Veritas Partner Force Distribution Program Guide

Veritas Partner Force
Distribution Program
Guide
Distribution Partners
April 2021
Introduction to the Veritas Partner Force
Distribution Program Guide
This Veritas™ Distribution Program Guide (“Program Guide” or “Guide”) describes Veritas
Partner Force (VPF) Distribution Program (“Program”) requirements and benefits. It is
designed to provide the Veritas Distribution Partner community (referred to as “Distributor”
“You” or ”Distribution Partner” within this Guide) key information on Program framework,
benefits, tools and resources with links to relevant PartnerNet pages for quick access to
benefit administration.
Please note that this Program Guide, including the Financial Benefit Overviews it contains
and the Supplements referenced (Partner Tier Accreditation Requirement Supplement)
and hyperlinked in this Program Guide, are part of and are incorporated into your current
Veritas Partner Force Program Agreement, which is accepted online as part of enrolling
in and/or accessing benefits of the VPF (“VPF Enrollment Terms”) (collectively, “VPF
Agreement”). Your VPF Agreement, including the most current Program Guide, is a legal
agreement which overrides and replaces any previous Program Guide, Financial Benefit
Overviews and Supplements concerning the same subject matter and any conflicting
material or information on our websites.
Subject to your VPF Enrollment Terms, the terms of a Supplement, this Program Guide and
the VPF Enrollment Terms control, in that order of precedence, if there is a conflict of the
terms between and among such documents. Please note that Veritas reserves the right, in
our sole discretion, to modify the Program Guide and Supplement(s) at any time.
This Program Guide does not describe any Veritas regional or product-specific promotions
that may apply in a partner’s local market. Veritas may publish additional fact sheets and
program information on the partner and/or region-specific areas of PartnerNet or by other
means to eligible partners.
2 Veritas Distribution Program Guide

Table of Contents
Introduction to the Veritas Distribution Program Guide......................................2
Veritas Distribution Program Benefits Summary.................................................4
Veritas Distribution Program Requirements Overview........................................6
Veritas Distribution Program Financial Benefits Summary.................................8
Growth Target Rebate Benefit Overview...............................................................8
VPDF Benefit Overview for Distributors............................................................ 10
Margin Builder Benefit Overview......................................................................... 13
Opportunity Registration Benefit Overview....................................................... 14
Financial Benefit Qualifying Business and Terms for Distributors................... 15
General Terms & Conditions for Distribution Program Financial Benefits...... 16
For More Information............................................................................................ 17
About Veritas Technologies LLC.......................................................................... 17
VPDF Appendix..................................................................................................... 19

Veritas Distribution Program Benefits Summary
Earn more rewards, retain more reseller customers, expand your market footprint and grow your business
with Veritas. The Veritas Distribution Program offers a host of planning, enablement, marketing and technical
benefits that are aligned to your business cycle and designed to support your growth objectives.
Plan
Benefit Description
Veritas’ Access to Veritas’ partner portal housing valuable information, resources, training, and tools. PartnerNet
PartnerNet includes Financial Benefits pages for eligible Partners to access, administer, and track transactional and
Portal strategic financial benefits.
https://partnernet.veritas.com/portal/faces/programs
Distribution Success Engage directly with a Veritas Distribution Success Manager (DSM) to develop your relationship and grow
Manager your business with Veritas.
https://partnernet.veritas.com/portal/faces/programs/business-plan
Market Planning A Veritas channel marketing champion in coordination with your DSM will help you to proactively plan joint
marketing activities. Your DSM will help you engage with channel marketing.
Veritas Partner Access to dedicated proposal-based marketing and business development funds designed to help you drive
Development profitability and market differentiation.
Funds https://partnernet.veritas.com/portal/faces/programs/vpdf
Enable
Benefit Description
Sales & Access to no-cost online training courses, assessments, and other material designed to enhance product and
Technical solution knowledge. Learn how to position and sell Veritas products.
Pre-Sales Training https://partnernet.veritas.com/portal/faces/training
Post-Sales Fee-based Veritas Certified Specialist (VCS) exams and labs are available but you can also access
Implementation and complimentary pre-exam training, labs, study guides, and more on PartnerNet.
End-to-End Training https://partnernet.veritas.com/portal/faces/training
Sales and Access no-cost online technical pre-sales training resources and discounted Instructor-led training provided
Technical Enablement by Veritas. Learn to perform a customer demo, deliver a technical sales presentation and address competition
Assets on a technical level.
https://partnernet.veritas.com/portal/faces/training
Product Solution Access enhanced assets and collateral to support your sales, technical pre-sales and marketing efforts.
Webcasts https://partnernet.veritas.com/portal/faces/salesmarketing

Market
Benefit Description
Partner Tier Logos Promote your Veritas Distribution Program membership to build visibility with customers.
and Certificates https://partnernet.veritas.com/portal/faces/programs
Partner Locator A listing on the Veritas Partner Locator builds visibility and helps customers locate You.
https://partnernet.veritas.com/portal/faces/PartnerLocator
Demand Help your partners generate leads with ready-to-execute marketing campaigns through Veritas’ Partner
Generation Marketing Center. The Partner Marketing Center provides access to free customized campaigns quickly
and easily.
https://www.veritaspmc.com
Marketing Tools and Access tools and collateral to support your sales, technical pre-sales and marketing efforts. Visit the Sales &
Resources Marketing pages in PartnerNet and read the Veritas Voice (emailed partner newsletter).
https://partnernet.veritas.com/portal/faces/salesmarketing
Sell
Benefit Description
Growth Target Rebate Drive growth and earn a rebate on qualifying new business billings via your GTR benefit.
Margin Builder Receive a Margin Builder (MB) discount on approved reseller partner opportunities where You have been
selected as the Authorized Distributor.
https://partnernet.veritas.com/portal/faces/salesmarketing/margin-builder
Opportunity Support resellers in developing deals and be rewarded when they place an order through You.
Registration
(reseller benefit)
Pre & Post Sale Support

Benefit Description
Partner Helpdesk Access to assistance for sales and general questions.

https://partnernet.veritas.com/portal/faces/support
Pre-Sales Technical Access Vox Community forums and knowledge bases to connect with customers, partners and employees to
Resources & Tools find solutions and share non-confidential technical knowledge.
Product Support Product support is available with a valid product support contract. Online self-help and support case
management capabilities are available via the Veritas Support website which Partners can access from
PartnerNet.

Veritas Distribution Program Requirements
Overview
Distribution Partners must be compliant with the following requirements in order to qualify for the benefits
under the Distribution Program: Revenue requirement; Accreditation requirement; and Quarterly Business
Review requirement.
Revenue Requirement
The revenue threshold requirement is calculated on new and renewal billings over four quarters. The table below outlines the
required annual revenue threshold in USD based on the country location of your PartnerNet account.
Country Grouping* Annual Revenue Threshold in USD
Tier 1 - United States $20,000,000
Tier 2 - France, Germany, United Kingdom $10,000,000
Tier 3 - Australia, Brazil, Canada, China, Japan, Korea, Singapore, $4,000,000

Tier 4 - Hong Kong, India, Mexico, New Zealand, Philippines, Taiwan,
$1,000,000
Thailand, Malaysia, all other countries
* Country grouping and revenue threshold requirements are subject to change at Veritas’ sole discretion.
Accreditation Requirement
The accreditation requirement ensures familiarity with Veritas products and solutions.
Number of Individuals Holding Required

Exam Type Number of Accreditations
Number of Accreditations
Veritas Sales Expert (VSE) 5 3
Veritas Sales Expert+ (VSE+) 5 3
Please note:
• Quantities displayed are the number of unique individuals who need to meet the respective accreditation requirement
across the exam types (VSE/VSE+). Unique individuals can be the same or different people between the exam types.
• Accepted accreditations are refreshed after Veritas’ Annual Review so a new compliance period begins with only the
most current training accepted towards partner tier requirements.
• During the compliance period as new accreditations are released, both the current version of an accepted accreditation
offered, and one version back, count towards meeting accreditation requirements. Please see the Partner Tier
Accreditation Requirement Supplement for current accepted accreditation versions.
• VSE and VSE+ are complimentary assessments and may be taken via PartnerNet on demand.
• A PartnerNet contact record must be active for the associated accreditations to be recognized under their Partner
company’s PartnerNet account. Partner contacts must log into PartnerNet at least once every six (6) months
to keep their PartnerNet contact record active.
• Accreditations are recognized for contacts within only one PartnerNet account record, and may not be shared
across accounts.
• Veritas funded heads must also be trained according to their role (i.e. Sales/Marketing take VSEs and System Engineers
take VSEs and VSE+s).

Quarterly Business Review Requirement
Distribution Partners are required to actively participate in Quarterly Business Reviews (QBRs) to align with Veritas on
quarterly joint business and marketing plans. Marketing plans must be approved by Veritas in order for the Distribution
Partner to participate in the Veritas Partner Development Fund (VPDF) benefit.
As part of the QBR, Veritas will also review your achievement towards maintaining the accreditation requirement and
required revenue threshold (looking at a rolling four quarters of qualifying billings).
Maintenance of Distribution Program Requirements

Distribution Partners must maintain compliance with all applicable accreditation and revenue requirements as of the last
day of the respective Veritas Fiscal Year. Veritas encourages Distribution Partners to maintain compliance during the fiscal
year to be in the best position possible when reviewed at the end of the fiscal year.
Veritas Partners are responsible for maintaining their knowledge of Veritas products and solutions.
As new versions of products and solutions, and their related training courses are released and as updated training courses
are made available via PartnerNet, Distribution Partners are strongly encouraged to complete such additional training.

Veritas Distribution Program Financial Benefits
Summary
Earn more rewards, retain more reseller customers, expand your market footprint and grow your business
with Veritas’ transactional and strategic performance-based financial benefits for Distribution Partners.
Benefit Type Description
Up to 2% Rebate
Veritas Managed Partners
Growth Target Rebate (GTR) Paid from $1 on qualifying new billings
Up to 5% Rebate
Disti Managed Partners
Proposal based activities submitted

Veritas Partner Development Fund
Pooled Fund against a
(VPDF)
Distribution Partner fund
MB discount on approved reseller regis-

Margin Builder (MB) 5% Discount
trations
Reseller Partner’s approved OR tied to

Opportunity Registration (OR) N/A selected
Authorized Distributor
Growth Target Rebate Benefit Overview

The Growth Target Rebate (GTR) is designed to reward Distribution Partners with a Veritas-approved
Business Plan for their achievement of Veritas-defined quarterly new (non-renewal) growth targets.
Distribution Partners will receive a set of independent quarterly targets for qualifying new business transacted with Veritas
Managed partners and a set of independent quarterly targets for qualifying new business transacted with Distribution
Managed partners.
• ‘Veritas Managed’ is Global Strategic Partners/Global System Integrators, Platinum, and Gold partners.
• ‘Distribution Managed’ is Silver, Registered, and Not Enrolled partners.
All targets will be issued at the beginning of the Veritas fiscal year via the Financial Benefit Portal as a revenue objective in
each Distribution Partner’s business plan.
Veritas Managed GTR payout banding. Achievement of:

• 0% to 94.99% of target is a 0.25% rebate paid from $1
• 100% to 114.99% of target is a 1% rebate paid from $1
• 115% to 150% of target is a 2% rebate paid from $1
• Capped at 150% of target
Distribution Managed GTR payout banding. Achievement of:

• 95% to 99.99% of target is a 1% rebate paid from $1
• 115% to 150% of target is a 5% rebate paid from $1

Target Acceptance
Eligible Distribution Partner will have the opportunity to review, accept or reject the GTR targets via the Financial Benefits
Portal (“Portal”) on PartnerNet. All targets must be accepted within the time specified by Veritas.
Eligible Distribution Partner will not be eligible for the GTR Benefit for the specified period if they have rejected the GTR
target(s), or not accepted the GTR target(s), by the required timeline indicated by Veritas.
Taking no action (either to reject or to accept) in the time specified is also deemed as a lack of acceptance and partner will
forfeit participation in the GTR Benefit for the specified period.
Eligible Distribution Partner can view, accept, and review progress toward each quarterly GTR via the Portal.
Currency & Qualifying Business

The GTR is calculated based on the Veritas supported currency applying to the Eligible Distribution Partner’s
location and paid exclusively on the Qualifying Business Transactions generated in the country/ies where the
end user customer is located within the geographical region (“Geo”) of the Distribution Partner’s PartnerNet
account.
There are Distribution Partners with multiple country-specific PartnerNet accounts within the same Geo due
to language preferences on PartnerNet, independent operating structures, or other reasons. In such cases,
Qualifying Billings with a bill- to corresponding to the country of the Distributor’s PartnerNet account will be
attributed to that PartnerNet account.
Benefit Payment Timing
The GTR is calculated quarterly, after the close of Veritas’ Fiscal Quarter and paid to Eligible Distribution
Partner in the applicable currency approximately four (4) to six (6) weeks after the end of Veritas’ Quarter.
Please refer to the Financial Benefits Qualifying Business and Terms section of this Guide to review the most
current definition of what qualifies as Qualifying Billings, exclusions and further terms and conditions.

VPDF Benefit Overview for Distributors
The Veritas Partner Development Fund (VPDF) benefit is a pooled fund available to Distribution Partners to
support eligible Veritas business and marketing activities empowering growth in our mutual business.
Veritas provides Eligible Distribution Partners access to VPDF on a quarterly basis via the Financial Benefits Portal
(Quarterly Budget). Veritas reserves the right to determine VPDF consumption at its sole discretion.
VPDF High Level Process

Use of the Benefit consists of a five-step process that is detailed below:
• Activity planning and development.
• Activity submission by Eligible Distribution Partner.
• Activity review and approval notification by Veritas.
• Eligible Distribution Partner’s completion of Activity.
• Claim submission by Eligible Distribution Partner and payment by Veritas.
Activity Planning and Development

The activity planning and development process is a joint effort between Eligible Distribution Partner, their Veritas
Representative and Veritas Channel Marketing Manager to determine the most effective eligible Activity(ies), as defined
in the Veritas Partner Development Fund Activity Details Appendix (“VPDF Appendix”) attached to this Guide,
against which to apply available funds. These Activity(ies) should align to a joint partner plan and to the Veritas corporate
and regional strategies and priorities.
Activity Submission by Eligible Distribution Partner

After Veritas and Eligible Distribution Partner have agreed on the potential Activity(ies) supporting their marketing
plan, Eligible Distribution Partner must use the Portal to submit the Activity for Veritas review and approval. All Activity
submissions will be managed through the Portal. Please Note: Submitting an Activity is not a guarantee of receiving
approval, and an approved Activity is not a guarantee of receiving full or part reimbursement if claim criteria is not met.
Once in the Portal, Eligible Distribution Partner will be presented with a list of pre-defined Activity types from which to choose.
The following guidelines will be enforced for each Activity:
• A submitted Activity must be a minimum value of $250 (USD) or local currency equivalent.
• Any Activity starting in one Quarter and extending into subsequent Quarters may be split to distribute the cost evenly
across each of the Quarters of the Activity duration. For example, an advertising campaign that lasts for an entire year
could be entered as four activities; one in each Quarter for 25% of the total cost.
• The Activity must be submitted at least two (2) business days before the Activity start date to allow for sufficient
approval time. The maximum Activity end date when creating an Activity can be no more than 180 calendar days from
when Eligible Distribution Partner obtained access to the Quarterly Budget.
• Access to the Quarterly Fund is defined as the date when the Quarterly Budget is made available on the Portal.
• Any changes to an approved Activity must be re-submitted via the Portal and re-approved by Veritas or Eligible
Distribution Partner will forfeit the right for reimbursement.
• Funding is subject to availability of sufficient available VPDF for each Eligible Distribution Partner.

Activity Review and Approval Notification by Veritas
Veritas will review the submitted Activity request, and assess it based on alignment to Veritas corporate and regional
strategy, clearly articulated value proposition(s), and proposed Return on Investment (“ROI”).
Key criteria for Veritas’ evaluation of the Activity(ies) are:
• Alignment with Veritas sales and marketing campaigns.
• Activity(ies) timing and complexity (i.e. Eligible Distribution Partner ability to successfully execute).
• Projected ROI of the Activity(ies).
• Additional marketing and business development activity(ies) and investments funded by the Distribution Partner that
support or complement the Activity request.
Veritas will use reasonable efforts to respond to Eligible Distribution Partner within five (5) business days from the Activity
submission date, to indicate whether Veritas approves, denies, or requests modifications to the Activity.
Upon notification of approval via the Portal, Eligible Distribution Partner may begin execution of the defined Activity(ies),
unless additional action is required as notified to Eligible Distribution Partner. For example, some Activity(ies) may require
acceptance of additional terms and conditions.
Claim Submission by Eligible Partner and Payment

Once a submitted Activity is approved, Eligible Distribution Partner may move forward with the Activity. Veritas will
reimburse Eligible Distribution Partner for qualifying Activity(ies) through a Claim submission process within the Portal.
On completion of the approved Activity, Eligible Distribution Partner will have 45 calendar days from the Activity end
date to complete the Claim via the Portal with the Reimbursement Invoice to Veritas and Proof of Performance (“POP”)
information attached. Once the Last Claimable Date (indicated on the Portal) has been reached, no more Claim submissions
may be made for the Activity.
The majority of Claims should be submitted directly after completion of the Activity, and as soon as possible after the
Activity End Date indicated in the Portal. Please note: If the approved Activity is an event/conference with non-refundable
pre-event costs, then a partial claim may be submitted for the up-front non-refundable portion, and a second partial Claim
for the refundable cost may be submitted after completion of the approved event/conference.
Veritas reserves the right to audit Claims at any time, consistent with Veritas’ audit and compliance verification rights under
the VPF Enrollment Terms. Selected Claims will be audited to ensure the following criteria have been met:
• Itemized Reimbursement Invoice to Veritas and matching detailed receipts.
• All POP information is available and relevant.
• Credible ROI information has been entered.
• The amount claimed is equal to or is less than the approved Activity amount.
• The date of the expenses matches the date of the Activity.
In completing the Claim, Eligible Distribution Partner must upload the required Reimbursement Invoice to Veritas and POP
information (e.g. detailed invoices, dated receipts, vendor agreements, etc.) as outlined in the VPDF Appendix attached to
this Program Guide. Lack of POP and ROI information, and documented expense support – such as invoices – will result in
the Claim being returned to Eligible Distribution Partner for corrective action (i.e. attaching any requested documentation).
Once POP and ROI information has been received for the specific Claim, Veritas will use reasonable efforts to approve the
Claim within five (5) business days.
Payment on an approved Claim can take approximately three (3) to five (5) weeks from the date of approval, if Eligible Partner
is in good standing with Veritas Accounts Receivables. Only Claims submitted via the Portal can be processed for payment.

Veritas Fund Ownership and Benefit Rights Reserved
Funds belong to Veritas, and are intended for Veritas, at its sole discretion, to reimburse Eligible Distribution Partner for
approved Activity(ies). Veritas reserves the right to alter or withdraw this Benefit at any time. However, such changes will
not affect any Claim(s) approved prior to Veritas’ announcement. Veritas reserves the right to deny reimbursement for any
activity which Veritas deems inappropriate or inconsistent with pre-approved Activity(ies). All Activity(ies) will be funded at
the discretion of Veritas. Funding is not guaranteed and Veritas reserves the right to adjust the amount of available funds
at any time. Veritas reserves the right, from time to time, to allocate funds to offset Veritas’ costs associated with a
standard diligence review performed on a Distribution partner by a third party firm, where required as part of Veritas’
partner compliance program.
Eligible Distribution Partner is required to maintain their Distribution Partner membership in good standing for continued
participation in the VPDF benefit:
• In the event of a change of ownership of Eligible Distribution Partner, VPDF will not automatically be provided to the
new owner. Veritas will review the situation, and may reallocate funds provided the new owner has been granted a
qualifying status.
• If your PartnerNet account is in Suspended status, you will be ineligible for all Veritas Distribution Program benefits
including VPDF. Should your account return to Member status at a future date, any previously Approved or Claimable
VPDF activities are potentially forfeited.
Please refer to the additional terms in the General Terms and Conditions for All Financial Benefits section of
this Guide.

Margin Builder Benefit Overview
A five (5) percent discount is included in the Distributor’s Margin Builder (MB) Buy Price that the Distribution
Partner can retain or use to further discount when quoting MB pricing to the approved Reseller.
The Veritas MB benefit rewards Eligible Reseller Partners who actively identify, develop, and close incremental
commercial/mid-market sales opportunities for eligible products. As a valued Distribution Partner, please familiarize
yourself with MB to create awareness, drive demand and empower resellers:
• Learn about the MB benefit by reviewing the MB Overview section and Financial Benefit Qualifying Business & Terms
section of the reseller VPF Program Guide.
• Communicate the value to Eligible Reseller Partners.
MB Benefit for Reseller Partners

Eligible Reseller Partners may register deals online using the MB tool via PartnerNet or www.veritasmarginbuilder.com,
and may be approved for an additional recommended discount on qualifying deals via their selected Authorized
Distributor. MB approvals are valid for 60 days and may not be extended.
Partner Tier Discount Eligibility* Recommended Discount
Platinum Up to 25%
Gold Up to 20%
Silver Up to 15%
Registered Up to 10%
*Veritas MB Eligible Products are Backup Exec, Desktop Laptop Option (DLO) and System Recovery.
Please note:
• Formal notification will be sent from the MB tool via automated email to the email address used by the reseller partner
to register the deal. The Authorized Distributor selected on the MB registration will also receive a copy of the approval
email from the MB tool. Verbal approvals are not granted and Veritas sales representatives are not authorized to provide
Benefit approvals.
• The approved opportunity must be transacted with the same Distributor selected upon registration. Veritas requires the
transaction placed to Veritas by an Authorized Distributor to specifically list Eligible Reseller Partner, the end customer
for which the Deal ID is issued and the Deal ID. The Deal ID should be placed in the shipping instructions or where a
partner normally places a Business Approval Number / Special Pricing Identifier when exception pricing is required.
• Veritas will provide sufficient discount to the nominated Authorized Distributor to enable them to provide Eligible
Reseller Partner with an additional recommended discount on closed deals approved via the MB tool. Any actual pricing
will ultimately be as agreed between the Authorized Distributor and the Eligible Reseller Partner. Veritas does not
guarantee to resellers that the Authorized Distributor will pass on the recommended discount. A deal is “closed” if it
meets all eligibility criteria, and the order is booked by Veritas.
• Veritas reserves the right to update the MB Eligible Products from time to time and such updates will be published via
PartnerNet.

Opportunity Registration Benefit Overview
Veritas requires Silver, Gold, and Platinum reseller partners participating in the Opportunity Registration (OR)
benefit to select an Authorized Distributor upon each opportunity registration. To encourage Distributors to
invest time and money to help reseller Partners move approved opportunities forward, a reseller’s eligibility
for an OR rebate payment requires that the reseller Partner closes an approved opportunity through the
Authorized Distributor selected at registration.
Rare exceptions to this policy are granted at Veritas’ sole discretion. Examples of an approved exception:
• The Authorized Distributor the reseller selected upon registration has been un-responsive to the request to quote.
• The Authorized Distributor the reseller selected upon registration is in the process of retiring its distribution agreement
with Veritas.
• The end-user client has confirmed that they will only purchase through their reseller if they use a different distributor.
As a valued Distribution Partner, please familiarize yourself with OR to create awareness, drive demand and empower
Eligible Reseller Partners:
• Learn about the OR benefit by reviewing the OR Overview section and Financial Benefit Qualifying Business & Terms
section of the reseller VPF Program Guide.
• Communicate the value to Eligible Reseller Partners.
OR Benefit Rules and Process for Reseller Partners

OR provides rebates to Eligible Reseller Partners for identifying, developing and closing new and incremental sales
opportunities on qualifying products. To participate, the Eligible Reseller Partner must be a Silver, Gold or Platinum partner,
meet all benefit criteria, and close an approved opportunity through the Authorized Distributor selected upon registration.
Rebate percentages are based on Qualifying Billings for the approved products billed by Veritas in the closed order.
Partner tier Rebate Percentage
Silver 5%
Gold 8%
Platinum 12%
*Approved opportunities in Veritas’ top 250 global customer accounts and subsidiaries are eligible for half the applicable
partner tier Opportunity Registration rebate percentage (i.e. Platinum 6%, Gold 4%, Silver 2.5%).
Please note:
Eligible Reseller Partner must provide their deal identification number (Deal ID, formerly “OPID”) to their Veritas Authorized
Distributor selected at time of deal registration, for inclusion on the order for tracking purposes and to aid in the rebate
validation process. Veritas requires the transaction placed to Veritas by an Authorized Distributor to specifically list Eligible
Reseller Partner, the end customer for which the Deal ID is issued and the Deal ID. The Deal ID should be placed in the
shipping instructions or where a partner normally places a Business Approval Number / Special Pricing Identifier when
exception pricing is required.
Registrations are valid for nine (9) months from the date of opportunity approval by Veritas. Requests for a 90-day
extension beyond the initial 9-month timeframe must be submitted via email to the appropriate regional partner
program operations team prior to the expiration of the submitted opportunity registration.

Financial Benefit Qualifying Business and Terms
for Distributors
Financial Benefits are accessible to “Eligible Distribution Partners” – these are members of the Veritas Distribution Program,
who satisfy the relevant benefit criteria. All revenue requirement achievement, and/or rebate or reimbursement for financial
benefits, are based on Qualified Billings. Please review the tables below, together with each Benefit Overview section of this
Guide, for additional detail on Benefit qualifications, exclusions, process requirements, and additional terms and conditions.
Qualifying Billings are calculated based on purchases of Qualifying Business Transactions (below), at the actual amount
invoiced by Veritas for new and renewal billings orders placed with Veritas by an Authorized Distributor during the relevant
Benefit period (net of taxes, returns, credits, price adjustments and similar deductions, shipping, customs, or other similar
charges). The Qualifying Billings value will not be calculated based on the Eligible Reseller Partner’s buy price from its
Authorized Distributor. All monetary values are reflected in U.S. Dollars (USD) and are to be calculated using the Veritas
exchange rate. Any rebate is calculated exclusively on the Qualifying Billings generated for the country/ies where the
customer is located within the Distribution Partner’s Geo.
Qualifying Business Transactions, Licensing Programs and Exclusions

Qualifying Excluded
Transactions Licensing Programs Transactions
• New License • Business Critical Services (BCS) • Renewals (except for revenue requirement)
• Appliances • Corporate • Cloud - other than initial order and overage
• Version Upgrades • Government in an initial term (i.e. co-terms, add-ons, and
• Competitive Upgrades • Academic renegotiations are excluded)
• Cross grades • Volume Purchase Agreement (VPA) • Technical Support Partner Program SKUs (TSPP)
• Initial maintenance • Enterprise Flex (EFlex) and other types of site • Transactions using/including a License Transfer
• Renewals (qualifies licenses Worksheet (LTW)
for revenue • Veritas Service Provider Program (VSPP) • Certain products designated by Veritas
requirement only) • Consulting Services
• Cloud – both initial • Education Services
order and overage in
an initial term Licensing Programs
• Enterprise OEM Program and unique OEM
contracts
Note: Any other licensing programs/transactions not

listed are excluded.
Other Key Benefit Definitions

Veritas Quarter Geographical Regions (Veritas Geo)
Veritas Quarter: Veritas Fiscal Year generally runs April 1 through March 31. Cross-geographical regional Sales are excluded
Quarters can vary but are based on 13-week periods running principally as from Benefits
follows: Veritas Regions:
• Q1 is April – June; • NAM (North America)
• Q2 is July – September; • LAMC (Latin America & Caribbean)
• Q3 is October – December, and • EMEA (Europe, Middle East & Africa)
• Q4 is January – March. • APJ (Asia, Pacific & Japan)

General Terms and Conditions for Distribution
Program Financial Benefits
Changes to or Termination of Benefits. Veritas reserves the right to vary the terms of this Guide, of Benefits or to cancel Benefits, upon publishing notice
of such amendment or cancellation directly by email to participating Eligible Distribution Partners, or at https://partnernet.veritas.com. The effective date
of such termination shall be the date on which notice of such cancellation or termination is provided by email or posted at https://partnernet.veritas.com.
If a Benefit is cancelled or terminated, Veritas will apply the Benefit to pay any payment to which Eligible Distribution Partner is entitled to, or to complete any
eligible transaction which Eligible Distribution Partner quoted and closed within the originally stated Benefit Period, prior to such cancellation or termination.
However, failure to comply with applicable laws and regulations such as the Foreign Corrupt Practices Act or the UK Bribery Act, and failure to avoid conflicts
of interest, will result in immediate termination of access to Benefits including any outstanding payment or reimbursements, at Veritas’ election.
Errors and Anomalies. Veritas assumes no responsibility for any error, omission, interruption, deletion, defect, delay in operation or transmission,
communications line failure, theft or destruction to or unauthorized alteration of reports or any electronically transmitted information. Veritas is not responsible
for any problems or technical malfunctions of any telephone network or lines, computer on-line systems, servers, providers, computer equipment, or software;
or the failure of any e-mail to be received by Veritas because technical problems or traffic congestion on the Internet or at the https://partnernet.veritas.
com website or at any tool utilized to register, submit or claim benefits.
Rebate Payments. Any Eligible Partner who has received payment(s) in excess of its entitlement shall be required to refund the excess amount to Veritas
within 30 days of receiving a written request from Veritas to do so. Rebate payments are made directly to the Eligible Distribution Partner via wire transfer
- payments will not be made in any other form other than wire transfer. To receive a rebate payment by wire transfer, Eligible Distribution Partner must have
completed Veritas’s vendor form and supplied Veritas with its banking details to prevent payments from being delayed.
• China/Russia Only. If requested by Eligible Reseller Partner in China or Russia, rebate payments may be remitted to Authorized Distributor via Credit
memo, as applicable.
Taxation, Accounting, and Offset. There may be tax and accounting consequences to Eligible Distribution Partner that result from participating in the
Veritas Distribution Program. Veritas will not be remitting any taxes (including, but not limited to, any withholding taxes, value added, sales, use, goods and
services, transfer, consumption or transaction taxes (“Indirect Taxes”), as well as gross receipts, excise and other taxes) on Eligible Distribution Partner’s
behalf, nor providing Eligible Distribution Partner with tax and/or accounting related advice or documentation. Eligible Distribution Partner is solely responsible
for ensuring that any taxes or accounting treatment arising from Eligible Distribution Partner’s participation in the Veritas Distribution Program. Veritas
may request Eligible Distribution Partner provide an invoice for the Benefit with any applicable taxes or charges, based on local country regulations and
requirements. Veritas reserves the right to withhold and cancel payments for this and other Veritas Financial Benefits. Veritas may also elect to apply Benefit
payments as credits to Eligible Distribution Partner’s outstanding Veritas Accounts Receivable balance. Veritas does not waive any rights in cases of Veritas
clerical error or miscalculation, and reserves the right to recover or offset for any overpayment or duplicate payment at all times..
• Tax Invoices Global – VPDF. Eligible Distribution Partner agrees that, unlike other Financial Benefits available from Veritas, for VPDF it will raise invoices
for claims made by it for reimbursement. Tax shall not be charged unless applicable by law. Eligible Distribution Partner agrees that it will promptly inform
Veritas if it ceases to be tax registered, transfers its business or part thereof as a going concern or becomes tax registered under another Tax ID/VAT/ABN/
GBN ID or number.
• VAT Invoices (EMEA Only). Except for VPDF reimbursement claims, Eligible Distribution Partner agrees that it will not raise VAT invoices for claims
made by it under the Veritas Distribution Program (unless requested to do so by local law, regulations or requirements or by Veritas - in such cases, Eligible
Distribution Partner will be required to upload the same to the Financial Benefits Portal, before the payment can be processed) Eligible Distribution Partner
agrees that Veritas will prepare and raise self-billing invoices for such claims made by Eligible Distribution Partner under the Veritas Distribution Program.
Eligible Distribution Partner agrees that is will promptly inform Veritas if it ceases to be VAT registered, transfers its business or part thereof as a going
concern or becomes VAT registered under another VAT number. Subject to receipt of the applicable information, Veritas agrees that it will complete self-
billing invoices showing Eligible Distribution Partner’s name, address and VAT registration number and all other details which constitute a valid VAT invoice.
Returns Implications. Veritas is entitled to recover any rebates paid or refuse any rebates payable should the order be booked but subsequently returned to
Veritas/cancelled under Veritas’ then-current Returns, Cancellations, Terminations & Credits Policy (RCTC Policy, formerly known as the RMA Policy). Note that
Veritas will evaluate the impact of the return to ensure that the opportunity remains within Benefit parameters. If Veritas has already issued rebate payment
and then Veritas subsequently issues a credit pursuant to Veritas’ RCTC process for the closed opportunity, then Veritas may apply a debit to the Eligible
Distribution Partner’s account for the value of the rebate (or applicable portion thereof) and offset such debit against future rebate payments. If there is no
applicable rebate payment due to Eligible Distribution Partner in the three (3) months following the application of the debit then Veritas reserves the right to
request immediate payment in full of such debit amount.
Fraud and Collusion. Any partner organization found to be purposely submitting false information or colluding with Veritas sales representatives for
purposes of obtaining program financial incentives is subject to immediate expulsion from Benefit(s). This activity may lead to further action from Veritas to
recover any damages from rebates paid out. Verbal approvals are not granted and Veritas sales representatives are not authorized to provide benefit approvals.
Compliance. It is Partner’s responsibility at all times to comply with all applicable laws, regardless of whether Veritas is named as sponsor, and Distribution
Partner shall ensure any third parties it appoints to perform the Activities also comply with all applicable laws, including without limitation:
• Data privacy laws, in particular obtaining all relevant data subject consents.
• Marketing laws, including compliance with relevant advertising standards.
• Anti-bribery laws (and Veritas relevant policies available upon request) including the Global Anti-Corruption Policy referenced below, and
• Copyright laws (and Veritas trademark compliance and marketing and branding guidelines).

For More Information
Visit our website: https://partnernet.veritas.com (login required) or http://veritas.com/partners.
Inquiries concerning Margin Builder registrations:

North America (United States & Canada) APJ by telephone:
NAMhelpdesk@veritasmarginbuilder.com Australia +61 2 8705-5456
Partner Hotline toll-free at: 1 (800) 721-0565 China and Mongolia +86 400 120-3193
India and Sri Lanka +91 11 7127-9004
Latin America & Caribbean (LAMC)
Japan and Indonesia +81 3 6863-5384
LAMhelpdesk@veritasmarginbuilder.com
Korea and Bhutan +82 02 6433-9541
Brazil: + 55 (11) 30422832
Malaysia and Maldives +60 3 9212-1706
Mexico: + 52 (55) 41696415
New Zealand +64 9 950-8465
Europe, Middle East & Africa (EMEA) Philippines and Thailand +63 2 759-1448
EMEAhelpdesk@veritasmarginbuilder.com Singapore and Nepal +65 3158-3372
+44 1844 393 058 Vietnam +886 2 7741-7936
Asia, Pacific, & Japan (APJ)

apjhelpdesk@veritasmarginbuilder.com
Inquires about the Veritas Distribution Program:

APJ: channelprograms-apj@veritas.com
EMEA: EMEAChannelOperations@veritas.com
Latin America & Caribbean: Partner.AMS@veritas.com
North America: Partner.AMS@veritas.com
About Veritas Technologies LLC

Veritas Technologies LLC enables organizations to harness the power of their information, with solutions designed to
serve the world’s largest and most complex heterogeneous environments. Veritas works with 97 percent of Fortune 500
companies today, improving data availability and revealing insights to drive competitive advantage.
Veritas World Headquarters

2625 Augustine Drive
Santa Clara, CA 95054
+1 (650) 933-1000
www.veritas.com
© 2021 Veritas Technologies LLC. All rights reserved. Veritas and the Veritas Logo are trademarks or registered trademarks of Veritas Technologies LLC or its
affiliates in the U.S. and other countries. Other names may be trademarks of their respective owners.

Veritas Partner Force
Distribution Program
Guide
VPDF Appendix
April 2021
VPDF Appendix
The VPDF Appendix provides descriptions, qualifying and non-qualifying Activity components (where
applicable), and information regarding Proof of Performance (“POP”) and Return on Investment (“ROI”)
requirements.
• All proposed Activities must be approved by Veritas prior to incurring any expense and must include required anticipated
ROI information (i.e. Targeted Attendees/End Users Reached/Leads Generated and Targeted Growth as a result of
Activity).
• Any Claims submitted for reimbursement that does not meet the requirements set forth in this Appendix will not be
reimbursed to Eligible Distribution Partner.
• Reimbursement Invoice to Veritas, receipts and acceptable POP must be provided with your Claim when your claim is
submitted.
If Eligible Distribution Partner incurs expenses before the actual Activities are approved by Veritas or completed, Eligible
Distribution Partner should still submit Activities with the actual start and end date of the actual Activities. All Claim
expenses incurred whether prior to or after Activities are completed, along with appropriate Activities POP, should be
submitted in a timely manner detailing the actual dates of the event.
Eligible Expense Rules Apply

Hospitality and entertainment, including meals at events, provided to third parties using funds are subject to internal Veritas
pre-approval limits (e.g., the Global Travel and Reimbursement Policy) and employee expense reporting requirements . This
includes hospitality and entertainment provided as part of demand generation. All hospitality and entertainment for the
proposed event must not be intended to bribe, or influence the outcome of a specific transaction, or to create a sense of
obligation on the receiver, and also must meet other criteria under Veritas’ Global Anti-Corruption Policy, which include*:
• Business entertainment must be associated with/accessory to a documented Veritas program/event and should NOT be
a standalone activity;
• Does not cause the recipient to be in violation of their own policies;
• Business entertainment does not involve representatives from public sector or quasi-public sector;
• Cannot be considered extravagant, excessive or too frequent.
• Total value of all hospitality and entertainment provided does not exceed the following:
• Commercial Partners and Customers - $250 USD per person per occasion
• U.S. Public Sector - $20 USD or agency limit whichever is lower (hospitality only)
• Other (non-U.S.) Public Sector or quasi-public sector - $40 USD or agency limit whichever is lower (hospitality only)
*Exception Requests: If a requested activity would exceed the value thresholds or other criteria bullets above, Veritas
Channel Marketing must submit a PRE-activity request for exception review to the Veritas Office of Ethics & Compliance.
Requestors must provide full information on the rationale for the request, and adequate time for review and discussion.
• High risk activities such as boat racing, exotic car racing, bungee jumping etc. will require additional pre-approvals from
Risk Management.
• If the Activity has not been entered and approved prior to execution, it will not be claimable.
• Participation and display of Veritas products in trade shows for computer products or related vertical markets for the
purpose of selling Veritas products in conjunction with partner’s value add.

Partner Held Event
Description: Events include activities such as tradeshows, live events & webinars, seminars, & strategic customer events.
Conditions:
• Approved Event activities will need to demonstrate focus on achieving pre-determined business outcomes agreed
upon and aligned with the partner’s Veritas representative and Veritas’ channel marketing representative.
What Qualifies
• Post-Expenditure (reimbursement) Claims: Live Events; Breakout training sessions; Preferred partner tradeshow/
vendor demos (does not include the purchase/leasing of equipment); Key speaking opportunities; Sponsorships of
awards banquets; dinners or luncheons (see third party pre-approved Conditions above); Trade Shows*; Room/booth
space rental costs; Electrical costs and other set-up costs; Audio-visual costs; Portable booths; Refreshments served at
seminars; Trade show premiums or fees (per the established Trade Show guidelines); Veritas literature costs; Invitations
and postage; Advertisements for the seminar; Telemarketing expenses; Costs associated with speaking engagements &
presentations.
*Please note: Industry trade shows are expected to be co-funded by the Eligible Distribution Partner and as such have
a maximum reimbursement at 50% of VPDF eligible costs. In addition to required POP, Eligible Distribution Partner will
need to provide itemized proof of the full cost to receive maximum 50% reimbursement (equal to the approved activity
amount assuming all POP requirements are met).
• Pre-Event Claims of some non-refundable event types and costs can be made prior to the actual event activity end
date taking place. Types of events/costs eligible for claim pre-payment prior to activity end date are those described as
needing to be booked many months in advance even up to a year. Please note that normal Term and Conditions apply; if
there are no funds available, no claim can be made:
• Third party exhibition (booth space costs, speaker sessions, sponsorship, advertising package).
• Third party conference/event (sponsor package).
• Partner’s own developed event such as an annual conference, seminar, round table (event/venue hire & pre-event
marketing costs of invites).
• All other costs must be claimed post event activity end date.
What Doesn’t Qualify

Events that do not include Veritas business units or that compete with Veritas; Entertainment expenses; Gifts (beyond
nominal, promotional Veritas branded items); External conference/events fees, training or travel expenses for partners and
end customers; Construction expenses; Telephone expenses/charges; Fees to attend a trade show where partner is not
displaying Veritas products; 50% of VPDF eligible trade show costs have to be co-funded by the partner and are not eligible
for reimbursement
POP:
• If Veritas is the only sponsor of event: Documentation showing what the event will entail. Invoices including line items
such as conference room rental fees, cost of production of Veritas banners, and food expenses as applicable.
• If multiple sponsors are involved with event: Documentation showing the offered levels of sponsorship (i.e. Platinum,
Gold, Silver) and what that level of sponsorship entails (i.e. 30 min of presentation time, a booth, and name on banner).
third party invoices (i.e. detailed, listing individual expense line items).
• List of attendees (companies, individual’s names and titles as available);
• Pictures of event showing Veritas representation, OR
• Copy of presentations that include Veritas, OR
• Copy of Invite and/or Mailers.

• If pre-payment is made: Receipt from third party that a deposit/part or full payment has been made for an event
or service pertaining to the event.
• It must state clearly on invoice from third party that deposits or part/full payments the partner has paid are non-
refundable, and partner turns in a copy of order form with cancellation policy details. Reimbursement for the pre-
payment will be based upon the event cancellation policy terms and details.
• Evidence of the event such as invite to the target audience, for example: save the date or full invite, listing on
events page or listing in exhibition guide or event materials (i.e. partner is doing the event).
• If the partner plans to split the costs, then split activity requests should be entered so the end dates are clear.
Partner should clearly state that each activity may be part 1, 2 etc. of a total request.
• For industry trade shows, partner must provide proof of total VPDF eligible costs for a maximum reimbursement
at 50% of VPDF eligible costs.
Veritas Conference Sponsorship

Description: Conference Sponsorship such as a Veritas conference attendee or visit to a Veritas Executive Briefing Center.
Conditions:
Qualifying events include:
• Vision / Partner Engage / Veritas Solution Days / Partner Advisory Council
• Veritas conference events fees and/or travel expenses for partner:
• Conference registration fees
• Partner travel limited to economy air-ticket OR hotel accommodations
• Government Symposium requires an additional level of approval
Eligible Expenses. See ”Eligible Expense Rules Apply” above.
POP:
• Proof of Distribution Partner attendance (including registration records and attendance badge).
• Travel itineraries, and travel receipts for amounts paid where reimbursement is being requested.
Partner Demand Generation

Description: Partner Demand Generation includes Telemarketing activities such as calling campaigns, outreach for
promotions, events, etc. Advertising activities such as print and online material, including: newsletters, signs, inserts and
banners, and non-standard catalogue placements. Digital marketing, such as search engine optimization, search engine
marketing, content automation, campaign marketing and social media marketing. Purchased customer lists to support
events, demand generation or telemarketing activities.
Conditions:
What qualifies:
• Telemarketing activities:
• Script development, call fees, list rental costs, outbound fulfilment, lead follow-up (via telemarketing), and agency
fees with the following requirements:
• Script must mention Veritas at least once in the introduction and once in the closing
• Must be identified as an authorized Veritas Partner in the introduction
• Limit telemarketing efforts to the Veritas areas you are competent to service
• Services must be rendered by a third party professional telemarketing agency or the partner’s sales group in
compliance with telemarketing laws
• No advance payment for services not yet rendered
• List usage from a third party requires a one-time usage contract

• Advertising /Demand Generation:
• Campaign must promote the partner and Veritas or Veritas products and partner with non-competitive products as
a total solution to the end-user’s needs as approved by Veritas.
• Campaign must include the appropriate partner logo and have the Veritas logo prominently displayed with correct
usage of Veritas trademarks.
• Follow Marketing and Branding Guidelines.
What’s covered:
• Media cost (airtime only), production costs, and agency fees for advertisements broadcast. Required elements include:
• Script; Location/region the spot will air; Date(s) of placement and itemized costs
• Media Plan; Online Marketing
• All print ads will be reviewed by Veritas Channel Marketing Manager & Corporate Branding to ensure consistency
with Veritas’ image. To complete prior approval, required elements include:
• Proposed ad with descriptive copy about Veritas products.
• Mock-up of graphics, name of publication.
• Circulation/Reach of Publication.
• Purchasing Customer Lists.
• Digital marketing activities:
• Digital marketing activities must promote the partner and Veritas or Veritas products and partner with non-
competitive products as a total solution to the end-user’s needs as approved by Veritas.
• Content must include the appropriate partner logo and have the Veritas logo prominently displayed with correct
usage of Veritas trademarks.
• Follow Marketing and Branding Guidelines.
What’s covered: Fees associated with creation and delivery of digital marketing materials.
• Required elements include:
• Draft of marketing materials showing Veritas and partner logos
• Locations (advertisement/banner); Date(s) of placement; Circulation/Reach
• Itemized costs; Media Plan; Print Ads
POP:
• Third party invoices (listing individual expense line items).
• Statement of work (including a detailed scope of services).
• Target list OR purchased lead list.
• Media plan.
• Copy of print ad/link to online ad/copy of digital marketing material OR banner design (in jpeg, gif) OR other common
format/radio script OR recording.
Sales Enablement and Promotions

Description: Sales Collateral such as literature, case study, infographic, animated demos, videos, webinars, podcast, blog
article, interactive eBook, press release, direct mail/e-mail, and newsletter. Sales Tools are gift or hospitality items such
as Veritas branded and/or Partner and Veritas co-branded pens, key chains, mouse pads, thumb drives, hats, shirts, water
bottles, backpacks, laptop bags, etc.
The collateral and tools must be tied to demand generation activities and not just production of materials.
Sales Promotions and Incentives include activities such as Sales Person’s Incentive for Future Sales (“SPIFFS”), contests,
and giveaways. SPIFFS are incentive programs designed for a sales organization within a partner company or designed for
a group of similarly situated partner companies to effectively promote the product sales of Veritas. A well-planned incentive
can increase Veritas and partner sales for a particular Veritas product or product line during a specified timeframe.

Conditions:
• Sales Collateral and Tools
• Veritas will reimburse for partner-developed sales collateral and tools that the partner submits for advance
approval. The material must demonstrate the partner’s value-added services integrated with Veritas product suite.
The material may promote Veritas products and partner’s non-competitive products that are part of a total solution
to the end-user as approved by Veritas. Items must include the appropriate partner logo and Veritas products,
along with the partner’s approved value-added solution.
• Veritas will reimburse for Veritas branded and/or Veritas and Distribution Partner co-branded nominal gift or
hospitality item intended for use as a sales tool.
• When developing sales collateral and tools, the partner should coordinate with the Veritas Channel Marketing
Manager.
• Sales Promotions and Incentives
• SPIFFS should be outlined in detail and pre-approved by the partner sales and marketing departments, the Veritas
sales account and marketing managers, and Veritas Legal (Sales or Marketing).
• Funds may only be used by partners to offer to partner’s employed sales individuals or sales team’s time limited
sales incentives for specific Veritas sales activities in respect of Veritas products/services.
• Funds shall not be used by partners to run external rewards or incentives for partner’s customers. Prizes with
an outward appearance of being excessive or lavish, or where applicable program terms are non-compliant with
Veritas Partner Force Program (“VPF”) terms, Veritas Corporate Policies or other compliance requirements will not
be approved.
• Distribution Partners who will request reimbursement for SPIFF incentives, are wholly responsible for drafting
terms and conditions, conducting the incentive for its sales employees and for any tax, legal, and compensation
matters resulting from the provision of such incentives for its employees. Such incentive terms must state that
Veritas is released from all liability in connection with the incentive, and Veritas cannot be identified in the incentive
terms or any Distribution Partner collateral as the sponsor or administrator, where Distribution Partner will seek
reimbursement for its SPIFF incentive covering Veritas products/services. Any partner running an incentive is
under strict obligation to comply with all applicable laws and regulations, the VPF terms, and any local, state, and
federal tax reporting at the conclusion of any such funding or the incentive.
• Conversely, in the case where Veritas is identified as sponsoring or administrating the Distribution Partner sales
incentive, terms must be reviewed and drafted by Veritas Legal, Sales or Marketing, which may be subject to an
outside service charge or a reduction in the agreed Reimbursement Amount.
Qualifying Activities:
Eligible Media/Sales Collateral
Literature, Case Study, Infographic:
What’s covered: Original artwork, production costs and printing. To complete prior approval, required elements include:
• Proposed literature piece and mock-up of graphics.
• Quantity.
• Itemized costs.
Product or Solutions videos, audio files, Webinars, Podcast, Blog Article, Interactive eBook:

What’s covered: Script development, copywriting, graphics design, audio and video file production, webinars, podcast, blog
article. To complete prior approval, required elements include:
• Target audience.
• Script/storyboard.
• Distribution plan.
• Quantity.
• Itemized costs.
Press Releases:
What’s covered: Production costs of press releases. Total production costs may not exceed $1,000 USD. Press releases
containing insufficient Veritas product content or multiple products will be prorated. Joint press releases or press
releases quoting Veritas must be pre-approved by Veritas, in writing, including a representative from Veritas Corporate
Communications. To complete prior approval, required elements include:
• Description of the press release.
• Submit proposed copy and distribution list.
• Itemized costs.
Direct Mail or E-mail:
What’s covered: Production costs, printing costs, postage costs, collation, mailing list rental (audited circulation) and
telemarketing. List rental must be verified with one-time usage contract and comply with spam laws. To complete prior
approval, required elements include:
• Proposed direct mail piece and mock-up of graphics Targeted audience.
• Quantity.
• Itemized costs.
Newsletters:
What’s covered: Production and postage costs associated with distribution of newsletter. To complete prior approval,
requirements include:
• Proposed newsletter and mock-up of graphics.
• Targeted audience.
• Quantity.
• Itemized costs.
Sales Tools:
What’s covered: Production and material costs associated with creation of Veritas branded and/or Veritas and Partner
co-branded promotional gift/hospitality items to be used as a sales tool.
• Total value of all promotional gift/hospitality items does not exceed the following:
• Commercial Partners and Customers - $250 USD per person per occasion/item.
• Non U.S. Public Sector or quasi-public sector - $40 USD or agency limit whichever is lower.
• U.S. Public Sector - $20 USD or agency limit whichever is lower.
Qualifying business transformation activities include:
• Sales Process Development.
• Business Plan Development.
• Sales Proposal Development.
Eligible Expenses: See “Eligible Expense Rules Apply” above.

POP:
• Third party invoices detailing individual expense line items.
• Copy/sample/picture of produced materials with recipient list OR Copy of Partner SPIFF/Incentive Terms and Conditions
with winner list OR Business Transformation Plan.
Partner Sales or Technical Training

Description: Funds may be used for taking or offering fee-based sales or technical training on Veritas products or services.
Conditions:
• Partner training must be delivered by Veritas Education Services or an Authorized Veritas Education Center.
• Proof of training delivery and attendance must be supplied.
• Funding requests proposals for training requires:
• Description of type of training (specify whether technical or sales, whether requiring hire of third party local
training instructor, whether requiring flying an instructor into country, etc.).
• A listing of the product categories covered.
• Indication of whether it’s virtual or live instruction.
• Extended travel (including meals and travel costs) beyond the dates of the training event are not permitted
hospitality/entertainment related expenses.
• Where the training includes a final examination, the trainee must pass the exam for the cost of the class to
be funded;
– For example, at testing center, funds may cover costs of the certification exam at testing center only if the
partner employee passes the exam. The testing center cost receipt and a copy of the exam score is required
as documentation to fund the costs.
• Complete attendance throughout the full length of the training – no shows or incomplete attendance, regardless
of reason, will result in denial of funding.
What qualifies
• Veritas Educational Services courses tuition and training fees.
• Veritas training and exam costs.
• Travel costs incurred during the training event.
• Refreshments served at session.
• Reasonable equipment rental costs.
What doesn’t qualify
• Other Sales or Technical training courses outside of Veritas Partner offering.
• No reimbursement for expenses incurred to attend non-Veritas sponsored courses (i.e. third party software).
POP:
• Reimbursement Invoice to Veritas.
• List of attendees.
• Copy of training materials OR picture of event showing Veritas representation.

Demo and Proof of Concept
Description: Activities to rent or purchase Veritas or third party hardware/software and augment to the cost of facilities.
Conditions:
• Funds may be used to purchase or rent Veritas or relevant third party demonstration hardware and software.
Any third party hardware or software must be used in conjunction with Veritas products and services.
• Funds may be used to create, extend or refurbish demonstration facilities.
• New or improved demonstration facilities must prominently feature the Veritas name and logo. Evidence of this is
required as outlined below.
• Hardware must meet the minimum specification recommended by Veritas for each product/solution.
• Invoices for equipment and or refurbishment must be supplied.
• Veritas appliances purchased for Demo and Proof of Concept use with VPDF monies must be purchased following
Veritas defined policies and process.
POP:
• Copy of proposal (incl. date/time/venue).
• Invoices for equipment and or refurbishment.
• Photographs of demo facilities.
Funded Head
Description: A Funded Head (FH) is to be used to promote and drive Veritas products and services, sales and opportunities.
Approval of a FH is subject to agreed upon Key Performance Indicators (“KPIs”), established between Distribution Partner
and Veritas Account Manager and may be subject to additional terms and conditions. The FH option may not be available
in all countries.
Requirements:
Employment, Selection, and Location:
• Eligible Distribution Partner shall ensure that the FH is, and shall remain, Eligible Distribution Partner’s employee during
the period for which Veritas provides Eligible Distribution Partner with funding for the FH (“Funding Period”). All matters
relating to the FH’s employment shall be Eligible Distribution Partner’s sole responsibility including but not limited to the
level of salary, benefits and terms and conditions of employment.
• Eligible Distribution Partner shall ensure that Eligible Distribution Partner is treated for tax and employment purposes as
the FH’s employer, and Eligible Distribution Partner shall be wholly responsible for all employment and social taxes (taxes
of any kind), or other contributions and obligations given or payable in respect of the FH.
• Eligible Distribution Partner shall select the FH from amongst Eligible Distribution Partner’s current employees or recruit
a new employee. The FH shall be based at Eligible Distribution Partner’s offices.
• Eligible Distribution Partner may not hire, offer or promise to hire, as a FH, anyone related to a government official or
commercial party in exchange for a commercial business advantage or any individual that poses a conflict of interest to
Veritas or Eligible Distribution Partner (e.g. Veritas employee relative, Eligible Distribution Partner’s relative or spouse, etc.).

Funding
• If Veritas agrees based on Eligible Distribution Partner’s request to fund a FH, Veritas will make available the funding in
respect of the FH, as specified in the Finance Benefits Portal on PartnerNet for the agreed Funding Period (i.e. quarterly,
semi-annually or annually). Veritas shall not make available any additional monies in addition to the agreed funding in
respect of any applicable taxes.
• Payment will follow the Claim Submission by Eligible Distribution Partner and payment process as outlined in the VPDF
Benefit Overview. For the avoidance of doubt, Eligible Distribution Partner cannot claim for any FH funding until
the end of each applicable Quarterly schedule. All FH payments are made quarterly in arrears upon receipt of Eligible
Distribution Partner’s invoice and, if requested by Veritas, documentation that Eligible Distribution Partner employed the
FH for the Funding Period.
• At such time, that the Funding Period expires or the proposal for FH is terminated for whatever reason, Veritas shall
only be liable to pay for the portion of the Funding Period in which Eligible Distribution Partner’s FH actually renders FH
services up until the effective date of termination (subject always to Veritas’s ability to withhold funding in the event of a
breach of the VPF Terms).
• Veritas reserves the right to stop providing or reduce the agreed funding for the FH in the event Eligible Distribution
Partner does not make satisfactory progress in achieving ROI criteria, and/ or pooled funds, are deficient during the
agreed Funding Period. Veritas shall not have any responsibility whatsoever to Eligible Distribution Partner or FH
individual employees, if funding is withdrawn or reduced during the Funding Period.
Effect of Termination of Employment / Non-Performance of FH Services / Breakdown of Communication

• Veritas reserves the right to withhold FH payments if, for whatever reason, the provision of the FH services Eligible
Distribution Partner make available fails to meet Benefit requirements for a consecutive period of 30 days. By way of
example, the following are failures to meet Benefit requirements: the FH ceases to be Eligible Distribution Partner’s
employee, or has not been available to deliver the FH services; the FH ceases to have the required attributes;
or Eligible Distribution Partner or the FH fails to perform or deliver consistent with the requirements of this Overview.
• Veritas may withhold FH payments until Eligible Distribution Partner and Eligible Distribution Partner’s FH resource(s)
return to compliance with Benefit requirements. If Eligible Distribution Partner does not, then Veritas reserves the right
to terminate the FH proposal for the relevant FH resource, including any funding, on 30 days prior written notice.
• In the event of any breakdown in the relationship between Veritas and the FH or any dissatisfaction on the part of Veritas
with the FH, Veritas shall be entitled to require Eligible Distribution Partner, within 30 days of Veritas’s written request,
to replace the employee currently serving as the FH with another of Eligible Distribution Partner’s employees, the
selection of such replacement to be subject to the prior written approval of Veritas. Should the parties not agree on such
replacement employee within the 30 days, the FH proposal in respect of the original FH shall automatically terminate
without the need for additional notice.
ROI:
• An amount determined by Veritas’s reasonable assessment processes. The Qualifying Revenue achievement level shall
be reviewed quarterly.
• Provide monthly, quarterly and annual pipeline and sales forecasts reports where requested by Veritas.
• Provide Veritas with Qualifying Revenue generated through the efforts of the FH must be at least 10:1 to the amount
of funding provided by Veritas, as any other reports reasonably required in a timely fashion including identifying key
successes and lost business.
• Ensure Funded Head has passed ten current Veritas Sales Expert (VSE) and five Veritas Sales Expert Plus (VSE+)
accreditations to ensure familiarity with Veritas products and solutions.

POP:
• Eligible Partner must display revenue growth in overall partner billings, both Quarter over Quarter and Year over Year
measured based on Qualifying Billings.
• The amount of Qualifying Revenue generated through the efforts of the Funded Head must be at least 10:1 to the
amount of funding provided by Veritas, as determined by Veritas’s reasonable assessment processes.
• Achievement against targets based on the Qualifying Revenue agreed with Eligible Distribution Partner for
Funded Head(s).
• Submission of monthly, quarterly, and annual reports to the partner’s Veritas representative.
Third Party Consulting Services

Description: Third party consulting services are expected to be co-funded by the Eligible Distribution Partner and as such
have a maximum reimbursement at 50% of VPDF eligible costs. In additional to required POP, Eligible Distribution Partner
will need to provide itemized proof of the full cost to receive maximum 50% reimbursement (equal to the approved activity
amount assuming all POP requirements are met).
Marketing Consulting - Partners may contract with a bona fide third party vendor consultant or consulting firm to assist
with the development, analysis and marketing tools and services for marketing Veritas products and the partner’s added
value.
IT Consulting - When end customers have very large and diverse IT organizations with complex needs, consulting expertise
may be required in a pre-sales capacity to provide recommendations on the type and quantity of Veritas products required
or a post-sales capacity for successful implementation for the overall solution.
What Qualifies
• For Marketing Consulting, the proposed services must address a specific and definable Veritas marketing objective,
delivered in a specific timeframe. Includes planning and development expenses and vertical marketing development.
• Pre-sales services engagements:
• Health Checks, Proof of Concepts, Penetration Tests, Design and Architecture.
• Please note: There can be no connection on pre-sales activity and a potential sale, e.g. Distribution Partner cannot
require or condition providing pre-sales activity to obtain the sale.
• Pre-sales services engagements are limited to an aggregate value of no greater than $50K per quarter.
• Distribution Partner led training /education.
• Distribution Partner led post-sales services:
• Implementation of design and architecture.
• Installation, configuration, rack and stack of appliances.
• Post-sales consulting cannot exceed 2% of the actual total sale.
• Customer satisfaction post sales services:
• Must solely be for post sales customer satisfaction issues regarding installation and configuration issues.
• A customer satisfaction issue must be entered via the Technical Support Services.
• Limited to the lesser of $25K or 100 hours per quarter.

What Doesn’t Qualify
• Marketing services may not be used to provide additional support for the partner’s normal marketing functions. Veritas
may refuse reimbursement for such expense if it determines in its sole judgment that consulting services is
not legitimate.
• Non-qualifying Expenses:
• Contracts that extend beyond six months
• Legal consultation, retainer fees and employee salaries
• Consultants’ meals, travel and other expenses beyond the approved consulting fee
• Development of strategic marketing plans not related to a specific marketing event
• Services that present a conflict of interest between the bona fide third party vendor and Veritas are prohibited. Veritas
may not engage a vendor/provider affiliated with or owned by a Veritas employee. Veritas Consulting Services may not
be used in any services (whether pre-sales, or post-sales).
• Veritas Business Critical Services.
• Services that present a conflict of interest between the bona-fide third party vendor and Veritas are prohibited. Veritas
may not engage a vendor/provider affiliated with or owned by a Veritas employee.
• Consulting expenses that qualify as third party “intermediary” fees or payments related to business development in
support of a particular sales transaction (i.e. paid for business development).
• 50% of VPDF eligible third-party consulting costs have to be co-funded by the partner and are not eligible for
reimbursement.
POP:
• Third party invoices (listing individual expense line items).
• Proof of total VPDF eligible costs for a maximum reimbursement at 50% of VPDF eligible costs.
• Statement of Work (including a detailed scope of services and itemized costs).
• Customer design proposal.
• Detailed Marketing Plain, a specific list of deliverables with completion timeframe, and vendor’s contact details.

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Veritas Partner Force Distribution Program Guide

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Veritas Partner Force Distribution Program Guide

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Veritas Partner Force

2 Veritas Distribution Program Guide

Veritas Distribution Program Benefits Summary.................................................4

Veritas Distribution Program Requirements Overview........................................6

Veritas Distribution Program Financial Benefits Summary.................................8

Growth Target Rebate Benefit Overview...............................................................8

VPDF Benefit Overview for Distributors............................................................ 10

Margin Builder Benefit Overview......................................................................... 13

Opportunity Registration Benefit Overview....................................................... 14

Financial Benefit Qualifying Business and Terms for Distributors................... 15

General Terms & Conditions for Distribution Program Financial Benefits...... 16

For More Information............................................................................................ 17

About Veritas Technologies LLC.......................................................................... 17

3 Veritas Distribution Program Guide

4 Veritas Distribution Program Guide

Pre & Post Sale Support

Partner Helpdesk Access to assistance for sales and general questions.

5 Veritas Distribution Program Guide

Country Grouping* Annual Revenue Threshold in USD

Tier 1 - United States $20,000,000

Tier 2 - France, Germany, United Kingdom $10,000,000

Tier 3 - Australia, Brazil, Canada, China, Japan, Korea, Singapore, $4,000,000

Number of Individuals Holding Required

Veritas Sales Expert+ (VSE+) 5 3

6 Veritas Distribution Program Guide

Maintenance of Distribution Program Requirements

7 Veritas Distribution Program Guide

Benefit Type Description

Proposal based activities submitted

MB discount on approved reseller regis-

Reseller Partner’s approved OR tied to

Growth Target Rebate Benefit Overview

Veritas Managed GTR payout banding. Achievement of:

Distribution Managed GTR payout banding. Achievement of:

• 0% to 94.99% of target is a 0.5% rebate paid from $1

8 Veritas Distribution Program Guide

Currency & Qualifying Business

Benefit Payment Timing

9 Veritas Distribution Program Guide

VPDF High Level Process

Activity Planning and Development

Activity Submission by Eligible Distribution Partner

10 Veritas Distribution Program Guide

Claim Submission by Eligible Partner and Payment

11 Veritas Distribution Program Guide

12 Veritas Distribution Program Guide

MB Benefit for Reseller Partners

Partner Tier Discount Eligibility* Recommended Discount

13 Veritas Distribution Program Guide

OR Benefit Rules and Process for Reseller Partners

Partner tier Rebate Percentage

14 Veritas Distribution Program Guide

Qualifying Business Transactions, Licensing Programs and Exclusions

Note: Any other licensing programs/transactions not

Other Key Benefit Definitions

15 Veritas Distribution Program Guide

16 Veritas Distribution Program Guide

Inquiries concerning Margin Builder registrations:

Asia, Pacific, & Japan (APJ)

Inquires about the Veritas Distribution Program:

About Veritas Technologies LLC

Veritas World Headquarters

17 Veritas Distribution Program Guide