Adobe Partner Connection Reseller Program

Program Guide

Adobe Partner Connection Reseller Program

Adobe Partner Connection Reseller Program

North America Program Guide
v1 .1
Content Overview of Adobe Partner Connection Program . . . . . . . . . . . . . . . . . . . 3 Reseller Program levels . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4 Reseller Program level details . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5 Reseller Program benefits . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7 Training, certification, and specialization . . . . . . . . . . . . . . . . . . . . . . . . . . . 13 Onboarding . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 15 Ongoing performance evaluation . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 16

Adobe Partner Connection Reseller Program

Adobe Partner Connection Reseller Program

North America Program Guide
Adobe Partner Connection Portal
www.adobe.com/partners

Overview of Adobe Partner Connection Program

The primary goal of the Adobe Partner Connection Program is to reward Adobe partners for helping to drive our mutual strategic objectives . Grow profitable revenue Drive greater account penetration Acquire new customers Keep customers current on Adobes latest technology innovations

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 infrastructure, training, and incentives . Adobe will provide both financial incentives, such as rebates, deal registration, Co-op, and/or MDF, and non-financial incentives, such as NFR software, training, and public recognition, to partners who work with us to drive these objectives .

Programs and partner types

A primary goal of the Adobe Partner Connection Program is to recognize and reward the unique competencies of each partner . To do this, it is important to identify the role that each partner plays . The Partner Connection Program consists of three unique programs designed for the following partner types: Distributor, Reseller, and Retail Partner. In addition, when a partner focuses on a particular business model such as online retail, or a unique vertical market such as education or government, the Partner Connection Program will treat these attributes differently and reward for unique areas of focus or specialization. Programs and examples of partner types
Distributor Program General distributors Specialized vertical distributors Reseller Program Small, medium, and large resellers Value-added resellers (VARs) Large account resellers (LARs) Direct marketing resellers (DMRs) Retail Program Retail stores Online retailers Campus stores Digital Imaging/ProVideo resellers

Note: Additional partner types include solution partners, Connect partners, Omniture partners, OEM/ISV partners, 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 software products to end user customers. Participation in the program is required for access to the broadest set of pricing and licensing options. Non-participating resellers will have access only to Adobes commercial Transactional Licensing Program (TLP) offerings . The description of the program that follows is an integral part of the Adobe Partner Connection Program Agreement and is designed to be read in conjunction with the Program Agreement that must be executed by each participating reseller . Any terms and definitions covered here shall have the same meaning as set forth in the Program Agreement .

Adobe Partner Connection Reseller Program

Adobe retains the right, by email notification and other communication posted to the Adobe Sales Center, Adobe Partner Connection Portal, or any other similar partner/reseller communication website, to effect 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 reference . Any changes will be effective 30 days from the date of the announcement . All new versions of the Program Guide shall supersede and replace all prior and existing versions of the Program Guide . All support and resources provided by Adobe are subject to availability . The Adobe Partner Connection Program is defined as a worldwide program and leverages a common framework for our partners across the globe . This document reflects the regional implementation of the framework for North America (US and Canada) . Participation in the Reseller Program is subject to approval by Adobe. Without prejudice to Adobes right to reject any potential reseller from participating in the Reseller Program, Adobe reserves the right change the requirements to join the Reseller Program at any time. Reseller will treat all materials relating to the Adobe Partner Connection Program, including this Program Guide, as confidential and will only disclose such information to a person who is an employee of Reseller and who is obligated to keep such information confidential .

Reseller Program levels

The Reseller Program rewards four different levels of engagement with Adobe: Platinum, Gold, Certified, and Registered. Resellers not participating in the Reseller Program will have access only to Adobes TLP Commercial licensing offerings .

Reseller Program level definitions

Registered - The Registered level allows resale of Adobe shrinkwrap products as well as the TLP commercial, government, and education/non-profit licensing programs. It requires an online click-through agreement for each reseller . Certified - The Certified level requires that a reseller be Registered and have at least one employee certified under one of the Adobe Partner Connection Program certification programs. Minimum certifications required for this level are one (1) Adobe Certified Sales Professional in Creative Suite or Acrobat, and one in Volume Licensing. In addition to the benefits of the Registered level, resellers at the Certified level are eligible to sell Adobes Cumulative Licensing Program (CLP) and Enterprise Agreement (EA) program and for deal registration and other incentives. Only resellers that qualify for the Certified level and above will be able to access the Adobe Sales Center for deal registration and other benefits, and be listed in the Partner Finder. Gold - The Gold level requires a reseller to meet the requirements for both the Registered and Certified levels and to have been an Adobe reseller for a minimum of six (6) months. In addition, the Gold level reseller must have additional Adobe Certified Sales Professionals in Acrobat, Creative Suite, and Volume Licensing . The Gold level reseller will be assigned an Adobe Account Manager and will have quarterly business plans and reviews. A revenue target will be set and the reseller will be eligible for rewards such as deal registration, performance incentives, and marketing funds . Platinum - The Platinum level requires the highest level of performance and engagement in the Adobe business. In return, it provides the reseller with the richest level of benefits in the Reseller Program. Platinum level resellers must meet all of the requirements for the Registered, Certified, and Gold levels, plus the additional requirements of the Platinum level. The Platinum level reseller will be assigned an Adobe Account Manager and will have quarterly business plans and reviews. A revenue target will be set and the reseller will be eligible for rewards such as deal registration, performance incentives, and marketing funds .

Requirement summary
Each Reseller Program level has a minimum personnel requirement that includes Adobe Certified Sales Professional/s and other personnel. Both the Gold and Platinum levels also require a minimum revenue threshold to enter or maintain status at that level. The revenue requirement will be calculated based on annual Qualifying Revenue (defined below) .

Adobe Partner Connection Reseller Program

Reseller level Registered Certified Gold Annual Qualifying Revenue (in USD) N/A N/A First year only: $500K Qualifying Revenue OR $25M total software revenue from all sources . Renewals: $500K Qualifying Revenue $7.5M Personnel Requirements N/A 1 Adobe Certified Sales Professional, Creative Suite or Acrobat 1 Adobe Certified Sales Professional, Volume Licensing 1 Adobe Certified Sales Professional, Creative Suite 1 Adobe Certified Sales Professional, Acrobat 2 Adobe Certified Sales Professionals, Volume Licensing Dedicated Product Line Manager 1 employee dedicated to the Adobe business 2 Adobe Certified Sales Professionals Creative Suite 2 Adobe Certified Sales Professionals, Acrobat 3 Adobe Certified Sales Professionals, Volume Licensing Dedicated Product Line Manager 2 employees dedicated to the Adobe business

Platinum

Pricing and licensing program summary

Reseller access to Adobe pricing and licensing options varies based on program level and specialization .
Shrink C Non-participating reseller Registered Reseller Certified, Gold, and Platinum Resellers (no specializations) Certified + with Education Specialization Certified + with Government Specialization Shrink STE TLP-C TLP-G TLP-E* CLP & EA-C CLP & EA-G CLP-E & K-12 EA

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-profit entities .

A detailed description of additional eligibility, program requirements, and benefits follows.

Reseller Program level details

Registered Reseller
Requirements Register online on the Adobe Partner Connection Portal and complete the Adobe Partner Profile Accept the Reseller Program Agreement in the format of a click-through online agreement Comply with the rules & guidelines in reference to the sale of Adobe products Benefits Access to resources & communications on the Adobe Partner Connection Portal Access to no-charge, online training & certification on the Adobe Channel Training Center Eligibility to purchase Adobe shrinkwrap and TLP commercial, education, and government products from an Authorized Adobe Distributor (list available on the partner portal)

Adobe Partner Connection Reseller Program

Certified Reseller The Certified Reseller must meet all eligibility requirements for both the Registered and Certified levels. The primary requirement for participation in this level is certification of one or more reseller employees. This ensures a high degree of competence in Adobe products and solutions that will be of value to customers . Thus, a higher level of benefits is available to the Certified level .
Requirements All requirements above, plus: Employ one or more Adobe Certified Sales Professionals (non-dedicated) that have one of the following certifications: Creative Suite (Level 1 & 2) or Acrobat (Level 1 & 2) Employ one or more Adobe Certified Sales Professionals, Volume Licensing (Level 1 & 2) Benefits All benefits above, plus: Eligibility to purchase CLP and EA commercial products from an Authorized Adobe Distributor (list available on the partner portal) Eligibility to earn specializations for access to CLP and EA education and government products Eligibility to participate in Deal Registration Incentive and receive incentives for qualifying deal submissions Eligibility to receive not-for-resale (NFR) copies of software according to applicable Adobe policy Exclusive content for Certified Resellers on the partner portal Public listing as a Certified Reseller on the Adobe website and use of exclusive Certified Reseller logo Eligibility to participate in exclusive Adobe partner events, as invited by Adobe

Gold Reseller Gold Reseller is a prestigious level reserved only for those partners with a very high level of competence and commitment to Adobe . Adobe commits to enabling and rewarding these partners with a high level of support and incentives that can be attributed to their focus on the Adobe business . Revenue targets and objectives will be set on a quarterly basis for Gold Resellers, and a Quarterly Business Review will be conducted each quarter. In order to focus on Adobes Gold Resellers, an Adobe Account Manager will be assigned to each Gold Reseller as a point of contact .
Requirements All requirements above, plus: Meet minimum 6 months as an Adobe authorized reseller prior to applying at the Gold level Meet minimum $500K annual Qualifying Revenue threshold Develop an Annual Business Plan with your Adobe Account Manager and hold Quarterly Business Reviews Employ at least one Adobe Certified Sales Professional, Acrobat (Level 1 & 2) Employ at least one Adobe Certified Sales Professional, Creative Suite (Level 1 & 2) Employ two or more Adobe Certified Sales Professionals, Volume Licensing (Level 1 & 2) Appoint a Designated Product Line Manager with responsibility for Adobe products in accordance with program guidelines for the Gold level Maintain at least one employee dedicated to the Adobe business Benefits All benefits above, plus: Account management by an Adobe Account Manager Eligibility to earn performance incentives (rebates) tied to quarterly objectives Eligibility to earn Co-op marketing funds for approved marketing activities Eligibility to receive Market Development Funds (MDF) at the discretion of Adobe for approved marketing activities Eligibility to participate in joint product launches, promotions, or campaigns as invited by Adobe Exclusive content for Gold Resellers on the partner portal Public listing as a Gold Reseller on the Adobe website and use of exclusive Gold Reseller logo Access to pre-sales support line

Adobe Partner Connection Reseller Program

Platinum Reseller Platinum Reseller is the highest level in the Reseller Program . This level is reserved for resellers that make a significant investment in the Adobe business and adopt Adobe business objectives as their own. The requirements to become a reseller at this level are proportionally high revenue targets, personnel levels, and competency expectations . This level of partnership necessitates a much deeper relationship between Adobe and the Platinum Reseller, and will bring with it the richest level of benefits achievable across the Reseller Program levels .
Requirements All requirements above, plus: Meet minimum 12 months as a Gold Reseller or Adobe License Center (ALC) prior to applying at the Platinum level Meet minimum $7.5M annual Qualifying Revenue threshold Participate in the application and onboarding process working with your Adobe Account Manager Execute the Platinum Reseller Agreement Employ at least two Adobe Certified Sales Professionals, Creative Suite (Level 1 & 2) Employ two or more Adobe Certified Sales Professionals, Acrobat (Level 1 & 2) Employ three or more Adobe Certified Sales Professionals, Volume Licensing (Level 1 & 2) Appoint a Designated Product Line Manager with responsibility for Adobe products in accordance with program guidelines for the Platinum level Maintain at least two employees dedicated to the Adobe business Submit end user sell-through and point of sale (POS) reports as specified by Adobe Benefits All benefits above, plus: Eligibility to purchase CLP and EA commercial and government products direct from Adobe (with appropriate specializations if required) Eligibility to receive Adobe-funded headcount at the discretion of Adobe for approved sales and marketing activities Exclusive content for Platinum Resellers on the partner portal Public listing as a Platinum Reseller on the Adobe website and use of exclusive Platinum Reseller logo

Reseller Program Benefits

The Reseller Program is designed to offer rich benefits for partners who develop a deep expertise in the Adobe business and align their goals and objectives accordingly . There are varying levels of benefits for each Reseller Program level . Adobes program of benefits includes deal registration, performance incentives (rebates), marketing funds, and non-financial benefits. These benefits will be awarded to those resellers that meet Adobes expectations for growing the business and increasing customer loyalty .

Financial incentive overview

The Reseller Performance Incentive Framework defines the package of financial incentives that Adobe offers to resellers who meet high performance objectives such as revenue target achievement, unique quarterly goals (such as by vertical market or product), and demand generation, particularly with new customers . These incentives include performance incentives (rebates), deal registration rebates, and marketing incentives . Eligibility to receive financial incentives depends on a resellers current standing with Adobe, level in the program (Platinum, Gold, Certified, Registered), and specializations . The diagram below illustrates which financial incentives are available at each Reseller Program level .
Registered Deal Registration Marketing incentives (Co-op & MDF) Rebates Funded headcount Certified Gold Platinum

Adobe Partner Connection Reseller Program

Marketing incentives
Marketing incentives available to high-performing Gold and Platinum Resellers include Market Development Funds (MDF) and Co-op Marketing Funds (Co-op). MDF and Co-op funds are held by Adobe in an account available to each reseller for claims. Information on how funds are allocated or accrued is provided below. MDF and Co-op funds are made available for the sole purpose of actively planning and implementing marketing activities for Adobe products. All marketing activities, whether funded by MDF/ Co-op or not, must be in accordance with Adobes policies regarding advertising and trademark usage as established from time to time by Adobe and made available on the partner portal or otherwise as provided by Adobe to resellers . In order to effect a claim and obtain the corresponding reimbursement, Platinum Resellers must work with their assigned Adobe Channel Marketing Manager to jointly plan and develop funded activities to be executed each quarter. Gold Resellers will have a list of activities from which to choose. Adobe in its sole discretion may grant authorization to carry out the proposed activity, at the proposed cost, and only upon receipt of such authorization, resellers may perform the approved activity and incur the relative expenses, if it intends to make a claim for such expenses . Upon receipt of authorization to perform a marketing activity, resellers may perform the activity and when completed will submit via the Adobe Channel Administration Portal and in the manner determined by Adobe, a claim for the reimbursement of expenses incurred in the carrying out of such marketing activity . All claims for expenses must be supported by details of the activity, its results and by incontrovertible proof that the claimed expenses have been incurred. At no point will more than the unused and unallocated MDF funds, or the unused and unallocated Co-op funds of the previous four (4) quarters, be reimbursed. Upon receipt of the claim and of the supporting documentation, Adobe will review the claim and if approved, will reimburse resellers by crediting the resellers account with the appropriate amount, of the MDF or Co-op claim. Payment of the claim shall be made by Adobe approximately 45 days after the end of 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, even if Adobe has approved such an activity with respect to MDF funding or Co-op, and resellers agree that Adobe is in no manner whatsoever responsible for rendering legal or financial consultation services to resellers . MDF From time to time, Adobe may provide specific Gold and Platinum Resellers with Market Development Funds (MDF). These are one-time marketing contributions, generally available for specific marketing activities. The amount and purpose of these funds will be made available at the sole discretion of Adobe . Adobe marketing personnel will inform qualifying resellers, when applicable, of the availability of such MDF funds and of the conditions and selection criteria for their availability . All allocated MDF funds will expire, without exception, sixty (60) days from the end of the approved marketing activity. Funds that have not been claimed within this time limit may be reclaimed by Adobe without further notice . Co-op Marketing Funds In order to assist Gold and Platinum Resellers in the effective marketing of Adobe products, Adobe provides these resellers with the opportunity to claim accrued cooperative marketing funds (Co-op), as outlined below . Co-op may be utilized by Gold and Platinum Resellers to fund or partially fund marketing and market development activities in areas such as advertising, lead-generation, point-of-sale materials, seminars and events, tradeshows, and web marketing. For a complete list of acceptable activities, see the Adobe Partner Connection Reseller Program Marketing Incentive Guidelines available on the partner portal . Available Co-op funds will be calculated on a quarterly basis, as a percentage of each resellers qualifying revenue in the previous quarter during the term of the Agreement. All accrued Co-op funds will be held by Adobe in an account available to resellers for claims .

Adobe Partner Connection Reseller Program

Funds will expire, without exception, four (4) quarters from their accrual, if not claimed. Funds that have not been claimed or have not been allocated for a specific activity 30 days prior to their expiration may be reclaimed by Adobe without further notice . For operational details on MDF and Co-op, including instructions for submitting proposals and requesting reimbursement, as well as a complete list of eligible and ineligible marketing activities, see the Adobe Partner Connection Reseller Program Marketing Incentive Guidelines available on the partner portal .

Revenue performance incentives (rebate)

Qualifying resellers in good standing with Adobe will be eligible to participate in the following revenue incentive programs . Revenue Performance Incentive Gold and Platinum Resellers will be eligible to receive a Revenue Performance Incentive which will be based on Adobe desktop product shrinkwrap and licensing sell-through goals for one or more product families . Performance towards goals will be calculated as a percentage of Qualifying Revenue (defined below) for the quarter. Gold and Platinum Resellers that achieve their revenue target will be awarded a rebate. Prior to the beginning of the Adobe fiscal year, each Gold and Platinum Reseller will be required to jointly develop an Annual Business Plan with their Adobe Account Manager that addresses the past successes and challenges and sets the vision and goals for the year ahead . This Annual Business Plan will include an annual revenue goal for each partner, divided by quarter. At the beginning of each new quarter, each Gold and Platinum Reseller will be advised of any adjustments to the quarterly target based on the previous quarters performance, the Adobe business environment, and/or general market conditions . Resellers and their Adobe Account Manager will have the opportunity to discuss these changes during the Quarterly Business Plan process. Flexible Performance Incentive In addition to the Revenue Performance Incentive, a Flexible Performance Incentive will be available for Platinum Resellers. This will be in the form of quarterly targets set by the Adobe Account Manager to provide incentives for product launches, special initiatives, unique reseller attributes (e.g. vertical market or certification achievement), or product focus . At the beginning of each new quarter, each Platinum Reseller will be advised of their new flexible performance targets and corresponding payout rates . Platinum Resellers and their Adobe Account Manager will have the opportunity to discuss these targets during the Quarterly Business Plan process. Funded headcount In order to ensure adequate resources are in place to focus on supporting Adobe technologies and sales and marketing activities, Adobe has designed a model to provide resource funding for qualifying Platinum Resellers. Platnium Resellers are eligible for one (1) funded headcount by meeting the minimum $7.5M annual Qualifying Revenue commitment for the previous year . Additional headcount will be funded by Adobe at additional Qualifying Revenue intervals. (See the Platinum Reseller financial incentive summary below) . The funded headcount described above must be in place for at least eight (8) weeks of each quarter and be performing the mutually agreed upon job functions in order to be eligible for Adobe funding . Resellers will receive funding only for actual resources in place, regardless of the maximum number allowed by the Reseller Program .

Gold Reseller financial incentive summary

Financial Incentive Revenue Performance Incentive (sell-through rebate) Criteria Qualifying Revenue (see Definitions) and other revenue target(s) determined by Adobe on a semi-annual basis and reviewed quarterly. Attainment method 85%-100% of target 100%-110% of target 110%+ of target Variable Payout

Adobe Partner Connection Reseller Program

Co-op Registered and approved marketing activities. Reimbursed after proof of activity . Registered and approved marketing activities. Reimbursed after proof of activity .

Flat accrual of Qualifying Revenue No set amount . Awarded at Adobes discretion .

Variable

MDF

Variable . Awarded at Adobes discretion .

Platinum Reseller financial incentive summary

Financial Incentive Revenue Performance Incentive (sell-through rebate) Flexible Performance Incentive (MBO rebate) Funded headcount Criteria Qualifying Revenue (see Definitions) and other revenue target(s) determined by Adobe on a semi-annual basis and reviewed quarterly. Specific business objectives (2 MBOs per quarter) Attainment method 85%-100% of target 100%-105% of target 105%-110% of target 110%+ of target Variable >7 .5M >25M >40M >60M >75M >90M Payout

Variable

Variable $25K/quarter $100K/year $25K/quarter $100K/year $25K/quarter $100K/year $25K/quarter $100K/year $25K/quarter $100K/year $25K/quarter $100K/year Variable

Funded headcount based on Qualifying 1 Revenue. Funded headcount must be hired on staff for a minimum of eight (8) weeks for each quarter to be eligible for 2 reimbursement . 3 4 5 6

Co-op

Registered and approved marketing activities. Reimbursed after proof of activity . Registered and approved marketing activities. Reimbursed after proof of activity .

Flat accrual of Qualifying Revenue No set amount . Awarded at Adobes discretion .

MDF

Variable . Awarded at Adobes discretion.

Rebate performance payout

At the end of each fiscal quarter, Adobe will calculate each Gold and Platinum Resellers performance and corresponding payout rate for each component of the rebate program and generate a total quarterly payout rate for the reseller. For the purpose of performance incentives, these will be calculated based on Qualifying Revenue (defined below) for Adobe desktop products . For Platinum Resellers that transact directly with Adobe, the rebate payout will be made as a credit to their trade account with Adobe. For Gold Resellers and those Platinum Resellers that transact with Adobe through a distributor, the rebate payout will be made via wire transfer . Upon the close of the quarter, the Adobe Account Manager will examine the revenue targets, revenue target achievement, MBOs, any funded headcount staffing levels, and performance of each reseller in the Gold and Platinum levels. In addition, the Adobe Account Manager will verify compliance with contractual obligations such as end-user sell-through data reporting. If a partner has achieved the targets specified and complied with all mandatory contractual obligations, the Adobe Account Manager will authorize the payment of the Revenue and Flexible Performance Incentive Rebates. This will be reviewed by the Adobe Regional Director before being paid. The decision of Adobe and of its representatives on any claim or dispute to the targets is final .

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Adobe Partner Connection Reseller Program

Any administrative fees associated with use of the Channel Return Exception Policy will be deducted from the reseller rebate . The Channel Return Exception Policy is available on the Adobe Partner Connection Portal or from your Adobe Order Management representative . Adobe may, by email notification or other communication posted to the Sales Center or other similar partner communication vehicle, announce permanent or temporary modifications to the Revenue or Flexible Performance Incentive terms. Such changes shall become effective from such time as determined by Adobe at the sole and reasonable discretion of Adobe .

Deal Registration Incentive

Certified, Gold, and Platinum Resellers in good standing with Adobe will be eligible to participate in the Deal Registration Incentive. Overview and reward calculation The Deal Registration Incentive is designed to reward Adobe resellers for generating demand for Adobe products. Adobe relies on its reseller partners to create demand for our products by presenting them to customers, explaining features and benefits, and supporting the entire sales cycle from first evaluation to purchase . Adobe wishes to reward those resellers that become trusted advisors to these customers, particularly during the evaluation phase of a purchase decision, particularly in light of a competitive environment when customers have ample choice of Adobe resellers from which to purchase. In order to support customer choice and to compensate committed and competent resellers, Adobe has introduced the Deal Registration Incentive to reward activities that lead customers toward evaluating and adopting an Adobe solution . Deal registration involves a monetary incentive for validated, forecasted purchases of Adobe products. Once the sale closes (the customer has purchased the product), the reseller that forecasted and registered the purchase (and received approval from Adobe), will receive the reward, regardless of which partner finally fulfilled the sale in the end . Eligibility to participate in the Deal Registration Incentive is limited to Certified, Gold, and Platinum Resellers who are in good standing with Adobe and have met all Adobe contractual requirements. Resellers who meet contractual requirements, as well as the requirements for these program levels, and who comply with the process and requirements for deal submission (outlined below), will be eligible to receive the following benefits:
Payout per deal Deal characteristics & criteria $12.5K USD deal; Any combination of Adobe Desktop Products; Licensing and new Upgrade Plan (TLP, CLP, and EA); available in all vertical markets $12.5K USD deal; Any combination of Adobe Desktop Products; Licensing and new Upgrade Plan (TLP, CLP, and EA); available in all vertical markets Additional qualifcation criteria Must be a new opportunity; Must have proof of value-added activities and active selling . Must identify and register a qualifying opportunity that is later closed by another reseller . Must be a new opportunity; Must have proof of value-added activities and active selling . Must identify the opportunity and place the qualifying order.

6% reward (sourcing only)

10% reward (sourcing & selling)

All Adobe Desktop Products are eligible for deal registration. Other Adobe products such as Omniture, LiveCycle, & Connect are not eligible as part of this Deal Registration Incentive. For Platinum Resellers that purchase directly from Adobe, Qualifying Revenue for Deal Registration Incentive calculations is based on net-to-Adobe revenue. For all other orders that are purchased through an Authorized Adobe Distributor, Qualifying Revenue for Deal Registration Incentive calculations is based on the Adobe Estimated Street Price (List Price). For approved deals greater than $12,500 USD in Qualifying Revenue that are both identified (sourced) and closed by a single reseller, a 10% reward will be provided to the reseller. For approved deals greater than $12,500 USD in Qualifying Revenue that are identified (sourced) by one reseller, but closed by another reseller, a 6% reward will be provided to the reseller who identifies the opportunity. No Deal Registration Incentive reward will be provided to the reseller who places the order . The $12,500 USD threshold can be achieved with any combination of Desktop Product licensing (e.g. Acrobat + Creative Suite products), via any Adobe licensing program . Licensing programs cannot be combined to meet the threshold on a single deal . Upgrade Plan renewals without any additional licenses are not eligible for deal

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registration . Adobe Enterprise Agreement (EA) true-up deals are eligible for deal registration only by the reseller that has placed the current-year EA order for that customer. Non-EA deals are capped at $500,000 USD. In order to qualify for these rewards, the reseller must demonstrate as having acted as a trusted advisor to the customer through value-adding selling activities. Value-adding selling activities are defined as a combination of: Identifying new sales opportunities for Adobe products with new and existing customers Helping customers understand the features & benefits of Adobe products Understanding customers business issues and illustrating how Adobe products can address them Where appropriate, collaborating with Adobe sales personnel in account planning activities Delivering presentations, demos, and proof of concept to prospective customers

For operational details of the Deal Registration Incentive, including instructions for submitting opportunities and claiming rewards, see the Adobe Partner Connection Reseller Program Quick Start Guide . Deal Registration Incentive Terms & Conditions Only purchases effected by a third party customer to the fulfilling reseller shall be eligible for the Deal Registration Incentive. Under no circumstance will purchases made for internal use by an Adobe channel member, including another reseller, be eligible to qualify for a reward under this incentive. Reseller is specifically forbidden from splitting an order received from a customer into multiple orders for the purpose of qualifying the orders for Deal Registration Incentive eligibility. In the event that Adobe has reasonable suspicion that a reseller has violated any of the terms described above with the submission of an order, including splitting or asking a customer to split an order into two or more parts, for the purpose of qualifying under this incentive, Adobe reserves the right to investigate the matter, including auditing reseller records of purchase orders received from the customer. If Adobe determines the reseller partner is in violation of any of the terms of this agreement, the reseller will be suspended from the Deal Registration Incentive, and may face permanent loss of deal registration participation or overall participation in the Adobe Partner Connection Reseller Program, at the sole discretion of Adobe . In the event that a reseller loses its status in the program, this reseller will have 30 days from the date of the loss of status to submit any outstanding claim with Adobe with regard to the Deal Registration Incentive. After this period, all opportunities and/or claims will be considered expired and the reseller will no longer be eligible for the reward. Please note that the resellers Sales Center account will be blocked when the resellers account is suspended or terminated. If this occurs, the reseller must work with their Adobe Account Manager or other Adobe representative to close out any outstanding eligible opportunities and/or claims .

Non-financial incentives
In additional to the financial incentives described above, resellers are eligible for non-financial benefits based on membership level .
Benefit Training Partner communications Pre-sales support line Public recognition Eligibility to sell CLP and EA Exclusive partner events, as invited by Adobe NFR software Marketing resources for joint promotions and campaigns NDA product roadmap briefings Assigned Adobe Account Manager Registered Certified Gold Platinum

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Adobe Partner Connection Reseller Program

Training, certification, and specialization

One of the most important requirements and benefits of membership in the Reseller Program is the access to training and certification of individual partner representatives . Adobe believes strongly in the importance of continual enablement of our extended sales force, and thus places a high degree of trust in partners who take the time to train their personnel in Adobe products and licensing options .

Training and certification

Adobe seeks to enable partners through its no cost, online training and certification 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 from the partner portal or Sales Center after a reseller has been onboarded into the Reseller Program . Resellers at the Certified, Gold, and Platinum levels are required to have one or more reseller employees who are Adobe Certified Sales Professionals . To become an Adobe Certified Sales Professional, completion of both the Level 1 and Level 2 training courses in the desired subject are required. At the end of the series of course lessons for each level, each reseller representative will be asked to take and pass a final exam covering the course content . Currently available courses include: Adobe Certified Sales Professional Acrobat (Levels 1 & 2) Adobe Certified Sales Professional Creative Suite (Levels 1 & 2) Adobe Certified Sales Professional Volume Licensing (Levels 1 & 2) Adobe Certified Sales Professional Education Adobe Certified Sales Professional Government Adobe Certified Sales Professional Digital Imaging Adobe Certified Sales Professional ProVideo

After the exam/s have been successfully completed, the individual is designated as an Adobe Certified Sales Professional. This certification is unique to the individual, and should that individual change employment, he/she will retain the title . Successful certification also includes access to the Adobe certification logo which can be used to identify that individuals status as an Adobe Certified Sales Professional. On occasion, Adobe will update the content of the certification materials according to the latest product updates or Adobe sales process requirements. Adobe reserves the right to require Adobe Certified Sales Professionals to attend any new training indicated to maintain the currency of the certification within 90 days of its availability . In the event of an Adobe Certified Sales Professional leaving a reseller or the reseller employing additional Adobe Certified Sales Professional(s), the reseller shall immediately notify Adobe via the Sales Center of this change so that internal systems can be updated. Failure to notify Adobe may result in suspension of membership and a loss of benefits . Adobe also reserves the right to verify, at its discretion, the employment of certified professionals for any reseller participating in the program .

Specialization
Certified, Gold, and Platinum Resellers are also eligible to earn specializations in the Reseller Program . A specialization is defined as a specific set of skills and expertise in a particular discipline/vertical market and can be attained by meeting certain certification and eligibility criteria that are different for each specialization . Adobes current reseller specializations are as follows: Education Addressing the education market is a critical priority for Adobe and we would like to identify and reward resellers who have a particular competency in the education market. The Education Specialization is a prerequisite to selling CLP-education and K-12 EA. Purchase of these products can only be made from an authorized Adobe distributor . Education products must be purchased from an authorized Adobe education distributor .

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Adobe Partner Connection Reseller Program

In order to qualify to for the Education Specialization, a reseller must meet the following criteria: 1 . 2. Current good standing as a Certified, Gold, or Platinum Reseller in the Reseller Program . Have a history of positioning software strategies, solutions and products in the education market through promotional, marketing, and/or sales activities . Acceptable evidence includes a minimum of 3 of the following: Education product catalog Website promoting education pricing Evidence of sponsorship of education events or conferences Membership of education supplier professional trade associations Demonstrable ability to market and sell education products solely to eligible education entities An education-focused sales team Marketing materials demonstrating education product offerings

3 . 4 . 5 . 6 . 7 .

Employ at least the following number of Adobe Certified Sales Professional/s, Education: Certified Resellers: 1 Gold Resellers: 2 Platinum Resellers: 3 Purchase education products exclusively through an authorized Adobe education distributor . Check that all customers seeking to purchase education products are eligible according to the latest Adobe guidelines . Obtain access to a database, catalog, or directory of eligible education organizations (generally made available by the education ministry or another official body) . Maintain full electronic records of customer purchases of Adobe education products for a period of two years post-sale according to the latest Adobe guidelines .

Resellers who meet all the requirements above and who achieve the Education Specialization will be eligible for the following benefits: Eligibility to purchase CLP-education and K-12 EA from an authorized Adobe distributor. Eligibility for education promotions, product bundles, or special offers. Access to education-specific marketing materials and content on the partner portal.

Government Addressing the government sector is a critical priority for Adobe and we would like to identify and resellers who have a particular competency in the government market. The Government Specialization is a prerequisite to selling CLP & EA licensing programs . Purchase of Adobes products using our government licensing programs can be made from an authorized Adobe government distributor . Platinum Resellers also have the option to purchase government CLP or EA licensing directly from Adobe . In order to qualify to for the Government Specialization, a reseller must meet the following criteria: 1 . 2. Current good standing as a Certified, Gold, or Platinum Reseller in the Reseller Program . Have a history of positioning software strategies, solutions, and products in the government market through marketing-related activities and a demonstrated history of sales achievement in the government market segment. Acceptable evidence includes all of the following (unless otherwise noted):

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Adobe Partner Connection Reseller Program

3 . 4 . 5 . 6 . 7 . 8 . 9 .

Government product catalog (optional). Website and marketing materials promoting government offerings, solutions and pricing. Dedicated government contracting group or access to a specialty firm for government contracting. Products/services on at least 3 government contract vehicles. Customer references from three government customers. At least four (4) dedicated sales representatives dedicated to the government sector (federal, state, local, and/or provincial governments) .

Employ at least the following number of Adobe Certified Sales Professional/s, Government: Certified Resellers: 1 Gold Resellers: 2 Platinum Resellers: 3 Purchase CLP and EA products made available by Adobe specifically for the government market either from an authorized Adobe government distributor or directly from Adobe (Platinum only) . Check that all customers seeking to purchase government products are eligible according to the latest Adobe guidelines . Obtain access to a database, catalog, or directory of eligible government organizations . Maintain full electronic records of reseller purchases of Adobe government products for a period of two years post-sale according to the latest Adobe guidelines . Must not have been terminated for cause by any government agency or other manufacturer . Must not be listed on DRPL/FCPA compliance databases.

It is also highly desirable that resellers wishing to become certified under the Government Specialization provide one or more certificates of courses completed in the areas of Government Contracting and Government Regulations when applying for the Government Specialization . Resellers who meet all the requirements above and who achieve the Government Specialization will be eligible for the following benefits: Eligibility to purchase CLP and EA government products from an authorized Adobe government distributor or directly from Adobe (Platinum only) . Eligibility for government promotions, product bundles, or special offers. Access to government-specific marketing materials and content on the partner portal.

Onboarding
Adobe wishes to create business relationships only with resellers that meet the companys business objectives and criteria for integrity and compliance . Therefore, all resellers wishing to participate in the Reseller Program, including applying for a higher level of membership or a specialization, must successfully complete Adobes onboarding process. For a new reseller applying at the Registered level, onboarding involves completing a short online enrollment process. For an existing reseller wishing to apply to the Certified or Gold membership level or add a specialization, onboarding involves completing an additional online enrollment process which may include compliance-related questions, confirmation of required certifications, and additional questions used to help Adobe evaluate whether the reseller meets the criteria required for the new membership level or specialization. Adobe will use this questionnaire as well as other performance metrics to determine whether the reseller meets the criteria to be accepted to the new membership level or specialization . For Platinum Resellers, much of the onboarding process is conducted offline in partnership with an Adobe account manager. Platinum Resellers must also participate in Adobes global vetting and onboarding process for channel partners who wish to be considered direct business partners with Adobe . This additional onboarding consists of more in-depth due diligence processes, e.g. those related to the Foreign Corrupt Practices Act FCPA.

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Adobe Partner Connection Reseller Program

For resellers upleveling to the Gold or Platinum level, all benefits associated with the new level will apply beginning on the first day of the Adobe fiscal quarter after the resellerss uplevel request has been approved by Adobe . Participation in the enrollment process does not guarantee acceptance to the Adobe Partner Connection Program. Without prejudice to Adobes right to reject any potential reseller from participating in the Adobe Partner Connection Program for any reason, Adobe reserves the right to change the application process and requirements to join the Adobe Partner Connection Program at any time. Onboarding steps for a Registered, Certified, or Gold Reseller: This process is followed for new and uplevel requests, and for resellers applying to add a specialization. 1 . 2. 3 . Reseller completes online enrollment questionnaire specific to the desired level or specialization. Reseller accepts click-through program agreement . (For Registered level only) Reseller receives automatic approval via email. (For Certified and Gold level) Adobe evaluates resellers application and confirms acceptance or denial at the desired program level or specialization. Adobes evaluation includes review of the resellers compliance questionnaire and confirmation that the reseller meets all of the requirements of the desired level or specialization, including Adobe Certified Sales Professional/s and/or other required personnel, minimum revenue criteria, time required at a previous level, and any other requirements. Reseller is provided with systems access, including access to the Adobe Partner Connection Portal, Sales Center (Certified and above), and Adobe Channel Training Center . Reseller and Adobe meet to discuss and submit the Annual Business Plan (Gold only) .

4 . 5 .

Onboarding steps for a Platinum Reseller: 1 . 2. 3 . Reseller completes offline compliance questionnaire. Adobe conducts due diligence compliance onboarding process . Adobe evaluates resellers application and confirms acceptance or denial. Adobes evaluation includes review of the resellers compliance questionnaire and confirmation that the reseller meets all of the requirements of the Platinum level, including Adobe Certified Sales Professional/s and other required personnel, minimum revenue criteria, 12 months minimum as a Gold Reseller or ALC, success against previous performance criteria such as QBRs and customer satisfaction surveys, and any other requirements. Adobe conducts credit evaluation and establishes credit line . Reseller and Adobe execute hardcopy program agreement . Reseller and Adobe meet to discuss and submit the Annual Business Plan .

4 . 5 . 6 .

For Platinum Resellers, all of the above steps must be completed for each subsequent annual renewal.

Ongoing performance evaluation

Prior to the beginning of each Adobe fiscal year, Gold and Platinum Resellers will be required to develop an Annual Business Plan jointly with their Adobe Account Manager . This business plan will include at minimum the following topics: Market Overview: A commentary on the general business climate, highlights & challenges for the year ahead, and any significant shifts in sales or marketing strategy . Business Review: An analysis of the Adobe business for the year just completed. This should include revenue achieved, growth rates for the year, and customer satisfaction. It should also include a review of personnel and relevant certifications .

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Adobe Partner Connection Reseller Program

Business Objectives: An overview of revenue goals for the year, critical success factors, and a discussion of sales and marketing strategy . This should include a focus on product mix, licensing mix (e .g . target mix of licensing vs . shrinkwrap sales), industry vertical, and customer segment focus . Marketing Plan: This should include any significant campaigns, launches, or demand generation activities for the year ahead . Specialization Objectives: If the reseller holds any specializations, objectives for the upcoming year should also be reviewed and documented . Flexible Metric(s): To be determined with the Adobe Account Manager.

On a quarterly basis, Gold and Platinum Resellers will be required to formally report performance against objectives and plans/strategies for the previous quarter. This quarterly reporting will be conducted through the Quarterly Business Review (QBR). This QBR will include both a focus on the previous quarters performance as well as a look ahead to readjust strategy to achieve goals the next quarter. The QBR will cover at minimum the following topics: Evaluation of Previous Quarter Growth Drivers Revenue Drivers (Product Mix, License Type, Industry Vertical Focus, Customer Segment Focus New Customer Acquisition Account Penetration Market Development/Marketing Activities Employee Enablement/Certification Specialization Performance Key Initiatives Opportunities & Challenges Goals for Upcoming Quarter Business Environment Ahead Growth Goals Revenue Goals (Product Mix, License Type, Industry Vertical Focus, Customer Segment Focus) New Customer Acquisition Goals Account Penetration Goals Marketing Activities & Events Planned Key Initiatives Planned Specialization Objectives

Down-leveling
Adobe reserves the right to conduct an evaluation of a resellers program level at any point in time. A formal evaluation will take place on an annual basis. In the event Adobe determines that a reseller no longer qualifies for their current program level, Adobe may assign the reseller a new level based on their current qualifications. In such an event, Adobe will notify the reseller of its change in program level. Down-leveling will also result in a resellers benefits being adjusted to those appropriate to the new level. Certified Resellers - Certified Resellers being down-leveled to Registered will lose access to all Adobe pricing and licensing programs applicable to the Certified 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 opportunities to the Deal Registration Incentive. Resellers must contact the Partner HelpDesk to claim any opportunities that have already been submitted and approved by Adobe . All other benefits of the Registered level will remain in full effect .

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Adobe Partner Connection Reseller Program

Gold Resellers - Gold Resellers being down-leveled to the Certified level will no longer accrue Co-op funds in the quarter they are down-leveled; however, they will have 90 days to execute, submit proof-ofperformance, and receive reimbursement for 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 funds at the end of the 90-day period will be forfeited . If a Gold Reseller is down-leveled during an Adobe quarter, rebate will be paid at the end of the period if objectives are met per the terms of the Revenue Performance Incentive. All other benefits of the Certified level will remain in full effect . Platinum Resellers - Platinum Resellers being down-leveled to the Gold level will continue to have access to Marketing Co-op and Platinum-level rebate for the remainder of the quarter in which they are downleveled. Rebate will be paid at the end of the quarter if objectives are met per the terms of the Revenue Performance Incentive and Flexible Performance Incentive. Future quarters will use Gold-level Co-op and Revenue Performance Incentive. All other benefits of the Gold level will remain in full effect .

Termination
On occasion, it may be necessary for Adobe to terminate its relationship with a reseller . Adobe may terminate a resellers membership in the program or any benefit provided by the program at any time without cause upon 30 days notice to the reseller .

Definitions
Adobe Certified Sales Professionals refers collectively to Adobe Certified Sales Professional, Acrobat, Adobe Certified Sales Professional, Creative Suite, Adobe Certified Sales Professional, Volume Licensing, Adobe Certified Sales Professional, Education, Adobe Certified Sales Professional, Government, and Adobe Certified Sales Professional, ProVideo, and Adobe Certified Sales Professional, Digital Imaging. Adobe Desktop Products are defined as all products within the Creative Suite & Acrobat families of products, including Platform products . Products excluded include Adobe Omniture, LiveCycle, & Connect products . Authorized Partner is a partner that has registered with Adobe, has agreed to the Partner Program Agreement and meets and continues to meet the obligations outlined below for the level and role in the Adobe Partner Connection Program that they wish to attain . Dedicated Personnel means a partners employees who devote 100% of their time to the sales, support and/or marketing of Adobe Products . Designated Personnel means a partners employees who devote at least 25% of their time to the sales, support and/or marketing of Adobe Products . Product Line Manager (may be referred to as Merchandising Manager) is an individual who is responsible for all partners activities with respect to Adobe products. In particular, the Product Line Manager will be responsible for ensuring that the relevant organizational units within the partner are appropriately staffed 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 track progress in meeting such goals are in place, and will be the main interface in communications and collaboration between Adobe and the partner . Qualifying Revenue is defined unless otherwise stated herein as the value to Adobe of purchases effected by Reseller (sell-through value) either directly from Adobe (in the case of Platinum Resellers) or from an Adobe Authorized Distributor, for shrinkwrap and licensing (TLP, CLP, EA, & FLP) bookings of desktop products across all three verticals (commercial, education, and government) . Sell-through value is adjusted for shippable backlog. Qualifying Revenue includes upgrade plan and/or Enterprise Agreement Maintenance & Support only that is sold through to end users . Non-product revenue (rebates, referral fees, etc) ., OEM revenue, and enterprise product revenue (LiveCycle, Connect, and Omniture) are specifically excluded from Qualifying Revenue. Non-EA deals are capped at $500,000 USD.

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Adobe Partner Connection Reseller Program

Conclusion
In conclusion, Adobe believes that our success as a company hinges upon the success of our partners. By driving toward the same objectives, we can accomplish a profitable and mutually beneficial business relationship that will grow into the future .

Adobe Systems Incorporated 345 Park Avenue San Jose, CA 95110-2704 USA www.adobe.com

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

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