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WELCOME TO YOUR PARTNER PLAYBOOK FORCEPOINT

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Global Partner Program EMPOWER •INNOVATE • GROW Partner Program Playbook / V.1 / June 2016

FORCEPOINT™

SEE WHAT THE INDUSTRY IS SAYING ABOUT US

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THERE HAS NEVER BEEN A BETTER TIME TO BE A FORCEPOINT PARTNER

2015 Secure Web Gateway MQ Leaders Quadrant 2016 Enterprise DLP MQ: Leaders Quadrant 2016 DLP Critical Capabilities Report

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2016 Corporate Web Security MQ: Top Player

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2016 Advanced Persistent Threat (APT) Protection MQ: Top Player

2016 IDC MarketScape Worldwide Web Security:  Leader

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Forrester Wave™ SaaS Web Content Security, Q2 2015: Leader

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2015 Raytheon’s SureView® Memory Integrity (now Threat Protection for Linux) – Best Malware Analysis Solution of the Year

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2015 Best Web Content Management Solution 2014 Best Advanced Persistent Threat (APT)  Protection

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Welcome

Partner Program

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2016 NSS Labs Next Generation Firewall (NGFW) Test

2015 Miercom Web Security Effectiveness  Test

Deal Registration

Training

Global Partner Program

Forcepoint safeguards users, data and networks against the most determined adversaries, from insider threats to outside attackers, across the threat life cycle. Forcepoint protects data everywhere—in the cloud, on the road, in the office—allowing users to simplify compliance, enable better decision-making, streamline security and to empower organizations to focus on what’s most important to them. Based in Austin, Texas with worldwide sales, service, security laboratories and product development, Forcepoint is a joint venture bringing together industry-leading solutions from Websense®, Raytheon Cyber Products and Stonesoft next generation network security.

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FORCEPOINT™

Global Partner Program

EMPOWER • INNOVATE • GROW No other company brings together decades of experience and the financial commitment necessary to build and deliver sophisticated, integrated systems the way we do. As you progress through each tier, your profit opportunities increase, particularly with deal registration and incumbency protection.

PARTNER PROGRAM BENEFITS

TIER STRUCTURE

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FORCEPOINT™

Global Partner Program

PARTNER BENEFITS As a channel partner, I believe we have three fundamental responsibilities. First, deliver cutting edge products and solutions that solve the security problems our mutual customers face every day. Second, provide the training that enables each of you to represent our solutions effectively. Last but not least, communicate openly and consistently so we can support and grow our relationship together.

John Starr

VP of Global Channels and Professional Services, Forcepoint

TIER STRUCTURE

Welcome

Partner Program

SALES SUPPORT AND INCENTIVES

MARKETING

TECHNICAL AND SALES TRAINING

Tiered pricing structure

Promotional use of the partner logo

Incumbency protection

Priority allocation of sales leads

Complimentary sales training at Forcepoint University

Net new customer deal registration

Invitation to partner conference

Participation in incentive programs

Access to marketing development funds

Notification of promotions or special offers

Access to marketing campaign resource center

Not for resale (NFR) licenses

Access to partner portal

NFR appliances

Access to monthly channel communication

Channel account manager access

Access to competitive information

Participate in promotional rebates

Access to web syndication tool

Business planning

Case study collaboration

Discounted technical training at Forcepoint University Eligible for MDF-funded training at Forcepoint University Priority training reservations End user satisfaction survey feedback

Partner benefits depend on tier level.

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FORCEPOINT™

Global Partner Program

TIER STRUCTURE

Rewarded with the largest tier-based discount off list price, access to deal registration, participation in incentive programs, access to Market Development Funds (MDF), and invitations to exclusive partner events.

Welcome

Partner Program

Rewarded with the second largest tier-based discount off list price, access to deal registration, incentive programs, training and access to marketing tools.

Portal Navigation

Deal Registration

Rewarded with the third-largest discount, deal registration, access to evaluation units, marketing programs and materials.

Training

Marketing Tools

Resources

Receives discount off list price, access to deal registration for new customer deals, access to certification and training. Associate partner status is contingent on Forcepoint’s approval.

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FORCEPOINT™ SALES Battle cards available

OPPORTUNITIES View current sales opportunities with Forcepoint

CONTENT Whitepapers, datasheets and other downloads

CASES

LEADS Input and view sales leads MARKETING Partner alerts, web syndication, brochures MDF ACTIVITIES View Marketing Development Funds for partner events and incentives

Global Partner Program

PARTNER PORTAL NAVIGATION

Submit cases for tech support

ARTICLES Technical articles on products that partner holds EMAIL SUBSCRIPTIONS Can subscribe and unsubscribe from emails REGISTRATION Apply for Deal Registrations

CERTIFICATION TRAINING Certification training available

Welcome

Partner Program

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Deal Registration

Training

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FORCEPOINT™

DEAL REGISTRATION

Global Partner Program

PARTNER ELIGIBILITY

DEAL REGISTRATION PROCESS

Have an active membership with the Forcepoint Global Partner Program at Silver, Gold or Platinum tier level

STEP 1.

STEP 2.

STEP 3.

STEP 4.

Go to Forcepoint Partner Portal at forcepoint.com/partner

Log in with your username. Your username is your corporate email address with .wbsn at the end. Need a Login?

Once logged in, select the Deal Registration button on right-hand side, under Quick Links panel on homepage of Partner Portal.

Once on Deal Registration form, you may register for more than one product family if there is no incumbency on that product family.

STEP 5.

STEP 6.

STEP 7.

STEP 8.

Complete all the required fields and save for approval.

You will receive an email shortly after submission confirming that Forcepoint has received your lead.

You will then be notified within 48 hours with a Conditional Qualification or a Denial.

Await confirmation from Forcepoint sales team for approval or denial of submission.

Be in good standing - defined as having no past due invoices payable to Forcepoint Accepted the partner agreement via the Forcepoint Partner Portal Meet the relevant certifications for their program tier Satisfy relevant qualifying criteria

Conditional Qualification: Reach out to your Sales Representative within seven days to confirm a First Action* has been completed.

* First Actions include but not limited to Partner arranging a customer meeting that include Forcepoint personnel, conducting a security

DEAL REGISTRATION PRODUCT FAMILY

needs assessment and/or Installing a Forcepoint evaluation.

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LEGACY WEB

LEGACY DATA LEGACY EMAIL SUREVIEW® INSIDER THREAT THREAT PROTECTION RISKVISION HARDWARE SIDEWINDER® FIREWALL STONESOFT® NEXT GENERATION FIREWALL

Forcepoint Client Policy Manager Forcepoint Content Portal Authority Forcepoint Remote Filtering Forcepoint Security Filtering Forcepoint Web Filter Anti Virus Forcepoint Websense Web Filter Forcepoint Websense Web Security Forcepoint Websense Web Filter & Security Forcepoint Web Filter & Security Cloud Module Forcepoint Remote Filter Module Forcepoint Websense Content Gateway

TRITON® WEB

Forcepoint Websense Email Security SureView Insider Threat Core SureView Insider Threat Endpoint Forcepoint Threat Protection Appliance - Email Forcepoint Threat Protection Appliance - Endpoint Forcepoint Threat Protection Appliance - Web Forcepoint Threat Protection for Linux Forcepoint TRITON RiskVision Base System V10000 Forcepoint TRITON RiskVision V10000 Subscription Forcepoint i Series Appliance Forcepoint M Series Appliance Forcepoint V Series Appliance Forcepoint X10G Appliance SureView Insider Threat Z Series Appliance Sidewinder Appliance Sidewinder Virtual Appliance Sidewinder Appliance Module Sidewinder Appliance Accessory Stonesoft NGFW Appliance Stonesoft NGFW Appliance Accessory Stonesoft NGFW Appliance Module Stonesoft NGFW Appliance Software Subscription Stonesoft NGFW Appliance Spare Unit

Partner Program

Portal Navigation

TRITON EMAIL

TRITON ENDPOINT TRITON MOBILE

DEAL REGISTRATION PRODUCT FAMILY Welcome

TRITON DATA

TRITON BUNDLES

Deal Registration

Training

Marketing Tools

Forcepoint Cloud Web Security Forcepoint Threat Protection Cloud - Web Forcepoint TRITON Cloud Web Security Gateway Forcepoint TRITON ThreatScope Forcepoint TRITON Web Security Gateway Forcepoint TRITON Web Security Gateway Anywhere Forcepoint TRITON AP-WEB Forcepoint TRITON AP-MOBILE Forcepoint Web Cloud Module Forcepoint Web DLP Module Forcepoint Web Hybrid Module Forcepoint TRITON Data Discover Forcepoint TRITON Data Endpoint Forcepoint TRITON Data Monitor Forcepoint TRITON Data Security Gateway Forcepoint TRITON Data Security Suite Forcepoint TRITON AP-DATA Discover Forcepoint TRITON AP-DATA Gateway Forcepoint Advanced Email Encryption Forcepoint Antivirus Agent Forcepoint Cloud Antispam Forcepoint Cloud Email Security Forcepoint Email Virtual Appliance Forcepoint Image Analysis Forcepoint Threat Protection Cloud - Email Forcepoint Virtual Image Agent Forcepoint TRITON Cloud Email Security & Content Control Forcepoint TRITON Email Security Gateway Forcepoint TRITON Email Security Gateway Anywhere Forcepoint TRITON AP-EMAIL Forcepoint Email Cloud Module Forcepoint Email DLP Module Forcepoint Email Encryption Module Forcepoint Email Hybrid Module Forcepoint Image Analysis Module Forcepoint TRITON AP-ENDPOINT DLP Forcepoint Triton Mobile Security Forcepoint TRITON Security Gateway Forcepoint TRITON Security Gateway Anywhere Forcepoint TRITON Enterprise Forcepoint TRITON APX Enterprise Core

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FORCEPOINT™

Global Partner Program

TRAINING FOR PARTNERS

HOW TO ACCESS TRAINING

Enabling our partners to build strong businesses around the sale and service of Forcepoint solutions is core to the Forcepoint Global Partner Program. To support this effort, and to help partners attain annual program requirements, we are happy to offer the following certifications through Forcepoint University.

STEP 1.

STEP 2.

STEP 3.

Log into your Forcepoint Partner Portal Account. Login?

Click on “Launch Forcepoint University” from your Partner Portal homepage, left margin.

Click on one of the Pre-sales Competency trainings. Review description and enroll.

STEP 4.

STEP 5.

STEP 6.

You will receive an email from the learning system with your enrolment confirmation.

The training can be accessed in the My Self-Enrolled Learning section, on your Forcepoint University homepage.

Once you have completed all course modules and passed all exams, the last course of the learning plan will provide an option to print your certificate.

AVAILABLE COURSES

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FORCEPOINT™

Global Partner Program

PRE-SALE CERTIFICATIONS INSIDE SALES REPRESENTATIVE 1 Credit | 2 Hours Selling Forcepoint via phone & email. FIELD SALES REPRESENTATIVE 3 Credits | 4 Hours Seasoned field sales professionals. PRE-SALES ENGINEER 5 Credits | 9.5 Hours Technical sales professional.

POST-SALE CERTIFICATIONS ADMINISTRATOR TRAINING AP-EMAIL 7 Credits | 2 Days Learn to administer policies, handle incidents, upgrade and manage AP-EMAIL.

ADMINISTRATOR TRAINING CLOUD (WEB) 7 Credits | 8 Hours Learn to configure and administer AP-WEB Cloud solution.

ADMINISTRATOR TRAINING AP-DATA 7 Credits | 3 Days Learn to administer policies, handle incidents, upgrade and manage AP-DATA.

ADMINISTRATOR TRAINING CLOUD (EMAIL) 7 Credits | 4 hours Learn to configure and administer Cloud Email solution.

ADMINISTRATOR TRAINING AP-WEB 7 Credits | 3 Days Learn to administer policies, handle incidents, upgrade and manage AP-WEB.

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Welcome

Partner Program

POST-SALES ENGINEER 7 Credits Enabling the individual to implement Forcepoint products.

Enroll Today

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FORCEPOINT™

Global Partner Program

MARKETING TOOLS Forcepoint provides marketing tools and resources to promote Forcepoint solutions and increase customer demand. From marketing campaign kits to localized activities, our partners can take advantage of a variety of marketing programs to drive more sales opportunities. Marketing support is offered to all Global Partner Program partners according to the tiers. Forcepoint offers several marketing resources to help you with your sales and marketing activities.

MARKET DEVELOPMENT FUNDS

PARTNER COMMUNICATIONS WEB SYNDICATION PROGRAM CAMPAIGN KIT ASSETS

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FORCEPOINT™

Global Partner Program

MARKETING DEVELOPMENT FUNDS As a company driven by channel sales, Forcepoint understands how important it is to support partners in their quest for greater sales success. That is why we have put together a Market Development Funds (MDF) program that offers resources to help you achieve your goals. The following are examples of eligible activities for MDF funding: Advertising / Online banners

Events / Seminars Webinars / Road shows

Direct mail

Telemarketing

eMarketing

Sales growth incentives

THE MDF PROCESS IS VERY SIMPLE AT FORCEPOINT STEP 1.

STEP 2.

STEP 3.

Discuss marketing plans with your Forcepoint Account Manager and Regional Marketing Manager.

Get approval of the Plan from Forcepoint.

Execute Activity.

STEP 4.

STEP 5.

Claim activity through the Partner Portal.

Track payment through the Partner Portal.

PARTNER COMMUNICATIONS WEB SYNDICATION PROGRAM CAMPAIGN KIT ASSETS

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FORCEPOINT™

Global Partner Program

PARTNER COMMUNICATIONS WHAT WE COMMUNICATE

SIGN UP

Promotion and incentive announcements

Once you become a partner you are automatically subscribed.

Industry news

RE-SUBSCRIBE Access the Forcepoint Partner Portal and click on the “Email Subscription” Tab.

Training updates

On the right side of the chart, you will see a box marked “Opt-out”.

Product updates

Uncheck the box to begin receiving communications.

Channel and industry events

If the Partner Portal password has expired or partners are having trouble accessing the Forcepoint Partner Portal, please email [email protected] for assistance.

WEB SYNDICATION PROGRAM CAMPAIGN KIT ASSETS

MARKET DEVELOPMENT FUNDS

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FORCEPOINT™

Global Partner Program

WEB SYNDICATION PROGRAM THE BENEFITS EMBEDDING PAGES

LOOK & FEEL

Quickly and easily add Forcepoint pages to your site by embedding the HTML code we provide.

Allows you to retain the look and feel of your own website while promoting Forcepoint solutions.

UP-TO-DATE INFORMATION

UPDATES

Requires minimum maintenance on your part and ensures the Forcepoint information you are providing is up-to-date.

Information is automatically updated by Forcepoint, so you won’t have to monitor pages or manually add new information.

PARTNER COMMUNICATIONS

Welcome

Partner Program

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CAMPAIGN KIT ASSETS

Deal Registration

Training

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FORCEPOINT™

Global Partner Program

DOWNLOAD PARTNER CAMPAIGN KIT ASSETS

The Forcepoint Partner Resource Center offers partners customizable marketing materials that are aligned with our corporate marketing messaging that help drive revenue, expand customer reach, and save time. You are eligible to access to Partner Resource Center at no additional cost. In the center you will find: Customizable email template

Content and industry reports

Campaign kits by vertical

Turnkey campaign kits

Co-branded banners Use the same credentials (user ID and password) as the Partner Portal to access - partnerkit.forcepoint.com

WEB SYNDICATION PROGRAM

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FORCEPOINT™

Global Partner Program

RESOURCES

RECENT AWARDS



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2016 Gartner Magic Quadrant Report - DLP

 Global Partner Program Brochure

Radicati Group Report on  Forcepoint Leadership Forrester Report on ROI Enterprises  by Deploying SureView Insider Threat

Partner Program

Portal Navigation

 Channel Partner Program Agreement  Training – Sales Engineer Datasheet Training – Field Sales  Representative Datasheet

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NGFW Receives NSS Labs 2016 Rating

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Forcepoint Receives CRN’s 5-Star Rating



THOUGHT LEADERSHIP

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2016 Global Threat Report

 Data Theft Prevention for Healthcare

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2016 Cybersecurity Predictions Report

2015 Industry Drill-Down Report:  Financial Services



Welcome

PROGRAM BENEFITS

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Deal Registration

Training

Marketing Tools

Training – Inside Sales Training  Representative Datasheet

Resources

Contact Us

FORCEPOINT™

Global Partner Program

CONTACT US CONNECT WITH DISTRIBUTION

CONNECT WITH FORCEPOINT

Apply for Associate-level Deal Registration

For Partner Program, Portal and Deal Registration [email protected]

Financing and Leasing Quotes and Orders Sales Enablement Partner Rewards Programs (if available) Channel Account Mapping

For Marketing and MDF [email protected] For Partner Training [email protected]

FIND A DISTRIBUTOR

Welcome

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