NA Reseller Program Guide UE

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  • 7/31/2019 NA Reseller Program Guide UE

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    Adobe Partner Connection Reseller ProgramProgram Guide

  • 7/31/2019 NA Reseller Program Guide UE

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    Adobe Partner Connection Reseller Program

    Conen

    Overview o Adobe Partner Connection Program 3

    Reseller Program levels 4

    Reseller Program level details 5

    Reseller Program beneits 7

    Training, certi ication, and specialization 13

    Onboarding 15

    Ongoing perormance evaluation 16

    Adobe Partner ConnectionReseller ProgramNorth America Program Guidev11

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    Adobe Partner Connection Reseller Program

    Adobe Partner Connection Reseller ProgramNorth America Program Guide

    Overview o Adobe Parner Connecion Program

    The primary goal o the Adobe Partner Connection Program is to reward Adobe partners or helping to drive

    our mutual strategic objectives

    Growprofitablerevenue

    Drivegreateraccountpenetration

    Acquirenewcustomer s

    KeepcustomerscurrentonAdobeslatesttechnologyinnovations

    We believe that together with our partners, we can achieve these goals We are committed to rewarding

    partners who work toward these goals through better partner program inrastructure, training, and incentiv

    Adobewillprovidebothfinancialincentives,suchasrebates,dealregistration,Co-op,and/orMDF,and

    non-financialincentives,suchasNFRsoftware,training,andpublicrecognition,topartnerswhoworkwithus

    to drive these objectives

    Programs and parner ypes

    AprimarygoaloftheAdobePartnerConnectionProgramistorecognizeandrewardtheunique

    competencies o each partner To do this, it is important to identiy the role that each partner plays The

    PartnerConnectionProgramconsistsofthreeuniqueprogramsdesignedforthefollowingpartnertypes:

    Distributor,Reseller,andRetailPartner.Inaddition,whenapartnerfocusesonaparticularbusinessmodel

    suchasonlineretail,orauniqueverticalmarketsuchaseducationorgovernment,thePartnerConnectionProgramwilltreattheseattributesdifferentlyandrewardforuniqueareasoffocusorspecialization.

    Programs and examples o parner ypes

    Disribuor Program Reseller Program Reail Program

    General distributors Small, medium, and large resellers Retail stores

    Specialized vertical distributors Value-added resellers (VARs) Online retailers

    Large account resellers (LARs) Campus stores

    Directmarketingresellers(DMRs) DigitalImaging/ProVideoresellers

    Note:Additionalpartnertypesincludesolutionpartners,Connectpartners,Omniturepartners,OEM/ISVpartners,and

    system integrators, which will continue to be run as separate programs at this time

    Reseller Program overview

    Eligibility to join the Reseller Program is open to all businesses that sell Adobe sotware products to end use

    customers.Participationintheprogramisrequiredforaccesstothebroadestsetofpricingandlicensing

    options.Non-participatingresellerswillhaveaccessonlytoAdobescommercialTransactionalLicensing

    Program (TLP) oerings

    The description o the program that ollows is an integral part o the Adobe Partner Connection Program

    Agreement and is designed to be read in conjunction with the Program Agreement that must be executed b

    each participating reseller Any terms and deinitions covered here shall have the same meaning as set orth

    the Program Agreement

    Adobe ParnerConnecion Poralwww.adobe.com/partners

    http://www.adobe.com/uk/partnershttp://www.adobe.com/uk/partners
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    Adobe Partner Connection Reseller Program

    Adobe retains the right, by email notiication and other communication posted to the Adobe Sales Center,

    Adobe Partner Connection Portal, or any other similar partner/reseller communication website, to eect and

    announce changes to the Program Guide and to the policies and procedures described in this document and

    such changes that will be deemed to be incorporated herein by reerence Any changes will be eective 30 da

    rom the date o the announcement All new versions o the Program Guide shall supersede and replace all

    prior and existing versions o the Program Guide All support and resources provided by Adobe are subject to

    availability The Adobe Partner Connection Program is deined as a worldwide program and leverages a

    common ramework or our partners across the globe This document relects the regional implementation o

    the ramework or North America (US and Canada)

    ParticipationintheResellerProgramissubjecttoapprovalbyAdobe.WithoutprejudicetoAdobesrightto

    reject any potential reseller rom participating in the Reseller Program, Adobe reserves the right change the

    requirementstojointheResellerProgramatanytime.ResellerwilltreatallmaterialsrelatingtotheAdobe

    Partner Connection Program, including this Program Guide, as conidential and will only disclose such

    inormation to a person who is an employee o Reseller and who is obligated to keep such inormation

    conidential

    Reseller Program levels

    TheResellerProgramrewardsfourdifferentlevelsofengagementwithAdobe:Platinum,Gold,Certified,and

    Registered.ResellersnotparticipatingintheResellerProgramwillhaveaccessonlytoAdobesTLP

    Commercial licensing o erings

    Reseller Program level deiniions

    Regisered - The Registered level allows resale o Adobe shrinkwrap products as well as the TLP commercia

    government,andeducation/non-profitlicensingprograms.Itrequiresanonlineclick-throughagreementfor

    each reseller

    Ceriied-TheCertifiedlevelrequiresthataresellerbeRegisteredandhaveatleastoneemployeecertified

    underoneoftheAdobePartnerConnectionProgramcertificationprograms.Minimumcertificationsrequired

    or this level are one (1) Adobe Certiied Sales Proessional in Creative Suite or Acrobat, and one in Volume

    Licensing.InadditiontothebenefitsoftheRegisteredlevel,resellersattheCertifiedlevelareeligibletosell

    AdobesCumulativeLicensingProgram(CLP)andEnterpriseAgreement(EA)programandfordealregistratio

    andotherincentives.OnlyresellersthatqualifyfortheCertifiedlevelandabovewillbeabletoaccesstheAdobeSalesCenterfordealregistrationandotherbenefits,andbelistedinthePartnerFinder.

    Gold-TheGoldlevelrequiresaresellertomeettherequirementsforboththeRegisteredandCertifiedlevel

    andtohavebeenanAdoberesellerforaminimumofsix(6)months.Inaddition,theGoldlevelresellermust

    have additional Adobe Certiied Sales Proessionals in Acrobat, Creative Suite, and Volume Licensing The Go

    levelresellerwillbeassignedanAdobeAccountManagerandwillhavequarterlybusinessplansandreviews

    revenue target will be set and the reseller will be eligible or rewards such as deal registration, perormance

    incentives, and marketing unds

    Plainum-ThePlatinumlevelrequiresthehighestlevelofperformanceandengagementintheAdobe

    business.Inreturn,itprovidestheresellerwiththerichestlevelofbenefitsintheResellerProgram.Platinum

    levelresellersmustmeetalloftherequirementsfortheRegistered,Certified,andGoldlevels,plusthe

    additionalrequirementsofthePlatinumlevel.ThePlatinumlevelresellerwillbeassignedanAdobeAccountManagerandwillhavequarterlybusinessplansandreviews.Arevenuetargetwillbesetandtheresellerwil

    be eligible or rewards such as deal registration, perormance incentives, and marketing unds

    Requiremen summary

    EachResellerProgramlevelhasaminimumpersonnelrequirementthatincludesAdobeCertifiedSales

    Professional/sandotherpersonnel.BoththeGoldandPlatinumlevelsalsorequireaminimumrevenuethresh

    toenterormaintainstatusatthatlevel.TherevenuerequirementwillbecalculatedbasedonannualQualifying

    Revenue (deined below)

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    Adobe Partner Connection Reseller Program

    Reseller level Annual Qualiying

    Revenue (in USD)

    Personnel Requiremens

    Registered N/A N/A

    Certied N/A 1AdobeCertiedSalesProfessional,CreativeSuiteorAcrobat

    1AdobeCertiedSalesProfessional,VolumeLicensing

    Gold Firstyearonly:$500K

    QualifyingRevenueOR

    $25Mtotalsowarerevenue rom all sources

    Renewals:$500K

    QualifyingRevenue

    1AdobeCertiedSalesProfessional,CreativeSuite

    1AdobeCertiedSalesProfessional,Acrobat

    2AdobeCertiedSalesProfessionals,VolumeLicensingDedicatedProductLineManager

    1employeededicatedtotheAdobebusiness

    Platinum $7.5M 2AdobeCertiedSalesProfessionalsCreativeSuite

    2AdobeCertiedSalesProfessionals,Acrobat

    3AdobeCertiedSalesProfessionals,VolumeLicensing

    DedicatedProductLineManager

    2employeesdedicatedtotheAdobebusiness

    Pricing and licensing program summary

    Reseller access to Adobe pricing and licensing options varies based on program level and specialization

    Shrink C Shrink

    STE

    TLP-C TLP-G TLP-E* CLP &

    EA-C

    CLP &

    EA-G

    CLP-E &

    K-12EA

    Non-participating reseller

    Registered Reseller

    Certied, Gold, and

    Platinum Resellers (no

    specializations)

    Certied + with

    Education Specialization

    Certied + with

    Government

    Specialization

    C = Commercial

    E = Education

    G = Government

    STE = Student/ Teacher Edition

    TLP = Transactional Licensing Program

    CLP = Cumulative Licensing Program

    EA = Adobe Enterprise Agreement

    *TLP education includes non-proit enti