Download - NA Reseller Program Guide UE

7/31/2019 NA Reseller Program Guide UE

1/19

Adobe Partner Connection Reseller ProgramProgram Guide


2/19

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


3/19


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


4/19


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)


5/19


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 entities

Adetaileddescriptionofadditionaleligibility,programrequirements,andbenefitsfollows.

Reseller Program level deailsRegisered Reseller

Requiremens Benefs

Register online on the Adobe Partner Connection Portal

and complete the Adobe Partner Prole

Access to resources & communications on the Adobe

Partner Connection Portal

Accept the Reseller Program Agreement in the ormat o a

click-through online agreement

Access to no-charge, online training & certication on the

Adobe Channel Training Center

Comply with the rules & guidelines in reerence to the sale

o Adobe products

Eligibility to purchase Adobe shrinkwrap and TLP

commercial, education, and government products rom an

AuthorizedAdobeDistributor(listavailableonthepartner

portal)


6/19


Ceriied Reseller

TheCertifiedResellermustmeetalleligibilityrequirementsforboththeRegisteredandCertifiedlevels.Theprimaryrequirementforparticipationinthisleveliscertificationofoneormorereselleremployees.Thisensura high degree o competence in Adobe products and solutions that will be o value to customers Thus, a highelevel o beneits is available to the Certi ied level

Requiremens Benefs

Allrequirementsabove,plus: Allbenetsabove,plus:

Employ one or more Adobe Certied Sales Proessionals

(non-dedicated) that have one o the ollowing

certications:CreativeSuite(Level1&2)orAcrobat

(Level1&2)

Eligibility to purchase CLP and EA commercial products

fromanAuthorizedAdobeDistributor(listavailableon

the partner portal)

Employ one or more Adobe Certied Sales Proessionals,

VolumeLicensing(Level1&2)

Eligibility to earn specializations or access to CLP and EA

education and government products

EligibilitytoparticipateinDealRegistrationIncentiveand

receiveincentivesforqualifyingdealsubmissions

Eligibilitytoreceivenot-for-resale(NFR)copiesof

sowareaccordingtoapplicableAdobepolicy

Exclusive content or Certied Resellers on the partner

portal

Public listing as a Certied Reseller on the Adobe websiteand use o exclusive Certied Reseller logo

Eligibility to participate in exclusive Adobe partner

events, as invited by Adobe

Gold Reseller

Gold Reseller is a prestigious level reserved only or those partners with a very high level o competence andcommitment to Adobe Adobe commits to enabling and rewarding these partners with a high level o support aincentives that can be attributed to their ocus on the Adobe business

RevenuetargetsandobjectiveswillbesetonaquarterlybasisforGoldResellers,andaQuarterlyBusinessRevwillbeconductedeachquarter.InordertofocusonAdobesGoldResellers,anAdobeAccountManagerwillbe

assigned to each Gold Reseller as a point o contact

Requiremens Benefs


Meet minimum 6 months as an Adobe authorized reseller

prior to applying at the Gold level

Account management by an Adobe Account Manager

Meetminimum$500KannualQualifyingRevenue

threshold

Eligibility to earn perormance incentives (rebates) tied to

quarterlyobjectives

DevelopanAnnualBusinessPlanwithyourAdobe

AccountManagerandholdQuarterlyBusinessReviews

Eligibility to earn Co-op marketing unds or approved

marketing activities

Employ at least one Adobe Certied Sales Proessional,

Acrobat(Level1&2)

EligibilitytoreceiveMarketDevelopmentFunds(MDF)at

the discretion o Adobe or approved marketing activities

Employ at least one Adobe Certied Sales Proessional,

CreativeSuite(Level1&2)

Eligibility to participate in joint product launches,

promotions, or campaigns as invited by Adobe

Employ two or more Adobe Certied Sales Proessionals,


Exclusive content or Gold Resellers on the partner portal

AppointaDesignatedProductLineManagerwith

responsibility or Adobe products in accordance with

program guidelines or the Gold level

Public listing as a Gold Reseller on the Adobe website and

use o exclusive Gold Reseller logo

Maintain at least one employee dedicated to the Adobe

business

Access to pre-sales support line


7/19


Plainum Reseller

Platinum Reseller is the highest level in the Reseller Program This level is reserved or resellers that make asignificantinvestmentintheAdobebusinessandadoptAdobebusinessobjectivesastheirown.Therequiremeto become a reseller at this level are proportionally high revenue targets, personnel levels, and competencyexpectations This level o partnership necessitates a much deeper relationship between Adobe and the PlatinuReseller, and will bring with it the richest level o beneits achievable across the Reseller Program levels

Requiremens Benefs


Meetminimum12monthsasaGoldResellerorAdobe

License Center (ALC) prior to applying at the Platinum

level

Eligibility to purchase CLP and EA commercial and

government products direct rom Adobe (with appropriate

specializationsifrequired)

Meetminimum$7.5MannualQualifyingRevenue

threshold

Eligibility to receive Adobe-unded headcount at the

discretion o Adobe or approved sales and marketing

activities

Participate in the application and onboarding process

working with your Adobe Account Manager

Exclusive content or Platinum Resellers on the partner

portal

Execute the Platinum Reseller Agreement Public list ing as a Platinum Reseller on the Adobe website

and use o exclusive Platinum Reseller logo

Employ at least two Adobe Certied Sales Proessionals,

CreativeSuite(Level1&2)Employ two or more Adobe Certied Sales Proessionals,

Acrobat(Level1&2)

Employ three or more Adobe Certied Sales Proessionals,


AppointaDesignatedProductLineManagerwith

responsibility or Adobe products in accordance with

program guidelines or the Platinum level

Maintain at least two employees dedicated to the Adobe

business

Submit end user sell-through and point o sale (POS)

reports as specied by Adobe

Reseller Program Benefs

The Reseller Program is designed to oer rich beneits or partners who develop a deep expertise in the Adobebusiness and align their goals and objectives accordingly There are varying levels o beneits or each ResellerProgram level

Adobesprogramofbenefitsincludesdealregistration,performanceincentives(rebates),marketingfunds,andnon-financialbenefits.ThesebenefitswillbeawardedtothoseresellersthatmeetAdobesexpectationsforgrothe business and increasing customer loyalty

Financial incenive overview

TheResellerPerformanceIncentiveFrameworkdefinesthepackageoffinancialincentivesthatAdobeofferst

resellerswhomeethighperformanceobjectivessuchasrevenuetargetachievement,uniquequarterlygoals

(such as by vertical market or product), and demand generation, particularly with new customers These

incentives include perormance incentives (rebates), deal registration rebates, and marketing incentives Elig

toreceivefinancialincentivesdependsonaresellerscurrentstandingwithAdobe,levelintheprogram

(Platinum, Gold, Certiied, Registered), and specializations The diagram below illustrates which inancial

incentives are available at each Reseller Program level

Registered Certied Gold Platinum

DealRegistration

Marketing incentives

(Co-op&MDF)

Rebates

Fundedheadcount


8/19


Markeing incenives

Marketingincentivesavailabletohigh-performingGoldandPlatinumResellersincludeMarketDevelopment

Funds(MDF)andCo-opMarketingFunds(Co-op).MDFandCo-opfundsareheldbyAdobeinanaccount

availabletoeachresellerforclaims.Informationonhowfundsareallocatedoraccruedisprovidedbelow.

MDFandCo-opfundsaremadeavailableforthesolepurposeofactivelyplanningandimplementingmarket

activitiesforAdobeproducts.Allmarketingactivities,whetherfundedbyMDF/Co-opornot,mustbein

accordancewithAdobespoliciesregardingadvertisingandtrademarkusageasestablishedfromtimetotimeAdobe and made available on the partner portal or otherwise as provided by Adobe to resellers

Inordertoeffectaclaimandobtainthecorrespondingreimbursement,PlatinumResellersmustworkwithth

assigned Adobe Channel Marketing Manager to jointly plan and develop unded activities to be executed eac

quarter.GoldResellerswillhavealistofactivitiesfromwhichtochoose.

Adobe in its sole discretion may grant authorization to carry out the proposed activity, at the proposed cost, a

only upon receipt o such authorization, resellers may perorm the approved activity and incur the relative

expenses, i it intends to make a claim or such expenses

Upon receipt o authorization to perorm a marketing activity, resellers may perorm the activity and when

completed will submit via the Adobe Channel Administration Portal and in the manner determined by Adob

claim or the reimbursement o expenses incurred in the carrying out o such marketing activity All claims o

expenses must be supported by details o the activity, its results and by incontrovertible proo that the claime

expenseshavebeenincurred.AtnopointwillmorethantheunusedandunallocatedMDFfunds,ortheunu

andunallocatedCo-opfundsofthepreviousfour(4)quarters,bereimbursed.

Upon receipt o the claim and o the supporting documentation, Adobe will review the claim and i approved

reimburseresellersbycreditingtheresellersaccountwiththeappropriateamount,oftheMDForCo-opclaim

Payment o the claim shall be made by Adobe approximately 45 days ater the end o the month in which the

claim was made Platinum Resellers will receive a credit against their account with Adobe

All market development activities shall be carried out in accordance with applicable laws and regulations, ev

AdobehasapprovedsuchanactivitywithrespecttoMDFfundingorCo-op,andresellersagreethatAdobeis

no manner whatsoever responsible or rendering legal or inancial consultation services to resellers

MDF

Fromtimetotime,AdobemayprovidespecificGoldandPlatinumResellerswithMarketDevelopmentFund

(MDF).Theseareone-timemarketingcontributions,generallyavailableforspecificmarketingactivities.The

amount and purpose o these unds will be made available at the sole discretion o Adobe Adobe marketing

personnelwillinformqualifyingresellers,whenapplicable,oftheavailabilityofsuchMDFfundsandofthe

conditions and selection criteria or their availability

AllallocatedMDFfundswillexpire,withoutexception,sixty(60)daysfromtheendoftheapprovedmarketin

activity.FundsthathavenotbeenclaimedwithinthistimelimitmaybereclaimedbyAdobewithoutfurther

notice

Co-op Markeing Funds

InordertoassistGoldandPlatinumResellersintheeffectivemarketingofAdobeproducts,Adobeprovidesthese resellers with the opportunity to claim accrued cooperative marketing unds (Co-op), as outlined bel

Co-op may be utilized by Gold and Platinum Resellers to und or partially und marketing and market

development activities in areas such as advertising, lead-generation, point-o-sale materials, seminars and

events,tradeshows,andwebmarketing.Foracompletelistofacceptableactivities,seethe Adobe Partner

Connection Reseller Program Marketing Incentive Guidelines available on the partner portal

AvailableCo-opfundswillbecalculatedonaquarterlybasis,asapercentageofeachresellersqualifying

revenueinthepreviousquarterduringthetermoftheAgreement.AllaccruedCo-opfundswillbeheldby

Adobe in an account available to resellers or claims


9/19


Fundswillexpire,withoutexception,four(4)quartersfromtheiraccrual,ifnotclaimed.Fundsthathavenotb

claimed or have not been allocated or a speciic activity 30 days prior to their expiration may be reclaimed b

Adobe without urther notice

ForoperationaldetailsonMDFandCo-op,includinginstructionsforsubmittingproposalsandrequesting

reimbursement, as well as a complete list o eligible and ineligible marketing activities, see theAdobe Partne

Connection Reseller Program Marketing Incentive Guidelines available on the partner portal

Revenue perormance incenives (rebae)QualifyingresellersingoodstandingwithAdobewillbeeligibletoparticipateinthefollowingrevenueincen

programs

Revenue Perormance Incenive

GoldandPlatinumResellerswillbeeligibletoreceiveaRevenuePerformanceIncentivewhichwillbebased

Adobe desktop product shrinkwrap and licensing sell-through goals or one or more product amilies

PerformancetowardsgoalswillbecalculatedasapercentageofQualifyingRevenue(definedbelow)forthe

quarter.GoldandPlatinumResellersthatachievetheirrevenuetargetwillbeawardedarebate.

PriortothebeginningoftheAdobefiscalyear,eachGoldandPlatinumResellerwillberequiredtojointlydev

an Annual Business Plan with their Adobe Account Manager that addresses the past successes and challenge

sets the vision and goals or the year ahead This Annual Business Plan will include an annual revenue goal oeachpartner,dividedbyquarter.

Atthebeginningofeachnewquarter,eachGoldandPlatinumResellerwillbeadvisedofanyadjustmentsto

quarterlytargetbasedonthepreviousquartersperformance,theAdobebusinessenvironment,and/orgene

market conditions Resellers and their Adobe Account Manager will have the opportunity to discuss these

changesduringtheQuarterlyBusinessPlanprocess.

Flexible Perormance Incenive

InadditiontotheRevenuePerformanceIncentive,aFlexiblePerformanceIncentivewillbeavailableforPlati

Resellers.ThiswillbeintheformofquarterlytargetssetbytheAdobeAccountManagertoprovideincentive

productlaunches,specialinitiatives,uniqueresellerattributes(e.g.verticalmarketorcertificationachievemen

or product ocus

Atthebeginningofeachnewquarter,eachPlatinumResellerwillbeadvisedoftheirnewflexibleperformanc

targets and corresponding payout rates Platinum Resellers and their Adobe Account Manager will have the

opportunitytodiscussthesetargetsduringtheQuarterlyBusinessPlanprocess.

Funded headcoun

InordertoensureadequateresourcesareinplacetofocusonsupportingAdobetechnologiesandsalesand

marketingactivities,AdobehasdesignedamodeltoprovideresourcefundingforqualifyingPlatinumReselle

PlatniumResellersareeligibleforone(1)fundedheadcountbymeetingtheminimum$7.5MannualQualifyi

Revenue commitment or the previous year Additional headcount will be unded by Adobe at additional

QualifyingRevenueintervals.(Seethe Platinum Reseller financial incentive summarybelow)

Thefundedheadcountdescribedabovemustbeinplaceforatleasteight(8)weeksofeachquarterandbe

perorming the mutually agreed upon job unctions in order to be eligible or Adobe unding Resellers will

receive unding only or actual resources in place, regardless o the maximum number allowed by the Reselle

Program

Gold Reseller inancial incenive summary

Financial Incenive Crieria Atainmen mehod Payou

Revenue Perormance

Incentive(sell-through

rebate)

QualifyingRevenue(seeDenitions)

and other revenue target(s) determined

by Adobe on a semi-annual basis and

reviewedquarterly.

85%-100% o target

Variable100%-110% o target

110%+ o target


10/19


Co-op Registered and approved marketing

activities.Reimbursedaerproofof

activity

Flataccrualof

QualifyingRevenueVariable

MDFRegistered and approved marketing


activity

No set amount

AwardedatAdobes

discretion

Variable Awarded

atAdobes

discretion

Plainum Reseller inancial incenive summary

Financial Incenive Crieria Atainmen mehod Payou

Revenue Perormance

Incentive(sell-through

rebate)

QualifyingRevenue(seeDenitions)

and other revenue target(s) determined

by Adobe on a semi-annual basis and

reviewedquarterly.

85%-100% o target

100%-105% o target

105%-110% o target

110%+ o target

Variable

FlexiblePerformance

Incentive(MBOrebate)

Specicbusinessobjectives(2MBOs

perquarter)Variable Variable

Fundedheadcount FundedheadcountbasedonQualifying

Revenue.Fundedheadcountmustbe

hired on staf or a minimum o eight (8)

weeksforeachquartertobeeligiblefor

reimbursement

1 >75M$25K/quarter

$100K/year

2 >25M $25K/quarter$100K/year

3 >40M$25K/quarter

$100K/year

4 >60M$25K/quarter

$100K/year

5 >75M$25K/quarter

$100K/year

6 >90M$25K/quarter

$100K/year

Co-op Registered and approved marketing


activity

Flataccrualof

QualifyingRevenueVariable

MDF Registered and approved marketing


activity

No set amount

AwardedatAdobes

discretion

Variable Awarded at

Adobesdiscretion.

Rebae perormance payou

Attheendofeachfiscalquarter,AdobewillcalculateeachGoldandPlatinumResellersperformanceand

correspondingpayoutrateforeachcomponentoftherebateprogramandgenerateatotalquarterlypayoutr

forthereseller.Forthepurposeofperformanceincentives,thesewillbecalculatedbasedonQualifyingReve

(deined below) or Adobe desktop products

ForPlatinumResellersthattransactdirectlywithAdobe,therebatepayoutwillbemadeasacredittotheirtr

accountwithAdobe.ForGoldResellersandthosePlatinumResellersthattransactwithAdobethroughadistributor, the rebate payout will be made via wire transer

Uponthecloseofthequarter,theAdobeAccountManagerwillexaminetherevenuetargets,revenuetarget

achievement, MBOs, any unded headcount staing levels, and perormance o each reseller in the Gold and

Platinumlevels.Inaddition,theAdobeAccountManagerwillverifycompliancewithcontractualobligations

asend-usersell-throughdatareporting.Ifapartnerhasachievedthetargetsspecifiedandcompliedwithall

mandatory contractual obligations, the Adobe Account Manager will authorize the payment o the Revenue

FlexiblePerformanceIncentiveRebates.ThiswillbereviewedbytheAdobeRegionalDirectorbeforebeingp

The decision o Adobe and o its representatives on any claim or dispute to the targets is inal


11/19


Any administrative ees associated with use o the Channel Return Exception Policy will be deducted rom th

reseller rebate The Channel Return Exception Policy is available on the Adobe Partner Connection Portal or

your Adobe Order Management representative

Adobe may, by email notiication or other communication posted to the Sales Center or other similar partner

communicationvehicle,announcepermanentortemporarymodificationstotheRevenueorFlexible

PerformanceIncentiveterms.SuchchangesshallbecomeeffectivefromsuchtimeasdeterminedbyAdobea

the sole and reasonable discretion o Adobe

Deal Regisraion Incenive

Certified,Gold,andPlatinumResellersingoodstandingwithAdobewillbeeligibletoparticipateintheDeal

RegistrationIncentive.

Overview and reward calculaion

TheDealRegistrationIncentiveisdesignedtorewardAdoberesellersforgeneratingdemandforAdobeprod

Adobe relies on its reseller partners to create demand or our products by presenting them to customers,

explaining eatures and beneits, and supporting the entire sales cycle rom irst evaluation to purchase Ado

wishes to reward those resellers that become trusted advisors to these customers, particularly during the

evaluation phase o a purchase decision, particularly in light o a competitive environment when customers h

amplechoiceofAdoberesellersfromwhichtopurchase.Inordertosupportcustomerchoiceandtocompen

committedandcompetentresellers,AdobehasintroducedtheDealRegistrationIncentivetorewardactivitie

that lead customers toward evaluating and adopting an Adobe solution

Dealregistrationinvolvesamonetaryincentiveforvalidated,forecastedpurchasesofAdobeproducts.Oncet

sale closes (the customer has purchased the product), the reseller that orecasted and registered the purchas

(and received approval rom Adobe), will receive the reward, regardless o which partner inally ulilled the s

the end

EligibilitytoparticipateintheDealRegistrationIncentiveislimitedtoCertified,Gold,andPlatinumResellersw

areingoodstandingwithAdobeandhavemetallAdobecontractualrequirements.Resellerswhomeet

contractualrequirements,aswellastherequirementsfortheseprogramlevels,andwhocomplywiththepro

andrequirementsfordealsubmission(outlinedbelow),willbeeligibletoreceivethefollowingbenefits:

Payou per deal Deal characerisics & crieria Addiional qualicaion crieria

6% reward (sourcing only)

$12.5KUSDdeal;Anycombinationof

AdobeDesktopProducts;Licensingand

newUpgradePlan(TLP,CLP,andEA);

available in all vertical markets

Mustbeanewopportunity;Musthave

proo o value-added activities and active

selling Must identiy and register a

qualifyingopportunitythatislaterclosed

by another reseller

10% reward (sourcing &

selling)

$12.5KUSDdeal;Anycombinationof

AdobeDesktopProducts;Licensingand

newUpgradePlan(TLP,CLP,andEA);

available in all vertical markets

Mustbeanewopportunity;Musthave

proo o value-added activities and active

selling Must identiy the opportunity and

placethequalifyingorder.

AllAdobeDesktopProductsareeligiblefordealregistration.OtherAdobeproductssuchasOmniture,LiveCy

&ConnectarenoteligibleaspartofthisDealRegistrationIncentive.ForPlatinumResellersthatpurchasedire

fromAdobe,QualifyingRevenueforDealRegistrationIncentivecalculationsisbasedonnet-to-AdobereveForallotherordersthatarepurchasedthroughanAuthorizedAdobeDistributor,QualifyingRevenueforDe

RegistrationIncentivecalculationsisbasedontheAdobeEstimatedStreetPrice(ListPrice).

Forapproveddealsgreaterthan$12,500USDinQualifyingRevenuethatarebothidentified(sourced)andcl

byasinglereseller,a10%rewardwillbeprovidedtothereseller.Forapproveddealsgreaterthan$12,500U

QualifyingRevenuethatareidentified(sourced)byonereseller,butclosedbyanotherreseller,a6%rewardw

beprovidedtotheresellerwhoidentifiestheopportunity.NoDealRegistrationIncentiverewardwillbeprov

to the reseller who places the order

The$12,500USDthresholdcanbeachievedwithanycombinationofDesktopProductlicensing(e.g.Acrobat

Creative Suite products), via any Adobe licensing program Licensing programs cannot be combined to meet

threshold on a single deal Upgrade Plan renewals without any additional licenses are not eligible or deal


12/19


registration Adobe Enterprise Agreement (EA) true-up deals are eligible or deal registration only by the res

thathasplacedthecurrent-yearEAorderforthatcustomer.Non-EAdealsarecappedat$500,000USD.

Inordertoqualifyfortheserewards,theresellermustdemonstrateashavingactedasatrustedadvisortothe

customerthroughvalue-addingsellingactivities.Value-addingsellingactivitiesaredefinedasacombination

IdentifyingnewsalesopportunitiesforAdobeproductswithnewandexistingcustomers

Helpingcustomersunderstandthefeatures&benefitsofAdobeproducts

UnderstandingcustomersbusinessissuesandillustratinghowAdobeproductscanaddressthem Whereappropriate,collaboratingwithAdobesalespersonnelinaccountplanningactivities

Deliveringpresentations,demos,andproofofconcepttoprospectivecustomers

ForoperationaldetailsoftheDealRegistrationIncentive,includinginstructionsforsubmittingopportunitiesa

claiming rewards, see theAdobe Partner Connection Reseller Program Quick Start Guide

Deal Regisraion Incenive Terms & Condiions

OnlypurchaseseffectedbyathirdpartycustomertothefulfillingresellershallbeeligiblefortheDeal

RegistrationIncentive.UndernocircumstancewillpurchasesmadeforinternalusebyanAdobechannel

member,includinganotherreseller,beeligibletoqualifyforarewardunderthisincentive.

Reseller is speciically orbidden rom splitting an order received rom a customer into multiple orders or the

purposeofqualifyingtheordersforDealRegistrationIncentiveeligibility.

IntheeventthatAdobehasreasonablesuspicionthataresellerhasviolatedanyofthetermsdescribedabov

with the submission o an order, including splitting or asking a customer to split an order into two or more pa

forthepurposeofqualifyingunderthisincentive,Adobereservestherighttoinvestigatethematter,including

auditingresellerrecordsofpurchaseordersreceivedfromthecustomer.IfAdobedeterminestheresellerpart

isinviolationofanyofthetermsofthisagreement,theresellerwillbesuspendedfromtheDealRegistration

Incentive,andmayfacepermanentlossofdealregistrationparticipationoroverallparticipationintheAdobe

Partner Connection Reseller Program, at the sole discretion o Adobe

Intheeventthataresellerlosesitsstatusintheprogram,thisresellerwillhave30daysfromthedateofthelo

ofstatustosubmitanyoutstandingclaimwithAdobewithregardtotheDealRegistrationIncentive.Afterthis

period, all opportunities and/or claims will be considered expired and the reseller will no longer be eligible o

thereward.PleasenotethattheresellersSalesCenteraccountwillbeblockedwhentheresellersaccountissuspendedorterminated.Ifthisoccurs,theresellermustworkwiththeirAdobeAccountManagerorother

Adobe representative to close out any outstanding eligible opportunities and/or claims

Non-inancial incenives

Inadditionaltothefinancialincentivesdescribedabove,resellersareeligiblefornon-financialbenefitsbased

membership level

Benei Registered Certied Gold Platinum

Training

Partner communications

Pre-sales support line

Public recognition

Eligibility to sell CLP and EA

Exclusive partner events, as invited

by Adobe

NFRsoware

Marketing resources or joint

promotions and campaigns

NDAproductroadmapbriengs

Assigned Adobe Account Manager


13/19


Training, cerifcaion, and specializaion

OneofthemostimportantrequirementsandbenefitsofmembershipintheResellerProgramistheaccessto

training and certiication o individual partner representatives Adobe believes strongly in the importance o

continual enablement o our extended sales orce, and thus places a high degree o trust in partners who take

time to train their personnel in Adobe products and licensing options

Training and ceriicaion

Adobe seeks to enable partners through its no cost, online training and certiication programs Courses are

available on Adobe products, sales processes, and specialized vertical markets, and are available to all

individuals employed by a reseller in the Reseller Program All training is available on the Adobe Channel

Training Center, which can be accessed rom the partner portal or Sales Center ater a reseller has been

onboarded into the Reseller Program

ResellersattheCertified,Gold,andPlatinumlevelsarerequiredtohaveoneormorereselleremployeeswho

Adobe Certiied Sales Proessionals To become an Adobe Certiied Sales Proessional, completion o both th

Level1andLevel2trainingcoursesinthedesiredsubjectarerequired.Attheendoftheseriesofcourseless

or each level, each reseller representative will be asked to take and pass a inal exam covering the course

content

Currentlyavailablecoursesinclude:

AdobeCertifiedSalesProfessionalAcrobat(Levels1&2)

AdobeCertifiedSalesProfessionalCreativeSuite(Levels1&2)

AdobeCertifiedSalesProfessionalVolumeLicensing(Levels1&2)

AdobeCertifiedSalesProfessionalEducation

AdobeCertifiedSalesProfessionalGovernment

AdobeCertifiedSalesProfessionalDigitalImaging

AdobeCertifiedSalesProfessionalProVideo

Ater the exam/s have been successully completed, the individual is designated as an Adobe Certiied Sales

Professional.Thiscertificationisuniquetotheindividual,andshouldthatindividualchangeemployment,he/

will retain the title Successul certiication also includes access to the Adobe certiication logo which can be

toidentifythatindividualsstatusasanAdobeCertifiedSalesProfessional.Onoccasion,Adobewillupdateth

content o the certiication materials according to the latest product updates or Adobe sales process

requirements.AdobereservestherighttorequireAdobeCertifiedSalesProfessionalstoattendanynewtrain

indicated to maintain the currency o the certiication within 90 days o its availability

IntheeventofanAdobeCertifiedSalesProfessionalleavingaresellerorthereselleremployingadditional

Adobe Certiied Sales Proessional(s), the reseller shall immediately notiy Adobe via the Sales Center o this

changesothatinternalsystemscanbeupdated.FailuretonotifyAdobemayresultinsuspensionofmembers

and a loss o beneits Adobe also reserves the right to veriy, at its discretion, the employment o certiied

proessionals or any reseller participating in the program

Specializaion

Certiied, Gold, and Platinum Resellers are also eligible to earn specializations in the Reseller Program A

specialization is deined as a speciic set o skills and expertise in a particular discipline/vertical market and cbe attained by meeting certain certiication and eligibility criteria that are dierent or each specialization

Adobescurrentresellerspecializationsareasfollows:

Educaion

Addressing the education market is a critical priority or Adobe and we would like to identiy and reward rese

whohaveaparticularcompetencyintheeducationmarket.TheEducationSpecializationisaprerequisiteto

sellingCLP-educationandK-12EA.

Purchase o these products can only be made rom an authorized Adobe distributor Education products mus

purchased rom an authorized Adobe education distributor


14/19


InordertoqualifytofortheEducationSpecialization,aresellermustmeetthefollowingcriteria:

1 Current good standing as a Certi ied, Gold, or Platinum Reseller in the Reseller Program

2. Haveahistoryofpositioningsoftwarestrategies,solutionsandproductsintheeducationmarket

through promotional, marketing, and/or sales activities Acceptable evidence includes a minimum

of3ofthefollowing:

Educationproductcatalog

Websitepromotingeducationpricing

Evidenceofsponsorshipofeducationeventsorconferences

Membershipofeducationsupplierprofessionaltradeassociations

Demonstrableabilitytomarketandselleducationproductssolelytoeligibleeducationentities

Aneducation-focusedsalesteam

Marketingmaterialsdemonstratingeducationproductofferings

3 EmployatleastthefollowingnumberofAdobeCertifiedSalesProfessional/s,Education:

Cer tif iedReseller s:1

GoldResellers:2

PlatinumReseller s:3

4 Purchase education products exclusively through an authorized Adobe education distributor

5 Check that all customers seeking to purchase education products are eligible according to the latest Ado

guidelines

6 Obtain access to a database, catalog, or directory o eligible education organizations (generally made

available by the education ministry or another oicial body)

7 Maintain ull electronic records o customer purchases o Adobe education products or a period o two

post-sale according to the latest Adobe guidelines

ResellerswhomeetalltherequirementsaboveandwhoachievetheEducationSpecializationwillbeeligible

thefollowingbenefits:

EligibilitytopurchaseCLP-educationandK-12EAfromanauthorizedAdobedistributor. Eligibilityforeducationpromotions,productbundles,orspecialoffers.

Accesstoeducation-specificmarketingmaterialsandcontentonthepartnerportal.

Governmen

Addressing the government sector is a critical priority or Adobe and we would like to identiy and resellers w

haveaparticularcompetencyinthegovernmentmarket.TheGovernmentSpecializationisaprerequisiteto

selling CLP & EA licensing programs

PurchaseofAdobesproductsusingourgovernmentlicensingprogramscanbemadefromanauthorizedAd

government distributor Platinum Resellers also have the option to purchase government CLP or EA licensing

directly rom Adobe

InordertoqualifytofortheGovernmentSpecialization,aresellermustmeetthefollowingcriteria:

1 Current good standing as a Certi ied, Gold, or Platinum Reseller in the Reseller Program

2. Haveahistoryofpositioningsoftwarestrategies,solutions,andproductsinthegovernmentmarketthro

marketing-related activities and a demonstrated history o sales achievement in the government market

segment.Acceptableevidenceincludesallofthefollowing(unlessotherwisenoted):


15/19


Governmentproductcatalog(optional).

Websiteandmarketingmaterialspromotinggovernmentofferings,solutionsandpricing.

Dedicatedgovernmentcontractinggrouporaccesstoaspecialtyfirmforgovernmentcontracting.

Products/servicesonatleast3governmentcontractvehicles.

Customerreferencesfromthreegovernmentcustomers.

Atleastfour(4)dedicatedsalesrepresentativesdedicatedtothegovernmentsector(federal,state

local, and/or provincial governments)

3 EmployatleastthefollowingnumberofAdobeCertifiedSalesProfessional/s,Government:

Cer tif iedReseller s:1

GoldResellers:2

PlatinumReseller s:3

4 Purchase CLP and EA products made available by Adobe speciically or the government market

either rom an authorized Adobe government distributor or directly rom Adobe (Platinum only)

5 Check that all customers seeking to purchase government products are eligible according to the lates

Adobe guidelines

6 Obtain access to a database, catalog, or directory o eligible government organizations

7 Maintain ull electronic records o reseller purchases o Adobe government products or a period o

two years post-sale according to the latest Adobe guidelines

8 Must not have been terminated or cause by any government agency or other manuacturer

9 MustnotbelistedonDRPL/FCPAcompliancedatabases.

ItisalsohighlydesirablethatresellerswishingtobecomecertifiedundertheGovernmentSpecialization

provide one or more certiicates o courses completed in the areas o Government Contracting and

Government Regulations when applying or the Government Specialization

ResellerswhomeetalltherequirementsaboveandwhoachievetheGovernmentSpecializationwillbe

eligibleforthefollowingbenefits:

EligibilitytopurchaseCLPandEAgovernmentproductsfromanauthorizedAdobegovernment

distributor or directly rom Adobe (Platinum only) Eligibilityforgovernmentpromotions,productbundles,orspecialoffers.

Accesstogovernment-specificmarketingmaterialsandcontentonthepartnerportal.

Onboarding

Adobewishestocreatebusinessrelationshipsonlywithresellersthatmeetthecompanysbusiness

objectives and criteria or integrity and compliance Thereore, all resellers wishing to participate in the

Reseller Program, including applying or a higher level o membership or a specialization, must

successfullycompleteAdobesonboardingprocess.

ForanewresellerapplyingattheRegisteredlevel,onboardinginvolvescompletingashortonline

enrollmentprocess.ForanexistingresellerwishingtoapplytotheCertifiedorGoldmembershiplevelor

add a specialization, onboarding involves completing an additional online enrollment process which mayincludecompliance-relatedquestions,confirmationofrequiredcertifications,andadditionalquestions

usedtohelpAdobeevaluatewhethertheresellermeetsthecriteriarequiredforthenewmembership

levelorspecialization.Adobewillusethisquestionnaireaswellasotherperformancemetricsto

determine whether the reseller meets the criteria to be accepted to the new membership level or

specialization

ForPlatinumResellers,muchoftheonboardingprocessisconductedofflineinpartnershipwithanAdobe

accountmanager.PlatinumResellersmustalsoparticipateinAdobesglobalvettingandonboarding

process or channel partners who wish to be considered direct business partners with Adobe This

additionalonboardingconsistsofmorein-depthduediligenceprocesses,e.g.thoserelatedtotheForeign

CorruptPracticesActFCPA.


16/19


ForresellersuplevelingtotheGoldorPlatinumlevel,allbenefitsassociatedwiththenewlevelwillapply

beginningonthefirstdayoftheAdobefiscalquarteraftertheresellerssuplevelrequesthasbeen

approved by Adobe

Participation in the enrollment process does not guarantee acceptance to the Adobe Partner Connection

Program.WithoutprejudicetoAdobesrighttorejectanypotentialresellerfromparticipatinginthe

Adobe Partner Connection Program or any reason, Adobe reserves the right to change the application

processandrequirementstojointheAdobePartnerConnectionProgramatanytime.

Onboarding seps or a Regisered, Ceriied, or Gold Reseller:Thisprocessisfollowedfornewanduplevelrequests,andforresellersapplyingtoaddaspecialization.

1 Resellercompletesonlineenrollmentquestionnairespecifictothedesiredlevelorspecialization.

2. Reseller accepts click-through program agreement

3 (ForRegisteredlevelonly)Resellerreceivesautomaticapprovalviaemail.

(ForCertifiedandGoldlevel)Adobeevaluatesresellersapplicationandconfirmsacceptanceor

denialatthedesiredprogramlevelorspecialization.Adobesevaluationincludesreviewofthe

resellerscompliancequestionnaireandconfirmationthattheresellermeetsalloftherequirements

o the desired level or specialization, including Adobe Certiied Sales Proessional/s and/or other

requiredpersonnel,minimumrevenuecriteria,timerequiredatapreviouslevel,andanyother

requirements.

4 Reseller is provided with systems access, including access to the Adobe Partner Connection Portal,

Sales Center (Certiied and above), and Adobe Channel Training Center

5 Reseller and Adobe meet to discuss and submit the Annual Business Plan (Gold only)

Onboarding seps or a Plainum Reseller:

1 Resellercompletesofflinecompliancequestionnaire.

2. Adobe conducts due diligence compliance onboarding process

3 Adobeevaluatesresellersapplicationandconfirmsacceptanceordenial.Adobesevaluation

includesreviewoftheresellerscompliancequestionnaireandconfirmationthattheresellermeetsall

oftherequirementsofthePlatinumlevel,includingAdobeCertifiedSalesProfessional/sandother

requiredpersonnel,minimumrevenuecriteria,12monthsminimumasaGoldResellerorALC,

successagainstpreviousperformancecriteriasuchasQBRsandcustomersatisfactionsurveys,and

anyotherrequirements.

4 Adobe conducts credit evaluation and establishes credit line

5 Reseller and Adobe execute hardcopy program agreement

6 Reseller and Adobe meet to discuss and submit the Annual Business Plan

ForPlatinumResellers,alloftheabovestepsmustbecompletedforeachsubsequentannualrenewal.

Ongoing perormance evaluaion

PriortothebeginningofeachAdobefiscalyear,GoldandPlatinumResellerswillberequiredtodevelop

an Annual Business Plan jointly with their Adobe Account Manager This business plan will include at

minimumthefollowingtopics:

MarketOverview:Acommentaryonthegeneralbusinessclimate,highlights&challengesforthe

year ahead, and any signiicant shits in sales or marketing strategy

BusinessReview:AnanalysisoftheAdobebusinessfortheyearjustcompleted.Thisshould

includerevenueachieved,growthratesfortheyear,andcustomersatisfaction.Itshouldalso

include a review o personnel and relevant certiications


17/19


BusinessObjectives:Anoverviewofrevenuegoalsfortheyear,criticalsuccessfactors,anda

discussion o sales and marketing strategy This should include a ocus on product mix, licensing

mix (eg target mix o licensing vs shrinkwrap sales), industry vertical, and customer segment

ocus

MarketingPlan:Thisshouldincludeanysignificantcampaigns,launches,ordemandgeneration

activities or the year ahead

SpecializationObjectives:Iftheresellerholdsanyspecializations,objectivesfortheupcoming

year should also be reviewed and documented

FlexibleMetric(s):TobedeterminedwiththeAdobeAccountManager.

Onaquarterlybasis,GoldandPlatinumResellerswillberequiredtoformallyreportperformanceagainst

objectivesandplans/strategiesforthepreviousquarter.Thisquarterlyreportingwillbeconducted

throughtheQuarterlyBusinessReview(QBR).ThisQBRwillincludebothafocusonthepreviousquarters

performanceaswellasalookaheadtoreadjuststrategytoachievegoalsthenextquarter.TheQBRwill

coveratminimumthefollowingtopics:

EvaluationofPreviousQuar ter

GrowthDrivers

RevenueDrivers(ProductMix,LicenseType,IndustryVerticalFocus,CustomerSegmentFocus

NewCustomerAcquisition AccountPenetration

MarketDevelopment/MarketingActivit ies

EmployeeEnablement/Cer tif ication

SpecializationPerformance

KeyInitiatives

Oppor tunities&Challenges

GoalsforUpcomingQuar ter

BusinessEnvironmentAhead

GrowthGoals

RevenueGoals(ProductMix,LicenseType,IndustryVerticalFocus,CustomerSegmentFocus)

NewCustomerAcquisitionGoals AccountPenetrationGoals

Mar ketingActivities&EventsPlanned

KeyInitiativesPlanned

SpecializationObjectives

Down-leveling

Adobereservestherighttoconductanevaluationofaresellersprogramlevelatanypointintime.A

formalevaluationwilltakeplaceonanannualbasis.IntheeventAdobedeterminesthataresellerno

longerqualifiesfortheircurrentprogramlevel,Adobemayassignthereselleranewlevelbasedontheir

currentqualifications.Insuchanevent,Adobewillnotifytheresellerofitschangeinprogramlevel.

Down-levelingwillalsoresultinaresellersbenefitsbeingadjustedtothoseappropriatetothenewlevel.

Ceriied Resellers - Certiied Resellers being down-leveled to Registered will lose access to all Adobe

pricing and licensing programs applicable to the Certiied level and any specializations they may have

attained They will also lose all access to the Sales Center immediately, including the ability to submit new

opportunitiestotheDealRegistrationIncentive.ResellersmustcontactthePartnerHelpDesktoclaimany

opportunities that have already been submitted and approved by Adobe

All other beneits o the Registered level will remain in ull e ect


18/19


Gold Resellers - Gold Resellers being down-leveled to the Certiied level will no longer accrue Co-op

fundsinthequartertheyaredown-leveled;however,theywillhave90daystoexecute,submitproof-of-

perormance, and receive reimbursement or any marketing activities that were submitted and approved

by Adobe prior to the reseller being down-leveled They will not be able to submit any new marketing

proposals, and any unclaimed unds at the end o the 90-day period will be oreited

IfaGoldResellerisdown-leveledduringanAdobequarter,rebatewillbepaidattheendoftheperiodif

objectivesaremetperthetermsoftheRevenuePerformanceIncentive.

All other beneits o the Certiied level will remain in ull eect

Plainum Resellers - Platinum Resellers being down-leveled to the Gold level will continue to have access

toMarketingCo-opandPlatinum-levelrebatefortheremainderofthequarterinwhichtheyaredown-

leveled.RebatewillbepaidattheendofthequarterifobjectivesaremetperthetermsoftheRevenue

PerformanceIncentiveandFlexiblePerformanceIncentive.FuturequarterswilluseGold-levelCo-opand

RevenuePerformanceIncentive.

All other beneits o the Gold level will remain in ull eect

Terminaion

On occasion, it may be necessary or Adobe to terminate its relationship with a reseller Adobe may

terminatearesellersmembershipintheprogramoranybenefitprovidedbytheprogramatanytime

without cause upon 30 days notice to the reseller

Defniions

Adobe Ceriied Sales Proessionals reers collectively to Adobe Certiied Sales Proessional, Acrobat,

Adobe Certiied Sales Proessional, Creative Suite, Adobe Certiied Sales Proessional, Volume Licensing

Adobe Certiied Sales Proessional, Education, Adobe Certiied Sales Proessional, Government, and

AdobeCertifiedSalesProfessional,ProVideo,andAdobeCertifiedSalesProfessional,DigitalImaging.

Adobe Deskop Producs are deined as all products within the Creative Suite & Acrobat amilies o

products, including Platorm products Products excluded include Adobe Omniture, LiveCycle, & Connect

products

Auhorized Parneris a partner that has registered with Adobe, has agreed to the Partner ProgramAgreement and meets and continues to meet the obligations outlined below or the level and role in the

Adobe Partner Connection Program that they wish to attain

Dedicaed Personnel meansapartnersemployeeswhodevote100%oftheirtimetothesales,support

and/or marketing o Adobe Products

Designaed Personnelmeansapartnersemployeeswhodevoteatleast25%oftheirtimetothesales,

support and/or marketing o Adobe Products

Produc Line Manager (may be reerred to as Merchandising Manager) is an individual who is

responsibleforallpartnersactivitieswithrespecttoAdobeproducts.Inparticular,theProductLine

Manager will be responsible or ensuring that the relevant organizational units within the partner are

appropriately staed and resourced, that relevant personnel within this partner achieves and retains the

mandated competence levels, that the appropriate product line goals and measurement programs to trackprogress in meeting such goals are in place, and will be the main interace in communications and

collaboration between Adobe and the partner

Qualiying Revenue is deined unless otherwise stated herein as the value to Adobe o purchases eected

by Reseller (sell-through value) either directly rom Adobe (in the case o Platinum Resellers) or rom an

AdobeAuthorizedDistributor,forshrinkwrapandlicensing(TLP,CLP,EA,&FLP)bookingsofdesktop

products across all three verticals (commercial, education, and government) Sell-through value is

adjustedforshippablebacklog.QualifyingRevenueincludesupgradeplanand/orEnterpriseAgreement

Maintenance & Support only that is sold through to end users Non-product revenue (rebates, reerral ees

etc), OEM revenue, and enterprise product revenue (LiveCycle, Connect, and Omniture) are speciically

excludedfromQualifyingRevenue.Non-EAdealsarecappedat$500,000USD.


19/19


Conclusion

Inconclusion,Adobebelievesthatoursuccessasacompanyhingesuponthesuccessofourpartners.Bydriving

toward the same objectives, we can accomplish a proitable and mutually beneicial business relationship that will

grow into the uture

Adobe and the Adobe logo are registered trademarks of Adobe Systems Incorporated in the United States and/or other countries.

2012 Adobe Systems Incorporated. All rights reserved. v1.1

Adobe Sysems Incorporaed345 Park AvenueSanJose,CA95110-2704USAwww.adobe.com