Veeam ProPartner

Program Guide
for Resellers and
Hybrid Partners
North America 2018

www.propartner.veeam.com
Program Overview
The Veeam® ProPartner Program is designed to help you create new opportunities to grow your business quickly and become
more profitable. A comprehensive Veeam ProPartner Program provides your company with the tools you need to become a
trusted advisor to customers and gain a long-term competitive advantage in your virtualization practice.

The ProPartner Program has been updated and enhanced in 2018 as a reflection of our ongoing commitment to our partners.
Strong collaboration with our channel and staying aligned with changes in the IT industry have given us the opportunity to
revamp a program that has already seen great success.

Benefits Registered Silver Gold Platinum

Standard Partner discounts

10% 14% 18% 20%
(perpetual and subscription)

*Deal Registration — perpetual and subscription

8% 10% 12%
license only (no maintenance)

Alliance Attach — valid on perpetual license only (sell with eligible

Cisco, Dell EMC, ExaGrid, Hewlett Packard Enterprise, IBM, 3% 5%
Microsoft, NetApp, Nutanix, Pure Storage and VMware solutions)

ProPartner Portal access

ProPartner logo usage

NFR keys (12 licenses for 12 months)

Discount on internal license

Jump Start MDF (JS MDF) Limited

By proposal By proposal
Initiative Based MDF (IB MDF)
only only

Business development planning & pipeline review Limited

Inclusion on Veeam Reseller Finder

Assigned Veeam resource(s) Limited

**Value-Incentive Rebate (VIR)

2% 4%
(paid on net to Veeam Software license only)

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 Requirements Registered Silver Gold Platinum

Meets
Registration
requirements / By approval/meets By invitation/meets
Enrollment on ProPartner
completed steps requirements requirements
Portal
to enablement

$15K per $100K per $1M per

Annual revenue requirements n/a calendar year calendar year calendar year
net to Veeam net to Veeam net to Veeam

Veeam Sales Professional (VMSP) Recommended 1 2 4

Veeam Technical Sales Professional

Recommended 1 2 4
(VMTSP)

Veeam Certified Engineer (VMCE) 1 2

Veeam branding on website

*Deal Registration minimum requirement is $5,000 (SRP) — with the exception of small-to-medium-sized business (SMB) deals — and is based on software license
only. Any pre-paid maintenance sales may be applied to the Deal Registration total in order to meet the $5K minimum. However, Deal Registration margins do not
apply to pre-paid maintenance, and the partner will receive 10% margin on any pre-paid maintenance sales.

No minimum deal size will be required for SMB Deal Registrations. Veeam’s definition of an SMB is any company with under 250 employees. If the deal is determined
to be outside of defined SMB segmentation and under the standard $5K Deal Registration minimum, the Deal Registration will be denied. If it is determined after
approval that the deal does not fall under Veeam’s definition of an SMB account, the Deal Registration may be revoked.

** Value Incentive Rebate (VIR) is on new software licenses (perpetual and subscription) net to Veeam only and is paid on an annual basis to Gold ProPartners and a
quarterly basis to Platinum ProPartners. The Gold ProPartner rebate will be paid to Gold partners who achieve $250,000 net to Veeam. Gold partners have the ability
to earn VIR at 2%, and the payment will be retroactive back to the first dollar sold by the partner rather than after $250,000 is reached. Platinum partners have
the ability to earn 4%, and the payment will be provided on a quarterly basis. VIR amounts exclude all maintenance (renewals, prepaid, support uplift and contract
consolidation). Partners not meeting the mininimum requirements of the program are not eligible for VIR. This includes annual revenue requirements as well as all
up-to-date certification requirements including VMSP, VMTSP and VMCE.

Deal Registration Program

The Deal Registration program is designed to accelerate our reseller ProPartners’ businesses by protecting the investment of
proactively closing or influencing Veeam product sales. Through the Veeam Deal Registration program, reseller ProPartners are
eligible to receive financial incentives for value-selling and leading with Veeam products that meet or exceed the $5K minimum
sale of software license Deal Registration requirement. No minimum deal size will be required for SMB Deal Registrations.
Veeam’s definition of an SMB is any company with under 250 employees. If the deal is determined to be outside of defined SMB
segmentation and under the standard $5K Deal Registration minimum, the Deal Registration will be denied. If it is determined
after approval that the deal does not fall under Veeam’s definition of an SMB account, the Deal Registration may be revoked.

Additionally, Deal Registration is available for both perpetual and subscription-based Veeam products. Eligibility and benefits
for the Deal Registration program may vary by Veeam reseller ProPartner level and specialization. Please see Deal Registration
program Guide for additional details.

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Alliance Attach Program
The Alliance Attach program offers qualifying Gold and Platinum resellers the ability to earn incremental Deal Registration benefits
(3% or 5% additional margin on approved software license Deal Registrations) when eligible Alliance technologies are sold in
conjunction with Veeam solutions. This addition to the Veeam ProPartner Program encourages solution-selling and the pull-through
of adjacent technologies. Information on eligible alliance partners and associated solutions are described on the Veeam ProPartner
Portal. Orders are not required to be placed on the same P.O. However, the same end user must have purchased the eligible Alliance
product within 12 months of purchasing Veeam. No additional margin is given once a Veeam sale is complete.

Resell Alliance Partners Deal Registration

Veeam has enhanced the Deal Registration process to include the option to register Alliance specific opportunities on the
ProPartner Portal. As of Feb. 1, 2018, eligible Veeam Alliance partners with Veeam resell agreements will have dedicated deal
registration. Deal Registration through the Alliance program provides partners an easy way to protect their opportunities, access
Veeam sales and technical assistance, and more. This Deal Registration will not provide additional margin opportunity from Veeam
since the original Deal Registration should be completed with the eligible resell Alliance partner. For more information, please view
the terms and conditions on the appropriate Alliance Deal Registration form found on the ProPartner Portal.

Maintenance renewals
Veeam offers its ProPartners an opportunity to continue building revenue on the same deals they previously closed by selling
those same customers support/maintenance contract renewals.

As part of the ProPartner benefits, resellers can earn 10% on all pre-paid maintenance deals and 5% on maintenance renewal
contracts for end-user deals they have previously closed.

Maintenance renewals are not eligible for Deal Registration. Additionally, renewal revenue earned by a partner does not qualify
to help meet the annual revenue requirements as outlined under each membership level.

All revenue for that requirement is calculated based on new software (perpetual and subscription).

Veeam Cloud & Service Provider program

The Veeam Cloud & Service Provider (VCSP) program is part of the overall Veeam ProPartner Program and is built specifically for
hosting, cloud service providers (CSPs) and managed service providers (MSPs).

For our reseller ecosystem, Veeam offers the following routes to the cloud market:

Partner with an established VCSP partner and resell their Veeam Cloud Connect and other Veeam-powered services
or
Become a VCSP partner yourself and use VCSP licenses to build your own Veeam-powered services.

If your organization becomes a VCSP partner, your spend on VCSP licenses counts towards the revenue requirements for the
Veeam ProPartner Reseller Program. However, licenses you sell as a reseller do not count toward your VCSP partner level.

For more information about the VCSP program, please visit the VCSP program page on the ProPartner Portal.

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PartnerPerks Program
PartnerPerks is an incentive program sponsored by Veeam Software through which ProPartner sales, technical and marketing
representatives can earn points by completing activities such as selling Veeam, bringing awareness to Veeam, earning Veeam
certifications and more. Once points are earned, they can be redeemed for cash, online eGift codes or merchandise. All
ProPartners are eligible to participate in this program, including Registered, Silver, Gold and Platinum resellers and service
providers. Any Veeam ProPartner organization who wishes to participate in PartnerPerks must first complete a partner
participation form, which gives employees at that company permission to receive incentives through PartnerPerks.

For additional information on eligibility, enrollement and offered activities, please visit the PartnerPerks page on the ProPartner Portal.

NFR keys
Not-for-resale (NFR) software is available to partners for product demonstration and training purposes. Veeam Platinum, Gold
and Silver ProPartners may receive up to 12 NFR copies of the Veeam software products, which they are authorized to utilize for
a period of up to one year.

Maintenance/support is included with NFR software as long as the partner remains in good standing within the parameters of
the Veeam ProPartner Program and does not violate the NFR license terms.

To obtain NFR software, ProPartners must sign in to the Veeam ProPartner Portal and request NFR copies of the desired
product. Upon approval by regional channel management, NFR keys can be sent by the channel team to the ProPartner.
Under no circumstances can NFR software be copied, resold or distributed to any third party, or used for partner information
processing or computing needs.

Internal use licenses

Veeam ProPartners that meet Silver, Gold and Platinum level requirements may purchase standard licenses at an increased
discount rate. Internal use licenses are for the partner’s internal IT needs only and not for resale to customers or to any third
party. Use of discounted internal use licenses is subject to the Veeam standard EULA for the specific product purchased. The
licenses can be found in distributor price lists under commercial product editions.

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© 2018 Veeam Software. Confidential information. All rights reserved. All trademarks are the property of their respective owners. Modified 01312018 Valid 02012018
Veeam ProPartner Marketing Program
The Veeam ProPartner Marketing Program serves as an effective and wide-reaching means of marketing support for our channel
partners. It provides resources and tools — combined with funding possibilities through our Marketing Development Funds
(MDF) program and execution expertise — to generate Veeam leads and opportunities for your organization.

Marketing Center

Partners can access Veeam’s marketing menu of services within the Veeam Marketing Center on the ProPartner Portal. In the
Marketing Center, ProPartners have access to a variety of marketing tools designed to help advance their business effortlessly.
Access to the latest promotional materials and co-branding gives ProPartner’s the opportunity to launch an email campaign,
create joint marketing materials and generate leads through Veeam’s digital marketing platform, Veeam MarketReach.

Marketing Concierge Desk

Veeam’s Marketing Concierge Desk provides Silver, Gold and Platinum ProPartners the ability to create Veeam co-branded
campaigns and connect with a virtual marketing manager for assistance and guidance on launching a single program or a
comprehensive marketing plan. Gold and Platinum ProPartners have the ability to work with a virtual marketing consultant who
will assist partners with building a marketing campaign, executing, reporting results and much more.

Marketing Development Funds

Veeam’s MDF program is available to eligible ProPartners. Please visit the ProPartner Marketing Guide for detailed information
on eligibility for this program.

Distribution
ProPartners who wish to establish a purchasing relationship with an authorized Veeam distributor to resell Veeam products
and who wish to become eligible to receive various Veeam ProPartner Program benefits must qualify for and join the applicable
reselling program. Our current distribution partners in North America are: Arrow ECS, immixGroup (an Arrow company), Ingram
Micro, Promark (an Ingram Micro company) and Tech Data. Veeam also works with aggregators who are specialized distributors
or Veeam partners that sell VCSP rental licenses. Our current VCSP aggregators are: Arrow ECS, Avant, Ingram Micro, Insight,
SoftwareONE and Tech Data.

Veeam compliance process

Veeam reserves the right to re-level partners who no longer meet the requirements of their membership level. (See table above
for minimum requirements of program.) Program membership levels are assigned for successive one-year terms, provided
that the partner remains in compliance with all program requirements throughout the calendar year. Veeam reviews program
compliance quarterly and re-levels on a biannual basis based on reseller performance. Partners who are not meeting program
requirements are ineligible to receive marketing support or VIRs.

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© 2018 Veeam Software. Confidential information. All rights reserved. All trademarks are the property of their respective owners. Modified 01312018 Valid 02012018
Required Veeam certifications
Certifications must be on the current major release of Veeam Availability Suite™ in order to meet ProPartner Program
requirements. All certifications or re-certifications must be completed 180 days after a major release is announced/made
generally available to the public market. Individuals who were certified on any prior product releases must retake courses and
certification testing and choose the test out option to meet certification qualifications.

Certifications are product specific certifications. Veeam Sales Professional (VMSP) and Veeam Technical Sales Professional
(VMTSP) must be on the latest version of Veeam Availability Suite to count towards program requirements. Other available and
recommended courses include Veeam Management Pack™, Veeam Backup & Replication™ and Veeam ONE™. However, these
courses are not a mandated part of the program.

Veeam also offers the Veeam Certified Engineer (VMCE) certification designed to help technical sales engineers acquire the
necessary level of expertise to correctly architect, implement and configure Veeam solutions.

This certification is a mandatory part of the ProPartner Program for Gold and Platinum resellers (see table for requirement). For
more information, contact a Veeam distributor.

For more information regarding associated training, please see all available courses in Veeam University on the ProPartner Portal.

Country
”Country” is defined as the location of the partner’s principal place of business as identified in the application form. Upon
acceptance into the Veeam ProPartner Program, partners shall be authorized to resell solely to end users who are located in
that specific country. Partners with an operating presence in more than one country must submit an application form on behalf
of each country where the partner desires to resell. Each legal entity or organization that wants to join the Veeam ProPartner
Program must satisfy program membership requirements on its own.

In the case of acquisitions, mergers or other business combinations, the existing membership level of the surviving entity
and the operating status of the acquired or merged entity, as applicable, shall dictate the membership criteria applicable
to the newly formed entity.

Purchase authorization and discounts for Veeam products

Partners that wish to resell Veeam products and that meet the requirements outlined in this program can qualify to receive
varying discounts on Veeam products, as passed down through an authorized Veeam distributor.

It is our expectation that our distribution ProPartners will comply with our channel program by selling to each tier of the
ProPartner Program at the price and discount as determined by Veeam for the value returned to Veeam by each ProPartner level.

This includes the passing of Deal Registration discounts or any other marketing program incentive discounts provided by Veeam
to the partner from time to time.

Note: It is up to each Veeam ProPartner to set the selling price ordered to the end user.

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© 2018 Veeam Software. Confidential information. All rights reserved. All trademarks are the property of their respective owners. Modified 01312018 Valid 02012018
Partner information
By joining the Veeam ProPartner Program, a partner consents to receiving program-related information from Veeam for the
following purposes:

• Administering the program

• Providing program information to the partner

• Updating the partner with information and materials to support the effort to deliver Veeam solutions

The partner also agrees that Veeam may publish the partner’s name and address on the Partner Locator and may reference the partner
as a member of the program using the partner’s logo, subject to reasonable trademark and logo usage policy provided by the partner.

Program enrollment
To join the Veeam ProPartner Program, complete an application through Veeam’s website: www.veeam.com. Benefits and
requirements vary by membership level.

Registered ProPartners do not have a quarterly transaction target or annual revenue target and are unmanaged partners.
Registered ProPartners can resell Veeam solutions, provided they are accepted into Veeam’s ProPartner Program and can
process orders through Veeam call center sales teams. Registered ProPartners do not have an assigned Veeam field resource.

Silver ProPartners have annual revenue targets and are typically managed by distribution. Silver ProPartners can resell Veeam
solutions, provided they meet Silver level requirements and can process orders through Veeam’s call center sales teams. Silver
ProPartners do not necessarily have an assigned Veeam field resource.

Gold ProPartners have annual revenue targets and work with an assigned Veeam field resource as a managed partner. The
assigned Veeam field resource helps Gold ProPartners build and execute quarterly business plans to achieve revenue targets.
The assigned Veeam field resource also conducts quarterly business reviews to ensure program requirements are met.

Platinum ProPartners are invited into the program by achieving the highest level of revenue and expertise in Veeam solutions.
Platinum partners have specific annual revenue targets to achieve with quarterly business plans and revenue targets and are
assigned a Veeam field resource as a managed partner. The assigned Veeam field resource helps Platinum ProPartners build
and execute quarterly business plans to achieve revenue targets. The assigned Veeam field resource also conducts quarterly
business reviews to ensure program requirements are met.

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© 2018 Veeam Software. Confidential information. All rights reserved. All trademarks are the property of their respective owners. Modified 01312018 Valid 02012018
Program enrollment
Program Agreement
By selecting level requirements and signing this document, I agree to meet the stated criteria to participate in the program and maintain
membership level. Please check one.

Silver level requirements Gold level requirements Platinum level requirements

• A
chieve an annual revenue requirement • A
chieve an annual revenue • A
chieve an annual revenue requirement
of $15K per calendar year requirement of $100K of $1M per calendar year
per calendar year
• Certify and maintain certifications of • C
ertify and maintain certifications of four
one VMSP and one VMTSP • C
ertify and maintain certifications VMSPs, four VMTSPs and two VMCEs
of two VMSPs, two VMTSPs
• Complete Silver partner • A Veeam business plan
and one VMCE
enablement steps • Provide forecast reporting
• Provide forecast reporting
• Place Veeam branding and description • P
lace Veeam branding and description
prominently on your site • P
lace Veeam branding and prominently on your site
description prominently
on your site

Name Name

Print Name Print Name

Title Title

Company Veeam

Address Address

Email Address Signature

Signature

Veeam makes no express or implied warranties or representations concerning the information covered in this guide. Veeam further disclaims any liability for
damages, including, without limitation, direct, indirect, consequential, incidental and special damages, in connection with the information in this guide or the
programs referenced herein.

The information in this guide is subject the terms of the Veeam ProPartner Enrollment Agreement between you and Veeam. This guide is subject to modifications that
will take effect upon posting to the ProPartner Portal. Veeam reserves the right to administer and modify the programs referenced herein at its sole discretion.

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© 2018 Veeam Software. Confidential information. All rights reserved. All trademarks are the property of their respective owners. Modified 01312018 Valid 02012018