UNITY+ DISCOUNTS

BOOST YOUR MARGINS WITH ADDITIONAL DISCOUNTS

Get additional product discounts on all F5 product lines when you qualify for the Fulfillment
Discount, Partner Value Discount (PVD), or Partner Initated Opportunity (PIO).

DEAL-FORWARD DISCOUNT
Granted to approved F5 Unity+ Partners when acting in a transactional role to facilitate
an F5 Initiated deal. F5 will Deal Forward an opportunity, upon acceptance Deal
Forward discounts will be applied. These deals can still qualify for PVD if additional
value is added as outlined below.

PARTNER VALUE DISCOUNT (PVD)

PVD (Partner Value Discount) is available exclusively on Deal Forward opportunities and will
be applied when a Unity+ Partner provides one or more of the following:

++ Engineering Support

++ POC

++ Accelerating Deal (Exec support)

PARTNER-INITIATED OPPORTUNITY (PIO) DISCOUNT

Partner-Initiated Opportunity Discount is applied when a partner brings F5 a new opportunity and
registers it via F5’s Deal Registration form

UNITY+ DISCOUNTS 2
EXISTING ACCOUNTS
Many F5 opportunities are with existing accounts that have either already standardized on F5
technology or are extending earlier footprints. F5’s Deal Registration Program has been based on
opportunities within accounts and not on the accounts themselves. No F5 Unity+ Partner “owns”
an account. The same policies of earning discounts will apply to existing accounts as well. For
instance, partners who consistently sold F5 technology into the same accounts must stay engaged
and meet discount requirements to earn additional discounts. Simply selling F5 into existing
accounts does not automatically qualify for additional discounts.

PROGRAM FLOW
The decision to grant PVD will be made by the F5 account team. For opportunities found by F5,
partners will earn PVD based on the guidance above. There is no application process for PVD.
Once a partner receives an approved deal registration for any F5 opportunity, the partner will work
with the F5 account team to determine the sales plan and engagement strategy. As the partner
adds value and meets one of the requirements for PVD, the account team will approve the PVD.
After the F5 account team approves PVD, notification is made to distribution. It is the partner’s
responsibility to request revised pricing from their preferred distributor.

An Authorized F5 Distributor cannot give the PVD discount to any partner opportunities unless F5
has approved PVD and forwarded it to distribution for partner release.

NON-STANDARD PRICING (NSP)

If F5 provides non-standard pricing (NSP) for any opportunity that is greater than the PIO or PVD
discount, the NSP pricing takes precedence over PIO or PVD pricing. F5 Unity Partners cannot
earn the PIO or PVD discount in addition to the NSP discount.

PUBLIC DISCLOSURE OF PROGRAMS

F5 considers all channel programs, including Unity+ Discounts, to be confidential. They CANNOT
be released to any outside party, including customers, purchasing agents, or other partners. If
F5 Unity+ Partners are found to be releasing information about F5’s channel program, including
channel pricing, terms of deal registration, or anything else confidential, it is grounds for deal
registration cancellation or partner termination.

PRODUCTS INCLUDED IN UNITY+ DISCOUNTS

All F5 products that can be registered may qualify for the Unity+ Discounts.

UNITY+ DISCOUNTS 3
 STEP-BY-STEP GUIDE

F5 DEAL REGISTRATION &

FORWARDING
NOTES

• Each deal registered is active for

90 days.
UNITY+ PARTNER-INITIATED F5-INITIATED
OPPORTUNITY OPPORTUNITY
• Sales team reviews registered
deals weekly. DEAL REGISTERED OPPORTUNITY CREATED
Unity+ Partner registers deal in F5 creates opportunity
• Sales team includes an Inside Partner Central in Salesforce

Sales Rep, Account Manager, and

Channel Account Manager.
LEAD GENERATED DEAL FORWARDED
Salesforce generates lead F5 selects Unity+ Partner and forwards deal
• Opportunities must not already be
forecasted in F5's SFDC to qualify
to qualify as partner-initiated. LEAD ALREADY REGISTERED? DEAL ACCEPTED
F5 Sales verifies Lead converted to opportunity in Salesforce

• F5 review may require a meeting

with the partner.
DEAL FORWARD DISCOUNT
NO YES GRANTED
• Distributor must be selected when
Unity+ Partner receives Deal Forward
deal is registered. Discount
QUALIFIED OPPORTUNITY? DECLINED
F5 Sales verifies
QUALIFIED FOR PVD?
F5 evaluates Unity+ Partner on:
• Engineering Support
YES NO • POC
• Accelerating Deal (Exec support)

DECLINED
DEAL APPROVED YES NO
Lead converted to opportunity in Salesforce

PVD GRANTED Partner still

PIO DISCOUNT GRANTED Unity+ Partner Value
receives
Deal Forward
Partner-Initiated Opportunity (PIO) Discount Discount (PVD) granted,
Discount
granted, Unity+ Partner notified Unity+ Partner notified

©2021 F5 Networks, Inc. All rights reserved. F5, F5 Networks, and the F5 logo are trademarks of F5 Networks, Inc. in the U.S. and in certain other countries. Other F5 trademarks are identified at f5.com. Any
other products, services, or company names referenced herein may be trademarks of their respective owners with no endorsement or affiliation, express or implied, claimed by F5.
DC0419 | JOB-CODE-123456789