Partner Program GuideChannel First, Channel Friendly

US Version | April 2019

The video conferencing world is exploding – according to experts, it’s anticipated to reach $20B by 20241. We’re excited to work together with you to make this a reality and reach revenue goals that far exceed anyone’s expectations.

Highfive has reimagined meeting room collaboration for enterprises challenged with multiple locations and many remote workers. Easily expand into the video conferencing business with an integrated cloud platform that delivers immersive audio and video with plug and play simplicity. Highfive is committed to helping you expand your pipeline, grow existing accounts, and offer transformative plug-and-play solutions for a modern world.

There aren’t many companies with a true channel-first, channel-

friendly mentality. Many competitors in this space take a “Jekyll &

Hyde” approach to the channel, where it’s a priority this month but

not necessarily next month. “Highfive is committed to the channel.

It’s our top priority to run a best-in-class partner program that fosters

a healthy relationship between Highfive and our valued partners.

— Greg Popham, VP Global Channel Sales, Highfive

“

”1) Bhutani, A. and Wadhwani, P. (November 2018). Video Conferencing Market | Trends 2018 – 2024 Industry Share Report. Global Market Insights

Introduction

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Why Partner with Highfive?Easily expand into the smart office and video conferencing business with an integrated cloud platform plus hardware-as-a service that delivers immersive audio and video with plug and play simplicity.

Easy to do Business WithProcesses created with partners

in mind. Highfive is committed to

speed, responsiveness, & self-service

whenever possible.

We Are Channel Centric Channel First, Channel Friendly. We

are committed to the channel as our

preferred Route-to-Market.

Single Vendor End-to-end bundled solution as a

service, on a single platform with

purpose-built hardware from a

single vendor.

Global ReachData center presence in 18 AWS

regions around the world.

“Sticky” SolutionsLifetime Software & Hardware

upgrades included. Contract

renewals are easy – No “stops &

starts” or “rip & upgrade necessary.”

Rapidly Growing MarketThe video conferencing market

is anticipated to exceed $20B

USD by 2024.

Rich Partner Margins Aggressive partner margin and

whole solution is transacted via

the channel partner.

Fast & Simple Config/PricingHighfive offers a handful of

bundled SKUS + add-on options

as necessary. Deal registration

approval and pricing in less than 4

business hours.

Recurring RevenuePartner earns full compensation

on contract renewals as well

as end user upsell & expansion

opportunities.

Unmatched EaseEasy to buy, fast to deploy, no

burden to maintain.

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About This Partner Program GuideThis guide is for partners applying for, or already accepted into, the Highfive Partner Program. It outlines partner eligibility, status tiers, and benefits of program membership. Please note this guide may change; we recommend visiting the Highfive Partner Portal for the most up-to-date information. https://highfive.com/partner-portal.

Highfive SolutionsHighfive has improved the ease and quality of in-room video conferencing so teams can focus on getting their best work done. Mobile employees finally get a virtual seat at the table with accurate views of whiteboards, automated adjustments for speaker position and volume, and an exceptional audio and video experience – made possible by best-in-class Dolby Voice® solutions. Setup is a breeze, and starting and dialing into meetings is even faster from any device, from any location; access is secure without plugins or PINs. Finally, there’s a conferencing solution that seamlessly brings virtual teams across the enterprise together for creative, instant collaboration.

Face-to-face meetings are better for clarity and

decision making

Highfive is the BEST WAY to communicate face-to-face

SELECT BUNDLE

Starter Package with All-in-One

Conferencing Device

Included:• 10 user licenses• Highfive All-in-One Device• Hardware accessories (6’ Ethernet, 6’ HDMI,

6.6’ power adapter, wall mount)

$199 mo/room billed annually

PLUS BUNDLE

For Best in Class Audio Powered

by Dolby Voice®

Included:• 25 user licenses• Highfive All-in-One-Device• Dolby Conference Phone• Hardware accessories (25’ Ethernet, 6’

Ethernet, 6’ HDMI, 6.6’ power adapter, wall mount)

$299 mo/room billed annually

PREMIUM BUNDLE

4k HDR sensor and Advanced Features for Your Most

Important Meeting Rooms

Included:• 50 user licenses• Dolby 4k Camera• Dolby Hub• Dolby Conference Phone• Hardware accessories (25’ Ethernet, 10’

Ethernet, 6’ HDMI, 1’ HDMI, 6.6’ power adapter, 14’’ USB, wall mount)

$599 mo/room billed annually

Highfive Bundles and PricingGiving you the in-room experience you always wanted

Available Add-ons

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ADDITIONAL USER LICENSE$9.99 mo/user billed annuallyA user license is required for any active user within your organization. The licensing agreement defines active users as: non-specific individuals within your organization that wish to schedule, and/or launch Highfive meetings within a rolling 30-day period. We don’t care who they are, just how many there are.

UNLIMITED DIAL-OUT$49 mo/room billed annuallyTalk all you want, even internationally, with unlimited dial-out from the Dolby Conference Phone. Plus & Premium Bundles ONLY. If added to any Bundle must be purchased for all Plus & Premium Bundles.

ROOM CONNECTOR$49 mo/connector billed annuallyEnable on-premise SIP systems to dial-in to Highfive calls. Supports any SIP-capable endpoint with H.264 (video) and Opus, G.722.1 or G722 (audio) codecs. Purchase the expected number of SIP endpoints that may join concurrent Highfive meetings.

Highfive Positioning

Becoming a Highfive Partner1. Go to https://highfive.com/partner and click on “Become A Partner”

2. Complete and submit application

3. Application will be reviewed and a Highfive representative may reach out with questions

4. Upon approval, the Highfive Partner Agreement will be emailed for electronic signature

5. Once the agreement is signed you will receive a confirmation email, a partner welcome email, and login information for the Highfive Partner Portal

6. The signer of the Highfive Partner Agreement will be the first authorized user of the Partner Portal

• Bundled: hardware, software, warranty, updates and unlimited usage

• Simple pricing and plans that include:• User licenses

• Unlimited meetings

• Unlimited screen sharing

• Unlimited call recording

• Unlimited domestic and int’l dial-in

• Unlimited “call me”

• Unlimited dial-out (optional)

• No hardware to buy, depreciate, or maintain

• Purpose-built hardware for every room

• Firmware & software updates included

• Support for all users included

HARDWARE-AS-A-SERVICE EASY INNOVATIVE

EASY TO BUY• Simple and flexible room

based pricing• Transparent and predictable

with no hidden costsEASY TO MANAGE• Quick setup and deployment• Minimal training: no cheat

sheets required• Automatic updates for easy

maintenance• Monitoring and management

tools availableEASY TO USE• Tab to join scheduled

meetings• No downloads, pin codes, or

1-800 numbers• Workflow integrations with

Slack, Skype for Business, G Suite, and O365

• WebRTC backbone• No need for admin privileges &

no downloads• No pins or passwords (built-in

security)• Scalability built on AWS

Hyperscale Cloud• Easily move between devices

and meeting rooms• High-fidelity audio powered by

Dolby Voice• 4K HDR camera, including

digital pan, tilt, and zoom (ePTZ)with remote-less control

• Whiteboard view for easy collaboration

• Dual-screen functionality• Intelligent scene framing• Interoperability: join any

Highfive meeting using your existing SIP endpoints

Highfive is innovative and easy-to-use video conferencing Hardware-as-a-ServiceALL IN A SINGLE PLATFORM – ALL FROM A SINGLE VENDOR

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Program Membership Status & Requirements

The Highfive Partner Program features three membership levels:

Membership level is based on the partner’s annual Highfive sales volume (Bookings/TCV at net price) as well as completion of program level requirements. The progression of each status level provides incremental benefits.

Partner status is evaluated at the start and at the half-way mark of each calendar year:

• Higher sales and requirement status completion will result in an immediate promotion.

• Partners experiencing a sales decline or incomplete status on level requirements will work with their Channel Account Manager (CAM) on a recovery plan.

• Partners who do not meet requirements and/or implement a successful recovery plan will be re-classified annually at the start of Q1 based on previous year’s performance.

Highfive rewards committed partners with increased benefits as they grow:

Minimum Annual Spend

Financial Benefits

Business Benefits

Reccuring Comp at Renewal

Platinum $500,000 USD $ $ $

Gold $250,000 USD $ $

Business $0 USD $

* Highfive has the right to adjust a partner’s tier or benefits at our discretion.

YES

YES

YES

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PLATINUM PARTNERSThe top partner status, Platinum Partners get full access to all benefits, including the highest financial benefits, field-based channel account managers and qualified lead passing preference.

REQUIREMENTS:

• Signed Reseller Agreement

• $500,000 (USD) in annual sales (defined as bookings/TCV at net partner price)

• (5) Sales personnel complete free F2F or virtual sales training (45 min)

• (2) Individuals complete free Virtual technical training course (2 hours)

• Purchase (1) NFR Unit at 50% off

• Provide End User POS data

GOLD PARTNERSPartners who attain the Gold status are recognized as strategic partners and earn the second highest level of benefits, including elevated financial benefits, field-based named channel account managers and qualified lead passing as applicable.

REQUIREMENTS:

• Signed Reseller Agreement

• $250,000 (USD) in annual sales (defined as bookings/TCV at net price)

• (5) Sales personnel complete free F2F or virtual sales training (45 min)

• (1) Individual completes free Virtual Technical training course (2 hours)

• Provide End User POS data BUSINESS PARTNERS

The entry level status, Business Partner, provides access to deal registration benefits. Additionally, inside channel account management and/or distribution support will be offered without an annual sales commitment.

REQUIREMENTS:

• Signed Reseller Agreement

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Summary of Program Requirements & Benefits

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Partner Level Platinum Partner Gold Partner Business Partner

Annual Partner Program Requirements (Country specific)

Minimum Sales (Bookings/TCV @ Net Partner Price)

$500k $250k $0

Signed Reseller Agreement Required Required Required

Sales personnel to complete free training session (45 min virtual or F2F )

Minimum 5 People Minimum 5 People 0

Individuals to complete 2-hour virtual technical training course

2 1 0

NFR (Demo) Unit Purchase Required Recommended Recommended

End User POS Data Required Required Required

Forecasting Required Recommended

Financial Benefits      

Deal Registration Eligible * * *

Deal Registration Benefit (% of List Price)

Best Better Good

Partner earns full compensation at con-tract renewal

* * *

Backend Medallion Benefit (Bookings/TCV at Net Partner Price)

Best Better 0%

Kicker Eligible (As applicable/offered) *    

Eligible for Highfive paid Demand gen or Event (Not guaranteed)

* *  

Business Benefits      

Listing in Highfive partner locator web-site

* *  

Leverage Highfive hosted end user demos

* *  

Eligible to purchase not-for-resale units at 50% off

* * *

Coverage - Named channel resource * *  

Coverage - Distribution and/or shared-remote channel resource

    *

Qualified Lead Eligible * * (As Available)  

Deal RegistrationThe Highfive Deal Registration Program offers eligible partners deal protection, margin enhancement, and establishes rules of engagement with the Highfive sales team. Below are the key points to note:

• Deal registration is specific to a unique opportunity within a given end user and country (end users as a whole cannot be registered).

• Only (1) partner may hold a valid deal registration for a specific opportunity within an end user. (*Except in rare situations)

• Partner must have some sort of interaction, communication, or relationship with customer on this specific opportunity before registering.

• Registration is valid for (60) days from approval and permits (1) (60) day extension for incumbent partner.

• No minimum deal size requirement and all products are eligible for registration benefit.

• Deal registration must be submitted online at: https://highfive.com/partner-portal.

Opportunities Eligible for Registration

• All Land (New), Expand (Upsell/Add Units), and Extend (add contract duration) are eligible.

• All Renewals by incumbent partner (before contract expiration) are eligible.

• A customer with expired contract is eligible by incumbent partner or net new partner.

Approval Process

• Registration approval is determined by Highfive sales rep responsible for end user account (roster or geo based). Channel Account Manager may be consulted.

• Target response time is less than 4 business hours. Some may require additional time. No response should take longer than 2 business days. If wait time exceeds 2 business days, please contact your Channel Account Manager.

• Appeals or questions should be directed in writing with specific detail and registration ID to your Channel Account Manager or dealreg@highfive.com.

• Once approved, partners are expected to actively and aggressively “work” the opportunity to their fullest extent.

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Unique Situations • Escalated pricing – In the event of escalated pricing, Highfive reserves the right

to adjust or cancel deal registration benefit to share burden required to meet customer demands.

• For an open RFP where one partner has done the “heavy lifting,” Highfive reserves the right to award one deal registration.

• For an open RFP where no partner has done the “heavy lifting,” Highfive reserves the right to award deal registration to multiple partners.

• In the case where no deal registration has been awarded and multiple bids are required, Highfive has the right to offer level playing field pricing to multiple partners (may be via escalated pricing).

• All other unique situations to be handled on a case-by-case basis at the sole discretion of Highfive channel leadership.

Fine Print

• Highfive has the right to rescind registrations for unethical or illegal behavior and/or any registration done under false pretenses.

• If a partner holds both Highfive and competitive deal registration and partner does not equally represent Highfive, Highfive has the right to rescind approved deal registration.

• Registration approval is the sole discretion of Highfive; VP of Global Channels has final authority on all decisions.

About Highfive• Headquartered in Silicon Valley and founded in 2012 by leaders who launched

Google Drive

• Funded by Andreesen Horowitz, Dimension Data, SoftBank, and more

• Led by a team of industry experts from Amazon, Avaya, Cisco, Dimension Data, Google, and RingCentral

• 100% revenue growth in 2017

• Over 300% customer growth for Highfive in one year alone

• Fast Company named us one of the most innovative companies of 2018

ResourcesPartner Portal: https://highfive.com/partner-portalDeal Registration: https://highfive.com/partner-portal(Partner portal/deal registration) https://highfive.com/dealreg (No login required)

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