STEP UP TO GREATER REWARDS WITH THE ENHANCED SYMANTEC SMALL & MEDIUM BUSINESS SPECIALIZATION PROGRAM

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1 STEP UP TO GREATER REWARDS WITH THE ENHANCED SYMANTEC SMALL & MEDIUM BUSINESS SPECIALIZATION PROGRAM

2 STEP UP TO GREATER REWARDS Symantec listened and acted on its partners input, resulting in a very compelling program for all tiers of partners. We re excited about the benefits and acceleration opportunities of the program and commitment to this growing sector. Symantec s dedication and solutions specifically tailored to the needs of small businesses, along with our skills and expertise b in this market differentiates us from our competitors. James Baker EMEA Product Management Director at Insight Welcome to the enhanced Symantec Specialization program. We re really excited about the opportunities it will create for all of us. Our channel partners are vital to our business. We re always looking for new and productive ways to work even better together, and get the most out of our relationship. The enhanced program is a great example of this. Having listened to your feedback, we ve introduced a clear, achievable path based on mutual benefit and partnership. The more you put in, the more you ll get back. Four new tiers offer you increasing levels of sales and marketing support, along with attractive commercial benefits. By recognising and rewarding your efforts, we ll give you the resources you need to rise above your competition, grow your business, and become more profitable in the process. We look forward to welcoming you as a Specialized Partner, as we continue to work together to provide world-class data management and backup - successfully protecting SMBs from today s security risks. b Here s to a prosperous journey together! Glenn Woolaghan Vice President, EMEA SMB Sales 2

3 PROGRAM ENHANCEMENTS Our enhanced program features five key developments designed to recognize and reward commitment, and create an even more productive working relationship for all of us: Increased profitability impressive performance bonuses and improved sales margins Clearer opportunities for progression with achievable goals to help you progress through the tiers Greater sales and marketing support which increases as you progress Simpler, easier Symantec business relationship giving you the tools you need to work more efficiently, productively and easily with us Access to market leading solutions designed for SMBs through our understanding of SMB needs, we offer innovative solutions tailored to your markets 3

4 THE SPECIALIZATION MODEL ACCREDITED HOW DOES IT WORK? The Symantec Specialization Program acknowledges partners who are successful in selling Symantec security and backup solutions to the small and medium business market. It offers a clear and achievable path to profitability, with new opportunities to differentiate yourself from competitors and grow your business. The enhanced four-tier program has been designed so that you can achieve faster success and greater rewards, wherever you are on your journey with Symantec. As valued partners, Accredited s benefit from increased margin on qualifying sales, access to exclusive promotions and receive enhanced sales, marketing and technical support. Everything they need to start growing their business with Symantec. ADVANCED Advanced partners have achieved higher levels of sales performance and Symantec product training. As well as earning increased margin on qualifying sales and accessing exclusive promotions, Advanced partners also qualify for our sales rebate program and benefit from more comprehensive marketing and technical support. EXPERT Expert status rewards partners that have gained deeper knowledge of Symantec s product portfolio, and achieved higher sales and customer retention performance. In recognition of a strong partnership, Expert partners are eligible to receive an additional SMB performance bonus, and further benefits such as account management support assigned pre-sale resource, Symantec marketing funds and 24/5 technical support. ELITE Elite status is the highest level of our Specialization Program, reserved for partners that demonstrate continuous commitment and outstanding sales results with Symantec. In return, Elite partners are rewarded with the highest level of Symantec s commercial incentives and support throughout the sales cycle sales, pre-sales, marketing and technical support. 4

5 WORKING BETTER, TOGETHER Specialization Benefits Wherever you are on your journey with Symantec, you can look forward to enjoying even greater rewards. Have a look at the table to view the unrivalled benefits you can enjoy as a Partner. INCREASED PROFITABILITY AND RECOGNITION ACCREDITED ADVANCED EXPERT ELITE Margin Builder 1 Program 20% 20% 20% 20% Opportunity Registration 2 Rebate Program - 10% 10% 10% Special Promotions SMB Performance Bonus SMB Partner Awards By invitation By invitation By invitation By invitation GREATER SYMANTEC SUPPORT ACCREDITED ADVANCED EXPERT ELITE Account Management - SMB Helpdesk Symantec Symantec SMB Pre-sales Resource - - Symantec Symantec Symantec Renewals Support Marketing Helpdesk Access to Partner Marketing Centre - Local Marketing Support & Joint Marketing Plans Access to Partner Marketing Fund (PMF) Access to Symantec Technical Support no fee 3 Hours Hours 24/5 24/5 1 Subject to Program terms and conditions. Symantec will provide sufficient discount to its authorised distribution partner(s) to enable them to offer Partner an additional recommended 10% or 20% margin depending on Partner s SMB Specialization status. Any actual pricing will ultimately be as agreed between the distributor and Partner. 2 Subject to ORR Program terms and conditions 3 Subject to terms and conditions 5

6 WORKING BETTER, TOGETHER Specialization Requirements Have a look at the table to see the achievable steps you can take to progress your path to profitability with Symantec. PROGRAM LEVEL REQUIREMENTS 1 ACCREDITED ADVANCED EXPERT ELITE Completion of Symantec Partner Program application and acceptance into program Delivered Revenue 2 $5K $20K $75K $150K Customer Retention (in Quarter Renewal rate) 60% 65% 70% 70% Accreditation requirements 3 Security & Backup Solutions: SSE: Symantec Sales Exam SSE+: Symantec Sales Exam plus STS: Symantec Technical 1 x SSE or SSE+ or STS (SEP or BE) 2 x SSE+ (SEP or BE) 4 4 x SSE+ (SEP & BE) 1 x STS (SEP or BE) 8 4 x SSE+ (SEP & BE) 1 x STS (SEP) 1 x STS (BE) Annual Plan Voluntary Voluntary Mandatory Mandatory Reviews - 1 x Year 1 x Quarter 1 x Quarter Provision of case studies Voluntary Voluntary 1 x Mandatory / year 1 x Mandatory / year Symantec should be visible on Partner website Voluntary Voluntary Mandatory Mandatory 1 SMB Specialization requirements are located on PartnerNet 2 Revenue is based on the Security Solutions (Symantec Endpoint Protection (SEP), Symantec Protection Suite (SPS)) and Backup Exec (Symantec Backup Exec (BE), Symantec Backup Exec System Recovery (BESR), Symantec System Recovery (SSR)) product families (billings per annum, last 4 fiscal quarters). Please refer to PartnerNet for a detailed list of products 3 Eligible Security accreditations are based on Symantec Endpoint Protection (SEP) and Symantec Protection Suite (SPS). Eligible Backup accreditations are based on Backup Exec 4 Any mix of product, minimum of 1 accreditation required for each product 6

7 START EARNING EVEN GREATER REWARDS Take advantage of these unique benefits and make a real, lasting difference to your business. If you re not already a Symantec Partner, you ll need to register on PartnerNet. Once signed up, you ll enter the program as a Registered Partner and begin working your way through the tiers. To access PartnerNet, go to For more information, visit our website at 7