PARTNER PROGRAM GUIDE

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PARTNER PROGRAM GUIDE

Version 1.0

April, 2015

The Partner Program Guide is meant as a reference document only; it contains no binding obligations to either Apttus nor any prospective partner. All such commitments are set forth in the Excel Partner Program Agreement. Apttus reserves the right to modify the Partner Program Guide at its discretion and without prior notice. A current

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1.0 WHY X-AUTHOR FOR EXCEL?

Problem

Salesforce delivers the world’s leading business application cloud platform and powers innovation in sales, service, marketing, and more. However, despite significant annual spend, many Salesforce customers are still challenged with poor user adoption and usage.

One key reason for this is that the Salesforce browser experience is predominantly single record, single task; whereas users are accustomed to the multi-row, multi-tasking experience Excel provides. Therefore Salesforce users continue to work in Microsoft Excel because it’s a lot simpler and faster to get work done.

Join the X-Author for Excel revolution that is transforming how

users work in Salesforce!

Solution

X-Author for Excel transforms Microsoft Excel from a standalone desktop tool into a native UI for Salesforce. This can deliver huge benefits to customers trying to address issues like Salesforce usage and adoption. Users literally work in Excel, instead of the browser, for just about anything they need to do in Salesforce. Excel serves only as the UI. All data, controls, permissions and routing remain in Salesforce.

This is not just a basic connector. Excel becomes an alternative and much quicker and easier to use Salesforce UI for so many tasks. It can handle data for an unlimited number of objects simultaneously and data can be spread across worksheets and in any format – lists, parent child, forms and matrices. It also supports all the necessities for a complete UI experience like pick lists and record types. Users can launch it from Salesforce or start in Excel and it can be used for something as simple as an editable grid for any object, or serve as a complete solution for end-to-end processes like marketing promotions.

For Business Users

For business users, using Excel as the user interface for the Salesforce platform opens up a world of possibilities; opportunity forecasting, adding opportunity products, marketing promotions management, activities, call down lists, contact maintenance, meetings with attendees, price list maintenance… the list really is endless. Salesforce applications are essentially being surfaced through Excel where these types of tasks can now be worked on together and completed in 1/100th of the time. In a single Excel workbook for example, a user can maintain Account, Opportunity, Opportunity Product, Contact, Lead, and Campaign data all simultaneously and have records from one object interact with the other.

X-Author for Excel templates are usually created by super users (Salesforce Admins/IT/Ops) and then assigned to business users. There is no programming required. Each App includes task specific menu ribbons that tightly control the interaction between Excel and Salesforce with all Salesforce controls enforced. Apps are safe for business users and each App includes data integrity controls. See section 3.0 for additional information about Apps.

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For Super Users

Using Excel natively removes all of the issues with data loader type tools around CSV’s and manually copying and pasting record ID’s. Instead of just operating on a single object, users can work on any number of objects simultaneously. Parent record data can be fed to related objects automatically.

Express Data Migration is up to 80% faster than Data Loader

Not only is data loading easier, but for migration of data between Salesforce orgs, X-Author for Excel Express Data Migration is up to 80% faster than tools like Data Loader.

Excel as a Service (X-Author for Excel – Presto)

X-Author for Excel can also be delivered as a service for Salesforce. From the click of a button in Salesforce, the correct App is accessed, data is passed touchlessly from Salesforce into the workbook, formulas recalculate, and updated or new records are passed back to Salesforce. The Salesforce user never opens Excel or even knows that it is being used.

This opens up yet another whole avenue of opportunities for using Excel as the calculation engine for Salesforce. There is no longer a need to take existing complex Excel logic and try and squeeze it into Salesforce formulas.

Excel Benefits Without the Downsides

The Excel file is replaced by having the data, controls, and permissions in Salesforce. Using Excel just as the UI eliminates the manual routing, lack of controls, and thousands of local and

network drive files associated with Excel being used as a stand-alone desktop tool.

X-Author for Excel Apps are stored centrally in Salesforce and users are always accessing the most current version.

X-Author for Excel is a green field opportunity to change how

users work in Salesforce and what can be achieved with the

Salesforce platform.

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2.0 WHY JOIN THE X-AUTHOR FOR EXCEL PARTNER PROGRAM (“PROGRAM”)?

NEW REVENUE STREAMS FOR PARTNERS

 Referral and Bonus Fees:There are 3 products for which partners can earn referral and bonus fees by selling X-Author for Excel to customers

- Power Edition: Makes Excel a UI for Salesforce business and super users

- Express Data Migration: Helps migrate data between Salesforce orgs significantly faster (up to 80%) than a tool like Data Loader

- Presto: Excel as a service. Without a user opening or having access to Excel, X-Author for Excel Presto passes Salesforce data into a spreadsheet and returns updated or new records to Salesforce based on recalculated spreadsheet results.

 Partner Apps – Recurring Subscription Revenue: Sell X-Author for Excel Apps directly to your customers and to Salesforce customers generally via the X-Author for Excel

Marketplace.

 Consulting/Implementation Services Revenues: Generate additional services revenues for X-Author for Excel implementation, training, Salesforce configuration, and custom App creation.

 Apttus Lead Referrals: Expand your customer base and increase service revenues based on leads provided by Apttus. Apttus will forward requests for X-Author for Excel

implementation, training, and Apps creation to partners commensurate with partner Level and performance.

DIFFERENTIATE YOUR ORGANIZATION

 Diversify the type of work and the business areas that you can address – leading to new services and new X-Author for Excel App revenues.

 Solve customer Salesforce adoption and usage issues in completely new ways.

 Provide customers with new perspectives on how they can use Salesforce.

 Introduce faster ways to migrate data between Salesforce orgs.

EASE IN ACQUIRING NEW CUSTOMERS

The X-Author for Excel attractive pricing, short sales cycle, and immediate time to value for customers can help you accelerate new customer acquisition.

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3.0 X-AUTHOR FOR EXCEL PARTNER APPS

Partners can package their domain expertise into an Excel

interface that Salesforce customers can deploy instantly.

3.1 X-Author for Excel Apps

X-Author for Excel designers create application templates (“Apps”) that include the objects, actions, and user experience for business and technical users to use Excel as their UI for Salesforce.

3.2 Opportunity

The ability for partners to create, package, and distribute their own Apps to customers is the most exciting revenue opportunity within the Program. These can be either:

 Horizontal: e.g., a unique way to perform sales forecasting

 Vertical: e.g., financial planning for Oil and Gas. 3.3 Partner Apps

An App created by a partner for resale (excludes a single custom development for a customer) to more than one customer is a partner App (“Partner App”)

Partners can price and market Partner Apps to their own customers but will also have access to the X-Author for Excel Marketplace that is expected to be launched in 2015. Apttus will also be promoting some Partner Apps through its own X-Author for Excel platform marketing.

3.4 Competitive Apps

Partners cannot create, either as Partner Apps, or for specific customers, any of the following types of Apps without written permission from Apttus:

 Quoting, pricing, or revenue management Apps that compete with Apttus products

 Any App that accesses an Apttus competitor’s Salesforce objects 3.5 Requirements for Marketing, Selling, and Supporting Partner Apps

All Program partners can market and sell Partner Apps but will need to meet the following additional requirements:

 A Partner App must be registered with and accepted by Apttus before it can be sold to any customer.

 App Registration must be completed using the Partner App Registration Form (“PARF”) provided in the Agreement.

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 Partner will provide to customers all technical support specific to a Partner App.

 All customers must have an X-Author for Excel license before they can use a Partner App. 3.6 Royalties

 A royalty (“Partner App Royalty”) will be payable on the Partner App gross annual license fee (net of taxes) charged to the customer by a Partner. This is applicable to multi-year

contracts and renewals.

 Partner will report the sale of each Partner App, including customer details, to Apttus on a quarterly basis using the Royalty Statement provided in the Agreement.

 For Solution Provider partners, the aggregate amount received by Apttus for Partner App Royalties will be included in the partner’s Annual Revenue.

3.7 OTHER TERMS AND CONDITIONS

X-Author for Excel Partner Apps cannot be sold via the AppExchange. 3.8 X-AUTHOR FOR EXCEL MARKETPLACE

Apttus is planning to launch an X-Author for Excel Marketplace that will allow all market participants to discover, purchase, upload, and download Partner Apps.

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4.0 GENERAL PROGRAM REQUIREMENTS

Companies joining the Program are required to (i) complete a due diligence questionnaire and application form and (ii) execute the X-Author for Excel Partner Program Agreement

(“Agreement”) which governs the relationship between Apttus and its partners. In any conflict between the contents of this Program Guide and the Agreement, the Agreement will prevail. Some of the general requirements are:

 Partners will need to follow the Lead Registration, Qualification and Sales process to earn referral fees and bonuses.

 Partner shall use the X-Author for Excel Price List and Discounting Schedule in the Agreement.

 All partner resources who will be demonstrating X-Author for Excel products external to the partner’s organization must be X-Author for Excel Sales certified by Apttus.

 Discounts and Program benefits are designed to support partner X-Author for Excel readiness and effectiveness and cannot be extended to customers.

 Partner shall not use X-Author for Excel, internally or externally, in conjunction with any products that are competitive with Apttus products.

 Apttus reserves the right to review and change the Partner Type and/or Program Level for partners on a semi-annual basis.

 Partners cannot create, either as Partner Apps (see section 3.0), or for specific customers, any of the following types of Apps without written permission from Apttus:

- Quoting, pricing, or revenue management Apps that compete with Apttus products - Any App that accesses an Apttus competitor’s Salesforce objects

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5.0 PARTNER TYPES

The Program has been designed around the partner types below. It caters to companies of all sizes and focus areas—strategic business consulting, software implementation and integration, training, and custom application development services. A partner may choose to participate in one or more Program partner types.

 Solution Providers: Systems Integrators, business consulting and professional services firms that provide a wide range of consulting expertise including implementation of software solutions, integrations to back office systems, process and change management, and strategic business services to help deliver Salesforce-based solutions to customers.

 Development Partners/ISVs: Independent software vendors (ISVs) and developers who intend to create and sell Partner Apps.

 Referral Only Partners: Partners that wish to earn referral fees on X-Author for Excel licenses only.

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6.0 SOLUTION PROVIDERS: LEVELS, REQUIREMENTS AND BENEFITS

6.1 Overview

Solution Provider partners can generate revenues through:

 Referral and bonus fees resulting from partner orders

 Training, implementation, App, and Salesforce configuration services they provide either for customers resulting from qualified partner leads or to customers referred by Apttus.

 Partner Apps

Solution Provider partners will be identified according to their Program Level on the Apttus X-Author for Excel website(s).

6.2 Program Levels (“Program Levels”)

A Solution Provider partner Program Level will be determined based on the Annual Revenue achieved. The Annual Revenue Targets for each Program Level are below. For the first year a partner is in the Program, Apttus and the partner will mutually agree on a Program Level. There are four Program Levels:

 Global Strategic/Diamond

 Platinum

 Gold

 Silver 6.3 Requirements

 Salesforce Expertise

A Solution Provider partner must have demonstrated proficiency in Salesforce implementations and must be a Salesforce partner.

 Annual Revenue Target

Annual revenue is a combination of calendar year X-Author for Excel partner orders and Partner App Royalties (“Annual Revenue”). The Annual Revenue achieved by a Solution Provider partner determines their Program Level. The Annual Revenue target for each Program Level is:

Silver Gold Platinum Diamond

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 X-Author for Excel Designer Certification

Solution Provider partners must have at least one X-Author for Excel certified designer resource who is a full-time employee. Note: a certified contractor (or contractors) engaged by a partner on a full or part-time basis does not suffice to meet this requirement. Required certified designers for each Program Level are:

Silver Gold Platinum Diamond

1 2 5 TBD

 Sales Cycle

Solution Provider partners are responsible for executing the X-Author for Excel sales cycle (with the exception of the ordering process), including but not limited to:

- Sales call - Needs analysis

- Product demonstration - Inside or on-site sales support

- Securing approval from customer for X-Author for Excel license order

In the event Partner requests Apttus’s involvement in the sales cycle, the referral fees might vary based on the level of involvement by Apttus.

 X-Author for Excel Sales Certification

Solution Provider partners must have at least one X-Author for Excel certified sales resource who is a full-time employee. Note: a certified contract sales person (or contractors)

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6.4 Benefits

Silver Gold Platinum Diamond

FINANCIAL

Referral fees 1    

Bonus fees 1  

Incentives    

Partner App recurring revenues 2    

Apttus lead referral 3   

GENERAL

Partner portal access    

Apttus Partner Management team engagement  

Executive Partner Advisory Council  

Apttus Executive Briefing Center access   

Product roadmap briefings    

SALES AND ENABLEMENT

X-Author for Excel - Demo and App Developer Licenses    

Lead Registration and Qualification    

Sales tools and X-Author for Excel knowledgebase    

Joint customer account planning  

Joint go-to-market planning  

Access to Office Hours    

Partner Basic and Premier Support 4    

MARKETING    

Partner App promotions    

PR tools  

Listing on Partner Finder Directory    

Partner App listing on X-Author for Excel Marketplace    

TRAINING

Access to online tutorials and training Videos    

Basic certification    

Hands-on X-Author for Excel Designer training and advanced certification (no fee) 5

1 2 5 10

Sales training and certification (no fee) 5 1 1 3 5

Discounted instructor-led additional training    

Technical webcasts    

Apttus Conference (discounted)   

1 Referral and Bonus fees are based on qualifying partner orders and achievement of bonus targets 2 Net of royalty payments (see section 3.6)

3 Commensurate with partner performance, Program Level, and number of certified resources 4 Premier Support available on request for a fee

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7.0 DEVELOPMENT/ISV PARTNERS: REQUIREMENTS AND BENEFITS

7.1 Overview

Developers and Independent Software Vendors (ISVs) with demonstrated proficiency in Salesforce implementations and/or are members of the Microsoft Developer/Consulting network are invited to join this program for the purpose of generating revenue through Partner Apps (see section 3.0 for more details).

Development Partners/ISV’s can generate recurring subscription revenues through sales of Partner Apps to their own or new customers. Partners will also have access to the X-Author for Excel Marketplace that is expected to be launched in 2015.

The Program does not include the ability for ISV’s to OEM or bundle X-Author for Excel. That business model is available via a separate OEM agreement between Apttus and the ISV.

7.2 Requirements

 X-Author for Excel Designer Certification

A Development/ISV Partner must have at least one X-Author for Excel certified designer resource who is a full-time employee. Note: a certified contractor (or contractors) engaged by a partner on a full or part-time basis does not suffice to meet this requirement.

 X-Author for Excel Sales Certification

Solution Provider partners must have at least one X-Author for Excel certified sales resource who is a full-time employee. Note: a certified contract sales person (or contractors)

engaged by a partner on a full or part-time basis does not suffice to meet this requirement.

 Partner App Sales Cycle

Development/ISV partners are responsible for executing the entire Partner App sales cycle. All license subscriptions for Partner Apps will be between partner and the customer.

 Selling X-Author for Excel Licenses

If a Development/ISV Partners wants to earn referral and bonus fees they will need to enroll either as a Referral Only and Development/ISV Partner or as a Solution Provider and meet the requirements as outlined in section 6.0.

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7.3 Benefits

FINANCIAL

Partner App Recurring Revenues 1 

Incentives 

Apttus lead referral 2 

GENERAL

Partner portal access 

Product roadmap briefings 

X-Author for Excel - Demo and App Developer Licenses 

Sales tools and X-Author for Excel knowledgebase 

Access to Office Hours 

Partner Basic and Premier Support 3 

MARKETING 

Partner App Promotions 

PR tools 

Listing on Partner Finder Directory 

Listing on X-Author for Excel Marketplace 

TRAINING

Access to Tutorials and Training Videos 

Online tool training and basic certification 

1

Sales training and certification (no fee) 4 1

Discounted instructor-led additional training 

Technical Webcasts 

Apttus Conference (discounted) 

1 Net of royalty payments (see section 3.6)

2 Apttus leads to sell Partner Apps directly to customers 3 Premier Support available on request for a fee

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8.0 REFERRAL ONLY PARTNERS: REQUIREMENTS AND BENEFITS

Partners are invited to join this Program as Referral Only Partners for the purpose of generating revenue from referral fees only. They can earn referral fees from providing Apttus with a X-Author for Excel leads that result in orders. They do not need to conduct the sales cycle. 8.1 Requirements and Special Terms

 Referral Only Partners will need to follow the Lead Registration and Sales process as outlined in section 10.0 to earn referral fees.

 Apttus will accept leads for customers in Mature Markets only (as defined in section 9.2). 8.2 Benefits

FINANCIAL

Referral fees (see section 9.2) 

GENERAL

Apttus executive briefing center access 

Product roadmap briefings 

Sales Tools and X-Author for Excel Knowledgebase 

TRAINING

Technical Webcasts 

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9.0 REFERRAL AND BONUS FEES

9.1 Overview

Partners can earn referral fees (at the percentages described below) based on qualifying partner orders. Solution Provider partners can also earn bonus fees when they meet or exceed the bonus target which is currently $100,000 in Annual Revenue. Please see the Agreement for details.

Apttus will not pay referral fees to a partner based on orders for internal use, but will credit the order amount toward the partner Annual Revenue.

9.2 Referral and Bonus Fee Percentages

 Solution Providers

MATURE MARKETS* EMERGING MARKETS*

Referral Fee Percentage -

Commercial Customers 10% 20%

Referral Fee Percentage

-Nonprofit Customers 7.5% 15%

Bonus Fee Percentage 5% 5%

 Referral Only Partners

MATURE MARKETS* EMERGING MARKETS*

Referral Fee Percentage 2.5% Not Applicable

*Market Types

 Mature Markets: Markets where Apttus has sales coverage. These currently include North America, Canada andsome countries within EMEA and APAC regions.

 Emerging Markets: Markets where Apttus has minimal or no sales coverage. 9.3 INCENTIVES

 Leads referred by Apttus to Partner: Number of leads referred will be commensurate with Program Level and performance.

 Consulting Services Revenues for Partner Leads: Apttus will not provide direct services to the customer of a Partner lead without the consent of the partner.

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10.0 X-AUTHOR FOR EXCEL LEAD REGISTRATION, QUALIFICATION, AND SALES PROCESS

This process applies to X-Author for Excel products that are sold by Apttus to customers as a result of leads provided to Apttus by partners. It does not apply to Partner Apps.

Once a partner lead has been registered by partner and qualified by Apttus, it will become eligible for referral fees and for solution providers, bonus fees.

Lead Registration

Partners can register X-Author for Excel leads that meet the following requirements:

 Must be related to the sale of X-Author for Excel products

 The product order must not have already been placed by the customer.

 Must be submitted via email using the lead registration form provided by Apttus

 Partner must not be an employee of the prospective customer Lead Qualification

When Apttus receives an X-Author for Excel lead from a partner, it will perform checks, including whether:

 The lead meets the lead registration requirements

 There are any customer account or other partner conflicts

 The lead has already been registered as an internal Apttus lead

Once all checks have been executed, Apttus will notify the partner whether the lead qualifies for referral fees. Apttus will respond in no more than 5 business days from when the lead was received by Apttus.

Sales Process

 A partner can quote a customer pricing based on the Price List and Discounting Schedule in the Agreement.

 Once the customer has decided to order the X-Author for Excel licenses, the partner must submit a partner order request form as supplied by Apttus. (See the Agreement)

 Apttus will then send a Master Subscription Agreement (“MSA”) and Order Form to the customer for review and signature.

 Apttus will inform the partner once the deal is closed.

Note: Even though sales cycles are conducted by Partners, all license subscriptions for Apttus X-Author for Excel products will be between Apttus and the customer.

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11.0 PARTNER TRAINING AND CERTIFICATION

11.1 Overview

Technical certification is mandatory for all Solution Providers and Development/ISV partners. Any partner who will be demonstrating X-Author for Excel external to the partner organization must also be X-Author for Excel Sales certified.

11.2 Training and Certification Investment

 The basic training and certification investment time is less than a week after which you can immediately begin generating revenue.

 Excellent online materials, office hours, technical support and other resources are available to get you going initially and then to bring your technical and sales resources to an advanced level.

 Once basic technical certification has been completed, advanced instructor led training is offered remotely or at an Apttus training facility. Apttus maintains small class sizes in order to provide adequate individual attention.

 Advanced training and certification includes X-Author for Excel Power Edition, Express Data Migration and Presto.

11.3 Tools for Success

TRAINING Development

/ISV

Silver Gold Platinum Diamond

Access to Online tutorials and training Videos     

Basic certification     

1 1 2 5 10

Sales training and certification (no fee) 1 1 1 1 3 5

Discounted instructor-led additional training     

Technical webcasts     

Apttus Conference (discounted)    

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To join the X-Author for Excel Partner Program, please contact: Dave Ghosh

Director of Channel Sales, X-Author for Excel Apttus Corporation

Direct: 650-445-7964 Email: [email protected]

Apttus Corporation may update or modify the terms and conditions of the X-Author for Excel Partner Program in its sole discretion.

Joining the Apttus Quote to Cash Implementation Partner Program requires a separate, additional application process and partner agreement.

Apttus delivers category-defining software that drives the vital business process between the buyer’s interest in a purchase and the realization of revenue. Delivered on the World’s most trusted and comprehensive cloud platform, the Salesforce Platform, Apttus’ Quote-to-Cash solutions increase sales and maximize visibility and control. Apttus’ patent pending X-Author technology enables Microsoft Office to be a user-interface with full interaction and control between Salesforce and Microsoft Office. For

PARTNER PROGRAM GUIDE