Google Apps Reseller Program Guide 03-27-2012

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Google Apps Reseller Program Guide March 2012

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Google Apps - Reseller Tracks Selling Google Apps to the SMB market and addressing the implementation needs of customers with fewer than five hundred employees is quite different than selling Google Apps to mid-sized and large corporations and addressing their more complex and resource-intensive requirements. As a result, Google offers two tracks for companies interested in reselling and deploying the Services. These two tracks are:

1. Google Apps SMB Reseller track: focus is on reselling to companies with fewer than five hundred

employees.

2. Google Apps Enterprise Reseller track: focus is on reselling to companies with greater than five hundred employees, especially companies with five hundred to thousands of employees.

A reseller can pursue both Apps Reseller tracks if they wish; however, it is difficult for one company to specialize in both since the business model and economics vary widely. The terms of this Google Apps Reseller Program Guide are subject to the terms of the Agreement.

Google Apps SMB Reseller Track.

1. Generally. For those companies who wish to focus on reselling and implementing Google Apps for SMB

customers with less than five hundred employees, Google offers the Google Apps SMB Reseller track. This track allows new Apps resellers to develop competency in selling and deploying the Services to a number of SMB customers. It also helps new resellers gain experience having customers under management and providing ongoing support to a base of Google Apps customers.

2. Levels. There are two reseller levels in the Google Apps SMB Reseller track:

a. Authorized SMB Reseller. This basic partnership level includes companies that have satisfied the minimum pre-requisites to join as a Google Apps SMB reseller.

b. Premier SMB Reseller. This partnership level is reserved for firms who have proven their competency in the Google Apps SMB Reseller track through various criteria such as number of customers, End User Accounts under management, number of certified professionals, number of published customer success stories, and the like.

3. Requirements and Benefits. The requirements for participation as an Authorized SMB Reseller or a

Premier SMB Reseller, as well as the benefits of participating in a given level, are set forth in the below tables.

4. Google Apps SMB Reseller Benefits. Refer to the table below for a summary of the benefits for both levels

in the Google Apps SMB Reseller track.

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Benefits SMB Authorized SMB Premier Sales

Access to Online Provisioning and Ordering Tools Y Y

Reseller Discount Y Y Sell own apps in Apps Marketplace Y Y

Marketing

Google Reseller Program Logo and Branding Google Apps Authorized

SMB Reseller

Google Apps Premier SMB

Reseller Online Marketing Collateral and Tools Y Y Invitations to guest blogposts Y

Training

Training eLearning Y Y Training webinars Y Y Training - classroom-based (fee-based) Y Discounted Certification Programs (fee-based) Y Discounted

Support

Standard Support via Ticket Submission/Tracking System Y Y Knowledge and Best Practice Sharing

Reseller Resource Site Y Y

Regular Partner Outreach and Communication Y Y

Strategic Engagement

Named Partner Manager for escalations Y Y NDA product roadmap briefings Y Early new product access/trusted tester participation Y

5. Google Apps SMB Reseller Requirements. Refer to the table below for a summary of the requirements for

both levels of the Google Apps SMB Reseller track.

Requirements SMB Authorized SMB

Premier

Partner Revenue

Annual New Business incremental number of End User Accounts (seats) and number of customers in last calendar year

150 End User Accounts and 15 customers

Partner Certifications

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Number of Active Certified Deployment Professionals 0 1 Number of Active Certified Sales Professionals (effective July 1, 2012) 0 1

Joint Marketing

Number of Published Customer Success Stories (per year) 0 2

Customer Satisfaction

Minimum seven day active user percentage across customer base 60%

Contractual Requirements

Pre-requisite: total of twenty five End User Accounts (seats) of the Services already sold and deployed (can be across one or many customers)

Y Y

Google Apps Reseller Agreement Y Y Credit Check Y Y

Google Apps Enterprise Reseller Track.

1. Generally. For those companies who wish to focus on reselling and implementing Google Apps for mid-

size companies and large corporations with more than five hundred employees, with a particular focus on companies with between five hundred and thousands of employees, Google offers the Google Apps Enterprise Reseller track. Participation in the Enterprise Reseller Track requires a deeper reseller competency and investment in order to effectively sell and implement Google Apps in the mid-market and large company segments. Therefore, admittance into the Google Apps Enterprise Reseller track is invite-only; this is discussed further below.

2. Levels. There are two reseller levels in the Google Apps Enterprise Reseller track:

a. Authorized Enterprise Reseller: This basic partnership level includes companies that have satisfied the requirements to join as a Google Apps Enterprise reseller.

b. Premier Enterprise Reseller: This partnership level is reserved for firms who have proven their competency in the Google Apps Enterprise Reseller track through various criteria such as number of End User Accounts under management, number of certified professionals, and number of published customer success stories.

3. Requirements and Benefits. The requirements for participation as an Authorized Enterprise Reseller or a

Premier Enterprise Reseller, as well as the benefits of participating in a given level, are set forth in the below tables.

4. Google Apps Enterprise Reseller Benefits. Refer to the table below for a summary of the benefits of both levels in the Google Apps Enterprise Reseller track.

Benefits Enterprise Authorized Enterprise

Premier Sales

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Access to Online Provisioning and Ordering Tools Y Y

Reseller Discount Y Y Sell own apps in Apps Marketplace Y Y Lead Sharing Programs (co-selling) Preferred Invitation to Google Sales Management meetings Preferred

Marketing

Google Reseller Program Logo and Branding Google Apps Authorized Enterprise Reseller

Google Apps Premier

Enterprise Reseller

Online Marketing Collateral and Tools Y Y Invitation to Google-led marketing events Preferred Partner-led event co-sponsorships & co-planning Y Invitations to guest blogposts Y Assistance with publishing success stories Y Y

Training

Training - eLearning Y Y Training - webinars Y Y Training - classroom-based (fee-based) Discounted Discounted Certification Programs (fee-based) Y Discounted

Support

Standard Support via Ticket Submission/Tracking System Y Y Partner Technical Resource Y

Knowledge and Best Practice Sharing

Reseller Resource Site Y Y Regular Partner Outreach and Communication Y Y Google Proprietary Deployment Tools Y Y

Strategic Engagement Named Partner Manager Y Y NDA product roadmap briefings Y Y Early new product access/trusted tester participation Y Joint business planning Y Business reviews with Google execs Quarterly Invitation to Partner Advisory Board Y

5. Google Apps Enterprise Reseller Requirements. Refer to the table below for a summary of the

requirements of both reseller levels in the Google Apps Enterprise Reseller track.

Requirements Enterprise Authorized Enterprise

Premier Partner Revenue

Annual New Business (incremental number of End User Accounts in last calendar year) 1,000

10,000 (NA, JAPAN)

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5,000 (EMEA,

LATAM, APAC) Quarterly Revenue Commitment Y Y Partner Sourced Revenue Commitment Y Y Pipeline Visibility Y Y PRM Portal Usage Y

Partner Certifications

Number of Active Certified Deployment Professionals 2 (NA, JAPAN)

1 (EMEA, LATAM, APAC)

5 (NA, JAPAN) 3 (EMEA,

LATAM, APAC) Mandatory Certification of Deployment Professionals Y Y

Number of Active Certified Sales Professionals (effective July 1, 2012)

2 (NA) 1 (EMEA,

LATAM, APAC, JAPAN)

5 (NA) 3 (EMEA,

LATAM, APAC, JAPAN)

Joint Marketing

Development of Joint Collateral Y Y Number of required Published Customer Success Stories (per year) 0 3

Contractual Requirements

Invitation to Apps Enterprise Reseller Track Y Y Google Apps Reseller Agreement Y Y Credit Check Y Y Named Partner Manager (from partner side) Y Y Named Partner Executive Sponsor (from partner side) Y Business Plan Y Y

Other Information 1. Territory. The territory for this Program Guide is the same territory as defined in the Agreement. 2.