SafeNet Cipher Partner Program

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Overview Partner Levels Requirements Deal Registration Fund Management Contact Us BENEFITS VALUE ADDED CERTIFICATION SERVICE PROVIDERS SYSTEMS INTEGRATORS RESOURCES ENABLEMENT TRAINING RESELLERS TECHNICAL DOCUMENTATION SALES TOOLS

TECHNOLOGY ALLIANCE PARTNERS DISTRIBUTORS REWARDS BENEFITS VALUE ADDED CERTIFICATION SERVICE PROVIDERS SYSTEMS INTEGRATORS RESOURCES ENABLEMENT TRAINING RESELLERS TECHNICAL DOCUMENTATION SALES TOOLS

TECHNOLOGY ALLIANCE PARTNERS DISTRIBUTORS REWARDS BENEFITS VALUE ADDED CERTIFICATION SERVICE PROVIDERSRESOURCES ENABLEMENT TRAINING RESELLERS TECHNICAL DOCUMENTATION SALES TOOLS

TECHNOLOGY ALLIANCE PARTNERS DISTRIBUTORS REWARDS BENEFITS VALUE ADDED BENEFITS VALUE ADDED CERTIFICATION SERVICE PROVIDERS SYSTEMS INTEGRATORS RESOURCES ENABLEMENT TRAINING RESELLERS TECHNICAL DOCUMENTATION SALES TOOLS TECHNOLOGY ALLIANCE PARTNERS DISTRIBUTORS REWARDS BENEFITS VALUE ADDED CERTIFICATION SERVICE PROVIDERS SYSTEMS INTEGRATORS RESOURCES ENABLEMENT TRAINING RESELLERS TECHNICAL DOCUMENTATION SALES TOOLS TECHNOLOGY ALLIANCE PARTNERS DISTRIBUTORS REWARDS BENEFITS VALUE ADDED CERTIFICATION SERVICE PROVIDERS SYSTEMS INTEGRATORS RESOURCES ENABLEMENT TRAINING RESELLERS TECHNICAL DOCUMENTATION SALES TOOLS TECHNOLOGY ALLIANCE PARTNERS DISTRIBUTORS REWARDS BENEFITS VALUE ADDED CERTIFICATION SERVICE PROVIDERS SYSTEMS INTEGRATORS RESOURCES ENABLEMENT TRAINING RESELLERS TECHNICAL DOCUMENTATION SALES TOOLS TECHNOLOGY ALLIANCE PARTNERS DISTRIBUTORS REWARDS BENEFITS VALUE ADDED CERTIFICATION SERVICE PROVIDERS SYSTEMS INTEGRATORS RESOURCES ENABLEMENT TRAINING RESELLERS RESELLERS

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SafeNet Cipher Partner Program

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SafeNet Cipher Partner Program – At a Glance

3 7 Good Reasons to Partner with SafeNet

4 Partner Levels

5 Requirements and Discount Chart

6 Discount Table

7 Existing Partners FAQs

8 Deal Registration - At a Glance

9 Deal Registration FAQs

10 SafeNet Cipher Partner Program -

Terms and Conditions of Deal Registration

11 MDF Program Overview

12

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Overview Partner Levels Requirements Deal Registration Fund Management Contact Us

SafeNet Cipher Partner

Program – At a Glance

The SafeNet Cipher Partner Program is an

award-winning program that recognizes,

rewards and supports our partnerships and

collaborations – combining SafeNet’s

industry-leading security solutions with our

partner’s industry and technology knowledge

to drive incremental growth and revenue across

the data protection portfolio.

The SafeNet Cipher Partner Program has various categories for

different partner types – whether value added distributors and

resellers, service providers, systems integrators, or technology

alliance partners – each with its own rewards, benefits and levels

of certifications to best align to your business model, products,

services and business requirements.

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SE RV_IC E P_R O VID E_R VALU E AD DED RESE LLER S A F E N E T U N IV ER SITY MARKETING SUPPORT SALES EN ABLE ME N T GO TO MARKET STRATEGY MSSP CUSTOMERS C U S TO M E R S C U S TO M E R S TECH NOLO GY P ARTN ER D IS TR IB UT OR P A R T N E R P R O G R A M

Highlights of the program: • Harmonization of our product

discounts to make it easier to sell across the portfolio • Consolidated price lists make it

easier to ‘quote SafeNet’ • The addition of Deal Registration

to provide more margin and reward for ‘value add’ and ‘new business’

• Broadening the portfolio with industry-leading technologies (Authentication, Encryption and Crypto/Key Management) giving you more to sell

• Investment in expanding our technology partner ecosystem so you can become even more relevant to your customers across their infrastructure stack • Creation of new Partner Portal

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7 Good Reasons to Partner with SafeNet

1 Increased Revenues

The SafeNet portfolio is highly integrated with a technology ecosystem that enables you to sell point solutions or across the whole infrastructure stack by coupling SafeNet with complementary vendors. Benefit from all of the marketing, sales and technical support you need to drive new revenue opportunities.

2 Competitive Discounts

The SafeNet Cipher Partner Program offers generous discounts aligned with partner status and activities. The focus is on new customers and new business within existing customers. By investing in marketing, sales training and technical certifications, partners can move up the tiers to benefit from greater margin and benefits. Qualifying partners benefit from deal registration, and Gold & Platinum benefit from eligibility to marketing funding to help drive more business.

3 Accelerated Time to Market

From systematic on-boarding of new partners, sales tools, marketing programs and SafeNet University’s library of online training, we are committed to supporting your sales, presales and marketing teams as they get up to speed on the SafeNet products and market opportunity. At SafeNet, we measure this initiative by increased pipeline and revenue.

4 Dedicated Channel Support

SafeNet provides channel support across all critical functions of your business to accelerate the marketing, selling and servicing of SafeNet solutions to end-users.

SafeNet Team includes

• SafeNet Regional Sales Managers - help generate leads and opportunities for the channel through direct touch activities • Channel Account Managers - manage partner sales

activities with SafeNet

• Inside Sales - manage leads and qualify incoming calls • Technical Support - support installations and assist in

resolving product related issues

• Pre Sales Consultants - help with customer projects to ensure customer success

• Channel Marketing - drive lead generation activities and local awareness campaigns

5 Training and Certification

SafeNet Partners benefit from wide-ranging training that includes video-based, web-based and classroom training. Online courses can help provide baseline certifications, while classroom sessions will involve deeper dive technical knowledge.

6 Partner Portal

The new SafeNet Cipher Partner Portal is a dedicated platform providing you access to all of the sales tools, training and marketing campaigns available to accelerate your SafeNet business. Special features include Profile Management, Lead Management, Deal Registration, Online Training and Fund Management.

7 Technology Integrations

SafeNet is dedicated to integrating our products with leading technology company solutions. This expands the footprint of relevance within a customer, ‘attaches’ SafeNet business to technology partner routes to market, and provides value add and incremental revenue throughout the partner ecosystem.

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SYST E M I N T E G R ATO R

P A R T N E R P R O G R A M

T E C H N O LO GY PA R T N E R

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P A R T N E R

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T E C H N O LO GY PA R T N E R

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G O L D PA R T N E R

M S S P

S I LV E R PA R T N E R

D I ST R I B U TO R

P A R T N E R P R O G R A M P A R T N E R P R O G R A M P A R T N E R P R O G R A M P A R T N E R P R O G R A M

P A R T N E R

P R O G R A M

Partner Levels

There are 3 main tiers within the Channel component of the

SafeNet Cipher Partner Program: Silver, Gold and Platinum.

Partners enter the Program at the Silver level, and as their business

accelerates and they make more revenues. As partners progress to the

Gold and Platinum levels they receive greater rewards and discounts.

Silver Gold Platinum

Sales

Deal Registration Y Y Y

Joint Sales Engagement Through

Distribution Y Y

Joint Sales Engagement with SafeNet Channel Manager - - Y

Competitive Trade-in and Product Promotions Y Y Y

Sales Incentives and SPIFFS Y Y Y

Insides Sales Support Y Y Y

Marketing

Sales Leads - Y Y

MDF Eligibility - Y Y

Co-op Eligibility - -

-Partner Portal Y Y Y

Marketing Support Through

Distribution Y Y

Partner-ready Marketing Campaigns Y Y Y

Access to Partner Advisory Council - By Invitation Y

SafeNet Partner Summit - By Invitation Y

Access to SafeNet PR and Customer Reference Program - By Invitation Y

Support

On-demand Web Training Y Y Y

Technical Training Courses Y Y Y

Access to Knowledgebase Y Y Y

Access to Technical Support Y Y Y

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Requirements and

Discount Chart

Revenue Goal NORTH AMERICA, LATAM $1-25,000 $25,001-199,999 $200,000+

Sales Execution

Business Plan Reviews - Semi-annual Qtrly

Certified Sales Professionals (minimum)

Authentication 1 2 4*

HSM 1 2 4*

Keysecure 1 2 4*

Protect V 1 2 4*

Designated SafeNet Product Manager - Shared 1*

New End User Business Generation - Goal

by Level (New Product and Maintenance) - Required Required

Focused SafeNet Pipeline Growth - Required Required

Deliver & Socialize Forecasts

on a Monthly Basis - Required Required

Partner Enablement

Technical

Certified Technical Resources (Minimum)

Authentication N/A 2 4

HSM N/A 1 1

Keysecure N/A 1 1

Protect V N/A 1 1

Eval/NFR Gear N/A 2 4

Dedicated Technical Resources N/A N/A 1

Marketing

Marketing Plan N/A Optional Required

SafeNet Represented on Partner Website Required Required Required

Demand Generation Campaigns Semi-annual 1 per qtr 3 per qtr

Operational Execution Quoting, Processing Clean Orders Required Required Required

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Discount Table

As at May 1, 2014

Reseller Discount Guidance

Deal Registration

Product All Data Protection Products 15% 20% 25% 10%

Maintenance

Authentication 10% 10% 10% N/A

All Other % of List Products 10% 10% 10% N/A

% of Net Products -

Extended 18% of sell price 18% of sell price 18% of sell price N/A

% of Net Products - Plus 24% of sell price 24% of sell price 24% of sell price N/A Incremental - If Tier 1

Support N/A N/A N/A N/A

Support Services - Professional Services Training

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Existing Partner FAQs

Q: What are the changes in the SafeNet Cipher Partner

Program?

A: • Discount Harmonization – Move to a single product discount

• Simplification – One consolidated price list • Introduction of deal registration globally, 10pt deal

registration on products • New partner portal

Q: When will the SafeNet Cipher Partner Program take effect? A: New Partners will be able to apply for the program

immediately. All existing Americas partners will move to the new program on May 1, 2014.

Q: Will my existing discount change?

A: Yes, with the introduction of deal registration and harmonized pricing, the base discount structure will change as outlined on the previous page.

Q: Will existing quotes be protected?

A: Any quotes made prior to May 1st will be protected under the old discount structure. This will be facilitated under out non-standard pricing process.

Q: Will I need to sign a new contract?

A: Distributors and partners with a direct agreement with SafeNet will be required to sign a new SafeNet Contract.

Q: What does it cost to become a SafeNet Partner?

A: There is no cost to join the SafeNet Cipher Partner Program.

Q: How will deal registration work?

A: Deal registration is available to any partner in the SafeNet Cipher Partner Program. Deal Registration offers an additional 10% discount to a partner who discovers an opportunity in which SafeNet is not directly engaged or aware of via another partner. SafeNet will validate all Deal Registration requests, confirm any margin increase and assist with required resources thereafter. Additional terms and conditions apply - please see page 11 for more details.

Q: How do I submit a deal registration?

A: Deal registrations are submitted through the SafeNet Cipher Partner Portal at https://cipherportal.safenet-inc.com

Q: How much additional discount do I get with an approved deal registration?

A: An additional 10% discount on the product’s list price. .

Q: How often do I have to renew my certification? A: You have to recertify every two years. The certification renewal date is based on the date the partner was originally certified as a Silver, Gold or Platinum Partner.

Q: Where do I find SafeNet collateral, training and marketing materials?

A: You can find SafeNet program information, product collateral, datasheets, sales tools, training materials, promotions and more on the SafeNet Cipher Partner Portal at

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Deal Registration -

At a Glance

SafeNet Deal Registration is an opportunity-based program that

rewards authorized SafeNet partners with an additional discount (over

non-registered deals), as well as the protection of the opportunity

for any approved new-business deals they bring to SafeNet. The new

program has enhanced the discount from 7% to 10%!

These benefits are awarded to Platinum, Gold and Silver SafeNet Partners, and aim to eliminate channel conflict, while rewarding partners for their time and resources invested in driving new business deals.

OVERVIEW

• Only available to authorized partners of the SafeNet Cipher Partner Program • Registrations are granted on a first-come, first-served basis

• You will be qualified for additional support on the deal from SafeNet – including sales and pre-sales

• Registrations are valid for 120 days from the approved date

• Extensions must be approved, and can be requested in increments of 120 days for a maximum of 1 year

• Deals must be registered at least 20 days before closing to receive the discount • Applies to purchases from a SafeNet Authorized Distributor

• All SafeNet Data Protection products are eligible for deal registration

QUALIFYING DEALS

• A new or existing end-user account that has not purchased in the past six (6) months • A different purchasing location of an existing end user company

• A competitive product being displaced by a SafeNet solution • RFPs must be registered before public announcement • Note: renewals do not qualify for deal registration

CRITERIA

• Minimum deal size is $5,000 (list price) • Opportunity must be partner generated • NEW business / end-user account

• No other partner has the same approved opportunity

• Registration must include end-user name and contact information

• Detailed description of the opportunity, including the amount and expected close date • A valid quote for the opportunity

Submit your deal registration through the SafeNet Cipher Partner Portal

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Deal Registration FAQs

Q: Is this Program available to any SafeNet Partner?

A: The program is available to all authorized members of the SafeNet Cipher Partner Program.

Q: Do I have to take part in the deal registration program? A: There is no obligation for partners to submit deals through deal registration. However, the deal registration element of the program does impact the programs discount structure, so we encourage partners to take advantage of this feature to protect your customer deals, and maximize your margin.

Q: What defines a registered deal?

A: A registered deal is a NEW opportunity that the partner brings to SafeNet, that SafeNet is not already involved with, involved with or registered with another partner.. The minimum deal size is $5,000 (or local currency) and must be approved by SafeNet.

Q: How much additional discount do I get with an approved Deal Registration?

A: An additional 10% discount is applied to the product’s list price.

Q: How do I submit a deal registration?

A: Deal registrations are submitted through the SafeNet Cipher Partner Portal at https://cipherportal.safenet-inc.com. Please contact your SafeNet Channel Account Manager for assistance.

Q: What products does the deal registration program cover? A: The program covers new sales of all SafeNet Data Protection product families. Renewals are not eligible.

Q: Can I register a deal that has already been registered? A: No – only one partner can register a deal. Duplicates will not be approved.

Q: If I sold previously into an end-user am I guaranteed future deal registrations for the same customer?

A: No – all deal registrations are treated on an opportunity-by-opportunity basis. Deal registration is only available for existing customers if you sell them something new from SafeNet, or they haven’t purchased for the last 6 months. Customer renewals do not qualify.

Q: Once I submit a deal registration, how long will I need to wait before approval?

A: Please allow two (2) business days for feedback and/or approval.

Q: How will I know a deal registration has been approved or declined?

A: You will receive an email notification of the status of your deal registration submission. You can also visit the Deal Registration section on the SafeNet Cipher Partner Portal to review the latest status.

Q: How long does a registered deal last?

A: Upon approval, the partner has 120 days to place the initial PO, or request an extension to the registration.

Q: Can you register RFP’s?

A: You can only register a deal prior to the RFP being made public. All other prerequisites for the deal must be met.

Q: When the deal registration program launches, can I register a deal that is already being worked on?

A: Yes, as long as it meets the minimum criteria and is not already registered with another partner.

Q: Will existing quotes be protected?

A: Any quotes made prior to the effective date will be protected under the old discount structure. We will facilitate this under our non-standard pricing process.

Q: How can I access my history of deal registration?

A: You can log onto the SafeNet Cipher Partner Portal and view your submissions, their status, and the opportunities created.

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SafeNet Cipher Partner Program -

Terms and Conditions of Deal Registration

• SafeNet reserves the right to change or terminate this Program with 30 days notice. All approved opportunities will remain valid up to their individual deal registration expiry dates.

• Platinum, Gold and Silver Authorized Partners in good standing qualify for the Deal Registration Program. Distributors do not qualify for the Deal Registration Program.

• The Deal Registration Program is valid for qualifying opportunities accepted by SafeNet in its sole discretion. SafeNet reserves the right to amend, modify, suspend, cancel or terminate this program at any time with or without notice.

• All RFPs must be registered prior to public announcement – any registration request submitted past announcement will be denied • The Deal Registration Program applies only to product orders with the request for shipment within 30 days (no multiple ship dates or

any contingencies).

• The Deal Registration Program may not be used in conjunction with other SafeNet discount programs, including Non-Standard Pricing, unless explicitly approved.

• All SafeNet decisions are at the sole discretion of SafeNet and are final and binding. SafeNet is not responsible for typographical or printing errors.

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MDF Program Overview

The SafeNet Market Development Funds (MDF) Program exists to

help our Channel Partners grow their SafeNet business by driving

mutually beneficial marketing campaigns and sales initiatives that

generate increased demand and drive new revenue growth.

Types of Funding Available

There are 2 types of MDF funds available for SafeNet partners:

• Discretionary Funds (they are not accrued or earned) are available for eligible Platinum,

Gold or Silver partners to request, to actively market SafeNet solutions to develop new, revenue-generating opportunities and promote the SafeNet brand. SafeNet will contribute up to 50% of the activity cost (subject to approvals as outlined in this document). Partners can submit MDF requests in the Fund Management module on the new SafeNet Cipher Partner Portal.

• Accrued Funds are available to a small number of Distributor accounts that are driving

significant incremental revenue for SafeNet. These are evaluated on an annual basis, and any new Distributors are invited into the program once per year. These are managed on a region-by-region basis, and all distributors taking part must sign an additional agreement. Access and approval to the funding is handled in the same way as the discretionary funds. Distributors should select their respective fund when submitting a MDF request through the new SafeNet Cipher Partner Portal.

Funding requests will be evaluated on an individual, case-by-case basis evaluated on the relevancy of the proposed initiative, the amount of funding requested, and the expected results. Programs must be focused on driving or incentivizing new business and be clearly measurable.

Funding Request Requirements

• Partner must include an integrated marketing and sales plan for eligible marketing programs (see partial list of examples below)

• Program needs to generate measurable opportunities and awareness for SafeNet solutions

• Partner needs to contribute monetarily, as well as with time and resources, to the success of the program

Eligible MDF Programs

• Webcasts (both live and on-demand) that educate prospects about SafeNet solutions or security industry concerns

• Seminars, trade shows and other events that promote SafeNet solutions • Direct mail/e-mail campaigns for specific SafeNet lead generation

• Sales incentive (SPIF) programs, combining sales and product training with creative, motivating incentives to ensure success in selling SafeNet solutions

• Newsletter (print or e-mail) that educates clients and prospects about SafeNet solutions • Telemarketing/appointment setting campaigns

Application Process

To apply for SafeNet

funding, please visit

the Fund Management

section on the SafeNet

Partner Portal:

https://cipherportal.safenet-inc.com

You must be approved and have a portal login in order to request funds.

You need to submit a funding request for each newly proposed program with SafeNet.

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Reimbursement Process

Via the SafeNet Cipher Partner Portal, please follow the reimbursement process below. Partners will need to submit Proof of Performance (receipts, delegate lists etc), an itemised invoice, and any third party invoices within 30 days of the completion of the program. Following your submission, you will receive an ‘approved’ notification or request for more details via an email alert. For more information or to view the latest status, please log into the SafeNet Cipher Partner Portal. SafeNet will process payment within 30 days of reimbursement approval. Examples of Proof of performance required for the following MDF activities:

• Seminar/Trade Show: attendees/leads/registration list along with contact information • Print/Web Advertising: copy of final artwork and placement location(s) and date(s) • Direct Mail/E-mail: final copy of mailing/postal receipt or final HTML copy • Telemarketing/Appointment Setting: script/appointments set

• Co-branded Collateral/Giveaways: PDF/copy of collateral or picture of co-branded giveaways

• Partner’s itemized invoice for MDF Program

• Third Party Invoice(s) invoices showing currenct amount paid to vendors for the MDF program OR a signed sponsorship agreement by a SafeNet CAM for a defined set of benefits to SafeNet

Terms and Conditions

• Partner must be a current member of the SafeNet Cipher Partner Program and must be in good standing with SafeNet.

• The primary purpose of all activities must be to increase awareness and sales of SafeNet products.

• Approval of all MDF spending is at the sole and absolute discretion of SafeNet. • MDF is not to be used for capital expenses or the normal cost of business.

• Partners will not make, authorize, offer or promise to make or give any money or anything of value to any official of a public international organization, government official, political party, political official, candidate for political office (“Foreign Official”), or to any other person, while knowing or having reason to know that all or a portion of such money or thing of value will be offered, given or promised, directly or indirectly, to any foreign official.

• All decisions related to program benefits and eligibility is at the sole discretion of SafeNet, and is final and binding.

• SafeNet is not responsible for typographical errors or omissions.

• SafeNet respects its resellers’ corporate policies. This program is void where prohibited by company policy or law.

• SafeNet reserves the right to modify, change or terminate this program at any time with or without advance notice.

Checklist of Reimbursement

ü

Invoice

ü

Receipts

ü

Leads

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MDF FAQs

Q: How do I apply for MDF?

A: You can request SafeNet funds through the Fund Management section on the SafeNet Partner Portal:

https://cipherportal.safenet-inc.com.

Q: Can I propose my own marketing activities? A: Absolutely! We want to hear your ideas to increase

incremental sales to meet objectives. Your SafeNet Marketing Manager will be glad to work with you on ideas to develop a comprehensive marketing plan.

Q: Can we substitute a marketing activity for the one approved? A: If you change a marketing activity, you must have the new activity approved again by SafeNet.

Q: When must the marketing activity be completed?

A: Once approved, the activity must be completed within six (6) months from the approval date.

Q: When can the claim be submitted?

A: The claim must be submitted within 30 days of the activity being completed.

Q: What happens if the claim exceeds the request?

A: If a claim is submitted for more than either the amount on the prior approval or the guideline amount, claim will be paid up to the maximum dollar value on the prior approval.

Q: Will SafeNet pay the supplier or vendor directly?

A: SafeNet will not reimburse any supplier or vendor directly.

Q: What types of activities are excluded from reimbursement? A: SafeNet will not reimburse partners for costs for the

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About SafeNet

Founded in 1983, SafeNet is a global leader in information security. SafeNet protects its customers’ most valuable assets, including identities, transactions, communications, data and software licensing, throughout the data lifecycle. More than 25,000 customers across both commercial enterprises and government agencies and in over 100 countries trust their information security needs to SafeNet.

Contact Us:

For all office locations and contact information, please visit www.safenet-inc.com