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7/31/2019 NA Reseller Program Guide UE
1/19
Adobe Partner Connection Reseller ProgramProgram Guide
7/31/2019 NA Reseller Program Guide UE
2/19
Adobe Partner Connection Reseller Program
Conen
Overview o Adobe Partner Connection Program 3
Reseller Program levels 4
Reseller Program level details 5
Reseller Program beneits 7
Training, certi ication, and specialization 13
Onboarding 15
Ongoing perormance evaluation 16
Adobe Partner ConnectionReseller ProgramNorth America Program Guidev11
7/31/2019 NA Reseller Program Guide UE
3/19
Adobe Partner Connection Reseller Program
Adobe Partner Connection Reseller ProgramNorth America Program Guide
Overview o Adobe Parner Connecion Program
The primary goal o the Adobe Partner Connection Program is to reward Adobe partners or helping to drive
our mutual strategic objectives
Growprofitablerevenue
Drivegreateraccountpenetration
Acquirenewcustomer s
KeepcustomerscurrentonAdobeslatesttechnologyinnovations
We believe that together with our partners, we can achieve these goals We are committed to rewarding
partners who work toward these goals through better partner program inrastructure, training, and incentiv
Adobewillprovidebothfinancialincentives,suchasrebates,dealregistration,Co-op,and/orMDF,and
non-financialincentives,suchasNFRsoftware,training,andpublicrecognition,topartnerswhoworkwithus
to drive these objectives
Programs and parner ypes
AprimarygoaloftheAdobePartnerConnectionProgramistorecognizeandrewardtheunique
competencies o each partner To do this, it is important to identiy the role that each partner plays The
PartnerConnectionProgramconsistsofthreeuniqueprogramsdesignedforthefollowingpartnertypes:
Distributor,Reseller,andRetailPartner.Inaddition,whenapartnerfocusesonaparticularbusinessmodel
suchasonlineretail,orauniqueverticalmarketsuchaseducationorgovernment,thePartnerConnectionProgramwilltreattheseattributesdifferentlyandrewardforuniqueareasoffocusorspecialization.
Programs and examples o parner ypes
Disribuor Program Reseller Program Reail Program
General distributors Small, medium, and large resellers Retail stores
Specialized vertical distributors Value-added resellers (VARs) Online retailers
Large account resellers (LARs) Campus stores
Directmarketingresellers(DMRs) DigitalImaging/ProVideoresellers
Note:Additionalpartnertypesincludesolutionpartners,Connectpartners,Omniturepartners,OEM/ISVpartners,and
system integrators, which will continue to be run as separate programs at this time
Reseller Program overview
Eligibility to join the Reseller Program is open to all businesses that sell Adobe sotware products to end use
customers.Participationintheprogramisrequiredforaccesstothebroadestsetofpricingandlicensing
options.Non-participatingresellerswillhaveaccessonlytoAdobescommercialTransactionalLicensing
Program (TLP) oerings
The description o the program that ollows is an integral part o the Adobe Partner Connection Program
Agreement and is designed to be read in conjunction with the Program Agreement that must be executed b
each participating reseller Any terms and deinitions covered here shall have the same meaning as set orth
the Program Agreement
Adobe ParnerConnecion Poralwww.adobe.com/partners
http://www.adobe.com/uk/partnershttp://www.adobe.com/uk/partners7/31/2019 NA Reseller Program Guide UE
4/19
Adobe Partner Connection Reseller Program
Adobe retains the right, by email notiication and other communication posted to the Adobe Sales Center,
Adobe Partner Connection Portal, or any other similar partner/reseller communication website, to eect and
announce changes to the Program Guide and to the policies and procedures described in this document and
such changes that will be deemed to be incorporated herein by reerence Any changes will be eective 30 da
rom the date o the announcement All new versions o the Program Guide shall supersede and replace all
prior and existing versions o the Program Guide All support and resources provided by Adobe are subject to
availability The Adobe Partner Connection Program is deined as a worldwide program and leverages a
common ramework or our partners across the globe This document relects the regional implementation o
the ramework or North America (US and Canada)
ParticipationintheResellerProgramissubjecttoapprovalbyAdobe.WithoutprejudicetoAdobesrightto
reject any potential reseller rom participating in the Reseller Program, Adobe reserves the right change the
requirementstojointheResellerProgramatanytime.ResellerwilltreatallmaterialsrelatingtotheAdobe
Partner Connection Program, including this Program Guide, as conidential and will only disclose such
inormation to a person who is an employee o Reseller and who is obligated to keep such inormation
conidential
Reseller Program levels
TheResellerProgramrewardsfourdifferentlevelsofengagementwithAdobe:Platinum,Gold,Certified,and
Registered.ResellersnotparticipatingintheResellerProgramwillhaveaccessonlytoAdobesTLP
Commercial licensing o erings
Reseller Program level deiniions
Regisered - The Registered level allows resale o Adobe shrinkwrap products as well as the TLP commercia
government,andeducation/non-profitlicensingprograms.Itrequiresanonlineclick-throughagreementfor
each reseller
Ceriied-TheCertifiedlevelrequiresthataresellerbeRegisteredandhaveatleastoneemployeecertified
underoneoftheAdobePartnerConnectionProgramcertificationprograms.Minimumcertificationsrequired
or this level are one (1) Adobe Certiied Sales Proessional in Creative Suite or Acrobat, and one in Volume
Licensing.InadditiontothebenefitsoftheRegisteredlevel,resellersattheCertifiedlevelareeligibletosell
AdobesCumulativeLicensingProgram(CLP)andEnterpriseAgreement(EA)programandfordealregistratio
andotherincentives.OnlyresellersthatqualifyfortheCertifiedlevelandabovewillbeabletoaccesstheAdobeSalesCenterfordealregistrationandotherbenefits,andbelistedinthePartnerFinder.
Gold-TheGoldlevelrequiresaresellertomeettherequirementsforboththeRegisteredandCertifiedlevel
andtohavebeenanAdoberesellerforaminimumofsix(6)months.Inaddition,theGoldlevelresellermust
have additional Adobe Certiied Sales Proessionals in Acrobat, Creative Suite, and Volume Licensing The Go
levelresellerwillbeassignedanAdobeAccountManagerandwillhavequarterlybusinessplansandreviews
revenue target will be set and the reseller will be eligible or rewards such as deal registration, perormance
incentives, and marketing unds
Plainum-ThePlatinumlevelrequiresthehighestlevelofperformanceandengagementintheAdobe
business.Inreturn,itprovidestheresellerwiththerichestlevelofbenefitsintheResellerProgram.Platinum
levelresellersmustmeetalloftherequirementsfortheRegistered,Certified,andGoldlevels,plusthe
additionalrequirementsofthePlatinumlevel.ThePlatinumlevelresellerwillbeassignedanAdobeAccountManagerandwillhavequarterlybusinessplansandreviews.Arevenuetargetwillbesetandtheresellerwil
be eligible or rewards such as deal registration, perormance incentives, and marketing unds
Requiremen summary
EachResellerProgramlevelhasaminimumpersonnelrequirementthatincludesAdobeCertifiedSales
Professional/sandotherpersonnel.BoththeGoldandPlatinumlevelsalsorequireaminimumrevenuethresh
toenterormaintainstatusatthatlevel.TherevenuerequirementwillbecalculatedbasedonannualQualifying
Revenue (deined below)
7/31/2019 NA Reseller Program Guide UE
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Adobe Partner Connection Reseller Program
Reseller level Annual Qualiying
Revenue (in USD)
Personnel Requiremens
Registered N/A N/A
Certied N/A 1AdobeCertiedSalesProfessional,CreativeSuiteorAcrobat
1AdobeCertiedSalesProfessional,VolumeLicensing
Gold Firstyearonly:$500K
QualifyingRevenueOR
$25Mtotalsowarerevenue rom all sources
Renewals:$500K
QualifyingRevenue
1AdobeCertiedSalesProfessional,CreativeSuite
1AdobeCertiedSalesProfessional,Acrobat
2AdobeCertiedSalesProfessionals,VolumeLicensingDedicatedProductLineManager
1employeededicatedtotheAdobebusiness
Platinum $7.5M 2AdobeCertiedSalesProfessionalsCreativeSuite
2AdobeCertiedSalesProfessionals,Acrobat
3AdobeCertiedSalesProfessionals,VolumeLicensing
DedicatedProductLineManager
2employeesdedicatedtotheAdobebusiness
Pricing and licensing program summary
Reseller access to Adobe pricing and licensing options varies based on program level and specialization
Shrink C Shrink
STE
TLP-C TLP-G TLP-E* CLP &
EA-C
CLP &
EA-G
CLP-E &
K-12EA
Non-participating reseller
Registered Reseller
Certied, Gold, and
Platinum Resellers (no
specializations)
Certied + with
Education Specialization
Certied + with
Government
Specialization
C = Commercial
E = Education
G = Government
STE = Student/ Teacher Edition
TLP = Transactional Licensing Program
CLP = Cumulative Licensing Program
EA = Adobe Enterprise Agreement
*TLP education includes non-proit entities
Adetaileddescriptionofadditionaleligibility,programrequirements,andbenefitsfollows.
Reseller Program level deailsRegisered Reseller
Requiremens Benefs
Register online on the Adobe Partner Connection Portal
and complete the Adobe Partner Prole
Access to resources & communications on the Adobe
Partner Connection Portal
Accept the Reseller Program Agreement in the ormat o a
click-through online agreement
Access to no-charge, online training & certication on the
Adobe Channel Training Center
Comply with the rules & guidelines in reerence to the sale
o Adobe products
Eligibility to purchase Adobe shrinkwrap and TLP
commercial, education, and government products rom an
AuthorizedAdobeDistributor(listavailableonthepartner
portal)
7/31/2019 NA Reseller Program Guide UE
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Adobe Partner Connection Reseller Program
Ceriied Reseller
TheCertifiedResellermustmeetalleligibilityrequirementsforboththeRegisteredandCertifiedlevels.Theprimaryrequirementforparticipationinthisleveliscertificationofoneormorereselleremployees.Thisensura high degree o competence in Adobe products and solutions that will be o value to customers Thus, a highelevel o beneits is available to the Certi ied level
Requiremens Benefs
Allrequirementsabove,plus: Allbenetsabove,plus:
Employ one or more Adobe Certied Sales Proessionals
(non-dedicated) that have one o the ollowing
certications:CreativeSuite(Level1&2)orAcrobat
(Level1&2)
Eligibility to purchase CLP and EA commercial products
fromanAuthorizedAdobeDistributor(listavailableon
the partner portal)
Employ one or more Adobe Certied Sales Proessionals,
VolumeLicensing(Level1&2)
Eligibility to earn specializations or access to CLP and EA
education and government products
EligibilitytoparticipateinDealRegistrationIncentiveand
receiveincentivesforqualifyingdealsubmissions
Eligibilitytoreceivenot-for-resale(NFR)copiesof
sowareaccordingtoapplicableAdobepolicy
Exclusive content or Certied Resellers on the partner
portal
Public listing as a Certied Reseller on the Adobe websiteand use o exclusive Certied Reseller logo
Eligibility to participate in exclusive Adobe partner
events, as invited by Adobe
Gold Reseller
Gold Reseller is a prestigious level reserved only or those partners with a very high level o competence andcommitment to Adobe Adobe commits to enabling and rewarding these partners with a high level o support aincentives that can be attributed to their ocus on the Adobe business
RevenuetargetsandobjectiveswillbesetonaquarterlybasisforGoldResellers,andaQuarterlyBusinessRevwillbeconductedeachquarter.InordertofocusonAdobesGoldResellers,anAdobeAccountManagerwillbe
assigned to each Gold Reseller as a point o contact
Requiremens Benefs
Allrequirementsabove,plus: Allbenetsabove,plus:
Meet minimum 6 months as an Adobe authorized reseller
prior to applying at the Gold level
Account management by an Adobe Account Manager
Meetminimum$500KannualQualifyingRevenue
threshold
Eligibility to earn perormance incentives (rebates) tied to
quarterlyobjectives
DevelopanAnnualBusinessPlanwithyourAdobe
AccountManagerandholdQuarterlyBusinessReviews
Eligibility to earn Co-op marketing unds or approved
marketing activities
Employ at least one Adobe Certied Sales Proessional,
Acrobat(Level1&2)
EligibilitytoreceiveMarketDevelopmentFunds(MDF)at
the discretion o Adobe or approved marketing activities
Employ at least one Adobe Certied Sales Proessional,
CreativeSuite(Level1&2)
Eligibility to participate in joint product launches,
promotions, or campaigns as invited by Adobe
Employ two or more Adobe Certied Sales Proessionals,
VolumeLicensing(Level1&2)
Exclusive content or Gold Resellers on the partner portal
AppointaDesignatedProductLineManagerwith
responsibility or Adobe products in accordance with
program guidelines or the Gold level
Public listing as a Gold Reseller on the Adobe website and
use o exclusive Gold Reseller logo
Maintain at least one employee dedicated to the Adobe
business
Access to pre-sales support line
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Adobe Partner Connection Reseller Program
Plainum Reseller
Platinum Reseller is the highest level in the Reseller Program This level is reserved or resellers that make asignificantinvestmentintheAdobebusinessandadoptAdobebusinessobjectivesastheirown.Therequiremeto become a reseller at this level are proportionally high revenue targets, personnel levels, and competencyexpectations This level o partnership necessitates a much deeper relationship between Adobe and the PlatinuReseller, and will bring with it the richest level o beneits achievable across the Reseller Program levels
Requiremens Benefs
Allrequirementsabove,plus: Allbenetsabove,plus:
Meetminimum12monthsasaGoldResellerorAdobe
License Center (ALC) prior to applying at the Platinum
level
Eligibility to purchase CLP and EA commercial and
government products direct rom Adobe (with appropriate
specializationsifrequired)
Meetminimum$7.5MannualQualifyingRevenue
threshold
Eligibility to receive Adobe-unded headcount at the
discretion o Adobe or approved sales and marketing
activities
Participate in the application and onboarding process
working with your Adobe Account Manager
Exclusive content or Platinum Resellers on the partner
portal
Execute the Platinum Reseller Agreement Public list ing as a Platinum Reseller on the Adobe website
and use o exclusive Platinum Reseller logo
Employ at least two Adobe Certied Sales Proessionals,
CreativeSuite(Level1&2)Employ two or more Adobe Certied Sales Proessionals,
Acrobat(Level1&2)
Employ three or more Adobe Certied Sales Proessionals,
VolumeLicensing(Level1&2)
AppointaDesignatedProductLineManagerwith
responsibility or Adobe products in accordance with
program guidelines or the Platinum level
Maintain at least two employees dedicated to the Adobe
business
Submit end user sell-through and point o sale (POS)
reports as specied by Adobe
Reseller Program Benefs
The Reseller Program is designed to oer rich beneits or partners who develop a deep expertise in the Adobebusiness and align their goals and objectives accordingly There are varying levels o beneits or each ResellerProgram level
Adobesprogramofbenefitsincludesdealregistration,performanceincentives(rebates),marketingfunds,andnon-financialbenefits.ThesebenefitswillbeawardedtothoseresellersthatmeetAdobesexpectationsforgrothe business and increasing customer loyalty
Financial incenive overview
TheResellerPerformanceIncentiveFrameworkdefinesthepackageoffinancialincentivesthatAdobeofferst
resellerswhomeethighperformanceobjectivessuchasrevenuetargetachievement,uniquequarterlygoals
(such as by vertical market or product), and demand generation, particularly with new customers These
incentives include perormance incentives (rebates), deal registration rebates, and marketing incentives Elig
toreceivefinancialincentivesdependsonaresellerscurrentstandingwithAdobe,levelintheprogram
(Platinum, Gold, Certiied, Registered), and specializations The diagram below illustrates which inancial
incentives are available at each Reseller Program level
Registered Certied Gold Platinum
DealRegistration
Marketing incentives
(Co-op&MDF)
Rebates
Fundedheadcount
7/31/2019 NA Reseller Program Guide UE
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Adobe Partner Connection Reseller Program
Markeing incenives
Marketingincentivesavailabletohigh-performingGoldandPlatinumResellersincludeMarketDevelopment
Funds(MDF)andCo-opMarketingFunds(Co-op).MDFandCo-opfundsareheldbyAdobeinanaccount
availabletoeachresellerforclaims.Informationonhowfundsareallocatedoraccruedisprovidedbelow.
MDFandCo-opfundsaremadeavailableforthesolepurposeofactivelyplanningandimplementingmarket
activitiesforAdobeproducts.Allmarketingactivities,whetherfundedbyMDF/Co-opornot,mustbein
accordancewithAdobespoliciesregardingadvertisingandtrademarkusageasestablishedfromtimetotimeAdobe and made available on the partner portal or otherwise as provided by Adobe to resellers
Inordertoeffectaclaimandobtainthecorrespondingreimbursement,PlatinumResellersmustworkwithth
assigned Adobe Channel Marketing Manager to jointly plan and develop unded activities to be executed eac
quarter.GoldResellerswillhavealistofactivitiesfromwhichtochoose.
Adobe in its sole discretion may grant authorization to carry out the proposed activity, at the proposed cost, a
only upon receipt o such authorization, resellers may perorm the approved activity and incur the relative
expenses, i it intends to make a claim or such expenses
Upon receipt o authorization to perorm a marketing activity, resellers may perorm the activity and when
completed will submit via the Adobe Channel Administration Portal and in the manner determined by Adob
claim or the reimbursement o expenses incurred in the carrying out o such marketing activity All claims o
expenses must be supported by details o the activity, its results and by incontrovertible proo that the claime
expenseshavebeenincurred.AtnopointwillmorethantheunusedandunallocatedMDFfunds,ortheunu
andunallocatedCo-opfundsofthepreviousfour(4)quarters,bereimbursed.
Upon receipt o the claim and o the supporting documentation, Adobe will review the claim and i approved
reimburseresellersbycreditingtheresellersaccountwiththeappropriateamount,oftheMDForCo-opclaim
Payment o the claim shall be made by Adobe approximately 45 days ater the end o the month in which the
claim was made Platinum Resellers will receive a credit against their account with Adobe
All market development activities shall be carried out in accordance with applicable laws and regulations, ev
AdobehasapprovedsuchanactivitywithrespecttoMDFfundingorCo-op,andresellersagreethatAdobeis
no manner whatsoever responsible or rendering legal or inancial consultation services to resellers
MDF
Fromtimetotime,AdobemayprovidespecificGoldandPlatinumResellerswithMarketDevelopmentFund
(MDF).Theseareone-timemarketingcontributions,generallyavailableforspecificmarketingactivities.The
amount and purpose o these unds will be made available at the sole discretion o Adobe Adobe marketing
personnelwillinformqualifyingresellers,whenapplicable,oftheavailabilityofsuchMDFfundsandofthe
conditions and selection criteria or their availability
AllallocatedMDFfundswillexpire,withoutexception,sixty(60)daysfromtheendoftheapprovedmarketin
activity.FundsthathavenotbeenclaimedwithinthistimelimitmaybereclaimedbyAdobewithoutfurther
notice
Co-op Markeing Funds
InordertoassistGoldandPlatinumResellersintheeffectivemarketingofAdobeproducts,Adobeprovidesthese resellers with the opportunity to claim accrued cooperative marketing unds (Co-op), as outlined bel
Co-op may be utilized by Gold and Platinum Resellers to und or partially und marketing and market
development activities in areas such as advertising, lead-generation, point-o-sale materials, seminars and
events,tradeshows,andwebmarketing.Foracompletelistofacceptableactivities,seethe Adobe Partner
Connection Reseller Program Marketing Incentive Guidelines available on the partner portal
AvailableCo-opfundswillbecalculatedonaquarterlybasis,asapercentageofeachresellersqualifying
revenueinthepreviousquarterduringthetermoftheAgreement.AllaccruedCo-opfundswillbeheldby
Adobe in an account available to resellers or claims
7/31/2019 NA Reseller Program Guide UE
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Adobe Partner Connection Reseller Program
Fundswillexpire,withoutexception,four(4)quartersfromtheiraccrual,ifnotclaimed.Fundsthathavenotb
claimed or have not been allocated or a speciic activity 30 days prior to their expiration may be reclaimed b
Adobe without urther notice
ForoperationaldetailsonMDFandCo-op,includinginstructionsforsubmittingproposalsandrequesting
reimbursement, as well as a complete list o eligible and ineligible marketing activities, see theAdobe Partne
Connection Reseller Program Marketing Incentive Guidelines available on the partner portal
Revenue perormance incenives (rebae)QualifyingresellersingoodstandingwithAdobewillbeeligibletoparticipateinthefollowingrevenueincen
programs
Revenue Perormance Incenive
GoldandPlatinumResellerswillbeeligibletoreceiveaRevenuePerformanceIncentivewhichwillbebased
Adobe desktop product shrinkwrap and licensing sell-through goals or one or more product amilies
PerformancetowardsgoalswillbecalculatedasapercentageofQualifyingRevenue(definedbelow)forthe
quarter.GoldandPlatinumResellersthatachievetheirrevenuetargetwillbeawardedarebate.
PriortothebeginningoftheAdobefiscalyear,eachGoldandPlatinumResellerwillberequiredtojointlydev
an Annual Business Plan with their Adobe Account Manager that addresses the past successes and challenge
sets the vision and goals or the year ahead This Annual Business Plan will include an annual revenue goal oeachpartner,dividedbyquarter.
Atthebeginningofeachnewquarter,eachGoldandPlatinumResellerwillbeadvisedofanyadjustmentsto
quarterlytargetbasedonthepreviousquartersperformance,theAdobebusinessenvironment,and/orgene
market conditions Resellers and their Adobe Account Manager will have the opportunity to discuss these
changesduringtheQuarterlyBusinessPlanprocess.
Flexible Perormance Incenive
InadditiontotheRevenuePerformanceIncentive,aFlexiblePerformanceIncentivewillbeavailableforPlati
Resellers.ThiswillbeintheformofquarterlytargetssetbytheAdobeAccountManagertoprovideincentive
productlaunches,specialinitiatives,uniqueresellerattributes(e.g.verticalmarketorcertificationachievemen
or product ocus
Atthebeginningofeachnewquarter,eachPlatinumResellerwillbeadvisedoftheirnewflexibleperformanc
targets and corresponding payout rates Platinum Resellers and their Adobe Account Manager will have the
opportunitytodiscussthesetargetsduringtheQuarterlyBusinessPlanprocess.
Funded headcoun
InordertoensureadequateresourcesareinplacetofocusonsupportingAdobetechnologiesandsalesand
marketingactivities,AdobehasdesignedamodeltoprovideresourcefundingforqualifyingPlatinumReselle
PlatniumResellersareeligibleforone(1)fundedheadcountbymeetingtheminimum$7.5MannualQualifyi
Revenue commitment or the previous year Additional headcount will be unded by Adobe at additional
QualifyingRevenueintervals.(Seethe Platinum Reseller financial incentive summarybelow)
Thefundedheadcountdescribedabovemustbeinplaceforatleasteight(8)weeksofeachquarterandbe
perorming the mutually agreed upon job unctions in order to be eligible or Adobe unding Resellers will
receive unding only or actual resources in place, regardless o the maximum number allowed by the Reselle
Program
Gold Reseller inancial incenive summary
Financial Incenive Crieria Atainmen mehod Payou
Revenue Perormance
Incentive(sell-through
rebate)
QualifyingRevenue(seeDenitions)
and other revenue target(s) determined
by Adobe on a semi-annual basis and
reviewedquarterly.
85%-100% o target
Variable100%-110% o target
110%+ o target
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Adobe Partner Connection Reseller Program
Co-op Registered and approved marketing
activities.Reimbursedaerproofof
activity
Flataccrualof
QualifyingRevenueVariable
MDFRegistered and approved marketing
activities.Reimbursedaerproofof
activity
No set amount
AwardedatAdobes
discretion
Variable Awarded
atAdobes
discretion
Plainum Reseller inancial incenive summary
Financial Incenive Crieria Atainmen mehod Payou
Revenue Perormance
Incentive(sell-through
rebate)
QualifyingRevenue(seeDenitions)
and other revenue target(s) determined
by Adobe on a semi-annual basis and
reviewedquarterly.
85%-100% o target
100%-105% o target
105%-110% o target
110%+ o target
Variable
FlexiblePerformance
Incentive(MBOrebate)
Specicbusinessobjectives(2MBOs
perquarter)Variable Variable
Fundedheadcount FundedheadcountbasedonQualifying
Revenue.Fundedheadcountmustbe
hired on staf or a minimum o eight (8)
weeksforeachquartertobeeligiblefor
reimbursement
1 >75M$25K/quarter
$100K/year
2 >25M $25K/quarter$100K/year
3 >40M$25K/quarter
$100K/year
4 >60M$25K/quarter
$100K/year
5 >75M$25K/quarter
$100K/year
6 >90M$25K/quarter
$100K/year
Co-op Registered and approved marketing
activities.Reimbursedaerproofof
activity
Flataccrualof
QualifyingRevenueVariable
MDF Registered and approved marketing
activities.Reimbursedaerproofof
activity
No set amount
AwardedatAdobes
discretion
Variable Awarded at
Adobesdiscretion.
Rebae perormance payou
Attheendofeachfiscalquarter,AdobewillcalculateeachGoldandPlatinumResellersperformanceand
correspondingpayoutrateforeachcomponentoftherebateprogramandgenerateatotalquarterlypayoutr
forthereseller.Forthepurposeofperformanceincentives,thesewillbecalculatedbasedonQualifyingReve
(deined below) or Adobe desktop products
ForPlatinumResellersthattransactdirectlywithAdobe,therebatepayoutwillbemadeasacredittotheirtr
accountwithAdobe.ForGoldResellersandthosePlatinumResellersthattransactwithAdobethroughadistributor, the rebate payout will be made via wire transer
Uponthecloseofthequarter,theAdobeAccountManagerwillexaminetherevenuetargets,revenuetarget
achievement, MBOs, any unded headcount staing levels, and perormance o each reseller in the Gold and
Platinumlevels.Inaddition,theAdobeAccountManagerwillverifycompliancewithcontractualobligations
asend-usersell-throughdatareporting.Ifapartnerhasachievedthetargetsspecifiedandcompliedwithall
mandatory contractual obligations, the Adobe Account Manager will authorize the payment o the Revenue
FlexiblePerformanceIncentiveRebates.ThiswillbereviewedbytheAdobeRegionalDirectorbeforebeingp
The decision o Adobe and o its representatives on any claim or dispute to the targets is inal
7/31/2019 NA Reseller Program Guide UE
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Adobe Partner Connection Reseller Program
Any administrative ees associated with use o the Channel Return Exception Policy will be deducted rom th
reseller rebate The Channel Return Exception Policy is available on the Adobe Partner Connection Portal or
your Adobe Order Management representative
Adobe may, by email notiication or other communication posted to the Sales Center or other similar partner
communicationvehicle,announcepermanentortemporarymodificationstotheRevenueorFlexible
PerformanceIncentiveterms.SuchchangesshallbecomeeffectivefromsuchtimeasdeterminedbyAdobea
the sole and reasonable discretion o Adobe
Deal Regisraion Incenive
Certified,Gold,andPlatinumResellersingoodstandingwithAdobewillbeeligibletoparticipateintheDeal
RegistrationIncentive.
Overview and reward calculaion
TheDealRegistrationIncentiveisdesignedtorewardAdoberesellersforgeneratingdemandforAdobeprod
Adobe relies on its reseller partners to create demand or our products by presenting them to customers,
explaining eatures and beneits, and supporting the entire sales cycle rom irst evaluation to purchase Ado
wishes to reward those resellers that become trusted advisors to these customers, particularly during the
evaluation phase o a purchase decision, particularly in light o a competitive environment when customers h
amplechoiceofAdoberesellersfromwhichtopurchase.Inordertosupportcustomerchoiceandtocompen
committedandcompetentresellers,AdobehasintroducedtheDealRegistrationIncentivetorewardactivitie
that lead customers toward evaluating and adopting an Adobe solution
Dealregistrationinvolvesamonetaryincentiveforvalidated,forecastedpurchasesofAdobeproducts.Oncet
sale closes (the customer has purchased the product), the reseller that orecasted and registered the purchas
(and received approval rom Adobe), will receive the reward, regardless o which partner inally ulilled the s
the end
EligibilitytoparticipateintheDealRegistrationIncentiveislimitedtoCertified,Gold,andPlatinumResellersw
areingoodstandingwithAdobeandhavemetallAdobecontractualrequirements.Resellerswhomeet
contractualrequirements,aswellastherequirementsfortheseprogramlevels,andwhocomplywiththepro
andrequirementsfordealsubmission(outlinedbelow),willbeeligibletoreceivethefollowingbenefits:
Payou per deal Deal characerisics & crieria Addiional qualicaion crieria
6% reward (sourcing only)
$12.5KUSDdeal;Anycombinationof
AdobeDesktopProducts;Licensingand
newUpgradePlan(TLP,CLP,andEA);
available in all vertical markets
Mustbeanewopportunity;Musthave
proo o value-added activities and active
selling Must identiy and register a
qualifyingopportunitythatislaterclosed
by another reseller
10% reward (sourcing &
selling)
$12.5KUSDdeal;Anycombinationof
AdobeDesktopProducts;Licensingand
newUpgradePlan(TLP,CLP,andEA);
available in all vertical markets
Mustbeanewopportunity;Musthave
proo o value-added activities and active
selling Must identiy the opportunity and
placethequalifyingorder.
AllAdobeDesktopProductsareeligiblefordealregistration.OtherAdobeproductssuchasOmniture,LiveCy
&ConnectarenoteligibleaspartofthisDealRegistrationIncentive.ForPlatinumResellersthatpurchasedire
fromAdobe,QualifyingRevenueforDealRegistrationIncentivecalculationsisbasedonnet-to-AdobereveForallotherordersthatarepurchasedthroughanAuthorizedAdobeDistributor,QualifyingRevenueforDe
RegistrationIncentivecalculationsisbasedontheAdobeEstimatedStreetPrice(ListPrice).
Forapproveddealsgreaterthan$12,500USDinQualifyingRevenuethatarebothidentified(sourced)andcl
byasinglereseller,a10%rewardwillbeprovidedtothereseller.Forapproveddealsgreaterthan$12,500U
QualifyingRevenuethatareidentified(sourced)byonereseller,butclosedbyanotherreseller,a6%rewardw
beprovidedtotheresellerwhoidentifiestheopportunity.NoDealRegistrationIncentiverewardwillbeprov
to the reseller who places the order
The$12,500USDthresholdcanbeachievedwithanycombinationofDesktopProductlicensing(e.g.Acrobat
Creative Suite products), via any Adobe licensing program Licensing programs cannot be combined to meet
threshold on a single deal Upgrade Plan renewals without any additional licenses are not eligible or deal
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registration Adobe Enterprise Agreement (EA) true-up deals are eligible or deal registration only by the res
thathasplacedthecurrent-yearEAorderforthatcustomer.Non-EAdealsarecappedat$500,000USD.
Inordertoqualifyfortheserewards,theresellermustdemonstrateashavingactedasatrustedadvisortothe
customerthroughvalue-addingsellingactivities.Value-addingsellingactivitiesaredefinedasacombination
IdentifyingnewsalesopportunitiesforAdobeproductswithnewandexistingcustomers
Helpingcustomersunderstandthefeatures&benefitsofAdobeproducts
UnderstandingcustomersbusinessissuesandillustratinghowAdobeproductscanaddressthem Whereappropriate,collaboratingwithAdobesalespersonnelinaccountplanningactivities
Deliveringpresentations,demos,andproofofconcepttoprospectivecustomers
ForoperationaldetailsoftheDealRegistrationIncentive,includinginstructionsforsubmittingopportunitiesa
claiming rewards, see theAdobe Partner Connection Reseller Program Quick Start Guide
Deal Regisraion Incenive Terms & Condiions
OnlypurchaseseffectedbyathirdpartycustomertothefulfillingresellershallbeeligiblefortheDeal
RegistrationIncentive.UndernocircumstancewillpurchasesmadeforinternalusebyanAdobechannel
member,includinganotherreseller,beeligibletoqualifyforarewardunderthisincentive.
Reseller is speciically orbidden rom splitting an order received rom a customer into multiple orders or the
purposeofqualifyingtheordersforDealRegistrationIncentiveeligibility.
IntheeventthatAdobehasreasonablesuspicionthataresellerhasviolatedanyofthetermsdescribedabov
with the submission o an order, including splitting or asking a customer to split an order into two or more pa
forthepurposeofqualifyingunderthisincentive,Adobereservestherighttoinvestigatethematter,including
auditingresellerrecordsofpurchaseordersreceivedfromthecustomer.IfAdobedeterminestheresellerpart
isinviolationofanyofthetermsofthisagreement,theresellerwillbesuspendedfromtheDealRegistration
Incentive,andmayfacepermanentlossofdealregistrationparticipationoroverallparticipationintheAdobe
Partner Connection Reseller Program, at the sole discretion o Adobe
Intheeventthataresellerlosesitsstatusintheprogram,thisresellerwillhave30daysfromthedateofthelo
ofstatustosubmitanyoutstandingclaimwithAdobewithregardtotheDealRegistrationIncentive.Afterthis
period, all opportunities and/or claims will be considered expired and the reseller will no longer be eligible o
thereward.PleasenotethattheresellersSalesCenteraccountwillbeblockedwhentheresellersaccountissuspendedorterminated.Ifthisoccurs,theresellermustworkwiththeirAdobeAccountManagerorother
Adobe representative to close out any outstanding eligible opportunities and/or claims
Non-inancial incenives
Inadditionaltothefinancialincentivesdescribedabove,resellersareeligiblefornon-financialbenefitsbased
membership level
Benei Registered Certied Gold Platinum
Training
Partner communications
Pre-sales support line
Public recognition
Eligibility to sell CLP and EA
Exclusive partner events, as invited
by Adobe
NFRsoware
Marketing resources or joint
promotions and campaigns
NDAproductroadmapbriengs
Assigned Adobe Account Manager
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Training, cerifcaion, and specializaion
OneofthemostimportantrequirementsandbenefitsofmembershipintheResellerProgramistheaccessto
training and certiication o individual partner representatives Adobe believes strongly in the importance o
continual enablement o our extended sales orce, and thus places a high degree o trust in partners who take
time to train their personnel in Adobe products and licensing options
Training and ceriicaion
Adobe seeks to enable partners through its no cost, online training and certiication programs Courses are
available on Adobe products, sales processes, and specialized vertical markets, and are available to all
individuals employed by a reseller in the Reseller Program All training is available on the Adobe Channel
Training Center, which can be accessed rom the partner portal or Sales Center ater a reseller has been
onboarded into the Reseller Program
ResellersattheCertified,Gold,andPlatinumlevelsarerequiredtohaveoneormorereselleremployeeswho
Adobe Certiied Sales Proessionals To become an Adobe Certiied Sales Proessional, completion o both th
Level1andLevel2trainingcoursesinthedesiredsubjectarerequired.Attheendoftheseriesofcourseless
or each level, each reseller representative will be asked to take and pass a inal exam covering the course
content
Currentlyavailablecoursesinclude:
AdobeCertifiedSalesProfessionalAcrobat(Levels1&2)
AdobeCertifiedSalesProfessionalCreativeSuite(Levels1&2)
AdobeCertifiedSalesProfessionalVolumeLicensing(Levels1&2)
AdobeCertifiedSalesProfessionalEducation
AdobeCertifiedSalesProfessionalGovernment
AdobeCertifiedSalesProfessionalDigitalImaging
AdobeCertifiedSalesProfessionalProVideo
Ater the exam/s have been successully completed, the individual is designated as an Adobe Certiied Sales
Professional.Thiscertificationisuniquetotheindividual,andshouldthatindividualchangeemployment,he/
will retain the title Successul certiication also includes access to the Adobe certiication logo which can be
toidentifythatindividualsstatusasanAdobeCertifiedSalesProfessional.Onoccasion,Adobewillupdateth
content o the certiication materials according to the latest product updates or Adobe sales process
requirements.AdobereservestherighttorequireAdobeCertifiedSalesProfessionalstoattendanynewtrain
indicated to maintain the currency o the certiication within 90 days o its availability
IntheeventofanAdobeCertifiedSalesProfessionalleavingaresellerorthereselleremployingadditional
Adobe Certiied Sales Proessional(s), the reseller shall immediately notiy Adobe via the Sales Center o this
changesothatinternalsystemscanbeupdated.FailuretonotifyAdobemayresultinsuspensionofmembers
and a loss o beneits Adobe also reserves the right to veriy, at its discretion, the employment o certiied
proessionals or any reseller participating in the program
Specializaion
Certiied, Gold, and Platinum Resellers are also eligible to earn specializations in the Reseller Program A
specialization is deined as a speciic set o skills and expertise in a particular discipline/vertical market and cbe attained by meeting certain certiication and eligibility criteria that are dierent or each specialization
Adobescurrentresellerspecializationsareasfollows:
Educaion
Addressing the education market is a critical priority or Adobe and we would like to identiy and reward rese
whohaveaparticularcompetencyintheeducationmarket.TheEducationSpecializationisaprerequisiteto
sellingCLP-educationandK-12EA.
Purchase o these products can only be made rom an authorized Adobe distributor Education products mus
purchased rom an authorized Adobe education distributor
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InordertoqualifytofortheEducationSpecialization,aresellermustmeetthefollowingcriteria:
1 Current good standing as a Certi ied, Gold, or Platinum Reseller in the Reseller Program
2. Haveahistoryofpositioningsoftwarestrategies,solutionsandproductsintheeducationmarket
through promotional, marketing, and/or sales activities Acceptable evidence includes a minimum
of3ofthefollowing:
Educationproductcatalog
Websitepromotingeducationpricing
Evidenceofsponsorshipofeducationeventsorconferences
Membershipofeducationsupplierprofessionaltradeassociations
Demonstrableabilitytomarketandselleducationproductssolelytoeligibleeducationentities
Aneducation-focusedsalesteam
Marketingmaterialsdemonstratingeducationproductofferings
3 EmployatleastthefollowingnumberofAdobeCertifiedSalesProfessional/s,Education:
Cer tif iedReseller s:1
GoldResellers:2
PlatinumReseller s:3
4 Purchase education products exclusively through an authorized Adobe education distributor
5 Check that all customers seeking to purchase education products are eligible according to the latest Ado
guidelines
6 Obtain access to a database, catalog, or directory o eligible education organizations (generally made
available by the education ministry or another oicial body)
7 Maintain ull electronic records o customer purchases o Adobe education products or a period o two
post-sale according to the latest Adobe guidelines
ResellerswhomeetalltherequirementsaboveandwhoachievetheEducationSpecializationwillbeeligible
thefollowingbenefits:
EligibilitytopurchaseCLP-educationandK-12EAfromanauthorizedAdobedistributor. Eligibilityforeducationpromotions,productbundles,orspecialoffers.
Accesstoeducation-specificmarketingmaterialsandcontentonthepartnerportal.
Governmen
Addressing the government sector is a critical priority or Adobe and we would like to identiy and resellers w
haveaparticularcompetencyinthegovernmentmarket.TheGovernmentSpecializationisaprerequisiteto
selling CLP & EA licensing programs
PurchaseofAdobesproductsusingourgovernmentlicensingprogramscanbemadefromanauthorizedAd
government distributor Platinum Resellers also have the option to purchase government CLP or EA licensing
directly rom Adobe
InordertoqualifytofortheGovernmentSpecialization,aresellermustmeetthefollowingcriteria:
1 Current good standing as a Certi ied, Gold, or Platinum Reseller in the Reseller Program
2. Haveahistoryofpositioningsoftwarestrategies,solutions,andproductsinthegovernmentmarketthro
marketing-related activities and a demonstrated history o sales achievement in the government market
segment.Acceptableevidenceincludesallofthefollowing(unlessotherwisenoted):
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Governmentproductcatalog(optional).
Websiteandmarketingmaterialspromotinggovernmentofferings,solutionsandpricing.
Dedicatedgovernmentcontractinggrouporaccesstoaspecialtyfirmforgovernmentcontracting.
Products/servicesonatleast3governmentcontractvehicles.
Customerreferencesfromthreegovernmentcustomers.
Atleastfour(4)dedicatedsalesrepresentativesdedicatedtothegovernmentsector(federal,state
local, and/or provincial governments)
3 EmployatleastthefollowingnumberofAdobeCertifiedSalesProfessional/s,Government:
Cer tif iedReseller s:1
GoldResellers:2
PlatinumReseller s:3
4 Purchase CLP and EA products made available by Adobe speciically or the government market
either rom an authorized Adobe government distributor or directly rom Adobe (Platinum only)
5 Check that all customers seeking to purchase government products are eligible according to the lates
Adobe guidelines
6 Obtain access to a database, catalog, or directory o eligible government organizations
7 Maintain ull electronic records o reseller purchases o Adobe government products or a period o
two years post-sale according to the latest Adobe guidelines
8 Must not have been terminated or cause by any government agency or other manuacturer
9 MustnotbelistedonDRPL/FCPAcompliancedatabases.
ItisalsohighlydesirablethatresellerswishingtobecomecertifiedundertheGovernmentSpecialization
provide one or more certiicates o courses completed in the areas o Government Contracting and
Government Regulations when applying or the Government Specialization
ResellerswhomeetalltherequirementsaboveandwhoachievetheGovernmentSpecializationwillbe
eligibleforthefollowingbenefits:
EligibilitytopurchaseCLPandEAgovernmentproductsfromanauthorizedAdobegovernment
distributor or directly rom Adobe (Platinum only) Eligibilityforgovernmentpromotions,productbundles,orspecialoffers.
Accesstogovernment-specificmarketingmaterialsandcontentonthepartnerportal.
Onboarding
Adobewishestocreatebusinessrelationshipsonlywithresellersthatmeetthecompanysbusiness
objectives and criteria or integrity and compliance Thereore, all resellers wishing to participate in the
Reseller Program, including applying or a higher level o membership or a specialization, must
successfullycompleteAdobesonboardingprocess.
ForanewresellerapplyingattheRegisteredlevel,onboardinginvolvescompletingashortonline
enrollmentprocess.ForanexistingresellerwishingtoapplytotheCertifiedorGoldmembershiplevelor
add a specialization, onboarding involves completing an additional online enrollment process which mayincludecompliance-relatedquestions,confirmationofrequiredcertifications,andadditionalquestions
usedtohelpAdobeevaluatewhethertheresellermeetsthecriteriarequiredforthenewmembership
levelorspecialization.Adobewillusethisquestionnaireaswellasotherperformancemetricsto
determine whether the reseller meets the criteria to be accepted to the new membership level or
specialization
ForPlatinumResellers,muchoftheonboardingprocessisconductedofflineinpartnershipwithanAdobe
accountmanager.PlatinumResellersmustalsoparticipateinAdobesglobalvettingandonboarding
process or channel partners who wish to be considered direct business partners with Adobe This
additionalonboardingconsistsofmorein-depthduediligenceprocesses,e.g.thoserelatedtotheForeign
CorruptPracticesActFCPA.
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ForresellersuplevelingtotheGoldorPlatinumlevel,allbenefitsassociatedwiththenewlevelwillapply
beginningonthefirstdayoftheAdobefiscalquarteraftertheresellerssuplevelrequesthasbeen
approved by Adobe
Participation in the enrollment process does not guarantee acceptance to the Adobe Partner Connection
Program.WithoutprejudicetoAdobesrighttorejectanypotentialresellerfromparticipatinginthe
Adobe Partner Connection Program or any reason, Adobe reserves the right to change the application
processandrequirementstojointheAdobePartnerConnectionProgramatanytime.
Onboarding seps or a Regisered, Ceriied, or Gold Reseller:Thisprocessisfollowedfornewanduplevelrequests,andforresellersapplyingtoaddaspecialization.
1 Resellercompletesonlineenrollmentquestionnairespecifictothedesiredlevelorspecialization.
2. Reseller accepts click-through program agreement
3 (ForRegisteredlevelonly)Resellerreceivesautomaticapprovalviaemail.
(ForCertifiedandGoldlevel)Adobeevaluatesresellersapplicationandconfirmsacceptanceor
denialatthedesiredprogramlevelorspecialization.Adobesevaluationincludesreviewofthe
resellerscompliancequestionnaireandconfirmationthattheresellermeetsalloftherequirements
o the desired level or specialization, including Adobe Certiied Sales Proessional/s and/or other
requiredpersonnel,minimumrevenuecriteria,timerequiredatapreviouslevel,andanyother
requirements.
4 Reseller is provided with systems access, including access to the Adobe Partner Connection Portal,
Sales Center (Certiied and above), and Adobe Channel Training Center
5 Reseller and Adobe meet to discuss and submit the Annual Business Plan (Gold only)
Onboarding seps or a Plainum Reseller:
1 Resellercompletesofflinecompliancequestionnaire.
2. Adobe conducts due diligence compliance onboarding process
3 Adobeevaluatesresellersapplicationandconfirmsacceptanceordenial.Adobesevaluation
includesreviewoftheresellerscompliancequestionnaireandconfirmationthattheresellermeetsall
oftherequirementsofthePlatinumlevel,includingAdobeCertifiedSalesProfessional/sandother
requiredpersonnel,minimumrevenuecriteria,12monthsminimumasaGoldResellerorALC,
successagainstpreviousperformancecriteriasuchasQBRsandcustomersatisfactionsurveys,and
anyotherrequirements.
4 Adobe conducts credit evaluation and establishes credit line
5 Reseller and Adobe execute hardcopy program agreement
6 Reseller and Adobe meet to discuss and submit the Annual Business Plan
ForPlatinumResellers,alloftheabovestepsmustbecompletedforeachsubsequentannualrenewal.
Ongoing perormance evaluaion
PriortothebeginningofeachAdobefiscalyear,GoldandPlatinumResellerswillberequiredtodevelop
an Annual Business Plan jointly with their Adobe Account Manager This business plan will include at
minimumthefollowingtopics:
MarketOverview:Acommentaryonthegeneralbusinessclimate,highlights&challengesforthe
year ahead, and any signiicant shits in sales or marketing strategy
BusinessReview:AnanalysisoftheAdobebusinessfortheyearjustcompleted.Thisshould
includerevenueachieved,growthratesfortheyear,andcustomersatisfaction.Itshouldalso
include a review o personnel and relevant certiications
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BusinessObjectives:Anoverviewofrevenuegoalsfortheyear,criticalsuccessfactors,anda
discussion o sales and marketing strategy This should include a ocus on product mix, licensing
mix (eg target mix o licensing vs shrinkwrap sales), industry vertical, and customer segment
ocus
MarketingPlan:Thisshouldincludeanysignificantcampaigns,launches,ordemandgeneration
activities or the year ahead
SpecializationObjectives:Iftheresellerholdsanyspecializations,objectivesfortheupcoming
year should also be reviewed and documented
FlexibleMetric(s):TobedeterminedwiththeAdobeAccountManager.
Onaquarterlybasis,GoldandPlatinumResellerswillberequiredtoformallyreportperformanceagainst
objectivesandplans/strategiesforthepreviousquarter.Thisquarterlyreportingwillbeconducted
throughtheQuarterlyBusinessReview(QBR).ThisQBRwillincludebothafocusonthepreviousquarters
performanceaswellasalookaheadtoreadjuststrategytoachievegoalsthenextquarter.TheQBRwill
coveratminimumthefollowingtopics:
EvaluationofPreviousQuar ter
GrowthDrivers
RevenueDrivers(ProductMix,LicenseType,IndustryVerticalFocus,CustomerSegmentFocus
NewCustomerAcquisition AccountPenetration
MarketDevelopment/MarketingActivit ies
EmployeeEnablement/Cer tif ication
SpecializationPerformance
KeyInitiatives
Oppor tunities&Challenges
GoalsforUpcomingQuar ter
BusinessEnvironmentAhead
GrowthGoals
RevenueGoals(ProductMix,LicenseType,IndustryVerticalFocus,CustomerSegmentFocus)
NewCustomerAcquisitionGoals AccountPenetrationGoals
Mar ketingActivities&EventsPlanned
KeyInitiativesPlanned
SpecializationObjectives
Down-leveling
Adobereservestherighttoconductanevaluationofaresellersprogramlevelatanypointintime.A
formalevaluationwilltakeplaceonanannualbasis.IntheeventAdobedeterminesthataresellerno
longerqualifiesfortheircurrentprogramlevel,Adobemayassignthereselleranewlevelbasedontheir
currentqualifications.Insuchanevent,Adobewillnotifytheresellerofitschangeinprogramlevel.
Down-levelingwillalsoresultinaresellersbenefitsbeingadjustedtothoseappropriatetothenewlevel.
Ceriied Resellers - Certiied Resellers being down-leveled to Registered will lose access to all Adobe
pricing and licensing programs applicable to the Certiied level and any specializations they may have
attained They will also lose all access to the Sales Center immediately, including the ability to submit new
opportunitiestotheDealRegistrationIncentive.ResellersmustcontactthePartnerHelpDesktoclaimany
opportunities that have already been submitted and approved by Adobe
All other beneits o the Registered level will remain in ull e ect
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Gold Resellers - Gold Resellers being down-leveled to the Certiied level will no longer accrue Co-op
fundsinthequartertheyaredown-leveled;however,theywillhave90daystoexecute,submitproof-of-
perormance, and receive reimbursement or any marketing activities that were submitted and approved
by Adobe prior to the reseller being down-leveled They will not be able to submit any new marketing
proposals, and any unclaimed unds at the end o the 90-day period will be oreited
IfaGoldResellerisdown-leveledduringanAdobequarter,rebatewillbepaidattheendoftheperiodif
objectivesaremetperthetermsoftheRevenuePerformanceIncentive.
All other beneits o the Certiied level will remain in ull eect
Plainum Resellers - Platinum Resellers being down-leveled to the Gold level will continue to have access
toMarketingCo-opandPlatinum-levelrebatefortheremainderofthequarterinwhichtheyaredown-
leveled.RebatewillbepaidattheendofthequarterifobjectivesaremetperthetermsoftheRevenue
PerformanceIncentiveandFlexiblePerformanceIncentive.FuturequarterswilluseGold-levelCo-opand
RevenuePerformanceIncentive.
All other beneits o the Gold level will remain in ull eect
Terminaion
On occasion, it may be necessary or Adobe to terminate its relationship with a reseller Adobe may
terminatearesellersmembershipintheprogramoranybenefitprovidedbytheprogramatanytime
without cause upon 30 days notice to the reseller
Defniions
Adobe Ceriied Sales Proessionals reers collectively to Adobe Certiied Sales Proessional, Acrobat,
Adobe Certiied Sales Proessional, Creative Suite, Adobe Certiied Sales Proessional, Volume Licensing
Adobe Certiied Sales Proessional, Education, Adobe Certiied Sales Proessional, Government, and
AdobeCertifiedSalesProfessional,ProVideo,andAdobeCertifiedSalesProfessional,DigitalImaging.
Adobe Deskop Producs are deined as all products within the Creative Suite & Acrobat amilies o
products, including Platorm products Products excluded include Adobe Omniture, LiveCycle, & Connect
products
Auhorized Parneris a partner that has registered with Adobe, has agreed to the Partner ProgramAgreement and meets and continues to meet the obligations outlined below or the level and role in the
Adobe Partner Connection Program that they wish to attain
Dedicaed Personnel meansapartnersemployeeswhodevote100%oftheirtimetothesales,support
and/or marketing o Adobe Products
Designaed Personnelmeansapartnersemployeeswhodevoteatleast25%oftheirtimetothesales,
support and/or marketing o Adobe Products
Produc Line Manager (may be reerred to as Merchandising Manager) is an individual who is
responsibleforallpartnersactivitieswithrespecttoAdobeproducts.Inparticular,theProductLine
Manager will be responsible or ensuring that the relevant organizational units within the partner are
appropriately staed and resourced, that relevant personnel within this partner achieves and retains the
mandated competence levels, that the appropriate product line goals and measurement programs to trackprogress in meeting such goals are in place, and will be the main interace in communications and
collaboration between Adobe and the partner
Qualiying Revenue is deined unless otherwise stated herein as the value to Adobe o purchases eected
by Reseller (sell-through value) either directly rom Adobe (in the case o Platinum Resellers) or rom an
AdobeAuthorizedDistributor,forshrinkwrapandlicensing(TLP,CLP,EA,&FLP)bookingsofdesktop
products across all three verticals (commercial, education, and government) Sell-through value is
adjustedforshippablebacklog.QualifyingRevenueincludesupgradeplanand/orEnterpriseAgreement
Maintenance & Support only that is sold through to end users Non-product revenue (rebates, reerral ees
etc), OEM revenue, and enterprise product revenue (LiveCycle, Connect, and Omniture) are speciically
excludedfromQualifyingRevenue.Non-EAdealsarecappedat$500,000USD.
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Conclusion
Inconclusion,Adobebelievesthatoursuccessasacompanyhingesuponthesuccessofourpartners.Bydriving
toward the same objectives, we can accomplish a proitable and mutually beneicial business relationship that will
grow into the uture
Adobe and the Adobe logo are registered trademarks of Adobe Systems Incorporated in the United States and/or other countries.
2012 Adobe Systems Incorporated. All rights reserved. v1.1
Adobe Sysems Incorporaed345 Park AvenueSanJose,CA95110-2704USAwww.adobe.com