoperability Validation Sales and Marketing Activities rademarks and Logos Customer Support Confidentiality Indemnification erm and ermination Limited License and Use Restrictions Intellectual Property Rights Limited Warranty and Limitation of Liability Assignments Exhibits Solution Development Plan SafeNet Solutions to be Integrated Information for SafeNet Partner Portal and Web Site Contact Information - Primary - echnical - echnical Support - Marketing - Sales Page 8
Required echnical Integration Documentation Proof-of-Integration Efforts Every SafeNet Cipher echnology Partner will be asked to provide documentation for their business integrations with SafeNet solutions. here are two types of verification status: Verified and Certified. Verified Integration A Verified Integration requires documentation of Proof-of-Integration by either Partner (SafeNet or echnology Partner) or by a hird Party in the form of an integration document that must contain all of the following: Partner solution name and description SafeNet solution name and description Scope of integration Supported platforms and versions echnical Partner and SafeNet solution prerequisites Screen shot or any supporting evidence of integrated solution Acceptable formats for the integration document include: a stand-alone and dedicated integration guide for the Partner application and SafeNet solution a section within a Comprehensive User Guide or Online Help (SafeNet or Partner) that includes - a copy of the specific section in reference to integrated solution AND - reference Information such as URLs, page numbers, or documentation names Certified Integration A Certified Integration requires that both 1. the integrated solution must be tested, proven, and verified by the echnology Partner AND SafeNet and 2. a standalone and dedicated integration guide must be produced, edited, and approved by the echnical Partner and SafeNet. Page 9
SafeNet Inc. is one of the largest data security companies in the world. For 30 years, SafeNet Inc. has been trusted to protect the most high value information for organizations around the globe. More than 25,000 commercial enterprise and government agency customers trust SafeNet for data protection, encryption, cloud security, multi-factor authentication, cybersecurity, software protection, and software licensing. About the SafeNet Cipher Partner he SafeNet Cipher Partner has been built to offer access to a portfolio of the industry s most innovative data protection solutions including support and benefits specifically designed to match our business models and the business goals of each of our Partners. echnology Partners, such as application developers and independent software vendors (ISVs), can join the program to enhance the security of their services and technologies by integrating with SafeNet products. Using this integrated security functionality can help Partners realize new opportunities, extend their solutions, and build their businesses. Contact Us: For all office locations and contact information, please visit www.safenet-inc.com. Follow Us: www.safenet-inc.com/news-media 2014 SafeNet, Inc. All rights reserved. SafeNet and SafeNet logo are registered trademarks of SafeNet. All other product names are trademarks of their respective owners. 8Aug2014 Page 10