TIBCO Partner Program Guide Partners are an important part of TIBCO s business model. Partnering with innovative providers in their areas of expertise provides outstanding value and a broader range of solutions for our customers around the world. Our partners are leaders in their fields. INTRODUCTION Partner organizations bring different value and opportunities to our mutual customers. We ve designed our partner program the TIBCO Partner Program (TPP) with specific partnership categories, levels, criteria, and benefits tailored to meet your unique business objectives. We are committed to providing you with the highest level of support, to develop, market, sell, and deliver industry-leading solutions and achieve the highest degree of customer success and satisfaction. PARTNERSHIP BUSINESS MODEL TIBCO has developed a comprehensive partner program that provides our partners the ability to enhance their own branding and marketing opportunities, build joint product and service offerings, and develop a joint strategy to market and sell. The TPP partnership model offers multiple categories and options to fit your business and ensure success. TIBCO offers a unique partnership opportunity. Our combination of technology and customer solutions is unmatched in the marketplace. You can differentiate your business using a value proposition focused on delivering rapid ROI for projects that deliver visible client value now as well as longer term, strategic opportunities.
PARTNER GUIDE 2 WHY PARTNER WITH TIBCO? TIBCO, a leader in enterprise integration, messaging middleware, business process management software, complex event processing, analytics, and other Fast Data technologies, is a proven technology guide and business partner. Expand your market reach. Join a thriving ecosystem of customers and other partner companies that use TIBCO s broad range of integrated technologies. Differentiate your value-add. Market your ability to deliver a highly differentiated solution using certified resources to thousands of TIBCO customers. Build a self-funding, high-growth business. Reap the financial reward of TIBCO branding, sustained funding through business referral, and a healthy ratio of software to services. Accelerate and maximize ROI. Leverage TIBCO s TPP program benefits to rapidly train, certify, and deploy resources. PARTNERSHIP OVERVIEW TPP is comprised of experienced business, technology, and consulting partners, selected by TIBCO for their expertise in systems integration, hardware, software, vertical industries, and other critical services. TIBCO offers a number of partnership options that focus on delivering value-added TIBCO-based solutions or services to our customers. BASELINE PARTNERSHIP BENEFITS Benefits available to all partners regardless of category or tier are listed here. Additional category-specific benefits and requirements are listed on page 5. TPP PROGRAM SUPPORT TIBCO has a global team dedicated to partner management and sales engagement. These field-based professionals have an understanding of all aspects of the partner program and can help support and ensure your success within your territory. INFORMATION RESOURCES TIBCO Community is a rich source of information about TIBCO products and services that serves the needs of partners and customers. In addition, a TPP ID is provided when you join the TPP program, which provides access to the community s partner resources. A TPP ID and your company email address are required for access. The edelivery.tibco.com and support.tibco.com websites can be accessed through TIBCO Community. Partners who have current TPP contracts receive a download password. Your company s designated business contact can provide this access at their discretion. Current TPP contract holders are entitled to support contacts based on their partner category. Partner access to support.tibco. com requires name authorization. The Partner Central section on TIBCO Community includes: Partner Program. The latest version of the TIBCO Partner Program Guide with overview and requirements, logos and usage guidelines, TIBCO Support, TIBCO software download list, information about upcoming partner events, current and past issues of the partner newsletter, and Partner Program Office contact information. Resources. Access to webinars, whitepapers, and product and sales collateral. Training and Education. General Information on TIBCO product training and certification.
PARTNER GUIDE 3 TIBCO PARTNER LOGOS TPP program logos allow partners to promote consulting, platform, software, and services that leverage TIBCO s integrated product suite. Logos are available to qualified companies that are current members of the TPP program. TIBCO Partner logo(s) and usage guidelines can be downloaded from TIBCO Community. SOFTWARE LICENSES The software provided by the TPP program includes most current versions of TIBCO s non-third party software. Software may be segmented and limited based on the partner category. The software licensed is for demo and internal training only. Partners also receive software updates as new versions or products are released. A list of products available to partners can be found at: http://www.tibco.com/assets/ blt0eeef96221c57d03/partner-product-list.pdf. All licensed software is available on the TIBCO product download site at http://edelivery.tibco.com. Development licenses are available for an additional fee. TECHNICAL SUPPORT The TPP Program offers technical support 9am 5pm PST, Monday Friday for internal demonstration and testing use, for two named technical contacts. Support issues may be submitted via telephone or email. Technical contacts can also track service requests via http://support.tibco.com. Support for any internal use in a production environment is not included. PARTNER EDUCATION TIBCO offers a cost-effective, comprehensive training program to help partner teams successfully implement TIBCO solutions for their customers. Training paths are designed to meet the needs of the partner, for example product-specific training, train-the-trainer, or in-depth project boot camp. TIBCO has combined web-based training with instructor-led conferences to minimize time in the classroom. Our goal is to provide a personalized, hands-on experience that leads to proficiency certification for our partners and the greatest satisfaction for our customers. Details on all education offerings can be found at www.tibco.com/services/ educational. TIBCO OPENLEARNING FOR PARTNERS TIBCO OpenLearning for Partners offers subscription-based TIBCO elearning courses for free. Sign up at the TIBCO Education Network (https://ten.tibco.com/ elearning/) using your business email address and start learning! TIBCO elearning empowers you with the right TIBCO knowledge and skills at a time most convenient for you. Self-paced courses can be accessed anytime and anywhere using your desktop or mobile device. On its own, or as a supplement to our instructor-led courses, TIBCO elearning helps you gain the skills and knowledge you need to work with or explain TIBCO technologies. Courses are searchable via product, version, and format.
PARTNER GUIDE 4 Benefits 1 Over 1,000 e-learning videos 2 Multiple TIBCO products and versions covered 3 Any-time browser access 4 Updated frequently, new videos added weekly 5 Content sourced from support, engineering, and education 6 Different types of videos TIBCO CERTIFIED PROFESSIONAL PROGRAM TIBCO Certification validates competency in design, development, deployment, and administration of TIBCO s application and infrastructure technologies. Prove your skills and set yourself apart with a professional certification from TIBCO. Three Levels of Certification TCA TIBCO Certified Architect TCP TIBCO Certified Professional TTP TIBCO Trained Professional TIBCO Certified Professional Exams TIBCO ActiveMatrix BusinessWorks 5 TIBCO Enterprise Message Service 8 TIBCO Rendezvous 8 TIBCO ActiveMatrix BPM 3.0 Solution Developer TIBCO BusinessEvents 5 TIBCO MDM 8 TIBCO Trained Professional Knowledge Assessments Knowledge assessments verify knowledge of key concepts and capabilities covered in TIBCO courses. These online tests are also helpful for candidates who are preparing for a TCP exam. To register, go to http://inter.viewcentral.com/reg/ TIBCO/assessment TIBCO Certification exams can be taken in any authorized Prometric Testing Center around the world. To locate the testing center nearest you, please visit www.prometric.com/tibco or call the registration telephone number for your region. For more information, visit www.tibco.com/services/educational/ certification/exam-register.jsp Details on the certification program can be found at www.tibco.com/certification. For any questions about the program, please email our certification team. Sales Incentives TIBCO is committed to enabling partners to build a self-sustaining business model, funded by our joint success. Reserved for consulting partners, the marketing development fund (MDF) program allocates a predetermined percentage of the net TIBCO license revenue for all opportunities partners introduce to TIBCO, based on advance lead registration and qualification. MDF funds may be applied to joint marketing initiatives, training, as well as TIBCO events, such as TIBCO s annual conference.
PARTNER GUIDE 5 PARTNER MARKETING AND COMMUNICATIONS Events TIBCO s annual conference (TIBCO NOW ) is TIBCO s premier event for customers and partners. It provides a forum for discussing the latest business strategies and learning information about new TIBCO solutions. It offers partners an exhibition arena and the opportunity to attend TIBCO NOW events alongside customers and prospective customers. TIBCO NOW is the ideal forum for partners to showcase their products and services to a highly specialized audience of executives and technical experts. All partners are eligible to participate in and sponsor our user conference. Partner Newsletter TIBCO publishes a semi-annual newsletter, delivered via email to all subscribed partners. The newsletter keeps you informed of what s going on at TIBCO and at our mutual customers. Partners can subscribe to the newsletter and access archived editions through TIBCO Community. Marketing Collateral Within the TIBCO partnership program, there are opportunities to develop joint marketing collateral. Partners may also create their own collateral, such as solution datasheets, brochures, demos, relationship datasheets, and customer success stories. All marketing collateral that references TIBCO or the partnership must be approved in writing in advance of publication by TIBCO. Press Release Partners may issue press releases regarding their partnership with TIBCO upon receiving written consent from TIBCO Public Relations, which can be reached at corp-pr@tibco.com. PARTNERSHIP BENEFITS CATEGORY PLATINUM GOLD TERM OF AGREEMENT 1 year 1 year ANNUAL PROGRAM REQUIREMENTS Partner Program Fee (For technology partner see Development License Fee) $5,000 $5,000 Development License Fee $10,000 $10,000 Demonstration License Support Fee* (optional) $7,000 $7,000 Certified TIBCO consultants on staff 5 1 Trained TIBCO consultants on staff 10 1
PARTNER GUIDE 6 CATEGORY PLATINUM GOLD PROGRAM BENEFITS Sales Account Mapping ü ü Regional Alliances Manager ü Technical Alliances Manager ü Business Planning Quarterly Quarterly Referral Fees/MDF Yes Yes Total Contract Value Yes Yes ENABLEMENT Partner Central ü ü Partner Newsletter ü ü Training Discount 20% 20% Training Credit Equivalent to Program Fees Paid Equivalent to Program Fees Paid Tech Support Contacts ** 2 2 Self-paced elearning Modules ü ü Partner Webinar Series ü ü JOINT MARKETING BENEFITS Logo and Description on Website ü ü Joint Press Release With Approval Joint Success Studies With Approval With Approval *$7,000 for one support pack consisting of 15 support requests ** With purchase of support pack Collateral With Approval With Approval Webinar With Approval With Approval TIBCO NOW ü EXECUTIVE Sponsor Yes Meeting Yes
PARTNER GUIDE 7 TPP consists of four partner types: Consulting Partners provide trained and certified consultants who will implement TIBCO software and solutions. Distributor Partners provide sales and support resources to resell TIBCO software licenses and deliver first-line support. These partners operate in geographies where TIBCO maintains no direct sales force. Technology Partners provide hardware systems, platforms, databases, operating systems, equipment, connectivity, and hosting services to support and/or extend TIBCO solutions. Value Added Resellers add features, functionality, and/or services to a TIBCO product, then resell it (usually to end-users) as an integrated product or complete turn-key solution. The added value can come from professional services such as integrating, customizing, consulting, training, and implementation; leveraging the product to develop a customer-specific application, which is then resold as a new package; or bundling hardware with TIBCO software and selling the combined solution. OTHER PARTNERSHIP CATEGORIES OEM Partners bundle TIBCO technology with their software, or embed TIBCO components within their product to deliver and support a value-added OEM solution. BENEFIT AND REQUIREMENT DEFINITIONS No partner category is entitled to all benefits, nor obligated to meet all program requirements. The benefits listed are only available to partners with current agreements. PROGRAM REQUIREMENTS Partner Program Fee This is the annual cost for joining TPP. These fees can be used as training credits during the term of the agreement. Certified TIBCO Consultants on Staff The number of a partner s staff that has completed one or more certifications listed under TIBCO Certified Professionals. The requirements are annual, thus the partner commits to the number of certifications on an annual basis. Trained TIBCO Consultants on Staff The number of a partner s staff that has completed one or more TIBCO training classes. The requirements are annual, thus the partner commits to the number of trained staff on an annual basis. PROGRAM BENEFITS Referral Fees TPP partners qualify for referral fees based on qualified leads brought to the TIBCO sales team. Each registered lead has a documented set of requirements that the partner adheres to in order to qualify for the referral fee. Resell Pricing TIBCO VARs qualify for selling TIBCO licenses under a predetermined financial arrangement.
PARTNER GUIDE 8 Distribution Pricing TIBCO distributors qualify for selling TIBCO licenses under a pre-determined financial arrangement. Training Discounts TIBCO offers a training discount to all of our partner types. OEM partners are eligible to receive the same discount as our gold-level consulting partners. For more information on training discounts, please contact registrar@tibco.com. Joint Success Stories TIBCO will work with partner to complete joint success stories that can be used for external communications. Partner Central The TIBCO Partner Program Guide, access to resources such as webinars and product and sales collateral, and training and education information. Training Credit Program fees can be used for training credit. Technical Support For internal demonstration and testing use for two named technical contacts 9am 5pm PST, Monday Friday. Logo/Description TPP logos available to qualified companies that are current members. Press Releases Partners may issue press releases regarding their partnership with TIBCO upon receiving written consent from TIBCO Public Relations, corp-pr@tibco.com. Webinar Webinar creation by approval. TIBCO NOW TIBCO NOW is TIBCO Software Inc. s premiere event for customers and partners. It provides a forum for discussing the latest business strategies and learning information about new TIBCO solutions. It offers partners an exhibition arena and the opportunity to attend TUCON events alongside customers and prospective customers. TIBCO NOW is the ideal forum for partners to showcase their products and services to a highly specialized audience of executives and technical experts. TIBCO Partners have the opportunity to attend and/or sponsor this event. PARTNERSHIP SUCCESS INITIAL APPLICATION PROCESS Organizations may apply for membership in the TPP program by calling their local TIBCO office and asking for the regional alliance manager or channel sales manager. After acceptance into the program, providing a partner profile, and paying the associated fees, partners receive access to the program benefits associated with their partnership category. RENEWAL EVALUATION PROCESS Upon completion of each partner contract term, TIBCO will evaluate the partner s performance against the requirements of the partnership category. Partners meeting or exceeding the required contribution will be offered renewal for a subsequent term.
PARTNER GUIDE 9 CONTACT TIBCO S PARTNER PROGRAM OFFICE For more information about the TPP program, please visit the TIBCO website at www.tibco.com. Inquiries may also be directed to abarrios@tibco.com. PARTNER REQUIREMENTS TIBCO PARTNER PROGRAM REQUIREMENTS The TIBCO Partner requirements can be accessed here: http://www.tibco.com/company/partner-program-requirements SUMMARY Partnering with TIBCO is a winning proposition. ALIGN WITH A MARKET LEADER Market leading technologies Competitive advantage Market share EXPAND YOUR MARKET REACH Valuable customer opportunities Broad range of solutions Scalability and performance DIFFERENTIATE YOUR VALUE-ADD Product differentiation Market-ready business solutions Protected investment in certified skills BUILD A SELF-FUNDING HIGH-GROWTH BUSINESS TIBCO investment, branding Ratio of service to software revenue 3X MDF for re-investment ACCELERATE AND MAXIMIZE ROI Rapid skills development, resource re-use Infrastructure to support resource deployment Rapid deployment, lower cost to deploy Global Headquarters 3307 Hillview Avenue Palo Alto, CA 94304 +1 650-846-1000 TEL +1 800-420-8450 +1 650-846-1005 FAX www.tibco.com TIBCO Software takes businesses to their digital destinations by interconnecting everything in real time and providing augmented intelligence for everyone, from business users to data scientists. This combination delivers faster answers, better decisions, and smarter actions. For nearly 20 years, thousands of businesses around the globe have relied on TIBCO technology to differentiate themselves through compelling customer experiences, optimized assets, and innovative new business models. Learn how TIBCO brings data alive at www.tibco.com. 2014 2015, 2016 TIBCO Software Inc. All rights reserved. TIBCO, the TIBCO logo, TIBCO Software, ActiveMatrix, ActiveMatrix BusinessWorks, Rendezvous, and TIBCO BusinessEvents are trademarks or registered trademarks of TIBCO Software Inc. or its subsidiaries in the United States and/or other countries. All other product and company names and marks in this document are the property of their respective owners and mentioned for identification purposes only. 01/24/17