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PARTNER WITH VEEAM PARTNER VEEAM Your successWITH is our mission. Your success is our mission

Veeam Cloud Provider Program Guide EMEA January 2015

01142015

Veeam Cloud Provider Program Guide

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Contents LINK INDEX . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3 LEGAL . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3 PROGRAM ACRONYMS AND MONIKERS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3 PROGRAM OVERVIEW . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4 PURPOSE . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4 QUALIFICATION . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4 OUTSOURCERS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4 PROGRAM LEVELS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5 PROGRAM CRITERIA AND REQUIREMENTS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6 PROGRAM BENEFITS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6 APPLICATION . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7 VM MINIMUMS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7 TRAINING AND ACCREDITATION . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7 CO-BRANDING . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7 PROGRAM REWARDS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8 MARKETING, SALES AND TECHNICAL MATERIALS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8 PRODUCT LICENSES . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8 JOINT MARKETING . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9 SUPPORT . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9 LICENSE AGREEMENT . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9 RESTRICTIONS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9 MONITORING/METERING USAGE . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10 AUDIT . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10

This Veeam Cloud Provider Licensing Options document, along with the Veeam EULA and VEEAM VCP Program Guide documents is an agreement between the Cloud Provider and Veeam. By Joining the VCP Program, Purchasing and/or Renting Veeam product(s) the Cloud Provider agrees to abide by the terms and restrictions in these documents. The latest versions can be found on Veeam ProPartner Portal, Program’s tab.

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Veeam Cloud Provider Program Guide

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LINK INDEX Veeam Cloud Provider Program Guide

http://propartner.veeam.com/propartner/php/#hr:programs.php

Veeam End User License Agreement (EULA)

http://www.veeam.com/eula.html

Veeam Cloud Provider Licensing Guide

http://propartner.veeam.com/propartner/php/#hr:programs.php

VCP application

veeam.com/veeam-cloud-providers.html#sign-up-now

Veeam University

propartner.veeam.com/propartner/php/#hr:contentHolder. php?action=get&code=vu_intro

Content Syndication

propartner.veeam.com/propartner/php/#hr:contentHolder.php?a ction=get&code=ContentSyndication

Veeam ProPartner portal

propartner.veeam.com

Find a Veeam reseller

propartner.veeam.com/propartner/php/#hr:resellers.php

VCP directory

veeam.com/find-a-veeam-cloud-provider.html

VCP directory application

propartner.veeam.com/propartner/php/#hr:vcpDirectory.php

Service provider lookup

veeam.com/service-provider-lookup.html

LEGAL This Program Guide is intended to cover mutual agreements and obligations between Veeam Software and the Cloud Provider. Unless otherwise noted “Veeam” will refer to the collective of the legal entity below. Veeam Software Corporation, 13/15 Rue Jean Jaurès, 92800 Puteaux, France All benefits and requirements are global in scope, unless otherwise noted, and modified to satisfy regional needs. This document is for informational purposes and subject to change with 30-days’ notice. No warranties are attached to this document and its content.

PROGRAM ACRONYMS AND MONIKERS • “ VCP” will refer to the Veeam Cloud Provider partner (includes Service Providers/Hosting Providers) • “ VCP Program” will refer to the Veeam Cloud Provider Program • “ VCP Aggregator” is a reseller which resells hosting perpetual, monthly, per-usage model or volume-agreement model, collects report from VCPs. “Aggregator” is composed of a Rental Distributor or Sub Aggregator conducting business in specific country/territory

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Veeam Cloud Provider Program Guide

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PROGRAM OVERVIEW PURPOSE This is a partner program built specially for Cloud Providers (as well as Hosting Providers/Service Providers) with various levels and each level with its own requirements and benefits. This program is designed to foster adoption, use and proliferation of Veeam Software within the Cloud Provider community. This is achieved by providing the Cloud Provider community with product licensing and pricing that aligns with their business requirements and marketplace needs. That product access is supplemented with training, intellectual property (IP), support materials, guidance, and assistance that enables development of target client offerings, either with direct pass-thru of Veeam products or by wrapping Veeam products with other products and services to create higher-value service offerings.

QUALIFICATION The Veeam VCP Program is targeted at Cloud Provider, Service Provider and Hosting companies. These are defined as: Companies whose primary business function is to provide multi-tenant hosted services to independent companies (other legal entities under different ownership). Hosted Services include: Software as a Service (SaaS), Platform as a Service (PaaS), Infrastructure as a Service (IaaS) and other Managed Services. An internal IT department providing services to peer departments in their company, even when doing charge-backs of the hosted service, is NOT considered as a cloud provider. An IT services company whose services are substantially provided only to their owner(s) is NOT considered as a cloud provider. A VAR/LAR that has formed a separate legal entity, whose primary business function is to provide hosted services to clients, even if those clients are also customers of the VAR/LAR entity, IS considered as a cloud provider. NOTE: VARs that resell and also do hosting [but don’t have a separate legal entity set up] do not qualify for the VCP program. However, if [and only if ] the VAR is a Premier, Enterprise, or Professional level member in good standing of the VMware VSPP then Veeam will waive the separate legal entity requirement, use VMware as the precedent, and allow the VAR/Cloud Provider to join the VCP Program.

OUTSOURCERS Outsourcers do NOT qualify for the VCP program. They generally provide single-tenant, custom services and have the unique requirement of needing to transfer both software title and support rights over to their clients at the end of their contracts, which is a practice that is outside the scope of this program, its benefits and license agreement. Please send an email to [email protected] to learn more about acquiring the appropriate licensing and EULA contract modifications. NOTE: Veeam standard commercial SKUs CANNOT be used in Outsourced environments.

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Veeam Cloud Provider Program Guide

AM AM . PROGRAM LEVELS Level

Requirements

Licensing Choices

Rewards

Platinum

By invitation Use of +2,000 VMs 4+ VMTSP 1+ VMCE Veeam presence on website

VCP perpetual VCP volume agreement

All Gold level rewards, plus: • Assigned hosting manager • Platinum partner branding • Co/op marketing funds • VCP Directory • Service Provider Lookup (Tier 1) • VCP Council

Gold

Use of +500 VMs 2+ VMTSP 1+ VMCE (must)

VCP perpetual VCP volume agreement

All Silver level rewards, plus: • Assigned hosting or partner manager (available in selected countries) • Internal use NFR licenses • Gold partner branding • Co/op marketing funds (subject to approval) • VCP Directory • Service Provider Lookup (Tier 2)

Silver

Use of +1VM 1+ VMTSP

VCP perpetual VCP Per usage

All Registered level rewards, Plus: • Silver partner branding • Service Provider Lookup (Tier 3)

Registered

Providers of multi-tenant hosted services to independent companies

Rights to purchase VCP perpetual or Rental

ProPartner portal access

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Veeam Cloud Provider Program Guide

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PROGRAM CRITERIA AND REQUIREMENTS This section provides additional information about the requirements outlined in the Program Levels table.

PROGRAM BENEFITS Silver

Gold

Platinum

Education/Training Webinars (live and recorded) Seminars White Papers Technical White Papers Marketing ProPartner Portal Access Logo’s Datasheets Content Syndication Events/MDF VCP council Service Provider lookup VCP Directory Support NFR Internal Use Product – Perpetual Product – Rental Product Use Perpetual Licenses Rental Licenses

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Veeam Cloud Provider Program Guide

AM AM . APPLICATION Service providers seeking membership in the VCP program can apply online. There are no application or membership fees, no obligation to buy, and no paperwork (all information can be submitted online). Applications are reviewed and approved by the regional VCP teams. VCP partners seeking elevation to Silver or Gold levels may submit requests to their regional VCP team, which reviews and approves such requests. Participation at the Platinum level is by invitation only. A VCP partner may be invited by the regional VCP team.

VM MINIMUMS Platinum, Gold and Silver levels each require that the VCP partner protect or manage a minimum number of VMs, with a paid edition of a Veeam product. VMs protected or managed with free Veeam products or free product editions do not count toward this minimum. A VCP’s own internal VMs that it manages or protects with Veeam product also do not qualify for this minimum. Veeam relies on the VCP partner to honestly report VM counts and clients. If reporting is found to be incomplete, Veeam may move the VCP partner to a lower VCP level, even if the VCP partner meets the requirements for a higher level.

TRAINING AND ACCREDITATION Platinum, Gold and Silver VCP partners must have accredited Veeam Technical Sales Professionals (VMTSPs) on staff. Platinum VCP partners must also have at least one Veeam Certified Engineer (VMCE) on staff. Gold and Silver VCP partners are encouraged to have VMCEs on staff as well. VMCE training and certification testing is available from Veeam Authorized Training Centers.

CO-BRANDING Platinum VCP partners must maintain the following Veeam information on their websites: • Veeam company description • VCP partner logo • D escription(s) of service offerings that use Veeam product(s), with “Powered by Veeam,” “Protected by Veeam” or “Cloud backup for Veeam” messaging. Note: White labeling of the offering itself is allowed. Gold and Silver VCP partners are also encouraged to promote their Veeam offerings and include Veeam information on their websites. Content syndication is available to streamline inclusion of Veeam information on partner websites. For requirements around use of the Veeam identity (names, logos, etc.), see the Veeam Cloud Provider Branding Guide.

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PROGRAM REWARDS This section provides additional information about the rewards outlined in the Program Levels table.

MARKETING, SALES AND TECHNICAL MATERIALS The Veeam ProPartner portal provides VCP partners with easy online access to a wealth of marketing, sales and technical materials, including: • VCP partner logo • Product collateral • Sales presentations • Success Stories • White papers • Exclusive partner-only webinars (live and on-demand) • Sales and technical trainings • Veeam company news, including upcoming events • Product documentation and software downloads Visit the Veeam ProPartner portal to see what’s available and to download materials.

PRODUCT LICENSES All VCP partners can purchase VCP perpetual and rental licenses. VCP licenses include Premium Support and allow for the use of \licensed Veeam product(s) to process third-party client data. • V CP perpetual licenses are available from Veeam Aggregators; go to the Veeam ProPartner portal to find a Veeam Aggregators in your area. • V CP rental licenses are available from VCP aggregators. VCP aggregators are available in most markets. Contact your regional Veeam Cloud Provider team for assistance in finding a VCP aggregator in your area. Platinum and Gold VCP partners can request FREE Not for Resale (NFR) licenses for development, testing, demonstration and training purposes. See the Veeam Cloud Provider Licensing Guide for more information. VCP partners cannot use Veeam commercial licenses for any VMs that contain third-party client data. Platinum, Gold and Silver VCP partners can purchase discounted licenses for their own internal use. See the Veeam Cloud Provider Licensing Guide for more information.

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Veeam Cloud Provider Program Guide

AM AM . JOINT MARKETING Platinum, Gold and Silver VCP partners can request inclusion in the VCP directory. The directory is designed to assist Veeam customers and resellers in locating service providers that offer: • Cloud repositories and other offsite infrastructure for Veeam • Backup and disaster recovery-as-a-service (BaaS and DRaaS) powered by Veeam • Hosted VMs protected by Veeam Qualifications for inclusion in the VCP directory may vary by region. Go to the ProPartner portal to submit an application for inclusion in the VCP directory. Service providers who use Veeam Cloud Connect to host cloud repositories may apply for inclusion in the Service Provider lookup. Platinum VCP partners can request market development funds (MDF). Contact your VCP partner manager or your regional VCP team for more information or to submit a proposal. Veeam provides VCP partners with a Veeam Cloud Provider Branding Guide for marketing compliance requirements and marketing suggestions.

SUPPORT Veeam Cloud Provider Partners all receive Premium (7x24) support. Technical support can be reached via phone, web, or email. The support URL is http://propartner.veeam.com/propartner/php/#hr:technicalSupport.php, and the support policy is published here: http://www.veeam.com/files/veeam_software_support_policy.pdf

LICENSE AGREEMENT Veeam Cloud providers are granted rights to purchase Cloud Provider ONLY SKUs through VCP Aggregators. These cloud provider SKUs have a different VCP License Agreement attached to them, which can be found on the Veeam. com website at: http://www.veeam.com/eula.html.

RESTRICTIONS NOTE: the Cloud Provider SKUs are only for Veeam product use, which is market/client facing and hosts’ client data/ environments. These SKUs may not be used for internal use. If the Cloud Provider wishes to use Veeam internally to back up, manage, report and/or change their business environments the Cloud Provider must acquire commercial perpetual licenses through regular Veeam channels. (See Discounted Internal Use, in the Gold Cloud Provider Benefits section.)

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MONITORING/METERING USAGE From time to time, Veeam may sell product licensing that differs from the enforcement or usage mechanism. This may be necessary to accommodate the needs of a partner segment of the market. For instance, Veeam Backup & Replication may be offered by the VM, even though the usage may be granted (controlled) by the socket. This would allow the VCP to only pay for the backup being “sold” to their clients. EXAMPLE: A VCP has a 5 servers, a 10-socket hosting environment and 100 VMs running in its environment. Clients with a total of 40 VMs, which run distributed across the 10 sockets] are buying backup services from the Cloud Provider. The VCP must purchase 40 (Perpetual or Rental) VMs of Veeam Backup & Replication. Veeam will then provision the VCP with keys sufficient to run the backup product across the entire 10-socket environment. If/when the Cloud Provider sells more VMs of backup, it will have to purchase additional (Perpetual or Rental) VMs sufficient to license the total number of client VMs using Veeam Backup & Replication™. In these cases the burden is on the VCP to insure that it only uses the amount of product licensed or acquires additional licenses even if Veeam does not have mechanisms in place to enforce that type/unit of licensing. Veeam may, at its discretion, offer tools that track usage and aid the VCP in reporting their usage, and Veeam will likely expand its usage control mechanisms in the future to help Cloud Providers remain in compliance on licensed product usage.

AUDIT For the term of any Veeam Product Licenses and Maintenance, and for a period of 1 year thereafter, Veeam may, during normal business hours and upon reasonable prior notice to the VCP, inspect files, computer processors, equipment and facilities of the VCP to verify compliance with the EULA or applicable Order Form.

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