Riverbed Performance Partner Program

Deal Registration
2015 Guidelines
Effective July 1, 2015

2015 Deal Registration Guide

Deal Registration Program

Riverbed offers a deal registration program to reward channel partners for their investment in identifying, developing, and closing
opportunities. Channel partners that submit opportunities and receive deal registration approval will receive Registered discounts
that are greater than Standard discounts, as shown in the applicable channel partner program guide or channel partner
agreement. Discounts are based upon Riverbeds then current price list at the time the order is placed and are dependent upon the
channel partners partner level within the Riverbed Performance Partner Program (RPPP) or as otherwise set forth in the applicable
channel partner agreement in place with Riverbed. Only registered and approved deals qualify for Registered discounts. By
registering a deal with Riverbed, channel partners will also receive additional sales support from Riverbed and/or its distributors to
assist with winning the registered opportunity.
The deal registration discount is available to the channel partner who is best qualified to work the new business opportunity, as
determined by the Riverbed sales representative. A deal registration is approved on a deal by deal basis, and is not applied to
multiple deals on a single account.

Overview

Deal registration provides the approved partner with the Registered discount off of the then current Riverbed list
price for the applicable channel partners level within the RPPP (see the RPPP Guide for more details on Registered
and Standard discounts).
The deal registration is valid for 90 days. As such, the purchase order must be received within that timeframe.
Partners may request an extension for an additional 30 day period; extensions are granted by the Riverbed sales
representative.
Applies to purchases from Riverbed or Authorized Distributor.

Minimum Criteria

The opportunity is a partner-initiated opportunity.

No other partner has registered the opportunity.
Significant pre-sales efforts related to the deal, such as meeting with the decision-makers, qualifying the
opportunity, helping the end-user to quantify the project budget, and helping the end-user to define the project
requirements to include Riverbeds products or services.
Each deal must represent a single opportunity with a single end user.
End user must be clearly identified during the deal registration process.
Partners may not register Accounts or combine opportunities deal registration applies on only one deal.
Each incremental deal must receive deal registration approval.

Submitting a Deal Registration for Approval

Riverbeds deal registration program is automated and available through the Riverbed Partner Center. Once logged in to the
Partner Center, click on the Opportunities tab or the Deal Registration link in the left navigation. All information on the form must be
completed before a deal can be submitted.
Once the Deal Registration is submitted, the Riverbed sales representative will receive an email alert and he or she will review the
information and contact you. First, the Riverbed sales representative will need to see that that all critical information has been
provided regarding the opportunity. Specifically, they will determine that there is a real, qualified opportunity, with an identified
project, available budget, and that the partner is working with a decision maker at the end user account and understands their
decision making process. Assuming the opportunity meets the qualification criteria and is not already registered to another partner,
the Riverbed sales manager may approve the Deal Registration. Once approved, the partner will receive notification in writing that
the opportunity is registered. After submitting an opportunity for registration, it will only be considered accepted and registered after
Riverbed notifies the submitting partner of the registration acceptance in writing, and the scope of that registration is defined (e.g.
different partners may register different parts of a particular opportunity, such as different remote office projects for the same end
customer.)
Partners have 90 days from the date of the Deal Registration approval to close the opportunity. During those 90 days, the partner
2015 Riverbed Technology. All rights reserved. This guide is confidential and proprietary information of Riverbed and may not be distributed to
third parties.
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2015 Deal Registration Guide

who registered the opportunity receives the additional discount on product and support maintenance beyond the standard discount.
If a deal doesnt close by the end of the 90-day registration period, partners may request an extension. Extensions are granted by
the Riverbed sales representative and are not guaranteed; any permitted extensions must be in writing.

Deal Registration for Maintenance & Support Renewals

Riverbed offers a separate registration program and policy for Support renewals (Support Renewals Registration) to reward
Partners for their investment in identifying, developing, and closing Support opportunities. The Support Renewals Registration
incentive is available to Partners in the RPPP Resale based on ability, knowledge, and, generally, to those Partners that closed
the initial business opportunity. Please refer to www.riverbed.com/programsupportrenewalpolicy for more details.

Disputes

Partners must submit any disputes, whether with Riverbed or another partner, arising from this deal registration program to
[email protected]. The submission must include a detailed description of all the issues and alleged harm, prior to
commencing any legal proceeding or formal dispute-resolution procedure. Any applicable dispute-resolution provisions in the
applicable channel partner agreement in place with Riverbed shall apply.

Extenuating Circumstances

Deal registration is at the discretion of Riverbed. Riverbed does reserve the right, under extenuating circumstances, to revoke a
registration before the registration period has ended. Examples of where this might occur include:
Customer expresses extreme dissatisfaction and can point to specific issues with the registered partner and states that
they will not purchase from the partner.
Partner account executive leaves the company and there is no one to replace him/her.
Partner is completely unresponsive to the customer and there is a proven pattern of lack of response to both Riverbed
and the end user.
For support renewals, if the partner is not actively working with Riverbed and/or the end user to secure the renewal.
The partners agreement with Riverbed expires or is terminated.

Terms & Conditions

Only authorized Riverbed Performance Partner Program partners qualify for the deal registration program.
All RFPs must be registered and approved prior to public announcementany registration request submitted
post announcement will be denied.
The deal registration programs discounts apply only to orders with the request for immediate shipment (the P.O. cannot
have a delayed ship date, multiple ship dates, or any contingencies).
The deal registration program may not be used in conjunction with any other Riverbed discount programs including
nonstandard pricing, unless explicitly authorized.
All Riverbed decisions regarding the deal registration program are at the sole discretion of Riverbed and are final
and binding. Riverbed is not responsible for typographical or printing errors.
In the event of a dispute over whether or not an End User company is eligible as a qualified customer for the channel
partner to qualify for this deal registration program, Riverbeds determination will prevail.
Program is void where prohibited by law. Riverbed will not be held liable if the deal registration issued is in
violation of specific Company policies or local country laws.
Company reserves the right to change or terminate the program with 30 days written notice. All approved opportunities
will remain valid up to their individual deal registration dates.
The terms of these deal registration guidelines are in addition to the applicable channel partner agreement in place with
Riverbed and are valid only when specifically referenced from the applicable channel partner agreement and/or
program guide. All terms not otherwise defined herein shall have the meaning set forth in the applicable channel
partner agreement. Riverbed reserves the right to modify these guidelines at its discretion upon notice, which notice
may be provided on the Partner Center. The current version of these guidelines will be made available on the Partner
Center. Riverbed does not provide any warranties for any information contained herein and specifically disclaims any

2015 Riverbed Technology. All rights reserved. This guide is confidential and proprietary information of Riverbed and may not be distributed to
third parties.
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2015 Deal Registration Guide

liability for damages, including without limitation direct, indirect, consequential, and special damages in connection with
these guidelines.

Frequently Asked Questions

Q: What is Deal Registration?

A: Deal Registration is the process through which members of the Riverbed Performance Partner Program register
opportunities to document their role in the opportunity and get properly rewarded for their investment. Deal registration
provides financial incentives to reward channel partners for the pre-sales investment associated with securing new sales
opportunities. This offering provides the registration of channel partner deals and is designed to enhance Riverbed partner
margins. The deal registration incentive is available to the qualified channel partner that is determined by the Riverbed sales
representative to be the best qualified partner to work a new business opportunity.
Q: How do I get access to Deal Registration?
A: Deal Registration is available through the Riverbed Partner Center.
Q. What is Riverbed Partner Center and how do I get access?
A: The Riverbed Partner Center Portal is your one-stop shop for all your information needs. In it you will find a wide array of
valuable sales and marketing tools including sales presentations, price lists, demos, competitive analysis, logos and style
guides, policy updates, white papers, success cards, data sheets, and other pertinent information. Through the portal, you will
also gain access to deal registration and sales accreditation training. In addition, your subscription to the portal will
automatically inform you of any new product announcements, special promotions, and events.
To gain access to the Riverbed Partner Center, please send an email to [email protected]. The Partner Center can be
accessed at http://www.riverbed.com/partners/partner_login/. Access to the Partner Center may be discontinued at any time
for any reason.
Q: What is the process for registering a deal?
A: To register a Riverbed deal, log on to the secured Riverbed Partner Center and click on the Opportunities tab, or the Deal
Registration link. All information must be completed before a deal can be submitted.

Once deals are submitted online, an email alert will be sent to your Riverbed sales representative. He/she will be in contact
with you to discuss the qualification process.
Step 1: Partner identifies a qualified opportunity to include the clear identification of the end customer (customer has pain
and budget; success criteria established; customers needs are a good fit for Riverbed, etc.).
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third parties.
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2015 Deal Registration Guide

Step 2: Partner goes to the Partner Center and submits a complete and detailed Deal Registration Request (please note
that submission does not guarantee that the opportunity will actually be registered).
Step 3: The Riverbed sales representative contacts partner and they discuss the opportunity and review the
information in the deal registration submission.
Step 4: Assuming the opportunity is not already registered to a different partner, the partner sets up a meeting or
conference call between the customer, partner and Riverbed. The partner and Riverbed sales representative will use this
meeting to confirm that there is a qualified opportunity that should be registered and that the customer will do business with
the partner.
Step 5: Assuming the opportunity meets the qualification criteria; the Riverbed sales representative registers the
opportunity to the partner, and notifies the partner in writing that the opportunity is registered. The partner then has 90 days
to close the opportunity. During those 90 days, the partner who registered the opportunity receives an additional discount
on product and support maintenance beyond the standard discount.
Q: How do I know if an opportunity at an account Im about to call is already registered with another Riverbed partner?
A: Your Riverbed sales representative or Inside Sales Manager (ISR) are the best people to discuss the top accounts you plan
to call on. They can verify whether or not the opportunity is currently registered to another partner.
Q: Can I register an entire account?
A: No. Only specific and well-qualified projects/opportunities are available for registration.
Q: What happens if the deal doesnt close by the end of the registration period?
A: Its understood that larger opportunities can take longer than 90 days to close. If a deal doesnt close by the end of the
registration period, you may request an extension of the registration. Extensions are granted by the Riverbed sales
representative and are not guaranteed; any permitted extensions must be in writing.
Q: What criteria will the Riverbed sales representatives use to decide whether or not to register a deal to me?
A: Once the Deal Registration is submitted, the Riverbed sales representative will review the information and contact you.
First, the Riverbed sales representative will need to see that that all critical information has been provided regarding the
opportunity. Specifically, they will want to make sure that there is a real, qualified opportunity, with an identified set of pain
points, available budget, and that the partner is working with a decision maker at the end user account and understands the
decision making process at the account. The partner will then be responsible for setting up a meeting or con-call between the
Riverbed sales representative, end user and partner to verify the information and confirm that there is, in fact, a qualified
opportunity.
Q: Why is Riverbed requiring that a meeting or call with the end user be set up before the deal can be registered?
A: Riverbeds goal is to register only qualified opportunities. Since the Riverbed sales representative and the partner will be
expected to forecast registered deals accurately and close them within 90 days, its important that the Riverbed sales
representative take the extra step of confirming this information before registering the opportunity. This initial meeting is also a
good opportunity to confirm that the end user will do business with the partner registering the deal.
Q: If I hold a local seminar and present Riverbed, can I register all of the companies who attended?
A: Holding a seminar is a great way to introduce Riverbed to multiple prospects simultaneously, but we will not register
attendees of a seminar. Instead, follow up with the attendees and identify a qualified opportunity that can close within 90 days.
Q. Once my registration has been approved, can Riverbed un-register it before the 90 days is up?
A: Riverbed does reserve the right - under extenuating circumstances - to revoke a registration before the registration period
has ended. Examples of where this might occur include:
Customer expresses extreme dissatisfaction and can point to specific issues with the registered partner and states that
2015 Riverbed Technology. All rights reserved. This guide is confidential and proprietary information of Riverbed and may not be distributed to
third parties.
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2015 Deal Registration Guide

they will not purchase from the partner.

Partner account executive leaves the company and there is no one to replace him/her.
Partner is completely unresponsive to the customer and there is a proven pattern of lack of response to both Riverbed
and the end user.
The partners agreement with Riverbed expires or is terminated.
*Any revoked deal registrations would first have to be approved by Riverbed Executive Sales Management.

Q: What if Im working a registered deal with Riverbed and it turns out that another Riverbed partner has a relationship
with my client? If the customer expresses interest in working with the new partner, will Riverbed revoke my registration?
A: No, this does not qualify as extreme dissatisfaction and therefore Riverbed will stick by the registered partner. Riverbed
will express to the customer that he can purchase however he/she chooses, but only the partner who successfully
registered the opportunity will be entitled to the additional discount on product and support. Please note that it is the
responsibility of both Riverbed and the partner to ensure that the customer will do business with the partner before
registering the deal. If there is any hesitation from the customer, those issues should be worked out before the deal
is registered. Partners are highly encouraged to aggressively introduce Riverbed into their house accounts before another
partner does to help eliminate channel conflict.
Q: Is Deal Registration available to Riverbeds Service Providers, System Integrators, and global reseller partners?
A: Deal registration may be in place with some of Riverbeds Systems Integrators, Service Providers and global resellers,
but not all of them. Riverbeds partnering philosophy remains consistent, which is that we will work hard to ensure that the
partner who has done the heavy lifting on an opportunity wins the deal. By the same token, it is the partners responsibility to
qualify and understand the customers preference up font.
Q: Should I tell my customer that I am the registered partner on a deal?
A: No. The terms and conditions of our deal registration are considered confidential and are not to be discussed with
customers. Revealing the details of this confidential information can be grounds for termination from the Riverbed
Performance Partner Program.

Riverbed Technology, Inc.

680 Folsom Street
San Francisco, CA 94107
Tel: (415) 247-8800
www.riverbed.com

Riverbed Technology Ltd.

One Thames Valley
Wokingham Road, Level 2
Bracknell. RG42 1NG
United Kingdom
Tel: +44 1344 31 7100

Riverbed Technology Pte. Ltd.

391A Orchard Road #22-06/10
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Singapore 238873
Tel: +65 6508-7400

Riverbed Technology K.K.

Shiba-Koen Plaza Building 9F
3-6-9, Shiba, Minato-ku
Tokyo, Japan 105-0014
Tel: +81 3 5419 1990

2015 Riverbed Technology. All rights reserved. This guide is confidential and proprietary information of Riverbed and may not be distributed to
third parties.
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