Margin Builder Overview
Symantec Partner Program Benefit Overview - Margin Builder (Channel Partners) EMEA: last revised 10 November 2014
What is Mar Margin gin Builder? The Symantec Margin Builder Benefit rewards Eligible Partners who actively identify, develop, and close incremental small and medium business sales opportunities for Eligible Products within Eligible Competencies. Eligible Partners can register deals in the Symantec online Margin Builder Tool and earn an additional recommended discount via their chosen distributor on qualifying deals. Partner Eligibilit Eligibilityy The Benefit is available to Partners in Europe, Middle East and Africa (“EMEA EMEA”) who (i) either hold the Eligible Competencies as defined below at an Expert or Principal competency level, or are a member of Symantec Partner Program (“SPP SPP”) at the Registered tier, (ii) are in good standing in the SPP and (iii) meet the Benefit criteria. Partners that do not hold applicable Eligible Competencies will be deemed a Registered tier partner for the purpose of this Benefit. Benefit Criteria • Accep Acceptance tance of T Terms erms & Conditions Conditions. Eligible Partner must have accepted the online Margin Builder Benefit Terms and Conditions. • Maintain Competencies Competencies. Unless Eligible Partner is a Registered tier partner, Eligible Partner must meet and maintain the following Competencies - “Endpoint Security” or “Mid-Market Backup and Recovery” at an Expert or Principal competency level as required by the relevant Competency Supplement(s). • Compliance with SPP Requirements Requirements. Eligible Partner must at all times comply with all SPP Terms including all provisions related to compliance (refer to Section 9 (“Compliance”) of the SPP Agreement). Refer also to the “Importance of Compliance with SPP Terms” provisions in the Margin Builder Benefit Terms and Conditions on PartnerNet. For example, Eligible Partner may not be the subject of any legal investigation, regulatory or enforcement action involving a violation of ethics or compliance, and must remain compliant with all requests related to Symantec due diligence concerning Eligible Partner’s membership of the SPP. Opportunit Opportunityy Qualification • Each opportunity that is registered in the Margin Builder Tool for Eligible Partner’s end user customer must meet the following criteria: – must be for an Eligible Product and available license type as outlined at the following URL: https://partnernet.symantec.com/portal/faces/salesmarketing/margin-builder-eligible-products – must be between the following use levels, as applicable: ◦ Desktop-based Eligible Products: ◦ 25 - 150 customer seats for new licenses, version upgrades & cross-grade* licenses (* where available)
Symantec proprietary/confidential—internal and registered Symantec Partner Program participants and other partners under NDA use only.
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Symantec Partner Program Benefit Overview - Margin Builder (Channel Partners)
◦ 5 -150 customer seats for competitive upgrade licenses ◦ Server-based Eligible Products: ◦ Between 1 and 5 servers maximum per Eligible Product Note: eligible quantities are subject to change from time to time. Current eligible quantities can be located at the following URL: https://partnernet.symantec.com/portal/faces/salesmarketing/margin-builder-eligible-products • Must be under one of the following Symantec Licensing Programs (or any successor programs announced by Symantec from time to time in its sole discretion): – Express – Government – Academic • Eligible Partner must not exceed a maximum of 40 registered and open opportunities at any one time. • Eligible Partner must place the qualifying order for which Symantec has granted a Deal ID (see below) with a Symantec Authorized Distributor. Deals which are not directly transacted through an Authorized Distributor will not be eligible for the Benefit. Symantec will require the qualified transactions placed by an Authorized Distributor to list both the "Eligible Partner" and the end user customer for which the Deal ID is issued (see below). • Symantec will only consider opportunity registrations for end user customers who do not appear on Symantec's Named Account listing. Please contact your Symantec account manager if you require any clarification or for an updated listing of Symantec's Named Accounts. Symantec reserves the right to update this list from time to time; such changes shall not be applied retrospectively to any pending registered sales opportunities. • Eligible Partner organisations or affiliates are not considered end-user customers under this Benefit. Eligible Partners are not allowed to use this Benefit on transactions for their own internal use or to resell to other Symantec Partners. Eligible Competencies and Eligible Products • Endpoint Securit Securityy Competenc Competencyy, including the ffollowing ollowing Eligible Products: – Endpoint Protection – Endpoint Protection SBE – Protection Suite – Endpoint Encryption – Network Access Control – Drive Encryption • Mid-Mark Mid-Market et Backup and Recover Recoveryy Competenc Competencyy, including the ffollowing ollowing Eligible Products: TM – Backup Exec – System Recovery – Agents & Options, Desktop & Laptop Option The current list of Eligible Competencies and Eligible Products is published and updated at the following URL: https://partnernet.symantec.com/portal/faces/salesmarketing/margin-builder-eligible-products. Symantec reserves the right to update the Eligible Products list from time to time; all such updates will be posted on PartnerNet.
Symantec proprietary/confidential—internal and registered Symantec Partner Program participants and other partners under NDA use only.
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Symantec Partner Program Benefit Overview - Margin Builder (Channel Partners)
What ttypes ypes of products and ser services vices are no nott eligible eligible?? The following products and services are not eligible under this Benefit: • • • •
Business Critical Support Managed Services (MSS) Maintenance/Support renewals all Appliances
Opportunit Opportunityy Re Regis gistration tration and V Validation alidation All qualifying sales opportunities must be registered using the online Margin Builder Tool either by Eligible Partners or if they so choose by their nominated Symantec Authorized Distributor. Please be aware that in such event, the Symantec Authorized Distributor will be required to use Eligible Partner’s details when registering the opportunity, and will be assumed to have Eligible Partner’s consent in doing so. Eligible Partner will be solely responsible for the actions or omissions of its nominated Symantec Authorized Distributor in this regard. After online submission, the opportunity will be validated against the current Symantec Named Account listing. If the registration meets all eligibility requirements as defined in the then-current Overview, Symantec will approve the registration and issue Eligible Partner with a unique Deal ID number (Deal ID). Deal IDs are specific to the end user customer for which the deal was approved. Deal IDs are valid for a period of sixty (60) days from date of approval, and they are granted to the Eligible Partner who first registers the opportunity (the “Incumbent Eligible Partner”). The Incumbent Eligible Partner is encouraged to close the transaction within sixty (60) days. If the transaction has not closed within this time period the Deal ID automatically expires. Following expiration of the Deal ID the registration process starts again. The original Incumbent Eligible Partner or any other Eligible Partner may then register the transaction for the same end user customer. In this circumstance the first Eligible Partner to register the opportunity will receive the new Deal ID and be the new Incumbent Eligible Partner for that registration, and solely eligible for the Benefit. Discounts At the time of opportunity registration in the Margin Builder Tool, Eligible Partner will be required to select the Authorized Distributor with whom Eligible Partner will place its order for the registered opportunity. Partner Status
Recommended Discount*
Expert level Competency Partners in the Eligible Competencies
20%
Principal level Competency Partners in the Eligible Competencies 20% Registered Partners
10%
Symantec proprietary/confidential—internal and registered Symantec Partner Program participants and other partners under NDA use only.
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Symantec Partner Program Benefit Overview - Margin Builder (Channel Partners)
*Symantec will provide sufficient discount to the nominated Authorized Distributor to enable them to provide Eligible Partner with an additional recommended discount on closed deals approved via the Margin Builder Tool as outlined in the table above. Any actual pricing will ultimately be as agreed between the Authorized Distributor and the Eligible Partner. From time to time Symantec may make available certain promotions, which offer the potential to earn further enhanced recommended discounts. Such promotions are at the discretion of Symantec and will be subject to stated terms and conditions. Changes to this Over Overview view While Symantec tries to assure the completeness and accuracy of this information, occasionally we will need to provide corrections to this Overview. Symantec reserves the right to do this by publication via PartnerNet, email to Eligible Partners, or other electronic means. If you have any questions, please contact [email protected]. Changes to or T Termination ermination of Benefit Symantec reserves the right to vary the terms of this Benefit or to cancel the Benefit upon publishing notice of such amendment or cancellation at https://partnernet.symantec.com. The effective date of termination shall be the date on which notice of such cancellation or termination is posted at https://partnernet.symantec.com. If the Benefit is cancelled or terminated, Symantec will pay any payment to which Eligible Partner is entitled prior to such cancellation or termination. However, failure to comply with applicable laws and regulations such as the Foreign Corrupt Practices Act or the UK Bribery Act, and failure to avoid conflicts of interest, will result in immediate termination of any outstanding payment or reimbursement related to this Benefit in accordance with SPP Terms and the Opportunity Registration Terms and Conditions. Application of LLe egal T Terms erms The terms governing Eligible Partner access and use of the Benefit described in this Benefit Overview are comprised of all the following documents, in this order of precedence: first, this Benefit Overview; the Margin Builder Terms and Conditions; the relevant Supplement(s) to the SPP Terms; and, the SPP Terms (the latter is comprised of Eligible Partner’s SPP enrollment Agreement and SPP Program Guide).
Symantec proprietary/confidential—internal and registered Symantec Partner Program participants and other partners under NDA use only.
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Symantec Partner Program Benefit Overview - Margin Builder (Channel Partners)
More Information View the terms and conditions on PartnerNet Terms and Conditions and Margin Builder Overview Visit our website http://symantec.com/partners Symantec Limited Ballycoolin Business Park Blanchardstown Dublin 15 Ireland
Copyright © 2014 Symantec Corporation. All rights reserved. Symantec, the Symantec Logo, and the Checkmark Logo are trademarks or registered trademarks of Symantec Corporation or its affiliates in the U.S. and other countries. Other names may be trademarks of their respective owners. 10/14
Symantec proprietary/confidential—internal and registered Symantec Partner Program participants and other partners under NDA use only.
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What is Mar Margin gin Builder? The Symantec Margin Builder Benefit rewards Eligible Partners who actively identify, develop, and close incremental small and medium business sales opportunities for Eligible Products within Eligible Competencies. Eligible Partners can register deals in the Symantec online Margin Builder Tool and earn an additional recommended discount via their chosen distributor on qualifying deals. Partner Eligibilit Eligibilityy The Benefit is available to Partners in Europe, Middle East and Africa (“EMEA EMEA”) who (i) either hold the Eligible Competencies as defined below at an Expert or Principal competency level, or are a member of Symantec Partner Program (“SPP SPP”) at the Registered tier, (ii) are in good standing in the SPP and (iii) meet the Benefit criteria. Partners that do not hold applicable Eligible Competencies will be deemed a Registered tier partner for the purpose of this Benefit. Benefit Criteria • Accep Acceptance tance of T Terms erms & Conditions Conditions. Eligible Partner must have accepted the online Margin Builder Benefit Terms and Conditions. • Maintain Competencies Competencies. Unless Eligible Partner is a Registered tier partner, Eligible Partner must meet and maintain the following Competencies - “Endpoint Security” or “Mid-Market Backup and Recovery” at an Expert or Principal competency level as required by the relevant Competency Supplement(s). • Compliance with SPP Requirements Requirements. Eligible Partner must at all times comply with all SPP Terms including all provisions related to compliance (refer to Section 9 (“Compliance”) of the SPP Agreement). Refer also to the “Importance of Compliance with SPP Terms” provisions in the Margin Builder Benefit Terms and Conditions on PartnerNet. For example, Eligible Partner may not be the subject of any legal investigation, regulatory or enforcement action involving a violation of ethics or compliance, and must remain compliant with all requests related to Symantec due diligence concerning Eligible Partner’s membership of the SPP. Opportunit Opportunityy Qualification • Each opportunity that is registered in the Margin Builder Tool for Eligible Partner’s end user customer must meet the following criteria: – must be for an Eligible Product and available license type as outlined at the following URL: https://partnernet.symantec.com/portal/faces/salesmarketing/margin-builder-eligible-products – must be between the following use levels, as applicable: ◦ Desktop-based Eligible Products: ◦ 25 - 150 customer seats for new licenses, version upgrades & cross-grade* licenses (* where available)
Symantec proprietary/confidential—internal and registered Symantec Partner Program participants and other partners under NDA use only.
1
Symantec Partner Program Benefit Overview - Margin Builder (Channel Partners)
◦ 5 -150 customer seats for competitive upgrade licenses ◦ Server-based Eligible Products: ◦ Between 1 and 5 servers maximum per Eligible Product Note: eligible quantities are subject to change from time to time. Current eligible quantities can be located at the following URL: https://partnernet.symantec.com/portal/faces/salesmarketing/margin-builder-eligible-products • Must be under one of the following Symantec Licensing Programs (or any successor programs announced by Symantec from time to time in its sole discretion): – Express – Government – Academic • Eligible Partner must not exceed a maximum of 40 registered and open opportunities at any one time. • Eligible Partner must place the qualifying order for which Symantec has granted a Deal ID (see below) with a Symantec Authorized Distributor. Deals which are not directly transacted through an Authorized Distributor will not be eligible for the Benefit. Symantec will require the qualified transactions placed by an Authorized Distributor to list both the "Eligible Partner" and the end user customer for which the Deal ID is issued (see below). • Symantec will only consider opportunity registrations for end user customers who do not appear on Symantec's Named Account listing. Please contact your Symantec account manager if you require any clarification or for an updated listing of Symantec's Named Accounts. Symantec reserves the right to update this list from time to time; such changes shall not be applied retrospectively to any pending registered sales opportunities. • Eligible Partner organisations or affiliates are not considered end-user customers under this Benefit. Eligible Partners are not allowed to use this Benefit on transactions for their own internal use or to resell to other Symantec Partners. Eligible Competencies and Eligible Products • Endpoint Securit Securityy Competenc Competencyy, including the ffollowing ollowing Eligible Products: – Endpoint Protection – Endpoint Protection SBE – Protection Suite – Endpoint Encryption – Network Access Control – Drive Encryption • Mid-Mark Mid-Market et Backup and Recover Recoveryy Competenc Competencyy, including the ffollowing ollowing Eligible Products: TM – Backup Exec – System Recovery – Agents & Options, Desktop & Laptop Option The current list of Eligible Competencies and Eligible Products is published and updated at the following URL: https://partnernet.symantec.com/portal/faces/salesmarketing/margin-builder-eligible-products. Symantec reserves the right to update the Eligible Products list from time to time; all such updates will be posted on PartnerNet.
Symantec proprietary/confidential—internal and registered Symantec Partner Program participants and other partners under NDA use only.
2
Symantec Partner Program Benefit Overview - Margin Builder (Channel Partners)
What ttypes ypes of products and ser services vices are no nott eligible eligible?? The following products and services are not eligible under this Benefit: • • • •
Business Critical Support Managed Services (MSS) Maintenance/Support renewals all Appliances
Opportunit Opportunityy Re Regis gistration tration and V Validation alidation All qualifying sales opportunities must be registered using the online Margin Builder Tool either by Eligible Partners or if they so choose by their nominated Symantec Authorized Distributor. Please be aware that in such event, the Symantec Authorized Distributor will be required to use Eligible Partner’s details when registering the opportunity, and will be assumed to have Eligible Partner’s consent in doing so. Eligible Partner will be solely responsible for the actions or omissions of its nominated Symantec Authorized Distributor in this regard. After online submission, the opportunity will be validated against the current Symantec Named Account listing. If the registration meets all eligibility requirements as defined in the then-current Overview, Symantec will approve the registration and issue Eligible Partner with a unique Deal ID number (Deal ID). Deal IDs are specific to the end user customer for which the deal was approved. Deal IDs are valid for a period of sixty (60) days from date of approval, and they are granted to the Eligible Partner who first registers the opportunity (the “Incumbent Eligible Partner”). The Incumbent Eligible Partner is encouraged to close the transaction within sixty (60) days. If the transaction has not closed within this time period the Deal ID automatically expires. Following expiration of the Deal ID the registration process starts again. The original Incumbent Eligible Partner or any other Eligible Partner may then register the transaction for the same end user customer. In this circumstance the first Eligible Partner to register the opportunity will receive the new Deal ID and be the new Incumbent Eligible Partner for that registration, and solely eligible for the Benefit. Discounts At the time of opportunity registration in the Margin Builder Tool, Eligible Partner will be required to select the Authorized Distributor with whom Eligible Partner will place its order for the registered opportunity. Partner Status
Recommended Discount*
Expert level Competency Partners in the Eligible Competencies
20%
Principal level Competency Partners in the Eligible Competencies 20% Registered Partners
10%
Symantec proprietary/confidential—internal and registered Symantec Partner Program participants and other partners under NDA use only.
3
Symantec Partner Program Benefit Overview - Margin Builder (Channel Partners)
*Symantec will provide sufficient discount to the nominated Authorized Distributor to enable them to provide Eligible Partner with an additional recommended discount on closed deals approved via the Margin Builder Tool as outlined in the table above. Any actual pricing will ultimately be as agreed between the Authorized Distributor and the Eligible Partner. From time to time Symantec may make available certain promotions, which offer the potential to earn further enhanced recommended discounts. Such promotions are at the discretion of Symantec and will be subject to stated terms and conditions. Changes to this Over Overview view While Symantec tries to assure the completeness and accuracy of this information, occasionally we will need to provide corrections to this Overview. Symantec reserves the right to do this by publication via PartnerNet, email to Eligible Partners, or other electronic means. If you have any questions, please contact [email protected]. Changes to or T Termination ermination of Benefit Symantec reserves the right to vary the terms of this Benefit or to cancel the Benefit upon publishing notice of such amendment or cancellation at https://partnernet.symantec.com. The effective date of termination shall be the date on which notice of such cancellation or termination is posted at https://partnernet.symantec.com. If the Benefit is cancelled or terminated, Symantec will pay any payment to which Eligible Partner is entitled prior to such cancellation or termination. However, failure to comply with applicable laws and regulations such as the Foreign Corrupt Practices Act or the UK Bribery Act, and failure to avoid conflicts of interest, will result in immediate termination of any outstanding payment or reimbursement related to this Benefit in accordance with SPP Terms and the Opportunity Registration Terms and Conditions. Application of LLe egal T Terms erms The terms governing Eligible Partner access and use of the Benefit described in this Benefit Overview are comprised of all the following documents, in this order of precedence: first, this Benefit Overview; the Margin Builder Terms and Conditions; the relevant Supplement(s) to the SPP Terms; and, the SPP Terms (the latter is comprised of Eligible Partner’s SPP enrollment Agreement and SPP Program Guide).
Symantec proprietary/confidential—internal and registered Symantec Partner Program participants and other partners under NDA use only.
4
Symantec Partner Program Benefit Overview - Margin Builder (Channel Partners)
More Information View the terms and conditions on PartnerNet Terms and Conditions and Margin Builder Overview Visit our website http://symantec.com/partners Symantec Limited Ballycoolin Business Park Blanchardstown Dublin 15 Ireland
Copyright © 2014 Symantec Corporation. All rights reserved. Symantec, the Symantec Logo, and the Checkmark Logo are trademarks or registered trademarks of Symantec Corporation or its affiliates in the U.S. and other countries. Other names may be trademarks of their respective owners. 10/14
Symantec proprietary/confidential—internal and registered Symantec Partner Program participants and other partners under NDA use only.
5
