!!! Thales Partner Program Teamwork, Commitment, Success!

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1 Thales Partner Program Teamwork, Commitment, Success

2 >> Thales Partner Program Teamwork, Commitment, Success Building a Business with Thales Today, the utilization of cryptography is expanding rapidly with technologies such as encryption becoming central to the mainstream IT security and data protection industries. The growing need for customers to satisfy data privacy mandates and compliance obligations, pass audits as cost effectively as possible, and ensure their management processes can withstand the pressures of business continuity and scalability creates an unprecedented range of opportunities for you. Members of the Thales Partner Program are free to adopt a focused approach, targeting a specific market need or particular Thales product area, or jump right in and represent the complete Thales e-security portfolio as a way to rapidly expand your business. It s entirely up to you. Together we ll evaluate your business model, discuss the addedvalue and market expertise you bring to the partnership, and review your service and support offerings to maximize the value to our customers and agree the goals of our partnership. We want our partners to be successful driving revenues and creating opportunities from the start. Our partner program will provide you with the tools, training, support, and resources that you need to advance your business. If you re serious about wanting to help customers implement secure encryption and key management solutions - then partnering with Thales e--security is the right choice for you Carry A Leadership Product Portfolio Partners play a critical role in helping us meet customers' needs, and we are deeply committed to your success. The Thales e-security product portfolio addresses security concerns across the extended enterprise spanning network and storage infrastructure, payment systems, critical business applications, supply chain, and security management infrastructure. Here are just a few of the benefits you can assist customers to realize: Accelerated deployment of enhanced security for critical business systems Streamlined key management delivering reduced operational costs Customized security solutions to address specific business goals Simplified compliance reporting and reduced auditing costs Flexibility to evolve and expand data protection strategies to address shifting mandates and tightening consumer expectations The utilization of cryptography is expanding rapidly 2

3 >> Thales Partner Program Teamwork, Commitment, Success The Thales e-security Solution Portfolio Includes: Network Security Thales Datacryptor Datacryptor is a family of stand-alone hardware-based encryption platforms that utilize the strongest commercially available cryptography to secure information as it traverses public and private networks. Certified to the most recognized encryption best practices, FIPS 140-2, the Datacryptor family provides a number of significant advantages over network switch and router based encryption. Storage Security Thales Encryption Manager for Storage (TEMS) TEMS lowers the total cost of ownership and helps ensure business continuity for customers deploying storage level encryption. TEMS eliminates the need to maintain multiple key management systems across tape, disk and SAN infrastructures. TEMS is a standards-based, vendor neutral approach to unifying encryption management in mixed storage environments, and provides a turnkey solution that reduces the risk of losing keys, enforces key management policies to demonstrate compliance, and automates many of the complex, costly and time consuming tasks of managing encryption keys throughout the complete lifecycle. Application Security Thales nshield Hardware Security Modules Partners can uncover new opportunities across multiple industries by leveraging the most comprehensive range of general purpose hardware security modules (HSMs) in the industry. Available in multiple form factors to suit a variety of deployment scenarios, the family of nshield HSMs protects a wide range of custom built and commercial software applications ranging from databases, web servers, credential management, authentication, code signing, time stamping, and public key infrastructure (PKI). All nshield HSMs are FIPS level 3 certified and provide the easiest method of delivering tamperresistant protection in remote locations, traditional datacenters and virtualized environments. Payment Security Thales payshield Hardware Security Modules Partners with expertise and that focus on the banking and financial industry are ideally placed to work the Thales payshield HSMs. These market leading products feature functionality dedicated to the processing of credit and debit card transactions, mobile payments and payment card, and PIN issuance. The Thales payshield HSM is fully integrated with all leading payment processing applications and is fully certified to satisfy industry mandates. 3

4 >> Thales Partner Program Teamwork, Commitment, Success Benefits of Partnership As a Thales Partner, we offer different levels of partner engagement and business models so that you can chose the one that s right for you. Our Program provides dedicated Sales Resources to help you sell, Marketing Tools and Demand Generation Programs to help you engage your customers, Training and Knowledge Transfer to ensure you re equipped to present and deploy the Thales offerings, and Technical Support Tools and Assistance to provide just the right level of post-sale support required. Collectively these tools and activities underpin a sustainable business, and provide the ability to successfully react to new business opportunities and increase value to your customers. Thales Partner Program Member Benefits Sales Resouces Thales Sales Manager Sales Discounts Discounted Lab and Support Products Customer Evaluation Units Benefits Each partner has an assigned Thales Sales Manager who is committed to your success, revenue growth objectives, and is your primary channel advocate supporting you to uncover new opportunities, identify solution alternatives, and assists in closing business. Partners receive aggressive discounts based on your chosen business model, level of investment, and revenue commitments. Suitably trained and accredited Partners may purchase Thales products to act as evaluation units or to establish support or interop/testing labs at a 50 percent discount on a not-for-resale basis (up to $100K per year). Partners can request loan equipment from Thales to support customer evaluation activities (up to a maximum of 30 days). Marketing Tools & Demand Programs Joint Development Funds Marketing & Demand Generation Tools Thales Logo and Partner Branding Partner Communications Speaker Access Website Promotion Benefits Partners may request Thales co-funding for marketing initiatives as part of a joint marketing investment plan. Thales ensures Partners have access to the right information, preapproved marketing tools and re-usable content to help you position, promote, and sell Thales products in the context of our joint solution. Thales grants Partners the right to leverage the Thales brand and product trademarks and encourages the promotion of your participation in the Thales Partner Program. Thales believes good communication is essential to success and commits to regular and timely partner updates and notifications. Additionally, we ll help you leverage our press and analyst communication investments to gain additional market exposure for your business. To help reinforce your own promotional activities, Partners can request access to Thales experts to support online, recorded or live events. Partners are prominently listed on the Thales website to publicly demonstrate our mutual commitment and to help end-user prospects engage you at the local level. 4

5 >> Thales Partner Program Teamwork, Commitment, Success Training & Knowledge Transfer Training & Certification Benefits Thales provides sales and technical training courses throughout the year and certifies attendees that achieve the appropriate level of expertise. These are offered in Thales facilities, at your facility, or at a customer facility depending on your requirements. Technical Support Webinar Training Annual Partner Conference Support Tools & Assistance Product Maintenance & Support Services Your regional Thales Technical Sales Engineer works with you on a regular basis to ensure you have access to the latest technical information, and have the opportunity to establish technical support relationships at the local level. Partner sales and technical webinars are held on a regular basis to enable you to learn about industry security trends, product updates, and the latest successful sales tips in both live and on-demand replays. Partners are invited to participate in annual regional Thales Partner conferences where you can gain further training, hear about our future roadmap plans, and win recognition for partner sales achievements. Benefits Partners have the opportunity to resell Thales product maintenance programs and customer support services as part of your own customer Service Level Agreements. Appropriately trained Partners also have the opportunity of providing in-house Level 1 customer support, as a way to increase customer value and provide incremental margin opportunities. Customer Support Portal & Hotline Beta Program Participation Application Consulting Program Product Marketing Support Partners and your customers can leverage Thales Customer Support Portal or local support Hotline for access to fast and efficient issue resolution. Partners may leverage Beta programs internally or with your customers who desire to be early innovators and adopters of new solutions or technology. Thales Advance Solutions Group offers the Application Consulting program for you to utilize the combined intellectual capital and experience of our technical teams to add value to your customers implementations. Where ever required, you have direct access to Thales Product Marketing expertise to help you understand and articulate the appropriate components of the Thales portfolio and the markets that they serve. 5

6 >> Thales Partner Program Teamwork, Commitment, Success 3 Tiers for Reselling Partnerships Thales is committed to market growth through Partnering. There are three levels for reselling partners that offer greater margins, discounts, and rewards commensurate with your chosen business model and commitment to Thales. Partners agree to specific business commitments, training certifications, and service skills, which enable you to effectively represent Thales encryption and key management solutions to your prospects and customers. In addition, we work closely with Partners to agree the optimum approach to provide post-sale technical support and maintenance services to customers. Partners have the opportunity to resell one or more of the various packaged Thales support and maintenance services as a way to accrue recurring revenues from your customer base. Additionally, suitably trained Partners have the opportunity to provide your own level 1 customer support services using their own in-house resources and expertise. Our goal is to provide you with a number of choices regarding your level of engagement with Thales as you seek to develop your security portfolio, increase customer satisfaction, and maximize your business. potential. You can start with minimal investments today, and gradually grow your business adding additional revenue streams, and take advantage of higher margins as your knowledge, comfort level, and commitment to Thales matures over time. The following offers a quick program summary. We work closely with Partners to create an optimum plan 6

7 >> Thales Partner Program Teamwork, Commitment, Success Reselling At-A-Glance Partner Accreditation Levels Minimum sales targets $50K $250K $500K Jointly agreed annual Business Plan Range of discounts for product sales (varies by product types) 10-15% 20-25% 30-40% Possesses adequate skill sets to explain Thales products to prospects & customers Commits to maintain demonstration skills Option to provide Level 1 post-sale customer support Option to provide customer installation services Opportunity to participate in discounted lab/support equipment purchase program (subject to appropriate training) Provides regular forecast/pipeline reporting Reference Thales on Partner Website Participate in marketing demand generation & promotion activities for Thales solutions Commitment to maintain minimum number of Thales trained sales representatives 1 Commitment to maintain a minimum number of Thales trained technical representatives 2 For Distributor Only: Must organize minimum training sessions for sales and sales support personnel of the Indirect Resellers 1 Number of people to be trained is based on the Thales reseller profile on case-by-case basis. 2 Number of people to be certified is based on the Thales reseller profile on case-by-case basis. 7

8 >> Thales Partner Program Teamwork, Commitment, Success Join Thales Today We invite you to join our family and to Partner with Thales e-security, one of the world leaders in the provisioning of information and communication system security solutions for governments, defense, enterprises, and the financial industry. Our best Partners fully leverage Thales s unique position in the market offering our end-to-end security solutions that span the entire value chain. As a Partner, we ll work with you to help assess market opportunities, articulate security solutions for your customers, and enable you to fully leverage our expertise, comprehensive security solutions, and services. If you believe your business would benefit from partnering with Thales, don t delay. Thales is working at setting best-in class partnering standards, sharing our proven best-practices, and working cohesively with all types of Partners. Please contact a Thales e-security representative to request and complete a Thales Partner Application so we can further discuss your interest. Allow us the opportunity to personally explain how you can become part of our elite Thales Partner community, provide ways to help differentiate your business, and drive growth and profitability through a Thales partnership. You can become part of our elite Thales Partner Community 8

9 >> Thales Partner Program Partner Reseller FAQ Thales Partner Reseller FAQ Q: What is the value of becoming a Thales Partner? A: A Thales partnership is a win win proposition Partnering with Thales enables you to leverage our brand and market reputation to expand your portfolio and further your company s market penetration. Thales offers you a solution that is not over distributed and delivers double digit margin to your business. You can represent and resell Thales e-security encryption and key management leadership technology to expand your market reach. Like Thales, you can deliver robust and leadership solutions for customers in the aerospace, defense, communications and security industries, and help them solve the most challenging of customer security requirements. As new threats and vulnerabilities continue to surface, you have the opportunity to capitalize on this growing business opportunity and solve customer requirements with our best-of-breed cryptographic secure HSM technology. Q: What makes Thales unique or different? A: Over time, we have built an in-depth knowledge of the markets we serve, leveraging decades of security experience to grasp the intricacies of our customers operational decision-making processes and propose the best solutions for each situation. Our technology innovations and technological developments make our HSM Hardware Security Modules (HSMs) one of the most secure platforms on the market today for cryptography and key management solutions. Our solutions protect some of the largest and most well-known customers across the globe. Q: What are the requirements to join the Thales Partner Program? A: You must be able to meet the minimum requirements as outlined in the Reselling At-A-Glance Table previously shown to become a Thales Partner. Q: What does it cost to become a Thales Partner? A: There is no cost to become a Thales Partner. However, Partners must meet the contractual commitments and requirements for training and certification agreed upon. Q: What does a Prospective Partner have to fill out to be considered for a Thales Partnership? A: You complete a Thales Partner Application that contains the necessary background and financial information enabling Thales to fully evaluate the desire and potential fit of a partnership with us. Q: Where do I acquire a Thales Partner Application? A: You can send an to partners@thales-esecurity.com and request an application or contact a local Thales sales representative to request an application. Q: Can a Partner carry just one Thales product line or must they represent the entire product portfolio offerings? A: Yes, A partner can represent one or multiple Thales offerings. You must however, meet the partner profile requirements to represent that Thales solution product line. Q: If my application is approved, what s the next step in the process? A: A Thales Contract Business Agreement is established and jointly signed by both companies. 9

10 >> Thales Partner Program Partner Reseller FAQ Q: Once the Contract for a Thales partnership is in place, what happens next? A: An assigned Thales sales representative covering your territory will help guide you through the necessary steps to ensure a successful partnership with Thales. A Partner Business Plan will be jointly developed. This document contains very specific partner sales goals, target markets to penetrate, joint account mapping, revenue commitments, Key performance indicators (KPI)s, product volumes, defined numbers of sales and pre-sales technical resources are identified that will focus on the Thales business and are all agreed upon and documented in this plan. This document also includes a Partner Training Plan Section and a Partner Marketing Plan Section that are developed with the sole purpose to support our jointly defined partnering business goals and objectives. Q: What is the definition of Partner Value-Add to Thales? A: A Partner s Value-Add to sell Thales solutions includes: A proactive, outbound sales organization Ability to provide end-users with design, configuration, pre-and post-sales support, and troubleshooting Experience in specific applications and /or verticals that leverage the Thales solution sets Sales of complementary solutions to Thales Solution technology Security Consulting expertise Partner has their own software application solution that leverages the Thales HSMs hardware technology Q: Are Partners required to have dedicated resources to drive their Thales business? A: Thales expects Partners to have trained and capable sales and pre-sales technical resources identified per our contractual agreement, who share our joint business plan goals and objectives of driving growth of Thales cryptography and/or key management solutions you represent. Q: How do Partners get trained on Thales solutions? A: Thales hold a number of free training sessions each quarter to help Partners learn about our technology and offerings. These are held at various Thales facilities on a scheduled basis. Additionally, you may request to hold onsite training classes, engage in informal Lunch & Learns, technology exchanges and attend informative webinars as desired. Q: Does Thales offer any certifications? A: Yes, You can achieve a Thales nshield Certificated Solution Engineer (NCSE), a Thales nshield Certified Software Developer (NCSD) or a Thales payments payshield Certified Software Engineer (pcse) certification as a partner. Certified Partners are more valuable to both customers and Thales. Q: Can Partners leverage Thales marketing materials? A: Yes, Partners are encouraged to leverage all available Thales marketing and promotional materials. You are encouraged to develop jointly branded Partner/Thales marketing materials for your use carrying our joint branding for maximum market impact. Q: Will Thales co-fund Partner marketing? A: Yes, Partners who have created a Thales Marketing Plan, in support of our joint Thales Business Plan, have the opportunity to request Co-Marketing funding support for various marketing activities. These are not one-off demand generation activities, but are a part of an overall plan for our Partnering success. Q: Is there a requirement Partners must meet to leverage the 50% off Lab/Support Program offering? A: Yes, Partners must have pre-sales technical training prior to taking advantage of this discount program offering that enables you to purchase up to two pieces of equipment for lab use at a significant discount. 10

11 >> Thales Partner Program Partner Reseller FAQ Q: Are customer demo units available to Partners? A: Yes, trained Partners can leverage a 30-day customer loaner program which is designed to help you turn customer evaluations into solid sales at the end of the evaluation period. Unsold units are returns to Thales. Q: Is there a requirement to promote our joint Partnership on our individual websites? A: Yes, both Thales and our Partners agree to have a URL link to each other s website and promote our partnership complete with company logos, product images, and descriptions where appropriate. Q: Are there opportunities for Partners to earn services margins and revenues? A: Yes, Certified Partners have the opportunity to earn additional discounts by either reselling Thales maintenance and support contracts, or providing Level 1 support services directly to your customer base. Q: Are Partners required to provide forecast and pipeline reporting to Thales? A: Yes, Partners routinely work with their local Thales Sales Representative and provide timely insight into forecasts and pipeline opportunities. Your Thales rep will work with you to help drive closure of your opportunities if desired, or secure additional assistance needed. Q: How often are Thales Partner contracts renewed? A: Thales Reseller Agreements are reviewed and renewed yearly. Partner discounts are revisited and increased or decreased based on your meeting and /or exceeding the partner contractual commitments established within the tier level of the valid partnership. Contracts also identify KPIs (Key Performance Indicators) which may be established for market penetration for our joint success. Q: Who is Thales Group? A: Thales Group is the successful French-based parent company of Thales e-security. Its expertise and business divisions include the markets of Defense, Security, Space, Aerospace and Ground Transportation. Thales Group is actively working to market the world a safer place by providing customers with the capability to decide and act quickly in critical, complex situations. Both Thales Group and Thales e-security focus on reducing the risk and complexity of managing critical information flow across infrastructures and expanding networks. We help reduce the growing risk of cybercrime and stolen information. 11

12 >> Thales Partner Program Partner Sales and Technical Training Partner Sales and Technical Training Trained partners are essential to the success of the Thales Partner Program and a best-of-breed partnership channel. Thales offers a variety of partner training options you can take advantage of during our partnership. These include video based training, webinars, class room (both at Thales and your locations), and individual knowledge exchange opportunities globally. These offerings help partners to select the appropriate level of training to be successful with your customer base, and ensure you can effectively support your customer s implementations. Our educational offerings help improve your staff s product expertise, hone your appropriate technical expertise, and strengthen your sales skills. We collectively work to deepen our partner s application and technology understanding of evolving industry and government mandates that drive demand for Thales cryptography offerings. We help you sharpen your skills to identify and capture greater opportunities and revenues that result in solving customer s business challenges. Program Requirements Partners agree to establish a minimum number of trained sales and pre-sales technical individuals within our joint Partner Business Agreement Contract. As individuals come and go within your company, this minimum level of trained partners is to be maintained, and is revisited on a yearly basis to ensure we continue to meet our joint commitments for success. Thales Sales Training Overview Thales offers Partners the opportunity to enhance your sales understanding of cryptography and key management solutions, identify market trends, and help customers know how to meet compliance for industry and government security and auditing mandates. Our training course offerings are focused on maximizing your sales opportunities, and include sessions that help prepare sales professionals to uncover key need, drivers, and effectively position Thales solutions for; Application security, Storage security, Network security, and Payment security challenges. Thales payshield 9000 and Remote Manager - payshield Certified Systems Engineer - (pcse) The Thales payshield and Remote Manager training (pcse) prepares you to deploy and remotely manage customer payshield 9000 HSM payment solutions. This three day (3) course has been designed for both personnel new to the Payment HSM and Remote Manager, and those wishing to improve their knowledge. It will enable you to acquire the skills necessary to identify the tasks involved in supporting cryptographic payments infrastructures and how to leverage our physically secure, tamperresistant hardware device for securing financial transaction applications including; PIN encryption and verification, debit card validation, stored value card issuing and processing, chip card issuing and processing, message authentication and symmetric key management. This course is offered from our Thales Weston, FL or Long Crandon, UK facility. A course certificate will be issued to you for participation. Thales nshield Hardware Security Module - nshield Certified Systems Engineer (NCSE) The Thales nshield Certified Systems Engineer Training enables your team to quickly prepare for the deployment and operation of Thales hardware security modules (HSMs) from the Thales ncipher product line. Certification means your staff members have met the expectations of Thales consultants and are ready to manage HSMs. Our goal is to help you better meet your customer s solution and implementation requirements. This course is two (2) days and is offered at our Weston, FL, Milpitas, CA and Cambridge, UK facilities. A course certificate will be issued to you for participation. 12

13 >> Thales Partner Program Partner Sales and Technical Training Thales Certified Solution Developer Certification (NCSD) Thales Certified Solution Developer Training enables Partners to quickly learn the skills needed to build, test, and deploy HSM applications using Thales ncipher HSMs product line. Thales NCSD Certification helps ensure Partner developers are ready to leverage the complete capabilities of Thales HSMs, allowing your team to deliver projects faster and on budget. Thales training exposes developers to the broad capabilities of Thales HSMs and their available integration interfaces. In this two (2) day training, developers learn the full range of application programming interfaces (APIs) available and throughout the training, newly learned skills are reinforced and proficiency evaluated. Developers write and run code to gain practical experience. Certified Partners leave with the practical skills and confidence to immediately begin developing your customer applications. This course is offered at our Weston, FL, Milpitas, CA and Cambridge, UK facilities. A course certificate will be issued to you for participation. Partners Who Desire to Offer Training and Their Own Professional Service Capabilities In addition to training our Partners for your own knowledge, Thales offers Partners the opportunity to resell Thales training and or Thales Advanced Solution Group s (ASG) Application Consulting Program solutions to your customer base. Reselling Thales services is another way to expand the total solution offerings you can promote to your customers. Partners resell Thales offerings and Thales ASG subcontracts the delivery to your customer in support of our partnership. Sometimes Partners also wants to offer training and professional services that they deliver themselves through their own Value-Added Professional Services organizations. In this case, to deliver Thales training, a Partner must be certified by Thales having taken the Thales courses, and completed a Thales train the trainer session. This ensures the same understanding and high-quality delivery customers have come to expect and associate with the Thales brand among our customer base. You can leverage a set of Thales course materials directly with your customers. Thales ASG is available to equip partners to develop and maximize their own quality professional services consulting offerings to support customers implementations of Thales-based solutions. Maintaining Your Thales Certifications Partners that are already Thales certified engineers for a certain product line are strongly encouraged to maintain certification to cover the latest product versions, and also take advantage of available new product update courses. This way, you will always have the current information to assist your customers. How to Become a Thales Certified Professional Contact your local Thales Sales Representative for a current course schedule. Courses can also be scheduled to meet your individual needs and timeframes. Once you attend the course and pass the product certification exam, you will become a Thales Certified Engineer or Developer 13

14 >> Thales Partner Program Lab and Support Program Lab and Support Program Partner Lab and Support Units: Thales e-security provides our Partners with discounts on Thales products for demonstration and support for your internal use. Certified trained Partners may purchase units at a fifty percent (50%) off list discount on a not-for-resale purchase basis, up to two (2) units per year. End-User Evaluation Units for Prospect/Customers: In support of a Partner s strategic opportunities, a thirty (30) day customer evaluation loaner may be requested for qualified sales opportunities. You can work directly with your Thales Sales Representative who will ensure that we collectively follow the established procedures for preparing, reviewing, routing, approving, processing and managing product that is sent to your customers for evaluation purposes. The process is designed so that your customer s requirements are both documented and ultimately fulfilled. Thales Lab and Support evaluation equipment is defined as products and possibly related services, delivered to the customer for a predefined time period without a customer purchase agreement, contract, or a customer purchase order. This is done with the clear business intention to sell the evaluation product to your customer via a purchase conversion before, or at the end of the evaluation period. Unsold product is returned back to Thales. Standard discounts apply to product hardware and all standard software and licensing of authorized products of evaluation units purchase converted Partners choose normal maintenance contract options that apply to discounted Lab and Support units purchased for your internal use Partners must be a current member of the Thales e-security Partner Program and must be in good standing (meeting annual revenue commitments) with Thales to obtain evaluation units for you or your prospects or customers Partners must be trained before they qualify to leverage the lab/support evaluation program, enabling you to adequately support your prospect or customer evaluations Thales Standard Terms and Conditions apply. Thales reserves the right to amend, modify, suspend, cancel or terminate this program at any time with or without notice Program is void where prohibited or restricted by law or company policy. Thales will not be held liable if the program is in violation of company policies or local country laws Partners should contact your local Thales Sales Representative for assistance 14

15 >> Thales Partner Program Co-Marketing Initiative Guidelines Co-Marketing Initiative Guidelines The Thales Co-Marketing Initiative Guidelines are designed to help you grow your Thales business by encouraging mutually beneficial marketing campaigns that generate increased customer demand. Partners have the opportunity to propose co-marketing initiatives that demonstrate clear program value and documents expected measureable return on investments (ROI) you ll make. Requirements for Co-Marketing An eligible marketing campaign (see list below) Marketing activity must be a part of the joint Thales/Partner Marketing Plan, as documented in our joint Partner Business Plan Program must generate measurable demand for Thales cryptography or key management solutions Partner must own activity and commit with dedicated resources for program execution and success All eligible activities and joint materials must be reviewed and signed off by Thales marketing management prior to execution Eligible Activities and Codes Direct Mail TH01 Advertising/ Internet or Print TH02 Trade Show Event TH03 Sponsorship TH04 Customer Seminar/Event TH05 Sales Support Material TH06 Product / Sales Promotions TH07 3rd Party / Joint Promotions TH08 Demand Generation TH09 Business Forums / Business Groups TH10 Marketing/ List Purchases TH11 Public Relations TH12 Request/Form Submission In order to submit a request you need to complete a Thales Co-Marketing Initiative Request Form. It is essential that you obtain pre-approval with Thales e-security before carrying out any activity; otherwise we cannot guarantee your claim for funding will be approved. The form includes information on the type of activity you want to carry out, and some substantiation for the proposed costs. 15

16 >> Thales Partner Program Co-Marketing Initative Guidelines Pre-Approval/Feedback Upon submission of the Co-Marketing Initiative Request Form, you will be notified through your local Thales Sales Representative or through the local Thales Field Marketing to say that we accept what you have submitted, and the funding to be received. We will provide you feedback on amendments and further information we require before we can approve the request. Marketing Claim and Evidence Once approved, your Partner activity must be completed within ninety days (90) from the approval date. After execution and/or delivery of the marketing activity, you will then need to submit the Thales Co-Marketing Initiative Reimbursement Form. All relevant receipts and invoices need to be attached to this form when submitted. (i.e. proof of performance, itemized invoice, 3rd party invoices or a signed sponsorship agreement). Direct Mail TH01: Copy of artwork, mailing list contacts, date of program, key contact Advertising/Internet or Print TH02: Copy of final artwork, list of where placed, duration of Ad run Trade Show Event TH03: Name of event, # of attendees/leads/registration list, key contact, phone, , title Sponsorship TH04: Name of event, copy of printed sponsorship piece, # attendance at sponsorship event Customer Seminar/Event TH05: Invitation, attendees/leads/registration list, key contact, phone, , title Sales Support Material TH06: Final copy of support materials created, Usage and duration Product / Sales Promotions TH07: Copy of final promotional materials, Usage and duration 3rd Party / Joint Promotions TH08: Name of 3rd party, name of promotional activity, final materials Demand Generation TH09: Final created demand piece or program materials Business Forums / Business Groups TH10: Name of event, location, Invitation or program guide/agenda, # of attendees Marketing/ List Purchases TH11: Final list criteria, # of titles/name purchased, final marketing artwork Public Relations TH12: Where, what activity, final copy (Note: Expenses associated with this agreement will be reimbursed by Thales within 30 days of receipt of complete documentation). Non-eligible reimbursements Thales will not reimburse Partners for costs of the following: alcohol, company hospitality suites, travel, temporary help, internal employees, telephone charges, or any sort of cancellation fees. 16

17 Americas: 2200 North Commerce Parkway, Suite 200, Weston, Florida Tel: or Fax: Asia Pacific: Units 4101, 41/F, 248 Queen s Road East, Wanchai, Hong Kong Tel: Fax: asia.sales@thales-esecurity.com Australia: Level 2, Northbourne Avenue, Turner, ACT 2601, Australia Tel: Fax: sales.australasia@thales-esecurity.com Europe, Middle East, Africa: Meadow View House, Long Crendon, Aylesbury, Buckinghamshire HP18 9EQ Tel: +44 (0) Fax: +44 (0) emea.sales@thales-esecurity.com Copyright Thales e-security - July 29, Americas