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IM PE R VA P A R T NE R S P H E RECON FIDE NT IAL A ND PRO PRIE TAR Y TO IM P E R V A , INC.PartnerSphere2018 Channel Program Guidefor Europe, the Middle East and Africa
2018 Imperva PARTNERSPHERE EMEAChannel Program GuideIM P E R V A PA R T NE RS P H E REC ONFI DEN TIA L AND PROPRI ETA RY TO IM P E R V A , INC .Table of ContentsProtect What Matters Most . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3Security is What We Do . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3Why Join the PartnerSphere Program? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4The Imperva Solutions Portfolio . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5How to Become a PartnerSphere Channel Partner . . . . . . . . . . . . . . . . . . . 7PartnerSphere Channel Program Levels . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8PartnerSphere Sales Benefits . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8PartnerSphere Marketing Benefits . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10PartnerSphere Resources . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11Training and Certification Benefits . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12PartnerSphere Channel Program Support . . . . . . . . . . . . . . . . . . . . . . . . . . 13PartnerSphere Channel Program: Program Benefits . . . . . . . . . . . . . . . . . . 13Program Requirements . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 15Support . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 19Product, Services and Support Discounts . . . . . . . . . . . . . . . . . . . . . . . . . . . 202
2018 Imperva PARTNERSPHERE EMEAChannel Program GuideIM P E R V A PA R T NE RS P H E REC ONFI DEN TIA L AND PROPRI ETA RY TO IM P E R V A , INC .Protect What Matters MostImperva has a singular purpose: to defend business critical data and applications fromcyberattacks and internal threats. Our solutions help enable customers to discover assetsand risks, then protect their valuable information – intellectual property, business plans, tradesecrets, customer and employee information, and the day-to-day data that drives their business.Imperva solutions also help customers comply with the myriad of increasingly stringent dataprotection regulations and mandates, as well as enforce policies, entitlements and auditcontrols.Security is What We DoImperva is a leading cybersecurity company that delivers best-in-class solutions to protectdata and applications – wherever they reside – on-premises, in the cloud, and across hybridenvironments. The company’s Incapsula, SecureSphere, and CounterBreach product lineshelp organizations protect websites, applications, APIs, and databases from cyberattackswhile ensuring compliance. Imperva innovates using data, analytics, and insights from ourexperts and our community to deliver simple, effective and enduring solutions that protect ourcustomers from cybercriminals.Through our Imperva SecureSphere, Imperva Incapsula, ImpervaCounterBreach, Imperva Camouflage and Imperva ThreatRadar productlines, we help customers to:DiscoverProtectComplyassets and risksinformationwith regulations3
2018 Imperva PARTNERSPHERE EMEAChannel Program GuideIM P E R V A PA R T NE RS P H E REC ONFI DEN TIA L AND PROPRI ETA RY TO IM P E R V A , INC .Imperva at a GlanceYear Founded: 2002Total Revenue Fiscal 2017: 321.7MStock Symbol: NASDAQ: IMPVCountries: 100 Headquarters: Redwood Shores, CACustomers: 5,900Number of Employees: 900 Partners: 500 Why Join the PartnerSphereChannel Program?Imperva PartnerSphere channel program enables partners to create a high growth, profitableand differentiated cyber security business with Imperva products that address cyber securitythreats in the cloud and on-premises. With a broad portfolio of award-winning products thatinclude SaaS and cloud offerings in addition to flexible licensing programs, partners canaddress new opportunities to allow them to grow their business faster. With rich margins,streamlined enablement and turnkey marketing programs, partners can potentially recognizean outstanding return on their investment.“The company was among the top ranked in this study for its ability todetect and mitigate layer 3, 4, and 7 attacks, DNS attacks, internet-ofthings (IoT) botnet attacks, and new attack types, as well as for its scaleand speed. It also received some of the highest customer ratings in thisstudy for overall satisfaction with the solution, value, overall usability, andvendor relationship.”THE FORRESTER WAVE : DDOS SERVICES PROVIDERS Q4, 20174
2018 Imperva PARTNERSPHERE EMEAChannel Program GuideIM P E R V A PA R T NE RS P H E REC ONFI DEN TIA L AND PROPRI ETA RY TO IM P E R V A , INC .Industry-Leading CompanyImperva products address a large and growing market segment, which translates into anoutstanding growth opportunity for partners. With more than 5,900 customers in more than 100countries, from small and medium-sized businesses up to the Fortune 1000, significant upselland cross-sell opportunities exist. Couple our passion and focus for cyber security with anunwavering commitment to partners and customer satisfaction, and you have the ingredientsfor a collaborative and successful partnership.Visionary Hybrid ProductsImperva is constantly monitoring the cyber security market to quickly build the productsdesigned to meet customer requirements. Imperva invests substantially in research anddevelopment to generate an award-winning portfolio that has been recognized by leadingindustry analyst experts. Imperva offers great flexibility in product licensing, includingperpetual, SaaS and other subscription-based offerings to meet diverse customer requirementsand, in turn, create more opportunities and a recurring revenue stream for you.Rich Rewards and RecognitionPartnerSphere members receive rich benefits and rewards aligned to performance andinvestment. Simply put, the more you invest, the more you receive. PartnerSphere membersenjoy: Rich margins Deal registration Market development funds Access to rebates and incentives Not for resale (NFR) products Ready-to-run marketing campaigns via our marketing platform Recognition of your program achievementsThe Imperva Product PortfolioSecureSphere is a comprehensive, cyber security software platform that includes solutions forweb, database, file and insider threat security. It scales to meet the security demands of eventhe largest organizations and is backed by the Imperva Defense Center, a premier researchorganization for security analysis, vulnerability discovery, DDoS mitigation and complianceexpertise. Imperva Defense Center research combines extensive lab work with hands-ontesting in real world environments and learnings from Imperva SaaS and managed offerings toenhance Imperva products and deliver up-to-date threat protection and DDoS mitigation.5
2018 Imperva PARTNERSPHERE EMEAChannel Program GuideIM P E R V A PA R T NE RS P H E REC ONFI DEN TIA L AND PROPRI ETA RY TO IM P E R V A , INC .Incapsula is a cloud-based application delivery service that protects websites and increasestheir performance, improving end user experiences and safeguarding web applications andtheir data from attack. Incapsula includes a web application firewall to thwart hacking attempts,DDoS mitigation to ensure attacks don’t impact online business assets, a content deliverynetwork to optimize and accelerate web traffic, and a load balancer to maximize the potentialof web environments.CounterBreach is a multi-layered security solution that protects enterprise data from theft andloss caused by compromised, careless or malicious users. It combines advanced behavioralanalysis and deception technology to identify and contain insider threats. Using CounterBreach,security teams can quickly discern between malicious and normal activity so they canimmediately identify and react to risky behavior.Imperva Camouflage Data Masking reduces the risk of data breach by replacing sensitive datawith realistic fictional data. The masked data maintains referential integrity and is statisticallyaccurate enabling testing, analysis and business processes to operate normally. The ImpervaCamouflage Data Masking solution not only helps protect data from theft, but also ensurescompliance with regulations and international policies dictating data privacy and transport.ThreatRadar is the premier threat intelligence feed that arms the award-winning ImpervaSecureSphere Web Application Firewall (WAF) with the following protections to defend againstconstantly evolving web-based threats: Reputation Service: Filters traffic based upon latest, real-time reputation of source Community Defense: Adds unique threat intelligence crowd-sourced from Imperva users Bot Protection: Detects botnet clients and application DDoS attacks Account Takeover Protection: Protects website user accounts from attack and takeover Fraud Prevention: Simplifies deployment of best-in-class partner fraud prevention solutions6
2018 Imperva PARTNERSPHERE EMEAChannel Program GuideIM P E R V A PA R T NE RS P H E REC ONFI DEN TIA L AND PROPRI ETA RY TO IM P E R V A , INC .How to Become aPartnerSphere Channel PartnerTo become a PartnerSphere Partner you must: Execute a Reseller Agreement, as described below Meet the requirements outlined in this Program Guide for your program level Meet all business, ethics and compliance requirements as outlined in your agreementsImperva PartnerSphere AgreementAll partners who join the Imperva PartnerSphere Channel Program must execute a valid partneragreement with Imperva (referred to in this Channel Program Guide as the “PartnerSphereAgreement”). The PartnerSphere Agreement outlines the terms, conditions and requirementsregarding the relationship between Imperva and the partner.In addition, in order to continue membership in the PartnerSphere Channel Program, partnersmust remain in compliance with the program requirements outlined in the PartnerSphereAgreement and in this PartnerSphere Channel Program Guide. Imperva may update thisPartnerSphere Channel Program Guide from time to time, and in connection with any updates,partners may be required to execute a new or updated PartnerSphere Agreement.7
2018 Imperva PARTNERSPHERE EMEAChannel Program GuideIM P E R V A PA R T NE RS P H E REC ONFI DEN TIA L AND PROPRI ETA RY TO IM P E R V A , INC .PartnerSphere ChannelProgram LevelsThe PartnerSphere Program offers four tiers based on a partner’s performance and investment:Platinum, Gold, Silver and eAssociatePartnerPlatinum Partners exhibit proven success in implementing and supporting theImperva cyber security portfolio. These members exhibit a broad security industrybackground, a deep commitment and investment in Imperva, and maintainImperva-certified technical resources on staff.Gold Partners are committed to delivering superior cyber security solutions.These members have a strong industry background in security as well as workingknowledge of Imperva solutions. Gold level partners are committed to higherlevels of investment with Imperva and receive additional benefits.Silver Partners command a strong knowledgein information security with demonstratedknowledge of specific Imperva solutions.Associate is the entry-level tier for the PartnerSphere program. With minimalrequirements, this tier allows partners to easily get started building their Impervabusiness.PartnerSphere Sales BenefitsDeal RegistrationThe Imperva PartnerSphere program offers deal registration to provide partners with additionalmargin on every qualified opportunity that is registered and approved by Imperva. To qualifyfor deal registration, the opportunity must be “BANT” qualified (Budgeted, the Approveridentified, Needed by the prospect, and a clear Timeline for the purchase). Partners can registeropportunities through the PartnerSphere Partner Portal, and once registered and approved byImperva, the opportunity is protected for 90 days. Partners may request a 90-day extension,subject to review and approval by Imperva. Should Imperva deem that a partner is not activelyengaged in the opportunity, Imperva may end the protection period for that opportunity.8
2018 Imperva PARTNERSPHERE EMEAChannel Program GuideIM P E R V A PA R T NE RS P H E REC ONFI DEN TIA L AND PROPRI ETA RY TO IM P E R V A , INC .Incentives and RebatesImperva may offer special incentives and rebates to partners to accelerate the achievement ofspecific goals such as new customer acquisition, penetration of target accounts or upsell / crosssell product sales.NFR Software and Equipment DiscountsImperva offers several sales tools useful for training and demonstrations. These offerings are:The OneBox Demonstration Kit – a collection of three virtual machines that includes; aSecureSphere virtual appliance, a KALI attack machine and a retail website applicationprotected by the SecureSphere WAF. This kit provides a complete environment useful fordemonstrations to prospects and product training.Partners may also purchase NFR SecureSphere appliances or virtual machines for internaltraining, demonstration creation and support purposes. NFR appliances are available atsubstantial discounts. To learn more about availability and pricing, please contact your channelaccount manager.Should a customer trial be required, partners must register the opportunity and contacttheir Imperva channel sales manager or distribution partner to discuss the opportunity andrequirements. Imperva will work with the partner to provide the requested appliance and/ orsoftware for the customer trial.All NFR solutions are for the partner’s internal training, demonstration use, and support.Imperva partners are not permitted to resell, host or provide any services to or on behalf oftheir clients using these solutions.Renewal IncumbencyAt the time of a customer’s renewal for Support or other subscription-based services, includingThreatRadar and Incapsula services (“Subscription Services”), a partner of record may wish tocontinue its business relationship with the customer. As used in this section, “partner of record”refers to the partner which has placed the order to Imperva for the then-current Support orSubscription Service term.Imperva will notify the partner of record 90 days prior to the expiration of the then-currentSupport or Subscription Service term to provide the partner of record an opportunity to quotethe customer for the upcoming renewal term. The partner of record must forward a renewalquote to the customer, and provide a copy to the Imperva renewals rep or renewal team atmaintenance@ imperva.com, no less than 60 days prior to the expiration of the then-currentterm for Support or Subscription Services, as applicable. In the event the partner of record failsto do so and/or does not place an order with Imperva for the renewal within this time period,Imperva may provide quotes to other partners for the same renewal.If another partner is successful in winning the renewal business from the customer, it willbecome the partner of record for the upcoming renewal term, and should follow the guidelinesin this section to maintain status as the partner of record.If the renewal process is not completed by the term expiration date, Imperva may assessa reinstatement fee equal to 20% of the annual fee for the lapsed Support or SubscriptionServices, as applicable.9
2018 Imperva PARTNERSPHERE EMEAChannel Program GuideIM P E R V A PA R T NE RS P H E REC ONFI DEN TIA L AND PROPRI ETA RY TO IM P E R V A , INC .Sales and Pre-sales SupportThe PartnerSphere Channel Program provides sales and support resources partners needto compete and win. Resources vary by partner level within the program, but may includesales support from Imperva account executives and pre-sales support from system engineers.Imperva security architects are also available to architect and recommend products for large orcomplex opportunities.PartnerSphere Marketing BenefitsMarketing Support ResourcesImperva supports PartnerSphere members with marketing resources to assist with programdevelopment and execution. Ready-to-run marketing programs are available to all Impervapartners though the Imperva Partner Marketing Center. Imperva will designate a marketingcontact for each Platinum Partner and support Gold partners through the Program Office. Silverand Associate partners are supported by their distributor.Marketing Development FundsAt Imperva’s discretion, Imperva offers market development funds (MDF) to help partnersaccelerate their sales pipeline. MDF may be used for approved marketing activities as outlinedin the MDF Reference Guide available on the PartnerSphere Portal or as otherwise permitted byImperva.Ready-to-run Lead Generation ProgramsImperva offers Ready-to-run lead generation programs that leverage best practices and assetsfrom Imperva marketing campaigns. These programs are designed to enable partners toquickly and easily execute lead generation activities to help create sales pipeline.Joint Lead Generation ProgramsImperva supports Platinum partners on joint lead generation programs and Gold and Silveron a case by case basis to help accelerate opportunity creation. Imperva may co-invest inprograms, provide sales or technical resources, product demonstrations and marketingcollaterals.Partner FinderImperva will highlight partners who achieve certification in our partner finder tool on ourwebsite. Partners will be listed by competency (Application, Data or Cloud Security) and by theirtier in the program.Joint WebcastsWebcasts are a great way to create interest and sales pipeline within your prospect base.Imperva works with Platinum and Gold partners to create and deliver joint webcasts thatinclude Imperva products. Please contact your Imperva marketing contact or channel accountmanager to discuss your requirements.10
2018 Imperva PARTNERSPHERE EMEAChannel Program GuideIM P E R V A PA R T NE RS P H E REC ONFI DEN TIA L AND PROPRI ETA RY TO IM P E R V A , INC .Joint Customer Success StoriesJoint customer success stories speed opportunity closure and create enhanced awareness forour partner and Imperva. Partners with a customer success story opportunity should contacttheir Imperva marketing representative to discuss the creation of a success story. Imperva willassist in the creation and publishing of the story to create maximum impact for the partner andImperva.Joint Press ReleasesPlatinum and Gold tier partners who would like to publish a joint press releases with Impervashould contact their channel account manager or marketing representative. The Imperva publicrelations team will discuss and analyze the opportunity, outline requirements, and set mediacoverage expectations.PartnerSphere ResourcesPartnerSphere Portal for Sales Tools and Product InformationThe PartnerSphere Portal provides a single location for access to all sales and marketing tools.Members enjoy access to a comprehensive set of tools, including sales playbooks, analystreports, white papers, social media, event calendars, product training, customer successstories, and ready to run lead generation programs.Complimentary Incapsula SubscriptionImperva makes a complimentary Incapsula subscription available to Platinum and Goldresellers to protect the partner’s business website. To receive this subscription, eligible partnerssimply contact their Imperva channel account manager.Platinum partners may receive a complimentary subscription that includes: Up to 50 Mbits of clean traffic Unlimited website DDoS protection The ability to protect up to 21 websites / domains owned by the reseller Load Balancer for 50 Mbits Ability to purchase additio
opportunities through the PartnerSphere Partner Portal, and once registered and approved by Imperva, the opportunity is protected for 90 days. Partners may request a 90-day extension, subject to review and approval by Imperva. Should Imp
