Micro Focus Partner Program. For Resellers

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1 Micro Focus Partner Program For Resellers

2 Contents Micro Focus Today About Micro Focus Our solutions for digital transformation Products and Solutions Program Membership Tiers Become a Portfolio Expert Enablement & Certification Partner Program Benefits Market Development Funds ,

3 Micro Focus Today 3 Built on stability, innovation and delivering a robust portfolio of enterprise grade software 40 YEARS

4 4 About Micro Focus Powering Digital Transformation Micro Focus helps organizations run their business and transform it. Our software provides the critical tools they need to build, operate, secure, and analyze their enterprise. By design, these tools bridge the gap between existing and emerging technologies enabling faster innovation, with less risk, in the race to digital transformation Year established 14,000+ Employees in 43 countries Digitalization has changed everything. Organizations are unleashing the power of IT to supercharge innovation. Think speed up or become obsolete. But as you respond to the demands of digitally empowered customers, you also need to keep your business running smoothly. HQ Newbury, UK & Sunnyvale, CA $4B 40,000+ 4, ,800+ Annual revenue Enterprise customers Partners worldwide Business-critical software products Software engineers

5 5 Our solutions for digital transformation Enterprise DevOps Hybrid IT Security Risk & Governance Predictive Analytics In the digital economy, winning the high-speed race to innovate requires a high-speed approach. With our solutions, you can unleash the power of DevOps across your hybrid IT landscape quickly bringing innovative ideas to life at the pace your business demands. Now speed and quality can go hand in hand. Hybrid IT is a sprawling, volatile, siloed place that jeopardizes your ability to compete. With our solutions, you can master hybrid IT with new agility bridging traditional and transformational IT services from mainframe to mobile, from corporate to cloud. Embracing the future does not mean replacing the past. Cyber threats are escalating. Aging apps and processes (along with new ones) are full of unforeseen risks. Privacy and compliance requirements are mounting. And point solutions don t offer the scope, vision, or cross-silo analytics needed for these company-wide challenges. With our solutions, you can take a holistic, analytics-driven approach to securing what matters most identities, applications, and data. Lakes of data are valuable only if you can surface the insights hidden within their depths. With our solutions, you can leverage machine learning to transform unlimited volumes of data into accurate, actionable, automated insights at the speed of your business. Now you re ready to make predictions and influence business outcomes.

6 6 Products and Solutions The Micro Focus portfolio is organized into six Product Groups which form the basis to specialism within the Partner Program. 6 Product Groups Application Modernization & Connectivity Application Delivery IT Operations Security Information & Governance Vertica 23 Product Portfolios Micro Focus COBOL Mainframe Solutions Performance Testing Lifecycle & Portfolio Data Center Automation Hybrid Cloud Identity and Access Security Operations Collaboration Solutions Archiving & Risk Vertica Host Connectivity Functional Testing Service Automation Application Security Secure Content Data Protection Data Security Connected Operations Bridge & Analytics Unified Endpoint IDOL Network Operations

7 7 Program Membership Tiers Our Partner Program offers three membership levels: Authorized To become an Authorized Partner requires a formal contract with Micro Focus. Once registered you ll gain free access to our Partner Portal and our on-demand sales and technical training and certification. No revenue requirements. Gold Authorized Partners can achieve Gold status by completing 2 sales + 2 technical certifications within one of the 6 Product Groups. No revenue requirements. Platinum To achieve Platinum status, partners must meet Gold Partner requirements by Product Group plus achieve $1M USD in annual new business sales across all Product Groups.

8 Authorized Partner Partner benefits Front-end partner discount Access to Partner Portal Online sales & technical enablement Access to Micro Focus knowledgebase Requirements A formal partner agreement with Micro Focus 8 Gold Partner Partner benefits Requirements Deal registration rebates Assigned partner manager Instructor led training Marketing support and MDF 50 support request entitlements Authorized Partner 2 x Sales Certifications in a given product group Gold Partner Security 2 x Technical Certifications in a given product group Platinum Partner Partner benefits Requirements Additional financial benefits Advanced techincal training Joint Go To Market engagement Free access to Micro Focus events Partner Advisory Council Gold Partner +$1M Annual Bookings required in total new business sales with Micro Focus Platinum Partner Security

9 9 Become a Portfolio Expert Showcase your deep product knowledge We recognize and reward your in-depth product specialism knowledge. Each of our 6 product groups include multiple product portfolios providing you with significant cross sell opportunity. Complete two Technical Certifications for each portfolio you specialize in and earn your Portfolio Expert accreditation. These will be highlighted within the Micro Focus Partner Locator and can be listed on your website. Gold Partner Gold Partner Platinum Partner or IT Operations or IT Operations Platinum Partner 2 x Technical Certifications in the same product portfolio, e.g. Data Protection Portfolio Expert Portfolio Expert Data Protection Data Protection

10 10 Enablement & Certification Access to quality Enablement is key in providing you with the knowledge and skills you need to be able to present and demonstrate our solutions with confidence. We support you at every stage of your Micro Focus journey. As a partner, you will have the same access to the broad range of Enablement as our direct sales force. Choose from study options to suit your preferred learning style, including: On-demand web based training Virtual or Classroom instructor-led training Get On Board Get Certified Advanced Technical Training Continuous Learning If you are a new hire, or new to the Micro Focus portfolio, sign up for our On Boarding program to receive all the product training, program information and tools you need to succeed. Micro Focus Sales and Technical certifications equip you with the knowledge and skills you need in a given product portfolio. You ll earn the certificate to prove it and ensure your company gains the valuable benefits due to all certified partners. Certifications are free of charge and available on the Partner Portal. Being a certified partner provides you with more advanced technical training from authorized instructors or our Professional Services teams. You ll receive invitations to technical Bootcamps and/or Lab weeks where you will learn how to demo, install, configure or lead a technical Proof of Concept with your customers. We provide quarterly updates to ensure you always have the latest information around our products, solutions and technologies. Choose from self-paced learning modules or live training events categorized by product group, role (Sales / Technical) and training type.

11 Partner Program Benefits 11 Sales Authorized Gold Platinum Micro Focus Partner Portal Sales & GTM Collateral Partner Discount through Distribution / Contractual Internal use software licenses (Demo & training purposes only) Sales Support Self serve access to create quotes and place orders Support Entitlement (50 Service Requests per Product Group) Joint GTM planning with assigned Partner Business Manager Qualified leads Deal Registration and Referral Rebates Access to Demo Systems Marketing Inclusion in Partner Locator Priority 3 Priority 2 Priority 1 Partner Program Marks & Portfolio Expert badges Co-Branded Partner Marketing Tools / Co-Marketing services MDF: Market Development Funds eligibility Enablement Sales and Technical Training (on-demand) Sales & Pre-Sales Technical Certifications Exams Public Technical Training (VILT/ILT) At a 10% discount At a 30% discount At a 50% discount Sales and Technical Boot Camps By Invitation

12 12 Market Development Funds Extending a partner s market reach and accelerating growth Marketing Development Funds (MDF) are provided to eligible partners to subsidize their marketing and sales activities which generate awareness and drive demand for Micro Focus Products and Solutions. The MDF Program provides access to Micro Focus tools, campaigns and 3rd party resources to help generate leads and grow the business. This includes a network of Marketing Services Agencies to help you deliver measurable, effective and integrated co-marketing campaigns. Planning and execution of MDF occurs bi-annually and claims will be reimbursed to partners after an activity is executed. MDF activities are governed by the Eligible Activity Matrix (EAM). The EAM and details of how to request activities and claim funds will be made available via the new Partner Portal when the new Program goes live.

13 Contact For more details on how to become an authorized partner, visit microfocus.com/partners

14 2018 Micro Focus or one of its affiliates. Micro Focus and the Micro Focus logo, among others, are trademarks or registered trademarks of Micro Focus or its subsidiaries or affiliated companies in the United Kingdom, United States and other countries. All other marks are the property of their respective owners.

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