APTTUS PARTNER PROGRAM POLICIES PROGRAM YEAR 2020
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APTTUS PARTNER PROGRAM POLICIES
PROGRAM YEAR 2020
Version 1.0
The Apttus Partner Program policies are listed below. Partner must be enrolled in the relevant Apttus Partner
Program for that Program’s Policies to apply.
Apttus Partner Program Policies – Program Year 2020 - Version 1.0
Copyright © 2019 Apttus Corporation, All Rights ReservedThese Apttus Partner Program Policies (“Policies”) are current as of the version date set forth above and will remain in effect until or unless they are superseded at this same (or redirected) URL by a version with a later version date. Apttus may update or modify these Policies in its sole discretion, with or without notice. These Policies are subject to and made part of the Apttus Partner Program Agreement (“Agreement”) at https://apttus.com/partner- program/documents/ which an entity must accept in order to participate in the Apttus Partner Program (the “Program”). Capitalized terms not defined in these Policies have the meaning given to them in the Apttus Partner Program Agreement. Apttus Partner Program Overview The Apttus Partner Program is designed for firms that are inspired to lead the next phase of middle-office innovation and help companies connect with their customers in entirely new ways by offering implementation, integration and/or custom development related to the Services. Apttus offers our Partners robust resources, training, and tools, enabling them to develop expertise around specific business functions, product areas, and industries so they can best serve the customers and differentiate their middle-office and quote-to-cash practices. Unlike programs developed by traditional software providers, the Apttus Partner Program is built exclusively for the cloud and takes advantage of its unique customer engagement models and economics and potential to deliver customer success. Apttus Partner Program Requirements An entity may apply to join the Program by reaching out to the Apttus Partner Program team (partners@apttus.com). Upon application, such entity will receive participation qualification details (“Evaluation Checklist”) setting out minimum requirements for inclusion in the Program (e.g., demographic information, due diligence/ compliance information, other credentials etc.). The applying entity must satisfy these requests within fifteen (15) days of receipt of evaluation checklist to keep its application active. Provided the entity submits such information within the appropriate window, Apttus will review it, and if it is aligned with Apttus’s requirement criteria, Apttus Partner Program Team will work with an entity to review overall capability as per evaluation criteria. If Apttus decide to onboard the new entity as a part of Apttus Partner Program, Apttus will grant the entity “Registered Partner” status and will send the Registered Partner an additional electronic communication outlining the qualification requirements for inclusion in the Program on a non-provisional basis (e.g., certifications, ACV expectations, Referenceable customer etc.). If the Registered Partner meets these qualifications criteria within nine (9) months of receipt of the applicable email, such Registered Partner will be admitted to the Program on a non-provisional basis and will be assigned a partnership tier level (“Tier”) as discussed below. If a Registered Partner fails to meet the qualifications within nine (9) months of the receipt of the email, it will remain as Registered partner. Any exception to the Program requirements will be subject to approval and management by Apttus’s Chief Delivery Officer. Apttus reserves the right to accept or deny any application to the Program, deny any request for access to the Apttus intellectual property available for Partners, or end any Partner’s participation in the Program. Apttus Partner Program Policies – Program Year 2020 - Version 1.0 Copyright © 2019 Apttus Corporation, All Rights Reserved
Apttus Partner Program Tiers
All Apttus Partners are carefully selected by Apttus, based on their demonstrated ability to provide strategic
consulting or implementation services, and proven track record in successfully fulfilling customer requirements.
Partners have access to our technical services and programs to build out their practice proficiencies that will be
covered in later sections of this document, as well as in more detail in the Partnership Program documents.
Apttus Partnership Program offers 3 Partner levels: Diamond, Platinum and Gold. Program levels are in place to help
set expectations and provide measurable results for Apttus and its partners relative to mutual investment, resource
allocation and active participation in the program.
Reserved for big bets partners with a strategic relationship to Apttus, Diamond
partners contributes the most consistently within Apttus and the partner
ecosystem. Members enjoy access to the highest level of resources and have the
greatest visibility
Experienced and successful at developing and delivering applications built on
Apttus offerings. Apttus Platinum partners enjoy advanced benefits designed to
help their practice grow and incorporate different delivery models
Experienced delivery and technology partners with proven Apttus domain
expertise. Has access to several resources and benefits that Apttus offers
Additionally, partners at the;
Diamond level are expected to have a global presence, build a significant and dedicated Apttus practice in a
majority, if not all, aligning with our focused verticals, offer a breadth of services to their clients that can touch on
all aspects of Middle Office Offerings and engage with Apttus on the number of technical initiatives, thought
leadership programs and customer and prospect events.
Platinum level partners may operate in a regional capacity, and still build a significant practice around configuring
and implementing Apttus Middle Office Solutions with fewer expectations on technical program and marketing
investments.
Gold level is available to partners who have a single national or local presence, are looking to engage in a limited
number of Apttus projects and not yet ready to commit to significant program investments.
Finally, the “Registered” status provides an accessible entry point into the program from which the partnership can
expand and grow at a pace that makes sense for the organization.
When a Registered Partner is admitted to the Program on a non-provisional basis, it will be assigned to the
“Registered” Tier level. During its participation in the Program, the Partner will be evaluated at the beginning of each
Apttus fiscal year (starts on February 1 and Ends on January 31), and may be reassigned to a different Tier based on
its performance score against requirement criteria. Evaluations will be conducted during the first month following
the end of an Apttus fiscal year, and any resulting reassignment will be effective as of the first day of the following
month (March 1). Apttus will notify each Partner of its new Tier on or before the effective date thereof. Partners
who do not remain in compliance with the qualifications of the Program may be removed from the Program, the
Apttus website and access to all Apttus intellectual property will be revoked. Please note that promotions to the
Apttus Partner Program Policies – Program Year 2020 - Version 1.0
Copyright © 2019 Apttus Corporation, All Rights Reserveddifferent Tier are only done during the Annual Evaluation. Please note that promotions to the Diamond Tier are by invitation only. Apttus Partnership Program Requirements by Tier To become an Apttus Partner, a company must meet the following overall minimum requirements within its nine (9) months of membership to maintain its partnership level. Requirements directly below are broken out per tier. *All currencies are in US dollars **Needs to include both CLM & CPQ certified resource ***Score will be on the scale of 1-5 Apttus Partnership Program Specialization Criteria The following table outlines the requirements needed by Industry to achieve and maintain a go-to-market Industry and/or product specialization in the SI Partner Program. Apttus Partner Program Policies – Program Year 2020 - Version 1.0 Copyright © 2019 Apttus Corporation, All Rights Reserved
Apttus Partnership Program Benefits Companies are eligible to receive the benefits listed below based upon their assigned Tier. Those benefits can be updated anytime at Apttus’ sole discretion. ** Reach out to your Apttus Partner Manager or partners@apttus.com for any immediate needs Apttus Partner Program Policies – Program Year 2020 - Version 1.0 Copyright © 2019 Apttus Corporation, All Rights Reserved
Compliance At all times during its participation in the Program, Partner must comply with all applicable anti-corruption laws. If Apttus reasonably suspects Partner has breached such obligation, Apttus may inspect and copy Partner’s books, records, and accounts and interview relevant Partner personnel. Partner agrees that Apttus may request verification that Partner, Partner’s sales representatives, and anyone engaged by Partner to perform work in connection with the Partner Program has undertaken compliance training and compliance certifications that align to Partner’s compliance obligations under the Apttus Partner Program Agreement and these Policies. Partner Enablement To enable successful go-to-market relationships, Apttus ensures its partnerships are resourced and managed accordingly, driven by documented business plans, supported in an ongoing fashion through education and training programs and provided access to exclusive Apttus resources. This section outlines the management, planning, training and informational resources available through the Partner Program. Governance Every Apttus partner is required to assign an Apttus Relationship personnel who will be responsible and accountable for the overall relationship with Apttus and the main point of contact for all business-related topics, initiatives and issues or escalations. More strategic partnerships will garner more dedicated time and resources, proactive planning and enablement programs, and a regular cadence of pipeline and deal reviews. Business Planning Effective business planning is necessary to ensure that both parties are aligned relative to strategy, investment and expectations. Apttus Partner Managers will work with their counterparts to build a 12-month business plan that covers sales goals, training and certification, marketing and any product-related initiatives to achieve those goals, broken out quarterly. This plan provides the benchmark against which the partnership performance will be measured throughout the year. Depending upon partnership level, these plans may be jointly develop or developed by the partner and reviewed by Apttus. Access to Apttus Knowledgebase Partners can request access to the Apttus Community portal as per eligibility mentioned in tier benefits. Any For any such request need to come from Partner’s Apttus representative or their designee, to their respective Apttus Partner Managers or to Apttus Partner Team (partners@apttus.com). Access will be provisioned as per Apttus process and SLAs. Any additional changes and avenues that Apttus may deem appropriate will be communicated to Partners as and when Apttus makes decision to extend any such tools, best practices that will benefit all Apttus partners. Apttus Trainings Partner agrees that Partner’s personnel involved in Apttus related activities (Pre-Sales, Sales, Delivery etc.) will use reasonable efforts to participate in the basic product certifications offered by Apttus University and keep it in good standing at any given point in time. As Apttus upgrades the product offerings, Apttus may ask Partner’s personnel to undergo further training based on Apttus product offerings new features and functions, and Partner’s personnel agree to make reasonable, good faith efforts to participate in such further training. Partner agrees to use reasonable Apttus Partner Program Policies – Program Year 2020 - Version 1.0 Copyright © 2019 Apttus Corporation, All Rights Reserved
efforts to advise Apttus of any demonstrations required to market the Services to prospective Apttus customers. To
the extent Partner is eligible to receive certain technical support offerings, such programs are provided under
Apttus’s technical support policies in effect at the time the Services are provided. For clarification, technical support
does not include support for Non-Apttus Applications or other third-party programs or services. Apttus technical
support policies are subject to change at Apttus’s discretion.
All Partner personnel working on Apttus implementation project are expected to complete Apttus product
certification (e.g. CLM, CPQ etc.) before getting deployed to any implementation project.
In addition, there are advanced domain and technical courses that Apttus may make available for the Partners.
Demonstration Instances
Partners can request access to a demonstration instance of the software for use by individuals who have completed
the required Apttus certifications. These instances will be created based upon partner request. Partners are
encouraged to use these instances to build out their own demonstrations that can be leveraged in a Center of
Excellence or as a way to market their pre-built solutions integrations to prospects.
Partner Communications
Partners have access to business-critical resources and receive a regular cadence of communications via multiple
channels to ensure they have the information needed to make their customers and the partnership successful.
Some examples include
✓ Apttus Partner Newsletter
✓ Apttus Partner Webinars
✓ Apttus Knowledge sessions
Product Release Briefings
As Apttus announces new releases, details regarding the same will be provided to all Apttus partners on timely
manner. Release notes including details around the new features and functionality will be made available to all
Partners.
Any additional skills required due to any such new release feature will be supported by either Apttus University
provided training or supporting enablement initiatives.
Partner Responsibility
Unless mentioned otherwise, Partner is expected to adhere to all responsibilities mentioned in Apttus Partner
Program Agreement. Any additional responsibilities not mentioned in Apttus Partnership Program Agreement and
need to be added to policy will be undated under this section. Partners to review the policy document on regular
basis as well as on notification of change from Apttus.
Partner shall, to the extent reasonable under the circumstances, undertake to perform the following with respect
to the business initiatives and implementation of Apttus Services in accordance with the Partnership Program:
• Furnish appropriate and sufficient information for support and planning purposes; provided, however, that
each party reserves the right, in its sole discretion, to determine the content and availability of such
information.
Apttus Partner Program Policies – Program Year 2020 - Version 1.0
Copyright © 2019 Apttus Corporation, All Rights Reserved• Make reasonable efforts to build a joint business and co-marketing plan to maximize sales alignment and
lead generation in accordance with the Partnership Program.
• Subject to such confidentiality constraints as each party may determine to be appropriate, endeavor to
keep each other reasonably apprised about new products and services directly relating to the activities
contemplated by this Agreement.
• Appointed representatives will regularly review and discuss current projects, prospects and targets, as
considered appropriate by each party.
• Promote the relationship on respective websites.
• Cause their respective personnel involved in providing products and services hereunder to be up to date
and knowledgeable about the other party’s products and services.
Apttus Trademark License
Names, Trademarks, Logos, Trade Names and Service Marks. Each party agrees to submit to the other party for
written prepublication approval, any materials which may use or display any name, trademark, trade name, logo or
service mark of the other party.
Subject to its inclusion as a program benefit in Partner’s assigned Tier, and solely for so long as Partner remains a
Partner assigned to such Tier, and subject to the terms of the Agreement and these Policies, Apttus grants Partner
a limited, nonexclusive, nontransferable, non- sublicensable, royalty-free license during the Program Year to use,
solely in connection with Partner’s rights, duties and obligations under the Agreement and these Policies, such marks
identified publicly by Apttus as available for use by Partners within Partner’s assigned Tier.
Partner will not make any express or implied statement or suggestion, or use any of Apttus’s trademarks in any
manner, that dilutes, tarnishes, degrades, disparages or otherwise reflects adversely on Apttus or its business,
products or services. Partner will cease, or adjust the manner of, its use of any of Apttus’s Marks at Apttus’s request
in its sole discretion. Apttus may withdraw any approval of any use of Apttus’s Marks at any time in its sole discretion
upon written notice to Partner, which withdrawal will be effective promptly but in no case more than thirty (30) days
from the date of Apttus’s notice sent in accordance with the Agreement and these Policies.
Questions? Need Assistance?
Please submit an email to the Apttus Partner Team (partners@apttus.com)
Apttus Partner Program Policies – Program Year 2020 - Version 1.0
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