Citrix Specialist Incentive Program FAQs

Citrix Specialist Incentive Program FAQs For Citrix Partner Use Contents CITRIX SPECIALIST INCENTIVE PROGRAM SUMMARY... 2 CITRIX SPECIALIST INCENTIVE PROGRAM RULES... 2 Q. HOW DOES A PARTNER BECOME A CITRIX SPECIALIST AND WHAT SPECIALIST TRACKS ARE AVAILABLE?... 2 Q. WHAT SPECIALIST INCENTIVES ARE AVAILABLE TO CITRIX SPECIALISTS?... 2 Q. ARE SPECIALIST INCENTIVES AUTOMATICALLY GIVEN TO A CITRIX SPECIALIST FOR EVERY ORDER?... 2 Q. WHAT MUST A CITRIX PARTNER DO TO RECEIVE SPECIALIST INCENTIVES?... 2 Q. DOES CITRIX GIVE PREFERENCE TO A CITRIX SPECIALIST WHEN EVALUATING MULTIPLE CAR SUBMISSIONS FROM DIFFERENT PARTNERS FOR THE SAME CUSTOMER?... 3 Q. ARE SPECIALIST INCENTIVES APPLIED TO ALL ITEMS ON AN ORDER?... 4 Q. WHAT PRODUCTS CAN EARN SPECIALIST INCENTIVES UNDER EACH SPECIALIST TRACK?... 4 Q. CAN A CITRIX SPECIALIST WHO HAS ACHIEVED MULTIPLE SPECIALTY TRACKS EARN DOUBLE SPECIALIST INCENTIVES IF A PRODUCT IS INCLUDED IN BOTH OF THE PARTNER S SPECIALIST TRACKS?... 4 Q. CAN A PARTNER WHO BECOMES A CITRIX SPECIALIST BETWEEN SUBMITTING A CAR INCENTIVE REGISTRATION AND SUBMITTING AN ORDER RECEIVE SPECIALIST INCENTIVES?... 4 Q. CAN A PARTNER WHO WAS A CITRIX SPECIALIST WHEN THE CAR INCENTIVE REGISTRATION WAS SUBMITTED BUT IS NOT A CITRIX SPECIALIST WHEN THE ORDER IS PROCESSED STILL GET SPECIALIST INCENTIVES?... 4 CAR PLUS... 5 Q. HOW IS THE CAR PLUS UPFRONT DISCOUNT CALCULATED?... 5 Q. CAN A CITRIX SPECIALIST RECEIVE A CAR PLUS UPFRONT DISCOUNT IF ANOTHER PARTNER FULFILLS THE CUSTOMER S ORDER?... 5 Q. CAN A CITRIX SPECIALIST RECEIVE A CAR PLUS UPFRONT DISCOUNT IF IT GETS A VALIDATED CAR INCENTIVE REGISTRATION AFTER THE ORDER IS PROCESSED?... 5 Q. CAN A CITRIX SPECIALIST RECEIVE BOTH CAR PLUS AND OPP REG UPFRONT DISCOUNTS ON A CLOUD NETWORKING LINE ITEM?... 5 Q. CAN THE CAR PLUS UPFRONT DISCOUNT BE COMBINED WITH ANOTHER ACTIVE CITRIX PROMOTION?... 5 Q. WILL FOLLOW-ON ORDERS RECEIVE CAR PLUS UPFRONT DISCOUNTS UNDER A SINGLE REWARD ID?... 5 Q. CAN A CITRIX SPECIALIST RECEIVE BOTH THE CAR PLUS AND OPP REG UPFRONT DISCOUNTS FOR A CLOUD NETWORKING PRODUCT?... 6 CAR SPECIALIST BONUS... 6 Q. HOW IS THE CAR SPECIALIST BONUS CALCULATED?... 6 Q. CAN A CITRIX SPECIALIST RECEIVE A CAR SPECIALIST BONUS IF ANOTHER PARTNER FULFILLS THE CUSTOMER S ORDER?... 8 Q. WILL FOLLOW-ON ORDERS RECEIVE A CAR SPECIALIST BONUS?... 8 Q. IS THE STANDARD CAR REBATE AND THE CAR SPECIALIST BONUS REDUCED IF THE ORDER RECEIVES A CAR PLUS UPFRONT DISCOUNT?... 9 Citrix Specialist Incentive Program FAQs For Citrix Partner Use 1

Citrix Specialist Incentive Program Summary Citrix Specialist Incentives. Discounts to provide an edge. Rebates to increase gross margin. Citrix Solutions Advisor ( CSA ) partners who have achieved a Citrix Specialist designation and have a validated Citrix Advisor Rewards ( CAR ) Incentive Registration are eligible for an additional 5% suggested upfront discount ( CAR Plus ) off of the Program SRP and an additional CAR rebate ( CAR Specialist Bonus ) of 50% of the standard CAR rebate. The combination of CAR Plus and the CAR Specialist Bonus has the potential to increase partner success in closing business in a highly competitive space. Specialist Partner Incentives are in addition to the standard Partner Incentive Programs available to CSA partners and are only available to CSA partners who have become a Citrix Specialist. Note that Citrix does not control distributor pricing or discounts to partners, including upfront discounts. Upfront discounts are only suggested. The partner s actual discount is determined solely by the distributor pursuant to the partner s negotiations with the distributor without Citrix involvement. Any discount extended by Citrix to a distributor under the Program may or may not be passed along to a partner at the distributor s sole discretion. Any partner concerns with the price and discount received from a distributor should be directed solely to the distributor. Citrix Specialist Incentive Program Rules Q. How does a partner become a Citrix Specialist and what specialist tracks are available? See the CSA Program Guide for information about how to become a Citrix Specialist, what specialist tracks are available and which products fall under which specialist tracks. Q. What Specialist Incentives are available to Citrix Specialists? Citrix Specialists can be eligible for a CAR Plus upfront discount of 5% of the Program SRP and a CAR Specialist Bonus of 50% of the standard CAR rebate(note: Citrix provides the CAR Plus upfront discount only to the distributor. Any discount extended by Citrix to the distributor under the Program may or may not be passed along to a Citrix Specialist at the distributor s sole discretion.) Q. Are Specialist Incentives automatically given to a Citrix Specialist for every order? Specialist Incentives are only available to a Citrix Specialist who has a validated CAR Incentive Registration. If the Citrix Specialist places an order but does not have a validated CAR Incentive Registration, the Citrix Specialist is not eligible to receive the CAR Plus upfront discount or the CAR Specialist Bonus rebate. DISTRIBUTOR NOTE: Distributors should use the Incentive Registration tool on Partner Central to confirm that the partner is a Citrix Specialist for a specialist track that includes the product being quoted or sold and has a Validated or Expiring CAR Incentive Registration. See the Distributor Processes section of the Citrix Specialist Incentive Program Guide for additional details. Q. What must a Citrix Partner do to be eligible for Specialist Incentives? To be eligible for a Specialist Incentive, a Citrix Partner must: Be a Citrix Specialist at time of incentive payout by completing the requirements as specified in the Citrix Solution Advisor Program Guide. Get a validated CAR Incentive Registration by following the Advisor Rewards Program. To be eligible for a CAR Plus upfront discount, the Citrix Specialist must: Be the fulfilling partner, i.e. submit an order for the customer. Citrix Specialist Incentive Program FAQs For Citrix Partner Use 2

Include the Reward ID, e.g. Rwd-1234567, and the code SPECIALIST on the order submitted to the distributor. Be a Citrix Specialist when the order is processed by Citrix. TIP: Specialist Incentives are additive with other Partner Incentives earned. A Citrix Specialist who earns a 5% CAR Plus upfront discount and a 10% Opportunity Registration upfront discount is eligible for a 15% total upfront discount. Any active CAR-based promotion will be also be additive with Specialist Incentives unless the promotion s rules state otherwise. NOTE: See Partner Central for information on available promotions and their rules. Combining the Specialist Incentive with a CAR-based promotion will require the use of a special code instead of the code SPECIALIST. When combining CAR Plus with the Citrix Workspace Suite VMware Horizon & View promotion, use CWSVMWSPEC used instead of SPECIALIST. When combining CAR Plus with the Citrix Workspace Suite CCU bundle, use CWSCCUSPEC instead of SPECIALIST. When combining CAR Plus with the Citrix Workspace Suite Partial Trade-up, use CWSPTUSPEC instead of SPECIALIST. TIP: To receive a quote from a distributor that incorporates the CAR Plus upfront discount, the Citrix Specialist should provide the validated CAR Incentive Reward ID to the distributor when requesting the quote. TIP: All of the following conditions must be true for an order to be eligible for a CAR Plus upfront discount: (a) the order must include both the CAR Incentive ID, e.g. Rwd- 1234567, and the code SPECIALIST, (b) The CAR Incentive Registration must have been submitted before the order, (c) The CAR Incentive Registration must be either Validated or Expiring, (d) the customer on the CAR Incentive must be the same as the Customer on the order, (e) the partner must be a Citrix Specialist when the order is processed by Citrix, and (f) the product must be included in the partner s specialist track. DISTRIBUTOR NOTE: To receive the CAR Plus upfront discount, your order to Citrix must include both the CAR Incentive Registration Rwd ID and the code SPECIALIST. To receive a CAR Specialist Bonus, the Citrix Specialist must: Follow the normal CAR program rules to submit a CAR claim. Meet all CAR program requirements. Be a Citrix Specialist when the claim is accepted by Citrix. NOTE: The CAR Specialist Bonus will be automatically added to the appropriate order line items and included in the CAR rebate payment. Q. Does Citrix give preference to a Citrix Specialist when evaluating multiple CAR submissions from different partners for the same customer? Citrix uses the published CAR Terms and Conditions to determine which partner s CAR Incentive Registration submission should be validated. Citrix will validate the CAR Incentive Registration for the partner who demonstrates value selling regardless of whether or not the partner is a Citrix Specialist. Citrix Specialist Incentive Program FAQs For Citrix Partner Use 3

Q. Are Specialist Incentives available for all items on an order? Specialist Incentives are available only to those order items that fall within the partner s specialist track. For example, a Citrix Specialist in Virtualization is eligible for specialist incentives for XenApp, XenDesktop and Citrix Workspace Suite. If an order contains NetScaler and XenDesktop, a Citrix Specialist in Virtualization is eligible for only Specialist Incentives for the XenDesktop line items. If an order contains NetScaler and XenDesktop, a Citrix Specialist in Networking for Data Center is eligible for only Specialist Incentives for the NetScaler line items. If an order contains NetScaler and XenDesktop, a partner who is a Citrix Specialist in both Virtualization and Networking for Data Center is eligible for Specialist Incentives for both the XenApp and NetScaler line items. Q. What products are eligible for Specialist Incentives under each specialist track? Only a product included in the Citrix Specialist s specialist track is eligible for Specialist Incentives. See the CSA Program Guide for information about which product is included in each specialist track. Q. Can a Citrix Specialist who has achieved multiple specialty tracks be eligible for double Specialist Incentives if a product is included in both of the partner s specialist tracks? Specialist Incentives are available only once for a product that is included in more than one of a partner s specialty tracks. For example, if a Citrix Specialist who has met the requirements for the Networking for Apps & Mobile Security specialist track and the Networking for Data Center specialist track sells NetScaler, the NetScaler line items on the order are eligible for only a single 5% CAR Plus upfront discount and a single 50% CAR Specialist Bonus rebate. The Citrix Specialist is not eligible to receive two CAR Plus upfront discounts or two CAR Specialist Bonuses, one for each specialist track, for the NetScaler line items on the order. Q. Can a partner who becomes a Citrix Specialist between submitting a CAR Incentive Registration and submitting an order be eligible for Specialist Incentives? A partner must be a Citrix Specialist when the order is processed to be eligible for Specialist Incentives, but is not required to be a Specialist Partner when submitting a CAR Incentive Registration or when Citrix validates the CAR submission. A partner will be eligible for Specialist Incentives as long as it is a Citrix Specialist when Citrix processes the order. TIP: A CSA partner may become eligible for Specialist Incentives by becoming a Citrix Specialist after submitting a CAR Incentive Registration and before placing an order. Partners do not have to be a Citrix Specialist when submitting a CAR Incentive Registration to be eligible for Specialist Incentives provided they are a Citrix Specialist and Citrix s systems show them as such when Citrix processes the order. Q. Can a partner who was a Citrix Specialist when the CAR Incentive Registration was submitted but is not a Citrix Specialist when the order is processed still be eligible for Specialist Incentives? A partner must be a Citrix Specialist when the order is processed to be eligible for Specialist Incentives. A partner who loses its Citrix Specialist status after submitting a CAR Incentive Registration will be treated as a non-specialized partner and will lose all benefits of the specialist track, including eligibility for a CAR Plus upfront discount or a CAR Specialist Bonus. Citrix Specialist Incentive Program FAQs For Citrix Partner Use 4

CAR Plus Q. How is the CAR Plus upfront discount calculated? The CAR Plus upfront discount is calculated as 5% of the Program SRP on any order line item included in the partner s specialist track. For example, if a Citrix Specialist in the Virtualization specialist track orders 100 XenDesktop Platinum U/D licenses (SRP = $350.00 each) for an ELA-2 customer who is entitled to a 25% program discount: SRP = 100 x $350.00 = $35,000.00 Program SRP = 0.75 x $35,000.00 = $26,250.00 CAR Plus upfront discount = 0.05 x $26,250.00 = $1,312.50 Q. Can a Citrix Specialist be eligible for a CAR Plus upfront discount if another partner fulfills the customer s order? Only the partner who fulfills the customer s order is eligible for a CAR Plus upfront discount. If a Citrix Specialist has a validated CAR Incentive Registration but a different partner fulfills the customer s order, the Citrix Specialist is not eligible for the CAR Plus upfront discount. Note that the Citrix Specialist is still eligible for CAR and the CAR Specialist Bonus even if a different partner fulfills the customer s order if the Citrix Specialist has a validated or expiring CAR Incentive Registration and follows the CAR program rules and procedures. Q. Can a Citrix Specialist be eligible for a CAR Plus upfront discount if it gets a validated CAR Incentive Registration after the order is processed? A Citrix Specialist can only be eligible for a CAR Plus upfront discount if it has a validated or expiring CAR Incentive Registration before the order is processed. If the order is processed without a validated or expiring CAR Incentive Registration, a CAR Plus upfront discount is not available. Once an order has been processed, a CAR Plus upfront discount is no longer available. Q. Can a Citrix Specialist be eligible for both CAR Plus and Opp Reg upfront discounts on a Cloud Networking line item? A Citrix Specialist can be eligible for both CAR Plus and Opp Reg upfront discounts. If the Citrix Specialist has achieved the appropriate specialty track and has both a Validated or Expiring CAR Incentive Registration and a Validated or Expiring Opp Reg Incentive Registration are available for the order s Cloud Networking product line items. Q. Can eligibility for the CAR Plus upfront discount be combined with another active Citrix promotion? Eligibility for the CAR Plus upfront discount can be combined with another active Citrix promotion unless stated otherwise in the promotion s rules. When CAR Plus is being combined with another promotion, a special code must be used for the order to be eligible for both the CAR Plus upfront discount and the benefits of the other promotion. Q. Will follow-on orders be eligible for CAR Plus upfront discounts under a single Reward ID? Follow-on orders are eligible for CAR Plus upfront discounts if the partner was eligible for CAR for the first order, i.e. each order placed will not require a unique Rwd ID. See the CAR Terms and Conditions for information about follow-on orders. Citrix Specialist Incentive Program FAQs For Citrix Partner Use 5

Q. Can a Citrix Specialist be eligible for both the CAR Plus and Opp Reg upfront discounts for a cloud networking product? A Citrix Specialist can be eligible for both the CAR Plus and an Opp Reg upfront discounts for a cloud networking product if all the following conditions are met: The Citrix Specialist has achieved either the Networking for Apps & Mobile Security or the Networking for Data Center specialty track. The partner has both a validated or expiring Opp Reg Incentive Registration and a validated or expiring CAR Incentive Registration. The partner follows all Opp Reg and CAR program rules. CAR Specialist Bonus Q. How is the CAR Specialist Bonus calculated? The CAR Specialist Bonus is calculated as 50% of the base CAR rebate on a line by line basis. Only products that are included in a Citrix Specialist s specialist track will receive the CAR Specialist Bonus. If a Citrix Specialist has multiple specialty tracks and a product is included in more than one specialist track, a line item will only receive one CAR Specialist Bonus. In each of the following examples the following conditions are summarized in Figure 1: A Citrix Specialist is ordering the products shown below for an ELA-2 customer. The Citrix Specialist is a Gold CSA who has achieved the Virtualization specialist track and is certified in XenDesktop and NetScaler. CAR is 8% for a Gold Partner and ELA-2. Opp Reg is 8% for Cloud Networking products. Quantity Item SRP PSRP 100 XenDesktop Platinum U/D $35,000.00 $26,250.00 1 NetScaler VPX 3000 Mpbs Platinum $36,000.00 $27,000.00 Figure 1 EXAMPLE 1: Citrix Specialist who has achieved the Virtualization specialty track and has a validated CAR and no Opp Reg. Upfront Discount Back-end Rebate Product Opp Reg CAR Plus CAR CAR Specialist Bonus XenDesktop N/A $1,312.50 1 $2,100.00 2 $1,050.00 3 NetScaler No No $2,160.00 4 No 1 5% of $26,250.00 2 8% of $26,250.00 3 50% of $2,100.00 4 8% of $27,000.00 Citrix Specialist Incentive Program FAQs For Citrix Partner Use 6

Partner Incentive Upfront Discount Backend-Rebate Total Incentive Standard $0 $4,260.00 $4,260.00 Specialist $1,312.50 $1,050.00 $2,362.50 Total $1,312.50 $5,310.00 $6,622.50 Figure 2 In Example 1, the partner earned an additional $4,472.50 in partner incentives by being a Citrix Specialist. TIP: If the Specialist Partner had a validated Opp Reg, it would be eligible for an Opp Reg upfront discount for NetScaler in addition to what s shown in Figure 2. (XenDesktop isn t a Cloud Networking product and isn t eligible for Opp Reg.) TIP: If the partner also had achieved the Networking for Apps & Mobile Security specialist track or the Networking for Data Center specialist track, it would be eligible for a CAR Plus upfront discount and a CAR Specialist Bonus for NetScaler in addition to what s shown in Figure 2. EXAMPLE 2: Citrix Specialist who has achieved the Virtualization specialty track and has a validated Opp Reg and no CAR. Upfront Discount Back-end Rebate Product Opp Reg CAR Plus CAR CAR Specialist Bonus XenDesktop N/A No No No NetScaler $2,160.00 1 No No No 1 8% of $27,000.00 Partner Incentive Upfront Discount Backend-Rebate Total Incentive Standard $2,160.00 $0 $2,160.00 Specialist $0 $0 $0 Total $2,160.00 $0 $2,160.00 Figure 3 In Example 2, the partner didn t earn any Specialist Incentives because it did not have a validated CAR. TIP: If the Citrix Specialist also had a validated CAR, it would be eligible for a CAR rebate for both XenDesktop and NetScaler as well as a CAR Specialist Bonus for XenDesktop in addition to what s shown in Figure 3. Citrix Specialist Incentive Program FAQs For Citrix Partner Use 7

TIP: If the Citrix Specialist also had a validated CAR and achieved the Networking for Apps & Mobile Security specialty track or the Networking for Data Center specialty track, it would be eligible for a CAR Plus upfront discount and a CAR Specialist Bonus for NetScaler as well as a CAR and CAR Specialist Bonus for both XenDesktop and NetScaler in addition to what s shown in Figure 4. EXAMPLE 3: Citrix Specialist who has achieved the Virtualization specialty track and has a validated Opp Reg and a validated CAR. Product Upfront Discount Back-end Rebate Opp Reg CAR Plus CAR CAR Specialist Bonus XenDesktop N/A $1,312.50 1 $2,100.00 2 $1,050.00 3 NetScaler $2,160.00 4 No $2,160.00 5 No 1 5% of $26,250.00 2 8% of $26,250.00 3 50% of $2,100.00 4 8% of $27,000.00 5 8% of $27,00.00 Partner Incentive Upfront Discount Backend-Rebate Total Incentive Standard $2,160.00 $4,260.00 $6,420.00 Specialist $1,312.50 $1,050.00 $2,362.50 Total $3,472.50 $5,310.00 $8,762.50 Figure 4 In example 3, the partner earned $2,362.50 by being a Citrix Specialist. TIP: If the Citrix Specialist also achieved the Networking for Apps & Mobile Security specialty track or the Networking for Data Center specialty track, it would be eligible for a CAR Plus upfront discount and a CAR Specialist Bonus for NetScaler in addition to what s shown in Figure 4.. Q. Is a Citrix Specialist eligible for a CAR Specialist Bonus if another partner fulfills the customer s order? A Citrix Specialist is eligible for a CAR Specialist Bonus as long as it receives the base CAR rebate. Since the CAR Program allows a partner with a validated CAR Incentive Registration to receive the CAR rebate if another partner fulfills the customer s order, a Citrix Specialist cis eligible for both a base CAR rebate and a CAR Specialist Bonus when another partner fulfills the customer s order by following the CAR program rules. Q. Will follow-on orders receive a CAR Specialist Bonus? Follow-on orders will receive a CAR base rebate and a CAR Specialist Bonus as long as the standard CAR Program Rules are followed. See the CAR Terms and Conditions for information about follow-on orders. Citrix Specialist Incentive Program FAQs For Citrix Partner Use 8

Q. Is the standard CAR rebate and the CAR Specialist Bonus reduced if the order is eligible for a CAR Plus upfront discount? The standard CAR rebate and the CAR Specialist Bonus amounts are based on the Program SRP (PSRP) of each line item on the order and are not reduced if the order is eligible for a CAR Plus upfront discount. 2015 Citrix Systems, Inc. All rights reserved. Citrix Specialist Incentive Program FAQs For Citrix Partner Use 9