Veritas Partner Force

Program Guide
Reseller Partners

April 2021
Introduction to the Veritas Partner Force
Program Guide
This Veritas™ Partner Force Program Guide (“Program Guide” or “Guide”) describes Veritas
Partner Force (“VPF”) requirements and benefits for our reseller partner members. It
is designed to provide the Veritas channel partner community key information on VPF
Program framework, benefits, tools and resources with links to relevant PartnerNet pages
and contractual Supplements for quick access to benefit administration.

Please note that this VPF Program Guide, including the Financial Benefit Overviews
it contains and the Supplements referenced (Partner Tier Accreditation Requirement
Supplement) and hyperlinked in this VPF Program Guide, are part of and are incorporated
into your current Veritas Partner Force Program Agreement, which is accepted
online as part of enrolling in and/or accessing benefits of the “VPF Program” (“VPF
Enrollment Terms”). Your VPF Agreement, including the most current Program Guide,
is a legal agreement which overrides and replaces any previous VPF Program Guide
and Supplements concerning the same subject matter and any conflicting material or
information on our websites.

Subject to section 8 of your VPF Enrollment Terms, the terms of a Supplement, this VPF
Program Guide and the VPF Enrollment Terms control, in that order of precedence, if
there is a conflict of the terms between and among such documents. Please note that
Veritas reserves the right, in our sole discretion, to modify the VPF Program Guide and
Supplement(s) at any time.

This Program Guide does not describe any Veritas regional or product-specific promotions
that may apply in a partner’s local market. Veritas may publish additional fact sheets and
program information on the partner and/or region-specific areas of PartnerNet or by other
means to eligible partners.

2 Veritas Partner Force Program Guide

 Table of Contents
Introduction to the Veritas Partner Force Program Guide...................................2

Veritas Partner Force Program Framework..........................................................4

Veritas Partner Force Program Benefits by Partner Tier.....................................5

Partner Tier Requirement Overview.......................................................................7

Veritas Partner Force Program Financial Benefits Summary.............................9

Margin Builder (MB) Benefit Overview................................................................ 10

Opportunity Registration (OR) Benefit Overview.............................................. 12

Veritas Partner Development Fund (VPDF) Benefit Overview......................... 15

Growth Target Rebate (GTR) Benefit Overview................................................. 18

On-Time Renewal Rebate (OTRR) Benefit Overview......................................... 20

Benefit Overview for Service Providers.............................................................. 21

Financial Benefit Qualifying Business & Terms.................................................. 22

General Terms & Conditions for All Financial Benefits...................................... 23

For More Information............................................................................................ 24

VPDF Activity Appendix....................................................................................... 25

3 Veritas Partner Force Program Guide

Veritas Partner Force Program Framework
Earn more rewards, retain more customers, expand your market footprint and grow your business with
Veritas’ performance based financial benefits. Partners accepted into the VPF Program become eligible for
enhanced benefits as they advance through the Partner tiers.

Additional Benefits
• Growth Target Rebate
Enhanced Accreditation • On-time Renewals Rebate
& Revenue Requirements Platinum • Enhanced Opportunity Registration
Perform

• Enhanced Margin Builder

• All Gold tier benefits

Enhanced Benefits
Enhanced Accreditation • Pooled Veritas Partner Development Fund
Gold • Enhanced Margin Builder
& Revenue Requirements • Enhanced Opportunity Registration
• All Silver tier benefits

Core Benefits
Train

Accreditation & Revenue • Enhanced Margin Builder

Silver • Opportunity Registration
Requirements • Enhanced sales, marketing & technical
benefits
• All Registered tier benefits

Base Benefits
Join the • Margin Builder
Join

VPF Program Registered • Basic sales, marketing & technical benefits

Registered
As a Registered partner, you’ve taken the first step in building your partnership with Veritas and been accepted into the VPF
Program. You have access to the Margin Builder (MB) financial benefit, and additional business benefits, training and tools
to help you build the knowledge and solutions expertise you need to address your customers’ unique business challenges.
Silver
As a Silver partner, you have become familiar with Veritas products and solutions. In addition to Registered tier benefits, you
have access to the Opportunity Registration (OR) financial benefit to help support your growth as well as enhanced business
benefits that will help you further develop the skills required to reach new customers.
Gold
As a Gold partner you have invested in your Veritas partnership and are eligible for enhanced Silver tier benefits and access
to proposal-based Veritas Partner Development Fund (VPDF) designed to support your business development
and marketing activities.
Platinum
As a Platinum partner, you are one of Veritas’ most invested partners, having achieved our highest Partner tier. In addition
to enhanced Gold tier benefits, eligible Platinum partners have access to the Growth Target Rebate (GTR) and On-time
Renewal Rebate (OTRR) benefits designed to incent and reward performance.

4 Veritas Partner Force Program Guide

Veritas Partner Force Program Benefits
by Partner Tier
The VPF Program offers a host of planning, enablement, marketing and technical benefits that are aligned
to your business cycle and designed to support your growth objectives.

Plan Program Tier

Benefit Description Registered Silver Gold Platinum
Veritas’ All partners have access to the Veritas’ partner portal
PartnerNet housing valuable information, training, resources and tools.
Portal PartnerNet includes financial benefit pages for Eligible
Partners to access, administer, and track transactional and ✓ ✓ ✓ ✓
strategic financial benefits.
https://partnernet.veritas.com/portal/faces/programs
Partner Engage directly with a Veritas Partner Success Manager
Success (“PSM”) to develop your relationship and grow your business ✓ ✓
Manager with Veritas.
Market A Veritas channel marketing champion, in coordination with
Planning your PSM, will help you to proactively plan joint marketing
activities. Your PSM will help you engage with channel ✓ ✓
marketing.
Veritas Partner Access to proposal-based marketing and business
Development development funds designed to help you drive profitability
Funds and market differentiation. ✓ ✓
https://partnernet.veritas.com/portal/faces/
programs/vpdf
Enable Program Tier
Benefit Description Registered Silver Gold Platinum
Sales & Access to no-cost online training courses, assessments, and
Technical other material designed to enhance product and solution
Pre-Sales knowledge. Learn how to position and sell the product. ✓ ✓ ✓ ✓
Training https://partnernet.veritas.com/portal/faces/training
Post-Sales Fee based Veritas Certified Specialist (VCS) exams and labs
Implementation are available, but you can also access complimentary pre-
and end-to-end exam training, study guides, and more on PartnerNet. ✓ ✓ ✓ ✓
Training https://partnernet.veritas.com/portal/faces/training
Sales and Access no-cost online technical pre-sales training resources
Technical and discounted Instructor-led training provided by Veritas.
Enablement Learn to perform a customer demo, deliver a technical sales ✓ ✓ ✓ ✓
Assets presentation and address competition on a technical level.
https://partnernet.veritas.com/portal/faces/training
Product Access enhanced assets and collateral to support your
Solution sales, technical pre-sales and marketing efforts.
Webcasts https://partnernet.veritas.com/portal/faces/ ✓ ✓
salesmarketing

5 Veritas Partner Force Program Guide

 Market Program Tier
Benefit Description Registered Silver Gold Platinum
Partner Tier Promote your VPF Program membership and Partner tier to
Logos and build visibility with customers. ✓ ✓ ✓ ✓
Certificates https://partnernet.veritas.com/portal/faces/programs
Partner Locator A listing on the Veritas Partner Locator recognizes your
Partner tier achievement, builds visibility and helps customers
locate you. ✓ ✓ ✓
https://partnernet.veritas.com/portal/faces/
PartnerLocator
Demand Start generating leads with ready-to-execute marketing
Generation campaigns through Veritas’ Partner Marketing Center.
The Partner Marketing Center gives you access to free ✓ ✓ ✓ ✓
customized campaigns quickly and easily.
https://www.veritaspmc.com
Marketing Tools Access tools and collateral to support your sales, technical
and Resources pre-sales and marketing efforts. Visit the Sales & Marketing
pages in PartnerNet and read the Veritas Voice (emailed
partner newsletter). ✓ ✓ ✓ ✓
https://partnernet.veritas.com/portal/faces/
salesmarketing
Sell Program Tier
Benefit Description Registered Silver Gold Platinum
Margin Builder Leverage MB discounts for eligible qualifying commercial/
mid-market opportunities.
https://partnernet.veritas.com/portal/faces/ ✓ ✓ ✓ ✓
salesmarketing/margin-builder
Opportunity Increase your overall earning potential with OR rebates
Registration when you identify, develop, and close incremental sales
opportunities. ✓ ✓ ✓
https://partnernet.veritas.com/portal/faces/programs/
opp-reg
Growth Target Drive growth and earn a rebate on qualifying new business
Rebate billings via your GTR benefit.
https://partnernet.veritas.com/portal/faces/programs/ ✓
business-plan

On-time Be rewarded for performance with a rebate on qualifying in-

Renewal quarter on-time maintenance/support renewals.
Rebate https://partnernet.veritas.com/portal/faces/programs/ ✓
business-plan

Pre & Post Sale Support Program Tier

Benefit Description Registered Silver Gold Platinum
Partner Access to assistance for sales and general questions.
Helpdesk https://partnernet.veritas.com/portal/faces/support ✓ ✓ ✓ ✓
Pre-Sales Access Vox Community forums and knowledge bases to
Technical connect with customers, partners and employees to find
Resources solutions and share non-confidential technical knowledge. ✓ ✓ ✓ ✓
& Tools https://partnernet.veritas.com/portal/faces/support
Product Product support is available with a valid product support
Support contract.  Online self-help and support case management
capabilities are available via the Veritas Support website ✓ ✓ ✓ ✓
which Partners can access from PartnerNet.
https://partnernet.veritas.com/portal/faces/support

6 Veritas Partner Force Program Guide

Partner Tier Requirement Overview
Partners in VPF Program become eligible for enhanced financial and business benefits as they advance
through the partner tiers by meeting and maintaining a combination of accreditation and revenue
requirements:

Registered: Program entry level with no accreditation or revenue requirements.

Silver: Silver accreditation and revenue requirement to achieve and maintain tier.
Gold: Gold accreditation requirement and increased revenue requirement to achieve and maintain tier.
Platinum: Platinum accreditation requirement and increased revenue requirement to achieve and maintain tier.

Accreditation Requirement per Partner Tier:

Partner Tier Veritas Sales Expert (VSE) Veritas Sales Expert Plus (VSE+)

Silver 2 people each hold 5 VSEs 2 people each hold 5 VSE+s

Gold 3 people each hold 5 VSEs 3 people each hold 5 VSE+s

Platinum 5 people each hold 10 VSEs 5 people each hold 5 VSE+s

Please note:
• Quantities displayed is the number of unique individuals who need to meet the respective accreditation requirement
across the exam types (VSE/VSE+). Unique individuals can be the same or different people between the exam types.
• Accepted accreditations are refreshed after Veritas’ Annual Review so a new compliance period begins with only the
most current training accepted towards partner tier requirements.
• During the compliance period as new accreditations are released, both the current version of an accepted accreditation
offered, and one version back, count towards meeting accreditation requirements. Please see the Partner Tier
Accreditation Requirement Supplement for current accepted accreditation versions.
• VSE and VSE+ are complimentary assessments and may be taken via PartnerNet on demand.
• A PartnerNet contact record must be active for the associated accreditations to be recognized under their Partner
company’s PartnerNet account. Partner contacts must log into PartnerNet at least once every six (6) months
to keep their PartnerNet contact record active.
• Accreditations are recognized for contacts within only one PartnerNet account record and may not be shared across
accounts.

7 Veritas Partner Force Program Guide

Revenue Requirement in USD per Partner Tier by Country Grouping:

Tiered Country Groupings Silver Gold Platinum

Tier 1 - United States. $100,000 $3,000,000 $5,000,000

Tier 1a - France, United Kingdom $50,000 $2,000,000 $3,500,000

Tier 2 - Canada, China, Germany, Italy, Korea, Spain $50,000 $500,000 $2,000,000

Tier 2a - Japan, Singapore $50,000 $350,000 $1,250,000

Tier 3 - Australia, Austria, Belgium, Brazil, Chile, Colombia, Denmark, Finland, $50,000 $200,000 $750,000
Ireland, Israel, Luxembourg, Malaysia, Mexico, Netherlands, Norway, Portugal,
Saudi Arabia, South Africa, Sweden, Switzerland, Turkey, United Arab Emirates

Tier 4 – All other countries $10,000 $125,000 $500,000

Please note: The Partner tier revenue requirement is assessed on new (non-renewal) qualifying billings in the last four full
quarters (or current quarter and last three if higher).

Maintenance of Partner Tier Requirements

To preserve VPF Program membership at a particular Partner Tier, Partners must maintain compliance with all applicable
accreditation and revenue requirements for that tier. Veritas conducts a VPF Program Annual Review and encourages
partners to maintain compliance during the year to be in the best position possible when reviewed.
Veritas Partners are responsible for maintaining their knowledge of Veritas products and solutions. As new versions of
products and solutions are released with related training courses and exams made available via PartnerNet, partners are
strongly encouraged to complete such additional training.
A change of partner tier will immediately affect associated VPF Program tier-level benefits. Unused benefits accrued under
a prior tier or Benefit term do not accumulate to the new tier. Partners will be re-evaluated for Partner tier reinstatement
once all Partner tier requirements have been met.

Tier Adjustment and Notification Process

Veritas routinely tracks partner activity within the VPF Program – each Partner’s program tier will be reviewed and may be
adjusted (also known as re-levelling), based on achievement of Partner tier requirements. Notification of any tier re-leveling
will be provided to the partner’s PartnerNet Primary Contact. Benefits commensurate with the new VPF Program tier will
be enabled as the adjustment is made, subject to the rules and requirements of the Benefit in question. Partners may also
request a review to adjust their VPF Program tier by contacting their Veritas Representative or by emailing your regional
VPF Program team.
• Partners are relevelled to a higher tier during the Veritas fiscal year, based on attainment of partner tier requirements
achieved during that fiscal year.
• Non-compliant Partners are relevelled to a lower tier only as an outcome of the VPF Program’s Annual Review.

8 Veritas Partner Force Program Guide

Veritas Partner Force Program Financial Benefits
Summary
Earn more rewards, retain more customers, expand your market footprint and grow your business with
Veritas’ transactional and strategic performance-based financial benefits.

• MB: Leverage an up to 25% additional recommended discount on qualifying commercial/mid-market sales opportunities
via your selected Authorized Distributor.
• OR: Get an up to 12% potential rebate for active identification, development, and closure of new and incremental sales
opportunities on qualifying Veritas products.
• VPDF: Apply for proposal-based development funds to support your eligible Veritas business and marketing activities
empowering growth in your Veritas business.
• GTR: Earn an up to 3.5% rebate on qualifying new business billings by maximizing achievement against GTR targets.
• OTRR: Be rewarded for performance with an up to 1.5% rebate on qualifying in-quarter on-time maintenance/support
renewals.

Margin Builder (MB)

Opportunity Registration (OR) Up to 1.5% Rebate

Veritas Partner Development Fund (VPDF)

Growth Target Rebate (GTR)

On-time Renewal Rebate (OTRR) Up to 3.5% Rebate

Pooled Fund Pooled Fund

5% Rebate 8% Rebate 12% Rebate

Up to 10% Discount Up to 15% Discount Up to 20% Discount Up to 25% Discount

Registered Silver Gold Platinum

Accreditation & Revenue Increased Accreditation Increased Accreditation

Entry Level Requirement to enter & Revenue Requirements & Revenue Requirements
and maintain to enter and maintain to enter and maintain

• Basic sales, Marketing, • Increased sales, • Increased MB • Increased MB

& Technical Benefits marketing, & technical • Increased OR • Increased OR
• MB benefits • Pooled VPDF • GTR
• Increased MB • All Silver tier benefits • OTRR
• OR • All Gold tier benefits
• All Registered
tier benefits

9 Veritas Partner Force Program Guide

Margin Builder (MB) Benefit Overview
The Veritas MB Benefit rewards Eligible Partners who actively identify, develop, and close incremental
commercial/mid-market sales opportunities for eligible MB products*. Eligible Partners may register
deals online using the MB tool via PartnerNet or www.veritasmarginbuilder.com, and earn an additional
recommended discount on qualifying deals via their selected Authorized Distributor.

Partner Tier Discount Eligibility Recommended Discount

Platinum Up to 25%

Gold Up to 20%

Silver Up to 15%

Registered Up to 10%

*Veritas MB Eligible Products are Backup Exec™, Desktop Laptop Option (DLO) and System Recovery.

Please note:
• Veritas will provide sufficient discount to the nominated Authorized Distributor to enable them to provide Eligible Partner
with the recommended discount on closed deals approved via the Margin Builder tool. Any actual pricing will ultimately
be as agreed between the Authorized Distributor and the Eligible Partner. Veritas does not guarantee that the Authorized
Distributor will pass on the recommended discount to Eligible Partner. A deal is “closed” if it meets all eligibility criteria,
and the order is booked by Veritas.
• Veritas reserves the right to update the Eligible Products from time to time and such updates will be published via
PartnerNet.

Approval Notification
Formal notification will be sent from the MB tool or the Financial Benefits portal via automated email to the email address
used by the partner to register the deal. The Authorized Distributor selected on the MB registration will also receive a copy
of the approval email. Verbal approvals are not granted, and Veritas Sales Representatives are not authorized to provide
Benefit approvals.

Duration of MB Benefits
Benefits are available only when a MB registration has been approved by Veritas, and results in the deal being booked by
Veritas. Registrations are valid for 60 days from the date of approval and are granted only to the Eligible Partner who first
registers the MB deal. Eligible Partner is encouraged to close the transaction within 60 days. During these 60 days, no
other partner will be able to register another opportunity for this same deal. If the transaction has not closed within this time
period, the MB registration automatically expires. Requests for extensions beyond the 60 day timeframe will not be granted.
Following the expiration of a MB registration, the registration process begins again. The original Eligible Partner, or any
other Eligible Partner, may then register the transaction for the same end user customer. The first Eligible Partner to
register the opportunity will receive a new MB approval confirmation and be solely eligible for this Benefit.

10 Veritas Partner Force Program Guide

Transacting with Authorized Distributor
By selecting an Authorized Distributor, Eligible Partner is indicating that such Authorized Distributor is engaged with
Eligible Partner in the individual transaction and furthermore that Eligible Partner agrees to details of such opportunity
being shared with the Authorized Distributor. The approved opportunity must be transacted with the same Distributor
selected upon registration. Veritas requires the transaction placed to Veritas by an Authorized Distributor to specifically
list Eligible Partner, the end customer for which the Deal ID (Margin Builder ID or “MBID”) is issued and the MBID. The MBID
should be placed in the shipping instructions or where a partner normally places a Business Approval Number / Special
Pricing Identifier when exception pricing is required.

Exclusions & Retractions

For the avoidance of doubt, the following will not qualify for the Benefit:
• Sales deals already entered by another partner.
• Sales deals made by Eligible Partner who do not meet the Benefit eligibility requirements.
• Excluded Business Transactions & Licensing Programs.
• Veritas Products other than Eligible Products.
• Opportunities registered by partner for their own company use, affiliate company use, or to resell to other Veritas
partners.
• Opportunities not directly transacted through the Authorized Distributor selected upon registration.
• Opportunities registered by partner for an end customer company that is outside of the partner geographical region/
country.
• EMEA Tenders - Veritas reserves the right to reject any approved opportunity, which is or is subsequently put out to
Tender during the lifecycle of the opportunity.

Because registered deals are Partner-led, partners are expected to actively drive the deal forward, from qualification to
closure. Partners who jointly engage with Veritas on sales opportunities are expected to position Veritas products as the
preferred solution for that specific opportunity unless mutually agreed otherwise by Veritas and the Partner to win the total
solution.

From time to time Veritas may make available certain promotions which offer the potential to earn further enhanced
recommended discounts. Such promotions are at the discretion of Veritas and will be subject to stated terms and conditions
and, unless otherwise stated, they cannot be used in conjunction with MB.

Please refer to the additional terms in the General Terms and Conditions for All Financial Benefits and to the Veritas
Financial Benefits Qualifying Business and Terms section of this Guide to understand which transactions and licensing
programs qualify or are excluded from the Benefit.

11 Veritas Partner Force Program Guide

Opportunity Registration (OR) Benefit Overview
OR provides rebates to Eligible Partners for identifying, developing and closing new and incremental sales
opportunities on qualifying products. To participate, you must be a Silver, Gold or Platinum partner, meet
all benefit criteria, and close your approved opportunity through the Authorized Distributor selected upon
registration. Rebate percentages are based on Qualifying Billings for the approved products billed by Veritas
in the closed order.

Partner Tier Rebate Percentage*

Silver 5%

Gold 8%

Platinum 12%

*Approved opportunities for NetBackup licenses and/or NetBackup Appliances in Veritas’ top 250 global customer
accounts and subsidiaries are eligible for half the applicable partner tier Opportunity Registration rebate percentage (i.e.
Platinum 6%, Gold 4%, Silver 2.5%). Veritas to provide confirmation whether a customer is in the top 250.

Qualification Criteria
Partner-originated and partner-led opportunity. Eligible Partner is required to complete, at a minimum, all of the following
pre-sales activities for the opportunity they are registering:
- Prospect and uncover the opportunity;
- Qualify the opportunity;
- Engage with the decision maker;
- Quantify the budget;
- Identify the estimated date of closure.

New opportunity for Veritas. A new opportunity under this Benefit is defined as meeting any of the following criteria:
- New end user customer for Veritas;
- New sales opportunity for add-on license/appliance sales of existing products within an existing Veritas account;
- Sales opportunity for new products within an existing end user customer account.

Transacted in the relevant Veritas Geo. An opportunity must be registered, approved and booked in the same Veritas
geographical region and/or country. For example:
• An opportunity registered and approved in Europe, Middle East and Africa (“EMEA”) must also be booked by Veritas
in EMEA to qualify for Benefit; however, for countries outside the European Union (plus the United Kingdom), the
opportunity must be registered in the same country as the end user ship-to location.
• For North America, an opportunity registered in the United States must have a ship-to in the United States and an
opportunity registered in Canada must have a ship-to in Canada to qualify for Benefit compensation.
• For Latin America, to qualify for Benefit compensation an opportunity registered in Brazil must have a ship-to in Brazil, an
opportunity registered in Mexico must have a ship-to in Mexico, and an opportunity registered in the rest of Latin America
(Multi Country Latin America Country or “MCLAC”) may have a ship-to anywhere in MCLAC.
• An opportunity registered and approved within a country in Asia, Pacific, and Japan (“APJ”) must also have a ship-to within
that same APJ country to qualify for Benefit compensation.

12 Veritas Partner Force Program Guide

Be transacted with the relevant Distributor. Eligible Partners must select a Veritas Authorized Distributor in the
Portal when registering deals. Benefits are conditional on purchases of the Eligible Products being made from such
participating Authorized Distributors. By selecting an Authorized Distributor, Eligible Partner is indicating that such
Authorized Distributor is engaged with Eligible Partner in the individual transaction and furthermore that Eligible Partner
agrees to details of such opportunity being shared with the Authorized Distributor. In general, deals which are not directly
transacted through the selected Authorized Distributor will not be eligible for the Benefit.
Eligible Partner must provide the Deal Identification Number (Deal ID, formerly “OPID”) to their Veritas Authorized
Distributor selected at time of deal registration, for inclusion on the order for tracking purposes and to aid in the rebate
validation process. Veritas requires the transaction placed to Veritas by an Authorized Distributor to specifically list Eligible
Partner, the end user customer for which the Deal ID is issued and the Deal ID. The Deal ID should be placed in the shipping
instructions or where a partner normally places a Business Approval Number / Special Pricing Identifier when exception
pricing is required.

OR Submission
An Eligible Partner must complete end user and opportunity data for each opportunity submitted through the Financial
Benefit Portal (“Portal”) on PartnerNet. All registrations submitted for consideration must have a minimum deal size of
$5,000 USD or local currency equivalent and meet Veritas’ then-current criteria to be eligible.
• Eligible Partner must register and be approved for the opportunity at least 30 days before the relevant order is billed in
Veritas’ ERP system to be eligible for the Benefit.
• The current list of OR eligible products is detailed in the Portal on PartnerNet. Veritas reserves the right to update the
Eligible Products from time to time and such updates will be published in the Portal.

Approval & Notification

If the deal meets all of the eligibility requirements, the registration will be approved. Please note that registrations are
processed on a first in, first out basis. Eligible Partners should submit registrations as soon as possible after the initial sales
call or meeting with the end user customer. If the same opportunity is submitted by more than one partner, a partner will
need to provide evidence of establishing the opportunity, and that it is not an RFP/RFQ/Public Tender situation, before an
approval will be granted.
Eligible partners will be notified of approval via automated email to the email address used by the partner to register the
deal. Verbal approvals are not granted, and Veritas Sales Representatives are not authorized to provide Benefit approvals.

OR Duration
Benefits are available only when an opportunity registration has been approved by Veritas. Registrations are valid for nine
(9) months from the date of opportunity approval by Veritas. Requests for a 90-day extension beyond the initial 9-month
timeframe must be submitted via email to the appropriate regional partner program operations team prior to the expiration
of the approved opportunity registration. Requests for an additional one-time extension beyond the 90 days must be
submitted in writing to the Veritas regional VPF Program team prior to the expiration of the opportunity registration
and will require written approval by Channel Sales and Channel Program Operations management. Approved one-time
extensions will be valid for a period of an additional 90 days.

OR Rebate Process
To be eligible for a Rebate, the Eligible Partner must notify Veritas of deal closure by returning to the approved opportunity
registration in the Portal, entering their order information (i.e. Sales Order Number(s), Reseller PO(s), Distributor PO(s)) and
changing the Partner Registration Status from “Approved”/ “Limited Approval” to “Rebate Requested”. Partners must submit
a claim for a Rebate within 30 days of deal closure (the date the order is billed in Veritas’ ERP system).
Rebate payments are calculated monthly based on the Eligible Partner’s tier at the time of deal closure. Eligible Partners
should expect to receive rebate payments approximately 45 to 60 days after the close of the month in which the deal is
recorded as closed in the Portal and is invoiced by Veritas. Written notice of issues concerning Benefit payment must be
received within 30 days of issuance of a payment, after which Eligible Partner shall have no further right to dispute the
payment under this Benefit.

13 Veritas Partner Force Program Guide

No Order Splitting
All opportunities must be registered with a conservative estimate of its full value even if pay-out is subjected to the Deal
Cap. Dollars above $1,000,000 USD net billings license value to Veritas in Eligible Products, do not qualify for the Benefit.
End user customer transactions booked by Veritas within 30 days of each other constitutes a single transaction and
are subject to the deal size minimum and deal size maximum requirements. Partners found to be withholding or splitting
orders to avoid the deal size maximum requirement may be subject to corrective action by Veritas including withholding of
the Benefit. For the avoidance of doubt, Veritas shall apply its fiscal conversion rate (“Plan Rates”) to determine whether
transactions meet the minimum/maximum deal value benefit requirements. Eligible Partner can request these Plan Rates
from Veritas.

Exclusions & Retractions

Veritas reserves the right to contact the end user customer regarding the registered opportunity to verify that the above
requirements are met. For the avoidance of doubt, the following will not qualify for the Benefit:
• Sales deals already entered by another partner.
• Sales deals already forecasted by a Veritas Sales Representative (either as a Veritas originated deal given to Eligible
Partner or being originated by another Veritas Partner) in the Veritas CRM System.
• Sales deals made by Eligible Partner who do not meet the Benefit eligibility requirements as defined in this Benefit
Overview.
• Excluded Business Transactions & Licensing Programs.
• Veritas Products other than Eligible Products.
• Tenders (RFPs/RFIs/RFQs) (Veritas reserves the right to reject any approved opportunity, which is or is subsequently put
out to Tender during the lifecycle of the opportunity).
• Compliance engagements led by the Veritas Licensing Services team, resulting in a settlement to address customer non-
compliance with its license rights.
• Opportunities registered by the partner for their own company use, affiliate company use, software as a service, or to
resell to other Veritas partners.
• Opportunities not directly transacted through the Authorized Distributor selected at registration.
• Opportunities registered by the partner for an end user customer company that is outside of the partner’s geographical
region/country.

Because registered deals are Partner-led, partners are expected to actively drive the deal forward, from qualification to
closure. Partners who jointly engage with Veritas on sales opportunities are expected to position Veritas products as the
preferred solution for that specific opportunity unless mutually agreed otherwise by Veritas and the Partner to win the total
solution.

Veritas reserves the right to retract a prior approval for any reason, before order booking. The following are examples where
a prior approval would be retracted:
• The partner is no longer pursuing the specific opportunity or is positioning competitor solutions without prior agreement.
• The partner displays a lack of involvement in pursuing or advancing the opportunity to closure with the end user
customer.
• A submitted opportunity approved by Veritas in good faith subsequently transpires to have errors on the registration
which would otherwise have caused Veritas to reject such opportunity, or if the opportunity is later discovered to be
ineligible under the rules of this Benefit.

Please refer to the Veritas Financial Benefits Qualifying Billings and Terms section of this Guide to understand which
transactions and licensing programs qualify or are excluded from the Benefit.

14 Veritas Partner Force Program Guide

Veritas Partner Development Fund (VPDF) Benefit
Overview
VPDF is a pooled fund available to Platinum and Gold Partners to support eligible Veritas business and
marketing activities empowering growth in our mutual business.

Veritas provides Eligible Partners access to VPDF on a quarterly basis via the Financial Benefits Portal (Quarterly Budget).
Veritas reserves the right to determine VPDF consumption at its sole discretion.

VPDF High Level Process

Use of the Benefit consists of a five-step process that is detailed below:
• Activity planning and development.
• Activity submission by Eligible Partner.
• Activity review and approval notification by Veritas.
• Eligible Partner’s completion of Activity.
• Claim submission by Eligible Partner and payment by Veritas.

Activity Planning and Development

The activity planning and development process is a joint effort between Eligible Partner, their Veritas Representative
and Veritas Channel Marketing Manager to determine the most effective eligible Activity(ies), as defined in the Veritas
Partner Development Fund Activity Details Appendix (“Appendix”) attached to this Guide, against which to apply
available Funds. These Activity(ies) should align to a joint partner plan and to the Veritas corporate and regional strategies
and priorities.

Activity Submission by Eligible Partner

After Veritas and Eligible Partner have agreed on the potential Activity(ies) supporting their marketing plan, Eligible Partner
must use the Portal to submit the Activity for Veritas review and approval. All Activity submissions will be managed through
the Portal. Please Note: Submitting an Activity is not a guarantee of receiving approval, and an approved Activity is not a
guarantee of receiving reimbursement if claim criteria are not met.
Once in the Portal, Eligible Partner will be presented with a list of pre-defined Activity types from which to choose.
The following guidelines will be enforced for each Activity:
• A submitted Activity must be a minimum value of $250 (USD) or local currency equivalent.
• Any Activity starting in one Quarter and extending into subsequent Quarters may be split to distribute the cost evenly
across each of the Quarters of the Activity duration. For example, an advertising campaign that lasts for an entire year
could be entered as four activities; one in each Quarter for 25% of the total cost.
• The Activity must be submitted at least two (2) business days before the Activity start date to allow for sufficient
approval time. The maximum Activity end date when creating an Activity can be no more than 180 calendar days from
when Eligible Partner obtained access to the Quarterly Budget.
• Any changes to an approved Activity must be re-submitted via the Portal and re-approved by Veritas or Eligible Partner
will forfeit the right for reimbursement.
• Funding is subject to availability of sufficient VPDF for each Eligible Partner.

15 Veritas Partner Force Program Guide

Activity Review and Approval Notification by Veritas
Veritas will review the submitted Activity request, and assess it based on alignment to Veritas corporate and regional
strategy, clearly articulated value proposition(s), and proposed Return on Investment (“ROI”).
Key criteria for Veritas’ evaluation of the Activity(ies) are:
• Alignment with Veritas sales and marketing campaigns.
• Activity(ies) timing and complexity (i.e. Eligible Partner ability to successfully execute).
• Projected ROI of the Activity(ies).
• Additional marketing and business development activity(ies) and investments funded by the Partner that support or
complement the Activity request.

Veritas will use reasonable efforts to respond to Eligible Partner within five (5) business days from the Activity submission
date, to indicate whether Veritas approves, denies, or requests modifications to the Activity.
Upon notification of approval via the Portal, Eligible Partner may begin execution of the defined Activity(ies), unless
additional action is required as notified to Eligible Partner via the Portal. For example, some Activity(ies) may require
acceptance of additional terms and conditions.

Claim Submission by Eligible Partner and Payment

Once a submitted Activity is approved, Eligible Partner may move forward with the Activity. Veritas will reimburse Eligible
Partner for qualifying Activity(ies) through a Claim submission process within the Portal. On completion of the approved
Activity, Eligible Partner will have 45 calendar days from the Activity end date to complete the Claim via the Portal with the
Reimbursement Invoice to Veritas and Proof of Performance (“POP”) information attached. Once the Last Claimable Date
(indicated on the Portal) has been reached, no more Claim submissions may be made for the Activity.
The majority of Claims should be submitted directly after completion of the Activity, and as soon as possible after the
Activity End Date indicated in the Portal. Please note: If the approved Activity is an event/conference with non-refundable
pre-event costs, then a partial claim may be submitted for the up-front non-refundable portion, and a second partial Claim
for the refundable cost may be submitted after completion of the approved event/conference.
Veritas reserves the right to audit Claims at any time, consistent with Veritas’ audit and compliance verification rights under
the VPF Enrollment Terms. Selected Claims will be audited to ensure the following criteria have been met:
• Itemized Reimbursement Invoice to Veritas provided matched detailed receipts.
• All POP information is available and relevant.
• Credible ROI information has been entered.
• The amount claimed is equal to or is less than the approved Activity amount.
• The date of the expenses matches the date of the Activity.

In completing the Claim, Eligible Partner must upload the required Reimbursement Invoice to Veritas and POP information
(e.g. detailed invoices, dated receipts, vendor agreements, etc.) as outlined in the VPDF Appendix attached to this Program
Guide. Lack of POP and ROI information, and documented expense support – such as invoices – will result in a Claim denial
and will be returned to Eligible Partner for corrective action (i.e. attaching any requested documentation). Once POP and
ROI information has been received for the specific Claim, Veritas will use reasonable efforts to approve the Claim within
five (5) business days.
Payment on an approved Claim can take approximately three (3) to five (5) weeks from the date of approval, if Eligible
Partner is in good standing with Veritas Accounts Receivables. Only invoices submitted via the Portal can be processed
for payment.

16 Veritas Partner Force Program Guide

Veritas Fund Ownership and Benefit Rights Reserved
Funds belong to Veritas, and are intended for Veritas, at its sole discretion, to reimburse Eligible Partner for approved
Activity(ies). Veritas reserves the right to alter or withdraw this Benefit at any time. However, such changes will not affect
any Claim(s) approved prior to Veritas’ announcement. Veritas reserves the right to deny reimbursement for any activity
which Veritas deems inappropriate or inconsistent with pre-approved Activity(ies). All Activity(ies) will be funded at the
discretion of Veritas. Funding is not guaranteed, and Veritas reserves the right to adjust the amount of available funds at
any time. Veritas reserves the right, from time to time, to allocate funds to offset Veritas’ costs associated with a standard
diligence review performed on a Partner by a third party firm, where required as part of Veritas’ partner compliance program.
Eligible Partner is required to maintain the Gold or Platinum Partner tier for continued participation in the VPDF benefit:
• Previously Eligible Partners who are re-tiered from either Platinum or Gold to the Silver or Registered partner tier will lose
access to VPDF on the date such re-tiering occurs; Only approved Activity(ies) and claims will be honored. Because Silver
and Registered partners do not have access to VPDF, you will need to ask your regional partner program team to assist
you in submitting a claim for each of your approved activities that are still in progress post your re-tiering.
• In the event of a change of ownership of Eligible Partner, VPDF funds will not automatically be provided to the new owner;
Veritas will review the situation, and may reallocate funds provided the new owner has been granted a qualifying status.
• If you are a Gold or Platinum Partner and your PartnerNet account is in Suspended status, you will be ineligible for all
VPF Program benefits including VPDF. Should your account return to Member status at a future date, any previously
Approved or Claimable VPDF activities are potentially forfeited.

Please refer to the additional terms in the General Terms and Conditions for All Financial Benefits section of this Guide.

17 Veritas Partner Force Program Guide

Growth Target Rebate (GTR) Benefit Overview
The Growth Target Rebate (GTR) is designed to reward eligible Platinum partners with a Veritas-approved
Business Plan for their achievement of Veritas-defined quarterly growth targets.

Platinum partners will receive an independent GTR target for each quarter. All targets will be issued at the beginning of the
Veritas fiscal year via the Financial Benefit Portal as a revenue objective in each Platinum partner’s business plan.

Quarterly GTR payout banding. Achievement of:

• 95% to 99.99% of GTR is a 0.5% rebate paid from $1
• 100% to 114.99% of GTR is a 2% rebate paid from $1
• 115% to 150% of GTR is a 3.5% rebate paid from $1
• Capped at 150% of target

Qualification & Newly Eligible Partners

If a partner achieved the Platinum partner tier prior to the start of the Veritas fiscal year, it will be issued four (4) quarterly
GTR targets. If a partner is systematically relevelled to the Platinum partner tier mid fiscal year, it will be issued GTR targets
for the following quarter and all remaining quarters in the fiscal year.

If a Platinum partner is reveled to a lower tier, GTR benefit eligibility ends immediately.

Target Acceptance
Eligible Partner will have the opportunity to review, accept or reject the GTR targets via the Financial Benefits Portal
(“Portal”) on PartnerNet. All targets must be accepted within the time specified by Veritas. Eligible Partner will not be eligible
for the GTR Benefit for the specified period if they have rejected the GTR target(s), or not accepted the GTR targets, by the
required timeline indicated by Veritas. Taking no action (either to reject or to accept) in the time specified is also deemed as
a lack of acceptance and partner will forfeit participation in the GTR Benefit for the specified period.

Eligible Partner can view, accept, and review progress toward each quarterly GTR target and target via the Portal.

Currency & Qualifying Business

The GTR targets will be set and measured, and the GTR Benefit paid, based on the Veritas supported currency applying
to the Eligible Partner’s location. GTR Benefits will be paid exclusively on the Qualifying Business Transactions generated
in the country/ies where the end user customer is located and provided that Eligible Partner is at Platinum partner tier, in
the Veritas Geo aligned to such country/ies. For countries where Eligible Partner is not at the Platinum partner tier for the
corresponding geographical region, Eligible Partner will not qualify for the respective Benefit.
Not all business qualifies for the GTR target calculations and payouts. Eligible Partner’s Qualifying Business is New (non-
renewal) Qualifying Billings.

Benefit Payment Timing

GTR payout is calculated quarterly, after the close of Veritas’ Quarter and paid to Eligible Partner in the applicable currency
approximately four (4) to six (6) weeks after the end of the applicable Veritas Quarter.
Please refer to the additional terms in the General Terms and Conditions for All Financial Benefits and to the Veritas
Financial Benefits Qualifying Business and Terms section of this Guide to understand which transactions and licensing
programs qualify or are excluded from the Benefit.

18 Veritas Partner Force Program Guide

On-time Renewal Rebate (OTRR) Benefit Overview
The OTRR benefit for Platinum partners is payable at up-to 1.5% of qualifying renewal business. To be eligible
for a quarterly OTRR payout, the participating Platinum Partner must renew 75%+ of qualifying renewals
(software and appliance maintenance/support) on-time in the eligible quarter.

For the purposes of this strategic Platinum partner benefit:

• A partner’s “On-time Renewal Rate” is the percentage of the partner’s in-quarter Renewal Opportunity billings value
transacted on-time.
• ‘Renewal Opportunity’ is based on the maintenance/support contracts expiring in the calendar months of the quarter
where Partner most recently sold Veritas maintenance/support to end user customers, whether initial or the previous
renewal.
• If a different partner transacts a qualifying renewal due in the applicable quarter, that renewal value is subtracted
from the previous transacting partner’s Renewal Opportunity data set and added to the new transacting partner’s
Renewal Opportunity data set for the quarter.

• On-time: Veritas expects orders for all renewals on or before the maintenance/support contract expiration date.
However, for the purposes of the OTRR benefit, an order for a renewal of a Veritas maintenance/support contract
that expires in the relevant calendar months of the quarter is considered “On-time” and counts towards determining a
partner’s on-time renewal rate, if it is booked by Veritas in its fiscal quarter.
• For example, a renewal of a maintenance/support contract expiring in the months of July, August or September
2021 is on-time if it is booked by Veritas by the close of its fiscal Q2 (October 1, 2021).

OTRR payout banding. Achievement of:

• 0% to 74.99% is not eligible for a rebate
• 75% to 79.99% is a 1% rebate paid from $1 on all qualifying renewal billings in the quarter
• 80% to 100% is a 1.5% rebate paid from $1 on all qualifying renewal billings in the quarter

Qualification/Newly Eligible Partners

A Platinum partner must maintain the Platinum partner tier to be eligible for the OTRR benefit. If a partner is systematically
relevelled to the Platinum partner tier mid quarter, it will be eligible for the OTRR benefit in the following quarter.

If a Platinum partner is reveled to a lower tier mid quarter, OTRR benefit eligibility ends immediately.

19 Veritas Partner Force Program Guide

Currency & Qualifying Business
Eligible Partner’s OTRR Benefit will be paid in the Veritas supported currency applying to the Eligible Partner’s location.
OTRR Benefits will be paid exclusively on the Qualifying Business Transactions generated in the country/ies where the
end user customer is located and provided that Eligible Partner is at Platinum partner tier, in the Veritas Geo aligned to
such country/ies. For countries where Eligible Partner is not at the Platinum partner tier for the corresponding geographical
region, Eligible Partner will not qualify for the respective Benefit. Not all business qualifies for OTRR calculations and
payouts. OTRR Qualifying Business is based only on renewals of maintenance Qualifying Billings.

Benefit Payment Timing

OTRR payout is calculated quarterly, after the close of Veritas’ Quarter and paid to Eligible Partner in the applicable
currency approximately four (4) to six (6) weeks of the end of each Veritas’ Quarter. Veritas Financial Benefits Qualifying
Business and Terms section of this Guide to understand which transactions and licensing programs qualify or are excluded
from the Benefit.

20 Veritas Partner Force Program Guide

Benefit Overview for Service Providers
Service Providers (SPs) are a cornerstone to Veritas success; consequently, Veritas offers a Veritas Service
Provider Program (VSPP), a licensing program designed to support SPs in building Veritas-based end user
data protection, disaster recovery, and information analysis and management services.

VPF Program Benefits for Service Providers

For service providers who enroll in the VSPP, certain service provider-related benefits will be made available under the VPF
Program, including: receipt of a “Service Provider Expert” logo, a “Service Provider Expert” certificate, and recognition as
an SP on the Veritas’ Partner Locator, in addition to the other VPF Program benefits a company is eligible for based on the
current Partner tier, as outlined in this Guide.

VSPP Program & How to Join

The Veritas Service Provider Program (VSPP) offers flexible licensing options and an expanded set of marketing, sales,
product, support, and development resources. Veritas SPs include Cloud SPs, hosting SPs, colocation SPs, managed SPs,
system integrators, hybrid-resellers and others who incorporate Veritas products into larger information management
services provided to third party end user customers.
Qualified SPs may participate in the VSPP by (1) being a member in good standing in the VPF Program and (2) executing
the Veritas Service Provider Agreement (VSPA). The VSPA authorizes SPs to purchase Veritas licenses to incorporate into
their own service offerings and includes consumption, subscription and perpetual license purchase options with volume and
term-based tiered price discounts.
Please see the VSPP Program Guide on PartnerNet for SP licensing information within the VSPP.

21 Veritas Partner Force Program Guide

Financial Benefit Qualifying Business & Terms
The table below applies to partner tier revenue requirements and any Financial Benefit whose Overview refers to
Qualifying Billings.
Qualifying Billings are calculated based on purchases of Qualifying Business Transactions and Licensing Programs (below),
at the actual amount invoiced by Veritas for new (i.e. non-renewal) billings orders placed with Veritas by the Eligible Partner
or by an Authorized Distributor during the relevant Benefit period (net of taxes, returns, credits, price adjustments and
similar deductions, shipping, customs, or other similar charges). The Qualifying Billings value will not be calculated based
on the Eligible Partner’s buy price from its Authorized Distributor. All monetary values are reflected in U.S. Dollars (USD)
and are to be calculated using the Veritas exchange rate. Any rebate is calculated exclusively on the Qualifying Billings
generated for the country/ies where the customer is located within the partner’s Geo.

Qualifying Business Transactions, Licensing Programs and Exclusions

Qualifying Excluded
Transactions Licensing Programs Transactions
• New License • Business Critical Services (BCS) • Business Critical Services (BCS)
• Version Upgrades • Qualifies only for partner tier requirement • Excluded for OR & MB
• Competitive Upgrades & GTR • Cloud
• Appliances • Corporate • Initial order & initial term overages excluded
• Initial year maintenance • Government for OR & MB
• Initial multi-year • Academic • Co-terms, add-on licenses, renegotiations and
maintenance • Volume Purchase Agreement (VPA) renewals excluded from all benefits
(if pre-billed up front) • Veritas Service Provider Program (VSPP) • Consulting Services
• Cloud –initial order and • Qualifies only for partner tier requirement • Education Services
initial term overages & GTR • Technical Support Partner SKUs (TSPP)
• Qualifies only for • Enterprise Flex (eFlex) and other types of • Cross Grades
partner tier requirement site licenses • Renewals
& GTR • Maintenance /support renewals qualify for
OTRR only
• Transactions using/including a License Transfer
Worksheet (LTW)
• Certain royalty-bearing products on Veritas’
price list
Licensing Programs
• Enterprise OEM Program and unique OEM
contracts
• Veritas Service Provider Program (VSPP)
• Excluded for OR & MB

Note: Any other licensing programs/transactions

not listed are excluded.

Other Key Benefit Definitions

Veritas Quarter Geographical Regions (Veritas Geo)

Veritas Quarter: Veritas Fiscal Year generally runs April 1 through March 31. Cross-geographical regional sales are excluded
Quarters can vary but are based on 13-week periods running principally as from Benefits
follows:
Veritas Regions:
• Q1 is April – June; • NAM (North America)
• Q2 is July – September; • LAMC (Latin America & Caribbean)
• Q3 is October – December, and • EMEA (Europe, Middle East & Africa)
• Q4 is January – March. • APJ (Asia Pacific & Japan)

22 Veritas Partner Force Program Guide

General Terms & Conditions for All Financial Benefits
Changes to or Termination of Benefits. Veritas reserves the right to vary the terms of this Guide, of Benefits or to cancel Benefits, upon
publishing notice of such amendment or cancellation directly by email to participating Eligible Partners, or at https://partnernet.veritas.
com. The effective date of such termination shall be the date on which notice of such cancellation or termination is provided by email or
posted at https://partnernet.veritas.com. If a Benefit is cancelled or terminated, Veritas will apply the Benefit to pay any payment to
which Eligible Partner is entitled to, or to complete any eligible transaction which Eligible Partner quoted and closed within the originally
stated Benefit Period, prior to such cancellation or termination. However, failure to comply with applicable laws and regulations such as the
Foreign Corrupt Practices Act or the UK Bribery Act, and failure to avoid conflicts of interest, will result in immediate termination of access
to Benefits including any outstanding payment or reimbursements, at Veritas’ election.
Errors and Anomalies. Veritas assumes no responsibility for any error, omission, interruption, deletion, defect, delay in operation or
transmission, communications line failure, theft or destruction to or unauthorized alteration of reports or any electronically transmitted
information. Veritas is not responsible for any problems or technical malfunctions of any telephone network or lines, computer on-line
systems, servers, providers, computer equipment, or software; or the failure of any e-mail to be received by Veritas because technical
problems or traffic congestion on the Internet or at the https://partnernet.veritas.com website or at any tool utilized to register, submit or
claim benefits.
Rebate Payments. If Eligible Partner elects to have any rebate payment paid via a nominated distributor, then Veritas shall credit such
distributor with the applicable payment. Eligible Partner acknowledges and agrees that Eligible Partner is fully responsible for obtaining
such payment from nominated distributor and Veritas shall have no responsibility or liability to Eligible Partner in the event of non-payment
by distributor. Any Eligible Partner who has received payment(s) in excess of its entitlement shall be required to refund the excess amount
to Veritas within 30 days of receiving a written request from Veritas to do so. Rebate payments are made directly to the Eligible Partner via
wire transfer - Payments will not be made in any other form other than wire transfer. To receive a rebate payment by wire transfer, Eligible
Partner must have completed Veritas’ vendor form and supplied Veritas with its banking details to prevent payments from being delayed.
• China/Russia Only. If requested by Eligible Partner in China or Russia, rebate payments may be remitted to Eligible Partner’s nominated
Authorized Distributor via Credit memo, as applicable.
Taxation, Accounting, and Offset. There may be tax and accounting consequences to Eligible Partner that result from participating
in the VPF Program. Veritas will not be remitting any taxes (including, but not limited to, any withholding taxes, value added, sales, use,
goods and services, transfer, consumption or transaction taxes (“Indirect Taxes”), as well as gross receipts, excise and other taxes) on
Eligible Partner’s behalf, nor providing Eligible Partner with tax and/or accounting related advice or documentation. Eligible Partner is solely
responsible for ensuring that any taxes or accounting treatment arising from Eligible Partner’s participation in the VPF program. Veritas
may request Eligible Partner provide an invoice for the Benefit with any applicable taxes or charges, based on local country regulations and
requirements. Veritas reserves the right to withhold and cancel payments for this and other Veritas Financial Benefits. Veritas may also
elect to apply Benefit payments as credits to Eligible Partner’s outstanding Veritas Accounts Receivable balance. Veritas does not waive
any rights in cases of Veritas clerical error or miscalculation, and reserves the right to recover or offset for any overpayment or duplicate
payment at all times.
• Tax Invoices Global – VPDF. Eligible Partner agrees that, unlike other Financial Benefits available from Veritas, for VPDF it will raise
invoices for claims made by it for reimbursement. Tax shall not be charged unless applicable by law. Eligible Partner agrees that it
will promptly inform Veritas if it ceases to be tax registered, transfers its business or part thereof as a going concern or becomes tax
registered under another Tax ID/VAT/ABN/GBN ID or number.
• VAT Invoices (EMEA Only). Except for VPDF reimbursement claims, Eligible Partner agrees that it will not raise VAT invoices for
claims made by it under the VPF program (unless requested to do so by local law, regulations or requirements or by Veritas - in such
cases, Eligible Partner will be required to upload the same to the Financial Benefits Portal, before the payment can be processed).
Eligible Partner agrees that Veritas will prepare and raise self-billing invoices for such claims made by Eligible Partner under the VPF
Program. Eligible Partner agrees that is will promptly inform Veritas if it ceases to be VAT registered, transfers its business or part
thereof as a going concern or becomes VAT registered under another VAT number. Subject to receipt of the applicable information,
Veritas agrees that it will complete self-billing invoices showing Eligible Partner’s name, address and VAT registration number and all
other details which constitute a valid VAT invoice.
Returns Implications. Veritas is entitled to recover any rebates paid or refuse any rebates payable should the order be booked but
subsequently returned to Veritas/cancelled under Veritas’ then-current Returns, Cancellations, terminations & Credits Policy (RCTC Policy,
formerly known as the RMA Policy). Note that Veritas will evaluate the impact of the return to ensure that the opportunity remains within
Benefit parameters. If Veritas has already issued rebate payment and then Veritas subsequently issues a credit pursuant to Veritas’ RCTC
process for the closed opportunity, then Veritas may apply a debit to the Eligible Partner’s account for the value of the rebate (or applicable
portion thereof) and offset such debit against future rebate payments. If there is no applicable rebate payment due to Eligible Partner in
the three (3) months following the application of the debit then Veritas reserves the right to request immediate payment in full of such debit
amount.
Fraud and Collusion. Any partner organization found to be purposely submitting false information or colluding with Veritas Sales
Representatives for purposes of obtaining program financial incentives is subject to immediate expulsion from Benefit(s). This activity
may lead to further action from Veritas to recover any damages from rebates paid out. Verbal approvals are not granted and Veritas sales
representatives are not authorized to provide benefit approvals.
Compliance. It is Partner’s responsibility at all times to comply with all applicable laws, regardless of whether Veritas is named as sponsor,
and Partner shall ensure any third parties it appoints to perform the Activities also comply with all applicable laws, including without
limitation:
• Data privacy laws, in particular obtaining all relevant data subject consents.
• Marketing laws, including compliance with relevant advertising standards.
• Anti-bribery laws (and Veritas relevant policies available upon request) including the Global Anti-Corruption Policy referenced below, and
• Copyright laws (and Veritas trademark compliance and marketing and branding guidelines).

23 Veritas Partner Force Program Guide

For More Information
Visit our website: https://partnernet.veritas.com (login required) or http://veritas.com/partners.

Inquiries concerning Margin Builder registrations:

North America (United States & Canada) APJ by telephone:
[email protected] Australia +61 2 8705-5456
Partner Hotline toll-free at: 1 (800) 721-0565 China and Mongolia +86 400 120-3193
India and Sri Lanka +91 11 7127-9004
Latin America & Caribbean (LAMC)
Japan and Indonesia +81 3 6863-5384
[email protected]
Korea and Bhutan +82 02 6433-9541
Brazil: + 55 (11) 30422832
Malaysia and Maldives +60 3 9212-1706
Mexico: + 52 (55) 41696415
New Zealand +64 9 950-8465
Europe, Middle East & Africa (EMEA) Philippines and Thailand +63 2 759-1448
[email protected] Singapore and Nepal +65 3158-3372
+44 1844 393 058 Vietnam +886 2 7741-7936

Asia, Pacific, & Japan (APJ)

[email protected]

Inquiries concerning the VPF Program & related benefits:

APJ: [email protected]
EMEA: [email protected]
Latin America & Caribbean: [email protected]
North America: [email protected]

About Veritas Technologies LLC

Veritas Technologies LLC enables organizations to harness the power of their information, with solutions designed to
serve the world’s largest and most complex heterogeneous environments. Veritas works with 97 percent of Fortune 500
companies today, improving data availability and revealing insights to drive competitive advantage.

Veritas World Headquarters

2625 Augustine Drive
Santa Clara, CA 95054

+1 (650) 933-1000
www.veritas.com

© 2021 Veritas Technologies LLC. All rights reserved. Veritas and the Veritas Logo are trademarks or registered trademarks of Veritas Technologies LLC or its
affiliates in the U.S. and other countries. Other names may be trademarks of their respective owners.

24 Veritas Partner Force Program Guide

Veritas Partner Force
Program Guide
VPDF Activity Appendix
April 2021
VPDF Activity Appendix
The VPDF Activity Appendix provides descriptions, qualifying and non-qualifying components (where
applicable), and information regarding Proof of Performance (“POP”) and Return on Investment (“ROI”)
requirements.

• All proposed Activities must be approved by Veritas prior to incurring any expense and must include required anticipated
ROI information (i.e. Targeted Attendees/End Users Reached/Leads Generated & Targeted Growth as a result of Activity).
• Any Claims submitted for reimbursement that do not meet the requirements set forth in this Appendix will not be
reimbursed to Eligible Partner.
• Reimbursement Invoice to Veritas, receipts and acceptable POP must be provided with your Claim.
If Eligible Partner incurs expenses before the actual Activities are approved by Veritas or completed, Eligible Partner should
still submit Activities with the actual start and end date of the actual Activities. All Claim expenses incurred whether prior to
or after Activities are completed along with appropriate Activities POP should be submitted in a timely manner detailing the
actual dates of the event.

Eligible Expense Rules Apply

Hospitality and entertainment, including meals at events, provided to third parties using funds are subject to internal Veritas
pre-approval limits (e.g., the Global Travel and Reimbursement Policy) and employee expense reporting requirements . This
includes hospitality and entertainment provided as part of demand generation. All hospitality and entertainment for the
proposed event must not be intended to bribe, or influence the outcome of a specific transaction, or to create a sense of
obligation on the receiver, and also must meet other criteria under Veritas’ Global Anti-Corruption Policy, which include*.
• Business entertainment must be associated with/accessory to a documented Veritas program/event and should NOT be
a standalone activity;
• Does not cause the recipient to be in violation of their own policies;
• Business entertainment does not involve representatives from public sector or quasi-public sector;
• Cannot be considered extravagant, excessive or too frequent.
• Total value of all hospitality and entertainment provided does not exceed the following:
• Commercial Partners and Customers - $250 USD per person per occasion
• U.S. Public Sector - $20 USD or agency limit whichever is lower (hospitality only)
• Other (non-U.S.) Public Sector or quasi-public sector - $40 USD or agency limit whichever is lower (hospitality only)
*Exception Requests: If a requested activity would exceed the value thresholds or other criteria bullets above, Veritas
Channel Marketing must submit a PRE-activity request for exception review to the Veritas Office of Ethics & Compliance.
Requestors must provide full information on the rationale for the request, and adequate time for review and discussion.
• High risk activities such as boat racing, exotic car racing, bungee jumping etc. will require additional pre-approvals
from Risk Management.
• If the Activity has not been entered and approved prior to execution, it will not be claimable.
• Participation and display of Veritas products in trade shows for computer products or related vertical markets for the
purpose of selling Veritas products in conjunction with partner’s value add.

26 Veritas Partner Force Program Guide

Partner Held Event
Description: Events include activities such as trade shows, live events and webinars, seminars, and strategic customer
events.
Conditions:
• Approved Event activities will need to demonstrate focus on achieving pre-determined business outcomes agreed upon
and aligned with the partner’s Veritas representative and Veritas’ channel marketing representative.
What Qualifies
• Post-Expenditure (reimbursement) Claims: Live Events; Breakout training sessions; Preferred partner trade
show/vendor demos (does not include the purchase/leasing of equipment); Key speaking opportunities; Sponsorships
of awards banquets; dinners or luncheons (see third party pre-approved Conditions above); Trade Shows*; Room/booth
space rental costs; Electrical costs and other set-up costs; Audio-visual costs; Portable booths; Refreshments served at
seminars; Trade show premiums or fees (per the established Trade Show guidelines); Veritas literature costs; Invitations
and postage; Advertisements for the seminar; Telemarketing expenses; Costs associated with speaking engagements &
presentations.
*Please note: Industry trade shows are expected to be co-funded by the Eligible Partner and as such have a maximum
reimbursement at 50% of VPDF eligible costs. In addition to required POP, Eligible Partner will need to provide itemized
proof of the full cost to receive maximum 50% reimbursement (equal to the approved activity amount assuming all POP
requirements are met).
• Pre-Event Claims of some non-refundable event types and costs can be made prior to the actual event activity end
date taking place. Types of events/costs eligible for claim pre-payment prior to activity end date are those described as
needing to be booked many months in advance even up to a year. Please note that normal Terms and Conditions apply;
if there are no funds available, no claim can be made:
• Third party exhibition (booth space costs, speaker sessions, sponsorship, advertising package).
• Third party conference/event (sponsor package).
• Partner’s own developed event such as an annual conference, seminar, round table (event/venue hire & pre-event
marketing costs of invites).
• All other costs must be claimed post event activity end date.

What Doesn’t Qualify

Events that do not include Veritas business units or that compete with Veritas; Entertainment expenses; Gifts (beyond
nominal, promotional Veritas branded items); External conference/events fees, training or travel expenses for partners and
end customers; Construction expenses; Telephone expenses/charges; Fees to attend a trade show where partner is not
displaying Veritas products; 50% of VPDF eligible trade show costs have to be co-funded by the partner and are not eligible
for reimbursement.
Eligible Expenses. See “Eligible Expense Rules Apply” above.

POP:
• If Veritas is the only sponsor of event: Documentation showing what the event will entail. Invoices including line items
such as conference room rental fees, cost of production of Veritas banners, and food expenses as applicable.
• If multiple sponsors are involved with event: Documentation showing the offered levels of sponsorship (i.e. Platinum,
Gold, Silver) and what that level of sponsorship entails (i.e. 30 min of presentation time, a booth, and name on banner).
third party invoices (i.e. detailed, listing individual expense line items).
• List of attendees - (companies, individual’s names and titles as available);
• Pictures of event showing Veritas representation, OR
• Copy of presentations that include Veritas, OR
• Copy of Invite and/or Mailers.

27 Veritas Partner Force Program Guide

• If pre-payment is made: Receipt from third party that a deposit/part or full payment has been made for an event
or service pertaining to the event.
• It must state clearly on invoice from third party that deposits or part/full payments the partner has paid are non-
refundable, and partner turns in a copy of order form with cancellation policy details. Reimbursement for the pre-
payment will be based upon the event cancellation policy terms and details.
• Evidence of the event such as invite to the target audience, for example: save the date or full invite, listing on
events page or listing in exhibition guide or event materials (i.e. partner is doing the event).
• If the partner plans to split the costs, then split activity requests should be entered so the end dates are clear.
Partner should clearly state that each activity may be part 1, 2 etc. of a total request.
• For industry trade shows, partner must provide proof of total VPDF eligible costs for a maximum reimbursement
at 50% of VPDF eligible costs.
.
Veritas Conference Sponsorship
Description: Conference Sponsorship such as a Veritas conference attendee or visit to a Veritas Executive Briefing Center.
Conditions:
Qualifying events include:
• Vision / Partner Engage / Veritas Solution Days / Partner Advisory Council
• Veritas conference events fees and/or travel expenses for partner:
• Conference registration fees
• Partner travel limited to economy air-ticket OR hotel accommodations
• Government Symposium requires an additional level of approval
Eligible Expenses. See “Eligible Expense Rules Apply” above.

POP:
• Proof of partner attendance (including registration records and attendance badge).
• Proof partner had ten or more customer companies registered and confirmed attended on the day of conference
(including registration records and attendance records).
• Travel itineraries, and travel receipts for amounts paid where reimbursement is being requested.

Partner Demand Generation

Description: Partner Demand Generation includes Telemarketing activities such as calling campaigns, outreach for
promotions, events, etc. Advertising activities such as print and online material, including: newsletters, signs, inserts and
banners, and non-standard catalogue placements. Digital marketing, such as search engine optimization, search engine
marketing, content automation, campaign marketing and social media marketing. Purchased customer lists to support
events, demand generation or telemarketing activities.
Conditions:
What qualifies:
• Telemarketing activities:
• Script development, call fees, list rental costs, outbound fulfilment, lead follow-up (via telemarketing), and agency
fees with the following requirements:
• Script must mention Veritas at least once in the introduction and once in the closing
• Must be identified as an authorized Veritas Partner in the introduction
• Limit telemarketing efforts to the Veritas areas you are competent to service
• Services must be rendered by a third party professional telemarketing agency or the partner’s sales group in
compliance with telemarketing laws

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 • No advance payment for services not yet rendered
• List usage from a third party requires a one-time usage contract
• Advertising/Demand Generation:
• Campaign must promote the partner and Veritas or Veritas products and partner with non-competitive products as
a total solution to the end-user’s needs as approved by Veritas.
• Campaign must include the appropriate partner logo and have the Veritas logo prominently displayed with correct
usage of Veritas trademarks.
• Follow Marketing and Branding Guidelines.
What’s covered:
• Media cost (airtime only), production costs, and agency fees for advertisements broadcast. Required elements include:
• Script; Location/region the spot will air; Date(s) of placement and itemized costs
• Media Plan; Online Marketing
• All print ads will be reviewed by Veritas Channel Marketing Manager & Corporate Branding to ensure consistency
with Veritas’ image. To complete prior approval, required elements include:
• Proposed ad with descriptive copy about Veritas products.
• Mock-up of graphics, name of publication.
• Circulation/Reach of Publication.
• Purchasing Customer Lists.
• Digital marketing activities:
• Digital marketing activities must promote the partner and Veritas or Veritas products and partner with non-
competitive products as a total solution to the end-user’s needs as approved by Veritas.
• Content must include the appropriate partner logo and have the Veritas logo prominently displayed with correct
usage of Veritas trademarks.
• Follow Marketing and Branding Guidelines.
What’s covered: Fees associated with creation and delivery of digital marketing materials.
• Required elements include:
• Draft of marketing materials showing Veritas and partner logos
• Locations (advertisement/banner); Date(s) of placement; Circulation/Reach
• Itemized costs; Media Plan; Print Ads

POP:
• Third party invoices (listing individual expense line items).
• Statement of work (including a detailed scope of services).
• Target list OR purchased lead list.
• Media plan.
• Copy of print ad/link to online ad/copy of digital marketing material OR banner design (in jpeg, gif) OR other common
format/radio script OR recording.

29 Veritas Partner Force Program Guide

Sales Enablement and Promotions
Description: Sales Collateral such as literature, case study, infographic, animated demos, videos, podcast, blog article,
interactive eBook, press release, direct mail/e-mail, and newsletter. Sales Tools are gift or hospitality items such as Veritas
branded and/or Partner and Veritas co-branded pens, key chains, mouse pads, thumb drives, hats, shirts, water bottles,
backpacks, laptop bags, etc.
The collateral and tools must be tied to demand generation activities and not just production of materials.
Sales Promotions and Incentives include activities such as Sales Person’s Incentive for Future Sales (“SPIFFS”), contests,
and giveaways. SPIFFS are incentive programs designed for a sales organization within a partner company or designed for
a group of similarly situated partner companies to effectively promote the product sales of Veritas. A well-planned incentive
can increase Veritas and partner sales for a particular Veritas product or product line during a specified timeframe.

Conditions:
• Sales Collateral and Tools
• Veritas will reimburse for partner-developed sales collateral and tools that the partner submits for advance
approval. The material must demonstrate the partner’s value-added services integrated with Veritas product suite.
The material may promote Veritas products and partner’s non-competitive products that are part of a total solution
to the end-user as approved by Veritas. Items must include the appropriate partner logo and Veritas products,
along with the partner’s approved value-added solution.
• Veritas will reimburse for Veritas branded and/or Veritas and Partner co-branded nominal gift or hospitality item
intended for use as a sales tool.
• When developing sales collateral and tools, the partner should coordinate with the Veritas Channel Marketing
Manager.
• Sales Promotions and Incentives
• SPIFFS should be outlined in detail and pre-approved by the partner sales and marketing departments, the Veritas
sales account and marketing managers, and Veritas Legal (Sales or Marketing).
• Funds may only be used by partners to offer to partner’s employed sales individuals or sales team’s time limited
sales incentives for specific Veritas sales activities in respect of Veritas products/services.
• Funds shall not be used by partners to run external rewards or incentives for partner’s customers. Prizes with
an outward appearance of being excessive or lavish, or where applicable program terms are non-compliant with
Veritas Partner Force Program (“VPF”) terms, Veritas Corporate Policies or other compliance requirements will not
be approved.
• Partners who will request reimbursement for SPIFF incentives, are wholly responsible for drafting terms and
conditions, conducting the incentive for its sales employees and for any tax, legal, and compensation matters
resulting from the provision of such incentives for its employees. Such incentive terms must state that Veritas is
released from all liability in connection with the incentive, and Veritas cannot be identified in the incentive terms or
any Partner collateral as the sponsor or administrator, where Partner will seek reimbursement for its SPIFF
incentive covering Veritas products/ services. Any partner running an incentive is under strict obligation to
comply with all applicable laws and regulations, the VPF terms, and any local, state, and federal tax reporting at the
conclusion of any such funding or the incentive.
• Conversely, in the case where Veritas is identified as sponsoring or administrating the Partner sales incentive,
terms must be reviewed and drafted by Veritas Legal Sales, or Marketing, which may be subject to an outside
service charge or a reduction in the agreed Reimbursement Amount.

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Qualifying Activities:
Eligible Media/Sales Collateral
Literature, Case Study, Infographic:
What’s covered: Original artwork, production costs and printing. To complete prior approval, required elements include:
• Proposed literature piece and mock-up of graphics.
• Quantity.
• Itemized costs.
Product or Solutions videos, audio files, Webinars, Podcast, Blog Article, Interactive eBook:
What’s covered: Script development, copywriting, graphics design, audio and video file production, webinars, podcast, blog
article. To complete prior approval, required elements include:
• Target audience.
• Script/storyboard.
• Distribution plan.
• Quantity.
• Itemized costs.
Press Releases:
What’s covered: Production costs of press releases. Total production costs may not exceed $1,000 USD. Press releases
containing insufficient Veritas product content or multiple products will be prorated. Joint press releases or press
releases quoting Veritas must be pre-approved by Veritas, in writing, including a representative from Veritas Corporate
Communications. To complete prior approval, required elements include:
• Description of the press release.
• Submit proposed copy and distribution list.
• Itemized costs.
Direct Mail or E-mail:
What’s covered: Production costs, printing costs, postage costs, collation, mailing list rental (audited circulation) and
telemarketing. List rental must be verified with one-time usage contract and comply with spam laws. To complete prior
approval, required elements include:
• Proposed direct mail piece and mock-up of graphics Targeted audience.
• Quantity.
• Itemized costs.
Newsletters:
What’s covered: Production and postage costs associated with distribution of newsletter. To complete prior approval,
requirements include:
• Proposed newsletter and mock-up of graphics.
• Targeted audience.
• Quantity.
• Itemized costs.

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Sales Tools:
What’s covered: Production and material costs associated with creation of Veritas branded and/or Veritas and Partner co-
branded promotional gift/hospitality items to be used as a sales tool.
• Total value of all promotional gift/hospitality items does not exceed the following:
• Commercial Partners and Customers - $250 USD per person per occasion/item.
• Non U.S. Public Sector or quasi-public sector - $40 USD or agency limit whichever is lower.
• U.S. Public Sector - $20 USD or agency limit whichever is lower.
Qualifying business transformation activities include:
• Sales Process Development.
• Business Plan Development.
• Sales Proposal Development.
Eligible Expenses. See “Eligible Expense Rules Apply” above.

POP:
• Third party invoices detailing individual expense line items.
• Copy/sample/picture of produced materials with recipient list OR Copy of Partner SPIFF/Incentive Terms and Conditions
with winner list OR Business Transformation Plan.

Partner Sales or Technical Training

Description: Funds may be used for taking or offering fee-based sales or technical training on Veritas products or services.
Conditions:
• Partner training must be delivered by Veritas Education Services or an Authorized Veritas Education Center.
• Proof of training delivery and attendance must be supplied.
• Funding requests proposals for training requires:
• Description of type of training (specify whether technical or sales, whether requiring hire of third party local
training instructor, whether requiring flying an instructor into country, etc.).
• A listing of the product categories covered.
• Indication of whether it’s virtual or live instruction.
• Extended travel (including meals and travel costs) beyond the dates of the training event are not permitted
hospitality/entertainment related expenses.
• Where the training includes a final examination, the trainee must pass the exam for the cost of the class to
be funded;
– For example, at testing center, funds may cover costs of the certification exam at testing center only if the
partner employee passes the exam. The testing center cost receipt and a copy of the exam score is required as
documentation to fund the costs.
• Complete attendance throughout the full length of the training – no shows or incomplete attendance, regardless of
reason, will result in denial of funding.

What qualifies
• Veritas Educational Services course tuition and training fees.
• Veritas training and exam costs.
• Travel costs incurred during the training event.
• Refreshments served at session.
• Reasonable equipment rental costs.

32 Veritas Partner Force Program Guide

What doesn’t qualify
• Other Sales or Technical training courses outside of Veritas Partner offerings.
• No reimbursement for expenses incurred to attend non-Veritas sponsored courses (i.e. third party software).

POP:
• Reimbursement Invoice to Veritas.
• Third party invoices detailing individual expense line items.
• List of attendees.
• Copy of training materials OR picture of event showing Veritas representation.

Demo and Proof of Concept

Description: Activities to rent or purchase Veritas or third party hardware/software and augment to the cost of facilities.
Conditions:
• Funds may be used to purchase or rent Veritas or relevant third party demonstration hardware and software.
Any third party hardware or software must be used in conjunction with Veritas products and services.
• Funds may be used to create, extend or refurbish demonstration facilities.
• New or improved demonstration facilities must prominently feature the Veritas name and logo. Evidence of this is
required as outlined below.
• Hardware must meet the minimum specification recommended by Veritas for each product/solution.
• Invoices for equipment and or refurbishment must be supplied.
• Veritas appliances purchased for DEMO and Proof of Concept use with VPDF monies must be purchased following
Veritas defined policies and process.

POP:
• Reimbursement Invoice to Veritas.
• Third party invoices detailing individual expense line items.
• Copy of proposal (incl. date/time/venue).
• Invoices for equipment and or refurbishment.
• Photographs of demo facilities.

Funded Head
Description: A Funded Head (FH) is to be used to promote and drive Veritas products and services, sales and opportunities.
Approval of a FH is subject to agreed upon Key Performance Indicators (“KPIs”), established between Partner and Veritas
Account Manager and may be subject to additional terms and conditions. The FH option may not be available in all countries.
Requirements:
Employment, Selection, and Location:
• Eligible Partner shall ensure that the FH is, and shall remain, Eligible Partner’s employee during the period for which
Veritas provides Eligible Partner with funding for the FH (“Funding Period”). All matters relating to the FH’s employment
shall be Eligible Partner’s sole responsibility including but not limited to the level of salary, benefits and terms and
conditions of employment.
• Eligible Partner shall ensure that Eligible Partner are treated for tax and employment purposes as the FH’s employer, and
Eligible Partner shall be wholly responsible for all employment and social taxes (taxes of any kind), or other contributions
and obligations given or payable in respect of the FH.

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• Eligible Partner shall select the FH from amongst Eligible Partner’s current employees or recruit a new employee. The FH
shall be based at Eligible Partner’s offices.
• Eligible Partner may not hire, offer or promise to hire, as a FH, anyone related to a government official or commercial
party in exchange for a commercial business advantage or any individual that poses a conflict of interest to Veritas or
Eligible Partner (e.g. Veritas employee relative, Eligible Partner’s relative or spouse, etc.).

Funding
• If Veritas agrees based on Eligible Partner’s request to fund a FH, Veritas will make available the funding in respect of the
FH, as specified in the Finance Benefits Portal on PartnerNet for the agreed Funding Period (i.e. quarterly, semi-annually
or annually). Veritas shall not make available any additional monies in addition to the agreed funding in respect of any
applicable taxes.
• Payment will follow the Claim Submission by Eligible Partner and payment process as outlined in the VPDF Benefit
Overview. For the avoidance of doubt, Eligible Partner cannot claim for any FH funding until the end of each applicable
Quarterly schedule. All FH payments are made quarterly in arrears upon receipt of Eligible Partner’s invoice and, if
requested by Veritas, documentation that Eligible Partner employed the FH for the Funding Period.
• At such time, that the Funding Period expires or the proposal for FH is terminated for whatever reason, Veritas shall only
be liable to pay for the portion of the Funding Period in which Eligible Partner’s FH actually renders FH services up until
the effective date of termination (subject always to Veritas’s ability to withhold funding in the event of a breach of the
VPF Terms).
• Veritas reserves the right to stop providing or reduce the agreed funding for the FH in the event Eligible Partner does
not make satisfactory progress in achieving ROI criteria, and/ or pooled funds are deficient during the agreed Funding
Period. Veritas shall not have any responsibility whatsoever to Eligible Partner or FH individual employees, if funding is
withdrawn or reduced during the Funding Period.

Effect of Termination of Employment / Non-Performance of FH Services / Breakdown of Communication

• Veritas reserves the right to withhold FH payments if, for whatever reason, the provision of the FH services Eligible
Partner make available fails to meet Benefit requirements for a consecutive period of 30 days. By way of example, the
following are failures to meet Benefit requirements: the FH ceases to be Eligible Partner’s employee, or has not been
available to deliver the FH services; the FH ceases to have the required attributes; or Eligible Partner or the FH fails to
perform or deliver consistent with the requirements of this Overview.
• Veritas may withhold FH payments until Eligible Partner and Eligible Partner’s FH resource(s) return to compliance with
Benefit requirements. If Eligible Partner does not, then Veritas reserves the right to terminate the FH proposal for the
relevant FH resource, including any funding, on 30 days prior written notice.
• In the event of any breakdown in the relationship between Veritas and the FH or any dissatisfaction on the part of Veritas
with the FH, Veritas shall be entitled to require Eligible Partner, within 30 days of Veritas’s written request, to replace the
employee currently serving as the FH with another of Eligible Partner’s employees, the selection of such replacement to
be subject to the prior written approval of Veritas. Should the parties not agree on such replacement employee within the
30 days, the FH proposal in respect of the original FH shall automatically terminate without the need for additional notice.

ROI:
• An amount determined by Veritas’s reasonable assessment processes. The Qualifying Revenue achievement level shall
be reviewed quarterly.
• Provide monthly, quarterly and annual pipeline and sales forecasts reports where requested by Veritas.
• Provide Veritas with Qualifying Revenue generated through the efforts of the FH must be at least 10:1 to the amount
of funding provided by Veritas, as any other reports reasonably required in a timely fashion including identifying key
successes and lost business.
• Ensure Funded Head has passed ten current Veritas Sales Expert (VSE) and five Veritas Sales Expert Plus (VSE+)
accreditations to ensure familiarity with Veritas products and solutions.

34 Veritas Partner Force Program Guide

POP:
• Eligible Partner must display revenue growth in overall partner billings, both Quarter over Quarter and Year over Year
measured based on Qualifying Billings.
• The amount of Qualifying Revenue generated through the efforts of the Funded Head must be at least 10:1 to the
amount of funding provided by Veritas, as determined by Veritas’s reasonable assessment processes.
• Achievement against targets based on the Qualifying Revenue agreed with Eligible Partner for Funded Heads.
• Submission of monthly, quarterly, and annual reports to the partner’s Veritas representative.

Third Party Consulting Services

Description: Third party consulting services are expected to be co-funded by the Eligible Partner and as such have a
maximum reimbursement at 50% of VPDF eligible costs. In additional to required POP, Eligible Partner will need to provide
itemized proof of the full cost to receive maximum 50% reimbursement (equal to the approved activity amount assuming all
POP requirements are met).
Marketing Consulting - Partners may contract with a bona fide third party vendor consultant or consulting firm to assist
with the development, analysis and marketing tools and services for marketing Veritas products and the partner’s added
value.
IT Consulting - When end customers have very large and diverse IT organizations with complex needs, consulting expertise
may be required in a pre-sales capacity to provide recommendations on the type and quantity of Veritas products required
or a post-sales capacity for successful implementation for the overall solution.
What Qualifies
• For Marketing Consulting, the proposed services must address a specific and definable Veritas marketing objective,
delivered in a specific timeframe. Includes planning and development expenses and vertical marketing development.
• Pre-sales services engagements:
• Health Checks, Proof of Concepts, Penetration Tests, Design and Architecture.
• Please note: There can be no connection on pre-sales activity and a potential sale, e.g. Partner cannot require or
condition providing pre-sales activity to obtain the sale.
• Pre sales services engagements are limited to an aggregate value of no greater than $50K per quarter.
• Partner led training/education.
• Partner led post-sales services:
• Implementation of design and architecture.
• Installation, configuration, rack and stack of appliances.
• Post sales consulting cannot exceed 2% of the actual total sale.
• Customer satisfaction post sales services:
• Must solely be for post sales customer satisfaction issues regarding installation and configuration issues.
• A customer satisfaction issue must be entered via the Technical Support Services.
• Limited to the lesser of $25K or 100 hours per quarter.
What Doesn’t Qualify
• Marketing services may not be used to provide additional support for the partner’s normal marketing functions.
Veritas may refuse reimbursement for such expense if it determines in its sole judgment that consulting services is not
legitimate.
• Non-qualifying Expenses:
• Contracts that extend beyond six months
• Legal consultation, retainer fees and employee salaries
• Consultants’ meals, travel and other expenses beyond the approved consulting fee
• Development of strategic marketing plans not related to a specific marketing event

35 Veritas Partner Force Program Guide

• Services that present a conflict of interest between the bona fide third party vendor and Veritas are prohibited. Veritas
may not engage a vendor/provider affiliated with or owned by a Veritas employee. Veritas Consulting Services may not be
used in any services (whether pre-sales, or post- sales).
• Veritas Business Critical Services.
• Services that present a conflict of interest between the bona-fide third party vendor and Veritas are prohibited. Veritas
may not engage a vendor/provider affiliated with or owned by a Veritas employee.
• Consulting expenses that qualify as third party “intermediary” fees or payments related to business development in
support of a particular sales transaction (i.e. paid for business development).
• 50% of VPDF eligible third-party consulting costs have to be co-funded by the partner and are not eligible for
reimbursement

POP:
• Reimbursement Invoice to Veritas.
• Third party invoices (listing individual expense line items).
• Proof of total VPDF eligible costs for a maximum reimbursement at 50% of VPDF eligible costs.
• Statement of Work (including a detailed scope of services and itemized costs).
• Customer design proposal.
• Detailed Marketing Plain, a specific list of deliverables with completion timeframe, and vendor’s contact details.

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VERTF0020_v2