VERITAS PARTNER FORCE PROGRAM BENEFITS GUIDE Veritas Partner Force Program Benefits Guide October 2015 Earn More: Deliver Exceptional Customer Value and Prosper with Program Benefits Designed Specifically to Help You Grow Your Business. Earn more rewards, retain more customers, expand your market footprint and grow your business with Veritas s enhanced performance-based financial and business benefits. Prosper By Doing What You Do Best Accelerate your success with access to better performance-based benefits that are aligned to your business cycle; plan, enable, market, sell, support. These benefits are designed to reward you for excelling in your core areas of business and support you as you venture into new areas and commitment to delivering customer satisfaction. Program Tier advancement is earned through the achievement of Veritas Competencies and by meeting other defined Veritas Partner Force Program requirements. The benefits offered through the Veritas Partner Force Program are aligned to the Partner Program Tiers and competency membership(s). PLAN Access to Veritas s PartnerNet Portal All partners have general access to the Veritas s partner portal housing valuable information, resources and tools. PartnerNet includes a Financial Benefits section for Eligible Partners to view, progress, and access links to complete outstanding requirements and track strategic financial benefits. Log in or complete the Veritas Partner Force Program enrollment process to gain access to PartnerNet resources and tools by visiting: https://partnernet.veritas.com/portal/faces/programs/soft ware-license-benefits. Complimentary Software 1 Vertitas Partner Success Manager (PSM) 1 Access Veritas software at no charge to gain first- hand product knowledge for use on your production network or for customer demonstrations and evaluations. As you earn additional competencies, additional licenses will be available to help you grow your business. Visit the program benefits page in PartnerNet: https://partnernet.veritas.com/portal/ faces/programs/software-license-benefits. Engage directly with an assigned Veritas Partner Success Manager to develop your relationship and grow your business with Veritas. 1
ENABLE Sales Training Access to no-cost online training and sales resources to enhance product and solution knowledge. Learn how to position and sell the product, and position competition. Partners can take courses aligned to competency requirements to earn Veritas accreditations and access increased benefits and incentives. Visit the Veritas University in PartnerNet: https://partnernet.veritas.com/portal/faces/training. Sales and Technical Sales Enablement Assets including Channel Sales Playbooks and Renewal Playcards Access enhanced assets and collateral to support your sales, technical pre-sales and marketing efforts. New Channel Sales Playbooks available to help identify opportunities, prepare your approach, cross-sell solutions and close more profitable deals. Use new Renewal Playcards to sell the value of renewing, handle objections, positon competition, and even cross-sell/upsell with renewal opportunities. Visit the Competency Enablement pages in PartnerNet. Services Delivery Resource Kits (SDRKs) and Tools Access consulting, support and development tool kits designed to guide you in developing a pre/ post-sales services and consulting practice around Veritas solutions. Kits contain a library of intellectual property (IP) such as best practices guides, example documentation, training and powerful tools like Health Check Analyzer, designed to help you prepare and deliver a positive service offering. Visit the Competency Enablement pages in PartnerNet. Technical Pre-Sales Enhance your skills, learn how to develop new Training opportunities and improve profitability, by attending live training webcasts on Veritas solutions led by Veritas product and technical leads. Webcasts are periodically available. Visit PartnerNet and check Veritas PartnerNews for webcast schedules. https://partnernet.veritas.com/portal/faces/salesmarketing/ webcasts Product Solution Webcasts Training elibrary Subscription Access no-cost online technical pre-sales training resources and discounted Instructor- led training provided by Vertias. Learn to perform a customer demo, deliver a technical sales presentation and address competition on a technical level. Take courses aligned to competency requirements to earn accreditations and access increased benefits and incentives. Visit the Competency Enablement pages in PartnerNet. Access the Veritas elibrary providing hundreds of regularly updated on-demand web-based training modules covering the breadth and depth of Veritas s product portfolio. Visit: https://www.veritas.com/elibrary/en.html 2
Market Intelligence Reports Access valuable market intelligence in Veritas Red Books, including the latest market opportunities, customer buying behaviors and competitive positioning designed to help you effectively target areas of the market most valuable to your organization. Visit the Sales & Marketing page on PartnerNet: https://partnernet.veritas.com/portal/faces/salesmarketing Bootcamp Training Attend in-person instructor-led training on advanced technologies. Led by Veritas subject matter experts including demonstrations, hands- on exercises, sharing of field experience and best practice. Bootcamps are periodically available by invitation for Expert level partners. For more information visit PartnerNet or talk to your Veritas Partner Success Manager. MARKET Promote your achievement of competency and build Partner Locator visibility with customers through your listing on Veritas s Partner Locator tool. Manage your partner locator listing by logging into PartnerNet and visiting: http://veritas.force.com/public. Market Planning 1 A Veritas channel marketing champion will help you to proactively plan joint marketing activities. Your Partner Success Manager will help you engage with your channel marketing champion. Competency Logos and Certificates 1 Demand Generation 1 Promote your competency achievements and build visibility with customers through new competency logos. Visit the Downloads section in the Programs page of PartnerNet: https://partnernet.veritas.com/portal/faces/programs. Start generating leads with ready-to-execute marketing campaigns through Veritas Partner Demand Generation Center, Veritas GRID. Free all-in-one demand generation center giving you access to customized campaigns quickly and easily. Engage and educate customers through co-branded interactive microsites and social media syndication. Generate and qualify real-time leads fully owned by you, create opportunities, track usage and automate lead alerts directly to your sales teams. For registration, visit: https://veritas.elasticgrid.com/. 3
SELL Veritas Partner Development Funds 1 Achieve Expert Competency and become eligible for proposal-based marketing and business development funds designed to help you drive profitability and market differentiation. Visit the Veritas Partner Force Programs page on PartnerNet: https://partnernet. veritas.com/portal/faces/programs/financialbenefits. Growth Accelerator Rebates 1 Achieve Expert Competency and earn additional rewards through the Growth Accelerator Rebate (GAR), designed to reward you for achievement of defined quarterly and annual billings targets. Visit the Veritas Partner Force Programs page on PartnerNet: https://partnernet.veritas.com/portal/faces/ programs/financial-benefits. Renewals Promote your competency achievements and build visibility with customers through new competency Performance logos. Visit the Downloads section in the Programs Rebate 1 page of PartnerNet: http://partnernet.veritas.com/ portal/faces/programs/financial-benefits. Opportunity Registration 1 Margin Builder 1 Increase your overall earning potential with Opportunity Registration rewards when you identify, develop, and close incremental sales opportunities. Visit the Veritas Partner Force Programs page, Benefits tab, in PartnerNet to access Opportunity Registration: https://partnernet.veritas.com/portal/ faces/programs/opp-reg. Get rewards through Margin Builder for eligible qualifying small business opportunities. Visit the Programs page, Benefits tab, in PartnerNet to access Margin Builder: https://partnernet.veritas.com/portal/ faces/salesmarketing/margin-builder. Partner Helpdesk 1 Gain access to free phone and email based assistance for sales and general questions related to doing business with Veritas. Designed to provide a single place to go to enable Veritas to help you to comprehensively support your customer needs. Please visit PartnerNet for a local number to speak to a sales assistance helpdesk representative in your region. SUPPORT Pre-Sales Technical Access pre-sales technical assistance via Assistance 1 online chat or email and scheduled phone/web interactions to assist you with opportunities. Please visit PartnerNet for a local number to speak to a sales assistance helpdesk representative in your region. 4
Frontline Support 1 Valuable access at no-cost to Veritas Frontline Support professionals (Veritas s global customer facing support organization) for assistance with post-sales technical support questions for your environment and customer product implementations for products in your Principal Competencies. Visit: https://partnernet.veritas.com/portal/faces/support. Field System Access to in-person System Engineer assistance to Engineer (SE) assist with opportunities and implementations. Assistance 1 Advanced Support 1 Expert competency members have direct access to Veritas Advanced Support professionals at no-cost for timely and accurate escalations of your Expert Competency implementation and technical support questions without routing through Frontline Support. Details for Advanced Support are available in the Technical Support Benefits Supplement on PartnerNet. Please refer to this and the support product matrix for details. https://partnernet.veritas.com/portal/faces/support Pre-Sales Technical Access Veritas Connect Community forums and Online Resources, knowledge bases, to connect with customers, Communities partners and employees to find solutions, and share and Tools 1 non-confidential technical knowledge. Search our extensive knowledge base to find articles, videos and downloads to solve technical issues related to the Veritas products you sell. Visit: https://partnernet. Veritas.com/portal/faces/support. Veritas reserves the right to make changes at any time. 1 Access to Benefits may vary by region and country, and is based on program membership tier, competency level and eligibility criteria. Certain Benefits may have additional terms and conditions as found on PartnerNet, if applicable. All Benefits are provided on a reasonable efforts basis, resources permitting. Veritas reserves the right to vary the terms of Benefits or to cancel the Benefit(s) upon publishing notice of such amendment or cancellation at https://partnernet.veritas.com. The effective date of termination shall be the date on which notice of such cancellation or termination is posted at https://partnernet.veritas.com. To learn more about the requirements associated with the Veritas Partner Force Program Visit http://partnernet.veritas.com/portal/faces/programs and review the Veritas Partner Force Program Requirements Supplement, Veritas Competency Supplement Guide and Veritas Partner Force Program Guide on PartnerNet. For More Information: Visit our website: http://veritas.com/partners or https://partnernet.veritas.com 5