2017 B2B PARTNER PROGRAM FOR MIDDLE EAST, TURKEY AND AFRICA (META)

Transcription

1 2017 B2B PARTNER PROGRAM FOR MIDDLE EAST, TURKEY AND AFRICA (META)

2 1. B2B Partner Program for Channel partners Why Partner with Kaspersky Lab? Opportunities for Partners General Overview of membership levels Partner program benefits Monetary benefits Non-monetary business benefits Marketing and communication benefits Specializations Technical and Presale Support Membership Levels. Terms of cooperation Indirect B2B Partners Statuses How to become a Kaspersky Lab Indirect B2B Partner Partner Statuses Benefits Indirect Partner Requirements Direct Partners Status How to become a Kaspersky Lab Value-Added Distributor VAD Benefits VAD Requirements General policies Territory Definitions Pricing, Purchasing and Marketing Policies Important Notes Recovery and Termination Appendix 1 The list of Countries Appendix 2 Territory benefits and requirements Useful Links

3 1. B2B Partner Program for Channel partners By joining the Kaspersky Lab Partner Program, you will gain access to benefits that can help you to develop your business, expand your market share, increase profitability and strengthen your staff s experience. The purpose of this document is to provide current and potential partners with a clear, comprehensive overview of the Partner Program. 1.1 Why Partner with Kaspersky Lab? The Kaspersky Lab business model is based on establishing a network of Distributors ( Direct Partners ) and Resellers ( Indirect Partners ) that actively promote, sell and support Kaspersky Lab s solutions in the Territory of operation defined in Section 5.1. Kaspersky Lab s Partners are IT security specialists and provide market reach, sales scalability and close support to our joint customers. The Partner Program has been designed to provide superb monetary and non-monetary benefits tiered according to the Partner s status level or the desired level of co-operation. The Program is designed to give attractive incentives to Partners, encouraging revenue and profit growth by actively managing and supporting the sales cycle with Partners and ultimately end customers. Kaspersky Lab (KL) supports its Partners at every stage of the business cycle, from business planning through to customer retention. 1.2 Opportunities for Partners Award-Winning Security Solutions Partners can now add Kaspersky Lab technology to differentiate their software solutions. We offer high-quality endpoint and server security solutions that minimize exposure to modern cyber threats. Our solutions set a new standard for real time protection at all network levels: at work, on the road, at home or in the cloud. So what does this mean for our Partners and their customers? Reduced exposure, minimal risk of attack, centralized administration and reporting tools for maximum efficiency all delivered via unique solutions that stand out from all the others on the market. Profitability and Margins Kaspersky Lab is dedicated to maximizing market opportunities for its Partners. Our Partners gain significantly better discounts and margins than those typically offered by rival security software vendors. With Kaspersky Lab, Partners receive substantial profits and protection, both in terms of deals and customers. Sales and Marketing Benefits The Kaspersky Lab Partner Program offers a dedicated channel team, marketing support and other resources to help our Partners sell our products and solutions. We provide our Partners with online product demonstrations, pre-sales support and technical training. Additional tools include participation in Kaspersky Lab s marketing activities, using co-branded material and templates, as well supporting content for self-driven demand generation, pricing programs and customer promotions. We aim to help our Partners sales teams generate leads and close deals. Support and Training Kaspersky Lab believes that all Partners should be entitled to technical and sales training. We make knowledge transfer a priority through our Partner Portal. We provide a technical support hotline to respond quickly to Partners questions, and we deliver regional technical pre-sales and post-sales support to help our Partners I. 2. General Overview of membership levels Joining the Partner Program to distribute Kaspersky Lab B2B Products is determined by Partner type and I Depending on Partner status and regional conditions. 2-1

4 business commitments. The Partner Program represents: Direct Partners ( Distributor or Value Added Distributor ) - a Partner Company that has direct contractual relations with Kaspersky Lab with regard to the right to distribute Kaspersky Lab Corporate (B2B) Products ( Kaspersky Lab B2B Products ). It carries out all deliveries exclusively through the partner's network and does not work with End Users directly. It complies with the conditions of the Kaspersky Lab Partner Program. Indirect Partners ( Resellers ) - a Partner Company that is authorized by Kaspersky Lab, purchases Kaspersky Lab B2B Products from Distributors, and complies with the conditions of the Kaspersky Lab Partner Program. For the sake of clarity Indirect Partners are those distributing Kaspersky Lab B2B Products directly to End Users. The individual statuses of authorized Resellers are determined in the Kaspersky Lab Partner Program section Partner program benefits I The Kaspersky Lab Partner Program offers a wide range of benefits that can help you grow your business with Kaspersky Lab B2B Products. The Partner Program offers the following benefits depending on the Partner status determined in the Partner Program: 3.1. Monetary benefits Rebate program Kaspersky Lab offers Rebate programs to Direct and Indirect Partners. See details in the rebate program published on the Partner Portal Deal registration program This Program is designed to protect the investments our partners make when developing new business. By registering each opportunity, you can rest assured that Kaspersky Lab will work with you at the agreed discount rate. In addition, Kaspersky Lab will reward you with an additional discount on your registered deal if you win the contract. Enterprise Deal Registration Program Enterprise Deal Registration Program is a special program available for Specialist Partners with any Enterprise Specialization only. Kaspersky Lab will reward you with additional discount for your registered enterprise deal if you win. Additional discount is provided according to the relevant Enterprise Specialization guidelines. Enterprise Deal Registration Program can be found at Special Project Price Direct and Indirect Partners, participating in the Kaspersky Lab Partner Program effective on the territory of META region may be eligible to receive a Special Project Price for some specific projects or marketing campaigns for Kaspersky Lab B2B Products. To apply for the Special Project Price please contact your Territory office. E-Commerce Platform Indirect Partners in some territories are eligible to buy specific KL B2B products directly from Kaspersky Lab on the Partner Portal Check your regional Partner Portal for more details Non-monetary business benefits Membership Level document All members of the Kaspersky Lab Partner Program can download a certificate from the Partner Portal confirming their right to resell Kaspersky Lab Products. The certificate is available for downloading by the Partner Portal Admin User on the Partner Portal in the My Account section. Dedicated manager from Kaspersky Lab I Please note that not all the benefits and features may be available in every country 2-2

5 For qualifying Partners, a Dedicated Channel Manager will provide you with strategic guidance in sales engagements and in developing your business. You can find which Partner types are eligible for support from a Dedicated Channel Manager in section Free Online and onsite Sales Trainings Kaspersky Lab provides free sales training courses. There are two types of course: Online classes over the Internet Onsite at the Kaspersky Lab s Territory offices or an approved training center. At the end of the course, each specialist will be required to pass an exam. Leads potential customers from Kaspersky Lab Kaspersky Lab provides Partners with contacts of potential customers (leads) generated by Kaspersky Lab at events, in web-forms, online campaigns, etc. See details in section to find out which level of partners are eligible to receive leads. Internal Licenses/NFR (Not For Resale) Kaspersky Lab is pleased to offer you no-cost NFR offerings for internal use and customer demonstrations, as well as for your personal use. Please be aware that you can only choose one Kaspersky Lab solution for 25 licenses as per the Partner Program terms and conditions. These licenses are valid for 12 months. The suggested products for corporate use are Kaspersky Total Security for Business or Small Office Security. NFR licenses might be requested once in a 12 month period provided minimum revenue requirements as stated hereunder are met. If you require more licenses, please contact your Kaspersky Lab Channel Manager Marketing and communication benefits Kaspersky Lab Partner Portal The Partner Portal is a web-based application that allows Partners to obtain direct access to Kaspersky Lab s various information resources. Once you are registered on the Partner Portal, you will gain access to all the documentation that can help you sell and implement Kaspersky Lab Products, including product information, catalogue, pricing policy and technical training etc. On the Partner Portal you will find a wide variety of useful information including whitepapers, webinars, product information, presentations, competitive comparisons, training and certification information etc. The Partner Portal requires an ID and password. You will receive access to the Partner Portal after registering with our Partner Program. Access to Partner Logo and Branding Materials We have created logos that reflect the various levels of Partner status for use on Partners websites, business cards and signature. You can download it here Brand identifiers and Partner marketing guidelines are also available on the Partner Portal here Marketing Central collateral, campaigns On the Partner Portal you can find a lot of marketing materials for many types of marketing activities. We prepared packs of partner-ready Marketing Campaigns for you. These include an event pack, templates and web landing pages all available for co-branding. These marketing tools can help you communicate with prospective and current customers. Marketing Funds Kaspersky Lab supports its partners marketing activities through marketing funding and joint marketing activities. Indirect Partners with Platinum and Gold statuses are eligible for the special fixed marketing fund with main purpose to enable channel sales growth. Please see details about the Marketing Program on Partner Portal. Listing in the Partner Locator on Kaspersky Lab websites All Direct Partners, as well as Indirect Partners with Silver I, Gold or Platinum statuses, are eligible to be included in the Kaspersky Lab Partner Locator. All partners are listed based on the location of their HQ. I May not be available in your country. Check your regional Partner Portal for more details. 2-3

6 Attendance at Kaspersky Partner Meeting Point I All Kaspersky Lab partners are welcome to participate in regional partner events that include the sharing of product roadmaps, access to technical staff and senior executives, and the opportunity to discuss program and product trends and issues. Depending on the country, partner events take place quarterly or half-yearly. Conference Participation Every year, Kaspersky Lab holds a Partner Conference. Breakout sessions aimed at learning market best practices, relevant news on product strategies and directions, industry updates, cyber threat news from Kaspersky Lab s anti-malware research laboratory and the annual Partner awards form the core of this event. The event also gives you the opportunity to meet Kaspersky Lab executives and colleagues. The additional marketing and communication benefits listed below are available for partners of all levels. Partner Newsletter The Kaspersky Lab Partner Newsletter is issued monthly and keeps you updated with the latest news in the channel and partner programs, product announcements and developments, promotions and selling tools, cybercrime. All new partners are automatically subscribed to the newsletter. If you want to unsubscribe, you can you do so in the My Profile section Specializations Indirect Partners can get the chance to acquire an additional Specializations adding even more advantages and making choosing the right partner transparent for the client. With each successfully achieved Specialization, Partners can benefit from additional recognition and/or additional revenue for their efforts. Specializations are achieved by having a minimum number of personnel be certified for a technology and other requirements specified in a certain Specialization. Kaspersky Lab is emphasizing provision more segmented assistance to Partners focusing on different parts of the market. Partners get the chance to acquire any Specialization, adding even more advantages. Each Specialization defines a group of Kaspersky Lab B2B Products. Managed Services Provider (MSP) Specialization All Partners may apply to participate in the Managed Service Provider (MSP) Program. It is designed for existing MSPs and resellers transitioning to an MSP model who are looking to capitalize on the fast-growing market for endpoint protection for SMBs. More information on MSP Specialization and technical requirements can be found at: Enterprise Specializations Enterprise Specializations are our way of recognizing and rewarding the expertise and knowledge that our Partners bring to specific Enterprise solutions, and the value they add. Enterprise Specializations will help Partners to gain increased market recognition, as well as offering additional benefits. Partners with any status (Registered, Silver, Gold or Platinum) can apply for an Enterprise Specialization. A Partner who receives an Enterprise Specialization automatically gets Gold Status as a benefit. For more information please see Enterprise Partners Specializations Guide at Technical and Presale Support As a Kaspersky Lab partner, you have immediate access to a wide range of technical resources to guide you as you promote and sell Kaspersky Lab products. These resources are there to help you achieve and maintain market leadership in your target area, reinforcing your status as a trusted advisor to your customers. Technical Support You can contact Technical Support by telephone or via the website (Remedy). Ways to access technical support can be found on the Partner Portal Access to the online support Knowledge Base Kaspersky Lab s Knowledge Base offers searchable, online technical assistance regarding Kaspersky Lab products and solutions. The Knowledge Base can be accessed through the Tech Zone/ Support Services tab on the Partner Portal at I May not be available in your country. Check your regional Partner Portal for more details. 2-4

7 Presale support: Knowledge Transfer, Materials For RFP/RFI (Technical Requirements for security products), Involving a sales engineer in different activities, Architecture and product usage consultation ( ), Аnti-malware project descriptions, Proof of Concept (PoC) realization. Consulting support Implementation, start-up and adjustment consultation, Product tuning, bottleneck removal, solution enhancement, etc. ( ), Emergency analysis during malware attacks (remote Web access), recommendations. 4. Membership Levels. Terms of cooperation 4.1. Indirect B2B Partners Statuses Registered Partner An authorized Indirect Partner selling SMB and Corporate Kaspersky Lab products. Registered Partners purchase Kaspersky Lab products from Value-Added Distributors and follow Kaspersky Lab s sales and marketing policy. The Registered status is an excellent starting place for Partners to begin engaging with Kaspersky Lab. Take your place as Registered Partner and you will gain a valuable introduction into the Kaspersky Lab Partner Program and advice on ways to grow your security business. Silver Partner An authorized Indirect Partner selling Kaspersky Lab solutions to SMB and Corporate customers. Silver Partners purchase Kaspersky Lab products from Value-Added Distributors and follow Kaspersky Lab s sales and marketing policy, and provide pre-sales support to their customers. Silver Partners have a proven track record of selling Kaspersky Lab solutions alongside other products within their security portfolio. Becoming a Silver Partner opens the door to a lucrative range of benefits, such as free access to useful online and offline resources, and complementary sales tools. Gold Partner An authorized Indirect Partner selling SMB and Corporate Kaspersky Lab products. Gold Partners purchase Kaspersky Lab products from Value-Added Distributors and follow Kaspersky Lab s sales and marketing policy, and provide pre-sales support to their customers. Gold level status rewards successful Partners with business strategies that focus on providing market-leading security solutions. Gold status also embraces businesses dedicated to developing their operations in partnership with us. To reflect and reward our Gold Partners achievements, Kaspersky Lab provides partners with support from a Dedicated Regional Channel Manager; quarterly business reviews to help increase profits; access to sales and marketing programs; solution training; and eligibility for incentives. Platinum Partner An authorized Indirect Partner whose business is focused on selling the Kaspersky Lab SMB and Corporate product range. Platinum Partners purchase Kaspersky Lab products from Value-Added Distributors and concentrate on the development of corporate sales through joint business planning with Kaspersky Lab, and comply with Kaspersky Lab s requirements, providing pre-sales, technical and maintenance support to their customers. This accolade recognizes your achievements and aims to steer you to even greater heights of success. That s why Kaspersky Lab awards Platinum status to partners that are committed to selling Kaspersky Lab solutions, achieving revenue targets, delivering excellent customer service and displaying leading technical abilities How to become a Kaspersky Lab Indirect B2B Partner Follow these simple steps, and you re set to become a partner of the largest privately-owned independent security software company in the world. We look forward to welcoming you to the team. 2-5

8 1. Register as a Kaspersky Lab partner Register as a Kaspersky Lab partner on the Partner Portal 2. Receive access to the Partner Portal You will be given access to the Partner Portal The Partner Portal is the main online communication platform between partners and Kaspersky Lab. On the Partner Portal you will find valuable materials such as whitepapers, brochures, training videos, information on partner events and promotions and other valuable data for your business with Kaspersky Lab. 3. Receive your Membership document from Kaspersky Lab Your Membership Document from Kaspersky Lab will be available to you online on the Partner Portal in My Account. This document confirms your participation in the Kaspersky Lab Partner Program and your rights to sell Kaspersky Lab products. 4. Get trained As a new member of the Kaspersky Lab Partner Program, you should take advantage of our free sales trainings and learn more about how to sell Kaspersky Lab products successfully. Each course culminates in an exam which sales and specialists will be expected to pass. 5. You re ready to do business with Kaspersky Lab. Start selling and become a member of the Kaspersky Lab s team! 6. Migration to higher level of partnership All partners enter the program with Registered Partner status. To achieve a higher status and earn access to a range of additional opportunities you must strictly meet all the requirements for the desired status and send confirmation of the presence of the relevant technical specialists. All decisions regarding the Platinum Partner, Gold Partner, and Silver Partner statuses are made by the Kaspersky Lab Territory Office and META Headquarter Management. Registered Partner status is renewed automatically if the partner complies with Kaspersky Lab rules during the previous signed period and has placed at least 1 order. At the beginning of each calendar year Kaspersky Lab conducts re-certification for existing partners based on the 12 months rolling sales and a number of certified specialists. Gold and Platinum Partners whose status may be affected by the changes in Partner Program 2017 are eligible to keep their status unchanged until the end of Q For such Partners, Kaspersky Lab will conduct additional re-certification based on the 12 months rolling sales and a number of certified specialists. Besides yearly re-certification, status upgrade or downgrade might happen within the following time frames: - Upgrade or downgrade from/to Register/Silver status anytime; - Upgrade or downgrade from/to Platinum/Gold and Gold/Silver statuses on the 1st month of each calendar quarter Partner Status Benefits Description Platinum Partner Gold Partner Silver Partner Registered Partner Rebates I Recommended Reseller Base level discount from MSRP I Rebate program is a part of the Partner Program. Description can found on Partner Portal. 2-6

9 Deal Registration Marketing Funds Purchasing of selected products on E-commerce platform on the Partner Portal I Membership Level document Dedicated manager from Kaspersky Lab Special Project Price II Free Online and Onsite Sales Trainings provided by Kaspersky Lab Leads potential customers from Kaspersky Lab III - Use of Kaspersky Solutions for Partner Environment (up to 25 nodes) (NFR) Use of Kaspersky Solutions for Employee Home Protection Access to Partner Logo and Branding Materials Marketing Central collateral, campaigns Access to the Partner Portal Listing in Partner Locator on Kaspersky Lab websites IV - Attendance at Kaspersky Partner Meeting Point (quarterly/half-yearly meetings for partners) Recommended Recommended Invited - Participation in Global/ Local Partner Conference Invitation Invitation Optional - Pre-sales Support (SE Support assistance) Priority 1 Priority 2 Priority 3 Priority 3 Access to on-line support knowledge base Dedicated Partner Technical Support from KL (Remedy) Priority 1 Priority 2 Priority 3 Priority Indirect Partner Requirements The present Partner Program places the following requirements on Kaspersky Lab Partners Description Platinum Partner Gold Partner Silver Partner Registered Partner Follow Kaspersky Lab PR, Marketing Policy I May not be available in your country. Check your regional Partner Portal for more details. II May not be available in your country. Check your regional partner portal for more details III May not be available in your country. Check your regional Partner Portal for more details. IV May not be available in your country. Check your regional Partner Portal for more details. 2-7

10 Purchasing Method From Distributor From Distributor From Distributor From Distributor Accreditation Method Invitation Invitation Invitation Open Dedicated Manager for Kaspersky Lab Required Required - - Annual/Quarterly Business Planning I No No Min. revenue (yearly) II At least 1 deal per year Pipeline/Forecast, Sales reports according to Kaspersky Lab Requirements Kaspersky Lab information to be present on the partner s website No No Required Required Required Recommended Conduct marketing activities to promote KL products Required Required Recommended Recommended End-User Technical Support Provided by Partner Optional Optional Kaspersky Certified Sales Specialist for the latest product line Kaspersky-certified Technical Specialist for the latest product line. Valid certificate Recommended Recommended Time to reach certification or recertification Replaced Accredited Engineer 90 days 90 days 90 days Direct Partners Status Value-Added Distributor (VAD) Value-Added Distributor is an authorized partner who operates solely through large-scale of authorized resellers networks (SMB and Corporate channels). A Value-Added Distributor has direct contractual relations with Kaspersky Lab with regard to the right to distribute Kaspersky Lab Corporate (B2B) Products ( Kaspersky Lab B2B Products ), and carries out all deliveries exclusively through its partner network, without working directly with End Users, and complies with the conditions of the Kaspersky Lab Partner Program. Partners with Value-Added Distributor status provide first line sales, technical and maintenance support for their channel partners (Resellers) How to become a Kaspersky Lab Value-Added Distributor To become a Kaspersky Lab Value-Added Distributor, contact the Territory office for your territory. See Useful Links to find the contacts of your nearest KL office VAD Benefits Benefits Value-Added Distributor I The Partner Account Plan is an official document with the annual Sales Targets and the marketing plans that the Indirect Partner has to present for Kaspersky Lab approval. II Sales targets in the Partner Program are to achieve the level status. Sales targets are set on KL Corporate (B2B) Products and calculated in the Shipping Prices. 2-8

11 Rebate program I Marketing Support Dedicated manager from Kaspersky Lab Special Project Price Free Sales Trainings and Onsite Trainings provided by Kaspersky Lab Joint cooperation in marketing activities with Kaspersky Lab Access to the Partner Portal Access to Partner Logo, Branding Materials and Marketing Central collateral, campaigns Participation in Partner Conferences Listing in Partner Locator on Kaspersky Lab websites Partner Technical Support including Pre-sales Support. Onsite technical trainings provided by Kaspersky Lab Directly via Kaspersky Lab VAD Requirements The present Partner Program places the following requirements on Kaspersky Lab s Direct Partners Requirements Follow Kaspersky Lab PR, Marketing and Pricing Policy Royalty Targets (per year) II Pipeline/Forecast, Sales Reports according to Kaspersky Lab requirements Annual Business Planning III Dedicated Manager for Kaspersky Lab Value-Added Distributor Required Kaspersky-certified Technical Specialist (valid certificate) (number of specialists) 2 Technical support (1st line) Partner Technical Support (2 nd Line) Holding and participating in marketing events to promote Kaspersky Lab products Kaspersky Lab information available on the partner s website I The Rebate program is presented in an additional document on the Partner Portal. II The amount, which Direct Partner shall pay to Kaspersky Lab for Corporate (B2B) Products. The Royalty Targets do not include sales of KATA, KPSN, KICS, Security Awareness and certificates and must be indicated in Distribution Agreement. III The Partner Account Plan is an official document with the year s sales targets and the marketing plans that the Partner has to present for Kaspersky Lab approval. 2-9

12 5. General policies 5.1. Territory Definitions 1. All of the terms and conditions of the Partner Program, for all Partners of the same status under the same Territory office, are identical. The terms and conditions in different territories may differ. 2. Only registered partners with a valid Membership Document have the right to resell Kaspersky Lab products Pricing, Purchasing and Marketing Policies Kaspersky Lab products are available to Partners under the Kaspersky Lab Partner Program and are listed in the Kaspersky Lab official price list. The price of the product is determined by the type and the number of protected objects in accordance with the principles established by the Kaspersky Lab pricing policy. All prices on the Kaspersky Lab official price list are recommended. 6. Important Notes 1. Kaspersky Lab reserves the right to modify the Partner Program at any time. Any updates to the Partner Program will take effect 30 (Thirty) days after their publication on the Partner Portal. In cases where these changes include amended requirements, Partners will have 90 (Ninety) days to comply with the modified requirements. 2. If certified individuals leave a Partner s company, the Partner must inform Kaspersky Lab within 30 calendar days of the date that the certified employee leaves the Partner s organization. Within 90 calendar days, the Partner must replace this individual with another duly trained and certified employee. If after 90 calendar days, the Partner fails to replace the employee, the Partner s membership level may be adjusted accordingly. 3. The implementation of the present Partner Program in certain territories is at the discretion of the appropriate Kaspersky Lab office responsible for Kaspersky Lab operations in that given locality. 4. The main document that regulates the cooperation between Kaspersky Lab and the Direct Partner is the Distribution Agreement I. 5. Participation in tenders. If a Partner (except for those with Registered Partner status) deals with more than one security vendor, it is mandatory to nominate Kaspersky Lab s products if they meet the needs of the tender requirements. 6. All Partners are obliged to follow the Kaspersky Lab Partner Program requirements. Should there be a violation of Kaspersky Lab s guidelines the following sanctions will be imposed: Violation Sanctions Selling in a country where a Partner is not authorized to sell, or Providing direct sales to an End User by a Value-Added Distributor 1. Warning 2. Termination of Partnership Violation of Kaspersky Lab s branding policy Non-provision of Technical Support by Gold or Platinum Resellers 1. Warning 2. Cancellation of marketing investments 3. Termination of Partnership 1. If over a period of 3 working days the Partner does not respond on pending requests in its queue, Kaspersky Lab will warn the Partner. 2. If the warnings have no effect on Partner's technical support I Distribution agreement is a main document between Kaspersky Lab and Distributor. 2-10

13 provision, Kaspersky Lab has the right to downgrade of the Partner status or eliminate the Rebate Program. 7. Recovery and Termination In cases where a Partner fails to comply with the Partner Program requirements, the following action can be taken: Recovery Plan A Recovery Plan must be developed jointly by a Partner and a Kaspersky Lab Manager (if the Partner has a direct contract with Kaspersky Lab). The Recovery Plan must contain the following elements: Necessary actions Metrics Time frame Downgrading Membership Level If a Partner fails to meet the requirements of a specific membership level or, in cases of other violations, if the above measures were not effective, Kaspersky Lab may at any time decide to downgrade the Partner s membership level. Termination of Partnership In cases of violation as per item 6 herein and/or when the above actions are not effective, Kaspersky Lab reserves the right to terminate the Partner s membership in the Partner Program and/or the Distribution Agreement in accordance with its stipulations. Each Partner may use the Recovery plan only once. The final decision on the awarding of any Partnership status rests with Kaspersky Lab. Kaspersky Lab reserves the right not to award Partner status to certain companies even if the requesting company meets all of the formal requirements. 2-11

14 2 Appendix 1 The list of Countries Kaspersky Lab META Region includes the following internal territories breakdown: TERRITORY Group 1 KL Middle East Group 2 Group 1 KL Africa Group 2 KL Turkey COUNTRIES Saudi Arabia, United Arab Emirates, Qatar, Kuwait, Oman, Egypt, Lebanon, Jordan, Western Asia (except Pakistan and Afghanistan) Libya, Afghanistan, Pakistan, Yemen, Bahrain, Levant (except countries included into KL Middle East Group 1), Mauritania, Djibouti, Eretria, Somali, West Africa (except countries included into KL Africa Group 1 list). Cote D'Ivoire, Ethiopia, Ghana, Kenya, Mozambique, Namibia, Nigeria, Senegal, South Africa, Tanzania Angola, Benin, Botswana, Burkina Faso, Burundi, Cameroon, Cape Verde, Central African Republic, Chad, Comoros, Congo (DRC), Equatorial Guinea, Gabon, Gambia, Guinea, Guinea-Bissau, Lesotho, Liberia, Madagascar, Malawi, Mali, Mauritius, Niger, Rwanda, Saint Helena, Sao Tome and Principe, Seychelles, Swaziland, Sierra Leone, Togo, Uganda, Zambia, Zimbabwe, Western Sahara. Turkey 2-12

15 3 Appendix 2 Territory benefits and requirements PROGRAM BENEFITS & REQUIREMENTS FOR TERRITORY OF AFRICA Program Benefits I Monetary benefits Rebate for fulfilment of the agreed Plan of Purchases II - - Quarterly Plan 7% 4% - - Annual 1% 1% - - Reseller Base level discount from MSRP - Business Margin III up to 38% up to 35% up to 25% up to 15% Deal Registration IV Special Project Price Marketing Fund - - Purchasing of selected products for very small business segment directly from KL (on E-commerce platform on the Partner Portal) Non-monetary business benefits Platinum Gold Silver Registered Membership Level document Dedicated manager from Kaspersky Lab - - Free Online and Onsite Sales Trainings provided by Kaspersky Lab Leads - potential customers from KL - Use of Kaspersky Solutions for Partner Environment for up to 25 nodes, 1 year, Kaspersky Total Security for Business Use of Kaspersky Solutions for Employee Home Protection Pre-sales Support (SE Support assistance) Priority 1 Priority 2 Priority 3 Priority 3 Marketing and communication benefits Platinum Gold Silver Registered Access to the Partner Portal Marketing Central collateral, campaigns Access to Partner Certified Logo and Branding Materials Listing in Partner Locator on Kaspersky Lab websites - Attendance to Kaspersky Partner Meeting Point (quarterly/half-yearly meetings for partners)*** Recommended Recommended Invited - Participation in Local Partner Conference Invitation Invitation Optional - Technical Support Platinum Gold Silver Registered Dedicated Partner Technical Support from KL (Remedy) Priority 1 Priority 2 Priority 3 Priority 3 Access to on-line support knowledge base Program Requirements Relationships Follow Kaspersky Lab PR, Marketing and Pricing Policy Purchasing Method From Distributor From Distributor From Distributor From Distributor Accreditation Method Invitation Invitation Invitation Open I Please note that not all the benefits and features may be available in every country. For more detail please contact your Territory office. II Rebate for fulfillment of the agreed Plan of Purchases is calculated on KL Corporate (B2B) Products, except for Products distributed by means of Certificates. III This is the recommended margin. For more information, please contact your distributor. IV Check your regional Partner Portal for more details. 3-13

16 Dedicated Manager for Kaspersky Required Required Recommended Recommended Annual/Quarterly Business Planning - - Financial Platinum Gold Silver Registered Minimum revenue per year for KL Africa Group 1 countries $300,000 $100,000 $25,000 Minimum revenue per year for KL Africa Group 2 $150,000 $75,000 $15,000 At least 1 deal per per 12 month period At least 1 deal per per 12 month period Pipeline/Forecast, Sales Reports according to KL requirements - - Marketing Platinum Gold Silver Registered Kaspersky Lab information present on the partner s website Required Required Required Recommended Conduct marketing activities to promote KL products Required Required Optional - Technical support Platinum Gold Silver Registered Partner Provides End-User Technical Support - - Trainings (Accreditations / Certifications) Platinum Gold Silver Registered Kaspersky Certified Sales Specialist for the latest product line Recommended Kaspersky-certified Technical Specialist for the latest product line. Valid certificate. See below. KLE Kaspersky Endpoint Security and Management. Migration or Only KLE (former KLE ) Kaspersky Endpoint Security and Management. Fundamentals KLE Kaspersky Endpoint Security and Management. Advanced Skills Recommended 3 2 Optional Optional 1 Recommended Optional Optional KLE Kaspersky Endpoint Security for Small Business Recommended KLE Kaspersky Endpoint Security and Management. Encryption KLE Kaspersky Endpoint Security and Management. Systems Management KLE Kaspersky Endpoint Security and Management. Mobile Device Management Recommended Recommended Optional Optional Recommended Recommended Optional Optional Recommended Recommended Optional Optional KLE Kaspersky Security for Virtualization. Agentless Recommended Recommended Optional Optional KLE Kaspersky Security for Virtualization. Light Agent Recommended Recommended Optional Optional KLE Corporate Solutions Sales Engineer 3.0 Recommended Recommended Recommended Optional KLE Kaspersky Security 9.0 for Microsoft Exchange Servers Optional Optional Optional Optional KLE Kaspersky Endpoint Security 8 for Mac Optional Optional Optional Optional KLE Kaspersky Security Windows Server Optional Optional Optional Optional KLE Kaspersky Security for Storage Optional Optional Optional Optional KLE Kaspersky Endpoint Security Cloud Optional Optional Optional Optional Time to reach certification or recertification 90 days 90 days 90 days

17 Useful Links No Description Link 1 Kaspersky Lab websites 2 Kaspersky Partner Portal 3 Support for general partner program questions METAPartnerSupport@kaspersky.com. 4 Support CSS If you have any questions, please contact your Territory Office or METAPartnerSupport@kaspersky.com. 3-15