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Acceleration Partner Program
PARTNER PROGRAM | 2
CONTENTS
3 | INTRODUCTION
3 | PARTNER DEFINITIONS
3 | OVERVIEW
3 | STRUCTURE
5 | BENEFITS
9 | ACCREDITATION
11 | REQUIREMENTS
11 | MEMBERSHIP
12 | HELP DESK
12 | RULES OF ENGAGEMENT
14 | DISCLAIMER
14 | PROGRAM GUIDE CHANGES
PARTNER PROGRAM | 3
INTRODUCTION: ACCELERATE BUSINESS! As market demand for enterprise infrastructure and analytics solutions continues to increase, TIBCO looks forward to joining its partner community to provide superior solutions for customers. Whether your focus is datacenter infrastructure, data integration, cloud, big data, and/or analytics, you will find opportunities to sell TIBCO technologies as you build a successful practice.
The TIBCO Partner Program is the foundation for the relationship between you, marketplace experts, and TIBCO. Our partners play an integral role in our go-to-market strategy and overall success. This program is designed to help you develop a successful enterprise open-source practice.
This guide includes:
• An overview of the TIBCO Partner Program
• A description of the benefits and requirements for each membership level
• Information regarding the application and enrollment process
PARTNER DEFINITIONS TIBCO defines partners eligible for this program as all partners who will resell or influence the sale of TIBCO software as part of their selling business model. Partners included in this definition include value-added resellers (VARs), solution providers, and resellers. This program excludes OEM/Embedded* TIBCO sales.
To qualify for this program, a channel partner must have the following as part of their business model: Sell to end-customers, resell or influence TIBCO software, and have a sales team (an outside field and/or inside sales and pre-sales technical team with a face-to-face team in their selling model).
PARTNER PROGRAM OVERVIEW The TIBCO Partner Program is a multi-tiered model offering opportunities to develop your expertise and increase your capability to sell and deliver TIBCO technologies. As your commitment and knowledge of TIBCO technologies increase, the benefits you receive from TIBCO will grow.
Upon successful application and admittance to the TIBCO Partner Program, you will gain access to an array of benefits via the TIBCO Partner Portal. As a TIBCO partner, you are eligible to receive marketing, sales, and training benefits designed to assist you. Once you meet the qualification requirements, you will be able to apply to a higher membership level. Upon application approval by TIBCO, your increased commitment to enterprise solutions will be rewarded with additional benefits.
PARTNER PROGRAM STRUCTUREThe TIBCO Partner Program offers a flexible structure designed to accommodate our partners’ individual business models. It includes two levels, Elite and Active, that describe the degree of commitment and investment in the TIBCO partnership and TIBCO practice, plus numerous specializations that fall into two categories, Infrastructure and Analytics.
“Our multi-tier partner program provides strong benefits to all of our partners with the best incentives to invested partners with a TIBCO practice. Our program provides a variety of tools for marketing, sales, training & enablement, and services benefits.”
—Jason Johns, Vice President, Global Sales & Alliances, TIBCO
*OEM/Embedded opportunities refers to customer engagements where the partner is fully supplying all levels of customer support and TIBCO software is embedded into an appliance or hardware in a multi-vendor solution
PARTNER PROGRAM | 4
PARTNERSHIP LEVELS
Elite Business Partner The Elite Business Partner level is for partners who want a strategic relationship with TIBCO and the highest level of engagement. The program provides an increasing set of benefits and up-to 40% margins for a high level of commitment to a TIBCO Interconnect Everything (Infrastructure) and/or Augmented Intelligence (Analytics) practice. Partners are required to have a minimum number of sales and pre-sales accreditations and certifications for TIBCO technologies. Elite partners are also required to build business plans focusing on sales growth based on both new opportunities and renewals. They enjoy enhanced benefits, plus access to additional resources designed to help them build an enterprise practice and increase revenue. The Elite level allows partners to receive enhanced resources, marketing collateral, tools, and benefits. This level requires that you have a TIBCO practice, and entails greater requirements and a program fee. Along with joint market development funds (MDF) to drive customer demand. A partner must use a field customer engagement model as their primary selling strategy. This includes more outside sales/pre-sales resources than inside sales resources. Partners in this program will resell TIBCO software and full TIBCO maintenance and/or subscription support unless explicitly stated otherwise.
Active Business Partner The Active Business Partner level enables you to grow your TIBCO enterprise business practice while enjoying up to 30% margins through TIBCO® Connected Intelligence (Infrastructure) and/or Augmented Intelligence (Analytics) projects. The Active partnership is entry level and offers access to resources, marketing collateral, tools, and benefits. This level allows you to resell or influence TIBCO software based on meeting a relatively low level of requirements and without a program fee. A partner with more inside sales than outside reps can only qualify for the Active level.
Elite Business Partner
Active Business Partner
Specializations
PARTNER PROGRAM | 5
Active Partnership Level AdvancementAll partners who have successfully completed the on-boarding process begin at the Active Partner level. To be considered for the Elite Business Partner level, a request for a program upgrade must be submitted through the TIBCO Channel Manager or Channel Operations desk led by Anu Barrios: [email protected]. Once TIBCO has received your request, you will work with your TIBCO Channel Account Manager for your region to complete a 12-month business plan that includes sales, marketing, and enablement goals and activities. Upon approval of the business plan and completed training, your request for promotion will be submitted. If approved, you will begin receiving incremental benefits associated with the new program level.
PARTNER PROGRAM BENEFITS The TIBCO Partner Program provides benefits to assist you in developing an enterprise practice around TIBCO infrastructure and/or analytics solutions. As an Active Partner, you will receive access to marketing and training resources. The Elite Business Partner’s increased commitment to TIBCO is rewarded with enhanced benefits.
ECONOMIC BENEFITS ACTIVE ELITE
Resell Pricing Discounts Yes/lowest Yes/highest
Special Bid Pricing Yes Yes
Deal Registration Pricing, tiered by level Yes/lower Yes/highest
Resell or Referral Influence Registrations Yes Yes
Teaming Agreement Pricing, tiered by level Yes Yes
Market Development Funds No Yes
TIBCO Renewals Program Yes Yes
Funded Head Champion No Yes
Technical Training Certification Discounts Yes (20%) Yes (20%)
TIBCO Consulting Services Discounts Yes Yes
Service Provider Yes* Yes
TIBCO Sub-contractor No Yes
*TIBCO delivery certification required for specific product/solution.
PARTNER PROGRAM | 6
DEAL REGISTRATION AND RELATED PROGRAMSThe TIBCO Acceleration Deal Registration Program is accessible to all reseller and influence partners within this program and provides financial rewards for registering new and incremental TIBCO opportunities. Deal registrations are opportunity-specific and may be for new TIBCO customers or a new opportunity with existing TIBCO customers. Regardless of the partner’s level, this program aims to deliver higher financial rewards to those who engage customers with TIBCO technology solutions early in the sales cycle.
This program is designed for a close working relationship between TIBCO and partners. At the partner’s direction, when they find a new opportunity, TIBCO Sales, Pre-sales, Technical, and Services teams are available to support partners. In approved deal registration opportunities, the partner leads the efforts to identify and qualify a specific opportunity, and TIBCO may provide support at the request of the partner. Partners can register deal opportunities on the TIBCO Partner Portal.
There are no training requirements for partners to be eligible for the Deal Registration Program. The only requirement is being an official TIBCO partner within this partner program.
Deal Registration Definitions:Resell – Partners with end-customer opportunities who will resell TIBCO software will register opportunities under the Deal Registration Resell program. Partners will receive their deal registration incentive through pricing.
Influence – A partner with an end-customer opportunity who will not resell but has positioned TIBCO software and influenced the customer to purchase TIBCO software will qualify for the Deal Registration Influence program. Partners will receive their deal registration incentives through payment from TIBCO after the opportunity has booked in the TIBCO system.
Teaming Agreement – TIBCO led opportunities where the partner has a strategic relationship with the end-customer may qualify the partner for a Teaming Agreement for assisting TIBCO in positioning and influencing the customer’s solution decision.
Criteria for Approval
• For deal registration, the opportunity must be net-new business to TIBCO and not previously forecasted by TIBCO as coming from either an existing or net-new customer.
• The partner must agree to position TIBCO products and assist with influencing the customer’s product decision. If a partner is discovered attempting to sell competitive products without TIBCO’s knowledge, the approved registration may be voided at any time at TIBCO’s discretion.
• The partner must have the ability and resources to close the opportunity within 180 days.
The opportunity must not be internal. In other words, the partner may not register any opportunities for themselves or any of their subsidiaries.
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Deal Registration Rules of Engagement Through the Deal Registration Program, a project should be submitted in the initial selling phase to signal a partner’s involvement in the opportunity. Once the partner opportunity is registered and approved, the partner can request and will receive the support of TIBCO channel, pre-sales technical and sales resources as needed to win the opportunity.
The partner of record holding the deal registration is the sole partner granted any additional incentives by TIBCO. TIBCO will only reward a deal registration incentive to the partner who has registered the opportunity and has been granted registration approval by TIBCO. The incentive rewards the additional contributions the partner will make while driving the opportunity throughout the entire sales cycle.
This registration discount will be applied providing all the program criteria have been met at the time of the deal closing. These are as a follows:
• A current valid deal registration record exists that is an incremental opportunity.
• The opportunity has not exceeded 180 days since the date of approved registration.
• The products are eligible for a discount or incentive.
• The deal registration has been submitted before a pricing request. Requests after pricing and booked orders will not be approved.
Partners should complete and submit a deal registration form for each new opportunity registration, re-registration, and teaming agreement.
TIBCO reserves the right to refuse a deal registration should it believe that the partner registering the opportunity is not adding value to the opportunity.
TIBCO reserves the right to revoke deal registration approvals and associated financial discount or incentive if TIBCO discovers that the incumbent partner is positioning a competitive product in the opportunity.
Deal Registration programs are not eligible for:
• TIBCO Jaspersoft® products
• TIBCO Services (PSG)
• TIBCO Training Products
Opportunities not closed within 180 days from approval will expire. If the approved deal registration has not been closed within 180 days, the partner may submit it for re-registration.
Re-registration Re-registrations must be applied for through the TIBCO Channel Manager. The re-registration can be made after the deal expires. Re-registrations will be a one-time additional 180 days and subject to TIBCO approval. In the event of a re-registration, only the partner who initially received the approved registration is eligible for the deal registration incentive on the re-registration of that opportunity.
All requests for re-registrations will be validated by TIBCO. If approved, the partner will be granted an additional 180 days after the date on which the approval was received.
Opportunities may only be re-registered once to qualify for the deal registration incentive.
PARTNER PROGRAM | 8
RELATIONSHIP BENEFITS ACTIVE ELITE
Partner Advisory Council Participation No Yes
Participation in Partner Conferences and Events
Yes Yes
Assigned Field Channel Account Manager No Yes
Assigned Field Solution Consultant No Yes
SALES BENEFITS ACTIVE ELITE
Partner Program and Specialization Welcome Kit
Yes Yes
Web Listing and Partner Locator No Yes
Access to Sales Training Yes Yes
Partner Website, Portal Access Yes Yes
Product Roadmap Updates No Yes
Demo and Trial Licenses Yes Yes
TIBCO Lead Pass No Yes
Access to TIBCO Sales Teams and Joint Customer Calls
Yes Yes
Joint Solution Development Yes Yes
MARKETING BENEFITS ACTIVE ELITE
Program Logo Usage Yes Yes
Featured Partner Success Story No Yes
Case Studies, Whitepapers, and Product Literature
Yes Yes
Marketing Plan Assistance and Resources No Yes
Channel Marketing Resources No Yes
Marketing Development Funds No Yes
Co-marketing No Yes
Demand Generation Marketing Program No Yes
PARTNER PROGRAM | 9
Co-Marketing FundsElite partners (only) will pay $5,000 (USD) annually for entry into the TIBCO program. TIBCO will match the partner’s $5,000 towards a minimum of $10,000 to be used for joint demand generation activities. A business plan is required for joint engagement and activities.
TECHNICAL BENEFITS ACTIVE ELITE
Knowlegebase Access Yes Yes
Pre-sales Technical Training, Tools, and Accreditations
Yes Yes
Sales Engineering Training and Tools Yes Yes
Delivery Training, Tools, and Certifications Yes Yes
Participation in Technical Seminars, Forums, Blogs, etc.
No Yes
Technical Library Yes Yes
Partner Demo System Yes Yes
ACCREDITATION TIBCO Partner Accreditation is earned when individuals at your company take a prescribed combination of training courses and pass the test. Partner accreditation provides your company with a method to validate your capabilities in a globally recognized program. Your customers can review your accreditations and be confident that you have the skills and capabilities needed to implement the proposed solution.
ROLE-BASED ACCREDITATION A subset of partner accreditations, individual employee role-based accreditations include sales specialist, sales engineer specialist, and delivery specialist. Individuals need to complete all of the courses in a role-based curriculum track to earn recognition as an accredited TIBCO Partner Specialist. Within each subject matter area, several curriculum tracks are available for each role.• TIBCO Sales Specialist: Includes value pitch, sales qualification, competitive
positioning, objection handling, and pricing.
• TIBCO Sales Engineer Specialist: Includes technical sales, technical qualification, competitive positioning, objection handling, pricing, how-to demonstration, and product knowledge.
• TIBCO Delivery Specialist: Includes product installation, solution development, proof-of concept delivery, solutions integration, and architecture.
PARTNER PROGRAM | 10
PARTNER-LEVEL ACCREDITATION As part of the qualification for TIBCO Elite Business Partner status, companies must achieve and maintain accreditation. To earn a partner-level accreditation, in addition to providing customer references, a prescribed combination of your employees must be accredited sales specialists, sales engineer specialists, and delivery specialists. There are currently two partner level accreditations:
• TIBCO Interconnect Everything (Infrastructure) – Accredited Interconnect Everything partners cover one or more products in the platform: TIBCO ActiveMatrix BusinessWorks™, TIBCO® Messaging, TIBCO Cloud™ Messaging, TIBCO Cloud™ Integration, TIBCO Flogo®, TIBCO Mashery®, TIBCO ActiveSpaces®, TIBCO Cloud™ Live Apps, TIBCO Nimbus®.
• TIBCO Augmented Intelligence (Analytics) – Accredited Analytics partners cover one or more products in the platform: TIBCO® Data Virtualization, TIBCO Spotfire®, TIBCO Statistica™, TIBCO StreamBase®, TIBCO Spotfire® Data Science (Alpine), TIBCO® MDM, TIBCO Jaspersoft®, TIBCO BusinessEvents®, TIBCO® Live Datamart.
INTERCONNECT EVERYTHING AUGMENT INTELLIGENCE
TIBCO BusinessWorks TIBCO Data Virtualization
TIBCO Messaging Spotfire®
TIBCO Cloud Messaging Statistica™
TIBCO Cloud Integration StreamBase®
Flogo® (Containers) Spotfire® Data Science (formerly Alpine)
Mashery® TIBCO MDM
ActiveSpaces® Jaspersoft®
TIBCO® Live Apps TIBCO BusinessEvents
Nimbus® TIBCO Live Datamart
TIBCO® Live Apps TIBCO BusinessEvents
Nimbus® TIBCO Live Datamart
PARTNER PROGRAM | 11
PROGRAM REQUIREMENTS All partners participating in the TIBCO Partner Program must comply at all times with the set of requirements defined for each level of the program.
REQUIREMENTS ACTIVE ELITE
Completion of the TIBCO Partner Program Applications and Company Profile
Yes Yes
Acceptance of the TIBCO Partner Program Agreement
Yes Yes
Annual Re-accreditation Yes Yes
Delivery Training, Tools, and Certifications Yes Yes
Designated Skills in Infrastructure and/or Analytics
Yes Yes
Minimum TIBCO Sales Accreditations 1 4*
Minimum TIBCO Pre-sales Engineer Specialists 0 2*
Minimum TIBCO Certified Delivery Specialists 0 2*
Active Participation in Marketing Programs As Available Yes
Customer Success Story Submissions No Yes, 2 per year
Active within Deal Registration and Referral Program
No Yes
**Dependent on size of practice, number of people, business model, and mutually agreed business plan and requirements.
MEMBERSHIP APPLICATION PROCESS To enroll in the TIBCO Partner Program, complete and submit the application at www.tibco.com/partners to TIBCO. Also complete the application profile and sign acceptance of the TIBCO Partner Agreement. If you prefer to sign a hard copy of the agreement, you may print it out and return it to TIBCO. Further instructions are provided with the agreement. A partner must be approved by TIBCO to be accepted into the partner program.
PARTNER PROGRAM | 12
MEMBERSHIP RENEWAL TIBCO Partner Program membership is a one-year term. For partners maintaining good standing within the program and compliance with objective criteria, membership will automatically renew. Partners who have achieved the Elite Partner membership level will renew to their current membership level if they have met the respective annual requirements and agree to pay the co-marketing funds. Elite Partners who are not meeting the requirements for their level of membership may be assigned to the Active level. This change in level will supersede any previously signed agreements.
TIBCO PARTNER HELP DESK Contact the TIBCO Partner Help Desk for questions regarding the TIBCO Partner Program, partner opportunities, or information on the TIBCO product portfolio.
Partner Help Desk: Email: [email protected] Telephone: (650) 846-5793
TIBCO CHANNEL RULES OF ENGAGEMENT (ROE)TIBCO and its partner will strive to abide by a set of Rules of Engagement for a strong and trusting relationship. Below is a guideline for our joint business engagement together:
ROE PURPOSE AND BUSINESS PHILOSOPHY
1 Designed to build and maintain both trust and collaboration between TIBCO and its partners.
2 A program designed with mutual benefits and responsibilities, both sides have responsibilities for sales and service of prospects and clients.
3 TIBCO will be predictable, consistent, and act with integrity when engaging with our partners.
ROE PROGRAM GOALSPartners are a strategic resource to expand and support the TIBCO customer base.
1 Close opportunities. Enabled partners help TIBCO throughout the selling process, from connecting us with key influencers and decision-makers, to technical briefings and POCs, to delivery and post-sales support.
2 Influence customer decisions. Build TIBCO Technologies into customer solutions. As a trusted advisor, partners have a strong impact on customer decisions.
3 Maintain a delightful TIBCO customer experience.
4 Support customers. Identify needs on an ongoing basis, and likely have contacts and long standing relationships that could benefit TIBCO
ROE PROGRAM GUIDELINES
1 Customer Engagement with Partners
a TIBCO will not undercut channel pricing with direct pricing.
b TIBCO will not take a deal direct when a partner is involved without agreed upon compensation.
c When a partner is involved in a direct deal, the partner must be given equal opportunity to win
PARTNER PROGRAM | 13
Enterprise Customers (Enterprise/Strategic) The customer chooses how they purchase.
d If these customers have purchased directly from TIBCO, based on the customer’s requirements, TIBCO may continue to accept orders directly.
e Consideration should be given to leveraging existing partner relationships to increase TIBCO’s reach and drive greater value for the customer and TIBCO.
f If these customers have previously purchased their TIBCO subscriptions and/or services through a partner, those subscriptions and services, including new opportunities, should continue to go through the partner.
g In general, when a TIBCO partner is involved, TIBCO needs to allow them the opportunity and ability to successfully sell to the customer.
2 No Tolerance
a TIBCO will enforce a strict internal company policy for the RoE.
b Approved Deal Registration Resell opportunities will not be taken direct.
3 Deal Registration
a Provided on first come, first serve basis.
b Means TIBCO will not sell direct without agreed upon compensation to the partner on approved registrations.
c A complete Deal Registration request should be approved within 48 business hours if the opportunity is not already registered by another partner or in TIBCO’s list of opportunities in TIBCO’s SFDC.
d Teaming agreements, if applicable and available across regions, may be considered and discussed with a partner when a Deal Registration cannot be approved.
4 Field Engagement
a Failure to comply with the rules of engagement and related policies detailed in this document may result in a change to the partner level or removal from the program.
b Partners will not knowingly solicit business from TIBCO clients for similar solutions, and TIBCO will not knowingly solicit business from a partner’s client for similar solutions.
5 Exclusivity
a TIBCO does not provide exclusivity to any partner for any industry, territory, customer, or opportunity unless in unique and specific situations.
6 Services
a TIBCO will enable partners to deliver all certified services.
b Where a customer has active licenses and/or subscriptions purchased through a partner, TIBCO supports partners selling their own services to the customer, especially in the case of an approved deal registration.
c For any customer where a partner is providing TIBCO product, and where that partner does not have the required service capability, TIBCO can sell the customer TIBCO services.
PARTNER PROGRAM | 14
TIBCO fuels digital business by enabling better decisions and faster, smarter actions through the TIBCO Connected Intelligence Cloud. From APIs and systems to devices and people, we interconnect everything, capture data in real time wherever it is, and augment the intelligence of your business through analytical insights. Thousands of customers around the globe rely on us to build compelling experiences, energize operations, and propel innovation. Learn how TIBCO makes digital smarter at www.tibco.com.©2018, TIBCO Software Inc. All rights reserved. TIBCO, the TIBCO logo, ActiveMatrix, ActiveSpaces, Flogo, Jaspersoft, Mashery, Nimbus, Spotfire, Statistca, StreamBase, TIBCO BusinessEvents, TIBCO BusinessWorks, and TIBCO Cloud are trademarks or registered trademarks of TIBCO Software Inc. or its subsidiaries in the United States and/or other countries. All other product and company names and marks in this document are the property of their respective owners and mentioned for identification purposes only.
08/24/18
Global Headquarters 3307 Hillview Avenue Palo Alto, CA 94304+1 650-846-1000 TEL +1 800-420-8450 +1 650-846-1005 FAXwww.tibco.com
7 Renewals
a Partner of Record status and first right of refusal will be given to incumbent partners.
b If partner does not respond in five business days, renewal can be sourced to another partner or direct.
8 Teaming Agreements
a When a partner gets involved in a direct deal, partner must be given equal opportunity to win.
9 Customer Communication
a When TIBCO has taken the lead to engage a partner on an opportunity, or a partner is the lead on an opportunity, all communications with the customer should be inclusive and collaborative between both parties.
b TIBCO’s partner organization will be engaged to address any partner non-compliance in customer communications.
DISCLAIMER This TIBCO Program guide (the “guide”) provides an overview of the TIBCO Partner Program. The terms that govern the program are contained in the TIBCO Partner Agreement (the “agreement”) entered into between TIBCO and each partner participating in the partner program (the “service provider”). All terms not otherwise defined herein take the meaning set forth in the agreement. The current version of this guide will be made available to partners on the TIBCO Business Partners portal at https://www.tibco.com/partners. Partner program benefits and requirements are applied based on the country in which the partner is located. To the extent that this guide has been translated into any language besides English, the English version of the guide will prevail over any inconsistencies with a non-English version.
PROGRAM GUIDE CHANGES TIBCO may require occasional corrections or updates to the guide and reserves the right to make such corrections or updates from time to time and to post such updates to the TIBCO Business Partners portal. TIBCO reserves the right to make program changes at any time without notice.
