Micro FocusPartnerProgramFor Resellers

Contents

Micro Focus Key AcquisitionsAbout Micro FocusOur solutions for digital transformationProducts and SolutionsProgram Membership TiersBecome a Portfolio ExpertEnablementDeal RegistrationReferralPartner Program BenefitsMarket Development Funds

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Micro Focus TodayBuilt on stability, innovation and delivering a robust portfolio of enterprise grade software

40YEARS

3

4,000+ 300+Partners worldwide

Business-critical software products

4,800+Softwareengineers

1976Year established

$4B

14,000+

40,000+Annual revenue

Employees in 43 countries

Enterprise customers

HQNewbury, UK & Sunnyvale, CA

Powering Digital Transformation Micro Focus helps organizations run their business and transform it. Our software provides the critical tools they need to build, operate, secure, and analyze their enterprise. By design, these tools bridge the gap between existing and emerging technologies – enabling faster innovation, with less risk, in the race to digital transformation.

Digitalization has changed everything. Organizations are unleashing the power of IT to supercharge innovation. Think speed up or become obsolete. But as you respond to the demands of digitally empowered customers, you also need to keep your business running smoothly.

About Micro Focus

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In the digital economy, winning the high-speed race to innovate requires a high-speed approach. With our solutions, you can unleash the power of DevOps across your hybrid IT landscape – quickly bringing innovative ideas to life at the pace your business demands. Now speed and quality can go hand in hand.

Hybrid IT is a sprawling, volatile, siloed place that jeopardizes your ability to compete. With our solutions, you can master hybrid IT with new agility – bridging traditional and transformational IT services from mainframe to mobile, from corporate to cloud. Embracing the future does not mean replacing the past.

Cyber threats are escalating. Aging apps and processes (along with new ones) are full of unforeseen risks. Privacy and compliance requirements are mounting. And point solutions don’t offer the scope, vision, or cross-silo analytics needed for these company-wide challenges. With our solutions, you can take a holistic, analytics-driven approach to securing what matters most – identities, applications, and data.

Lakes of data are valuable only if you can surface the insights hidden within their depths. With our solutions, you can leverage machine learning to transform unlimited volumes of data into accurate, actionable, automated insights – at the speed of your business. Now you’re ready to make predictions and influence business outcomes.

Our solutions for digital transformation

Enterprise DevOps

Hybrid IT Management

Security Risk & Governance

Predictive Analytics

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Products and Solutions

Application Modernization& Connectivity

Application DeliveryManagement

IT OperationsManagement Security

InformationManagement& Governance Vertica

Micro Focus COBOL

Mainframe Solutions

Host Connectivity

Performance Testing

Lifecycle & Portfolio Management

Functional Testing

Data Center Automation

Hybrid Cloud Management

Service Management Automation

Data Protection

Operations Bridge & Analytics

Network Operations Management

Identity and Access Management

Security Operations

Application Security

Data Security

Unified Endpoint Management

Collaboration Solutions

Archiving & Risk Management

Secure Content Management

Connected

IDOL

Vertica

6Product Groups

23 Product Portfolios

The Micro Focus portfolio is organized into six Product Groups which form the basis to specialism within the Partner Program.

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Program Membership Tiers

Our Partner Program offers three membership levels:

• AuthorizedTo become an Authorized Partner requires a formal contract with Micro Focus. Once registered you’ll gain free access to our Partner Portal and our on-demand sales and technical training and certification.No revenue requirements.

• GoldAuthorized Partners can achieve Gold status by completing 2 sales + 2 technical certifications within one of the 6 Product Groups.No revenue requirements.

• PlatinumTo achieve Platinum status, partners must meet Gold Partner requirements by Product Group plus achieve $1M USD in annual new business sales across all Product Groups.

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Authorized Partner

Gold Partner

Platinum Partner

Partner benefits

• Front-end partner discount• Access to Partner Portal• Online sales & technical

enablement• Access to Micro Focus

knowledgebase

Partner benefits

• Deal registration rebates• Assigned partner manager• Instructor led training• Marketing support and MDF• 50 support request entitlements

Requirements

Requirements

Requirements

A formal partner agreement with Micro Focus

Authorized Partner

Gold Partner

2 x Technical Certifications in a given product group

2 x Sales Certifications in a given product group

+$1M Annual Bookings required in total new business sales with Micro Focus

Partner benefits

• Additional financial benefits• Advanced techincal training• Joint Go To Market engagement• Free access to Micro Focus events• Partner Advisory Council

Gold Partner

Security

Platinum Partner

Security

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Become a Portfolio Expert

Showcase your deep product knowledge

2 x Technical Certificationsin the same product portfolio,

e.g. Data Protection

Gold Partner

Platinum Partner

or or

We recognize and reward your in-depth product specialism knowledge. Each of our 6 product groups include multiple product portfolios providing you with significant cross sell opportunity.

Complete two Technical Certifications for each portfolio you specialize in and earn your Portfolio Expert accreditation. These will be highlighted within the Micro Focus Partner Locator and can be listed on your website.

Portfolio Expert Portfolio Expert

Data Protection Data Protection

Gold Partner

IT Operations Management

Platinum Partner

IT Operations Management

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Enablement

If you are a new hire, or new to theMicro Focus portfolio, sign up forour On Boarding program to receive all the product training, program information and tools you need to succeed.

Micro Focus Sales and Technicalcertifications equip you with theknowledge and skills you needin a given product portfolio. You’llearn the certificate to prove it andensure your company gains thevaluable benefits due to all certified partners. Certifications are free of charge and available on the Partner Portal.

Being a certified partner provides you with more advanced technical training from authorized instructors or our Professional Services teams. You’ll receive invitations to technical Bootcamps and/or Lab weeks where you will learn how to demo, install, configure or lead a technical Proof of Concept with your customers.

We provide quarterly updatesto ensure you always have the latest information around our products, solutions and technologies. Choose from self-paced learning modules or live training events categorized by product group, role (Sales /Technical) and training type.

Get On Board Get Certified Advanced Technical Training

Continuous Learning

As a partner, you will have the same access to the broad range ofEnablement as our direct sales force. Choose from study optionsto suit your preferred learning style, including:

• On-demand web based training• Virtual instructor-led training• Classroom-led training

Access to quality Enablement is key in providing you withthe knowledge and skills you need to be able to presentand demonstrate our solutions with confidence.We support you at every stage of your Micro Focus journey.

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Deal Registration

PlatinumContractualPricing

ContractualPricing

15%

Deal RegRequires Registration

Paid as back end rebate and calculated on order value net to Micro Focus

SourcedNet NewOpportunity

Max StackedRebate

10%

10%

10%

25%

20%

Special Pricing

Special Pricing

7.5%

5%

10%

10%

17.5%

15%

Gold

Ensure maximum margin by registeringyour deal early

For Channel Fulfilled OrderDeal Registration is offered to Gold and Platinum Partners against “new business” opportunities fulfilled by the partner.

“New business” is defined as new license, SaaS and first-year initial maintenance support sold to new and existing customers. For deals where Micro Focus approves a “Special Price”, deal registration will pay out at 50% of the rebate amount.

“Sourced” is defined as a net new sourced opportunity that was not known to Micro Focus’ sales team before the partner registered the opportunity and is a stackable benefit offered in addition to Deal Registration.

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Referral

For Micro Focus Fulfilled or Channel Fulfilled by 3rd Party A referral is defined as a partner sourced registered lead that turns into a “new business” sale that is fulfilled either by Micro Focus Direct Sales or is channel fulfilled by a third party. Once the order is booked, two “proof of performance” criteria are required to be submitted with your claim.

Platinum 7.5%

ReferralRequires registration

Gold 5%

When customers purchase through a preferred procurement channel

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Sales

Marketing

Enablement

Micro Focus Partner PortalSales & GTM CollateralPartner Discount through Distribution / ContractualInternal use software licenses (Demo & training purposes only)Sales SupportSelf serve access to create quotes and place ordersSupport Entitlement (50 Service Requests per Product Group)Joint GTM planning with assigned Partner Business ManagerQualified leadsDeal Registration and Referral Rebates

Inclusion in Partner LocatorInsignias & Portfolio Expert badgesCo-Branded Partner Marketing Tools / Co-Marketing servicesMDF: Market Development Funds eligibility

Sales and Technical Training (on-demand)Sales & Pre-Sales Technical Certifications ExamsPublic Technical Training (VILT/ILT)Sales and Technical Boot Camps

Partner Program BenefitsPlatinum

At a 50% discount

Priority 1

Gold

At a 30% discountBy Invitation

Priority 2

Authorized

At a 10% discount

Priority 3

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Marketing Development Funds (MDF) are provided to eligible partners to subsidize their marketing and sales activities which generate awareness and drive demand for Micro Focus Products and Solutions.

The MDF Program provides access to Micro Focus tools, campaigns and 3rd party resources to help generate leads and grow the business. This includes a network of Marketing Services Agencies to help you deliver measurable, effective and integrated co-marketing campaigns.

Planning and execution of MDF occurs bi-annually and claims will be reimbursed to partners after an activity is executed. MDF activities are governed by the “Eligible Activity Matrix” (EAM). The EAM and details of how to request activities and claim funds will be made available via the new Partner Portal when the new Program goes live.

Extending a partner’s market reach and accelerating growth

Market Development Funds

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...your Partner Business Manager to learn more about the combined, new Micro Focus Partner Program

Contact

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