Partner Advantage

PY19 Program

Simone Aguiar

© 2018 COMMVAULT SYSTEMS, INC. ALL RIGHTS RESERVED.

July 1 Notification Details (sent Mon 2nd July)

Partner Type What is being sent?

Notification with guide and factsheets, and Solution

NEW Market Builder & Premier Provider guide. Any SPs in legacy program have to
SP Partners sign an amendment to SP Agreement before being
added to PY19 program (retroactive from July 1)

Notification with guide and factsheets, and

Distributor and Aggregators
Solution Provider guide

2
Key Exciting Program Changes in PY19

SALES MOTION NEUTRALITY AND SIMPLIFICATION

Resell/XaaS in one track with single three-tier construct

INVESTING TO GROW THE BUSINESS

Focus on maximizing Business Development Funds availability

FOCUS ON GROWING THE MID-TIER OF STEADY PARTNERS

Program tracks designed to complement each other

OPPORTUNITY EVERY QUARTER FOR TIER PROMOTION

Evergreen tier performance review based on four-quarter review

NEW TOOLS AND PROCESSES TO EXECUTE BUSINESS PLAN

Execution Plan automation and tie to BDF request and approval
Partner Advantage Program Tracks

Solution Provider Tier 1 Aggregator Vendor

C
O
M
P
L
E Commvault
Service Provider M Aggregator
(XaaS) E
N
T
A
R
Y

Service Advantage

Commvault Authorized Support Partner

4
Partner Advantage Overview:
Solution Provider Track
 Commvault Partner Advantage for Solution Providers
Supporting your growth with:
• Common program tier structure that address both
NEW
Resell and XaaS selling models

BENEFITS
REQUIREMENTS
• Clear growth path to higher tier levels with MARKETBUILDER
increasing benefits and associated requirements X
A
• Opportunity for tier promotion every quarter with PREMIER A
NEW
two quarters to course correct poor performance S
• Business development funds designed to create AUTHORIZED
NEW
demand and pipeline with end-user customers
• Sales and technical certification offerings to
develop competency to resell Commvault offerings
and/or offer Commvault-based XaaS offerings Badge colors are getting updated

• Creation and execution of a mutually agreed plan

NEW
by partner and Commvault (Execution Plan)

6
Solution Provider Track Benefits
XAAS PATH - SPs
Benefits MarketBuilder Premier Authorized

BDF as a % of Eligible Bookings 4% 2% -

BDF
ü Demand generation
ü Sales incentives
ü Training programs
ü Funded Heads NEW BDF (Business Development Funds) may be used
ü Seminars, Sales conferences and Tradeshows for Commvault pipeline growth activities
ü Commvault training NEW
ü Commvault Professional Services (for practice
development and not applied against a specific
deal) NEW

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Solution Providers – Paths / Tiering and Benefit Calculations
Example: Zone 4 Solution Provider
BR

Service Provider

$150K annualized

XaaS Path
$75K annualized

$1 XaaS Perpetual,
Tier Benefits
Subscription or Utility

XaaS Perpetual $1/3 -

Xaas Subscription $1/#Yrs $1

Xaas Utility $1 $1
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XaaS Path Tier Requirements / Eligible Bookings
Zone 1 Zone 2 Zone 4 Credit applied towards tier Credit toward Tier Credit toward
Tier Requirement and benefits - XaaS – Annualized* Benefits - Actual
USA Canada LATAM
Eligible Bookings
XaaS Perpetual Software $1 $1/3 -
MarketBuilder $700K/Year $400K/Year $150K/Year
Threshold
XaaS Subscription TCV $1 $1/#YRS $1
Service Lines (BaaS, 2 or more distinct 2 or more distinct 2 or more distinct
DRaaS, IaaS, MaaS, XaaS Utility Bookings $1 $1 $1
service lines service lines service lines
Endpoint, etc.)
3x Commvault Certified Professional Certification *Remainder of annualized tier credit carried
over into following years
2x Commvault SP Solutions Training
Training
2x Commvault Operations Staff Training
2x Commvault Core Enablement for Support MSP Eligibility For Tier For Benefits*
Premier Eligible Bookings Eligible Commvault Perpetual SW, Commvault Subscription TCV
$180K/Year $140K/Year $75K/Year
Threshold
Bookings Subscription TCV & Utility TCV and Utility TCV
2x Commvault Certified Professional Certification
Training 2x Commvault SP Solutions Training • SP SKUs (new and legacy) N • SP SKUs (new and legacy) N
2x Commvault Operations Staff Training Valid SKUs • Cisco & HPE Subscription N • Cisco & HPE Subscription N
1x Commvault Core Enablement for Support MSP SKUs SKUs
Authorized Eligible Bookings
Threshold
N/A $N/A • HDS, NetApp, Fujitsu,
Ineligible • HDS, NetApp, Fujitsu,
1x Commvault Certified Professional Certification Infinidat and Huawei SKUs
Bookings Infinidat and Huawei SKUs
Training 1x Commvault SP Solutions Training • Perpetual SKUs
1x Commvault Operations Staff Training
Key Benefits applied on first $1.5M
Conditions per quarter

• No benefit on perpetual SKUs in line with

• Tier values are ‘annualized values’ to represent a run rate XaaS company goal to focus on Subscription and
business Utility

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 Thank You
© 2018 COMMVAULT SYSTEMS, INC. ALL RIGHTS RESERVED.