Go Forward! Partner Program Guide. Siemens Enterprise Communications www.siemens-enterprise.com

Siemens Enterprise Communications www.siemens-enterprise.com 1 Siemens Enterprise Communications GmbH & Co. KG 2011. Siemens Enterprise Communications GmbH & Co. KG is a Trademark Licensee of Siemens AG

Contents» Dear Partners, Congratulations and thank you! Congratulations for being a Go Forward! Partner and thank you for working together with Siemens Enterprise Communications. We re proud to welcome you into our partner community. Your success is our success. And we understand that the foundation of mutual success is a solid partnership. With this in mind, we re committed to empowering our partners with superior products, a strong local and global market position, and an outstanding level of support. Siemens Enterprise Communications unique Open Communications approach underpins everything we do, enabling our partners to deliver advanced communications to a full range of customers, from small start-up companies to multinational organizations. As the face of Siemens Enterprise Communications to your customers, you play the most important role in growing our indirect channel business. With this guide you have one source that provides all the information you need to identify and address your customers requirements and design high value business solutions. It is important to be familiar with all the processes, tools, information and material available to enable the growth of our indirect channel business and contribute to the success of your company. Patrick Kehoe SVP Global Channel Programs and Operations Contents»

Contents Welcome to the Partner Program Benefits Specializations Program Core Criteria Abbreviations

1. Welcome to the 1. Welcome to the 1.1 Program Objectives 1.2 Why Partner with Siemens Enterprise Communications? 1.3 Program Overview 1.3.1 Partner Level 1.3.2 Specializations 1.4 How to become a Partner? «Previous Next» 4

«Contents Next» Welcome to the Partner Program 1.1 Program Objectives 1.2 Why Partner with Siemens Enterprise Communications? 1.3 Program Overview 1.3.1 Partner Level 1.3.2 Specializations 1.4 How to become a Partner? Siemens Enterprise Communications recognizes that it takes effective partnerships to create, implement and distribute highly integrated real-time communications solutions. We depend on our channel partners to provide the market reach and local expertise to extend the value of our solutions and services to customers on a global basis. In return, we remain committed to providing our partners with superior support, market differentiation and sustainable revenue opportunities. To back our commitment to our partners, we have designed the Go Forward! partner program as a single, unified program to simplify and streamline operations and make doing business with Siemens Enterprise Communications easier. We also recognize that different types of organizations bring different business value, areas of expertise and opportunities to our mutual customers. For this reason, the Siemens Enterprise Communications Go Forward! partner program provides three distinct types of engagements: Approved Partners, Distribution Partners and Alliance Partners: Approved Partners - These organizations (resellers) sell and typically implement and support Siemens Enterprise Communications solutions in geographies, industries and markets around the world. Our resellers range in size from single-site value-added resellers (VARs) to multinational System Integrators that provide a full range of IT and communications products and services. Distribution Partners Siemens Enterprise Communications Approved Distributors purchase solutions directly from Siemens Enterprise Communications for resale to Approved Partners and others within defined countries. Value-added services vary by Approved Distributor, but typically include credit, marketing and pre-and post-sales support that enable partners to meet their customers business challenges. Alliance Partners - These organizations are Siemens Enterprise Communications industry peers; they work with us to customize, integrate, and bring joint and co-branded solutions to market. This group includes many of the largest IT service providers and telecommunication carriers in the world such as AT&T, British Telecom (BT), Deutsche Telekom, Telefonica and Verizon. The Go Forward! partner program guide applies to Approved Partners and provides information regarding the benefits and other terms related to membership in the Go Forward! partner program. It provides information to enable current and prospective partners to select program features and Specializations that match their skills and interests and take full advantage of the related benefits. Because we are constantly improving our offerings, this program guide includes frequent references to our partner portal: Siemens Enterprise Communications Business Area (SEBA) at: https://www.siemens-enterprise.com/seba. «Contents Next» 5

1.1 Program Objectives 1.1 Program Objectives 1.2 Why Partner with Siemens Enterprise Communications? 1.3 Program Overview 1.3.1 Partner Level 1.3.2 Specializations 1.4 How to become a Partner? Channel partners are at the core of our success at Siemens Enterprise Communications and represent a key focus area of our Open Communications strategy. Our partners provide the expertise to extend the value of our solutions and services to customers. We also recognize that our partners need more than just our great offerings to succeed, and our award-winning Go Forward! partner program provides the tools, resources and support our partners need to drive communications-related revenue, deliver unprecedented customer satisfaction and increase profitability. The global Go Forward! partner program is designed to nurture profitable relationships based on seven guiding principles: n Provide a global partner program supporting all partners across all business models. n Offer a low cost of entry for participation. n Enable partners to successfully and profitably sell our products and services. n Offer partners an attractive set of benefits which are aligned with their results and commitment to Siemens Enterprise Communications. n Provide the means for our partners to differentiate themselves as a trusted advisor and partner to their customers. n Build program, policies and processes that make it easy for partners to do business with Siemens Enterprise Communications. n Respond quickly to partner needs. 6

1.2 Why Partner with Siemens Enterprise Communications Continued.. 1.1 Program Objectives 1.2 Why Partner with Siemens Enterprise Communications? 1.3 Program Overview 1.3.1 Partner Level 1.3.2 Specializations 1.4 How to become a Partner? The fundamental reasons why Value-Added Resellers, System Integrators, Service Providers and others choose to partner with Siemens Enterprise Communications is P-R-O-F-I-T: Pursue and Close More Deals - We provide our partners with the tools they need to find, qualify and propose more high value deals and deliver solutions that maximize customer value and are differentiated from the competition. Our virtualized software solutions can be installed on industry standard servers, which overlay (or co-exist) in existing multi-vendor infrastructures without the need to rip out and replace. We also offer multiple deployment options and pricing models to enable our partners to address the needs of every organization, including on-site premise based solutions managed by the customer; headquarters installed, branch locations in the cloud or outsourced for management, and infrastructure hosted and managed in the cloud. Reduce Your Cost of Doing Business - Our solutions are channel friendly ; they are easy to deploy, easy to support and backed by a support organization that facilitates multinational market coverage. A key objective of the program is to enable our partners to provide full turnkey service to their customers. We can also provide services on your behalf through our network of local support experts in more than 90 countries. This gives our partners the opportunity to cost-effectively enter new markets and the flexibility to be as hands-on or hands-off in any given sales opportunity. Optimize Your Margins - Our partner program is designed from the ground up to optimize profitability. We offer generous margins that increase with volume. In addition, we do not over-distribute our products and solutions. The goal of our partner model is quality, not quantity. As a result, our partners rarely find themselves competing against multiple Siemens Enterprise Communications resellers for the same deal, which ensures your margins remain strong and predictable. Fortify Your Future Success - Selecting a communications solution vendor is a lot like making a long-term investment. You want to ensure that your investment is not only safe, but has great potential for growth. We are a financially secure organization with zero debt. We have a strong commitment to technology leadership and innovation and we continue to invest in research and development (R&D) at a higher rate than our competitors to maintain the long-term success and growth of our company and partner community. This is one of the key reasons why more than 2,000 partners worldwide are confidently building new revenue streams around our solutions. 7

1.2 Why Partner with Siemens Enterprise Communications 1.1 Program Objectives 1.2 Why Partner with Siemens Enterprise Communications? 1.3 Program Overview 1.3.1 Partner Level 1.3.2 Specializations 1.4 How to become a Partner? Increase Your Business BottomLine - Siemens Enterprise Communications offers a number of processes and marketing tools designed to help our partners enhance their bottom-line and drive their success: n Partner Fund, a generous well-funded Partner Fund program, allows partners to earn money to offset demand generation, business development and training activities. n Digital Channel offers partners the ability to easily integrate Siemens Enterprise Communications into their website with up-to-date web content highlighting our products and solutions, as well as email campaigns to help drive lead generation. n Our Deal Registration Program allows partners to register business opportunities, enjoy additional incentives and secure protection for their registered deals. Team with a Market Leader - We have a global brand, industry recognized technology and award-winning solutions backed by the most experienced and committed team of professionals in the industry. As a pioneer in this industry, Siemens Enterprise Communications has been providing innovative communications solutions to organizations large and small for 160 years: n In 1847, we delivered the first reliable transmission over long distance. n In 1984, we were the first to combine voice and data, with our Hicom solutions. n In 2004, we were the first to market with unified communications applications. n Today, we offer the ONLY open communications suite. 8

1.3 Program Overview Continued.. 1.1 Program Objectives 1.2 Why Partner with Siemens Enterprise Communications? 1.3 Program Overview 1.3.1 Partner Level 1.3.2 Specializations 1.4 How to become a Partner? The Go Forward! partner program has been established to recognize the investments partners have made in supporting their end customers. The requirements for membership are straightforward and the investment required to become accredited is among the lowest in the industry. The entry point to the Go Forward! partner program is the Registered Reseller partner level. Siemens Enterprise Communications values Registered Resellers as an important part of the indirect channels business who primarily sell our SME portfolio. As a Registered Reseller, a company gains access to the resources needed to begin selling Siemens Enterprise Communications solutions and can initiate the Go Forward! Approval process when ready. Partners who have successfully completed the Go Forward! Approval process may claim Siemens Enterprise Communications Approved Partner status and use the following partner logo: 9

1.3 Program Overview 1.1 Program Objectives 1.2 Why Partner with Siemens Enterprise Communications? 1.3 Program Overview 1.3.1 Partner Level 1.3.2 Specializations 1.4 How to become a Partner? 1.3.1 Partner Level The Go Forward! partner program is structured in a straightforward way that allows a partner to develop his own business with Siemens Enterprise Communications at his own pace. The Go Forward! partner program has three recognized membership levels: Premier is the highest level, Plus and Select. Each level has distinct benefits and requirements. Benefits increase as an Approved Partner s relationship with Siemens Enterprise Communications grows. Qualifying for membership in a level is determined by fulfilling mandatory core requirements and earning Specializations through an objective points-based-system n Select is the entry level partnership with minimal requirements that still gives you access to great benefits including sales, marketing and technical support, access to our partner portal, and a discount structure. n Plus: From there you can progress to become a Plus partner with additional benefits such as access to partner fund and opportunity-specific support. n Premier is our highest partnership level, offering exclusive benefits such as access to our executive briefing center. 1.3.2 Specializations Specializations are the key to the effectiveness of Go Forward!, for partners and for customers. That s because specializations are the only differentiator that the customer sees. They remain unaware of partner level. That means partners who don t necessarily have the scale to be a top-tier partner don t get ignored by customers. They see only that the partner is a reliable Siemens Enterprise Communications partner, and that he has the skills they need, if the specialization is the one they are looking for. 10

1.4 How to become a Partner? 1.1 Program Objectives 1.2 Why Partner with Siemens Enterprise Communications? 1.3 Program Overview 1.3.1 Partner Level 1.3.2 Specializations 1.4 How to become a Partner? There are five straightforward stages to becoming an Approved Partner: 1. Apply: To apply to join the program, you must download or complete a Go Forward! partner program application form online at www.siemens-enterprise. com/partners. You will then be contacted by a local channel account manager, who will present the benefits of the program in detail, and discuss the relevant requirements with you. 2. Sign contract: Once both sides have agreed to pursue the relationship, the next step is to sign your partner contract. The terms of the contract will vary depending on your business model and proposed partner program level. 3. Plan, connect and start: Familiarize yourself with the program s tools and resources, put your internal resources in place, and start selling even before you have completed the approval process. Your key resource in this regard is the Siemens Enterprise Business Area (SEBA) portal. Access to the portal can be granted by your local channel account manager via our internal CRM system. Usually, there will be a SEBA company administrator allocated to your account, who can manage users and roles for your employees. If you need any support, send an e-mail to our customer service desk: customer-servicedesk@siemensenterprise.com. 4. Develop skills: Your channel account manager will help you develop and implement a training plan to acquire the certification you need to achieve your chosen Siemens Enterprise Communications specializations. 5. Get approved: Finally, your channel account manager will help you prepare for your Approved Partner approval audit. The Approval audit is used to check if a partner meets the specialization and core criteria to achieve partner level. The Approval is valid for one year, January 1st December 31st. Within the last quarter of the current year, October 1st December 31st, the partner must have successfully passed the Approval Audit for the next year. The approval date included in the confirmation letter sent to the partner by Siemens Enterprise Communications is the valid approval date. 11

2. Program Benefits 2.1 Overview 2.2 Relationship Benefits 2.3 Financial Benefits 2.4 Marketing Benefits 2.5 Sales Benefits 2.6 Service Benefits «Previous Next» 12

2.1 Overview Continued.. 2.1 Overview 2.2 Relationship Benefits 2.2.1 Partner Portal 2.2.2 PartnerCONNECT 2.2.3 Partner Communications Vehicles 2.2.4 Competitive Intelligence 2.2.5 Executive Briefing Centers 2.2.6 Partner Advisory Council 2.3 Financial Benefits 2.4 Marketing Benefits 2.5 Sales Benefits 2.6 Service Benefits The Go Forward! partner program offers a core set of benefits and resources to all of our members across all three levels of the partnership Premier, Plus and Select. For partners that choose to specialize in specific Siemens Enterprise Communications solutions and to improve their skills, services and sales, we offer additional benefits to support this incremental level of investment and commitment. The higher the partnership level achieved, the greater the benefits provided. These benefits fall into five categories which are summarized below and each benefit is described in additional details on the following pages. Some benefits may vary due to local availability. Benefits Relationship Benefits Go Forward! Partner Level Premier Plus Select Registered Reseller Partner Portal PartnerCONNECT Partner Communication Vehicles Competitive Intelligence Executive Briefing Centers Partner Advisory Council Financial Benefits Go Forward! Discounts* Partner Fund Deal Registration Indirect Channel Opportunity Pricing* Demonstration System Discount* *These Benefits are provided through distribution for their partners 13

2.1 Overview 2.1 Overview 2.2 Relationship Benefits 2.2.1 Partner Portal 2.2.2 PartnerCONNECT 2.2.3 Partner Communications Vehicles 2.2.4 Competitive Intelligence 2.2.5 Executive Briefing Centers 2.2.6 Partner Advisory Council 2.3 Financial Benefits 2.4 Marketing Benefits 2.5 Sales Benefits 2.6 Service Benefits Benefits Marketing Benefits Go Forward! Partner Level Premier Plus Select Registered Reseller Partner Logo Partner Locator Digital Channel Sales and Marketing Collateral Online Marketing Shop Promotions Corporate Events Public Relations Support Dedicated Marketing Contact Lead Generation Sales Benefits Assigned Partner Manager Access to local Sales Resources Business Planning Assistance Dedicated Partner Briefings and Webinars Strategic Executive Meetings Pre-sales Support* Service Benefits Service Portal Technical Assistance* Expert Assistance* Incident Management* *These Benefits are provided through distribution for their partners 14

2.2. Relationship Benefits Continued.. 2.1 Overview 2.2 Relationship Benefits 2.2.1 Partner Portal 2.2.2 PartnerCONNECT 2.2.3 Partner Communications Vehicles 2.2.4 Competitive Intelligence 2.2.5 Executive Briefing Centers 2.2.6 Partner Advisory Council 2.3 Financial Benefits 2.4 Marketing Benefits 2.5 Sales Benefits 2.6 Service Benefits 2.2.1 Partner Portal We recognize that our partners are in business to sell solutions, service their customers and make money not to spend time struggling to get information from their suppliers. For this reason, all Approved Partners who are members of the Go Forward! partner program have full access to an exclusive password-protected partner portal called SEBA (Siemens Enterprise Communications Business Area). SEBA is a centralized, online resource that provides up-to-the-minute information about our solutions, programs, marketing opportunities, initiatives, strategies, training, software and more. The content is updated regularly to provide our partners with access to the tools and resources they need to win more business with Siemens Enterprise Communications products and solutions. SEBA registration instructions are provided to all program contacts in the introductory letter, which is sent out after the program application is processed and accepted. A self-explanatory tutorial for SEBA with voice recording and subtitles is available on the SEBA homepage. 2.2.2 PartnerCONNECT PartnerCONNECT provides secure web based access to Siemens Enterprise Communications CRM system Global-ONE for Approved Partners. PartnerCONNECT allows collaborative management of CRM data like partner accounts, customer accounts, contacts, leads, deals and opportunities including sophisticated reports and dashboards. Using PartnerCONNECT, a partner can register deals or request a special bid. PartnerCONNECT is currently not yet available in all countries. Please contact your channel account manager for local availability. Siemens Enterprise Communications Business Area 15

2.2. Relationship Benefits 2.1 Overview 2.2 Relationship Benefits 2.2.1 Partner Portal 2.2.2 PartnerCONNECT 2.2.3 Partner Communications Vehicles 2.2.4 Competitive Intelligence 2.2.5 Executive Briefing Centers 2.2.6 Partner Advisory Council 2.3 Financial Benefits 2.4 Marketing Benefits 2.5 Sales Benefits 2.6 Service Benefits 2.2.3 Partner Communications Vehicles Great partnerships are founded on open, honest and on-going communications. For this reason, we have developed a variety of vehicles to keep our partner community up-to-date on our latest news, events and product announcements. We have also developed a number of activities designed to foster open dialog, with the goal of continuously improving partner relationships and growing our mutual business opportunities. Key examples include: n Go Forward! Newsletter - Partner newsletters, available in both local and global editions, keep partners informed of product announcements and developments, marketing programs and news related to training, certification, sales enablement tools and SEBA. They also provide tips to optimize your partnership with Siemens Enterprise Communications. n Partner Satisfaction Surveys - To help ensure the success and satisfaction of all our channel partners, we periodically conduct satisfaction surveys. By gathering our partners views on our programs, services and support, we learn how we can improve our programs to further our mutual success. n Partner Webcasts - Our partner webcasts bring the latest information about Siemens Enterprise Communications products, programs and promotions. We offer at least once partner webcast each quarter, reinforcing our commitment to open, two-way communications to help our partners succeed and grow. n Sales Circulars - Email distributed documents that keep our partners informed on new product releases and product phaseouts. 2.2.4 Competitive Intelligence Partners can improve their ability to position Siemens Enterprise Communications with customers by understanding the competition. Siemens Enterprise Communications provides information to help you effectively sell against the most common competitors. Comparisons of strengths, weaknesses, offerings, investment options and market differentiators help partners confidently recommend Siemens Enterprise Communications to their prospects. 2.2.5 Executive Briefing Centers Executive Briefing Centers provide an ideal forum for Premier partners to showcase Siemens Enterprise Communications solutions to qualified customers. Using these state-of-the-art facilities, partners can host customers in a formal business environment, with the resources of Siemens Enterprise Communications at their disposal. Where appropriate, your channel account manager and/or local Siemens Enterprise Communications account team will co-host the event, with the option to invite Siemens Enterprise Communications senior executives to participate as well. To ensure a successful event, the Siemens Enterprise Communications channel account manager and Siemens Enterprise Communications Executive Briefing Customer Team work with the partner to develop and deliver a customized program for the attending end-customer/prospect that serves to build stronger relationships and confidence in Siemens Enterprise Communications, accelerate the sales cycle and close business opportunities. To schedule a customer visit to an Executive Briefing Customer and customize an agenda for the meeting, talk to your Siemens Enterprise Communications channel account manager. 2.2.6 Partner Advisory Council A small group of partner representatives meets with Siemens Enterprise Communications at least once per year, to share their ideas to enable us to continuously improve the Go Forward! partner program. These council meetings offer a high-level, open and collaborative environment for discussing our business goals, product roadmap and strategic channel direction, providing valuable insights for driving mutual growth and developing new business opportunities. Partner participation is by invitation only. 16

2.3. Financial Benefits Continued.. 2.1 Overview 2.2 Relationship Benefits 2.3 Financial Benefits 2.3.1 Go Forward! Discounts 2.3.2 Partner Fund 2.3.3 Deal Registration 2.3.4 Indirect Channel Opportunity Pricing 2.3.5 Demonstration System Discount 2.4 Marketing Benefits 2.5 Sales Benefits 2.6 Service Benefits 2.3.1 Go Forward! Discounts One of our principal means of rewarding partners for deeper participation in our Go Forward! partner program is better pricing. Premier partners receive the highest discount, followed by Plus and Select, respectively. For two-tier partners, pricing is solely at the discretion of our Approved Distributors. However, the price quoted to a partner by a distributor is also based on their program level. Consult your Siemens Enterprise Communications Approved Distributor for more information. 2.3.2 Partner Fund Go Forward! Distributors (Premier and Select) and Go Forward! Resellers (Premier and Plus only) accrue Partner Funds based on their qualifying sales of Siemens Enterprise Communications products. Once partners begin earning Partner Funds, they can use the Partner Fund web portal located on SEBA to see their current Partner Fund balance, request usage and claim funds. For current detailed information on the Partner Fund Program, including the claim/ reimbursement process, refer to the Partner Fund Guidelines in SEBA: LINK TO PARTNER FUND GUIDELINES 2.3.3 Deal Registration The Deal Registration Program is a key benefit of the Go Forward! partner program recognizing and rewarding partners for the pre-sales effort and investment associated with actively identifying, developing and closing new sales opportunities with products and solutions from Siemens Enterprise Communications. Partners register an opportunity using the Deal Registration Form posted on the SEBA partner web portal or the Deal Registration function in the PartnerCONNECT CRM tool. n Preferred-Partner: The first accepted and approved by Siemens Enterprise Communications qualified partner to register an eligible opportunity becomes the Preferred-Partner for the registered Deal. The Preferred-Partner is the only partner that is eligible for Deal Registration Benefits. n Approved-Partner: Qualified partners with subsequent registrations of the same opportunity will become an Approved-Partner for the registered Deal. An Approved-Partner is not eligible for Deal Registration Discounts but is eligible for pre-sales support. Deal Registration program availability and conditions vary by countries. For more detailed program terms and conditions and to register an opportunity, refer to the Deal Registration under SEBA: LINK TO DEAL REGISTRATION PROGRAM GUIDE 17

2.3. Financial Benefits 2.1 Overview 2.2 Relationship Benefits 2.3 Financial Benefits 2.3.1 Go Forward! Discounts 2.3.2 Partner Fund 2.3.3 Deal Registration 2.3.4 Indirect Channel Opportunity Pricing 2.3.5 Demonstration System Discount 2.4 Marketing Benefits 2.5 Sales Benefits 2.6 Service Benefits 2.3.4 Indirect Channel Opportunity Pricing Indirect Channel Opportunity (ICO) pricing is available to help close qualified, major opportunities and competitive displacements. A key pre-requisite for obtaining special bid pricing is registering the opportunity on PartnerCONNECT, even if it is not eligible for benefits under the Deal Registration Program. Partners simply need to contact their channel account manager for assistance in pursuing this benefit which is exclusively available to Approved Partners. For current detailed information on the Indirect Channel Opportunity Pricing Program, please refer to the Indirect Channel Opportunity Guide under the SEBA: LINK TO INDIRECT CHANNEL OPPORTUNITY GUIDE 2.3.5 Demonstration System Discount Partners are eligible for special discounts on solutions used for demonstration, training labs and internal/in-house use, giving them the opportunity to gain hands-on knowledge on our products and devices. For current detailed information on the Demo System program, including information on the general demo system policy, discount levels, instructions for request and order handling, as well as the program terms and conditions, refer to the Demonstration System program guide on SEBA: LINK TO DEMO SYSTEM GUIDE 18

2.4. Marketing Benefits Continued.. 2.1 Overview 2.2 Relationship Benefits 2.3 Financial Benefits 2.4 Marketing Benefits 2.4.1 Partner Logo 2.4.2 Partner Locator 2.4.3 Digital Channel 2.4.4 Sales and Marketing Collateral 2.4.5 Online Marketing Material Shop 2.4.6 Promotions 2.4.7 Corporate Events 2.4.8 Public Relations Support 2.4.9 Dedicated Marketing Support 2.4.10 Lead Generation 2.5 Sales Benefits 2.6 Service Benefits 2.4.1 Partner Logo Partners who have successfully completed the Go Forward! Approval Process may claim Siemens Enterprise Communications Approved Partner status and use the partner logo, accompanied by explicit reference to their earned specializations. Companies of all sizes and types recognize Siemens Enterprise Communications as one of the largest technology companies in the world and partners have the advantage of leveraging the strength of this market position and brand awareness each time they display the Siemens Enterprise Communications logo. Displaying the earned specializations, along with the partner logo, let s customers know that the partner has invested in technical and business competencies to help serve and support them. Refer to the Style Guide on SEBA to download logos and obtain details on where and how they may be used: LINK TO STYLE GUIDE 2.4.2 Partner Locator Our global Partner Locator on our corporate website allows customers and prospective customers to search for partners by earned specializations and/or geographic market coverage. This makes it easy for potential customers to find local partners qualified to address their specific needs. This tool is also one of our most valuable sales and marketing resources, enabling our partners to benefit from our web traffic and the sales leads generated as a result of our on-going marketing activities. http://partnerlocator.m-m-k.de/ 2.4.3 Digital Channel Digital Channel is a web-based marketing tool designed to provide partners with enhanced marketing capabilities, without the need for specialized marketing expertise. The capabilities provided by the tool include: n Web Content - Provides up-to-date Siemens Enterprise Communications web content, which is automatically displayed within the partner s own website to provide relevant product, industry and topical information. n Email Campaigns - Includes an email tool which enables partners to send prebuilt email campaigns to their contacts, giving them the option to click thru to the partner s website, and giving the partner the ability to track responses and generate new sales opportunities. n Co-branded Collateral - Delivers co-branded documents such as brochures, datasheets and white papers to support partners sales activities. For more information on Digital Channel refer to the Tools for Go Forward! partners section in SEBA, under the Go Forward! section. 19

2.4. Marketing Benefits Continued.. 2.1 Overview 2.2 Relationship Benefits 2.3 Financial Benefits 2.4 Marketing Benefits 2.4.1 Partner Logo 2.4.2 Partner Locator 2.4.3 Digital Channel 2.4.4 Sales and Marketing Collateral 2.4.5 Online Marketing Material Shop 2.4.6 Promotions 2.4.7 Corporate Events 2.4.8 Public Relations Support 2.4.9 Dedicated Marketing Support 2.4.10 Lead Generation 2.5 Sales Benefits 2.6 Service Benefits 2.4.4 Sales and Marketing Collateral All partners receive the rights to reproduce and distribute a large variety of products and services marketing collateral, including data sheets, brochures and the other types of materials listed below. Partners can download and distribute digital versions of all collaterals directly from SEBA under Product Information, free-ofcharge. If partners need printed versions of brochures and datasheets, they can be ordered for a nominal fee on the Online Marketing Material Shop on SEBA under the Supply tab. n Analysts Reports - Learn from industry experts about the current trends in unified communications and contact center management. Analyst reports are subject to additional licensing by the analyst firm and some reports may not be available for reproduction and co-branding. n Case Studies - Siemens Enterprise Communications will produce case studies describing the success of many of our customers. These case studies help all partners and their customers learn how our solutions can be applied to advance business. n Whitepapers - Technical and business whitepapers describe and position Siemens Enterprise Communications solutions for unified communications. 2.4.5 Online Marketing Material Shop The Online Marketing Material Shop provides partners with the ability to view and place orders for marketing materials, such as multimedia CDs, brochures and datasheets. This site is located under the SEBA Supply tab in the Order Marketing Materials section. Some of these items are fee-based, but are eligible for partner fund reimbursement. 2.4.6 Promotions Siemens Enterprise Communications periodically provides channel-specific sales promotions to help partners identify key sales opportunities and increase their revenue. Check the SEBA Partner Portal for news and the latest promotions. Approved Partners will be able to benefit from our additional regular Global Marketing Programs and Promotions. 2.4.7 Corporate Events Siemens Enterprise Communications sponsors road shows, partner conferences, briefings and product launches on a regional and country basis. Partners will be encouraged to attend and participate in these events, generally at no-charge. 20

2.4. Marketing Benefits 2.1 Overview 2.2 Relationship Benefits 2.3 Financial Benefits 2.4 Marketing Benefits 2.4.1 Partner Logo 2.4.2 Partner Locator 2.4.3 Digital Channel 2.4.4 Sales and Marketing Collateral 2.4.5 Online Marketing Material Shop 2.4.6 Promotions 2.4.7 Corporate Events 2.4.8 Public Relations Support 2.4.9 Dedicated Marketing Support 2.4.10 Lead Generation 2.5 Sales Benefits 2.6 Service Benefits 2.4.8 Public Relations Support Siemens Enterprise Communications Approved Partners are welcome to request support for joint press releases to announce the partnership and promote significant wins or other newsworthy events. All releases containing Siemens Enterprise Communications are subject to approval by Siemens Enterprise Communications and should be submitted to Siemens Enterprise Communications for review. 2.4.9 Dedicated Marketing Contact When needed, Premier Partners will have access to a channel marketing specialist who can assist with developing demand generation campaigns, events, programs and marketing initiatives to support the partner s specific business objectives. 2.4.10 Lead Generation Through on-going corporate marketing activities and regional campaigns, sales leads are generated on an on-going basis. These leads are then forwarded to our Inside Sales Team for screening and qualification. If Inside Sales considers the lead to be qualified, it is distributed to the partner who has the best opportunity to close the deal and this is based on the following criteria: n Partner level n Proximity to prospect n Partner qualifications (as measured by earned specializations and/or certifications) n Vertical market expertise n Previous partner responsiveness and close rate on previously issued leads n Round-robin (if all other criteria are equal) Partners receiving leads will be required to: n Contact the lead within 48 hours n Provide on-going feedback on the quality of the lead n Ensure a Siemens Enterprise Communications solution is included in the engagement, and n Conduct a customer satisfaction survey and forward it to Siemens Enterprise Communications at the end of the engagement. 21

2.5. Sales Benefits Continued.. 2.1 Overview 2.2 Relationship Benefits 2.3 Financial Benefits 2.4 Marketing Benefits 2.5 Sales Benefits 2.5.1 Assigned Channel Account Manager 2.5.2 Access to local Sales Resources 2.5.3 Business Planning Assistance 2.5.4 Dedicated Partner Briefings and Webinars 2.5.5 Strategic Executive Meetings 2.5.6 Pre-Sales Support 2.6 Service Benefits 2.5.1 Assigned Channel Account Manager Approved Partners are assigned a channel account manager to act as their advocate within Siemens Enterprise Communications and serve as a central point of contact. Their key responsibilities include: n Assisting with business planning, forecasting and account planning n Coordinating partner training activities and ensuring appropriate specializations and certifications are achieved n Assisting with marketing plan development and execution n Providing support throughout the entire sales cycle, including coordinating executive briefings and accompanying partner personnel on qualifying sales calls n Managing escalations within Siemens Enterprise Communications 2.5.2 Access to local Sales Resources The Siemens Enterprise Communications channel account manager has many sales-associated resources at their disposal to help you accelerate your sales cycles. If necessary, these resources can include account executives and systems engineers with indepth experience handling presales activities and on-site field support. Requests should be made through your channel account manager 2.5.3 Business Planning Assistance Siemens Enterprise Communications and our employees have years of expertise selling communications solutions to a broad range of customers. We offer best practices that can help our Premier and Plus Partners achieve their desired business results. The channel account managers work directly with these partners to develop a set of key objectives that are in line with each partner s business needs and outline action plans to accomplish these objectives. 2.5.4 Dedicated Partner Briefings and Webinars Partner webinars and online, on-demand sessions are available featuring Siemens Enterprise Communications products and services, thought leadership and strategic initiatives, vertical marketing strategies, program and marketing opportunity updates and more. In addition to the regularly scheduled update webinars, special events are targeted to community-specific and/or relationship-specific audiences. Partner webinars are promoted via email and SEBA. 2.5.5 Strategic Executive Meetings Our Premier Partners have demonstrated the highest level of commitment to Siemens Enterprise Communications. In return for this commitment, Premier Partners are assigned an executive sponsor who is available to further expand the partner s relationship with Siemens Enterprise Communications by addressing issues that adversely affect the sales cycle and using influence and contacts to gain access to key decision makers in large organizations. 22

2.5. Sales Benefits 2.1 Overview 2.2 Relationship Benefits 2.3 Financial Benefits 2.4 Marketing Benefits 2.5 Sales Benefits 2.5.1 Assigned Channel Account Manager 2.5.2 Access to local Sales Resources 2.5.3 Business Planning Assistance 2.5.4 Dedicated Partner Briefings and Webinars 2.5.5 Strategic Executive Meetings 2.5.6 Pre-Sales Support 2.6 Service Benefits 2.5.6 Pre-Sales Support Pre-sales support is defined as assistance in answering sales-related questions during the planning and bid phases. Amount of pre-sales support depends on the partner s Go Forward! specialization and support contract. The following pre-sales services are defined but may vary between countries: Pre-sales Knowledge Base Siemens Enterprise Communications provides access via SEBA to a pre-sales knowledge base which offers answers to sales oriented and product related questions. Content of pre-sales knowledge base will be maintained and updated on regular basis with answers to common questions by our pre-sales organization. Pres-sales knowledge base provides information about the complete product and service portfolio of Siemens Enterprise Communications. Pre-sales Assistance The partner has access to our pre-sales organization to clarify sales oriented and product related questions supporting the partner sales and account teams in responding to general customer queries about solutions and capabilities, to choose the appropriate products and to define the solution to meet the customer s needs. Access will be provided via a web based pre-sales request system available in SEBA. Pre-sales Support for Complex Projects Siemens Enterprise Communications pre-sales organization supports partners to evaluate and design complex solutions for large enterprises. The partner will be supported to build the communication solution and a delivery plan for services that will best meet the needs of the customer s business objectives. The design phase covers solution and integration design, elaboration of business cases and migration design services. Tender Support Siemens Enterprise Communications provides assistance in bid preparation and preparation of responses to tenders. Siemens Enterprise Communications support team assists to deliver best effort results in technical design with regards to features requested in the invitation to tender. This service is subject to daily billing. Onsite Pre-sales Support (for Partners with Premier Partner Level) Partners with Premier partner level have access to onsite pre-sales support on partner request. In the acquisition phase of complex deals, the pre-sales organization may participate in meetings with the customer, provide customized presentations and assist with their know-how, in the design of the most suitable solution proposal. Pre-sales support for complex projects, tender support and onsite pre-sales support will be provided to partners ordering directly from Siemens Enterprise Communications and charged on a time and material basis. 23

2.6. Service Benefits Continued.. 2.1 Overview 2.2 Relationship Benefits 2.3 Financial Benefits 2.4 Marketing Benefits 2.5 Sales Benefits 2.6 Service Benefits 2.6.1 Service Portal 2.6.2 Technical Assistance 2.6.3 Expert Assistance 2.6.4 Incident Management All Approved Partners and registered resellers have access to the service portal in SEBA. Approved Partners ordering directly from Siemens Enterprise Communications are eligible for technical support (Technical Assistance, Expert Assistance and Incident Management) through Siemens Enterprise Communications global customer support organization. Technical support is fee based. 2.6.1 Service Portal Access to service information in SEBA is available for Approved Partners and registered resellers. n Support knowledge database provides access to Siemens Enterprise Communications knowledge management application that cumulates and classifies known resolution articles and other relevant service support information about installation, configuration, maintenance and operation of equipment. n Software center provides access to Siemens Enterprise Communications software download application, which offers secure, downloads of software upgrades & updates in accordance with the contracted services & equipment. 2.6.2 Technical Assistance This service provides technical assistance for partners for all in-scope equipment and services regarding usage and handling. n Provide advice and guidance on how to operate a feature or facility of the equipment n Provide advice and guidance on the use or operation of the Services; e.g. questions regarding installation, configuration or maintenance n Provide advice and guidance of partner internal processes relating to the services (e.g. internal order and authorization processes). 24

2.6. Service Benefits 2.1 Overview 2.2 Relationship Benefits 2.3 Financial Benefits 2.4 Marketing Benefits 2.5 Sales Benefits 2.6 Service Benefits 2.6.1 Service Portal 2.6.2 Technical Assistance 2.6.3 Expert Assistance 2.6.4 Incident Management 2.6.3 Expert Assistance Expert Assistance will be provided for certified (SOCP) service technicians by system experts within the Technology Center of Siemens Enterprise Communications, by phone, email or via remote access, if possible. Experts assist the partner with complex technical inquiries or detailed fault diagnosis and resolution. When an inquiry cannot be answered by Expert Assistance, the problem will be escalated to the next support level. 2.6.4 Incident Management Within the incident process, the partner is responsible for managing Support Level 1 and Support Level 2. Siemens Enterprise Communications provides back-level support for Support Level 2 and Vendor Support (Support Level 3). Incident Management will be carried out by technical experts of Siemens Enterprise Communications. Incident Management organizes all the necessary activities to solve an incident within a short time frame. Incident processing is carried out according to the defined priority of an incident report within the contractually agreed service time. This service includes remote diagnosis and remote repair (where possible). n Diagnosis of the malfunction or incident reported by the partner. n Repair of incidents via remote support, if possible. n Identification of faulty hardware via remote measures, if possible. n Provide software correction measures. n Provide a workaround if possible. n Provide support through detailed diagnosis of the malfunction or problem. n Escalation of problems to the next support level. n Provide support for function checks after the repair work is finished. 25

3. Specializations 3.1 Benefits 3.2 Requirements 3.2.1 Sales Capabilities 3.2.2 Service Capabilities 3.2.3 Competencies 3.3 Specialization Categories 3.3.1 Open Communications Small Medium Enterprise 3.3.2 Open Communications Large Enterprise 3.3.3 Open Communications Contact Center Solutions 3.3.4 Open Communications UC Applications 3.3.5 Enterasys Specializations 3.3.6 OpenScape Cloud Certified 3.4 How to get specialized? «Previous Next» 26

3.1 Benefits Today, customers are looking for solutions that best address their specific business needs. Companies that can best identify, understand and satisfy these business requirements will be the most successful. This creates a competitive advantage and is visible proof of the competence of a partner and its employees. These specializations are designed to go beyond basic product training to assist you in differentiating your sales and deployment expertise to customers and extending your market opportunities within a given solution or market area. 3.1 Benefits 3.2 Requirements 3.2.1 Sales Capabilities 3.2.2 Service Capabilities 3.2.3 Competencies 3.3 Specialization Categories 3.3.1 Open Communications Small Medium Enterprise 3.3.2 Open Communications Large Enterprise 3.3.3 Open Communications Contact Center Solutions 3.3.4 Open Communications UC Applications 3.3.5 Enterasys Specializations 3.3.6 OpenScape Cloud Certified 3.4 How to get specialized? Earning a specialization provides access to incremental benefits, including: n Differentiation by Partner Logo: After meeting the full requirements for a specialization, your business is entitled to the use of a specialization-specific logo. This logo indentifies you as a best of breed expert of the specialization s business area towards your customers. n Partner Locator: If you achieve a specialization this will result in a priority listing on a partner locator used by possible customers. Customers will directly see what you are specialised for and will identify you as a competent partner to fulfil their requirements. n Recognition: A Siemens Enterprise Communications specialization designation allows you to differentiate yourself as a best of breed expert in your respective specializations, enhancing your credibility and reputation with your customers. n Partner Points: Earn additional Partner Points for the successful achievement of a specialization, which will help elevate your level within the Go Forward! partner program. Number of points reflects required investment in specializations of the partner. n Support: Amount and type of available pre-sales support and technical support depending on earned specialization. 27

3.2 Requirements Continued.. Each Go Forward! specialization is comprised of a certain set of requirements concerning sales and service capabilities and competencies. 3.1 Benefits 3.2 Requirements 3.2.1 Sales Capabilities 3.2.2 Service Capabilities 3.2.3 Competencies 3.3 Specialization Categories 3.3.1 Open Communications Small Medium Enterprise 3.3.2 Open Communications Large Enterprise 3.3.3 Open Communications Contact Center Solutions 3.3.4 Open Communications UC Applications 3.3.5 Enterasys Specializations 3.3.6 OpenScape Cloud Certified 3.4 How to get specialized? 3.2.1 Sales Capabilities To reap the full benefits of the partner program, it is critically important that partners have people within their organization that understand and can articulate the Siemens Enterprise Communications value proposition, are able to demonstrate Siemens Enterprise Communications solutions and are able to show customer references: n Dedicated Sales Representatives: Dedicated sales representatives are Full-Time Equivalent (FTE) sales-people trained and dedicated to sell Siemens Enterprise Communications products and solutions. n Technical Pre-sales Engineers: Pre-sales technical engineers are responsible for all technical aspects of the sales support process. Typical tasks of Pre-sales engineers, includes: n gathering and analyzing the technical requirements and growth plans for prospects and customers n designing, configuring and pricing customer communications solutions n responding to Requests for Proposals (RFPs) n conducting demonstrations and presentations n preparing quotes using Siemens Enterprise Communications pricing and configuration tools n Customer References: A minimum of three approved customer references are required to earn a specialization. A reference may be applicable to more than one specialization, but a reference may only be assigned to fulfill a requirement for one specialization. n Demonstration Capability: The ability to demonstrate working solutions to prospective customers has been proven to dramatically shorten sales cycles and to close more sales opportunities. In addition, having a demo system or solution on-site allows your team to become more proficient on the product, in terms of configuration, installation and troubleshooting. For this reason, each specialization requires at least one demonstration system belonging to the specialization s core products. The types of solutions that will be accepted as a demonstration system include in-house system or solution, mobile demo-cases and showroom equipment. The cost incurred in purchasing a demonstration solution can be offset through the partner fund. In addition, the Demo System Program provides up-front discounts on qualified demonstration solutions. Information on the Demo System Program is available under SEBA. 28

3.2 Requirements 3.1 Benefits 3.2 Requirements 3.2.1 Sales Capabilities 3.2.2 Service Capabilities 3.2.3 Competencies 3.3 Specialization Categories 3.3.1 Open Communications Small Medium Enterprise 3.3.2 Open Communications Large Enterprise 3.3.3 Open Communications Contact Center Solutions 3.3.4 Open Communications UC Applications 3.3.5 Enterasys Specializations 3.3.6 OpenScape Cloud Certified 3.4 How to get specialized? 3.2.2 Service Capabilities Partners are responsible for installation and operate services. It is a prerequisite for each specialization that the partner has trained and certified service technicians and services in place to support his customers: n Dedicated Service Employees: Dedicated Service Employees are Full-Time Equivalent (FTE) technicians trained and certified on Siemens Enterprise Communications products and solutions. n Technical Assistance to end customers: Required degree of assistance to end customer depends on specialization. Specializations for large enterprises or for complex solutions requires Single Point of Contact (SPOC) for 1st and 2nd level technical queries n Service Processes: At a minimum the partner needs to have a documented escalation process to report incidents. Specializations for more complex solutions require documented and implemented service processes for all offered services. n Service Level: Partner must be able to offer technical assistance for his end customer with a minimum service level of 8x5. Service level requirements for contact center solutions or large enterprise systems are 12x7. 3.2.3 Competencies Staff qualification defines skills and knowledge necessary to effectively sell and support an individual Siemens Enterprise Communications product or product family. Each specialization is designed around a specific group of products that Siemens Enterprise Communications partners deliver to customers. Therefore, to earn a specialization, the partner s employee has to prove his skills by passing examinations for certificates provided for each specialization. 29

3.3 Specialization Categories Continued.. 3.1 Benefits 3.2 Requirements 3.2.1 Sales Capabilities 3.2.2 Service Capabilities 3.2.3 Competencies 3.3 Specialization Categories 3.3.1 Open Communications Small Medium Enterprise 3.3.2 Open Communications Large Enterprise 3.3.3 Open Communications Contact Center Solutions 3.3.4 Open Communications UC Applications 3.3.5 Enterasys Specializations 3.3.6 OpenScape Cloud Certified 3.4 How to get specialized? All available specializations are described on the following pages. Some specializations offer different specializations paths. For the Small Medium Enterprise specialization partner can choose either HiPath 3000 or OpenScape Office; for Large Enterprise specialization three paths are available. Partner Points for specializations depends on the specialization path. 3.3.1 Open Communications - Small Medium Enterprise System Small to medium-sized businesses have to consider how their limited budgets can be best spent. Reducing operating costs, improving business productivity and increasing revenues all have a big impact on their bottom lines. Open Communications Small Medium Enterprise A Siemens Enterprise Communications Open Communications Small/Medium Enterprise specialization designation allows the partner to differentiate itself as a best of breed expert, enhancing its credibility and reputation with its customers. Core Product for Specialization Path HiPath 3000 OpenScape Office Required Sales Capabilities Dedicated Sales Representatives - - Technical Pre-sales Engineers - - Customer References per year 3 3 Demonstration Capability 1 HiPath 3000 1 OpenScape Office Required Service Capabilities Dedicated Service Employees 1 1 Provision of technical assistance to end customers Dedicated technical assistance Dedicated technical assistance Defined, documented and certified service processes Documented escalation process Documented escalation process Max service level offered 8x5 8x5 30

3.3 Specialization Categories Continued.. 3.1 Benefits 3.2 Requirements 3.2.1 Sales Capabilities 3.2.2 Service Capabilities 3.2.3 Competencies 3.3 Specialization Categories 3.3.1 Open Communications Small Medium Enterprise 3.3.2 Open Communications Large Enterprise 3.3.3 Open Communications Contact Center Solutions 3.3.4 Open Communications UC Applications 3.3.5 Enterasys Specializations 3.3.6 OpenScape Cloud Certified 3.4 How to get specialized? Continued from previous page Open Communications Small Medium Enterprise Core Product for Specialization Path HiPath 3000 OpenScape Office Required Competencies Sales Certificates 1 SOCA Sales SMB 1 SOCA Sales SMB Service Certificates 1 SOCP Service HiPath 3000 1 SOCP Service OpenScape Office Consultant Certificates - - Project Management Certificates - - Industry s Voice Certificates - - Documented IP Network Skills - - Documented IT Integration Skills - - Required Competencies Points for Specialization Path 75 100 31

3.3 Specialization Categories Continued.. 3.1 Benefits 3.2 Requirements 3.2.1 Sales Capabilities 3.2.2 Service Capabilities 3.2.3 Competencies 3.3 Specialization Categories 3.3.1 Open Communications Small Medium Enterprise 3.3.2 Open Communications Large Enterprise 3.3.3 Open Communications Contact Center Solutions 3.3.4 Open Communications UC Applications 3.3.5 Enterasys Specializations 3.3.6 OpenScape Cloud Certified 3.4 How to get specialized? 3.3.2 Open Communications - Large Enterprise System Large Enterprises business today is not just about working more cost-effectively it s about transforming the entire way a company works e.g. facing challenges like a growing work force located in different time zones, in widely dispersed teams Open Communications Large Enterprise and branches with international roaming in a highly fragmented and complex infrastructure. This specialization is concentrating on the large enterprise market segment and focuses on complete communication solutions like OpenScape Voice, OpenScape UC Server Xpress and HiPath 4000. Core Product for Specialization Path HiPath 4000 OpenScape Voice Sales Capabilities OpenScape UC Server Xpress Dedicated Sales Representatives 2 2 2 Technical Pre-sales Engineers 1 1 1 Customer References per year 3 3 3 Demonstration Capability 1 HiPath 4000 1 OpenScape Voice 1 OpenScape Voice Service Capabilities Dedicated Service Employees 2 2 2 Provision of technical assistance to end customers Defined, documented and certified service processes Single Point of Contact (SPOC) Documented set of service processes Single Point of Contact (SPOC) Documented set of service processes Single Point of Contact (SPOC) Documented set of service processes Max service level offered 8x5 12x7 8x5 32

3.3 Specialization Categories Continued.. 3.1 Benefits 3.2 Requirements 3.2.1 Sales Capabilities 3.2.2 Service Capabilities 3.2.3 Competencies 3.3 Specialization Categories 3.3.1 Open Communications Small Medium Enterprise 3.3.2 Open Communications Large Enterprise 3.3.3 Open Communications Contact Center Solutions 3.3.4 Open Communications UC Applications 3.3.5 Enterasys Specializations 3.3.6 OpenScape Cloud Certified 3.4 How to get specialized? Continued from previous page Open Communications Large Enterprise Core Product for Specialization Path HiPath 4000 OpenScape Voice Competencies OpenScape UC Server Xpress Sales Certificates 2 SOCA Sales LAB 1 SOCA Sales SMB 2 trained Service Certificates 2 SOCP Service HiPath 4000 Consultant Certificates - 2 SOCP Service OpenScape Voice 1 SOCP Consultant OpenScape Voice Project Management Certificates 1 1 - Industry s Voice Certificates 1 1 1 Documented IP Network Skills 2 2 2 Documented IT Integration Skills 2 2 2 Partner Points Points for Specialization Path 150 150 100 3 trained - 33

3.3 Specialization Categories Continued.. 3.1 Benefits 3.2 Requirements 3.2.1 Sales Capabilities 3.2.2 Service Capabilities 3.2.3 Competencies 3.3 Specialization Categories 3.3.1 Open Communications Small Medium Enterprise 3.3.2 Open Communications Large Enterprise 3.3.3 Open Communications Contact Center Solutions 3.3.4 Open Communications UC Applications 3.3.5 Enterasys Specializations 3.3.6 OpenScape Cloud Certified 3.4 How to get specialized? 3.3.3 Open Communications - Contact Center Solutions OpenScape Contact Center Agile and Enterprise are integrated multi-channel contact center solutions featuring group based and advanced skills-based routing for the small, mid and large contact center, with up to 1,500 active agents on a single site. Multiple OpenScape Contact Center servers can be networked across Core Product for Specialization Path Sales Capabilities Open Communications Contact Center Solutions physical or virtual sites for increased scalability up to 7,500 active agents. A Siemens Enterprise Communications Open Communications Contact Center Solutions Specialization designation allows the partner to differentiate itself as a best of breed expert in contact center solutions, enhancing its credibility and reputation with its customers. OpenScape Contact Center Agile, OpenScape Contact Enterprise Dedicated Sales Representatives 1 Technical Pre-sales Engineers 1 Customer References per year 3 Demonstration Capability Service Capabilities 1 OpenScape Contact Center Enterprise Solution Dedicated Service Employees 2 Provision of technical assistance to end customers Defined, documented and certified service processes Max service level offered Single Point of Contact (SPOC) Documented set of service processes 12x7 34

3.3 Specialization Categories Continued.. 3.1 Benefits 3.2 Requirements 3.2.1 Sales Capabilities 3.2.2 Service Capabilities 3.2.3 Competencies 3.3 Specialization Categories 3.3.1 Open Communications Small Medium Enterprise System s 3.3.2 Open Communications Large Enterprise 3.3.3 Open Communications Contact Center Solutions 3.3.4 Open Communications UC Applications 3.3.5 Enterasys Specializations 3.3.6 OpenScape Cloud Certified 3.4 How to get specialized? Continued from previous page Core Product for Specialization Path Competencies Sales Certificates Service Certificates Consultant Certificates Open Communications Contact Center Solutions OpenScape Contact Center Agile, OpenScape Contact Center Enterprise 2 SOCA Sales SMB/LAB 2 SOCP Service OpenScape CC 1 SOCP Consultant OpenScape CC Project Management Certificates 1 Industry s Voice Certificates - Documented IP Network Skills - Documented IT Integration Skills 2 Partner Points Points for Specialization Path 100 35

3.3 Specialization Categories Continued.. 3.1 Benefits 3.2 Requirements 3.2.1 Sales Capabilities 3.2.2 Service Capabilities 3.2.3 Competencies 3.3 Specialization Categories 3.3.1 Open Communications Small Medium Enterprise 3.3.2 Open Communications Large Enterprise 3.3.3 Open Communications Contact Center Solutions 3.3.4 Open Communications UC Applications 3.3.5 Enterasys Specializations 3.3.6 OpenScape Cloud Certified 3.4 How to get specialized? 3.3.4 Open Communications - UC Applications OpenScape UC Application is our market leading UC solution that is built on SOA (Services Oriented Architecture) open standards and interfaces. It is ideally suited for customers who need a highly flexible UC solution to integrate into diverse IT and Telephony environments and existing Microsoft or IBM UC elements. Core Product for Specialization Path Sales Capabilities Additionally, for those customers seeking the transformational process efficiencies of CEBP (communications embedded business processes), this is the application that will integrate with other in-place workflow, ERP, vertical, business and social media applications. It is data center ready and utilizes the OpenScape UC Server platform for further IT/Telephony consolidation. Open Communications UC Applications OpenScape Personal Edition, OpenScape UC Application, OpenScape Web Collaboration and OpenScape Xpressions Dedicated Sales Representatives 1 Technical Pre-sales Engineers 1 Customer References per year 3 Demonstration Capability Service Capabilities 1 UC Solution based on one core product of this specialization Dedicated Service Employees 2 Provision of technical assistance to end customers Defined, documented and certified service processes Max service level offered Single Point of Contact (SPOC) Documented set of service processes 12x7 36

3.3 Specialization Categories Continued.. 3.1 Benefits 3.2 Requirements 3.2.1 Sales Capabilities 3.2.2 Service Capabilities 3.2.3 Competencies 3.3 Specialization Categories 3.3.1 Open Communications Small Medium Enterprise 3.3.2 Open Communications Large Enterprise 3.3.3 Open Communications Contact Center Solutions 3.3.4 Open Communications UC Applications 3.3.5 Enterasys Specializations 3.3.6 OpenScape Cloud Certified 3.4 How to get specialized? Continued from previous page Core Product for Specialization Path Competencies Sales Certificates Service Certificates Consultant Certificates Open Communications UC Applications OpenScape Personal Edition V4, OpenScape UC Application V4, OpenScape Web Collaboration and OpenScape Xpressions 2 SOCA Sales LAB 2 SOCP Service OpenScape UC 1 SOCP Consultant OpenScape UC Project Management Certificates 1 Industry s Voice Certificates 1 Documented IP Network Skills 2 Documented IT Integration Skills 2 Partner Points Points for Specialization 100 37

3.3 Specialization Categories Continued.. 3.1 Benefits 3.2 Requirements 3.2.1 Sales Capabilities 3.2.2 Service Capabilities 3.2.3 Competencies 3.3 Specialization Categories 3.3.1 Open Communications Small Medium Enterprise 3.3.2 Open Communications Large Enterprise 3.3.3 Open Communications Contact Center Solutions 3.3.4 Open Communications UC Applications 3.3.5 Enterasys Specializations 3.3.6 OpenScape Cloud Certified 3.4 How to get specialized? 3.3.5 Enterasys Specializations Enterasys network switching, routing and security solutions are used by thousands of customers in more than 70 countries worldwide to deliver business-oriented, identity-based visibility and control for voice, video, and data applications. Our open-architecture solutions enable easy to deploy rolebased access controls and prioritization for wired and wireless environments with integrated management and security that deliver investment protection, Specializations Required Sales Capabilities operational efficiency, and significantly reduced total cost of ownership. We believe security should be built-in rather than bolted-on to intelligently sense and automatically respond to security threats on every wired and wireless connection. The two Specializations for Network Infrastructure and Security Solutions and Wireless Solutions are based on the Enterasys Portfolio. Enterasys Wireless Solutions will be granted together with the specialization Network Infrastructure & Security Solutions. Enterasys Specializations Network Infrastructure & Security Solutions Wireless Solutions Dedicated Sales Representatives - - Technical Pre-sales Engineers - - Customer References per year 3 3 Demonstration Capability Required Service Capabilities 1 Enterasys Premier Demo Kit 1 Enterasys Premier or Wireless Demo Kit Dedicated Service Employees - - Provision of technical assistance to end customers - - Defined, documented and certified service processes - - Max service level offered - - 38

3.3 Specialization Categories Continued.. 3.1 Benefits 3.2 Requirements 3.2.1 Sales Capabilities 3.2.2 Service Capabilities 3.2.3 Competencies 3.3 Specialization Categories 3.3.1 Open Communications Small Medium Enterprise 3.3.2 Open Communications Large Enterprise 3.3.3 Open Communications Contact Center Solutions 3.3.4 Open Communications UC Applications 3.3.5 Enterasys Specializations 3.3.6 OpenScape Cloud Certified 3.4 How to get specialized? Continued from previous page Core Product for Specialization Path Required Competencies Enterasys Specializations Network Infrastructure & Security Solutions Wireless Solutions Sales Certificates 2 Enterasys Sales experts 2 Enterasys Sales experts Service Certificates 1 ECE Networking or 1 ECE Security Information Management or 1 ECE Network Security 1 ECE Wireless Consultant Certificates 1 Enterasys Pre-sales expert 1 Enterasys Pre-sales expert Project Management Certificates - - Industry s Voice Certificates - - Documented IP Network Skills - - Documented IT Integration Skills - - Partner Points Points for Specialization 50 25 39

3.3 Specialization Categories Continued.. 3.1 Benefits 3.2 Requirements 3.2.1 Sales Capabilities 3.2.2 Service Capabilities 3.2.3 Competencies 3.3 Specialization Categories 3.3.1 Open Communications Small Medium Enterprise System s 3.3.2 Open Communications Large Enterprise 3.3.3 Open Communications Contact Center Solutions 3.3.4 Open Communications UC Applications 3.3.5 Enterasys Specializations 3.3.6 OpenScape Cloud Certified 3.4 How to get specialized? 3.3.6 OpenScape Cloud Certified OpenScape Cloud Services use the cloud communications model for delivering voice and unified communications (UC) applications to small and medium-sized enterprises. Services are provided to users when and where they are required, Core Product for Specialization Path Sales Capabilities OpenScape Cloud Certified and then billed as a utility on a per-user basis. Applications range from standard, enterprise-grade voice features to robust Unified Communications capabilities such as presence, web collaboration, video conferencing, and solutions for mobile and home office employees. OpenScape Cloud Services Dedicated Sales Representatives 1 Technical Pre-sales Engineers 1 Customer References per year 3 Demonstration Capability Service Capabilities 1 OpenScape Cloud Services Demo System Dedicated Service Employees 2 Provision of technical assistance to end customers Defined, documented and certified service processes Max service level offered Single Point of Contact (SPOC) Documented set of service processes 8x5 40

3.3 Specialization Categories 3.1 Benefits 3.2 Requirements 3.2.1 Sales Capabilities 3.2.2 Service Capabilities 3.2.3 Competencies 3.3 Specialization Categories 3.3.1 Open Communications Small Medium Enterprise 3.3.2 Open Communications Large Enterprise 3.3.3 Open Communications Contact Center Solutions 3.3.4 Open Communications UC Applications 3.3.5 Enterasys Specializations 3.3.6 OpenScape Cloud Certified 3.4 How to get specialized? Continued from previous page Core Product for Specialization Path Competencies Sales Certificates Service Certificates Consultant Certificates OpenScape Cloud Certified OpenScape Cloud Services 1 SOCA Sales OpenScape Cloud 2 SOCA Service OpenScape Cloud 1 SOCA Consulting OpenScape Cloud Project Management Certificates 1 Industry s Voice Certificates - Documented IP Network Skills 1 Documented IT Integration Skills - OpenScape Cloud specific Capabilities Provision of OpenScape Cloud Web Portal to end customer Provision of OpenScape Cloud approved Carrier Services to end customer Provision of end customer billing services according to local telecommunications regulations Partner Points Points for Specialization 100 Yes Yes Yes 41

3.4 How to get specialized? 3.1 Benefits 3.2 Requirements 3.2.1 Sales Capabilities 3.2.2 Service Capabilities 3.2.3 Competencies 3.3 Specialization Categories 3.3.1 Open Communications Small Medium Enterprise System s 3.3.2 Open Communications Large Enterprise 3.3.3 Open Communications Contact Center Solutions 3.3.4 Open Communications UC Applications 3.3.5 Enterasys Specializations 3.3.6 OpenScape Cloud Certified 3.4 How to get specialized? There are a number of steps you need to take in order to achieve specialization in your chosen product and solution area. 1. Check specialization requirements: On the previous pages, you can find out exactly how many certified account managers, solution engineers, sales and pre-sales experts, and technical field engineers you need to achieve the required specializations. 2. Assess existing skills and certifications: The partner should conduct an internal assessment to define which additional skills and certifications you need. 3. Review training offering and availability: Siemens Enterprise Communications Academy for Professional Training offers you a range of webbased and classroom training courses that help you achieve the certifications required for specialization. APT provides our Partners with a competitive advantage through best in class product, service and soft-skills training solutions, in a variety of delivery formats to suit different learning styles and need. The partner should view the training offering online at https://training.siemens-enterprise.com/. 4. Define and prioritize your training roadmap: Your channel account manager will help you create a training and certification plan. LINK TO SEBA CERTIFICATION SECTION 5. Get certified: Sign up for and complete the relevant sales and service training courses, onsite or online. Register for and take the exam in a secure environment via www.pearsonvue.com, our global test delivery partner. 6. Plan for recertification: Certifications must be renewed every two years. Make sure you plan for the required training updates, so as not to risk losing your certification. 42

4. Program Core Criteria 4.1 Overview 4.2 Sales Criteria 4.3 Marketing Criteria 4.4 How to reach a Partner Level? «Previous Next» 43

4.1 Overview 4.1 Overview 4.2 Sales Criteria 4.2.1 Previous Year Revenue 4.2.2 Monthly Pipeline Forecast 4.2.3 Annual Business Plan 4.2.4 Annual Growth Rate 4.3 Marketing Criteria 4.3.1 Annual Marketing Plan 4.3.2 Marketing Plan Execution 4.3.3 New Business Development Program 4.3.4 Installed Base Upgrade Program 4.3.5 Partner Program Brand Usage 4.3.6 Web Presence 4.3.7 Marketing Push 4.3.8 Follow up of the Marketing Push 4.4 How to Reach a Partner Level? To participate in the Go Forward! partner program a certain set of core criteria has to be fulfilled. These criteria are used to determine Partner Level that grants access towards the Benefits. Benefits Sales Criteria Mandatory to reach Partner Level Premier Plus Select Max Partner Points Previous Year Revenue - - - 100 Monthly Pipeline Forecast Yes Yes Yes 20 Annual Business Plan Yes Yes - 18 Annual Growth Rate - - - 18 Marketing Criteria Annual Marketing Plan Yes Yes - 10 Marketing Plan Execution - - - 20 New Business Development Plan Yes Yes - 10 Installed Base Upgrade Program - - - 10 Partner Program Brand Usage - - - 10 Web Presence - - - 12 Marketing Push - - - 25 Marketing Push Follow Up - - - 15 Partner Points Required Partner Points in Core Criteria 180 140 60 268 44

4.2 Sales Criteria 4.1 Overview 4.2 Sales Criteria 4.2.1 Previous Year Revenue 4.2.2 Monthly Pipeline Forecast 4.2.3 Annual Business Plan 4.2.4 Annual Growth Rate 4.3 Marketing Criteria 4.3.1 Annual Marketing Plan 4.3.2 Marketing Plan Execution 4.3.3 New Business Development Program 4.3.4 Installed Base Upgrade Program 4.3.5 Partner Program Brand Usage 4.3.6 Web Presence 4.3.7 Marketing Push 4.3.8 Follow up of the Marketing Push 4.4 How to Reach a Partner Level? 4.2.1 Previous Year Revenue Previous year revenue calculation is based on net order value for product and services from Siemens Enterprise Communications sold by the reseller in the last 12 months. 100 points can be achieved when the previous year revenue is above 1.000.000, however, the partner program does not require mandatory revenue values to reach a certain partner level. 4.2.2 Monthly Pipeline Forecast Without visibility into high demand cycles, Siemens Enterprise Communications is unable to accurately plan for production and capacity, which can lead to lost sales and higher costs for your organization and Siemens Enterprise Communications. Based on the importance of accurate forecasting to our mutual success, all Approved Partners are expected to provide a 12-month rolling sales forecast. The monthly forecast is to be provided by the reseller with an estimated order value by product line for the next 3 months. Required for Premier level is at least a forecast on a monthly basis until the 15th of March, June, September, December for the following quarter and a yearly forecast (20 points). 4.2.3 Annual Business Plan Showing a commitment to a Siemens Enterprise Communications revenue target brings a maximum of 18 points. Siemens Enterprise Communications provides an easy-to-use business plan template on its Partner Portal SEBA. Regardless of the format, the following items are requirements of the approved annual business plan: n Annual and quarterly revenue targets by product n A marketing plan and calendar that documents how the business intends to generate the awareness and leads necessary to support the established revenue targets and utilize earned Partner Funds n The marketing portion of the plan must including specifics on how the business intends to garner netnew Siemens Enterprise Communications business. n Specific accounts where the partner intends to work together with the Siemens Enterprise Communications field sales organization to develop and close must be identified. Business plan templates are available in six different languages (English, French, German, Italian, Portuguese (Brazilian) and Spanish). 4.2.4 Annual Growth Rate Meaning what level of growth did the reseller achieve last year. For new resellers, missing the last year s revenue, the planned growth can be used. 45

4.3 Marketing Criteria 4.1 Overview 4.2 Sales Criteria 4.2.1 Previous Year Revenue 4.2.2 Monthly Pipeline Forecast 4.2.3 Annual Business Plan 4.2.4 Annual Growth Rate 4.3 Marketing Criteria 4.3.1 Annual Marketing Plan 4.3.2 Marketing Plan Execution 4.3.3 New Business Development Program 4.3.4 Installed Base Upgrade Program 4.3.5 Partner Program Brand Usage 4.3.6 Web Presence 4.3.7 Marketing Push 4.3.8 Follow up of the Marketing Push 4.4 How to Reach a Partner Level? 4.3.1 Annual Marketing Plan The Marketing Plan is a key document detailing how the reseller intends to generate the leads necessary to support the revenue numbers in the business plan. An indication of likely Partner Fund requirements should be included. A marketing section is provided within the business plan template. Premier and Plus level partners accrue Partner Funds to help offset the costs associated with executing marketing activities designed to create demand for Siemens Enterprise Communications solutions. Gaining approval to utilize these funds is dependent on submitting and gaining approval on an annual Marketing Plan that details how the business intends to generate the leads necessary to support the revenue numbers in the Business Plan and utilize their Partner Fund to support this plan. A marketing plan is available on the SEBA Partner Portal (10 points). 4.3.2 Marketing Plan Execution Making sure that the marketing plan has been executed and rewarded with a percentage of Partner Funds used in the previous year (20 points). 4.3.3 New Business Development Program The new business development program is specifically targeting the generation of leads outside the reseller s existing customer base (10 points). 4.3.4 Installed Base Upgrade Program The installed base upgrade program is specifically targeting existing customers for upgrades to new Siemens Enterprise Communications products/technologies (10 points). 4.3.5 Partner Program Brand Usage The use of the Siemens Enterprise Communications partner program brand is based on the reseller s premises and/or communications to End Customers (10 points). 4.3.6 Web Presence The Siemens Enterprise Communications web presence is also considered (12 points). The degree to which content and products from Siemens Enterprise Communications is published on the reseller s website. Usage of Digital Channel is strongly recommended. 4.3.7 Marketing Push The frequency of marketing push activities for Siemens Enterprise Communications products (e.g. regular mailings with Digital Channel) is a criteria awarded with 25 points. 4.3.8 Follow up of the marketing push To assure that a marketing push was successful and its results achieved, a partner can use an inquiry method after the successful launch of a marketing push to create further leads (15 points). Telemarketing service can be done either internally or by a subcontractor. 46

4.4 How to reach a Partner Level? 4.1 Overview 4.2 Sales Criteria 4.2.1 Previous Year Revenue 4.2.2 Monthly Pipeline Forecast 4.2.3 Annual Business Plan 4.2.4 Annual Growth Rate 4.3 Marketing Criteria 4.3.1 Annual Marketing Plan 4.3.2 Marketing Plan Execution 4.3.3 New Business Development Program 4.3.4 Installed Base Upgrade Program 4.3.5 Partner Program Brand Usage 4.3.6 Web Presence 4.3.7 Marketing Push 4.3.8 Follow up of the Marketing Push 4.4 How to Reach a Partner Level? To reach a Go Forward! Partner Level, you need to reach 3 steps: a minimum of points in specializations, a minimum in core criteria and a minimum per Partner Level as described as follows: Go Forward! Partner Level Premier Plus Select Minimum of points needed in Specializations 225 75 75 Minimum of points needed in Core Criteria 180 140 60 Minimum of points needed to achieve Partner Level 420 220 150 To explain properly how it works to reach a partner level, let s use 2 examples: one for a Select Partner Level and one for a Premier Partner Level. For a Select partner level, a partner needs a minimum of 75 points achievable by gaining one specialization, e.g. HiPath 3000 with 75 points and brings additionally 75 points of core criteria in sales and marketing. The partner achieves the Select Partner level with a sum of 150 points. Or alternatively the partner chooses the Small and Medium Enterprise specialization with OpenScape Office for 100 points and has 60 points in core criteria available. The partner also achieves the Select Partner Level. A partner qualifies itself with 220 points in core criteria in sales and marketing capacities and decides to specialise in Small and Medium Enterprise with HiPath 3000 (75 points) and OpenScape Voice (150 points). With these 2 specializations (225 points) and the core criteria of 220 points, the Premier Partner Level is reached (445 points). As another possibility, the partner specialises in Small and Medium Business with HiPath 3000 (75 points) and OpenScape Office (100 points) and complements with Cloud Services (100 points) for competitive purposes. The core criteria for 180 points have to be provided and the partner can be rewarded with the Premier Partner Level. Partners can easily upgrade their partner level at anytime and have a maximum of 9 months to reach the necessary core criteria and specializations requirements to receive their chosen partner level. Please contact your channel account manager for further support. Let s Go Forward! 47

5. Abbreviations «Previous Next» 48

APT CRM FTE GCS ICO RFP SEBA SME SOCA SOCP SPOC UC WBT Academy of Professional Training Customer Relationship Management Full Time Equivalent Global Customer Support Indirect Channel Opportunity Request for Proposal Siemens Enterprise Business Area Small/Medium Enterprise Siemens Open Communication Associate Siemens Open Communication Professional Single Point of Contact Unified Communications Web Based Training 49

Siemens Enterprise Communications is a premier provider of end-to-end enterprise communications solutions that use open, standards-based architectures to unify communications and business applications for a seamless collaboration experience. This award-winning Open Communications approach enables organizations to improve productivity and reduce costs through easy-to-deploy solutions that work within existing IT environments, delivering operational efficiencies. It is the foundation for the company s OpenPath commitment that enables customers to mitigate risk and cost-effectively adopt unified communications. This promise is underwritten through our service portfolio, which includes international, managed and outsource capability. Siemens Enterprise Communications is owned by a joint venture of The Gores Group and Siemens AG. The joint venture also encompasses Enterasys Networks, which provides network infrastructure and security systems, delivering a perfect basis for joint communications solutions. 2012 Siemens Enterprise Communications GmbH & Co. KG. Siemens Enterprise Communications GmbH & Co. KG is a Trademark Licensee of Siemens AG. Hofmannstr. 51, D-80200 Munich. The information provided in this brochure contains merely general descriptions or characteristics of performance which in case of actual use do not always apply as described or which may change as a result of further development of the products. An obligation to provide the respective characteristics shall only exist if expressly agreed in the terms of contract. Availability and technical specifications are subject to change without notice. OpenScape, OpenStage and HiPath are registered trademarks of Siemens Enterprise Communications GmbH & Co. KG. All other company, brand, product and service names are trademarks or registered trademarks of their respective holders. Siemens Enterprise Communications www.siemens-enterprise.com