Symantec Secure One⢠Margin Builder Benefit Overview
Symantec Secure One™ Margin Builder Benefit Overview (Channel Partners) EMEA: November 2015
Partners who meet the defined criteria below in Symantec Secure One™ (“Secure Secure One One”), (previously called the Symantec Partner Program) are eligible (“Eligible Eligible P Partner artner”) for participating in the Secure One Margin Builder Benefit (“Benefit Benefit”). Margin Builder is designed to reward Eligible Partners who actively identify, develop, and close incremental small and medium business sales opportunities for Eligible Products. Eligible Partner can register deals online using the Margin Builder Tool (www.marginbuilder.com) and earn an additional recommended discount via their chosen participating Distributor on qualifying deals. Partner Eligibilit Eligibilityy The Benefit is available to Platinum, Gold, Silver or Registered Partners in Europe, Middle East and Africa (“EMEA EMEA”) who (i) are a member of in good standing in Secure One (ii) meet the Benefit criteria. Benefit Criteria • Accep Acceptance tance of T Terms erms & Conditions Conditions. Eligible Partner must have accepted the online Margin Builder Benefit Terms and Conditions. • Compliance with Secure One Requirements Requirements. Eligible Partner must at all times comply with all Secure One Terms including all provisions related to compliance (refer to Section 9 (“Compliance”) of the Secure One Agreement). Refer also to the “Importance of Compliance with Secure One 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 Secure One. 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: New P Partner-Pro artner-Prospected spected Business: • A new end user customer account for Symantec; • A new sales opportunity for add-on sales of existing products within an existing Symantec account; and or • A new sales opportunity for new products within an existing account. Prior to registering an opportunity, Eligible Partner must have completed the following pre-sales activities for the opportunity they are registering: • Prospected and uncovered the opportunity • Qualified the opportunity
Symantec proprietary/confidential—internal and registered Symantec Secure One participants and other partners under NDA use only.
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Symantec Secure One™ Margin Builder Benefit Overview (Channel Partners)
• Engaged with the decision maker • Quantified the budget • Identified estimated date of closure Registration is based on a specific opportunity within the customer account. Registration of the opportunity does not apply to the entire customer account, but only to the specified opportunity. Qualifying opportunities may not be registered in both Symantec’s Opportunity Registration Benefit and the Margin Builder Benefit. The qualifying deal sizes for Margin Builder registrations are as follows: Desktop-based Eligible Products: • 25-150 customer seats – New licenses – Version upgrades – Cross-grade licenses • 5-150 customer seats – Competitive upgrade licenses • End user customers may not exceed 150 employees as indicated by Dun & Bradstreet. Ser Server-based ver-based Eligible Products: • Between 1 and 5 servers maximum per Eligible Product • 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 Ex Exclusions clusions/No /Nott Qualified • • • • • • • • •
Renewals Maintenance / Support Symantec Named Accounts Deals approved for another Partner in Margin Builder or Opportunity Registration Business Critical Services Transactions using/including a License Transfer Worksheet ("LTW") Eligible Partner's direct purchases Appliances Managed Services (MSS)
Symantec proprietary/confidential—internal and registered Symantec Secure One participants and other partners under NDA use only.
2
Symantec Secure One™ Margin Builder Benefit Overview (Channel Partners)
Partner organizations are not considered end user customers under the Margin Builder Benefit. Eligible Partners are not allowed to use Margin Builder benefits on transactions for their own internal use or to resell to other Symantec Partners or Resellers. Sales deals already entered and approved into the Margin Builder database, and sales deals made by Partners who do not meet the eligibility requirements as defined in the then-current Benefit Overview do not qualify under this Benefit. Eligible Products • Symantec Endpoint Protection Small Business Edition • Symantec Endpoint Protection • Symantec Protection Suite The current list of 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 Partner Net. Registration and Validation 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. Duration of Mar Margin gin Builder Benefits Benefits are available only when a Margin Builder registration has been approved. Registrations are valid for sixty (60) days from the date of approval and are granted only to the Eligible Partner who first registers the opportunity (“Originating Originating Eligible Partner artner”). Originating Eligible Partner is encouraged to close the transaction within sixty (60) days. If the transaction has not closed within this time period, the Margin Builder registration automatically expires. Requests for extensions beyond the sixty (60) day timeframe will not be granted. Following the expiration of a Margin Builder registration, the registration process begins again. The Originating Eligible Partner or any other Eligible Partner may then register the transaction for the same end user customer. Then the first Eligible Partner to register the opportunity will receive a new approval confirmation and become the new Originating Eligible Partner for that registration and be solely eligible for the benefits of this Benefit for the new registration.
Symantec proprietary/confidential—internal and registered Symantec Secure One participants and other partners under NDA use only.
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Symantec Secure One™ Margin Builder Benefit Overview (Channel Partners)
Additional Requirements, Limitations, and Ex Exclusions clusions • Symantec will only consider registrations for end user customers who do not appear on Symantec’s internally designated Named Account listing. Please contact your account manager if you require any clarification 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. • Symantec reserves the right to contact the end user customer regarding the registered opportunity in order to verify that the above requirements are met. • In addition to Symantec’s normal audit rights under Secure One Agreement, Symantec reserves the right to audit any and all Margin Builder registrations. Intentional misuse of the Benefit may subject a partner to corrective action by Symantec. Corrective action would include withholding the Benefit, and could include a suspension from further participating in the Benefit, suspension from Secure One, or other corrective action by Symantec. • All program opportunities must be registered online using the Margin Builder Tool via https://partnernet.symantec.com or www.marginbuilder.com. If the registered opportunity meets all of the eligibility requirements of the then-current Benefit Overview, the registration will be approved. Eligible Partner will be notified of approval of registered opportunities via email. Formal notification will be sent from the Margin Builder Tool via email to the email address used to register the opportunity. Verbal approvals are not granted and Symantec Sales Representatives are not authorized to provide Benefit approvals. Benefit Compensation 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 Tier
Recommended Discount*
Platinum, Gold or Silver
20%
Registered Partners
10%
*Symantec will provide sufficient discount to the participating 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. Discounts and Reporting Eligible Partner must provide the Margin Builder Identification Number (“MBID MBID”) on their purchase order to their participating Symantec Authorized Distributor for all registered and approved opportunities. The MBID should be placed in the shipping instructions or where a Partner normally places a Business Approval Number when exception pricing is required.
Symantec proprietary/confidential—internal and registered Symantec Secure One participants and other partners under NDA use only.
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Symantec Secure One™ Margin Builder Benefit Overview (Channel Partners)
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 Secure One Terms and the Margin Builder 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 Secure One Terms; and, the Secure One Terms (the latter is comprised of Eligible Partner’s Secure One enrollment Agreement and Secure One Guide). More Information View the terms and conditions on PartnerNet Terms and Conditions and Margin Builder Overview Visit our website http://partnernet.symantec.com/ Symantec Limited Ballycoolin Business Park Blanchardstown, Dublin 15 Ireland
Copyright © 2015 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. 11/15 EMEA
Symantec proprietary/confidential—internal and registered Symantec Secure One participants and other partners under NDA use only.
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Partners who meet the defined criteria below in Symantec Secure One™ (“Secure Secure One One”), (previously called the Symantec Partner Program) are eligible (“Eligible Eligible P Partner artner”) for participating in the Secure One Margin Builder Benefit (“Benefit Benefit”). Margin Builder is designed to reward Eligible Partners who actively identify, develop, and close incremental small and medium business sales opportunities for Eligible Products. Eligible Partner can register deals online using the Margin Builder Tool (www.marginbuilder.com) and earn an additional recommended discount via their chosen participating Distributor on qualifying deals. Partner Eligibilit Eligibilityy The Benefit is available to Platinum, Gold, Silver or Registered Partners in Europe, Middle East and Africa (“EMEA EMEA”) who (i) are a member of in good standing in Secure One (ii) meet the Benefit criteria. Benefit Criteria • Accep Acceptance tance of T Terms erms & Conditions Conditions. Eligible Partner must have accepted the online Margin Builder Benefit Terms and Conditions. • Compliance with Secure One Requirements Requirements. Eligible Partner must at all times comply with all Secure One Terms including all provisions related to compliance (refer to Section 9 (“Compliance”) of the Secure One Agreement). Refer also to the “Importance of Compliance with Secure One 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 Secure One. 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: New P Partner-Pro artner-Prospected spected Business: • A new end user customer account for Symantec; • A new sales opportunity for add-on sales of existing products within an existing Symantec account; and or • A new sales opportunity for new products within an existing account. Prior to registering an opportunity, Eligible Partner must have completed the following pre-sales activities for the opportunity they are registering: • Prospected and uncovered the opportunity • Qualified the opportunity
Symantec proprietary/confidential—internal and registered Symantec Secure One participants and other partners under NDA use only.
1
Symantec Secure One™ Margin Builder Benefit Overview (Channel Partners)
• Engaged with the decision maker • Quantified the budget • Identified estimated date of closure Registration is based on a specific opportunity within the customer account. Registration of the opportunity does not apply to the entire customer account, but only to the specified opportunity. Qualifying opportunities may not be registered in both Symantec’s Opportunity Registration Benefit and the Margin Builder Benefit. The qualifying deal sizes for Margin Builder registrations are as follows: Desktop-based Eligible Products: • 25-150 customer seats – New licenses – Version upgrades – Cross-grade licenses • 5-150 customer seats – Competitive upgrade licenses • End user customers may not exceed 150 employees as indicated by Dun & Bradstreet. Ser Server-based ver-based Eligible Products: • Between 1 and 5 servers maximum per Eligible Product • 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 Ex Exclusions clusions/No /Nott Qualified • • • • • • • • •
Renewals Maintenance / Support Symantec Named Accounts Deals approved for another Partner in Margin Builder or Opportunity Registration Business Critical Services Transactions using/including a License Transfer Worksheet ("LTW") Eligible Partner's direct purchases Appliances Managed Services (MSS)
Symantec proprietary/confidential—internal and registered Symantec Secure One participants and other partners under NDA use only.
2
Symantec Secure One™ Margin Builder Benefit Overview (Channel Partners)
Partner organizations are not considered end user customers under the Margin Builder Benefit. Eligible Partners are not allowed to use Margin Builder benefits on transactions for their own internal use or to resell to other Symantec Partners or Resellers. Sales deals already entered and approved into the Margin Builder database, and sales deals made by Partners who do not meet the eligibility requirements as defined in the then-current Benefit Overview do not qualify under this Benefit. Eligible Products • Symantec Endpoint Protection Small Business Edition • Symantec Endpoint Protection • Symantec Protection Suite The current list of 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 Partner Net. Registration and Validation 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. Duration of Mar Margin gin Builder Benefits Benefits are available only when a Margin Builder registration has been approved. Registrations are valid for sixty (60) days from the date of approval and are granted only to the Eligible Partner who first registers the opportunity (“Originating Originating Eligible Partner artner”). Originating Eligible Partner is encouraged to close the transaction within sixty (60) days. If the transaction has not closed within this time period, the Margin Builder registration automatically expires. Requests for extensions beyond the sixty (60) day timeframe will not be granted. Following the expiration of a Margin Builder registration, the registration process begins again. The Originating Eligible Partner or any other Eligible Partner may then register the transaction for the same end user customer. Then the first Eligible Partner to register the opportunity will receive a new approval confirmation and become the new Originating Eligible Partner for that registration and be solely eligible for the benefits of this Benefit for the new registration.
Symantec proprietary/confidential—internal and registered Symantec Secure One participants and other partners under NDA use only.
3
Symantec Secure One™ Margin Builder Benefit Overview (Channel Partners)
Additional Requirements, Limitations, and Ex Exclusions clusions • Symantec will only consider registrations for end user customers who do not appear on Symantec’s internally designated Named Account listing. Please contact your account manager if you require any clarification 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. • Symantec reserves the right to contact the end user customer regarding the registered opportunity in order to verify that the above requirements are met. • In addition to Symantec’s normal audit rights under Secure One Agreement, Symantec reserves the right to audit any and all Margin Builder registrations. Intentional misuse of the Benefit may subject a partner to corrective action by Symantec. Corrective action would include withholding the Benefit, and could include a suspension from further participating in the Benefit, suspension from Secure One, or other corrective action by Symantec. • All program opportunities must be registered online using the Margin Builder Tool via https://partnernet.symantec.com or www.marginbuilder.com. If the registered opportunity meets all of the eligibility requirements of the then-current Benefit Overview, the registration will be approved. Eligible Partner will be notified of approval of registered opportunities via email. Formal notification will be sent from the Margin Builder Tool via email to the email address used to register the opportunity. Verbal approvals are not granted and Symantec Sales Representatives are not authorized to provide Benefit approvals. Benefit Compensation 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 Tier
Recommended Discount*
Platinum, Gold or Silver
20%
Registered Partners
10%
*Symantec will provide sufficient discount to the participating 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. Discounts and Reporting Eligible Partner must provide the Margin Builder Identification Number (“MBID MBID”) on their purchase order to their participating Symantec Authorized Distributor for all registered and approved opportunities. The MBID should be placed in the shipping instructions or where a Partner normally places a Business Approval Number when exception pricing is required.
Symantec proprietary/confidential—internal and registered Symantec Secure One participants and other partners under NDA use only.
4
Symantec Secure One™ Margin Builder Benefit Overview (Channel Partners)
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 Secure One Terms and the Margin Builder 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 Secure One Terms; and, the Secure One Terms (the latter is comprised of Eligible Partner’s Secure One enrollment Agreement and Secure One Guide). More Information View the terms and conditions on PartnerNet Terms and Conditions and Margin Builder Overview Visit our website http://partnernet.symantec.com/ Symantec Limited Ballycoolin Business Park Blanchardstown, Dublin 15 Ireland
Copyright © 2015 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. 11/15 EMEA
Symantec proprietary/confidential—internal and registered Symantec Secure One participants and other partners under NDA use only.
5
