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Acquia Partner Program& Partner RewardsJuly 2018 2016 Acquia Inc. — Confidential and Proprietary
2016 Acquia Inc. — Confidential and Proprietary
The Acquia Partner ProgramThe mission of the Acquia Partner Program is to support, enable andrecognize our Partners so that they choose to build their business on theAcquia Platform.More information on the Acquia Partner Program Levels can be found in theAcquia Partner Program Brochure. 2016 Acquia Inc. — Confidential and Proprietary
Types of RewardsPartner CommissionsPartner CreditsWho is eligible?Who is eligible? Foundation Partners Foundation Plus Partners Preferred Partners Global Select Partners Commissions are paid to Acquia Partners who have achieved theFoundation and Foundation Plus levels of the Acquia PartnerProgram who source and/or co-sell the sale of Acquia subscriptionproducts. Partners must have a signed copy of the Acquia Referral Agreementon file before eligible sales opportunities are closed won. Partners located within the United States will be paid via ACH. International partners will be paid via wire transfer. Partners can send ACH information, wire details and W-9 forms (forUS-based partners) to ap@acquia.com. All Partner Commissions are calculated and paid in USD (moredetails in “Partner Commission Payments” section of this document). Credits can be earned by Acquia Partners who have achieved thePreferred and Global Select levels of the Acquia Partner Programwho source and/or co-sell the sale of Acquia subscription products.Partners must opt into the Acquia Partner Credits Program at thebeginning of the calendar year. Partners must have a signed copy of the Acquia Referral Agreementon file before eligible sales opportunities are closed won. All Partner Credits are calculated in USD. Credits usage shall be applied to the relevant invoice 2016 Acquia Inc. — Confidential and Proprietary
Rewards Calculations Partners that Source opportunities (but don’t also co-sell) are eligible to receive rewards (up to 5% of the first year’s subscription). Partners thatco-sell opportunities (but don’t also source) are eligible to receive rewards (up to 5% of the first year’s subscription). Partners that do both areeligible to receive up to 10% of the first year’s subscription. Acquia NEVER pays/credits more than 10% of the value of the first year of a subscription in rewards. In the event that a Partner Sources andCo-sells a deal, and another Partner also Co-sell, Acquia will determine how to distribute rewards across both partners. These percentages areadjusted if a reseller is involved (see details below). If a third partner is co-selling in this scenario, they will not be rewarded 5%. If opportunities are routed through a reseller or procurement vehicle, the reseller’s margin will be subtracted from the 10% available to berewarded to partners and percentages will be recalculated so that they do not exceed 10% of the first year subscription value. Renewals are not eligible for Partner Commissions or Partner Credits. If there is an upsell subscription component bundled in with a renewal that a partner sourced or co-sold, and the value of the upsell subscriptioncomponent is more than 10,000, we will calculate rewards according to the rules outlined above. Deals less than 10,000 are not eligible for Partner Commissions or Partner Credits. Temporary upsizes are also not eligible. Partner commission and credit amounts are capped at 50,000 USD on a per deal basis. Partner Commissions and Partner Credits shall be calculated as a percentage of the net sales price of the subscription service for the initial annualsubscription value only. 2016 Acquia Inc. — Confidential and Proprietary
Rewards CalculationsSingle PartnerPartner 1 - Source OnlySourceMultiple PartnersPartner 1 Eligible Products: Acquia Cloud Professional Acquia Cloud Enterprise Acquia Cloud Site Factory Acquia Lift Acquia Cloud Edge and Edge Protect Acquia DAM Acquia Journey Ineligible Products: Acquia Cloud Hardware and Storage Upsizes Acquia Cloud Professional subscriptions purchased online Training Acquia Professional Services Acquia Certifications Tickets to Acquia Events (Engage Conference, etc.)5%5%5%5%SourceCo-Sell Acquia NEVER pays/credits more than 10% of the value of the first year of a subscriptionin rewards. In the event that a Partner Sources and Co-Sells a deal, and another Partneralso Co-Sells, Acquia will determine how to distribute rewards across both partners.These percentages are adjusted if a reseller is involved (see details below). If a thirdpartner is co-selling in this scenario, they will not be rewarded 5%.5% We NEVER pay partners a fee for co-sell if they were introduced or recommended to thecustomer by Acquia. If opportunities are routed through a reseller or procurement vehicle, the reseller’s marginwill be subtracted from the 10% available to be rewarded to partners and percentages willbe recalculated so that they do not exceed 10% of the first year subscription value.5%Partner 2*Commissions for Foundation partners capped at 5% 2016 Acquia Inc. — Confidential and ProprietaryPartner Commissions and Partner Credits shall be calculated as a percentage of the netsales price of the subscription service for the initial annual subscription value only.Co-SellPartner 1 - Co-Sell OnlyPartner 1 - Source & Co-Sell*
Source DefinitionsSourcing is defined as registering an opportunity with Acquia that Acquia is not actively pursuing. “Actively pursuing” is defined as already having anopen opportunity in Salesforce when the deal is registered. If a deal registration is accepted, an opportunity will be created in Salesforce by thepartner manager.Deals can be registered at http://go.acquia.com/deal-reg.htmlUpon submission of the Acquia Deal Registration form, the registration details will be routed to the Acquia Partner Team. The Partner’s assignedPartner Manager will follow up to qualify the opportunity and determine next steps.Deal Registration acceptance will expire after 6 months if no next step has been defined in the last 30 days. The opportunity will be eligible forre-registration. Expiration will be monitored by and communicated to the partner by Acquia Partner Managers. 2016 Acquia Inc. — Confidential and Proprietary
Co-Sell DefinitionAn opportunity qualifies for Co-Selling if the Partner played an active role in the Sales cycle and performed one or more of the below functions requiredto advance a deal from qualified opportunity to closure.1. If actively co-selling with the Acquia Sales team, coordinates and agrees upon a joint selling plan.2. Defines the buying process with customer’s Executive sponsor. Conducts discovery and ROI discussion with key influencers and decision-makerswithin the account.3. Invests non-billable time and resources in the development of pre-sales Proof-of-Concepts, Prototypes, and/or Sales Demos.The partner must also satisfy the requirement below:4. Remains active in the account until contracts are signed and Purchase Orders are issued to Acquia or an Authorized Reseller.We NEVER pay partners a fee for co-selling if they were introduced or recommended to the customer by Acquia. 2016 Acquia Inc. — Confidential and Proprietary
Partner Commission Payments All partner commissions will be calculated and paid in US Dollars. Partners located in the United States must provide Acquia a copy of their W-9.Partners located in the US will be paid by ACH; Partners located outside the US will be paid by wire. To ensure timely payment, US Partners should provide ACH transfer details and international Partners should provide wire transfer details inadvance of earning commissions. W-9 and ACH/wire transfer details can be sent to ap@acquia.com If international Partners do not have USD receiving accounts, Partners are responsible for any and all fees incurred in receiving or convertingcommission payments to a local currency. International Partners who do not have USD receiving accounts bear all risk of exchange rate fluctuations impacting commission payments.For example:International Partner A sources an opportunity with a first year subscription value of 100,000, earning a 5% commission of 5,000.As of the closing date, the EUR:USD exchange rate is 1.15. The commission earned is calculated as 5,000 x 1.15 5,750.The following quarter, the commission of 5,750 is paid in USD. As of the payment date, the EUR:USD exchange rate is 1.20. Thepayment, if converted by the receiving bank to Euro, would equal 4,792 ( 5,750 1.20) less any fees incurred.In the above example, Acquia is not responsible for the local currency difference of 208, nor for any fees incurred by Partner as aresult of payment being made in USD. Commissions will be calculated at the end of the quarter in which the deal closed. 2016 Acquia Inc. — Confidential and Proprietary
Partner Credit ProgramJuly 2018 2016 Acquia Inc. — Confidential and Proprietary
Acquia Partner Credit ProgramWhy are we implementing the credit system?Acquia offers a compensation (or “rewards”) program ranging from 5-10% to designated partners who source and/or co-sell Acquiasubscription deals. Acquia is introducing the Partner Credit System, a program that allows Preferred and Global Select partners toput their partner commissions in a “bank” as credits for use toward marketing, enablement, and certification activities to strengthenthe partnership and generate business. Preferred and Global Select partners have signed the Acquia Business Partner ReferralAgreement and have satisfied the Acquia Partner Program level requirements for Preferred and Global Select.How does the credit system benefit partners?The end goal will be to increase the number of closed won Acquia subscription deals via 1) Marketing, 2) Enablement 3) Productand 4) Certification. Credits are earned when a deal is marked “closed-won” by Acquia. This will enable the partnership to benefitdirectly from the credits earned. See How do partners get paid on deals? above)How will the credits be calculated?The credits will be calculated in the same way partner commissions are calculated currently. Please reference the Acquia BusinessPartner Referral Agreement for more information. 2016 Acquia Inc. — Confidential and Proprietary
Acquia Partner Credit ProgramDo the credits expire?Credits expire 12 months after the deal is marked “closed-won” by Acquia. We view this as a positive as it encourages our partnersto engage in frequent programs that strengthen the partnership. We know how busy everyone is, so this is a top priority for us.What if I want to engage in a program but I don’t have enough credits right now?We will enable you to pay the remainder in cash. The entire payment (credits and cash) must be submitted prior to the programbeing launched/executed.Who is eligible to participate?The Acquia Credit Program is available to all partners in the below two partner levels: Global Select PreferredCan I opt out if I want?If you are a Global Select or Preferred Partner, you will have the option to opt into the Credit System at your company’spartner/global level. If you do not opt in, you will get paid out via a partner commission check at the beginning of each newcalendar year. Your choice to opt in (or stay opted out) will hold for the entire year. You will not be able to change preferences untilthe following year. 2016 Acquia Inc. — Confidential and Proprietary
Acquia Partner Credit ProgramWhat happens to my credits if I decide to opt out before I use them?If you opt out for the next year before your credits from the previous year are used or before they have expired, you will lose thosecredits when you opt out.What are the Rules of Engagement?Partner Managers will work with Partner Marketing and relevant Marketing Leaders (Field, Events, Content, Programs, etc.) in therelevant region to decide on and build Quarterly Business Plans with their partner. Partners should work with Partner Managers toidentify how they may apply credits, held in the "bank", towards Credit-applicable programs.What is the process and next steps for accessing the credits?In each case, Partners will fill out the Acquia Partner Credit Funding Form and submit to their Partner Manager, who willcommunicate the request to Partner Operations and appropriate departments within Acquia. Acquia will work with the Partner todetermine (a) availability of Acquia resources and (b) the Partner’s allocated percentage of total activity costs. If a Partner’s requestcannot be fulfilled due to Acquia resource availability, Partner Managers will work with Partners to identify an alternative option, orelse an alternative date must be identified that is mutually agreeable to Acquia and the Partner.See below Option Menu for additional information regarding requests to use credits for Marketing, Enablement, and Certification. 2016 Acquia Inc. — Confidential and Proprietary
Marketing Credit Approved Option MenuAcquia Partner Credit Funding Form must be filled out by Partners to submit for approval when requesting a Credit-fundedMarketing Program. All Credit-funded programs/events/etc. need to be submitted at minimum one quarter before execution. Date,location, theme, target audience, etc. will be proposed by Partners via the Acquia Partner Credit Funding Form and agreed uponwith Acquia team on planning call.Please note that the Credit Funding Form is part of an application process; approvals of all requests depend on Acquia’s resourceavailability / bandwidth. Marketing Demand Generation Program 3rd Party Webinars (Partner portion of cost to be determined with Partner Manager; Partner to assist with speaker/content,program design, invite list, program attendance) Other - subject to approval on case-by-case basis 2016 Acquia Inc. — Confidential and Proprietary
Marketing Credit Approved Option Menu Field Event *At minimum 8 week promotion timeline needed. Industry Targeted/Thought Leadership Field Events (Partner portion of cost to be determined with Partner Manager;Partner to assist with speaker/content, program design, invite list, program attendance) High Touch Prospect/Customer Dinner (Partner portion of cost to be determined with Partner Manager; Partner to assistwith speaker/content, program design, invite list, program attendance) Prospect/Customer Sporting/Entertainment Event (Partner portion of cost to be determined with Partner Manager; Partnerto assist with invite list, program attendance) Other - subject to approval on case-by-case basis Conference/Tradeshow Sponsorship Acquia Engage Conference Tradeshow Events/Sponsorships/Wrap-Around Events (e.g., DMexco, SXSW, etc.) -subject to approval on case-by-case basis Thought Leadership & Content Third-Party Research Joint Case Studies (written/video) Joint White Paper/eBook Other - subject to approval on case-by-case basis 2016 Acquia Inc. — Confidential and Proprietary
Marketing Credit Approved Option Menu Joint Customer Expansion Day Customer Upsell Event (e.g., “Drupal Day, Personalization Training and Strategy Day”) - subject to approval on case-by-casebasis Joint Customer Expansion Day Product Partner credit is eligible for use of Acquia subscription products, subject to approval on a case-by-case basis. 2016 Acquia Inc. — Confidential and Proprietary
Partner Delivery Assurance Credit Option MenuAcquia Delivery Assurance helps a Partner by providing a set of delivery assurance activities in support of a project. Assurance activitiesinclude discovery support, architectural guidance and support, delivery execution, and program management support over the course of theclient engagement. Assurance activities include subject matter expertise on Drupal and Acquia products as well as delivery executionsupport. Acquia recommends topics including architecture adherence review, code quality review, project plan review, and learning pathreview. Some example activities include: Requirements Review: Advise and consult on the development of requirements to ensure specific Acquia product considerations aretaken into account. Architecture Review: Advise and consult on the creation of the architecture to ensure specific Acquia product considerations are takeninto account. Code Review: Support Partner’s code review process spot-checking code deployments for quality and best practices usage. Best Practice Review: Work with the Partner from the onset of the project to jointly define and agree on a set of standards and bestpractices for Acquia solutions including a defined number of code audits, subject to project duration, to validate usage of agreed uponbest practices. Project Plan Review: Advise and consult on the development of a project approach and supporting development plan.These are just a sampling of the Delivery Assurance work that Acquia can help with. We can also assist with production readiness auditsand other performance tuning activities. Assurance can be purchased in small, medium and large weekly increments. 2016 Acquia Inc. — Confidential and Proprietary
Learning Services Credit Option MenuAcquia Learning Services provides partners with critical training and Certification on Drupal and Acquia Platform products. Partners canleverage their credits to purchase Acquia Certification Exam Voucher packs: Acquire exam vouchers to get your team members Acquia Certified on the exams they need.Acquia Certification is a requirement for partner teams to achieve Qualified Delivery Team status. Learn more about Acquia Certification. Flipped Classroom training: Acquia Flipped Classroom’s innovative remote training model offers in-depth training on Drupal andAcquia Platform. Our 8-week and 4-week offerings let students learn on their own schedule, supported by weekly small-class sessionswith supportive instructor attention. Acquia Instructor-led training: Classroom training on Drupal and the Acquia Platform. For groups of 5 more more students we canarrange private training at your workplace. Customization options available. See available courses.We’ll work with you to find the best combination of curriculum and delivery options to support your team’s success. Contact your PartnerManager to learn more. 2016 Acquia Inc. — Confidential and Proprietary
Contact us partners@acquia.com 2016 Acquia Inc. — Confidential and Proprietary
Acquia Cloud Site Factory Acquia Lift Acquia Cloud Edge and Edge Protect Acquia DAM Acquia Journey Ineligible Products: Acquia Cloud Hardware and Storage Upsizes Acquia Cloud Professional subscriptions purchased online Training Acquia Professional Services Acquia Certifications Tickets to Acquia Events (Engage Conference, etc.) Acquia NEVER .
