Overview
Partner Benefits
Partner Levels
Sales & Marketing
Program Requirements
About Gemalto
SafeNet Cipher Partner Program GLOBAL GUIDE FOR TECHNOLOGY PARTNERS
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Global Guide for Technology Partners
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BENEFITS VALUE ADDED CERTIFICATION SERVICE PROVIDERS SYSTEMS INTEGRATORS RESOURCES ENABLEMENT TRAINING RESELLERS TECHNICAL DOCUMENTATION SALES TOOLS TECHNOLOGY ALLIANCE PARTNERS DISTRIBUTORS REWARDS BENEFITS VALUE ADDED CERTIFICATION SERVICE PROVIDERS SYSTEMS INTEGRATORS RESOURCES ENABLEMENT TRAINING RESELLERS TECHNICAL DOCUMENTATION SALES TOOLS TECHNOLOGY ALLIANCE PARTNERS DISTRIBUTORS REWARDS BENEFITS VALUE ADDED CERTIFICATION SERVICE PROVIDERS SYSTEMS INTEGRATORS RESOURCES ENABLEMENT TRAINING RESELLERS TECHNICAL DOCUMENTATION SALES TOOLS TECHNOLOGY ALLIANCE PARTNERS DISTRIBUTORS REWARDS BENEFITS VALUE ADDED CERTIFICATION SERVICE PROVIDERS SYSTEMS INTEGRATORS RESOURCES ENABLEMENT TRAINING RESELLERS TECHNICAL DOCUMENTATION SALES TOOLS TECHNOLOGY ALLIANCE PARTNERS DISTRIBUTORS REWARDS BENEFITS VALUE ADDED CERTIFICATION SERVICE PROVIDERSRESOURCES ENABLEMENT TRAINING RESELLERS TECHNICAL DOCUMENTATION SALES TOOLS TECHNOLOGY ALLIANCE PARTNERS DISTRIBUTORS REWARDS BENEFITS VALUE ADDED CERTIFICATION SERVICE PROVIDERS SYSTEMS INTEGRATORS RESOURCES
BENEFITS VALUE ADDED CERTIFICATION SERVICE PROVIDERS SYSTEMS INTEGRATORS RESOURCES ENABLEMENT TRAINING RESELLERS TECHNICAL DOCUMENTATION SALES TOOLS TECHNOLOGY ALLIANCE PARTNERS DISTRIBUTORS REWARDS BENEFITS VALUE ADDED CERTIFICATION SERVICE PROVIDERS SYSTEMS INTEGRATORS RESOURCES ENABLEMENT TRAINING RESELLERS TECHNICAL DOCUMENTATION SALES TOOLS TECHNOLOGY ALLIANCE PARTNERS DISTRIBUTORS REWARDS BENEFITS VALUE ADDED CERTIFICATION SERVICE PROVIDERS SYSTEMS INTEGRATORS RESOURCES ENABLEMENT TRAINING RESELLERS TECHNICAL DOCUMENTATION SALES TOOLS TECHNOLOGY ALLIANCE PARTNERS DISTRIBUTORS REWARDS BENEFITS VALUE ADDED CERTIFICATION SERVICE PROVIDERS SYSTEMS INTEGRATORS RESOURCES ENABLEMENT TRAINING RESELLERS TECHNICAL DOCUMENTATION SALES TOOLS TECHNOLOGY ALLIANCE PARTNERS DISTRIBUTORS REWARDS BENEFITS VALUE ADDED CERTIFICATION SERVICE PROVIDERS SYSTEMS INTEGRATORS RESOURCES ENABLEMENT TRAINING RESELLERS RESELLERS
Page 1
Overview
Partner Levels
Partner Benefits
Sales & Marketing
Program Requirements
About Gemalto
Contents The SafeNet Cipher Technology Partner Program
3
Technology Partner Tiers
4
5 Reasons to Partner with Gemalto
5
Sales and Marketing Support
6
Becoming a Technology Partner
7
SafeNet Cipher Technology Partner Agreement
8
Required Technical Integration Documentation
9
About Gemalto’s SafeNet Identity and Data Protection Solutions
10
Global Guide for Technology Partners
Page 2
Overview
Partner Benefits
Partner Levels
Sales & Marketing
Program Requirements
The SafeNet Cipher Technology Partner Program The SafeNet Cipher Technology Partner SafeNet Program recognizes and supports business relationships with leading technology companies that enhance their products PA R T N E R PROGRAM with security solutions from the SafeNet Identity and Data Protection (IDP) product line. Gemalto’s commitment to providing the integrated security functionality—along with technical, marketing, and business development support—is essential to give our Technology Partners the tools they need to realize new opportunities, extend their solutions, and build their businesses. The Technology Partner Program offers exclusive technical integration, marketing, and other benefits to Partners according to their classification: Silver, Gold, or Platinum (see chart on page 4). C U S TO M E R S
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• The Technology Partner Program offers three tiers (Silver, Gold, and Platinum) of technical, marketing, and business development support to Technology Partners that add SafeNet IDP solutions to secure their products. • Gemalto uses its resources as a leader in data security to support its Partners by promoting joint solutions to an ever-growing customer base. • The SafeNet product line of industry-leading IDP product line of solutions for authentication, crypto management, and encryption addresses the broadest range of use cases with unified management options and multiple integration points. Technology Partners work with Gemalto marketing professionals to expand opportunities in the enhanced security marketplace and to forge innovative interoperability relationships. • For most SafeNet IDP products, Gemalto offers a full-line of technical guides and software development kits (SDKs) that are available to help with the integration process. • Technology Partners receive recognition for their verified integrations.
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Gemalto and Your Business – A Partnership for Success:
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About Gemalto
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Page 3
Overview
Partner Levels
Partner Benefits
Sales & Marketing
Program Requirements
About Gemalto
Technology Partner Tiers The SafeNet Cipher Technology Partner Program was created to recognize our business associations by offering opportunities to strengthen relationships, drive growth, and increase revenue. The chart below lists the necessary criteria, engagement opportunities, and marketing support available at each Partner level. Talk with your Gemalto representative about the partnership level that best matches your current business relationship. Silver Identified Partner Product
Yes
Yes
Yes
Yes
Yes
Yes
Identified Use Case Integration Documentation
Criteria
Customer Support Technical Integration** Testing
Opportunties
Named Partner Representative
Support
Yes
Yes
Yes
Optional*
Required
Required
Yes
Yes
Yes
Verified
Certified
Certified
Integration
Integration
Integration
Partner
Optional*
Gemalto
Optional*
Yes
Yes
Enablement and Training
Optional*
Optional*
Yes
Regular Meetings
Optional*
1x/quarter
1x/month
No
Optional*
Y
Annual Joint Go-To-Market Plan
Marketing
Platinum
Identified SafeNet Product
Technical
Engagement
Gold
Dedicated Gemalto Marketing Representative
Optional*
Required
Required
SafeNet IDP Solutions featured on Partner Website
Optional*
Required
Required
Identified Joint Customer
Optional*
Optional*
SafeNet IDP Solutions promoted by Partner
Optional*
Optional*
Required At least 2x/ year
Strong reseller network for SafeNet IDP Solutions
Optional*
Required
Required
Resell integrated SafeNet IDP products
Optional*
Optional*
Optional*
* to be determined by Gemalto and Partner **see page 9 for integration descriptions
Technology Partner Certification All Silver, Gold, and Platinum Technology Partners will be provided with at least one or all of the following certification labels:
• Authentication SafeNet Cipher Technology Partner • Crypto Management SafeNet Cipher Technology Partner • Encryption SafeNet Cipher Technology Partner
Global Guide for Technology Partners
Page 4
Overview
Partner Levels
Partner Benefits
Sales & Marketing
Program Requirements
About Gemalto
5 Reasons to Become a SafeNet Cipher Technology Partner
1
Our partnerships open doors. By verifying and/or certifying your technical integrations and use cases with SafeNet IDP solutions, you establish an official relationship with Gemalto, the industry-leading security solutions expert, and expose your business to our extensive network.
2 3
Each Technology Partner is provided with a searchable, dedicated web page on www.safenet.gemalto.com that gives a general business description highlighting the use case and SafeNet IDP product integration.
Opportunities for customer engagement. The SafeNet Cipher Technology Partner Program offers opportunities to forge innovative interoperability relationships in the enhanced security marketplace.
4 5
Dedicated partner page on the Gemalto website.
Access to the SafeNet IDP product development teams. Our market-driven philosophy delivers both ongoing product innovations and new features to the Partners and customers.
The Gemalto commitment. Gemalto works together with Partners to ensure that our mutual customers receive the most innovative products and solutions, the highest quality support, and a superior customer experience.
Global Guide for Technology Partners
Page 5
Overview
Partner Levels
Partner Benefits
Sales & Marketing
Program Requirements
About Gemalto
Sales and Marketing Support SafeNet Cipher Technology Partners can take advantage of various sales and marketing programs. Below is a sampling of the support available to Partners at each relationship level (Silver, Gold, or Platinum). More options are available for Gold and Platinum Partners who commit to furthering their business relationship with us. Talk to your Gemalto representative about creating a plan for your business. Silver • Website listing
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• Dedicated web page–to see pages, visit https://safenet.gemalto.com/partners/ technology-partners/
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• Use of SafeNet Verified Integration badge
Gold SILVER benefits plus . . .
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• Dedicated Gemalto marketing representative • Use of SafeNet Certified Integration badge • Marketing collateral (such as solution briefs, e-books, etc.) • Ready-to-Go marketing kits
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• Joint annual Go-to-Market plans
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• Social media and public relations support • Support for Partner lead generation
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Platinum GOLD benefits plus . . . • Go-to-Market plan • Gemalto-led webinars featuring SafeNet IDP product experts • White papers • Event sponsorships • Exposure to the Channel Ecosystem of SafeNet IDP products
Global Guide for Technology Partners
Page 6
Overview
Partner Levels
Partner Benefits
Sales & Marketing
Program Requirements
Becoming a Technology Partner
About Gemalto
SafeNet
PA R T N E R PROGRAM
The SafeNet Cipher Technology Partner Program requires that prospective Partners: 1. Complete and submit the SafeNet Cipher Partner Program Agreement. https://cipherportal.safenet-inc.com 2. Provide Proof-of-Integration documentation for each solution featuring a SafeNet IDP product.
Below is a list of some of the information that prospective Technology Partners will be asked to supply for each integrated solution: • Partner Contact Name • Gemalto Company or Integrated Solution Reference on Partner Website Example: https://safenet.gemalto.com/partners/aws/ • Partner Sector/Industry Example: Technology/Computer Software • Use Case (Category) Example: Digital Signature • Partner Solution Name / Version Example: NetApp Storage Encryption with Clustered Data ONTAP 8.1
• Operating System Target / Compatibility Example: Microsoft Windows 2008 R2 • Partner Certification Type Example: Citrix Ready • Integration Status Example: Verified or Certified (see page 9 for explanation of the differences) • Integration Communication / Integration Protocol Integration Protocol Authentication Type Platform
• SafeNet Integrated Solution Name / Version Example: SafeNet Network HSM, Version 5.2.1
Partners may be asked to provide additional information such as architectural diagrams, solution descriptions, artwork/logos, and styling and branding guidelines.
Global Guide for Technology Partners
Page 7
Overview
Partner Levels
Partner Benefits
Sales & Marketing
Program Requirements
SafeNet Cipher Technology Partner Agreement In order for your business to become a SafeNet Cipher Technology Partner, you need to complete, sign, and submit the SafeNet Cipher Technology Partner Agreement. The sample Agreement and sidebar outline Program expectations and address the scope of the legal, technical, and marketing aspects that the Agreement covers. Contact your Gemalto representative with any questions or concerns.
About Gemalto
Key Parts of the Agreement • Scope • Definitions • Interoperability Validation • Sales and Marketing Activities • Trademarks and Logos • Customer Support • Confidentiality • Indemnification • Term and Termination • Limited License and Use Restrictions • Intellectual Property Rights • Limited Warranty and Limitation of Liability • Assignments Exhibits • Solution Development Plan • SafeNet Solutions to be Integrated • Information for SafeNet Cipher Partner Portal and website • Contact Information - Primary - Technical - Technical Support - Marketing - Sales
Global Guide for Technology Partners
Page 8
Overview
Partner Levels
Partner Benefits
Sales & Marketing
Program Requirements
About Gemalto
Required Technical Integration Documentation Proof-of-Integration Efforts Every SafeNet Cipher Technology Partner will be asked to provide documentation for their business integrations with SafeNet solutions. There are two types of integration: Verified and Certified.
SAFENET
Verified Integration
SAFENET
A Verified Integration requires documentation of Proof-of-Integration by either Partner (Gemalto or Technology Partner) or by a third party.
Certified Integration A Certified Integration requires that
The“integration document” must contain ALL of the following:
1. the integrated solution must be be tested and proven by Gemalto and 2. a stand-alone and dedicated integration guide must be produced, edited, and approved by Gemalto.
• Partner solution name and description • SafeNet solution name and description • Scope of integration • Supported platforms and versions • Technical Partner and SafeNet IDP solution prerequisites • Screen shot or any supporting evidence of integrated solution Acceptable formats for the required “integration document” include: • a stand-alone and dedicated integration guide for the Partner application and SafeNet IDP solution • a section within a comprehensive user guide or online help (Gemalto OR Partner) that includes - a copy of the specific section in reference to integrated solution AND - reference Information such as URLs, page numbers, or documentation names
Global Guide for Technology Partners
Page 9
Overview
Partner Levels
Partner Benefits
Sales & Marketing
Program Requirements
About Gemalto
About Gemalto’s SafeNet Identity and Data Protection Solutions Gemalto’s portfolio of SafeNet Identity and Data Protection solutions enables enterprises, financial institutions and governments to protect data, digital identities, payments and transactions–from the edge to the core. Our solutions take a data-centric approach to security with innovative encryption methods, best-in-class crypto management, and strong authentication and identity management to help customers protect what matters, where it matters.
About the SafeNet Cipher Partner Program The SafeNet Cipher Partner Program was built to offer access to a Gemalto’s portfolio of SafeNet IDP products, the industry’s most innovative identity and data protection solutions. The Program includes support and benefits specifically designed to match our business models and the business goals of each of our Partners. Technology Partners, such as application developers and independent software vendors (ISVs), can join the program to enhance the security of their services and technologies by integrating with SafeNet IDP products. Using this integrated security functionality can help Partners realize new opportunities, extend their solutions, and build their businesses.
Contact Us: For all office locations and contact information, please visit safenet.gemalto.com
Follow Us: blog.gemalto.com/security
©Gemalto 2016. All rights reserved. Gemalto, the Gemalto logo, are trademarks and service marks of Gemalto and are registered in certain countries.(EN)-Sep.30.2016 - Design: EH
Global Guide for Technology Partners
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