META

2020 Kaspersky
B2B Rebate
Program
for Resellers
Learn more on kaspersky.com
Contents
1. Introduction to the Program 2

2. Terms and definitions 2

3. Rebate Calculation 3

4. Rebate Payment 4

5. Responsibility of Participants of the Program 4

6. Pricing Policy 4

7. Term and Changes to the Program 4

Appendix 1. Rebate Structure 5

Appendix 2. Specialist Partners Rebate Structure 6

Appendix 3. List of Countries 8

1. Introduction to the Program

Kaspersky is delighted to offer the opportunity to participate in 2020 Kaspersky B2B

Rebate Program for Resellers (“Program”). This Program is designed to allow Resellers
to receive the Rebate for selling B2B Products available in the Kaspersky most up-to-
date official price list (“Price List”), if Reseller successfully fulfils conditions as described
further below.

To join the Program Resellers should comply with conditions of the Program, Kaspersky
Partner Program, accept Kaspersky Rebate Terms & Conditions for Resellers and Targets
that can be found on the Kaspersky Partner Portal via https://partners.kaspersky.com.

2. Terms and definitions

Amount of Deals Means the total number of orders of B2B Products eligible for Solution Specializations
made by the Reseller during the Accounting Period. Amount of Deals shall contain
only orders with statuses “delivered” in KORM adjusted by the corrections in prices
or quantities of the periods in the past and “invoiced” and shall be reduced by the
amount of B2B Products eligible for Solution Specializations returned and/or credit
notes in the respective Accounting Period.

Amount of Purchases Means the total amount of purchases of B2B Products made by the Reseller during
the Accounting Period and calculated based on Shipping price. Amount of Purchases
shall contain only orders with statuses “delivered” in KORM adjusted by the corrections
in prices or quantities of the periods in the past and “invoiced” and shall be reduced
by the amount of B2B Products returned and/or credit notes in the respective
Accounting Period.

Accounting Period Means the following periods:

• Quarter 1 (January, February, March) of 2020;
• Quarter 2 (April, May, June) of 2020;
• Quarter 3 (July, August, September) of 2020;
• Quarter 4 (October, November, December) of 2020.

B2B Products Means Kaspersky software products for enterprises as listed in the Price List
effective in the particular Territory. B2B Products do not include products eligible
for “Threat Management & Defense”, “Threat Intelligence”, “Industrial Cybersecurity”,
“Fraud Prevention and “Security Awareness” Solution Specializations stated in Solution
Specialization Guide. B2B Products do not include services distributed by means
of certificates as per Price List. The product “Kaspersky Small Office Security”
with the package “License” only falls under the definition of B2B Products. Other
packages of “Kaspersky Small Office Security” are excluded from the definition
of B2B Products.

Distribution Agreement Means a valid distribution agreement executed between Kaspersky and the Distributor.

Distributor Means the direct partner of Kaspersky in the Territory that has a Distribution
Agreement entitling the Distributor to distribute B2B Products, and complies with
the conditions of the up-to-date Kaspersky B2B Rebate Program for Distributors.

End User discount Means a special discount on MSRP granted for some specific orders for B2B Products.

Kaspersky Rebate Terms & Conditions Refers to the agreement published on the Kaspersky Partner Portal that describes
for Resellers the terms and conditions of participation in the Program.

KORM Means Kaspersky Order Management System.

MSRP Means the recommended end user price for B2B Products in accordance with the
Price List.

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Plan of Deals Means a minimum Amount of Deals within the Accounting Period determined by
Kaspersky, which is necessary to be achieved by the Reseller to become eligible for
Solution Specializations Rebate. Plan of Deals shall be accepted by the Reseller on
the Kaspersky Partner Portal.

Rebate Means a specific bonus amount to be paid for the fulfillment of the Target for the
particular Accounting Period agreed by the Reseller and Kaspersky. Rebate is equal
to the agreed percentage of the Amount of Purchases.

Reseller(s) Means the indirect partner of Kaspersky in the Territory, that purchases B2B Products
from the Distributors or/and on E-Commerce platform located on Kaspersky Partner
Portal and complies with the conditions of the Kaspersky Partner Program. Resellers
can have different partner statuses, which are determined in the Kaspersky Partner
Program https://partners.kaspersky.com.

Shipping price Means the price for B2B Products in accordance with the Price List, less the End
User discount granted by Kaspersky. Prices for B2B Products mentioned in the Price
List are recommended.

Specialist Partner Means the indirect partner of Kaspersky in the Territory that purchases B2B Products
from the Distributors and complies with the conditions of the Solution Specialization
Guide. Specialist Partner shall have a Specialist Partner status, which is determined
in the Kaspersky Partner Program and Solution Specialization Guide.

Target(s) Means a minimum Amount of Purchases within the Accounting Period. Targets are
set separately for each Accounting Period. It is required to explicitly confirm Targets
by a Reseller prior to the end of each Account Period on the Kaspersky Partner Portal
via https://partners.kaspersky.com to be eligible for participation in the Program.
Target is necessary to be achieved by the Reseller to become eligible for Rebate.

Territory Means the countries mentioned in the Appendix 3.

3. Rebate Calculation
Rebate is available only for Resellers with active status of a Platinum Partner, Gold Partner
and Specialist Partner.

Specialist Partners with any of Solution Specializations are eligible to get Rebate
for fulfillment of Target and Plan of Deals of corresponding specialization. Rebate
structure related to Solution Specializations is a separate Rebate, which is calculated
additionally to Rebate structure related to Gold and Platinum Kaspersky Partners
stated in Appendix 1.

The Reseller is entitled to receive a Rebate according to this Program and the Kaspersky
Rebate Terms & Conditions for Resellers for each Accounting Period provided it meets
the requirements stated in this Program and Kaspersky Rebate Terms & Conditions for
Resellers.

In order to stimulate sales in the certain Accounting Period, Kaspersky may establish
incentive provisions with specific term and for specific product(s) or product group(s).
Incentive provisions will be presented on Kaspersky Partner Portal. Rebate for fulfilling
of incentive provisions will be calculated additionally to Rebate Structure related to
Gold, Platinum and Specialist Partners stated in Appendix 1 and Appendix 2.

During the term of this Program and Kaspersky Rebate Terms & Conditions for Resellers,
the Rebate will be calculated only if Reseller confirms Targets prior to the end of each
Accounting Period, and in case of achieving or exceeding the Targets. Rebate is based
on the total Amount of Purchases for the corresponding Accounting Period. The Rebate
percentage used for the calculation of the Rebate is indicated in the Appendix 1
(“Rebate Structure”) and Appendix 2 (“Specialist Partners Rebate Structure”) below. If
the Reseller did not achieve Targets the Rebate will not be calculated and subsequently
not paid.

Targets of B2B Products are calculated based on the Shipping prices, and is determined
and agreed on the Kaspersky Partner Portal.

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4. Rebate Payment
Calculation and payment of Rebate to Resellers is provided on the grounds that the
Kaspersky Rebate Terms & Conditions for Resellers is accepted and Targets are
confirmed by the Reseller on the Kaspersky Partner Portal prior to the end of each
Accounting Period.

Payment of Rebate is made to Reseller only upon fulfillment of the agreed Targets
by the Reseller. Payment of Solution Specializations Rebate is made to Reseller only
upon fulfillment of the agreed Targets and Plan of Deals by the Reseller.

Payment of Rebate will be made after the end of the respective Accounting Period
within reasonable period of time.

Payment of Rebate to Reseller can be refused at the sole discretion of Kaspersky

in cases when Reseller violates the requirements of the License policy of Kaspersky,
the Kaspersky Partner Program, or the Kaspersky Rebate Terms & Conditions for
Resellers between Kaspersky and Reseller.

Payment of Rebate is provided directly or indirectly through the Kaspersky paying

agent with the exception of the countries listed in Appendix 4.

Payment of Rebate in the countries listed in Appendix 4 is provided through the one
of Distributors from which B2B Products were purchased by Reseller within the
Accounting Period. Resellers that are eligible to get payment of Rebate through
Distributor will be provided by Kaspersky to the chosen Distributor by e-mail.

5. Responsibility of Participants of the Program

All participants of this Program undertakes to comply with requirements of the
Kaspersky Partner Program, the Kaspersky Rebate Terms & Conditions for Resellers,
Kaspersky License Policy and avoid taking actions that may harm any activity or image
of Kaspersky. In case of breach of any of these obligations by the Reseller, Kaspersky
remains its right at its sole discretion upon a notice to terminate such Reseller’s rights
to the Rebate in any volume.

6. Pricing Policy
Only B2B Products are subject to this Program, which are listed in the available in the
Price List. No other commercial offers of Kaspersky are subject to this Program. Prices
for the products (including B2B Products) listed in the Price List are recommended.

7. Term and Changes to the Program

This Program is effective for a period of 12 (twelve) months starting from January 1, 2020.

Kaspersky reserves the right to amend or discontinue the Program at any time, without
limitation to any conditions, requirements or benefits contained in this Program. All such
changes shall be effective upon their publications on the Kaspersky Partner Portal.

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Appendix 1. Rebate Structure

Accounting periods Rebate Percentage

Products Resellers
Resellers with
Quarter 1 Quarter 2 Quarter 3 Quarter 4 with Platinum
Gold Status
Status
B2B Products* Target 1 Target 2 Target 3 Target 4 6% 4%

A simple description and example of calculation:

(All amounts and conditions indicated in the tables below are not program conditions, but are given as an example)

Amounts and conditions:

Accounting periods Rebate Percentage

Resellers
Resellers with
Quarter 1 Quarter 2 Quarter 3 Quarter 4 with Platinum
Gold Status
Status
Targets set by
100 000 150 000 120 000 200 000
Kaspersky
Amount of 6% 4%
Purchases made 100 000 160 000 100 000 250 000
by the Reseller

Rebate Calculation:

Quarter 1 Quarter 2 Quarter 3 Quarter 4

The Reseller achieved the The Reseller exceeded the The Reseller did not achieve The Reseller exceeded the
Target. Target. the Target. Target.

Rebate = 100 000 * 6% Rebate = 160 000 * 6% Rebate = 0 Rebate = 250 000 * 6%
Rebate earned = 6 000 Rebate = 9 600 Rebate = 15 000

* The agreed Targets for B2B Products do not include services distributed by means of certificates as per Price List.

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Appendix 2. Specialist Partners Rebate Structure

The list of Solution Specializations:

• Threat Management and Defense

• Threat Intelligence
• Fraud Prevention
• Industrial Cybersecurity
• Security Awareness

All details how to become a Specialist Partner and the full list of benefits and requirements is stated under “Solution Specialization
Guide” on Kaspersky Partner Portal: partners.kaspersky.com

Conditions
Solution Accounting Rate
Plan Targets*
Specializations Fulfillment Period of Rebate
of deals USD TRY ZAR
Fulfillment of the
Threat 12 calendar
agreed Plan deals
Management ≥ 3 deals 350,000 2,100,000 5,600,000 months 8%
and Target in
and Defense of 2020
amount of ≥ 100%
Fulfillment of the
12 calendar
agreed Plan deals
Threat Intelligence ≥ 3 deals 200,000 1,200,000 3,200,000 months 8%
and Target in
of 2020
amount of ≥ 100%
Fulfillment of the
12 calendar
agreed Plan deals
Fraud Prevention ≥ 3 deals 200,000 1,200,000 3,200,000 months 8%
and Target in
of 2020
amount of ≥ 100%
Fulfillment of the
12 calendar
Industrial agreed Plan deals
≥ 3 deals 250,000 1,500,000 4,000,000 months 8%
CyberSecurity and Target in
of 2020
amount of ≥ 100%
Fulfillment of the
12 calendar
Security agreed Plan deals
≥ 5 deals 100,000 600,000 1,600,000 months 8%
Awareness and Target in
of 2020
amount of ≥ 100%

Only Specialization relevant Products are count to Specialization Targets and Plan of Deals. The full list of relevant products for
each Specialization is provided in Solution Specialization Guide.

If a partner joins the Specialization program part way through the calendar year, the Rebate will only be paid for sales that the
partner achieved after becoming a Specialist Partner. The partner’s threshold and amount of deals will be prorated and set up
individually by Kaspersky based on partners Joint Business Plan.

* Targets do not include services distributed by means of certificates as per Price List.

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Example 1

Reseller has Specializations “Threat Intelligence” and “Fraud Prevention” from January 1, 2020.

Solution Accounting Target and

Plan of deals Target Rebates earned
Specializations Period Amount of deals
Threat Management $210,000; $0
- - 12 months
and Defense 2 deals (no Specialization)
$220,000; $220,000 x 8% =
Threat Intelligence 3 deals $150,000 12 months
4 deals $17,600
$0
$200,000;
Fraud Prevention 2 deals $200,000 12 months (# of deals was not
1 deal
reached)
Industrial
- - 12 months 0 $0
Cybersecurity

Total Rebates Earned: $17,600

Example 2

Reseller has Specialization “Threat Management and Defense” from July 1, 2020.

Amount Amount
Solution Plan of Accounting of Purchases and of Purchases and
Target Rebate earned
Specializations deals Period Amount of deals Amount of deals
01.01–31.07 01.08–31.12
Threat
$80,000; $130,000 x 8% =
Management and 2 deals $200,000 12 months $130,000; 2 deals
1 deals $10,400
Defense

Partner achieved target as made totally $210,000 with 3 deals during calendar year. But only deals made in “Specialist Partners”
status were count to base for rebates.

Total Rebates Earned: $10,400

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Appendix 3. List of Countries

Afghanistan Malawi
Angola Mauritania
Bahrain Mauritius
Botswana Mozambique
Burkina Faso Namibia
Burundi Nigeria
Cameroon Oman
Congo (DRC) Pakistan
Djibouti Palestinian Authority
East Africa Qatar
Egypt Rwanda
Eritrea Saudi Arabia
Eswatini Senegal
Ethiopia Seychelles
Gabon South Africa
Ghana Tanzania
Kenya Turkey
Kuwait Uganda
Lesotho United Arab Emirates
Levant Yemen
Libya Zambia
Madagascar Zimbabwe

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