Adobe Solution Partner Program Deal Registration Guidelines

Transcription

1 Adobe Solution Partner Program Deal Registration Guidelines For Adobe Solution Partners in North and South America, Europe, the Middle East, and Africa. These guidelines are based on the location of the transaction (i.e. the customer account), and Partner Program eligibility for that region. Created with your professional services business in mind, the Deal Registration (DR) benefit of the Adobe Solution Partner Program (SPP) is designed to initiate a Collaborative relationship between Partners and Adobe on particular opportunities 1. Key advantages include: Opportunity Support: By registering deals, Partners can engage the support of the Adobe Partner sales team to develop and close opportunities. Rules of engagement: Approved Deal Registrations are governed by Adobe s rules of engagement which recognize the Partner s position in the account. Adobe s rules of engagement are summarized below and are located in the Adobe Solution Partner Program Guide. Recognition: Deal Registration enables Adobe to recognize how Partners contribute to specific deals. Reporting and analysis: By registering deals, Partners and Adobe gain visibility to the regions, industries, and solutions where they are having success. Financial incentives: Partners at Business level and above with executed agreements are eligible to receive financial incentives to offset the investments they make in building, maturing, and closing pipeline. Please note: The following guidelines are subject to change at any time. Please refer to the Enterprise Deal Registration Addendum and your Adobe Master Partner Agreement as additional restrictions may apply 2. Deal Registration Guidelines Page 1 of 13 Last Updated: Apr. 10, 2017

2 Eligibility Partners at the Community level can register deals in order to receive all benefits of Deal Registration except for financial incentives which are limited to Partners at the Business, and Premier levels with executed Enterprise Deal Registration Addendum to their Adobe Master Partner Agreement. Opportunity Support When your Deal Registration is approved, you can expect the support of an Adobe Partner Sales Manager who will work with you to engage the Adobe Account Executive responsible for the account. Together, you will deliver a compelling value proposition to the client which results in a license, subscription and/or consulting services for Adobe and potentially a professional services engagement for you. Rules of Engagement Guiding Principles Approved deal registrations are governed by Adobe s rules of engagement which assure integrity and collaboration to deliver outstanding customer results: Partners and Adobe will jointly focus on and create a plan for new business opportunities for Adobe licensed products and blend of Partner and Adobe consulting services. Adobe prefers to license our technology directly with the customer, however, we will resell and sublicense through Partners under the following scenarios: Adobe is unable to transact direct with customer; the Partner has a unique offering that requires a single contract with the customer; or the customer s procurement policies require a single contract for Adobe technology and Partner s services. Resale disqualifies a Partner from receiving financial benefits through Deal Registration or CMF. For new Opportunities where the lead was sourced and qualified by the Partner, the Partner, provided that the Partner has the appropriate certifications and specializations, will have the first right of refusal to deliver the implementation services (in lieu of or augmented by Adobe Professional Services). In cases where the Partner does not have the capacity or capability to deliver services or the level of business or technical risk would compromise a successful outcome the Partner and Adobe will agree on the appropriate level of support to be provided by Adobe Professional Services. Partners will lead with Adobe technology to influence the customer s digital marketing agenda. The Partner and the Adobe Sales team will collaborate to ensure alignment. Adobe will not proactively engage other partners in new projects or Opportunities sourced by a particular Partner, but the customer makes the ultimate decision on who would provide their services. Deal Registration Guidelines Page 2 of 13 Last Updated: Apr. 10, 2017

3 Adobe and its Partners will proactively discuss the partnership around key customer contacts and meet regularly to assess performance expectations. Adobe will support Partner-led Opportunities with sales and technical resources, subject to availability. Adobe and Partners jointly own the customer relationship, proposal execution, and project implementation; therefore, transparency from all parties is an expectation of the partnership and critical to its success. Notwithstanding anything to the contrary, the customer is always the final arbiter when defining the contracting arrangements that will govern a project implementation. Recognition When Partners register opportunities, Adobe and the Partner can both track the opportunity as it moves through stages of the sales cycle. When the deal closes, the Partner will receive credit for eligible bookings based on their level of involvement in the deal which contribute to attainment of higher levels in the Solution Partner Program. Higher levels of the Solution Partner Program offer greater benefits to Partners and greater investments from Adobe. Reporting and Analysis By registering deals, Partners and Adobe can see the regions, industries, and solutions where they are having success. As Adobe identifies opportunities, we often invite partners to bring their expertise to help us co-sell, and ultimately implement Adobe Experience Cloud Solutions. Through deal registration insight, Adobe is able to identify specific Partners with unique expertise in specific locations, industries, or solutions based on their past successes. Financial Incentives When your Registered Opportunity closes, you will receive an incentive based on the level of involvement and investment in the sale. Partners must be involved in each Sales Stage per level of involvement to qualify for that level of involvement as seen in the chart below. Incentive rebates increase along with your level of involvement in order to offset the investments you make in the opportunity. All incentives are at Adobe s discretion. You may register as the sourcing and qualifying partner, co-selling partner or both making the following scenarios possible depending on the source of the lead. Deal Registration Guidelines Page 3 of 13 Last Updated: Apr. 10, 2017

4 License Bookings Scenarios: 1. You are invited to co-sell on Services for an opportunity Sourced by Adobe or another Partner for a 5% incentive (5% co-selling). 2. A lead is passed to you by Adobe to Source and Qualify the licenses and co-sell the services for a 10% incentive (5% Sourcing and qualifying on licenses, plus 5% co-selling on services). 3. You are the source of lead and source and qualify the opportunity, passing it to Adobe or another Partner to co-sell the services for a 10% incentive (5% source of lead, plus 5% sourcing and qualifying on licenses). Deal Registration Guidelines Page 4 of 13 Last Updated: Apr. 10, 2017

5 4. You are the Source of Lead, you source and qualify the opportunity and co-sell the services for a 15% incentive (5% source of lead, 5% sourcing and qualifying on licenses, plus 5% co-selling on services). Service Bookings Scenarios: 1. You help co-sell Adobe Global Services regardless of your involvement with the license bookings for a 5% incentive (5% co-selling). Please note: For opportunities where your organization was the source of lead, and did not source and qualify the opportunity, but did co-sell the services, the maximum incentive is 5% on services up to $50,000 max. All leads must be sourced and qualified to receive the Sourcing incentive. There is currently no minimum deal size for registered opportunities. The maximum incentive for any single sales opportunity is currently $150,000; with a maximum incentive of $50,000 for each 5% of incentive for Licenses and a maximum incentive of $50,000 for Services. Exceptions to these limits can be made at Adobe s sole discretion with advance approval. Eligible Bookings When an eligible Opportunity closes, you will receive an incentive based on the level of involvement, investment in the sale and selected incentive program. Incentive rebates increase along with your level of involvement in order to offset the investments you make in the opportunity. License Types, Consulting Services and Incentive Calculation Incentive amounts are calculated as a percentage of bookings made by Adobe, as follows, for any Solution or service(s) listed under the Eligible Solutions and Services section: Perpetual Licenses Incentives are calculated on the closed booked amount of new license fees or on Annual Contract Value (ACV) Growth for the first year 3, each after discounts and other incentives (excluding incentive paid as part of this program), taxes, insurance fees, shipping charges and other comparable expenses. Subscription Licenses For sales of subscriptions to access Adobe-hosted versions of applicable product(s) or solution(s), incentives are based on the first year of a new license subscription (Annual Subscription Value (ASV)), or on ACV Growth, each after discounts and other incentives (excluding incentive paid as part of this program), taxes, insurance fees, shipping charges and other comparable expenses. This includes Adobe Managed Services subscriptions. Consulting Services Adobe Professional Services (Adobe Global Services or AGS) incentives are based on Consulting ACV Growth for the first year, after discounts and other incentives (excluding incentive paid as part of this program), taxes, insurance fees, shipping charges and other comparable expenses. Deal Registration Guidelines Page 5 of 13 Last Updated: Apr. 10, 2017

6 Ineligible Transactions: Incentives will not be paid on maintenance & support contracts, renewals, compliance sales, media & documentation, or other specified products or services. Adobe licenses sold to Partner for internal use, or those purchased to sell and operate Partner managed services to customer. Licenses and services resold by any partners are not eligible for financial incentives. Currency The currency of all Opportunities and incentives (including payments thereof) are as follows: Partner s Territory Europe, Middle East and Africa Americas Asia-Pacific (excluding Australia and New Zealand) Australia, New Zealand Japan All Others Currency Euro, Great Britain Pound, U.S. Dollars United States Dollars United States Dollars Australian Dollars Japanese Yen United States Dollars Eligible Solutions and Services Incentives are available for the Adobe Experience Cloud solutions listed below or Adobe Professional Services. Adobe Solutions (Sourcing Attribution): Analytics Audience Manager Campaign Experience Manager Primetime Social Target Adobe Professional Services (Co-Selling Attribution): Consulting Training (Adobe Digital Learning Services (ADLS)) Please note: Products or services not listed above are not eligible. Deal Registration Guidelines Page 6 of 13 Last Updated: Apr. 10, 2017

7 Sourcing Incentive Revenue booked by Adobe for new perpetual license sales, and subscription license fees are eligible for the sourcing incentive. Consulting services are not a part of the sourcing incentive. Some of the following services must be performed prior to receiving approval for the sourcing registration: Define the business and IT drivers for the opportunity. Identify competitors and internal customer barriers. Confirm that a compelling value proposition exists. Align ROI measures to the customer s critical business issues. Identify the expected date of a purchasing decision. Confirm existence of budget. The amount of the Sourcing incentive will vary depending on who generated the original lead (see Financial Incentives section). An Adobe-generated lead is defined as a customer inquiry originating from Adobe s marketing activity, an Adobe-funded marketing campaign or other Adobe-sponsored demand-generation activity. A Partner-generated lead is defined as any customer inquiry resulting from partner s own direct sales or marketing activity or demand generation campaign, event or other activity either funded by partner or co-sponsored with Adobe where partner covered its share of the marketing expense (this also includes Partner/Adobe jointly-generated leads). Co-selling Incentive Bookings for consulting services are eligible for the co-selling incentive. License sales and subscription fees are not eligible for co-selling. To qualify for a Co-selling incentive, some of the following activities must be performed as required to bring the opportunity to closure: Identify the key influencers and decision-makers within the account. If actively sold with Adobe, coordinate and agree upon a joint selling plan with the Adobe sales team. Define the buying process with customer s Executive Sponsor. Conduct discovery/roi discussion with key influencers and decision-makers within the account. Craft a solution and align the solution to the strategic needs of the organization. Participate in development of proof of concepts and/or demonstrations. Secure a verbal commitment to the business from the customer. Remain active in account until contracts signed and PO issued to Adobe or an authorized Solution Reseller. Deal Registration Guidelines Page 7 of 13 Last Updated: Apr. 10, 2017

8 As Adobe enters the last month of each of our fiscal quarters (currently February, May, August and November), you may also be asked some qualifying questions to gauge confidence that opportunities forecasted to close before quarter-end will do so. Public Tender 4 If Adobe or its products are included in the RFP, RFQ, tender or bid response (collectively Bid ), Adobe will approve no Sourcing or Co-selling rewards unless the Partner can demonstrate they played a material role ensuring Adobe is included in the Bid or assisted the customer with the development of the Bid. If Adobe or its products are not involved in the Bid, Adobe will pay Sourcing and Selling reward as appropriate based on their contribution to the vendor selection process. Payments and Corrections Payment will be disbursed by Adobe within 30 calendar days of the last day of the month in which the sale was booked by Adobe. Should the customer return the product or fail to pay after the incentive has been distributed, Adobe will hold back payment of future incentives equal to the incentive reversal or you will be invoiced and required to pay for the amount of the incentive reversal. Registration and Approval Process You may register customer opportunities by completing and submitting a deal registration application form within Adobe s Deal Registration system. Upon submission, the registration will be routed to the appropriate Adobe sales team for review and subsequent approval or denial (see Denial of Registration Applications ). Partner will receive confirmation of acceptance or rejection of the registration within 5 working days of submission 5. If Adobe needs more time to review, Adobe will make reasonable efforts to notify Partner within 3 working days of submission. In situations where multiple partners are responding to a customer Bid, registrations will only be approved on a first-come, first-serve basis once the contract has been awarded. Proof-of-Involvement Once the registration for the incentive is approved at Opportunity close, Partner is required to document Proof-of-Involvement (POI) in the Opportunity record before any incentive payment is remitted. POI will be reviewed by Adobe in response to disputes over any registered Opportunity or when denials or revocation decisions are challenged. Adobe reserves the right to audit Partners. What is deemed suitable Deal Registration Guidelines Page 8 of 13 Last Updated: Apr. 10, 2017

9 POI is at Adobe s discretion, but below are some examples Adobe will consider. Please note that this is not an exhaustive list. POI Requirements Documentation should reflect two-way communications between you and the customer s decisionmaker. Documentation should also include technology specific sales engagement activities. See the Ineligible POI Documentations section to validate the type of sales transactions that do not qualify for incentive. POI documents need to be: - Verifiable, not easily modified, dated during the expected time period of the involvement, and labelled with the level of involvement for which an incentive is being sought. - An original data source, not editable and not a cut and paste. (E.g., or msg files are acceptable, but txt files, Word docs, pdf summaries are not acceptable.) Compliant with any applicable confidentiality limitations. Providing documentation for each incentive category should include the following: Source of Lead (Sales Stage 1 or earlier) - documents showing how you uncovered or generated the lead. Sourcing and Qualifying (Sales stage 1 to 3) - documents demonstrating how you qualified the opportunity, including: o Acknowledgement of a confirmation of budget, project timeline, and willingness to consider Adobe products within the solution design. o Confirmation of your involvement in having Adobe named in the RFQ, RFP, tender, or bid response. Note: When Adobe or Adobe s products and services are already included in the Bid through no action of the Partner, the Partner is no longer eligible for sourcing, but can still qualify for Co-Selling. Co-Selling (Sales stage 4 to Deal Close) - documents validating your co-selling involvement alongside the Adobe Sales Team, including: o Evidence of meetings between the client and the Adobe Sales team. o Proof of concept (POC) documents or demonstrations that utilizes the products recommended in the registration. o Statement of work (SOW), proposal, recommendation or other formal communication to the end user with Adobe products as significant component. Ineligible POI Documentations Deal Registration Guidelines Page 9 of 13 Last Updated: Apr. 10, 2017

10 o o o o Account Executive or Partner Sales Manager confirmation of your co-selling involvement in the sales cycle will not be accepted. Documented sales activities outlined under the POI requirements must be provided in order to receive an incentive based on approved, closed booked opportunities. Written summaries of involvement Discussion of post-sales implementation, delivery, and products and services which do not qualify for the program. Any documents which are easily modified (e.g. txt files, Word documents, forwarded s, etc.). Opportunity Periods All opportunities must be submitted and approved at least 30 days prior to deal close. Explanation for exceptional situations must be provided to Adobe if requested and will be approved by Adobe at its sole discretion. Registrations will automatically expire nine months after approval. You will receive automated notifications of approaching expirations. Please note that these are courtesy notifications; it is your responsibility to monitor the status of your registrations. Adobe assumes no responsibility for your failure to receive or acknowledge receipt of notifications. If you need an extension to an opportunity you are still actively developing, please send the extension request detailing your current involvement in the account to advance the opportunity to the Adobe Solution Partner Program manager or the Adobe Partner Sales Manager. Opportunities are governed by the Deal Registration Guidelines available when the Opportunity books and has a close date. Extension requests will be granted at Adobe s sole discretion. Denial of Registration Applications Registrations may be denied for any of the following reasons: The registration application has incomplete data. The opportunity has already been registered by another partner for a particular level of involvement (attribution). If a Partner is involved with reselling the Opportunity, Deal Registration and CMF financial benefits are not allowed. Deal Registration Guidelines Page 10 of 13 Last Updated: Apr. 10, 2017

11 Distributors and resellers are not eligible for attribution and DR rebates. The opportunity is already included in an Adobe sales representative s pipeline (Sourcing only). The customer expresses to Adobe in writing a desire to no longer work with the registered partner. The partner who registers the opportunity has inadequate skills or resources to support the customer on that specific opportunity. Internal use of license. Customer or end user was not identified. Customer and Partner are owned by the same parent company unless the Partner can produce evidence that the Customer solicited competitive bids from Partners outside their parent company s organization and the Partner has an established track record servicing Customers outside of the Parent Company s organization. Revocation of approved registrations There are a few scenarios where Adobe may revoke a registration after it has been approved: Scenarios whereby Adobe may revoke a sourcing registration: Administrative error by Adobe. (Examples: System error, human error, a duplicate registration was discovered). In cases of administrative error, Adobe will make commercially reasonable efforts to notify the partner as soon as the discrepancy is discovered. The opportunity record has not been updated for more than 90 days. Valid POI s haven t been submitted within 90 days of the deal close date. It comes to Adobe s attention after approval that any of the information provided in the submitted registration application was falsified, inaccurate, misleading, incomplete or omitted. The application is accepted after the expiration or termination of the Master Agreement and any of its addenda, or membership in the Adobe Enterprise Solution Partner Program. It is learned that the opportunity is in response to an RFP or other public tender and a competing partner submits a registration after the original registration is approved (see Public Tenders ). The partner is in material breach of their Master Partner Agreement or any of its addenda. Partner was unable to produce sufficient Proof-of-Involvement. Opportunity does not meet the guidelines of this document. Scenarios whereby Adobe may revoke a co-selling registration: Any of the above scenarios. The customer has notified Adobe in writing that the partner is unwilling or unable to adequately support the opportunity and no longer desires to work with the partner. The partner has notified Adobe in writing that they are unable or unwilling to support the customer opportunity, yet has not voluntarily cancelled their registration. Deal Registration Guidelines Page 11 of 13 Last Updated: Apr. 10, 2017

12 It comes to Adobe s attention that the partner has failed to actively promote Adobe within the opportunity or complete any of the qualifying services required to close the opportunity. Adobe will make commercially reasonable efforts to notify you prior to revoking any opportunity. Expirations Registrations will expire if the opportunity has not closed within nine months of the original approval date and no extension was granted. Should the registration expire, any participant in the program, including yourself, is free to re-register it as a new opportunity. It is also your responsibility to maintain the record in the Deal Registration system to accurately reflect the status of the opportunity. If the opportunity record has not been updated for more than 90 days, Adobe may contact you asking that you update the information. If no update is made to the record within two working days, Adobe reserves the right to expire the registration. Dispute resolution All disputes and challenges to decisions affecting the registration will be reviewed by a committee within Adobe consisting of Adobe Sales Operations Management. If Partner believes in good faith that Adobe 1) paid an incorrect amount related to a closed order; or 2) has not paid Partner a valid incentive, Partner must be in contact with the Adobe Solution Partner Deal Registration team in writing, within ninety (90) days of the order closed date 6, specifying the error and the amount of the adjustment or payment requested. Unless Partner has notified Adobe of the dispute within the 90-day timeframe, the payment action taken by Adobe will be considered final. Any dispute resolution will be determined by the WW VP of Sales Operations. All decisions will be considered final. Contacts For general program or administrative questions, or to challenge a denial or revocation decision, please contact the Partner Process Operations Manager or the Adobe Partner Sales Manager. For opportunity-specific questions, please contact the Adobe Partner Sales Manager to connect with the appropriate Adobe sales representative. Deal Registration Guidelines Page 12 of 13 Last Updated: Apr. 10, 2017

13 Appendix Document History Date Jan 2016 Oct 2016 Dec 2016 Mar 2017 Apr 2017 Updates/Changes Qualified Eligible Revenue change from Total Subscription Value to License Annual Contract Value; Added Cross-sell and Upsells; Eligible Products Added Primetime; and, resale opportunities through Deal Reg Partners no longer qualify for incentive. Moved Eligible Bookings information to a separate guideline document Moved Eligible Bookings back into document; Licenses and Services update; Updated Source of Lead and Sourcing percentages; Global Alliance Partners are only in CMF; Buy-in option; LATAM added back with Americas document. Added Co-Sell of Services. Grammatical updates. 1 Opportunity means a record in the Adobe deal registration system used to manage pipeline which represents a sale or part of a sale with a customer. 2 All defined terms in this document shall have the same meaning as set forth in the Master Partner Agreement and the Enterprise Deal Registration Addendum to Master Partner Agreement, unless expressly stated otherwise. Should any inconsistency or ambiguity exist between these Guidelines and either the Master Agreement or any of its addenda, the agreement or the addendum shall supersede. 3 ACV Growth is the new incremental value of the perpetual license sales or subscription license fees to Adobe. 4 Bookings eligibility on Public Tenders, RFPs, and other RF(X)s is based on winning the technology license bid. Rebates will not be paid on public tenders related to maintenance & support contracts, renewals, upgrades, compliance sales (as defined in the appropriate Master Partner Agreement addendum), media & documentation, other products or services. 5 Confirmation or acknowledgement by Adobe that Adobe received a new registration may be delayed as a result of national holidays, Adobe shut-down periods, system outages or any factors outside of Adobe s control within the affected region. 6 Closed Date can be verified in the opportunity record under Opportunity Detail/Close Date in the Deal Registration System or by contacting a member of your Adobe Sales Team. Deal Registration Guidelines Page 13 of 13 Last Updated: Apr. 10, 2017