TABLE OF CONTENTS RED HAT GLOBAL SYSTEMS INTEGRATOR (GSI) PARTNER PROGRAM GUIDE

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A systems integrator specializes in combining component subsystems into a whole and ensuring that those subsystems function together, a practice known as systems integration. Red Hat's Global Systems Integrator (GSI) Partner Program is designed for partners who demonstrate leadership, unique capabilities and commercial relationships with global enterprise customers. The Red Hat Global Systems Integrator Program can accommodate those partners who also provide managed services, cloud services and consulting.

Candidates for membership in the Red Hat Global Systems Integrator Partner Program must have:  a minimum annual revenue of $2,000,000,000 USD or equivalent in foreign currency.  a multinational presence on at least 2 continents.

 a classic systems integrator business profile, as described above.

PARTNERSHIP LEVELS

The Red Hat Global Systems Integrator Partner Program consists of three membership levels, with specific requirements and benefits corresponding to each level. The table below describes the characteristics for each membership level.

Partner Level

Premier Premier partners have a global, strategic relationship with Red Hat and other strategic Red Hat partners (e.g. ISVs, cloud providers), engaging with Red Hat across multiple geographic regions. Premier partners have the highest level of visibility in the marketplace and within Red Hat.

Advanced Advanced partners consistently meet business plan targets and expectations as defined in this program guide, and maintain an active business relationship with Red Hat in one or more geographic regions.

Ready Ready membership enables partners to extend their Red Hat competency. Ready partners have access to a variety of marketing collateral, tools, software, online sales training, product webinars, and Red Hat partner events and seminars.

GLOBAL SYSTEMS INTEGRATOR LINES OF BUSINESS

For Advanced or Premier partners, if there is mutual agreement to expand the partnership with Red Hat to include one or more of the following lines of business, Red Hat can provide the appropriate contract appendix. Appendices are available for the fol-lowing business lines:

Reseller

Service Provider – Cloud and/or Managed Services Embedded Software

Business Consulting

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RESELLING RIGHTS FOR GLOBAL SYSTEMS INTEGRATORS

This line of business entitles partners to purchase Red Hat subscriptions or services via authorized Red Hat distributors, for resale.

SERVICE PROVIDER

Red Hat Certified Service Providers are able to offer the advantages of Red Hat technologies in a cloud and/or managed service environment for their customers.

When in the role of a managed service provider (MSP), partners who come under agreement and certification with Red Hat are entitled to purchase, use and maintain Red Hat subscriptions as part of the managed services offerings that they maintain and support to and for their customers.

Red Hat Certified Cloud Providers (CCPs) offer a trusted destination for Red Hat customers, independent software vendors (ISVs), and partners to use Red Hat technologies on public clouds. Cloud infrastructure can include both multi-tenant and dedi-cated customer environments. CCPs meet stringent testing and certification requirements so that customers get a safe, scal-able, supported, and consistent environment for their enterprise cloud deployments.

EMBEDDED SOFTWARE

Red Hat offers a full range of embedded technology for systems integrators. By embedding Red Hat technology into software applications, systems integrator partners have the ability to build and distribute integrated, secure end-to-end solutions. Red Hat offers individualized business terms, flexible distribution rights and robust partner resources so partners can focus on building better applications, meeting customer needs as well as getting to market more quickly.

For enterprises building the commercial internet of things, Red Hat provides solutions that meet technology requirements throughout the entire architecture-from device, to field controllers, to the datacenter-allowing partners to connect all things reli-ably and securely move data. More than just transporting data, Red Hat helps enterprises rapidly transform, process, and act on the data. Red Hat’s flexible infrastructure and elastic solutions mean that partners can bring the Internet of Things to market faster and more cost-effectively.

BUSINESS CONSULTING

This line of business supports companies that specialize in consulting, but does not include buying and selling technology. For approved Premier level partners who include Red Hat products in a consulting practice, Red Hat will deposit a percentage of any net new Red Hat technology or service sale into a Marketing and Training Development Fund for the partner organization’s use.

RED HAT GSI PARTNER PROGRAM BENEFITS

The Red Hat GSI Partner Program offers benefits designed to assist in developing open source practices around Red Hat Enter-prise Linux, Red Hat JBoss Middleware, Red Hat Storage, Red Hat EnterEnter-prise Linux OpenStack Platform, Red Hat Cloud Infra-structure, Red Hat CloudForms, and OpenShift Enterprise by Red Hat.

Ready partners receive access to marketing and training resources tailored to assist in building open source success stories. Advanced partners, demonstrating increased dedication to Red Hat Enterprise Linux, Red Hat JBoss Middleware and other Red Hat offerings, will receive enhanced benefits.

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Program Benefits Overview

Red Hat GSI Partner Program Benefits Ready Advanced Premier

General Benefits

Red Hat

Connect for Business Partners

portal access Yes Yes Yes Red Hat Connect Partner Program directory listing and search Yes Yes Yes

End customer Open Source Assurance Yes Yes Yes

Training Benefits

Sales and technical partner seminars / events No Yes Yes

Web-based product webinars Yes Yes Yes

Online sales training Yes Yes Yes

Online technical training and eLabs No Yes Yes

Access to the Red Hat partner demo systems1 _No _Yes _Yes

Red Hat training and certification credential discounted price No Yes (10%) Yes (20%)

Sales Benefits

Renewals annuity business Yes Yes Yes

Red Hat GSI Partner Manager No Yes Yes

Deal registration participation eligibility2

Yes Yes Yes

Teaming agreement No Yes Yes

Additional partnership agreement: Certified Managed Service

Provider; Certified Cloud Provider; Embedded Software No Yes – eligible Yes – eligible

Marketing Benefits

Partner program logo Ready

logo Advanced logo

Premier logo

Access to Red Hat marketing collateral and campaign material

for use in partner marketing activities Yes Yes Yes

Success stories published by Red Hat Yes Yes Yes

Joint marketing activity planning No As agreed Yes

Partner program certificate Yes Yes Yes

Joint press announcement Red Hat Red Hat sup- Joint press release or

1Currently available only in the North America and EMEA geographies

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supported quote

ported quote or

press blog press blog

Pre-sales Benefits

Requirements analysis, high level architecture, and solution

design Yes Yes Yes

Enablement Fee Based

(Sales enablement is free of charge) Options: 1: Fee Based 2: Free through OPEN Options: 1: Fee Based 2: Free through OPEN

Proof of Concept support Fee Based Upon Approval Upon Approval

Demo support No Yes Yes

Professional Services assistance Fee Based Discounted (5%) Discounted (10%)

RFP or RFI support Upon

Approval Yes Yes

Technical Support Benefits

Knowledgebase access Yes Yes Yes

Not for Resale (NFR) subscriptions for demo purposes Yes Yes Yes

JBoss Developer subscriptions, SI Version Discounted Yes- No Charge Yes – No Charge

Technology Partnership Benefits

Product roadmap briefings No No Yes

Partner Assistance Reward (PAR) Program3

PAR Program participation No No Eligible upon approval

PROGRAM BENEFIT DESCRIPTIONS

These benefits are designed to provide the resources needed to develop and maintain a strong knowledge of Red Hat and the Red Hat product portfolio.

GENERAL BENEFITS

RED HAT CONNECT FOR BUSINESS PARTNERS PORTAL ACCESS

Membership in the Red Hat Partner Program includes access to the Red Hat Connect for Business Partners portal. The portal is an online content repository and partnership management tool with an array of partner-ready program, product, marketing, and sales resources. The portal serves as the primary source of Red Hat business information, product offerings and marketing campaigns. Partners can also manage various aspects of their Red Hat relationships through the portal.

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PARTNER DIRECTORY LISTING AND SEARCH

A listing in the Red Hat Partner Directory allows partners to gain exposure on http://www.redhat.com/. Potential customers look-ing to engage Red Hat partners may search based on geography and other criteria.

END CUSTOMER OPEN SOURCE ASSURANCE

Red Hat views the protection of our customers as one of our most important priorities, so we developed the Open Source Assur-ance program. Partners within the Red Hat Global Systems Integration Program can convey to their customers that they will be safeguarded under this program when developing and deploying open source solutions provided by Red Hat. The Open Source Assurance program provides certain assurances to customers in the event that there is an intellectual property issue with Red Hat Enterprise Linux, Red Hat JBoss Middleware or any other Red Hat branded subscription product. These assurances include (i) replacing the infringing portion of the software, (ii) modifying the software so that its use becomes non-infringing, or (iii) obtaining the rights necessary for a customer to continue its use of the software without interruption. As an additional protection, Red Hat also provides indemnification in its Open Source Assurance program. All customers with valid Red Hat subscriptions are eligible for the Open Source Assurance program. The terms of the Open Source Assurance program are contained in the Open Source Assurance Agreement that is available to Red Hat customers via the customer portal.

TRAINING BENEFITS

Training benefits provide multiple resources to increase overall knowledge of Red Hat and the Red Hat product portfolio with a full curriculum of product, sales and technical training.

SALES AND TECHNICAL PARTNER SEMINARS

Red Hat sales seminars for partners cover topics such as sales best practices and product positioning. GSI partners may also request on-site sales training seminars from Red Hat.

WEB-BASED PRODUCT TRAINING

Red Hat offers a wide variety of online training courses through its Online Partner Enablement Network (OPEN), available through the Red Hat Connect for Business Partners portal:

• OPEN Sales track

The OPEN sales track offers detailed Red Hat product training for partner salespeople. This series of computer-based training modules provides an understanding of the Red Hat portfolio, competitive positioning of Red Hat products, and advice on overcoming objections in the sales cycle.

• OPEN technical tracks

The OPEN technical training tracks consist of self-paced e-learning and e-labs designed for sales engineers, solution architects and consultants. The Sales Engineer technical pre-sales tracks cover competitive positioning, objection handling and demo competency, delving deeply into Red Hat product architecture. The Delivery tracks provide product implementa-tion and usage methodologies for developers and consultants.

ACCESS TO THE RED HAT PARTNER DEMO SYSTEM

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RED HAT CERTIFICATION & TRAINING DISCOUNT

All partner levels are eligible for all Red Hat Certification & Training as listed on the training section of our website:

http://www.redhat.com/training/. When purchased directly from Red Hat, Advance (10%) and Premier (20%) Partner consultant and pre-sales staff are eligible to receive a discount for Red Hat Certification Training (training discount does not apply to inter-nal IT staff training).

SALES BENEFITS

Sales benefits are sales enablement and revenue generating features to assist in developing a successful ongoing open source business with Red Hat.

RENEWALS ANNUITY BUSINESS

Red Hat products are sold on a subscription basis. As a partner, every subscription sold is eligible for subscription renewal rev-enue upon expiration. This provides an excellent opportunity to engage deeper with customers on a periodic basis and to build a business based on recurring revenue.

RED HAT GSI PARTNER MANAGER

Advanced and Premier partners receive access to a Red Hat GSI Partner Manager who acts as the point of contact with Red Hat. Red Hat GSI Partner Managers conduct business planning with partners and help them take full advantage of the partner program benefits.

DEAL REGISTRATION PROGRAM ELIGIBILITY

Red Hat’s Deal Registration Program allows partners to accrue additional benefits when they identify net new Red Hat business opportunities and engage in value-added pre-sales activity that leads to a Red Hat sale. Red Hat partner sales management will work to ensure that each business opportunity meets Red Hat’s criteria. For more information see the Deal Registration Guide-lines on the Red Hat Connect for Business Partners portal.4

TEAMING AGREEMENT

Red Hat's Teaming Agreement documents the agreement between the partner and Red Hat to jointly pursue a specific opportu-nity, specifying each company's role and responsibilities.

ADDITIONAL PARTNERSHIP AGREEMENT

Red Hat offers GSI program contract addenda to partners wishing to become Red Hat Managed Service Providers or Red Hat Certified Cloud Providers. Partners may also sign a subcontracting agreement to utilize Red Hat Consulting Services expert resources on projects.

MARKETING BENEFITS

Red Hat offers partners tools and resources to promote their Red Hat relationships, solutions and marketing programs.

PARTNER PROGRAM LOGO

Red Hat partners are eligible to use a logo corresponding to their specific partnership track. Logo use is managed through Red Hat trademark usage; for more information, please visit http://www.redhat.com/about/media relations/trademark.html. Logos are available from the Red Hat regional Partner Help Desk.

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PRODUCT MARKETING COLLATERAL AND DEMAND-GENERATION CAMPAIGNS

Red Hat publishes partner-ready versions of its corporate campaigns to allow partners to promote their work with Red Hat. The Red Hat Connect for Business Partners portal includes “Partner Marketing On Demand” co-brand able templates for presenta-tions, solution briefs, event invitapresenta-tions, signs, graphics and more for use in developing Red Hat-focused marketing activities.

SUCCESS STORY HIGHLIGHTS ELIGIBILITY

Red Hat encourages partners to share Red Hat success stories by submitting proposals via the Red Hat Connect for Business Partners portal. Submissions require approval for publication and promotion from the partner and the customer being profiled. Red Hat will fund and manage publication of accepted success stories. Advanced and Premier partnership levels require suc-cess story submissions; see “Red Hat GSI Partner Program Requirements” for the minimum number of customer stories to be submitted annually.

JOINT MARKETING ACTIVITY PLANNING

Advanced or Premier Systems Integrator Business Partners are eligible to participate in joint marketing activity planning. Market-ing plannMarket-ing and execution will be part of the partner business plan.

PARTNER PROGRAM CERTIFICATE

Partners may use a Red Hat certificate to market their open source expertise and Red Hat relationship. Certificates are available by contacting a Red Hat regional Partner Help Desk.

JOINT PRESS ANNOUNCEMENT

Red Hat will participate in press activity with partners of all levels who want to announce their relationship with Red Hat, joint ini-tiatives and/or customer wins. For partners of all levels, Red Hat will provide an executive quote for partner press releases. For Advanced and Premier partners, Red Hat may also publish a press blog entry and/or joint press announcement.

PRE-SALES BENEFITS

REQUIREMENTS ANALYSIS, HIGH LEVEL ARCHITECTURE, AND SOLUTION DESIGN

Red Hat Pre-sales Solution Architects will provide assistance with requirements analysis, high level architecture and solution design in support of prospective client engagements.

ENABLEMENT

Pre-sales enablement resources are available across Red Hat's Platform, Middleware, Virtualization, Cloud and Storage product solution areas. Resources include product demos, technical content, as well as training and accreditation for sales engineers and architects.

PROOF OF CONCEPT (POC), DEMO SUPPORT

Red Hat will provide technical expertise to support pilots, demonstrations, proof of concepts, evaluations, and benchmarks.

PROFESSIONAL SERVICES ASSISTANCE

Advance and Premier partners are eligible for a certain discount for Professional Services Assistance while Ready Partners need to pay a fee. Please refer to the GSI Partner Program Requirements table for details on the discounts.

RFP OR RFI SUPPORT

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KNOWLEDGEBASE ACCESS

Red Hat Global Systems Integrator partners have access to the Red Hat knowledge base through the Red Hat Customer Portal to research answers and view technical solutions. The knowledgebase is located at https://access.redhat.com/home.

NOT FOR RESALE (NFR) SUBSCRIPTIONS FOR DEMO PURPOSES

Red Hat Global Systems Integrator partners are granted access to NFRs to demonstrate Red Hat products for the purpose of sales and marketing activities. NFRs can also be used to train partner staff. A set number of NFR subscriptions are provided at no cost, as a Red Hat Partner Program benefit. NFRs cannot be used in production environments, or resold to any other party. Varying Support levels for NFR subscriptions are available on a product-by-product basis. There are options for: SELF-support, STANDARD support, and DEVELOPER support. Partners may request NFRs through the Red Hat Connect for Business Part-ners site.

JBOSS PARTNER DEVELOPER SUBSCRIPTIONS, SI VERSION

JBoss Partner Developer Subscriptions are designed for partner developers who are deploying application(s) on Red Hat JBoss Middleware. Developer subscriptions include support for JBoss Enterprise Products and Red Hat Enterprise Linux. The sub-scriptions include 5 named support contacts, a forty-eight hour service level agreement (SLA) during standard business hours, unlimited incidents, and up to 1,000 development entitlements. The software entitlements can be used for development pur-poses only outlined in the requisite Red Hat subscription agreement.

Where a JBoss Middleware Partner Developer Support Subscription provides JBoss software and associated technical support for application development using JBoss products, Not-for-resale (NFR) demonstration subscriptions to Red Hat products are intended for purposes of training, testing, and demonstrating to potential customers.

TECHNOLOGY PARTNERSHIP BENEFITS

PRODUCT ROADMAP BRIEFINGS

Upon request, Premier partners will be invited to participate in product roadmap briefings.

PARTNER ASSISTANCE REWARD (PAR) PROGRAM

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Premier partners5_{are eligible to participate in Red Hat's GSI Partner Assistance Reward (PAR) Program by signing the Red Hat} PAR Appendix. Partners participating in the PAR program may register deals with Red Hat. When the deals close, a percentage of the sale is accrued for the partner as Market Development Funds (MDF), to be used for various partnership-building activities.

RED HAT CENTERS OF EXCELLENCE

In addition to the above benefits, by bringing together the various components into a single pack, Red Hat makes it easy for global systems integrators to create Red Hat Centers of Excellence. A Center of Excellence showcases a partner's Red Hat-powered solutions, and is supported by Red Hat-accredited technical staff, delivering significant value to potential and existing clients. The number of accredited staff is agreed to in the joint partner/Red Hat business plan. Accreditation training is provided through the OPEN Training Program (see Training Benefits in the Red Hat GSI Partner Program Benefits Overview table).

Center of Excellence Pack

This package provides components needed to build a center of excellence with Red Hat technology.

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Full (not for resale) software package, with plenty of subscription entitlements

Access to reference architectures for many solution scenarios

Access to the Red Hat Partner Demo System

Technical enablement through Red Hat OPEN at no additional charge

Knowledgebase access

Developer subscription

Proof of Concept support (fee based)

Software Solution Creation Pack

This package provides the components needed to build Red Hat technology-based solutions/assets.

Full (not for resale) software package, with plenty of subscription entitlements

Access to reference architectures for many solution scenarios

Free of charge sales, sales engineer and delivery technical training through Red Hat OPEN

Knowledgebase access

Developer subscriptions

Requirements analysis and high level architecture/solution design

Advanced technical training in multiple delivery formats from Red Hat Global Learning Services, at special discounted prices

Red Hat certification credential, at special discounted price Catalog of certified hardware and software

Solution catalog entry

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RED HAT GSI PARTNER PROGRAM REQUIREMENTS

Requirements Overview

Program Requirements Ready Advanced Premier

Acceptance of Red Hat Partner Program agreement Y Y Y

Acceptance of Red Hat GSI Partner Program Appendix N/A Y Y

Portfolio adoption (offering Red Hat products part of available

assets) Y Y Y

Center of Excellence, supported by partner's accredited Red

Hat sales engineer or delivery technical staff 0 1 2

Minimum number of Red Hat accredited technical staff

*see Training Benefits for accreditation description 10 20 50

Annual business plan, including mutual business targets N Y Y

Minimum number of customer stories submitted annually recommended 2 2

New software solutions developed using Red Hat technologies

0 Per Business Plan

Per Business Plan

Designated alliance manager, and specified points of contact in each geographic region (North America, EMEA, APAC, Latin America)

N Y Y

Minimum annual revenue and global points of service

$2,000,000,000 USD revenue (or equivalent foreign cur-rency) $2,000,000,000 USD revenue (or equivalent for-eign currency), 2 continents $2,000,000,00 0 USD rev-enue (or equivalent for-eign currency), 3+ continents

PROGRAM REQUIREMENT DESCRIPTIONS

The following is a brief description of each Red Hat Global Systems Integrator Partner Program requirement.

ACCEPTANCE OF RED HAT PARTNER PROGRAM AGREEMENT

As part of the Red Hat GSI Partner Program enrollment process, partners must agree to the terms of the Red Hat Partner Agreement, available online via the Red Hat Connect for Business Partners portal at www.partner.redhat.com. Partners must maintain compliance with the Partner Agreement throughout their partner relationship with Red Hat.

ACCEPTANCE OF RED HAT SYSTEMS INTEGRATOR PARTNER PROGRAM APPENDIX

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PORTFOLIO ADOPTION

Portfolio adoption includes offering one or more Red Hat products or service offerings in the partner's list of available assets or practices.

CENTERS OF EXCELLENCE

A Center of Excellence is a physical or online facility for showcasing a partner's Red Hat-powered solutions, and is supported by Red Hat-accredited technical staff. Advanced and Premier partners are required to host Red Hat Centers of Excellence, to demonstrate their depth of commitment to the technology and partnership. Red Hat supplies the necessary software, support and training to help partners launch their Centers of Excellence. Please refer to the Red Hat Centers of Excellence section the Red Hat GSI Partner Program Guide.

RED HAT ACCREDITATIONS

Through a variety of training resources. Red Hat helps partners obtain important accreditations. Red Hat requires these staffing levels to ensure that partners are empowered to reach the partnership sales goals.

No.of Accreditations* 10 20 50

*Unique individuals. Accreditations can be any mix across Platform, Middleware or Cloud specializations.

ANNUAL BUSINESS PLAN, INCLUDING MUTUAL BUSINESS TARGETS

An annual business plan is required for both Advanced and Premier partners. Plans are jointly developed with Red Hat GSI partner managers, and include mutually agreed-upon sales and marketing goals and desired business outcomes for each geo-graphic region, as well as business and technical resources to be committed.

MINIMUM NUMBER OF CUSTOMER STORIES SUBMITTED ANNUALLY

Advanced and Premier GSI partners are expected to submit customer case studies each year, to help Red Hat promote the rela-tionship and the partner's unique or specialized capabilities..

NEW SOFTWARE SOLUTIONS DEVELOPED USING RED HAT TECHNOLOGIES

Advanced and Premier partners will identify with their Red Hat GSI Partner Managers new solutions to be built and delivered using Red Hat technologies and/or service offerings.

DESIGNATED ALLIANCE MANAGER AT PARTNER

Each Advanced and Premier partner must designate an alliance manager to be the key focal point in building and managing business plans with their Red Hat GSI Partner Manager counterpart, and offer specifed points of contact in each geographic region (North America, EMEA, APAC, Latin America).

MINIMUM ANNUAL REVENUE AND GLOBAL POINTS OF SERVICE

Red Hat assigns minimum revenue and service-point targets to each level of partnership. See Requirements Table “Minimum annual revenue and global points of service” for details.

HOW TO JOIN THE RED HAT GSI PARTNER PROGRAM

For more information, or to start the process of joining the Red Hat Global Systems Integrator Partner Program, please contact your Red Hat representative or regional Red Hat Partner Help Desk (http://www.redhat.com/partners/partner-helpdesk.html ).

TABLE OF CONTENTS RED HAT GLOBAL SYSTEMS INTEGRATOR (GSI) PARTNER PROGRAM GUIDE