PARTNER PROGRAMME

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PARTNER PROGRAMME

Guide Book 2015

PARTNER PROGRAMME

1. Welcome to the IIJ GIO Partner Programme 2015 3

2. Programme Entry 4

3. Programme Requirements 5

4. Programme Overview 6

Business Benefits 6

Summary of Benefits 7

Benefit Descriptions 8

5. Partner Types 9

MSPs 9

ISVs 9

VARs 9

6. Membership Levels 10

7. The IIJ GIO Partnership Advantage 11

Meet Clients Ever-demanding SLAs & Win New Business 11

Fill the Technical Skills & Support Gap 11

De-risk your Infrastructure Investments & Grow Profits 11

8. Solution Training 12

9. Sales & Marketing Tools 13

IIJ GIO Partner Portal 13

Co-marketing 14

Incentives 14

10. Programme Support 15

PARTNER PROGRAMME

Contents

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1. WelcomeWelcome to the IIJ GIO Partner Programme 2015

IIJ Europe is delighted to welcome our partners

to the 2015 edition of the IIJ GIO Partner

Programme.

With this being our inaugural programme here in

Europe, we at IIJ Europe feel excited about the

coming year and building a stable of world-class

technology partners. As our industry continues to

change and expand at a dramatic pace, IIJ Europe

are looking to help partners in any way we can, so

that they can take full advantage of the massive

opportunities presented by the cloud.

Built on a reputation for technical innovation and

excellence, Internet Initiative Japan (IIJ Europe’s

parent company) has, since its inception in 1992,

been at the forefront of IT in their native market of

Japan – first with the introduction of the internet

and more recently as the number 1 public cloud

provider in the country.

Now, for the first time, IIJ Europe is opening

their arms to the European partner community.

However, partnership is far from new to us. Since

our establishment, the idea of partnership has

been at the very heart of everything we do –

whether it is with our global end-user base of

over 8,500 customers or our extensive channel

business in Japan.

The goal of our IIJ GIO Partner Programme is

simple: we want to work directly with our partners

to make their businesses better and more agile,

without adding any additional complexity.

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2. Programme Entry

The IIJ GIO partner programme is designed to

facilitate quick and easy entrance for partners. We

appreciate that our European partners are very busy

running and building their businesses in an extremely

competitive industry.

IIJ Europe wants to remove unnecessary

administration and provide partners with an

accessible solution that allows them to enhance

their commercial outcomes from day one.

Joining our programme involves the following three step process:

1. Enrolment: Firstly, we ask that partners complete and return a brief application form and return it to us

2. Company check: IIJ Europe undertake a routine examination of all applicants to ensure their suitability for the programme

3. Contract: Following our partner analysis, IIJ Europe will then look to enter into a legally binding agreement designed to protect the interests of both parties

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3. Programme Requirements

IIJ Europe does not believe that partner

programmes should result in costly, resource-

draining investment on behalf of partners.

Instead, partner programmes, as with our IIJ

GIO programme, should limit the administrative

burden and remove the need for companies to

engage in time-consuming initiation efforts.

When partners enter the IIJ GIO Partner

Programme, we already know the high pedigree

of the organisation in question.

Do we really need to force partners to attend

annual standardised and lengthy, accreditation-

earning sales and technical training courses? Of

course not.

Should we require that our partners promote

their IIJ GIO-related activities in a set number

of promotional activities per annum? Again,

absolutely not.

IIJ Europe simply asks that our partners,

regardless of their nature, take full advantage

of the IIJ GIO opportunity. We trust that our

partners will reach out to us how and when they

need us.

However, we do encourage our channel to hold

an IIJ GIO business briefing so that their relevant

personnel are fully comfortable with how to

engage IIJ Europe for their administrative, sales,

marketing and technical needs.

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4. Programme Overview

IIJ GIO for partners offers a uniquely architectured

integrated public and private cloud service that

allows MSPs, VARs & ISVs to design or extend

their own managed service (MSP) or Software-

as-a-Service (SaaS) client offering.

This flexible, tailored solution utilises the latest

virtualisation and internet technologies alongside

the IIJ high-speed global internet backbone,

all delivered to partners for a flat-rate fee and

flexible contract terms.

Combining the cost and flexibility of a public cloud

environment, with the technology capability and

security of a private cloud service, IIJ Europe’s

clients call it the ‘perfect private cloud’.

Business Benefits

Once partners have officially entered the IIJ

GIO Partner Programme, they have a wide

variety of compelling business benefits to

look forward to.

At IIJ Europe, we have a deep understanding

of what makes a difference to partners

operating in the real world of demanding

customers and aggressive competition.

While designing our programme, we have

been able to draw on over 20 years of

global experience. We know the challenges

our partners are facing because we too

have encountered the same difficulties

ourselves.

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Summary of Benefits

Access to IIJ Partner Portal

Free demo/trials for end users

Partner communications

Incentives programme

Interact

Technical

Develop

Sales

Marketing

Strategic

Internet

Co-marketing (case studies, PR, etc.)

24/7 Global Helpdesk

Partner webinars and events

Face-to-face technical support

Cloud business enablement

Flat-rate service

Partner introductions

Contract term (minimum 1 month)

PAYG Scheme

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Benefits

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Benefit Descriptions

Benefit Description

Access to IIJ Partner Portal

Avail of a range of valuable resources including whitepapers, case studies, product updates and industry insights.

Partner communications

Keep up-to-date with the latest news and events relating to IIJ GIO by e-mail, text and social media.

Internet As one of the world’s largest internet providers – with our own global internet backbone – our customers benefit from industry-leading connectivity with guaranteed network speed, quality, security and availability.

24/7 Global Helpdesk Our global operation – with offices in Europe, Japan, Singapore, Hong Kong, Shanghai, and the US – ensures truly 24/7 operations, with immediate access to a qualified engineer, offering tier 1 support.

Face-to-face technical support

IIJ’s rich global heritage in innovation is evident in the deep infrastructure and application skills of our engineers and support staff, who can provide support across a vast range of software, hardware and technologies to offer better, more capable service than a typical in-house IT support service.

Cloud business enablement

IIJ GIO allows MSPs & ISVs to design or extend their own managed service (MSP) or Software-as-a-Service (SaaS) client offering.

Free demo/trials for end users

Show your customers the power of IIJ GIO before they purchase by utilising our free trial service.

Incentives programme IIJ Europe offers a range of exciting incentives designed to inspire partners to grow their businesses. Access the IIJ Partner Portal for more details.

Co-marketing (case studies, PR, etc.)

Promote your brand by highlighting your services and great customer stories. IIJ want to work with partners in any way we can to maximise your IIJ GIO-related business.

Partner webinars and events

Deepen engagement with your end-users by working with IIJ Europe to deliver a range of events such as seminars and technical workshops, designed to enhance company’s solutions and reputation.

Flat-rate service IIJ is a Global ISP. This enables us to offer IIJ GIO for a flat rate service fee, with no long-term contract commitment. There are no hidden costs – unlike many cloud operators we do not charge on incremental internet traffic volume – ensuring our partners have total control and transparency of costs.

Contract term (minimum 1 month)

Offering contract terms as short as one month, partners can finally avail of a perfect private cloud service which offers the stability and flexibility their customers are demanding.

PAYG Scheme* As your business partner, we strive to offer flexible pricing options with the intention of helping you to plan your business successfully. *Before joining this scheme, IIJ Europe will assess our partners’ respective business models to ensure that this pricing mechanism is the right approach for them. Also, please note that the PAYG scheme is only relevant for purchases of VW Series. Contact the partner sales team to find out how to avail of this scheme.

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5. Partner Types

The IIJ GIO Partner Programme, just like the IIJ

GIO service itself, endeavours to offer partners

unparalleled robustness, flexibility and support.

With that in mind, IIJ Europe hopes to work

alongside a plethora of partners across the

sphere of the IT industry. Regardless of your

business focus, if you are passionate about

world-class, personable products and services,

then IIJ Europe is the ideal cloud infrastructure

partner for long term success.

For managed service

providers (MSPs), IIJ GIO

allows you to offer your

customers a whole new

solution. Our goal is to

remove the risk inherent in

expanding your businesses

and give you the tools

necessary to deliver a

best-of-breed solution that

meets the complex needs of

today’s end-users. Our highly

flexible deployment model

allows MSPs to use only the

resources that their end-users

require.

Europe’s independent

software vendors (ISVs) can

now confidently make the

transition to the potentially

lucrative world of software

as a service (SaaS), without

the risks and insecurities

inherent in going it alone

or with an off-the-shelf

cloud partner. ISVs can draw

on IIJ Europe’s extensive

experience and knowledge

of cloud infrastructure to

bring a scalable, robust and

secure SaaS solution to the

marketplace.

Meanwhile, value-added

resellers (VARs) can quickly

utilise IIJ GIO to fully transform

their businesses by offering

their end-users the opportunity

to realise the operational

advantages of moving to the

cloud. We fully appreciate that

the core expertise of VARs does

not lie in the construction and

maintenance of complex cloud

infrastructure but in the timely

delivery of products and services

that their customers demand –

something they can now do with

their very own IaaS package.

ISVs VARsMSPs

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6. Membership Levels

The IIJ GIO Partner Programme encompasses two

distinct levels of membership: Silver and Gold.

Silver status represents the entry point for all

IIJ GIO partner and is relevant for all partners

with annual IIJ GIO transactions of under £500k

per annum. Gold membership, meanwhile, is

the premium membership option for IIJ GIO

partners and is achieved by accumulating IIJ

GIO revenues in excess of £500k per year.

Both Silver and Gold levels contain 3 individual

tiers of margin allocation: high (H), middle (M)

and low (L).

We are dedicated to working with our channel

partners to help them drive their IIJ GIO revenues

so that they can avail of as much margin as

possible. IIJ Europe will work with partners, where

possible, to develop their business potential with

us – whether it is to fill skill gaps, create leads or

incentivise your sales teams.

For us, it is quite simple: helping you develop within the IIJ GIO Partner Programme is for the mutual benefit of each party.

Margin GradeFor each menu

Margin for partners

Silver Gold

H

M

L

Target for 1st year Under GBP 500K GBP 500K +

Please contact theIIJ Partner Sales Team

Contact us: partners@eu.iij.com

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7. The IIJ GIO Partnership Advantage

IIJ, Japan’s largest cloud provider, are delighted to bring their IIJ GIO perfect private cloud service

to the European market.

Built on IIJ’s global internet backbone, IIJ GIO offers a unique partnership – the cost and flexibility of

a public cloud environment, with the technology capability and security of a private cloud service.

Our IIJ clients call it the ‘perfect private cloud’. And for our partners, IIJ GIOs unique architecture

brings a series of key benefits:

Meet Clients Ever-demanding SLAs & Win New Business

IIJ GIO’s unique architecture

and product design provides

partners with a set of pre-

packaged SLAs and support

services that can be easily

integrated into any cloud

service. This not only allows

partners to often deliver above

and beyond their clients’

demands, but also means they

can pitch for business they may

have previously been unable to

support.

Fill the Technical Skills & Support Gap

Many partners simply don’t have

either enough cloud experience

to design the most efficient and

effective service, or the support

resources required to manage

their clients’ requirements. IIJ

GIO can offer both the deep

technical cloud expertise to

help design the gold standard

managed service, and pre-built

24/7 global support for the

service.

De-risk your Infrastructure Investments & Grow Profits

For any partner, investing in their

own infrastructure to support

their managed service capability

brings significant risk, as it

often means large capital outlay

without any immediate revenue

return. And whilst large public

cloud providers can provide ‘pay

as you go models’, they can’t

deliver the technology capability

and functionality that a partner,

and their clients demand. IIJ

GIO is built to deliver on such

technological complexity, and you

pay a flat rate fee on a monthly

basis, completely de-risking your

investment decision.

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8. Solution Training

IIJ Europe is committed to enabling our partner

community to succeed and we fully recognise

the key role education and learning programmes

play in allowing this to happen. Therefore, we

will look to equip our partners with the skills

and knowledge they need to effectively take

advantage of the IIJ GIO business opportunity.

However, for any training initiative to be a

success, we must align with the current and

future requirements of our partners. IIJ Europe

understands that a “one-size-fits-all” approach

will not provide any value to unique organisations

facing their own particular set of challenges.

We promise to listen to our partners, whether

they be MSPs, ISVs or VARs, to appreciate their

needs and tailor education initiatives to help

them overcome their obstacles and maximise

their financial outcomes. Just like IIJ GIO itself, our

sales and technical training will be of a bespoke

nature and customised to each individual partner.

IIJ Europe will strive to educate the channel

through a variety of delivery methods, including:

• Workshops

• Seminars

• Webinars

• Whitepapers

• One pagers

• E-books

For more information on our training offerings,

please contact the partner sales team.

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9. Sales & Marketing Tools

IIJ Europe understands that a great service alone

cannot, and will not, guarantee success. Nonetheless,

possessing a powerful and proven service such as

IIJ GIO does make the job a lot easier.

In order to assist our partners in developing

their respective cloud businesses, IIJ Europe will

endeavour to maximise the impact of your sales

and marketing activities, as it is these efforts that

will truly unlock your business potential.

In line with our own philosophy of delivering

personalised services, our sales and marketing

initiatives will also largely be of a purely bespoke

nature. IIJ Europe will proactively seek to

understand your core needs in these areas and

look to offer valuable assistance where possible.

Our intention is to work side-by-side with our

dedicated partners to construct unique sales and

marketing initiatives that drive real commercial

outcomes. Some key sales and marketing tools

include:

IIJ GIO Partner Portal

Upon entry to the IIJ GIO partner programme,

each partner will be granted access to our

partner portal. Here, partners will be able to

find all of the critical information they’ll require

to cater for their IIJ GIO needs, such as key

support contact details, sales collateral (1 pagers,

e-books, presentations, logos, etc.), service

delivery objects (demo kits, free trials) and order

processing information.

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9. Sales & Marketing Tools

Co-marketing

IIJ Europe is eager to engage in co-marketing

activities with ambitious partners looking to grow

their IIJ GIO-associated revenues. In these instances,

we will firstly work alongside our partners to fully

understand their business plans and strategic

goals to ensure that any potential co-marketing

programme is capable of delivering the results our

partners deserve. Once all parties are satisfied that

the right strategy is in place, then we can proceed

with the appropriate programme backed by the

necessary financial and human resources.

Our ISV and MSP community can take full

advantage of a range of co-marketing activities to

drive awareness and lead generation, by utilising

the branding suffixes of “Powered by IIJ GIO” or

“On IIJ GIO” as part of their product naming and

promotional efforts. Such activities include:

• Sales collateral (e-books, 1 pagers, etc.)

• Seminars

• PR & advertisements

• Events

• Promotions

To enquire about our co-marketing programmes, please contact the IIJ GIO partner sales team.

Incentives

IIJ Europe can appreciate the requirement

sometimes for a little extra inspiration, especially

in the always challenging sales arena. For our IIJ

GIO partners, it is no different and that is why we

provide our channel representatives with a variety

of incentives each quarter.

To learn more and apply for this quarter’s incentive programme, please access the partner portal.

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10. Programme Support

IIJ works alongside channel partners to bolster their

own support offerings to ensure that end-users are

receiving the robust level of support they expect.

With today’s maintenance contracts demanding

ever tighter and demanding SLA requirements,

IIJ aims to act as an extension of our partners’

businesses in order to secure client satisfaction and

revenue growth.

Our partners can currently avail of the following

support types:

• Integrated monitoring system

• 24/7 monitoring & operation

• 24/7 systems analyst high level operation

End Users

2nd line (Systems Analyst: Infrastructure)

3rd line (Apps & Business Operations)

1st line (Monitoring & Support: Pre defined Operation)

Partner B

Partner C

Partner A

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About IIJInternet Initiative Japan

Since establishing the internet in Japan in 1992, IIJ have continued to evolve their vision in a constant effort to shape the business landscape so that our customers can realise their full potential in an ever-changing world.

EVOLVING VISION

NO.1 PUBLIC CLOUD PROVIDER

Today, IIJ stand as the number one public cloud computing service provider in Japan.

RECOGNISED GLOBALLY

Internet Initiative Japan Inc. (IIJ, NASDAQ: IIJI, TSE1: 3774), one of the world’s leading internet service providers, is recognised globally for its innovation and technical expertise. 70% of IIJ’s employees are technical engineers.

Servicing over 8,500 blue-chip clients who enjoy the multiple benefits of the company’s evolution from ISP to total networks solutions provider.

SERVING BLUE CHIPS CLIENTS

FULLY COMMITTED

Always looking to the future, IIJ is fully committed to building the infrastructure and providing the services required to realise a truly networked society.

IIJ are entering the next phase of their international expansion, blazing a new trail with the introduction of the world-class cloud solution, IIJ GIO, to the European market. Built on the company’s global internet backbone, IIJ promises to create IT environments that will liberate customers from the ongoing burden of managing IT, so they can exploit business opportunities more effectively.

WORLD CLASS CLOUD SOLUTION

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* ISO9001 & ISO/IEC27001 Registered IIJ Europe Limited

IIJ Europe Limited80 Cheapside,

London

EC2V 6EE

TEL: +44 (0)20 7072 2700

Email: info-uk@eu.iij.com

IIJ Deutschland GmbHGeorg-Glock-Str. 8

40474 Düsseldorf

Deutschland

TEL: +49 (0)211 4570 400

Email: info-de@eu.iij.com

www.ii jeurope.com