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June 2017
The Disruptive Power of DataPartnering with Informatica
V3.0
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Todays Discussion
Market Trend Digital Transformation Fueled by Generational Market Disruption
Partner Opportunity and Profitability
Why Informatica
Who we are What we do
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Data is the foundation for digital transformation
New Infrastructure
New Applications
New Users
NewProcesses
New Business Models
Digital Transformation
Data used in specific business applications
Data used to support enterprise-wide business processes
Generational Market Disruption in Data
Data powers digital transformation
1.0
2.0
3.0
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New Users
325 millionbusiness data users and growing
Machine Learning/AI
Data in the Cloud
New Data Types (mobile, social, IoT)
Explosion in Data Volume
Data 3.0 Trending By 2020
Over 92% of data center trafficwill come from the Cloud
20 billion connected devices
1 billion workerswill be assisted by machine learning or AI
15.3 zettabytes per yearin global data center traffic
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Championing Data-Driven Digital Transformation
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Informatica Addressable Market: Your Opportunity
~$.4B~20% CAGR
~14.5% CAGR~$1.5B
~$.2B~28% CAGR
~$.3B~20% CAGR
~$3.3B~19% CAGR
~$2.7B~7% CAGR
ENTERPRISE CLOUD DATAMANAGEMENT
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The New and Improved Informatica Partner Program
Programs to support your business model
Competitive benefits to drive profitability Predictable and consistent engagement
with Informatica Encourages and rewards partners that
invest in Informatica
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The Informatica Partner Program for Channel Partners
Increased top-line revenue
Greater opportunity for bottom-line profit
$$$
Expanded Partner benefits
Stackable rewards for
new logos and cloud
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Channel Program Details
2-Tier Channel Model
Value Added Distributors
Provide sales coverage
Recruit new resellers
On-board and enable new resellers
Order and logistics
Pay for Performance
Predictable and meaningful margins
The more revenue booked, the more partners will earn
Extra pay for Cloud, Security, New Customers* and Subscription Renewals
Grow our ecosystem of partners
Invest and GROW!
Partner Enablement
Focus on building skilled partners sales and technical skills
Certification program for partners that is recognized in the industry
More skilled VARs, ISVs, MSPs, GSIs
Eliminate Channel Conflict
Compensation neutral program
Informatica sales gets paid on customer purchase price
No financial hit when working with partners
* See Informatica Partner Program Guide for definition of New Customer
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Informatica Channel: 2017 Sales Incentives Model
Pay for PerformanceAuthorized Informatica
ResellerRebates
5% to 20%
Market Development
Funds
Cloud
15% Front End New CustomersEarned MDF based on sales volumes.
Directed use for: marketing, awareness and lead development
Data Security
SubscriptionRenewals
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Reseller Partner Program SummaryNorth America Latin America EMEA APJ
On Prem Discounts * 59% 68% 66% 68%
Cloud & Subscription Discounts * 41% 41% 41% 47%
Secure@Source Discounts * 45% 45% 45% 50%
Mid-Market Rebates 5% - 15% 5% - 15% 5% - 15% 5% - 15%
New Customer Rebate 10% 10% 10% 10%
New Secure@Source Customer Rebate 20% 20% 20% 20%
Cloud Sales Rebate 10% 10% 10% 10%
Cloud/Subscription Renewal Rebate 7% 7% 7% 7%
Market Development Funds (by request) Available Available Available Available
MDF Secure@Source Starter Pack Up to $10KAvailableUp to $10KAvailable
Up to $10KAvailable
Up to $10KAvailable
*Subject to change
As of June 2017
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Path to Authorized Informatica Partner
Existing partners grandfather into the new program Temporary Authorization 180 Days to complete (from date of signed contract)
Existing Legal Agreement
Renew under New Channel
ProgramAccess to
Partner PortalEnroll in Training
Complete CoreProduct
Accreditation & Certification
Complete Advanced Product
Accreditation & Certification
Authorized AdvancedProducts
Authorized Informatica Reseller Enrolled as Authorized Partner upon finalized Legal Agreement Have access to partner portal resources and training discounts Can resell
Registered Partner Partner who does not meet all requirements at 180 days Have access to partner portal resources and training discounts Resell rights restricted
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PARC Partner Activity and Resource Center
Your one stop, self service center for partner information and resources
Easy for partners to use
Device and browser friendly
URL: parc.informatica.com/partners/welcome
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Digital Marketing Drives Digital TransformationPrograms, Tools and Funds to Help You Drive Demand and Build Pipeline
PLUG-IN
Partners participate in Informaticas corporate and field marketing programs. Informatica World 2017 and
World Tours Summits (MDM, Data Gov.) Virtual Summits Ongoing field events Corporate Campaigns
Leverage
Informatica-Driven Campaigns GRAB N GO
Partner-ready, customizable content and marketing components from product marketing. Ready-to execute Campaigns-in-a-
Box (CIABs) Webinar-in-a-Box Content lead generation (web) Social media lead generation Google AdWords
Scale
Self-Service Tools & Assets(PARC & Partner DemandGen Central)
Provide guidelines & suggestions for use of Informatica market development funds to drive pipeline.
Proactive custom marketing programs with limited number of strategic partners.
Activity led and managed by regional field & partner marketing
Focus
PROPOSEFund High Impact Proposals &
Strategic GTM Plans
Informatica Market Development Funds Available
We believe in the disruptive
power of data
Our mission is to help you accelerate
your customers data-driven
digital transformation
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Informatica Unleashing the Power of Data
7,000+ organizations
$180M annual R&D investment
Cloud. On-premise. Big Data.
#1 in Enterprise Cloud Data Management
Direct presence in 26 countries
Global partner network
#1 in Customer Loyalty
Proven Track Record for Over Two Decades
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#1 in Cloud Data Management
1 Trillion Transactions a month
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Over 7,000 Customers Rely on Informatica
ConocoPhillips
Solutions
DATAINTEGRATION
BIG DATAMANAGEMENT
MASTER DATAMANAGEMENT
DATAQUALITY
DATASECURITY
CLOUD DATAMANAGEMENT
CUSTOMER360
DATAGOVERNANCE
REFERENCE360
INTELLIGENTDATA LAKE
SECURE@SOURCEPRODUCT360
Products
ENTERPRISEINFORMATION
CATALOG
SUPPLIER360
IntelligentData Platform
ACLOUD REAL TIME/STREAMINGBIG DATA TRADITIONAL
DATAINTEGRATION
BIG DATAMANAGEMENT
MASTER DATAMANAGEMENT
DATAQUALITY
DATASECURITY
CLOUD DATAMANAGEMENT
Products
Solutions
ENTERPRISE UNIFIED METADATA INTELLIGENCE
MONITOR AND MANAGE
CONNECTIVITY
COMPUTE
Enterprise CloudData Management
CUSTOMER360
DATAGOVERNANCE
REFERENCE360
INTELLIGENTDATA LAKE
SECURE@SOURCEPRODUCT360
ENTERPRISEINFORMATION
CATALOG
SUPPLIER360
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Best in Class Innovation: Leading in All of our Markets
Data Quality Tools
Data IntegrationTools
EnterpriseiPaaS (Cloud)
MDM Solutions Metadata Management Solutions
Big Data Management
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Global Ecosystem of Partners
The Informatica Difference
Leader in Enterprise Cloud Data
Management
Modularand integrated
Intelligent Data Platform
Versatile:Cloud.
On-premise. Big Data.
Broadestecosystem
support
Best in classcustomer success services
Globalpartner and developer network
100% focus on everything data
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Next Steps
Step 1 Partner Application and Agreement Welcome Kit
Step 2 Kick-Off Call / Orientation Enablement, Demand Generation, Field Engagement &
Account Mapping, Deal Registration
Step 3 Business Development Strategy & Timeline Ongoing Review/Updates
https://parc.informatica.com/partners/apex/newPartnerApplication
Thank You [email protected]
Slide Number 1Todays DiscussionSlide Number 3Slide Number 4Data 3.0 Trending By 2020Championing Data-Driven Digital TransformationInformatica Addressable Market: Your OpportunityThe New and Improved Informatica Partner ProgramThe Informatica Partner Program for Channel PartnersChannel Program DetailsInformatica Channel: 2017 Sales Incentives Model Reseller Partner Program SummaryPath to Authorized Informatica PartnerPARC Partner Activity and Resource CenterDigital Marketing Drives Digital TransformationSlide Number 16Slide Number 17Informatica Unleashing the Power of Data#1 in Cloud Data ManagementOver 7,000 Customers Rely on InformaticaSlide Number 21Slide Number 22Best in Class Innovation: Leading in All of our MarketsGlobal Ecosystem of PartnersSlide Number 25Next Steps Slide Number 27