Silver Peak Champions Channel Partner Program Guidesilverpeaksystemsstorage.s3.amazonaws.com/00D... · Silver Peak Champions Partner Program Guide Strictly Confidential-Do Not Distribute

Silver Peak

Silver Peak Champions Channel Partner Program Guide North America

2014

Silver Peak Champions Partner Program Guide

Strictly Confidential- Do Not Distribute or Reproduce

Table of Contents

INTRODUCTION.......................................................................................................4

PROGRAM OVERVIEW...........................................................................................5

Being a Silver Peak Partner......................................................................................5

Silver Peak Champions Channel Partner Program...................................................5

PARTNER LEVELS AND DEFINITIONS..................................................................6

FY 2013 Program Timeframes for New and Existing Partners…..............................6

Silver Peak Fiscal Calendar......................................................................................6

New Authorized Silver Peak VAR Partners…...........................................................6

Performance Review and Level Adjustments……....................................................7

Levels for Partners with Multiple Offices……………..………………………….…......7

Discontinuing Membership in the Silver Peak Champions Channel Program.……..7

PROGRAM BENEFITS OVERVIEW.........................................................................8

Champions Partner Program Benefits…...................................................................8

Program Benefits Review..........................................................................................9

Silver Peak Field Resources...................................................................................10

Sales Enablement...................................................................................................10

Demonstration & Evaluation Equipment.................................................................13

Product Ordering and Discounts.............................................................................15

Training and Certification........................................................................................16

Technical Services and Support.............................................................................17

Marketing Resources..............................................................................................19

Market Development Fund (MDF) Program............................................................19

Quick Start Marketing Resources............................................................................21

Welcome Letter.......................................................................................................22

Demand Generation Campaigns.............................................................................22

Sales & Marketing Toolkits......................................................................................22

Silver Peak Partner Logo........................................................................................22

Programs.................................................................................................................23

Communications…..................................................................................................23

Incentives................................................................................................................23

PROGRAM REQUIREMENTS REVIEW.................................................................24

North America Partner Qualifications......................................................................24

Partnership Requirements......................................................................................25

Silver Peak North America Reseller Agreement……..............................................25 Partner Profile in Partner Resource Center..........................................................25 Executive Level Sponsor........................................................................................25 Product Champion................................................................................................25

Technical Champion...............................................................................................25 Revenue Commitment...........................................................................................25 Competency Commitment.....................................................................................26



Technical Certification (SCTP)...............................................................................26

Sales Certification (SCSP) .....................................................................................26

Investment in Demonstration Equipment..............................................................26 Sales & Marketing Commitment.........................................................................27 Quarterly Business & Marketing Plan ....................................................................27 Forecasting............................................................................................................27 Silver Peak-Focused Marketing Initiatives..............................................................27 APPENDIX 1: SILVER PEAK PARTNER RESOURCE CENTER TERMS AND

CONDITIONS......................................................................................................28

APPENDIX II: DEAL REGISTRATION…...............................................................31


Strictly Confidential - Do Not Distribute or Reproduce

INTRODUCTION

Welcome to the Silver Peak Champions Channel Partner Program!

This guide is an overview of the Silver Peak Champions Channel Partner Program,

designed for approved partners, located in North America. It provides details on program

benefits and requirements for Silver Peak Channel Champions effective January 1st,

2014.

Silver Peak Channel Partners are located worldwide and include value-added resellers

(VAR), System Integrators, service providers, strategic partners, global resellers and

distributors.

Silver Peak's goal is to provide Silver Peak partners with sales, marketing and technical

support needed to build selling and technical skills, create market opportunities, and grow

revenue.

The objective of the Champion Partner Program is to develop top-tier partners that are

internally motivated, adequately trained, and technically self-reliant; able to generate new

WAN optimization business and engage in the entire sales process directly with their

customers without intervention from Silver Peak.

Silver Peak’s Champions Partner Program provides two tiers, and was designed to enable,

develop and reward partners with two options to meet their business needs and goals.

Silver Peak partners have access to a comprehensive set of benefits, support and tools

through which they can develop, promote and sell Silver Peak solutions and services.



PROGRAM OVERVIEW

Being a Silver Peak Partner

Silver Peak utilizes a 100% channel model, and the Silver Peak Champions Partner Program was designed from the ground up with partners needs in mind. At Silver Peak we work with partners to develop, market, and sell innovative WAN Optimization solutions for all networks, all applications and storage or data center environments. This program provides tools and support to help you quickly build a profitable business. To avoid market over-saturation, only strategic Resellers that are recognized within their

industries for their market ownership and technical expertise are permitted to participate in the

Silver Peak Champions Channel Partner Program.

Upon program approval your organization is granted access to teams, tools, and support which

enables your business growth, elevates your strategic relationship with Silver Peak, and rewards

you for your efforts.

Silver Peak Champions Channel Partner Program

All approved Silver Peak value-added resellers (VARs) are authorized to buy Silver Peak

products and services, either from Silver Peak or through a Silver Peak Alliance partners and

may sell these products and services to end user customers including and not excluding the

US Federal Government. All approved VARs must meet the Champions Channel Program requirements as outlined in

this document, and sign a Silver Peak Reseller Agreement. Partners that purchase products

from other Silver Peak approved channel relationships do not need to sign a Silver Peak

Reseller Agreement. Once the requirements have been met, they are eligible to receive the

program benefits as described. Maintaining Partnership Status:

In order to continue receiving partner program benefits, Partners must remain in compliance with

all program requirements. The standard terms and conditions of Silver Peak's Reseller

Agreement may be updated from time to time by Silver Peak. This will require execution of an

updated Reseller Agreement by partners in order to remain in approved status. Two partnership levels are currently available to choose from, providing partners with, options on

the commitment level that best matches their business goals. The greatest amounts of benefits

are available at the highest level of requirements, for VARs willing to commit and invest in the

relationship.

Gold

Platinum Once eligibility requirements are met, they must be maintained to sustain membership at that level

and include sales and technical certification, revenue, marketing and demonstration unit investment

requirements and other achievements described in this document.

Silver Peak regularly reviews the performance of partners and their partnership level.



PARTNER LEVELS AND DEFINITIONS

The program is intended for organizations which maintain a primary business as a value-added reseller, System integrator, or technology consultant. IT Infrastructure responsibilities and capabilities include but are not limited to customer design, planning and deployment.

Gold Level - Leverages partner resources to develop, sell, and implement solutions.

The gold level is designed to grow with your business while you develop your

partnership with Silver Peak, and is an efficient and effective way to begin your

relationship.

Platinum Level -Showcases the breadth and depth of your organization's expertise and

commitment to providing superior Data Center Class WAN Optimization solutions.

Platinum partners are offered a high level of commitment, engagement, additional

discounts, and benefits to help them provide their customers with the very best Silver

Peak solutions. FY 2013 Program Timeframes for New and Existing Partners

The program term follows Silver Peak's Fiscal Year, from August 1, 2013 to July 31, 2014. The

effective date of a partner's participation in the program will vary depending on when the

partner signs the North America Reseller Agreement, and commits to meeting the requirements

of their level. Silver Peak Fiscal Calendar

New Authorized Silver Peak VAR Partners

VARs who were not Silver Peak Partners prior to October 1st, 2011 must meet the minimum

requirements of the Gold level outlined in the "requirements section" of this Program Guide

before they can become part of the Silver Peak Champions Partner Program.

To attain Platinum level Partner’s must have already completed the following:

Have a Partner Business Plan in place with a mutually agreed upon revenue commitment.

Complete Sales Accreditation based upon the headcount commitments defined in the Partner Business Plan.

Complete Technical Training based upon the headcount commitments defined in the Partner Business Plan.

Achieve Technical Certification based upon the headcount commitments defined in the Partner Business Plan.

Make agreed upon Demonstration Investments based upon the commitments defined

in the Partner Business Plan.

Commit to and have Silver Peak management agreement to the required sales quota

attainment.

Partners that do not meet the above requirements may only enter the Program with the Silver

Peak Vice President approval, and with approval enters for a probationary period until terms

are met.



Performance Review and Level Adjustments

The Champions Partner Program is only as valuable as the partners that participate in it. To

provide integral value and tangible tier differentiation, Silver Peak will compare partner

performance at the end of each quarter to the level requirements.

In order to maintain the integrity of the Champions Partner Program, Silver Peak will compare

each partner's performance at the end of each calendar quarter to their Partner level

requirements. Silver Peak will evaluate adjusting the partner level upward for the next following

quarter, when the partner has achieved the minimum revenue requirement of that next level for

one quarter.

The partner’s level may also be adjusted downward following two quarters of lack of compliance

with the program requirements outlined in the guide. Partners that do not meet the requirements

after one quarter are notified and placed on probation. If a second quarter of non-compliance

occurs, that partner level will be adjusted downward as applicable. Silver Peak retains the right to terminate the Reseller Agreement for cause or for convenience,

regardless of partner level status. Levels for Partners with Multiple Offices

Partners that sell Silver Peak products and services with multiple Regional Sales Offices across

North America will be evaluated based upon revenue achievements defined for the offices

located in a respective Silver Peak Sales Territory. Each office must maintain their Sales and

Technical certifications and Demonstration gear investment independently.

Silver Peak will provide all offices with the same Partner Level designation, based upon the

following:

The Partner's total revenue from all local sales offices across North America will be used to evaluate revenue attainment against requirements.

Each regional sales office throughout North America is required to meet the minimum

sales training and technical certification for the designated Partner Level of the

organization, to be approved to sell within that region Each office must achieve the minimum demonstration gear requirements of their

designated Partner Level, to be approved to sell within that region. Discontinuing Membership in the Silver Peak Champions Channel Program

Partners may choose to leave the Silver Peak Champions Channel program at any time by

providing Silver Peak with a written 30-days notice. Discontinuing membership in the Silver

Peak Champions Channel Program will result in the following:

Removed participation in and receipt of the benefits outlined by the Champions Channel Program.

Termination of partner's ability to acquire products from Silver Peak

Partner will cease marketing and representation that it is an authorized Silver Peak reseller

All program benefits that the partner was eligible for but had not yet received will be

forfeited

Partner will return or provide destruction certification for all Silver Peak-related

collateral, media, tools, price books, etc.



PROGRAM BENEFITS OVERVIEW

Two Partner Levels are available to Silver Peak Champion Channel Partners – Gold and

Platinum which provide benefits and requirements based upon a partner’s level of investment

with Silver Peak.

A two-level program allows partners to decide their level of Silver Peak engagement based upon their business model and goals, and financial investment and recourse commitment.



Program Benefits Review

The Silver Peak Champions Program provides tools and benefits for a variety of strategic

business areas. All of which were designed to help establish and retain your organization

market position, as a leading provider of Data Center Class WAN Optimization and

generate profitability through the sales and support of Silver Peak solutions.

Field Resources

Sales Enablement Training and Certification Technical Support

Marketing Tools

Programs

Communications

Incentives



Silver Peak Field Resources

Silver Peak is a 100% Channel focused organization, and has allocated Field resources to provide

partner assistance to ensure your success. As you increase your commitment and investment in the

Silver Peak relationship you receive additional internal support.

Partners have access to Sales Engineers, Technical support, Regional Sales Managers and

Channel Sales Managers all dedicated to your success. In addition, our Field Marketing team

is here to assist with the creation and execution of joint marketing activities to generate new

business.

Sales Enablement

Joint Sales Calls

Silver Peak Regional Sales Managers are hired for their breadth and depth of experience in areas

including Network Performance, Data Center, Virtualization, Storage, and Network Security. They can

serve as an invaluable resource to you during the sales cycle, so don't hesitate to reach out to them

until your sale is in danger. Partners should contact your Regional Sales Manager or Channel Sales

Manager whenever needed, they are willing and able to accompany you with prospect demand

generation activities and joint customer visits.

If you need to be introduced to your Silver Peak Regional Sales Manager, send an email to

[email protected] and your Channel Sales Manager can assist.

Technical Sales Shadowing

A top level partner is competent enough to skillfully manage the technical requirements of an

opportunity from beginning to end. To ensure that the breadth of experience and knowledge transfer

is passed to partners, technical sales shadowing has been built into our program requirements as a

Platinum level partner differentiator. The Silver Peak personal investment of time and resources to

ensuring the technical success of your engineers is also a benefit.

The number of Sales Engineer(s) required to be validated at a regional level is determined jointly

with the Silver Peak Sales Team, and will be defined in the Partner Business Plan.

Here is how it works: A Silver Peak Sales Engineer dedicates up to 10 hours in the field, working

with the partner Sales Engineer(s) to provide hands on teaching and demonstration of best practices

with Silver Peak Solutions through the 4 technical stages of a live, partner-driven opportunities.

The Silver Peak Sales Engineer will then monitor and validate the Partner Sales Engineer(s) expertise

through the same 4 stages during a Partner's next Silver Peak sales opportunity.

Planning Install Monitoring Review

mailto:[email protected]



These four stages of Shadowing program do not need to be completed concurrently but can be

spread over a number of potential opportunities until competency at all four levels has been reached.

Once the Silver Peak Sales Engineer has validated competency of the Partner Sales Engineer(s) in all

four (4) areas, the partner account will be updated to reflect completion, a requirement for Platinum

level membership.

Sales Leads

Silver Peak conducts outbound sales and marketing activities including but not limited to seminars,

corporate tradeshows, email nurturing campaigns, and web marketing which generate leads that

require follow up.

As the above sources generate qualified and unqualified leads, they will be provided to Silver Peak

Platinum level partners to help develop and expand their existing business. Silver Peak does not commit to supply a specific number of leads to partners. Lead assignment

decisions are made at the regional level, and matched to partners based upon their solution focus, skill

set, experience, and customer requirements.

Leads are provided to Silver Peak Partners as a benefit, and may only be used to sell Silver Peak

products or services to the contacts or company identified. These leads may not be used for any other

purpose, disclosed to third parties or other vendors. Silver Peak Partners are obligated to protect Silver

Peak assigned leads from unauthorized use, access or disclosure or risk loss of future lead distribution

and/or partnership status.

Partner Resource Center

The Silver Peak Partner Resource Center is another Champion partner benefit, and designed to

provide you with all of the tools and resources you need to be successful with selling Silver Peak

including:

• Presentations • Marketing Tools

• White Papers • Deal Registration

• Data Sheets • Marketing Development Funds

• Promotions • Sales and Technical Training

• Competitive Information • Access to Silver Peak University

• Logos • Certification Programs When you subscribe to the Partner Resource Center you will also receive product updates,

webinar invites, and event information. We encourage you to bookmark the page and visit

frequently.

All members of Silver Peak's Champion Partner Program are granted access to the Silver Peak Partner

Resource Center upon approval. Individual logins at each organization will be granted. By using the

resource, you are agreeing to keep information shared by Silver Peak confidential and not to provide

your login information to any other party. Use of this resource is a privilege and may be discontinued

at any time, for any reason.

Deal Registration Program

The goal of Silver Peak's Champions Channel Partner Program is to create an infrastructure of support

which assists partners with developing and generating new Silver Peak business. One of the incentives

provided to partners for their effort in creating new demand for Silver Peak solutions is Deal

Registration.

To qualify for Deal Registration a partner must identify themselves early in the purchase process,



as the primary source responsible for the identification, development, and close of a new

opportunity.

Partners are eligible for the following benefits, using Deal Registration

A substantial additional discount from the standard applied partner discount level.

Silver Peak sales and technical support to assist you with winning the opportunity.

In a competitive bid situation, Silver Peak acknowledges and protects the organization approved for Deal Registration as the source of new business.

Real-time review and verification on Deal Registration status via the Partner Resource Center.

An opportunity submitted for Deal Registration, is approved once Silver Peak has reviewed and

accepted it. You can check on the status of pending Deal Registration requests in the Partner

Resource Center. Once a Deal Registration has been approved, it will be converted to an

Opportunity. Formal Deal Registration approval or denial notifications are sent out to the

registrant in email. Each registered opportunity is approved for the scope of work specified in the registration, and different partners may register for a multiple parts of a particular opportunity. An example of this would be multiple remote offices, in locations throughout the US for the same End User Customer. Discount levels are based upon the Silver Peak's current published price list, at the time the

order is placed. Only registered and approved deals qualify for the additional deal registration

discount percentage. Partners can apply to register the deal online through the Silver Peak

Partner Resource Center. Support Center

Access to the Support Center is granted to partner contacts at both Gold and Platinum levels

with proven Silver Peak technical acumen. Inside the support center you will find release

information, software downloads, user documentation, solutions and appliance technical

information.

Competitive Information

Silver Peak Partners are provided with competitive information and up-to-date analyses to help

them maintain a strategic advantage over vendors which sell other WAN Optimization solutions.



Demonstration & Evaluation Equipment

Demonstration Equipment

Trying to make a sale without demonstration equipment is like trying to climb a mountain without

a rope; it is a crucial component that should not be overlooked to achieve your goals.

Many vendors provide a specific list of demo products that must be purchased regardless of your

area of business focus, and then force you to keep it for a minimum amount of time. Silver Peak

feels that this only benefits the vendor and forces partners to either keep outdated demo

equipment, or be stuck selling used product at a major loss.

Another issue that arises with Demonstration gear, is setting up the demo can be the largest

obstacle in the sale. The last thing you or your customer wants to do is pull it out, after the system

has been tuned and is humming along at a speedy clip.

Our unique and flexible Demonstration equipment program allows Silver Peak Champions Channel

Partners at Gold and Platinum levels; to purchase only the equipment they need, either physical or

virtual, at a very generous discount of 75% off. Should your customer choose to keep the physical

demo equipment that was installed, your demo inventory will be automatically replenished through

the Demo process.

Talk with your Silver Peak Account Manager or Sales Engineer to determine which types of

Silver Peak Demonstration products will work best for your organization; Virtual, Physical or a

combination of both. Silver Peak's Demo Program is simple and fast just like our products. It provides the greatest

amount of options to keep your Silver Peak products current, run demos that work, and satisfy

your customer's needs in the manner that works best for them.

At the time of the physical demo unit sell through; please follow the steps outlined below:

A. To replenish physical demo inventory and sell through existing demo units:

Silver Peak Partner must provide a Purchase Order to Silver Peak for units at agreed upon discounts to replenish the Demo units that are being sold through.

Once Purchase Order is provided brand new Demo unit replacements will be shipped to

the partner. Partner must include the following on PO: o Language on the PO stating that this is a demo conversion order with the serial

numbers identified. o The Maintenance sku's being purchased for the converted Demo units

B. Silver Peak Partner must also provide one of the following:

o Copy of customer purchase order with the serial numbers of the Demo units that

are being purchased.

o A letter from the end user acknowledging that the customer is accepting Demo

units to fulfill their order, and identifies the serial numbers of the Demo units that

are being purchased.

o E-mail from end user acknowledging acceptance of Demo units to fulfill their order,

and identifies the serial numbers of the Demo units that are being purchased.

C. A separate Purchase Order will be issued at agreed upon discounts for any

additional units and maintenance being purchased by the customer that are not

Demo unit conversions.



Please Note:

The partner will be provided access to Silver Peak's support portal and software upgrades for

purposes of maintaining the Demo unit's suitable condition for customer trials. All software support

is included; hardware maintenance for one year is included on demo units. For this reason, please

ensure demo unit replacements are not shipped to customers to be used as production units.

For more information, contact your Silver Peak Channel Sales Team. Evaluation Equipment Some opportunities require a customer site evaluation deployment before purchasing. Silver Peak

empowers partners with three options for evaluations, work with your Silver Peak Sales Team to

identify the options that will work best in the opportunity for you and your prospect.

Utilize Replenishing Demo program as described above and you will only install, and test it

once. Sell the customer your actual demo unit, and quickly and easily replace it with a new

one.

Request a Virtual Evaluation- A unique Silver Peak differentiator, and the fastest and most economical way to meet customer site evaluation needs, and provide real time results. You will have the POC deployed and evaluation halfway complete before other vendors have even shipped the order.

Request a Physical Evaluation - Special circumstances sometimes require a unique and

specific configuration that may not be present with your existing Demo gear, or the customer

may request a physical demo only.



Product Ordering and Discounts All Silver Peak Champions Channel Partner Program Members are approved to purchase and resell

all Silver Peak Products and Services. Platinum level partners earn an additional 5% discount off

hardware. Partners located in North America ordering directly from Silver Peak should access

section 3 of your Reseller Agreement for specifics required to process an order. See example

below:

Resellers which purchase through Silver Peak Alliance Partners are exempt from this ordering

process and should contact their Alliance partner for requirements to process an order.

Sales Order Processing Checklist FOR ALL ORDERS:

Create a Purchase Order and submit to [email protected]

Provide a copy of the End Customer Purchase Order

If provided to you by the Silver Peak Sales Team, attach a copy of the Silver Peak

quote.

Note:

Standard payment terms, net 30 or proper approval of other terms.

Shipping terms are "FOB Origin" for US orders and "EXWorks - San jose, CA" for

international orders.

The ship to location(s) must be detailed on purchase order or included as an

attachment.

Include Customer Contact Name and Phone Number.

IF UNITS ARE REQUESTED FOR DIRECT SHIPMENT TO THE PARTNER LOCATION This is permitted, but the request must be accompanied by a copy of the End User PO

verifying sell-thru. Terms will be the same as a shipment directly to the End Customer.

IF UNITS ARE BEING SHIPPED TO LOCATIONS OUTSIDE THE UNITED STATES:

Complete the Export Compliance Questionnaire provided by your Silver Peak Sales Team.

Provide the Customer's freight forwarder/Fedex account information with the order.

mailto:[email protected]



Training and Certification

Sales Training

In order for partners to effectively sell Silver Peak WAN Optimization solutions, we have established a self-paced, online sales curriculum to address best practices, share field experience and transfer product knowledge. This is provided to Silver Peak Champion Partners at no additional cost via the Partner Resource Center, and is another partner benefit.

This convenient forum enables partners to obtain competency quickly, at a pace that best suits their schedule. A Silver Peak Certified Sales Partner (SCSP) certification is awarded upon viewing each of the modules, and scoring 80% or better on each section quiz. Obtaining SCSP certification is a requirement for Platinum partners, specific number of headcount required are defined individually in the partner business plan. Technical Training and Certification Silver Peak also offers Technical Training and Silver Peak Certified Technical Partner

(SCTP) Certification for Silver Peak Champion Partners at no additional cost and is a

requirement for both Gold and Platinum partners. Specific numbers of headcount

required are defined individually in the partner business plan.

The SCTP training and certification program educates partner engineers on Silver

Peak's technology and products, key Wide Area Network (WAN) fundamentals, best

practices for identifying new opportunities, and running a successful Proof of Concept

Individuals who complete the SCTP curriculum attain an in-depth understanding of

how to identify opportunities, manage a PoC, deploy the VXOA platform, and monitor

a Silver Peak-enabled WAN to win more business for their organizations.



Technical Services and Support Silver Peak provides premier service and support to complement partner's knowledge and

deployment services. All Silver Peak hardware is covered for one year from purchase as part of

the standard warranty. Software is covered within the first 90 days.

Silver Peak offers a variety of hardware and software support programs to ensure your customer's

success, including 24X7 telephone technical support, parts exchange, and software subscription

services. Partners and Customers have access to a secure support site where they can find a

variety of useful information, from software upgrades and tech tips to product documentation and

release notes.

All Silver Peak support and maintenance contracts include 24x7 technical support, software

updates/upgrades, and hardware replacement services.

Silver Peak Gold, a robust support and maintenance offering that allows customers full access to

all electronic support services and all major, minor and maintenance software updates. Silver

Peak Gold includes around-the-clock technical assistance and advanced replacement.

Silver Peak Platinum, a premium service designed for mission-critical networks. This program

includes full access to Silver Peak's support services, including around-the-clock technical

assistance, prioritized problem resolution and advanced replacement, and all major, minor and

maintenance software updates.

Resell Silver Peak-branded Support Services All Silver Peak VARs are eligible to resell Silver Peak support and maintenance services.

Suggested discounts off of list price are listed on the Silver Peak Systems Retail Price List at the

rate of discount defined in your Reseller Agreement, Attachment A. If you purchase through Silver

Peak Alliance partners, please reference the information they provide to you. Silver Peak will

deliver all support provided to the end customer, at either the Gold or Platinum levels, as

described below.

Gold Support Plan Platinum Support Plan

Term Annual

(Multi-year Plans Available)

Annual

(Multi-year Plans Available)

Web-Based Support Portal Unlimited Access

24x7x365

Includes software downloads,

technical document, and online

knowledge base

Unlimited Access

24x7x365

Includes software downloads,

technical document, and online

knowledge base

Software Updates Major and minor feature releases;

maintenance releases

Major and minor feature releases;

maintenance releases

Technical Support 24x7x365

Phone/e-mail/web

24x7x365

Phone/e-mail/web

Response Times 4 Hours 2 Hours

Technical Escalation Yes Yes (Priority)

Extended Warranty with

Advanced Replacement via

Priority Overnight Shipment

Ships same business day if case is

submitted and verified by 12:00 PM

PT*

Ships same business day if case is

submitted and verified by 12:00 PM

PT*

Note: Gold and Platinum Support Plan naming reference have no relationship or connection to the Gold and Platinum Partner Program Levels, and should not be confused.

Resell Silver Peak Professional Services

All Silver Peak Champion Partners have the ability to provide a complete solution, increase

customer satisfaction and generate incremental services revenue by reselling WANstart or

WANcheck Professional Services which are listed on the Silver Peak Systems Retail Price List at

the rate of discount defined in your Reseller Agreement, Attachment A.



Maintenance & Support Renewal Notifications Once a sale is completed, Silver Peak is not responsible for providing reminder renewal

communication to the partner. Partners are expected to retain responsibility and primary

communication in order to ensure good service and renewal revenue, and to begin engagement

with their customer for Maintenance and Support renewal at least 30 days prior to the agreement

expiration.

If at the 30 day mark, a Maintenance or Support Renewal agreement has not been submitted by

the Partner, Silver Peak will contact the customer directly to ensure that coverage does not lapse,

and reserves the right to renew support directly with the Customer or with an alternative partner. If

at any time, the Customer should choose to renew with an alternative partner, Silver Peak will

honor the Customer's decision.



Marketing Resources Market Development Fund (MDF) Program The Silver Peak Marketing Development Fund (MDF) Program was created to assist our Platinum

Level Partners in building new relationships and to increase revenue streams selling Silver Peak

Systems products. By utilizing co-branded marketing activities and co-sponsored events Partners

can promote Silver Peak and its product line through activities such as advertising, collateral, direct

mail, events, trade shows, seminars, prospect training, and select promotional materials.

All marketing and advertising activities and materials must conform to the Silver Peak MDF

sanctioned activity list below. Silver Peak Channel Sales, Marketing, and Finance Management will

strictly enforce these guidelines including return on investment (ROI) justification for all marketing

activities.

Silver Peak Systems reserves the right to modify the program with 30 days' written notice.

Identifying lmpactful Marketing Activities Step I

Set Quarterly Appt with Silver Peak Channel Sales Manager for Business/Marketing Review.

Step 2

Work with your CSM to determine revenue target for next quarter and determine the number

of opportunities needed to fill the funnel.

Step 3

Evaluate new target segments and organizations as well as existing customer base.

Step 4

Select the number of events, programs and promotions needed to generate target

opportunities.

If required, set up meeting with Silver Peak Channel Marketing Manager for additional

planning session.

Funding Approval Process Step I

Submit MDF Prior Form for each activity on the quarterly Marketing Plan Step 2

Upon each MDF Prior approval proceed with planning, preparation and Silver Peak Channel and Partner Field Marketing engagement.

Step 3 At conclusion of program gather third party receipts for budgeted expenses incurred and

ROI documentation and submit MDF Claim Form. Step 4

MDF Claim and documentation is reviewed and reimbursement issued by Silver Peak

MDF Submission Timelines

+60-90 days before the event Complete Partner Business/Marketing Plan

+ 45 days before event Obtain MDF Prior Approval

+-60 days from end of quarter Submit completed approved MDF Claim with documentation

30 days from claim and receipt documentation verification Reimbursement Issued



Sanctioned MDF Activities

Below is a list of typical Silver Peak MDF activities. This list is meant to be used as a guide and does not represent all available marketing options or creative ideas that will be considered.

The common factors for considered for approval are demonstrable Return on Investment (ROI), quantifiable metrics of success, a direct correlation to purchase orders for Silver Peak products.

If you are not sure or need new ideas, feel free to contact your Channel Account Manager or Channel Marketing Manager to discuss

• Lunch & Learns • Seminars • Executive Briefings

• Road shows

• Tradeshows & Events

• Conferences

• Direct Mail

• Email

• Telemarketing

• SPIFFs • Promotional Contests

• Giveaways

• Advertising • Media Placement & PR

• Web Marketing

• Floor Days • Brown Bag Training Sessions • Collateral & Literature

Ineligible Items for Silver Peak MDF

Expenses which are directly related to the costs of operating a business, or those that are primarily social in nature without formal presentation or sales opportunity session are not eligible for MDF. Similar items may include cost of staffing, internal staff development, general advertisement and business promotion, see bulleted list below for typical examples.

Silver Peak will not reimburse for alcohol with marketing development funds, but will participate and sponsor events or venues where it is being served. Be sure to work with your venue host so that alcohol is itemized on the dining receipt and document other third-party expenses so that Silver Peak can facilitate reimbursement.

Demo Equipment

Training Costs

Giveaways, trinkets,

wearable's (as standalone

purchases, not associated

with a program)

Dinners

(as standalone activities, not

associated with a program)

Trips, golf outings, sporting events

(as standalone activities, not

associated with a program) Alcohol

Website Development

Travel and entertainment or

internal marketing expenses,

including salaries, photocopying,

& telephone charges

Claiming Marketing Development Funds (MDF)

After your approved MDF activity is complete, fill out all the fields on an MDF Claim Form with the

following documentation and submit to the contact noted on the form.

Original receipts/invoices that substantiate the costs were incurred for the program and must be in

the form of third party receipts.

Travel and entertainment costs or internal marketing expenses, including but not limited to

salaries, photocopying, and telephone charges will not be reimbursed

Food and Beverage receipts must have alcohol itemized separately

Be sure to provide proof that the marketing program was implemented in the form of:

Photos of trade shows, samples of print, direct mail or POP displays which illustrate the Silver Peak logo prominently.

Event attendance and lead lists



The Partner account must be in good standing at the time of claim. Claims must be made within 60

days of the end of the quarter which the activity/event took place in.

Silver Peak Accounts Payable will verify the invoice and supporting documentation, and verify a W9 or W8 is on file.

All Distribution claims are processed through Credit Memos via Silver Peak Accounts Receivable.

Payment will be made by Silver Peak within 30 days of receipt of invoice and supporting documentation.

Qualifying MDF Activities, Terms and Conditions Complete a Silver Peak MDF Prior Form and send it to your Silver Peak Channel Marketing Manager at least 45 days prior to the start of the event. Silver Peak will approve or disapprove the request in one week. If approved, Silver Peak will reply with your MDF approval number via a Silver Peak Purchase Order sent via email. Be sure to keep a copy of the approval email for your records. If disapproved, Silver Peak will contact you with conditions for approval

Note: The activity/event must begin after approval email has been received from Silver Peak. "After the fact" submissions will not be considered.

After your activity has been completed, submit an MDF Claim Form with the following

documentation in the form of original third-party receipts and/ or invoices which substantiate the

costs were incurred for the program. Proof that the marketing program was implemented:

Include photos of trade shows, samples of print, direct mail or POP displays which illustrate

the Silver Peak logo prominently.

Event attendance and lead lists

Items that will not be reimbursed are travel and entertainment costs or internal marketing

expenses, including but not limited to salaries, photocopying, and telephone charges.

The Partner credit account must be in good standing with Silver Peak at the time of claim. All

claims must be made within 60 days from when the activity/event took place in.

Silver Peak Accounts Payable will verify the invoice and supporting documentation, and verify a W9

or W8 is on file. All Distribution claims are processed through Credit Memos via Silver Peak

Accounts Receivable. Normally, payment will be issued by Silver Peak within 30 days of receipt of

invoice and supporting documentation.

Quick Start Marketing Resources New Platinum level partners, those expanding their territory coverage with new Branch Offices, or

penetrating a strategic new vertical may be eligible to design a Quick Start program with their Silver

Peak Sales Team to help get things started. The goal of Quick Start is to provide a flexible, effective

tool for accelerating Silver Peak sales in your organization.

Over a 30-60-90 day period, participating Platinum level partners may launch activities funded by

Silver Peak to drive knowledge, enthusiasm and familiarity of Silver Peak Solutions resulting in sales.

Typical activities include but are not limited to internal sales and training promotions, floor days, blitz

days and SPIFFs.

To be eligible for Quick Start Marketing Resources, partners must be currently qualified at the

Platinum level, in good standing and approved by their Silver Peak Sales Team. Quick Start planning

is a joint effort between you and Silver Peak. A Quick Start proposal must be submitted by your

Silver Peak Sales Team to Silver Peak Channel Marketing and approved prior to beginning

engagement. After the fact requests will be denied.



Welcome Letter Upon acceptance into the Partner Resource Center, each user will receive a Welcome Letter which introduces them to the program, and highlights the benefits and resources available via useful links.

Demand Generation Campaigns

Creating, nurturing and developing leads using demand generation campaigns create a good

foundation for a large sales funnel. To streamline and simplify this process, outbound email

campaigns, telesales scripts, and elevator pitches have been created and made available to

partners Seminar & Event Support There is a direct correlation between the success of partners, and their commitment to generating demand and interest through technical seminars, lunch and learns, trade shows or events. Silver Peak strongly encourages all partners to create new business using these methods. Partners have access to MDF eligibility to support activities including these, and commit to host a number of Silver Peak "Marketing Initiatives" as defined in their quarterly planning marketing sessions. Silver Peak has Field and Partner marketing teams that may be available, to assist with the process of hosting a local seminar, lunch and learn or event. Resources can include marketing support, presentation content, email invitations, registration links and tracking, marketing collateral, and giveaways. In addition, Silver Peak may be able to provide a speaker, sales or technical support depending on event type and expected attendance. To request support, please contact your local Silver Peak Channel Sales Manager to request seminar support. Sales & Marketing Toolkits Product brochures, data sheets, videos, analyst reports, presentations, and customer success stories are available to you on the Silver Peak Partner Resource Center. These materials may be downloaded, posted to your partner site, printed and used to promote and sell Silver Peak Solutions, as long as usage complies with the current Silver Peak branding guidelines, and Reseller Agreement and/or program agreement terms. If you are unsure about the proposed use of Silver Peak materials, check with the Silver Peak Marketing team.

Silver Peak Partner Logo To proudly promote your partnership with Silver Peak, each partner and Distributor level is

provided with a unique logo that should be used to promote the relationship. Typical use

applications include but are not limited to:

website

advertisements

communications

printed materials

promotional items

To ensure the integrity of the Silver Peak brand, the Partner Logo is provided in a variety of usable

formats located on the Partner Resource Center. It may not be modified in any manner without

prior review and permission of the Silver Peak Marketing team. Only the logo type which reflects

the current partner level status may be used.



Programs Customer Success Story Program You work hard to create a new customer, and Silver Peak's Customer Success Story program does all of the legwork, and helps you to promote your win.

1. Obtain your customer's agreement to be a reference early in the process. 2. Contact the Silver Peak Marketing team with your customer's approval and the primary

contacts. 3. Silver Peak will set up the interviews, write the story and get draft approvals from all

parties. 4. Upon completion, you will receive a partner branded version of the success story to

promote on your site, (if customer approved) a press release for your promotion and reference in a joint, Customer, Partner and Silver Peak press release.

Communications Bi-Monthly Newsletter

A bi-monthly partner email communication that provides a recap on important updates and

provides detail on new partner program and product developments.

Monthly Bulletins

A monthly partner bulletin email communication provides a quick recap of Silver Peak news

developments and updates to the Partner Resource Center.

Press Release Templates Platinum level partners are provided with Press Release templates to assist with self-promotion about your Silver Peak platinum status and customer wins.

Incentives

Rebate Eligibility

Platinum level partners may be eligible for a rebate program to provide additional incentives to

partners based upon sales revenue.

Discounts

Qualified Platinum level partners will earn an additional 5% hardware purchase discount off list

price. Support and maintenance are not eligible for an additional discount.



PROGRAM REQUIREMENTS REVIEW

In order to maintain status in the Silver Peak Champion Partner Program, partners must meet the

minimum program requirements as outlined in this Program Guide. By meeting these requirements

partners are granted access to the benefits described, as ensured of minimal disruption or delays to

the sales cycle.

Silver Peak Champion Partner Program Requirements Partner Levels

Gold Platinum

Partnership Commitment X X

Reseller Program Agreement X

Executive Sponsorship X

Product Champion X

Technical Champion X

Partner Business Plan X

Annual Business Review X

Revenue Commitment X

Sales Accreditation per sales region X

Technical Sales Shadowing X

Demo Investment X

Partner Profile X X

Training Plan X

Forecasting X

Manufacturer Specific Marketing initiatives X

Marketing Plan X

North America Partner Qualifications Platinum level partners qualify for the full Silver Peak Champion Partner Program benefits by meeting the requirements displayed above including Partnership, Revenue, Sales and Technical competency and Marketing initiatives. At a minimum the partner must meet the following:

Be headquartered in North America

Execute an North America Reseller Agreement (if purchasing directly from

Silver Peak), and provide Silver Peak with an updated Partner Profile

annually

Achieve Sales and Sales Engineer competency, and meet Silver

Peak's training and certification requirements

Invest in Silver Peak Demonstration units

Named Executive within the partner organization to sponsor Silver Peak

and drive top down adoption of the solution and product strategy

throughout.

Named Product Champion to be responsible for joint Business Planning,

Quarterly Business Reviews and to act as point person for Silver Peak

related Business Development matters.

Named Technical Champion responsible for addressing Silver Peak technical

matters within the partner organization, disseminating technical content, and

providing an internal focused resource.



Partnership Requirements

Silver Peak North America Reseller Agreement All Silver Peak Champion Program Partners wishing to purchase product directly from Silver Peak Systems in North America are required to execute the Silver Peak North America Reseller Agreement. The Reseller Agreement sets forth a series of terms, conditions, and expectations regarding the partnership between the Reseller and Silver Peak. In addition, it provides legal and financial protection for both parties allowing there to be an open exchange of intellectual property as well as proprietary information. Partners that purchase through other Silver Peak approved channel relationships are not required to complete a Silver Peak North America Reseller agreement, as the contract and terms to purchase are not between Silver Peak and the VAR. Partner Profile in Partner Resource Center All Gold and Platinum partners must maintain an online partner profile in the Partner Resource Center and an updated team roster. This provides Silver Peak Sales and Channel account team members with information on your areas of expertise, vertical focus, key contacts, and the sources to communicate relevant partner information to. Executive Level Sponsor Naming a committed executive to act as Silver Peak's sponsor ensures your organizations alliance in a strategic partnership. Responsibilities include driving top down adoption of the Silver Peak solution and product strategy throughout the organization, attending Advisory Council sessions when invited, providing market perspective and strategic insight to Silver Peak Executives. Platinum partners must provide contact information for the Executive Level sponsor during the application process, and maintain this information in the Partner Profile. Product Champion The Silver Peak Product Champion maintains key account management responsibilities, and is necessary to achieve and maintain momentum selling at the Platinum level. Typical activities include frequent engagement with their Silver Peak Channel Sales Manager, attending partner calls and program related discussions. They are also responsible for Joint Business Planning, Quarterly Business Reviews, and Marketing Development Planning in coordination with your primary marketing lead. The Product Champion will be the organizational point person for Silver Peak related Business Development matters. Contact information for Product Champion is tracked as Account Manager in the application process. Both the Executive Level Sponsor and Product Champion retain a primary role on the Silver Peak Resource Center, and are granted access to additional information concerning their partnership. Technical Champion

Platinum level partners must have at least one dedicated Technical Champion address Silver Peak

technical matters within the partner organization. This individual must be identified on the Partner

Profile and will remain the Technical “point person" responsible for dissemination of information

gathered from Silver Peak technical communications, and technical webinars. They will also lead

internal product lab integrations, manage demonstration product utilization and have multi-vendor

solution knowledge. They must be Silver Peak (SCTP) certified and can maintain the Technical

Champion role in tandem with holding the certification requirement, and other Champion roles

within an organization.

Revenue Commitment

Each quarter, Platinum level partners must sit down with their Silver Peak Sales teams for a

business planning session. The objectives are to evaluate existing and future opportunities, define

new targets and generate a revenue commitment for the following quarter; the goal is to grow

mutually beneficial business.



Competency Commitment Silver Peak is 100% committed to its channel partnerships, and invests a significant amount of time, money and resources in the top level Platinum partners to ensure their success. Platinum must also commit and invest to ensure competency with Silver Peak products, resulting in your satisfied customers. All Platinum partners must maintain a minimum number of sales and technically staff certified on Silver Peak. Organization sizes vary greatly, so the specific number of sales and technical Silver Peak certifications required of your organization is dependent upon your joint business planning sessions with your Silver Peak Sales teams, and defined by how many offices your organization has per region. In addition Platinum level partners must maintain a minimum demonstration inventory also defined in your business plan, and dependent upon the same number of offices. Technical Certification (SCTP) Silver Peak offers Technical Training and Silver Peak Certified Technical Partner (SCTP) Certification for Silver Peak Champion Partners at no additional cost and is a requirement for both Platinum partners. Specific numbers of headcount required are defined individually in the partner business plan. The SCTP training and certification program educates partner engineers on Silver Peak's technology and products, key Wide Area Network (WAN) fundamentals, best practices for identifying new opportunities, and running a successful Proof of Concept. Individuals who complete the SCTP curriculum attain an in-depth understanding of how to identify opportunities, manage a PoC, deploy the VXOA platform, and monitor a Silver Peak-enabled WAN to win more business for their organizations. Sales Certification (SCSP) In order for partners to effectively sell Silver Peak WAN Optimization solutions, a self-paced, online sales curriculum is available to address best practices, share field experience and transfer product knowledge. This convenient forum enables partners to obtain competency quickly, at a pace that best suits their schedule. A Silver Peak Certified Sales Partner (SCSP) certification is awarded upon viewing each of the modules, and scoring 80% or better on each section quiz. Obtaining SCSP certification is a requirement for Platinum partners, specific number of headcount required are defined individually in the partner business plan. Investment in Demonstration Equipment

The Silver Peak Demonstration Equipment program allows Silver Peak Champions Channel Partners at Platinum levels; to purchase only the equipment they need, either physical or virtual, at a very generous discount of 75% off. Gold partners may also purchase demonstration equipment at the same discount, but are not required to do so as part of the program requirements. Should your customer choose to keep the physical demo equipment that was installed, your demo inventory will be automatically replenished through the Demo process.

Talk with your Silver Peak Account Manager or Sales Engineer to determine which types of Silver Peak Demonstration products will work best for your organization; Virtual, Physical or a combination of both.

Silver Peak's Demo Program is simple and fast just like our products. It provides the greatest amount of options to keep your Silver Peak products current, run demos that work, and satisfy your customer's needs in the manner that works best for them



Sales & Marketing Commitment

Quarterly Business & Marketing Plan Platinum level partners are required to create joint quarterly business and marketing plans with their Silver Peak Channel Sales Manager to ensure access to MDF funds and to remain a partner at the Platinum level. These plans help to map your organizations sales goals to strategic objectives, and generating marketing plans and align marketing resources that will help you achieve these efforts. Plans must be submitted by last day of the Silver Peak Fiscal Quarter for review and approval by Silver Peak Sales and Marketing management teams. Approved plans will be hosted on the Silver Peak Partner Resource center for access by the Silver Peak Sales Teams, Partner Executive Sponsor and Account Manager. Forecasting

Platinum partners will be required to submit a quarterly sales forecast to Silver Peak, and should

be incorporated into the quarterly business and marketing planning session. Silver Peak-Focused Marketing Initiatives

To maintain growth and a funnel full of opportunities, Platinum level partners must lead a specified

number of joint marketing activities with Silver Peak each quarter as defined in the Quarterly

Business and marketing planning session. For a complete list of approved activities reference the

MDF section of the Partner Program Guide for details.



APPENDIX 1: SILVER PEAK PARTNER RESOURCE CENTER TERMS AND CONDITIONS The following general terms and conditions govern the use of the Silver Peak Partner Resource Center (“Partner Site"). Additional terms and conditions may also be posted within the Partner Site and, together with these general terms and conditions, govern the use of the Partner Site (collectively, the "Terms and Conditions'). By accessing the Partner Site, you agree to be bound by the Terms and Conditions. Silver Peak may amend the Terms and Conditions at any time. Access to and use of this Partner Site is restricted to Users who agree to be bound by these terms and conditions. The Partner Site is available only to Silver Peak resellers, distributors and invited guests (“Partners”) to which Silver Peak has granted access. The Partner is responsible for ensuring that the use of the Partner Site by its respective employees, agents, and representatives ("Partner Representatives") is in accordance with the Terms and Conditions. Silver Peak reserves the right to suspend or deny access to the Partner Site for any Partner or Partner Representative at any time without notice. Unauthorized access is strictly prohibited. Purpose and Use of Partner Site Silver Peak maintains the Partner Site for purposes of (a) promoting Silver Peak products and services to Silver Peak Resellers and Alliance Partners, (b) furnishing information and other material related to the promotion and sale of such products and services, and (c) facilitating management of programs, training, certification, communication, reporting and other services which enable Partners to more effectively sell Silver Peak products and services. Silver Peak may make available product images, logos, collateral, and other resources via the Partner Site. Partners are permitted to place links, banners, marketing collateral, product images or other graphics provided on their customer facing website, emails, or in other communications in accordance with Silver Peak's published policies. Silver Peak may change the design of the artwork at any time without notice. Silver Peak reserves the right to request samples of customized materials printed by Reseller and request changes, if appropriate. Except as expressly authorized by Silver Peak, neither the Partner Site nor any of its contents may be reproduced, duplicated, copied, sold, or otherwise used or exploited for any commercial purpose. Partner and Partner Representative Consents Partners and Partner Representatives expressly consent to the following:

Personal data provided by the Partner or Partner Representative may be stored in a

country other than the Partner or Partner Representative's country, and may be

transferred for purposes of data consolidation, storage and information management.

Silver Peak will take precautions to protect such information from unauthorized use or

access and comply with relevant personal data privacy law.

Personal data provided by the Partner or Partner Representative may be used by Silver

Peak to facilitate the operation of the Partner Site and in a manner consistent with the

stated purposes of the Partner Site.

Silver Peak may share any collected information with its Partner affiliates.

Silver Peak may communicate with Partner and/or Partner Representative, via email or

other means, to support the purposes of the Partner Site.



Password Access

Access to non-public portions of the Partner Site requires the use of a user id and password. Partners and Partner Representatives agree to use the Partner Site only for purposes authorized by Silver Peak. Partner Representatives agree to cease use of the user id and password immediately upon termination of their employment with the Partner. Each time a Partner or Partner Representative accesses the Partner Site, he or she agrees to the then-current Terms and Conditions. All access id's are confidential, and must not be shared by anyone except those Partner Representatives authorized by the Partner. Partner is responsible for all activities that occur through the use of user ids and passwords provided to its Partner Representatives, including unauthorized use. Partner will notify Silver Peak of any unauthorized use of a user id and password assigned to a Partner Representative, or any other breach of security with respect to the Partner Site. Partner will promptly notify Silver Peak when a Partner Representative to whom a user id and password has been assigned terminates employment with the Partner. Partner agrees to indemnify, defend and hold Silver Peak harmless from and against any and all claims, liabilities, losses, costs and expenses (including reasonable attorneys' fees) incurred by Silver Peak as a result of use of the Partner Site by any person using a password assigned to one of Partner's Representatives, excluding any claims asserted against Silver Peak based on the alleged infringement of any third party's copyright or trademark rights as a result of the use authorized by Silver Peak of content provided by Silver Peak from the Partner Site. Silver Peak, for any reason and in its sole and absolute discretion, may at any time terminate or otherwise restrict access to and use of the Partner Site by Partner or any Partner Representative. Silver Peak Intellectual Property The Partner Site and all of its content (including but not limited to all text, images and software) are the property of Silver Peak or its licensors and are protected by United States and international copyright, trademark and/or other laws. In addition, certain information available on the Partner Site is Silver Peak trade secret or confidential information designated as such and available only to select persons for limited use. The authorization granted by this Agreement to use the Partner Site and its content is a limited license, not a transfer of title, and neither this Agreement nor any use of the Partner Site or its contents shall transfer any other right, tide or interest in any material or information available on the Partner Site. Silver Peak reserves all intellectual property rights not expressly granted to Partner under this Agreement. All authorized use of content by Partners or Users is subject to Silver Peak's Brand Advertising Guidelines and Trademark Usage Guidelines, as published from time to time on Partner Site or as made available to Partner or User by Silver Peak Except as expressly authorized by this Agreement, Partner may not (a) copy, modify, distribute, display, transmit, use or prepare derivative works based upon the Partner Site or any of its contents; (b) use or disclose price or other information which is identified on the Partner Site as being confidential or otherwise restricted; (c) remove or alter any copyright, trademark or other proprietary notice from any portion of the Partner Site or any of its contents; (d) sublicense, sell, rent, lease, lend, assign, share, transfer or otherwise distribute to any third party any of the contents of the Partner Site or permit access to the Partner Site by any third party; or (e) except as expressly permitted by local law, disassemble, de-compile or otherwise attempt to "reverse engineer" any software contained in or accessible on the Partner Site. "Mirroring" the Partner Site or any of its contents is prohibited. DISCLAIMERS

Silver Peak does not warrant that any material or information on the Partner Site is accurate, complete or current. Silver Peak may change any material or information on the Partner Site at any time without prior notice, but Silver Peak does not make any commitment to update material or information on the Partner Site. Silver Peak attempts to display as accurately as possible the colors of the products shown on the Partner Site. However because the colors you see will depend on your monitor or printer, among other things, Silver Peak cannot guarantee that your monitor's display or printer's reproduction of any color will be accurate.



LIMITATION OF LIABILITY

SILVER PEAK ASSUMES NO LIABILITY FOR LOSS OR DAMAGE HOWSOEVER RESULTING FROM ANY USE OF OR RELIANCE UPON THE PARTNER SITE OR ITS CONTENT. IN NO EVENT WILL SILVER PEAK OR USER BE LIABLE FOR ANY LOST PROFITS, LOST SAVINGS, LOST DATA, BUSINESS INTERRUPTION, OR ANY INDIRECT, SPECIAL, CONSEQUENTIAL OR INCIDENTAL DAMAGES OR CLAIMS ARISING OUT OF OR RELATING TO THE PARTNER SITE, ITS CONTENTS, OR THE USE THEREOF. Web Links Links to other Internet Sites operated by third parties, including Vendors, Partners, Solution Partners, or Alliance Partners do not constitute sponsorship, endorsement, or approval by Silver Peak of the content, policies, or practices of such linked Internet Sites. Silver Peak is not responsible for the availability, content, timeliness, security, policies, or practices of linked Partner Sites, including, without limitation, the accuracy of content on linked Partner Sites and practices of linked Partner Sites. It is the Partner's responsibility to verify any information contained within the links before relying on it. Silver Peak provides links to the Partner only as a convenience, and the inclusion of any link does not imply endorsement, investigation, or verification by Silver Peak of the linked Internet Site. The Partner's use of the linked Internet Sites may be subject to terms and conditions contained in these Internet Sites, which the Partner should locate and review. Applicable Law and Dispute Resolution Use of the Partner Site and its contents, all transactions arising from use of the Partner Site, and this Agreement, shall in all respects be governed by and interpreted, construed and enforced in accordance with the laws of the State of California, and/or the United States of America, without giving effect to any principles of conflict of laws. Any dispute between Silver Peak and any User of the Partner Site will have its venue in the State of California, United States of America. General Neither a Partner nor User may assign otherwise transfer this Agreement without the prior written consent of Silver Peak. All activities conducted by Partner through its use of the Partner Site are subject to the terms and conditions of any existing written agreement between Silver Peak and Partner as supplemented by this Agreement.



APPENDIX II: DEAL REGISTRATION Silver Peak Approved Deal Registration Program - North America Silver Peak Platinum and Gold level partners are able to benefit from Deal Registration. The Deal Registration program is designed for opportunities where a partner is the exclusive attributing, causal factor in the identification, development and creation of an opportunity, Deal Registration should not be used in proposal situations where a Silver Peak product is put out to bid, and you are invited with a list of vendors to participate in that bid. Partners that are approved for Deal Registration are provided with a substantial additional discount on products and support, as defined in your Reseller Agreement Contract, and additional sales support to help you win the opportunity. Deal Registration Conditions:

1. End customer must be clearly identified in the Deal Registration Submission 2. An existing order in the system will not qualify for Deal Registration 3. A Deal Registration submission is not considered acceptance 4. Only after Silver Peak has notified you via email of the approval and acceptance, will it be

deemed accepted. 5. The Deal Registration discount that applies is based upon the currently published price list,

and is based upon the Partner level at the time the order is placed. 6. Deal Registrations are valid for 180 days and will expire if they have not closed after that

time, and must be re-registered to be reactivated.

Documents

Silver Peak Champions Channel Partner Program Guidesilverpeaksystemsstorage.s3.amazonaws.com/00D... · Silver Peak Champions Partner Program Guide Strictly Confidential-Do Not Distribute