Consulting Partner Program Policies

Program Year 2019: March 1, 2018 - February 28, 2019

Version: March 1, 2018

These Consulting Partner Program Policies (“Policies”) are current as of the version date set forth above and will remain in effect until
or unless they are superseded at this same (or redirected) URL by a version with a later version date. SFDC may update or modify
these Policies in its sole discretion, with or without notice. These Policies are subject to and made part of the Salesforce Partner
Program Agreement (“SPPA”) at http://p.force.com/SPPA which an entity must accept in order to participate in the Consulting Partner
Program (the “Program”). Capitalized terms not defined in these Policies have the meaning given to them in SPPA.

Consulting Partner Program Overview

The Consulting Partner Program is designed for firms that are inspired to lead the next phase of innovation and help companies
connect with their customers in entirely new ways by offering implementation, integration and/or custom development related to the
Services. SFDC offers our Partners robust resources, training, and tools, enabling them to develop expertise around specific business
functions, product areas, and industries so they can best serve customers and differentiate their practices. Unlike programs developed
by traditional software providers, the Salesforce Program is built exclusively for the cloud and takes advantage of its unique customer
engagement models and economics and potential to deliver customer success.

Consulting Partner Program Requirements

An entity may apply to join the Program through the Partner Enrollment page of the Partner Community at
https://partnersignup.salesforce.com. Upon application, such entity will receive an initial welcome email setting out minimum
requirements for inclusion in the Program on a provisional basis (e.g., demographic information, due diligence / compliance
information). The applying entity must satisfy these requests within thirty (30) days of receipt of this email to keep its application
active. Provided the entity submits such information within the appropriate window, SFDC will review it, and if it is acceptable to SFDC,
SFDC will grant the entity “Provisional Partner” status, and will send the Provisional Partner an additional email outlining the
qualification requirements for inclusion in the Program on a non-provisional basis (e.g., certifications, fee payments, etc. as discussed
on the Consulting Partner Program Overview Page at http://p.force.com/consultingpartnerprogram).

If the Provisional Partner meets these qualifications within six (6) months of receipt of the applicable email, such Provisional Partner
will be admitted to the Program on a non-provisional basis and will be assigned a partnership tier level (“Tier”) as discussed below. If
a Provisional Partner fails to meet the qualifications within six (6) months of receipt of the email, it will not be admitted to the Program
and will be removed from the Partner Community without any refund of fees, however it may reapply after meeting the qualifications.
If it reapplies within the same Program Year the amount of fees paid previously for such Program Year will count against any additional
fees incurred for such same Program Year application. No such credit will apply to subsequent Program Years. Any exception to the
Program requirements will be subject to approval and management by SFDC’s Senior Vice President of Partner Programs.

Consulting Partner Program Benefits

The benefits to which a Partner in good standing is entitled, based on Tier (as discussed below), are set out at
http://p.force.com/sibenefits.

Consulting Partner Program Tiers

When a Provisional Partner is admitted to the Program on a non-provisional basis, it will be assigned to the “Registered” Tier level.
During its participation in the Program, the Partner will be evaluated each quarter, based on SFDC’s fiscal year (February 1 - January
31), and may be reassigned to a different Tier based on its Partnership Value Score (“PVS”) as described on the Overview Page.
Evaluations will be conducted during the first month following the end of an SFDC fiscal quarter, and any resulting reassignment will
be effective as of the first day of the following month, as set forth below. SFDC will notify each Partner of its new Tier on or before the
effective date thereof. Partners who do not remain in compliance with the qualifications of the Program may be removed from the
Program and the Partner Community without any refund of fees.

Evaluation Type SFDC Fiscal Quarter Ends Review Conducted New Tier Effective Date
FY18 Annual Evaluation (Q4) January 31, 2018 February 2018 March 1, 2018
(based on FY18 program criteria)
FY19 Q1 Evaluation April 30, 2018 May 2018 June 1, 2018
(based on FY19 program criteria)
FY19 Q2 Evaluation July 31, 2018 August 2018 September 1, 2018
(based on FY19 program criteria)

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 FY19 Q3 Evaluation October 31, 2018 November 2018 December 1, 2018
(based on FY19 program criteria)
FY19 Annual Evaluation (Q4) January 31, 2019 February 2019 March 1, 2019
(based on FY19 program criteria)

Consulting Partner Program Fees

The fees which a Partner is obligated to pay upon enrollment and upon renewal annually, based on Tier, are set out in the Overview
Page at http://p.force.com/siprogram. Such fees may be prorated quarterly for Partners joining the Program more than two months
after the start of the Program Year. A Partner who is reassigned to a higher Tier during a Program Year will not be responsible for the
additional program fees associated with such higher Tier until the start of the next Program Year. No later than ten (10) days after the
start of a program year, a Partner may request reassignment to a lower Tier than the Tier for which it qualifies. If SFDC approves such
request, such Partner will be reassigned to such lower Tier, effective as of the start of the Program Year, and will be responsible for
the fee associated with such lower Tier, however such Partner will not be eligible for reassignment to a higher Tier for the remainder
of such Program Year.

Fullforce, Masters, and LightningBolt Initiatives

SFDC may offer a Partner the chance to participate in the Fullforce Initiative, Masters Initiative, and/or LightningBolt Initiative.
Additional information for each initiative, respectively, is at partners.salesforce.com/s/education/consultants/Fullforce,
partners.salesforce.com/s/education/consultants/Masters, and partners.salesforce.com/s/education/general/Lightning_Bolt.

Compliance
At all times during its participation in the Program, Partner must comply with all applicable anti-corruption laws. If SFDC reasonably
suspects Partner has breached such obligation, SFDC may inspect and copy Partner’s books, records, and accounts and interview
relevant Partner personnel. Partner agrees that SFDC may request verification that Partner, Partner’s sales representatives, and
anyone engaged by Partner to perform work in connection with the Partner Program has undertaken compliance training and
compliance certifications that align to Partner’s compliance obligations under the SPPA and these Policies.

Training
Partner agrees that to the extent it is engaged in marketing, submitting referrals to SFDC (as discussed in the appendix hereto), or
otherwise reselling the Services, Partner’s sales representatives and other personnel will use reasonable efforts to participate in the
basic online training offered for free by SFDC to SFDC’s users generally. As SFDC upgrades the Services, SFDC may ask Partner’s sales
representatives and other personnel to undergo further training based on SFDC Services’ new features and functions, and Partner and
Partner’s personnel agree to make reasonable, good faith efforts to participate in such further training. Partner agrees to use
reasonable efforts to advise SFDC of any demonstrations required to market the Services to prospective SFDC customers, especially
those with a sales force or customer service group of greater than twenty (20) people. To the extent Partner is eligible to receive
certain technical support offerings, such programs are provided under SFDC’s technical support policies in effect at the time the
Services are provided. For clarification, technical support does not include support for Non-SFDC Applications or other third party
programs or services. SFDC’s technical support policies are subject to change at SFDC’s discretion.

AppExchange
Subject to its inclusion as a program benefit in Partner’s assigned Tier, and solely for so long as Partner remains a Partner assigned to
such Tier, and subject to the terms of the SPPA (including the AppExchange Addendum thereto) and these Policies, Partner may be
entitled to the AppExchange Listing Program Benefit allowing Partner to market products or services on the AppExchange. If Partner
is not entitled to, or is not utilizing the AppExchange Listing Program Benefit, the AppExchange Addendum will not apply to Partner.

Services Subscriptions
Subject to its inclusion as a program benefit in Partner’s assigned Tier, and solely for so long as Partner remains a Partner assigned to
such Tier, and subject to the terms of the SPPA and these Policies, SFDC may provide Partner with log-in credentials to one or more
Services, and thereby grant Partner a non-exclusive, non-transferable limited right to access and use such Services solely for: (i)
demonstration of the Services to potential SFDC customers solely in connection with Partner’s participation in the Program, or (ii)
training on the use of the Services. Partner’s use of any Services subscriptions is further subject to the restrictions set forth in Section
5 of the SPPA and, to the extent such subscriptions have been ordered by Partner from SFDC pursuant to an order form, any restrictions
set forth in such order form. For clarity, Partner may be, or may become entitled to, receive access to the Services under a separate
agreement with SFDC. The SPPA and these Policies will govern Partner’s access to the Services to the extent subscriptions to Services
are provided as a benefit of the Program.

Consulting Partner Program Policies – Page 2

Marketing Services
Subject to its inclusion as a program benefit in Partner’s assigned Tier, and solely for so long as Partner remains a Partner assigned to
such Tier, and subject to the terms of the SPPA and these Policies, SFDC grants Partner a non-exclusive, nontransferable, limited license
to use those portions of SFDC’s marketing programs, marketing materials and tools, as further described herein (“Marketing Services”)
solely for the purpose of creating, executing, and monitoring marketing campaigns related to SFDC’s products and services. Partner’s
use of the Marketing Services shall be subject to the SPPA (including the online Salesforce Partner Co-Marketing Agreement referenced
therein (the “SPCMA”) and these Policies and must comply with SFDC’s current branding guidelines, including SFDC’s Trademark Usage
Guidelines (available at SFDC’s main website) and SFDC’s Partner Branding and Logo Usage Guidelines and Partner Press Release
Guidelines (both available through the Partner Community). SFDC may change the usage, branding and press release guidelines and
location thereof at any time, and, upon reasonable notice from SFDC, Partner will promptly modify Partner’s use of the Marketing
Services to conform to any such changed guidelines. Partner may allow third parties to access the Marketing Services for the purpose
of creating, executing, and monitoring marketing campaigns related to SFDC’s products and services on Partner’s behalf, provided that
Partner ensures that all such use is in accordance with the SPPA, the SPCMA and these Policies. Partner agrees to be responsible for
any misuse of the Marketing Services by Partner or any third party using the Marketing Services on Partner’s behalf and Partner agrees
to use the Marketing Services at Partner’s own risk. Partner will cooperate with SFDC to allow for review of Partner’s use of the
Marketing Services and compliance with SFDC’s quality standards. If SFDC, in SFDC’s sole discretion, determines that Partner’s use of
the Marketing Services does not comply with the SPPA, the SPCMA, these Policies, or SFDC’s branding guidelines, Partner will promptly
modify or discontinue Partner’s use as directed by SFDC. In the event Marketing Services include payments to Partner, then Partner
will maintain adequate books and records regarding the basis for such payments and will provide SFDC with copies of such records
upon request.

SFDC Trademark License.

Subject to its inclusion as a program benefit in Partner’s assigned Tier, and solely for so long as Partner remains a Partner assigned to
such Tier, and subject to the terms of the SPPA and these Policies, SFDC grants Partner a limited, nonexclusive, nontransferable, non-
sublicensable, royalty-free license during the Program Year to use, solely in connection with Partner’s rights, duties and obligations
under the SPPA and these Policies, such marks identified publicly by SFDC as available for use by Partners within Partner’s assigned
Tier (see, e.g., Partner Branding and Logo Usage Guidelines) (“SFDC’s Marks”) in any jurisdiction in which Partner is authorized to be
a Partner and SFDC has rights during the Program Year. This license does not grant rights to use any of SFDC’s trademarks that are not
SFDC’s Marks. Any use by Partner of SFDC’s Marks will be in accordance with SFDC’s trademark usage policies, with proper markings
and legends, and subject to SFDC’s prior written approval. Partner will not make any express or implied statement or suggestion, or
use any of SFDC’s trademarks in any manner, that dilutes, tarnishes, degrades, disparages or otherwise reflects adversely on SFDC or
its business, products or services. Partner will cease, or adjust the manner of, its use of any of SFDC’s Marks at SFDC’s request in its
sole discretion. SFDC may withdraw any approval of any use of SFDC’s Marks at any time in its sole discretion upon written notice to
Partner, which withdrawal will be effective promptly but in no case more than thirty (30) days from the date of SFDC’s notice sent in
accordance with the SPPA and these Policies.

Questions? Need assistance?

Please submit a case via the Partner Community at https://partners.salesforce.com/.

Consulting Partner Program Policies – Page 3

 Addendum 1 - Referrals

Referrals
A Partner in the Consulting Partner Program may be eligible to receive a referral fee if it submits a referral to SFDC’s direct sales
organization through the Partner Community, that referral meets the requirements described in this Addendum and is approved by
SFDC, and is converted into a SFDC direct sale opportunity that closes within six (6) months after date the referral is submitted.

First Year Net Revenue

The referral fee for a qualifying referral submitted through the Partner Community, resulting in a successfully closed direct SFDC
opportunity, is based on the subscription fees for eligible product(s) set forth in the order form(s) associated with such opportunity
covering the 12-month period starting on the earliest order form start date, net of any discounts, taxes payable and subsequent
refunds not due to SFDC’s invoicing error or breach, and not including fees for support, implementation, customization, training,
consulting or other professional services, or third-party products or services (“First Year Net Revenue”). If an order form executed in
connection with a referral is a multi year order form, referral fees will be based only on the First Year Net Revenue, not on any revenue
covering any period thereafter.

First Referral Only

If multiple Partners submit referrals through the Partner Community that result in a single opportunity, the only referral that will be
evaluated for referral fees is the first referral submitted during the six (6) months prior to the date on which the opportunity is closed.
Later submitted referrals will not be eligible for referral fees in connection with such opportunity.

Ineligible Products
Certain products will be ineligible for referral fees, and will be marked as such in the Partner Community submission process and/or
will be inaccessible to Partner when submitting a referral.

Maximum Fee
The maximum referral fee SFDC will pay to Partner with respect to an opportunity that results in a closed opportunity is $10,000 per
Mature Market opportunity and $100,000 per Growth Market opportunity (or if the opportunity is not in US dollars, the applicable
currency equivalent of such amounts).

Referral Fees
The following tables set out the applicable referral fee rates for qualifying referrals, and the types of referrals ineligible for fees.

Referral Type Market Referral Fee

Sourced Referral Mature Market* 10% of First Year Net Revenue

Growth Market** 20% of First Year Net Revenue

Joint Referral Mature Market* Mature Market opportunities resulting from joint sale efforts by SFDC and Partner
are not eligible for referral fees.
Growth Market** 5% of First Year Net Revenue

Add-On / Upgrade Mature Market* Mature Market add-on / upgrade opportunities are not eligible for referral fees

Growth Market** Sourced or Joint Growth Market** percentage of First Year Net Revenue, as set forth
above, provided referred customer has a valid and existing order form in place with
SFDC at the time the referral is submitted and at the time the add-on / upgrade
opportunity is closed.
Ineligible For Referral Fees Description
Existing Opportunities Referrals that convert into opportunities that are materially the same (i.e. same
customer, same products) as opportunities that are in SFDC’s active sale process at
the time of the referral, or were in process during the sixty (60) days prior to the
referral submission, are not eligible for referral fees.

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Addendum 1 Referrals – Page 1
 Renewal Opportunity Opportunities that are renewals are not eligible for referral fees.
Public Sector / Non Profit Opportunities where the referred customer is a non-profit or government entity
(including any agency or department thereof), political party, enterprise owned
wholly or in part or controlled by a government, or public international organization
(such as the World Bank), or any other entity or person acting on behalf of any such
government, political party, enterprise, or public international organization, are not
eligible for referral fees.
Subscription Term < 1 Year Opportunities with a term of less than one year (other than eligible Growth Market**
add-on / upgrade opportunities) are not eligible for referral fees.
Revenue Beyond First Year Opportunities with a term of more than one year are only eligible for referral fees
with respect to the First Year Net Revenue.
Not in Good Standing Opportunities where the referring Partner is not in good standing at the time of
SFDC’s payment processing, or is in breach of the terms of the SPPA or these Policies,
are not eligible for referral fees.
Failure to Follow Process Opportunities where the referring Partner has failed to follow the process set out in
these Policies are not eligible for referral fees.
Customer Prohibition / Payment Opportunities where the referred customer prohibits the inclusion of such fees in its
payments to SFDC, or where the referred customer has paid or will pay such fees
directly to Partner, are not eligible for referral fees.
Excluded Countries Opportunities where the referred customer is located in the United States, Canada,
China, or Japan are not eligible for referral fees.
Self Referrals Opportunities where the referring Partner is also the referred customer are not
eligible for referral fees.
Global Strategic Tier Opportunities where the referring Partner is in the Global Strategic Tier are not
eligible for referral fees.
Platinum Tier - Mature Market* Opportunities in the Mature Market* where the referring Partner is in the Platinum
Tier are not eligible for referral fees.
Violation of Law Notwithstanding any other provisions in the SPPA or these Policies, Partner will not
be entitled to referral fees: (i) if such fees are prohibited or limited by federal, state
or local law or regulation in the United States or in the jurisdiction where the
applicable Partner or referred customer is located, (ii) if such Partner has used illegal,
unethical, or improper means to generate such referral or if it has promised, given,
offered, or authorized the provision of money or anything of value to anyone to
improperly influence the award or retention of business in connection with such
referral, or (iii) if the referred customer is in any sanctioned country (including Cuba,
Sudan, Iran, North Korea, Syria, and Crimea or any other countries included on lists
maintained by the Office of Foreign Asset Control), on any Specially Designated
Nationals lists, or on any other denied parties lists.
*Mature Market means those regions outside the United States and Canada where SFDC has a full local sales coverage presence. The list of regions
included in this definition is subject to change, but as of the version date this includes: Australia, Israel, New Zealand, and certain countries in Europe
including: Andorra, Austria, Belgium, Denmark, Finland, France, Germany, Greenland, Iceland, Ireland, Italy, Liechtenstein, Luxembourg, Monaco,
Netherlands, Netherlands Antilles, Norway, Portugal, Spain, Sweden, Switzerland, and the United Kingdom. For more information, Partner may
submit a case via the Partner Community.
**Growth Market means those regions where SDFC has a limited local sales coverage presence; the list of regions included in this definition is
subject to change, but as of the version date this includes: all countries in Latin America, Asia Pacific (excluding Australia, China, Japan, and New
Zealand), the Middle East (except Israel), Africa, Russia, the Commonwealth of Independent States, and Europe (excluding those countries listed as
part of the Mature Market above). For more information, Partner may submit a case via the Partner Community.

Partner Affiliates, Mergers, and Acquisitions

If any Partner is an Affiliate of another Partner, where “Affiliate” means any entity that directly or indirectly controls, is controlled by,
or is under common control with the subject entity, and "Control," for purposes of this definition, means direct or indirect ownership
or control of more than 50% of the voting interests of the subject entity, and the Partners are in different Tiers, the highest Tier
associated with any Partner Affiliate will be deemed to apply to all Partners Affiliates for purposes of eligibility for referral fees. For
example, if a Partner is in the Registered Tier, and its Affiliate is a Partner in the Global Strategic Tier, neither Partner will be eligible

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Addendum 1 Referrals – Page 2
for referral fees; if a Partner is in the Registered Tier and its Affiliate is a Partner in the Platinum Tier, neither Partner will be eligible
for referral fees for opportunities in the Mature Market. If a Partner is not an Affiliate of another Partner when it joins the Program,
but becomes an Affiliate of another Partner during a program year (e.g. following a merger, acquisition, corporate reorganization, or
sale of all or substantially all of its assets, or because its Affiliate later joins the Program), each Partner’s Tier will be considered
separately for purposes of referral fee eligibility until the start of the next program year, at which time the highest Tier associated with
any Partner Affiliate will be deemed to apply to all Partners Affiliates for purposes of eligibility for referral fees.

Payment Processing
SFDC will calculate referral fees on a monthly basis, and payment of a fee will be processed within forty-five (45) days of the end of
the month during which the associated opportunity is closed. Payments made to Partner hereunder will be made by check or wire
transfer, unless otherwise agreed between the parties.

Minimum Threshold for Fee Payment

The minimum monthly threshold for referral fee payments will be $500 (or if the opportunities are not in US dollars, the applicable
currency equivalent of $500). If the referral fees due to a Partner for opportunities closed during a given month meet or exceed the
threshold amount, SFDC will remit such amounts to Partner as discussed herein. If Partner’s fees for such month do not meet the
threshold, Partner’s right to referral fees for that month are forfeit. Forfeit fee amounts do not roll forward to the next month.

Referral Fee Refunds

If SFDC makes a referral fee payment to Partner in error, or if a referred customer fails to make required first-year subscription fee
payments to SFDC within sixty (60) days of the payment due date, or if the applicable order form between SFDC and the referred
customer is terminated before its agreed upon expiration date, SFDC will be entitled to a refund of the corresponding referral fee
payments made to such Partner (provided that if a non-paying customer does ultimately pay all amounts due, SFDC will repay Partner
the applicable fees less a deduction for collection and administrative costs, not exceeding half of the total fee). SFDC may in its sole
discretion choose to either offset such refundable amounts against fees SFDC owes to Partner hereunder, or invoice Partner for the
refundable amounts; invoiced amounts are due and payable within thirty (30) days of the invoice date. SFDC’s right to a refund of
which SFDC has not notified Partner will expire ninety (90) days after the one-year anniversary of the start date of the applicable order
form.

Partner Responsibility
Each Partner is responsible for managing the referrals it submits; should Partner have concerns about the timely review, processing,
approval or rejection of a referral it has submitted, such Partner should submit a case via the Partner Community within (30) days of
the date on which the associated opportunity is closed.

Personal Data
In submitting personal data to the Partner Community in connection with a referral, Partner will comply with all applicable laws
governing Partner’s collection, storage, processing, use and transfer of such information. As the data provider, Partner warrants that
it has provided all appropriate notices to data subjects and obtained all appropriate consents to transfer data to SFDC and allow its
processing according to the terms of the SPPA and these Policies. Partner authorizes SFDC to process such data as reasonably required
to exercise SFDC’s rights and perform SFDC’s obligations under the SPPA and these Policies; Partner acknowledges that SFDC may be
required to provide personally identifiable information to third parties to comply with legally mandated reporting, disclosure, or other
legal process requirements.

Questions? Need assistance?

Please submit a case via the Partner Community at https://partners.salesforce.com/.

Consulting Partner Program Policies

Addendum 1 Referrals – Page 3