Transcription
GLOBALImperva PartnerProgram Guide
0102030405060708WHY CHOOSEIMPERVAADVANTAGES OFPARTNERING WITHIMPERVAHOW TO BECOME ANIMPERVA PARTNERIMPERVA PARTNERPROGRAM LEVELSBENEFITSREQUIREMENTSPROGRAMRESOURCESNEXT STEPSWelcomePartners have always played an important role inour go-to-market strategy and are central to ourbusiness. There has never been a better time thannow to do business with Imperva. Imperva’s simplified product lines make it eveneasier for you to position, purchase, deploy,and support Imperva’s industry-recognizedcybersecurity solutionsImperva firmly occupies a unique role in themarketplace as the defender of business growth.Our customers are realizing that focusing onlyon edge and core security can expose datato external as well as internal threats. Theyunderstand that data security is the bedrock of aneffective cybersecurity strategy. Imperva defendsour customers’ businesses as they grow bysecuring the mission-critical applications and datathat they rely on. Our flexible and predictable licensing, includingperpetual, SaaS, and other subscription-basedservices, enables you to meet diverse customerrequirements whether on-premises or in the cloud.When you partner with Imperva, you benefitfrom an award-winning program that canhelp you create a high-growth, profitable, anddifferentiated cybersecurity business. And it alsoprovides you with access to a large and growingmarket segment, with more than 5,800 customersworldwide, including the world’s leading financialservices firms, healthcare companies, andgovernment agencies.2Global – Imperva Partner Program GuideWe have made significant investments in theImperva Partner Program—investments that arepaying dividends for our partners and our business. Rich rewards and recognition aligned toperformance and investment. We are tailoringour incentive programs to reward not only newlogo wins by our partners but subscription winsas well.When we work together, we can help companiesexecute a comprehensive cybersecurity strategyto more effectively reduce risk and drive businessgrowth.In this guide, you’ll find more information aboutprogram levels; sales, marketing, and trainingbenefits; financial incentives; and support servicesthat can help you expand your business andincrease profitability. Join us as we lead the fightto secure data and applications, protecting ourcustomers’ businesses as they grow, so they canrealize their ambitions, today and tomorrow.Sincerely, Tools to enhance partner enablement andeducation. New courses, new certifications andprocesses will emerge throughout the year. Commitment to developing programs to allowpartners to deliver customer support services totheir customers in ways not previously possible.JIM RITCHINGSVP GLOBAL CHANNEL
0102030405060708WHY CHOOSEIMPERVAADVANTAGES OFPARTNERING WITHIMPERVAHOW TO BECOME ANIMPERVA PARTNERIMPERVA PARTNERPROGRAM LEVELSBENEFITSREQUIREMENTSPROGRAMRESOURCESNEXT STEPSWhy choose Imperva?At Imperva, we believe that customers should neverhave to choose between innovating and protectingtheir business. We protect customers’ data andapplications, whether they operate on premises, inthe cloud, or across multiple environments.Our solutions take on 360-degree threatremediation, working actively from end to end toidentify, evaluable, and eliminate threats beforecustomers even see them to maximize uptime andkeep their business moving forward. And for everythreat that requires attention, we help customerstake effective action, drawing from rich analytics todeliver complete visibility and actionable insightsinto the risks that matter.3Global – Imperva Partner Program Guide VISIONARY HYBRID PRODUCTS Today, dataand applications are the fundamental assets ofany enterprise. Imperva has a singular purpose:protect these critical assets from the everchanging attacks of the cybercrime industry.Imperva products address this large andgrowing market segment, which translates intoan outstanding growth opportunity for partners. IMPERVA DATA SECURITY GATEWAYSand data activity monitoring reliably protectdatabases and files with little or no impact onperformance or availability, while also satisfyinga broad range of compliance requirements. IMPERVA DATA RISK ANALYTICS protectenterprise data from theft and loss caused bycompromised, malicious or careless users. IMPERVA DATA MASKING reducesyour customer’s risk profile by replacingsensitive data with realistic fictional data. IMPERVA CLOUD APPLICATIONSECURITY offers a multi-function CDNthat boosts performance, secures websites,ensures high availability and mitigatesDDoS attacks across customers’ mostcritical assets. IMPERVA WEB APPLICATION FIREWALL(WAF) GATEWAYS protect businesscritical applications and their data fromsophisticated cyber attacks. Imperva products deliver early detectionand an effective defense against constantlyevolving threats through real-time threatintelligence.
0102030405060708WHY CHOOSEIMPERVAADVANTAGES OFPARTNERING WITHIMPERVAHOW TO BECOME ANIMPERVA PARTNERIMPERVA PARTNERPROGRAM LEVELSBENEFITSREQUIREMENTSPROGRAMRESOURCESNEXT STEPSIndustry-leading solutionsImperva invests substantially in research and development to generate an awardwinning portfolio that has been recognized by leading industry analyst experts. 2019 Security 100 list; Web, Email and Application Security category, twoyears in a row. The channel’s ultimate list of top security tech suppliers.Imperva recognized as an authority when it comes to protecting and defendinginformation. 2019 100 Coolest Cloud Vendors List; Security category. The ultimate guide tothe most important players in the cloud. Imperva highlighted with the best ofthe best in cloud security. 2018 Tech Innovator Awards Finalist. The ability to help solution providersdifferentiate themselves and grow their businesses is the crowningachievement of CRN’s Tech Innovator winners and finalists. 2018 Cloud Partner Program Guide, two years in a row. Provides partners withthe insight needed to navigate through the crowded cloud vendor landscapeand identify the vendors that best meet the needs of their customers. Imperva is a Leader in The Forrester Wave : Web Application Firewalls, Q22018 with our cloud WAF solution. 2018 Imperva named a leader in the Gartner Magic Quadrant for WebApplication Firewalls (WAF), five years in a row. 2018 Gartner Peer Insights Customers’ Choice for Web Application FirewallsYear founded: 2002Headquarters: Redwood Shores, CANumber of employees: 1,000Total 2017 revenue: 321.7 millionCountries: 100 Partners: 550 Customers: 5,800 Our customers include: 10 of the top 10 global telecom providers 5 of the top 10 U.S. commercial banks* 4 of the top 5 global diversified insurancecompanies 2 of the top 5 global biotech companies 3 of the top 10 global computer hardwarecompaniesThe Forrester Wave is copyrighted by Forrester Research, Inc. Forrester and Forrester Wave are trademarks of Forrester Research, Inc. The Forrester Wave is a graphical representation of Forrester’s call on a market and is plotted using a detailed spreadsheet with exposed scores, weightings, and comments.Forrester does not endorse any vendor, product, or service depicted in the Forrester Wave . Information is based on best available resources. Opinions reflect judgment at the time and are subject to change.1The Forrester New Wave is copyrighted by Forrester Research, Inc. Forrester and Forrester Wave are trademarks of Forrester Research, Inc. The Forrester New Wave is a graphical representation of Forrester’s call on a market. Forrester does not endorse any vendor, product, or service depicted in the ForresterNew Wave . Information is based on best available resources. Opinions reflect judgment at the time and are subject to change.2Gartner Magic Quadrant for Web Application Firewalls, Jeremy D’Hoinne, Adam Hils, Ayal Tirosh and Claudio Neiva, 29 August 2018. Gartner does not endorse any vendor, product or service depicted in its research publications, and does not advise technology users to select only those vendors with the highestratings or other designation. Gartner research publications consist of the opinions of Gartner’s research organization and should not be construed as statements of fact. Gartner disclaims all warranties, expressed or implied, with respect to this research, including any warranties of merchantability or fitness for aparticular purpose.4Global – Imperva Partner Program Guide
0102030405060708WHY CHOOSEIMPERVAADVANTAGES OFPARTNERING WITHIMPERVAHOW TO BECOME ANIMPERVA PARTNERIMPERVA PARTNERPROGRAM LEVELSBENEFITSREQUIREMENTSPROGRAMRESOURCESNEXT STEPSAdvantages of partnering with ImpervaImperva Partner Program enables partners tocreate a high growth, profitable and differentiatedcybersecurity business with Imperva products thataddress cybersecurity threats on the premisesand in the cloud. With a broad portfolio of awardwinning products that include SaaS and cloudofferings in addition to flexible licensing programs,partners can address new opportunities to growtheir business faster. The program features richmargins, streamlined enablement, and turnkeymarketing programs to help partners realize anoutstanding return on their investment.3x Winner53x WinnerGlobal – Imperva Partner Program Guide 2019 CRN 5 Star Partner Program Award,3 time winner. Based on investments in programofferings, partner profitability, partner training,education and support, marketing programs andresources, sales support, and communication. 2019 CRN Cloud Partner Program Guide,2 years in a row. A list of prominent technologyvendors offering cloud-related partner programsthat deliver outstanding cloud infrastructure orapplications. 2019 CRN Security 100 List. The channel’sultimate list of top security tech suppliers.Imperva recognized as an authority when itcomes to protecting and defending information. 2018 Tech Innovators Finalist Award. The abilityto help solution providers differentiatethemselves and grow their businesses is thecrowning achievement of CRN’s Tech Innovatorwinners and finalists.
0102030405060708WHY CHOOSEIMPERVAADVANTAGES OFPARTNERING WITHIMPERVAHOW TO BECOME ANIMPERVA PARTNERIMPERVA PARTNERPROGRAM LEVELSBENEFITSREQUIREMENTSPROGRAMRESOURCESNEXT STEPSHow to become an Imperva PartnerTo become a partner you must:Imperva Partner Agreement Execute a Partner Agreement, as describedbelowAll partners who join the Imperva Partner Programmust execute a valid partner agreement withImperva (referred to in this guide as the “PartnerAgreement”). The Partner Agreement outlines theterms, conditions, and requirements regarding therelationship between Imperva and the partner. Meet the requirements outlined in this guide foryour program level Meet all business, ethics, and compliancerequirements as outlined in your agreementsIn order to continue membership in theprogram, partners must remain in compliance withthe program requirements outlined in the PartnerAgreement and in this program guide. Impervamay update this guide from time to time, and, inconnection with any updates, partners may berequired to execute a new or updatedPartner Agreement.6Global – Imperva Partner Program Guide
0102030405060708WHY CHOOSEIMPERVAADVANTAGES OFPARTNERING WITHIMPERVAHOW TO BECOME ANIMPERVA PARTNERIMPERVA PARTNERPROGRAM FORPARTNERS LEVELSBENEFITSREQUIREMENTSPROGRAMRESOURCESNEXT STEPSImperva Partner Program levelsThe Imperva Partner Program offers four tiers based on a partner’sperformance and investment: Platinum, Gold, Silver, and Associate.Platinum Partners demonstrate proven success in implementing and supporting theImperva cybersecurity portfolio. These members exhibit a broad security industrybackground, maintain Imperva-certified technical resources on staff, and demonstrate adeep commitment to Imperva through their investments.Gold Partners are committed to delivering superior cybersecurity solutions. Thesemembers have a strong industry background in security as well as working knowledge ofImperva solutions. Gold level partners are committed to higher levels of investment withImperva and receive additional benefits.Silver Partners command a strong knowledge in information security with demonstratedknowledge of specific Imperva solutions.Associate is the entry-level tier for the Imperva Partner Program. With minimalrequirements, this tier allows partners to easily get started building their Imperva business.7Global – Imperva Partner Program Guide
0102030405060708WHY CHOOSEIMPERVAADVANTAGES OFPARTNERING WITHIMPERVAHOW TO BECOME ANIMPERVA PARTNERIMPERVA PARTNERPROGRAM LEVELSBENEFITSREQUIREMENTSPROGRAMRESOURCESNEXT STEPSSales benefitsImperva Partner Program members receive rich benefits and rewards alignedto performance and investment. Simply put, the more you invest, the more youreceive. Members enjoy:Deal registrationThe Imperva Partner Program offers deal registration to providepartners with additional margin on every qualified opportunity that isregistered and approved by Imperva. To qualify for deal registration,the opportunity must be “BANT” qualified. It must be Budgeted, theApprover must be identified, it must be needed by the prospect, andit must have a clear Timeline for the purchase. Partners can registeropportunities through the Imperva Partner Portal. Once registeredand approved by Imperva, the opportunity is protected for 90 days.Partners may request a 90-day extension, subject to review andapproval by Imperva. Should Imperva deem that a partner is notactively engaged in the opportunity, Imperva may end the protectionperiod for that opportunity.Incentives and rebatesImperva may offer special incentives and rebates to partners toaccelerate the achievement of specific goals, such as new customeracquisition, penetration of target accounts, or upsell and cross-sellproduct sales.8Global – Imperva Partner Program GuideNot for Retail (NFR) software andequipment discountsImperva offers several sales tools useful for training anddemonstrations. These offerings are: The OneBox Demonstration Kit. This kit includes a collection ofthree virtual machines: a SecureSphere virtual appliance, a KALIattack machine, and a retail website application protected by theSecureSphere WAF. This kit provides a complete environmentuseful for demonstrations to prospects and product training. Partners may also purchase NFR SecureSphere appliances or virtualmachines for internal training, demonstration creation and supportpurposes. NFR appliances are available at substantial discounts.To learn more about availability and pricing, please contact yourchannel account manager.Should a customer trial be required, partners must register theopportunity and contact their Imperva channel sales manager ordistribution partner to discuss the opportunity and requirements.Imperva will work with the partner to provide the requested applianceand/or software for the customer trial.All NFR solutions are for the partner’s internal training, demonstrationuse, and support. Imperva partners are not permitted to resell, host orprovide any services to or on behalf of their clients using these solutions.
0102030405060708WHY CHOOSEIMPERVAADVANTAGES OFPARTNERING WITHIMPERVAHOW TO BECOME ANIMPERVA PARTNERIMPERVA PARTNERPROGRAM LEVELSBENEFITSREQUIREMENTSPROGRAMRESOURCESNEXT STEPSRenewal incumbencySales and pre-sales supportAt the time of a customer’s renewal for Support or other subscriptionbased services (“Subscription Services”), a partner of record may wishto continue its business relationship with the customer. As used in thissection, “partner of record” refers to the partner that has placed the orderto Imperva for the then-current Support or Subscription Service term.The Imperva Partner Program provides sales and support resourcespartners need to compete and win. Resources vary by partner levelwithin the program but may include sales support from Impervaaccount executives and pre-sales support from systems engineers.Imperva security architects are also available to architect andrecommend products for large or complex opportunities.Imperva will notify the partner of record 90 days prior to the expirationof the then-current Support or Subscription Service term to providethe partner of record an opportunity to quote the customer for theupcoming renewal term. The partner of record must forward a renewalquote to the customer and provide a copy to the Imperva renewalsrep or renewal team at maintenance@imperva.com no less than 60days prior to the expiration of the then-current term for Support orSubscription Services, as applicable. In the event the partner of recordfails to do so and/or does not place an order with Imperva for therenewal within this time period, Imperva may provide quotes to otherpartners for the same renewal.If another partner is successful in winning the renewal business fromthe customer, it will become the partner of record for the upcomingrenewal term and should follow the guidelines in this section tomaintain status as the partner of record.If the renewal process is not completed by the term expiration date,Imperva may assess a reinstatement fee equal to 20% of the annual feefor the lapsed Support or Subscription Services, as applicable.9Global – Imperva Partner Program Guide
0102030405060708WHY CHOOSEIMPERVAADVANTAGES OFPARTNERING WITHIMPERVAHOW TO BECOME ANIMPERVA PARTNERIMPERVA PARTNERPROGRAM LEVELSBENEFITSREQUIREMENTSPROGRAMRESOURCESNEXT STEPSSales benefitsPROGRAM LEVELPLATINUMGOLDSILVERASSOCIATE------Deal registrationIncentives and rebatesNFR software and equipment discounts---Renewal incumbencySales and pre-sales support10Global – Imperva Partner Program GuideDistributorDistributor
0102030405060708WHY CHOOSEIMPERVAADVANTAGES OFPARTNERING WITHIMPERVAHOW TO BECOME ANIMPERVA PARTNERIMPERVA PARTNERPROGRAM LEVELSBENEFITSREQUIREMENTSPROGRAMRESOURCESNEXT STEPSRESELLER PROGRAM TIERPlatinum1Product, services andsupport discountsImperva Partner Program members enjoyprogram discounts and rebates as outlined inthe following tables:GoldSilverAssociatePERPETUAL DISCOUNTSBase product discount15%15%10%10%Additional dealregistration discount23%20%20%10%Total product discount38%35%30%20%SUBSCRIPTION DISCOUNTSBase product discount10%10%10%10%Additional dealregistration discount20%18%15%10%Total product discount30%28%25%20%PROFESSIONAL SERVICES AND TRAININGTotal discount10%10%10%10%5%5%MANAGED SERVICESTotal discount11Global – Imperva Partner Program Guide5%5%
0102030405060708WHY CHOOSEIMPERVAADVANTAGES OFPARTNERING WITHIMPERVAHOW TO BECOME ANIMPERVA PARTNERIMPERVA PARTNERPROGRAM LEVELSBENEFITSREQUIREMENTSPROGRAMRESOURCESNEXT STEPSRESELLER PROGRAM TIERPlatinum1GoldSilverAssociate1ST YEAR SUPPORT DISCOUNTSBase support discount15%15%10%10%Additional dealregistration discount18%15%15%5%Total support discount33%30%25%15%IMPERVA PARTNER PROGRAM REBATES2Rebates are calculated on net bookings to Imperva and are subject to change.New customer rebate subscription10%8%5%---New customer rebate product5%4%3%---In order to obtain Platinum-level discounts, Imperva Partner Program members must meet all eligibilityrequirements for Platinum status and purchase products and services directly from Imperva pursuant to aPartner Agreement that authorizes such direct purchases.12Rebates will be paid within 45 days after the end of the quarter in which they are earned. 50% of theearned rebate will be allocated to be used for joint marketing or Imperva training courses.See the “2019 Partner Rebate FAQ” for more details.12Global – Imperva Partner Program Guide
0102030405060708WHY CHOOSEIMPERVAADVANTAGES OFPARTNERING WITHIMPERVAHOW TO BECOME ANIMPERVA PARTNERIMPERVA PARTNERPROGRAM LEVELSBENEFITSREQUIREMENTSPROGRAMRESOURCESNEXT STEPSMarketing benefitsMarketing support resourcesPartner finderImperva supports program members with marketing resourcesto assist with program development and execution. Imperva willdesignate a marketing contact for each Platinum partner an
Imperva Partner Agreement All partners who join the Imperva Partner Program must execute a valid partner agreement with Imperva (referred to in this guide as the “Partner Agreement”). The Partner Agreement outlines the terms, conditions, and requirements regarding the relationship between Imperva a
