ABOUT VARONIS FOUNDED 2005 HEADQUARTERS 1250 Broadway, 29th Floor New York, NY, USA 10001 For a full list of offices, go to www.varonis.com/company/contact OWNERSHIP Publicly-held, VRNS CUSTOMERS 6,250 VARONIS PARTNER PROGRAM WHY BECOME A VARONIS PARTNER? The Varonis Partner Program (VPP) is an easy and powerful way to accelerate your sales growth. With phenomenal market acceptance, our solutions are at work in over 6,250 customers, including: leading financial firms, healthcare, public sector, industrial, energy & utilities, technology, consumer, retail, education, and media & entertainment sectors. Every organization that uses files, email, or Active Directory is a candidate for at least one of our solutions. Most of our partners sell at least one of our products within 90 days. What s more, if you are an experienced and highly skilled reseller of IT infrastructure, data management, storage or security technologies, Varonis solutions will complement your existing offerings and position you as a trusted advisor. Varonis sells exclusively 100% through channel partners. Varonis channel partners therefore play a critical role in our go-to-market strategy and in the success of the company. Yaki Faitelson, Varonis President and Chief Executive Officer The objective of the Varonis Partner Program is to help partners develop revenue opportunities and secure new business. Partners are an extension of our team. When they win, we win. Jim O Boyle, Senior Vice President of Worldwide Sales
THREE TIERS PLUS PROFESSIONAL SERVICES CERTIFICATION FOR SELECT GOLD PARTNERS The VPP is a streamlined program with three simple tiers. Professional Services, the fourth tier, is only available to Gold Varonis Partners. BRONZE Varonis Partners can start here. Through joint investments and teamwork, you ll have an opportunity to upgrade to silver, making way for additional benefits. SILVER Silver Varonis Partners have taken and passed sales and technical certifications, fulfilled revenue requirements, have shown consistent participation and execution in delivering technical and sales value that engages and supports Varonis prospects and customers. GOLD Top tier gold Varonis Partners use their extensive understanding of Varonis solutions to ensure customers receive superior guidance, service and satisfaction. Gold partners experience greater discounts for their registered opportunities and MDF priority. PROFESSIONAL SERVICES CERTIFIED Professional Services certification is available to Gold partners who have met the highest level of technical certifications detailed below. There is an opportunity to earn an additional revenue stream on Varonis solution installations and consults.
GET VARONIS CERTIFIED A PROFITABLE SALES OPPORTUNITY Round up new markets and opportunities. Help your customers protect their unstructured data. Products are available to customers for a free, noobligation 30-day trial Trials take just a couple of hours to install, yield results immediately, and over half convert to purchases. Installation is NON INTRUSIVE. Varonis Products yields high return-on-investment, demos easily, makes a powerful impact with customers. VARONIS PARTNER PROGRAM DETAILS Benefits Bronze Silver Gold and PS Opportunity Registration X X X Access to Varonis Software in Training Labs X X Quarterly Educational Seminar for Partners (webex) X X X Access to Varonis Marketing Assets X X X Third-party Lead Generation Programs X X X Discount for purchasing Varonis Products X X Requirements Bronze Silver Gold PS Completion of Varonis Partner Program Application and Acceptance in to VPP X X X Business Plan Submission and Review by Varonis X X X (Quarterly) Completion of Sales Certifications (number of staff) 2 2 2 Completion of all levels Technical Certifications 1 2 3 (number of staff) Initiate an Average of One (1) Evaluation per month of X X X Varonis Solutions In-house Laboratory Installation of Varonis solutions X X X Attend Quarterly Partner Educational Seminars (WebEx) X X X Annual Revenue Requirements $125K $500K Professional Service Certification number of staff 3
PARTNER PROGRAM CERTIFICATION SALES CERTIFICATIONS INTRODUCTORY SALES COURSE The Varonis Sales Certification prepares the Partner s Sales Representatives with basic knowledge of: Varonis Products and Technology Market Positioning It is split into 4 modules of about 20 30 minutes each. At the end of the 4 modules, a short quiz must be completed and passed in order to obtain Varonis certification. ADVANCED SALES COURSE After completing this course you will be able to Articulate the Varonis message to a C-level See examples of Varonis in action Close Varonis opportunities successfully. It is split into 4 modules of about 20 30 minutes each. At the end of the 4 modules, a short quiz must be completed and passed in order to obtain Varonis certification. INTERMEDIATE TECHNICAL SALES (Available to Varonis Partners who completed the Advanced Sales Course) Watch the Varonis demo in action, learn how to use our express risk assessment tool and get up and running with selling our solutions with a strong technical understanding. Time to complete: Requires 2 3 hours for completion
TECHNICAL CERTIFICATIONS TECHNICAL PRE AND POST-SALES ENGINEERING Technical certifications are available for Sales Engineering and Professional Services Engineers. These technical certifications will enable partner engineers to learn about all aspects of Varonis products including installation, configuration, use cases, and reporting. INSTALLATION OF VARONIS DATADVANTAGE WILL PROVIDE: Data Audit and Protection STEPS TO TECHNICAL CERTIFICATION The Varonis Educational Services team has created several Varonis product labs The half-day labs are accessible from the Internet using a browser Lab instructions include diagrams, descriptions, and step-by-step instructions. Engineers must first complete online lab activities before taking the Varonis Partner Register for lab access by logging in to my.varonis.com or access directly by going to partneredu.varonis.com For Post-Sales Engineers: Key Varonis partners will be invited to undertake PS Certification if you are interested, please speak with your channel manager An understanding of installing DatAdvantage in both a standalone and distributed environment. The DatAdvantage labs will allow the Engineer to install and monitor a Windows File Server. The DataPrivilege Lab will provide the Engineer with an understanding of the installation procedure for DataPrivilege. Requires 2 3 hours for completion. ADVANCED INSTALLATION OF VARONIS DATADVANTAGE WILL PROVIDE: An understanding of the installation and configuration of advanced functionality within DatAdvantage. The DatAdvantage labs will allow the Engineer to install and monitor a Sharepoint Server, Unix Server, Exchange Server, EMC and Network Appliance NAS and configure the Data Classification Framework. Requires 3 4 hours for completion. OPERATIONAL USE OF VARONIS DATADVANTAGE WILL PROVIDE: An understanding of the methods used to effectively operate DatAdvantage. The DatAdvantage labs will allow the Engineer to perform the same day to day operations that are typically used in a customer s production environment. Requires 2 3 hours for completion.
Data Access Governance DATAPRIVILEGE OPERATIONS AND ADMINISTRATION CERTIFICATION WILL: Assist anyone requiring an understanding of the operation and administration of DataPrivilege and its components. Provide the Engineer with an understanding of configuring basic DataPrivilege functionality through lab-based training. Require the Engineer to configure permission and group membership workflows, entitlement reviews, automated rules, and to run reports which are used by Data Owners, Data Authorizers, and Administrators. Requires 1 2 hours for completion. Enterprise Search and ediscovery INSTALLATION AND OPERATION OF DATANSWERS An in-depth knowledge of the hardware and software requirements for DatAnswers The skill set required to install DatAnswers Hands-on training on how to properly configure DatAnswers Experience using DatAnswers from the end-user perspective Requires 1 2 hours for completion. UNSTRUCTURED DATA REMEDIATION SERVICE Provides the Partner Services Engineer with the knowledge necessary to perform an Unstructured Data remediation project using both DatAdvantage and DataPrivilege.
STEPS TO PROFESSIONAL SERVICES CERTIFICATION (REQUIRES VARONIS APPROVAL) 1. Complete online sales and technical certification for 2 sales and 3 SEs. 2. Contact your local channel manager who will connect you with Varonis PS a Varonis PS Engineer will be in contact. 3. Your Engineers will then be trained on how to sell Varonis services by using our best practices. 4. Your Engineers will then be able to perform Assessments this is a key component of ongoing PS that will help generate considerable revenue. 5. Your Varonis PS Engineer will organize training during a real customer engagement (Shadowing). This will be scheduled and is dependent on engagement availability and project timing. Your SE will need to dedicate at least 8 hours in one session to this element 6. Once all steps are complete, you will be awarded PS Certified partner status (note should your PS Varonis trained engineer move on, another SE must undertake the PS certification to maintain your partner PS Certification level within 90 days). 7. A Varonis PS and Sales Engineer will be available for further mentoring and development. Before final certification Shadowing is required by each SE who is obtaining PS certification In order for our partners to start performing Varonis services, we will require the partner to shadow one of our Professional Services Engineers during a remediation services engagement which is performed remotely. We will require that the partner shadow the Varonis Engineer for one full day (8 hours) to become certified on performing remediation projects.