2015 Performance Partner Program Guide - Global Overview

2015 Riverbed Performance Partner Program
& Policy Guide - Resale

Effective July 1, 2015
V2.0
2015 Riverbed Performance Partner Program & Policy Guide - Resale
TABLE OF CONTENTS
INTRODUCTION.....................................................................................................................................................................3
A Competency-based Program .......................................................................................................................................................... 3
Program Year and Benefit Term ........................................................................................................................................................ 4
PERFORMANCE PARTNER PROGRAM FRAMEWORK .....................................................................................................4

Competencies .................................................................................................................................................................................... 4
Performance Partner Levels .............................................................................................................................................................. 4
Performance Reviews ........................................................................................................................................................................ 5
RIVERBED PERFORMANCE PARTNER PROGRAM COMMITMENTS ..............................................................................6

Partner Level Requirements Overview .............................................................................................................................................. 6
Business Requirements ..................................................................................................................................................................... 7
Annual Business & Marketing Plan ....................................................................................................................................................................... 7
Bookings Commitments and Forecasts ................................................................................................................................................................ 7
Elite Partner Booking Requirements ..................................................................................................................................................................... 7
Marketing Commitments .................................................................................................................................................................... 7

Riverbed Focused Marketing Initiatives ................................................................................................................................................................ 7
Brand Champion ................................................................................................................................................................................................... 7
Training Commitments ....................................................................................................................................................................... 8

Online Accreditations ............................................................................................................................................................................................ 8
Technical Certifications ......................................................................................................................................................................................... 8
Classroom Training ............................................................................................................................................................................................... 8
On Boarding New Partners ................................................................................................................................................................................... 8
Partners Seeking to Add an Additional Competency ............................................................................................................................................ 8
Transferring Accreditations and Certifications ...................................................................................................................................................... 9
Expiration of Training Accreditations and Certifications ........................................................................................................................................ 9
PERFORMANCE PARTNER PROGRAM BENEFITS ...........................................................................................................9

Partner Level Benefits Overview ........................................................................................................................................................ 9
Sales Enablement ............................................................................................................................................................................ 10
Executive Sponsor .............................................................................................................................................................................................. 10
Joint Sales Calls .................................................................................................................................................................................................. 10
Resell Riverbed-branded Support Services ........................................................................................................................................................ 10
Online Technical Support .................................................................................................................................................................................... 10
Profitability........................................................................................................................................................................................ 10
Discounts ............................................................................................................................................................................................................. 10
Incentives ............................................................................................................................................................................................................ 12
2015 Riverbed Technology. All rights reserved.

This document is confidential and proprietary information of Riverbed and may not be distributed to third parties.
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Deal Registration ................................................................................................................................................................................................. 12
Marketing ......................................................................................................................................................................................... 12
Market Development Funds (MDF) ..................................................................................................................................................................... 12
Seminar & Event Support .................................................................................................................................................................................... 12
DOING BUSINESS WITH RIVERBED .................................................................................................................................12

Authorization for Product Sales and Use ......................................................................................................................................... 12
Product Procurement ....................................................................................................................................................................... 13
Engagement Guidelines ................................................................................................................................................................... 13
How to Become a Performance Partner .......................................................................................................................................... 13
Channel Partner Agreement ............................................................................................................................................................................... 14
Ethics, Legal, and Regulatory Compliance ......................................................................................................................................................... 14
Accessing and Using Riverbed Resources Partner Center .......................................................................................................... 15

Monthly Rivercast Webinars ............................................................................................................................................................................... 15
Confidentiality ...................................................................................................................................................................................................... 15
Riverbed Logo Usage.......................................................................................................................................................................................... 16
Discontinuing Membership in the Performance Partner Program .................................................................................................... 16
SPECIALTY PROGRAMS ....................................................................................................................................................16

NFR Performance Partner Demo Program (NFR Demo) ................................................................................................................. 16
The US Riverbed Federal Secure Supply Chain (FSSC) Program .................................................................................................. 17
Multi-year Contracts and Multiple Award Contracts ......................................................................................................................... 18
The Riverbed US State Local Education (SLED) Program .............................................................................................................. 18
Riverbed Authorized Support Partner (RASP) ................................................................................................................................. 18

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INTRODUCTION
Welcome to the multi-award-winning Riverbed Performance Partner Program! The Riverbed Performance Partner Program consists of
a worldwide network of Riverbeds selling partners, including service providers, systems integrators, resellers, and distributors.
Riverbed has designed a program to enable each channel partner type to more efficiently engage directly with Riverbed in cohesive
and complementary ways.
At more than $1 billion in annual revenue, Riverbed is the leader in application performance infrastructure, delivering the most
complete platform for the hybrid enterprise to ensure applications perform as expected, data is always available when needed, and
performance issues can be proactively detected and resolved before impacting business performance. Leveraging a channel
ecosystem of nearly 3,000 partners, Riverbed enables hybrid enterprises to transform application performance into a competitive
advantage by maximizing employee productivity and leveraging IT to create new forms of operational agility. Riverbeds 26,000
customers include 97% of the Fortune 100 and 98% of the Forbes Global 100.
The Riverbed Application Performance Platform is a set of three software solutions: SteelCentral, SteelHead, and
SteelFusion. These solutions can be flexibly delivered as appliances, software, or services. In addition, open APIs and developer
tools, called SteelScript, are part of each platform component to facilitate programmability, interoperability, and intelligence across
the Riverbed platform and partner ecosystem. One of the key things that SteelScript enables is the ability for customers to automate
the analysis and resolution of performance issues across their IT infrastructure, customizable for their unique business needs.
SteelCentral. The only performance management and control suite that combines user experience, application, and network
performance management to provide the visibility needed to diagnose and cure issues before end users notice a problem,
call the help desk to complain, or jump to another website out of frustration.
SteelHead. The #1 WAN optimization solution that delivers superior application performance for on-premises and SaaSbased apps across hybrid WAN architectures with ease, accelerating business productivity and reducing IT costs.
SteelFusion. The only hyper-converged branch solution that eliminates risk by centralizing 100% of company data back at
the secure data center without compromising performance at the edge; while also delivering instant provisioning of new
services or entirely new remote locations, and instant recovery from branch outages to ensure businesses can always remain
agile and continue to grow.
A Competency-based Program
Riverbeds partner program is based on a competency model, where authorized Riverbed channel partners (Channel Partners) are
incentivized to invest and train their employees on Riverbed products and solutions. This allows Riverbed to align its investments and
resources to partners that either have specific solution focus or can go wide and deep with Riverbed solutions to meet customer needs.
This Program and Policy Guide provides an overview of all the requirements and benefits of the Riverbed Performance Partner
Program for our channel partners worldwide. This guide supplements your applicable channel partner agreement or addendum with
Riverbed that covers the resale of Riverbed products and services (Channel Partner Agreement) and may be amended by Riverbed, as
required. Riverbed will provide written or email notice to you regarding material program or policy changes. The most up to date version
of this guide can be obtained in the Riverbed Partner Center.
The key Partner benefits and areas of Program focus are:
Significant Monetary Incentives. Partners who invest in certifications and training will receive discounts on Riverbed
products and the comprehensive rebate incentive infrastructure rewards high performance and diversification.
Simplified Business Processes. Improved discounting workflows and policies, coupled with the Riverbed Deal Desk, drive
best practice discounting, globally. Riverbed is also aligning opportunities to Partners with competencies in corresponding
Riverbed products. In addition, partner dashboards and quarterly reporting provide Partners with up-to-date status on
program compliance, discount levels per product, opportunity tracking and more.

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Streamlined Training and Certification. Online accreditation training and virtual instructor led classes prepare Partners for
sales and technical pre-sales knowledge transfer on all Riverbed products and solutions. These capabilities streamline
partner certification and help get them trained to deliver Riverbed solutions fast.
Riverbed has aligned compensation with partner investment and competencies to drive accelerated growth and profitability. The
program provides Partners who invest in developing their Riverbed capabilities the ability to drive accelerated growth with go-to-market
programs and streamlined discounting and processes.
Program Year and Benefit Term

This 2015 Program and Policy Guide is effective July 1, 2015 and will remain in place until cancelled or replaced with an updated
version.
PERFORMANCE PARTNER PROGRAM FRAMEWORK

The Performance Partner Program Framework maps the investments and competencies of a partner to Riverbeds engagement,
marketing, and support benefits to ensure they can effectively grow their business, expand into new markets, and better serve their
customers.
Competencies
Riverbeds core technologies and product families are organized into a series of competencies designed to ensure that partners are
equipped to go-to-market with the right solutions for their customers. Partners can become authorized to sell products within a
competency after meeting specific requirements; Partners must be certified on the products that are part of a competency, in order to
be eligible to receive discounts on those products. Partners can focus on two or more competencies to ensure they can invest in and
sell the products and solutions that are best suited for their skills, target markets, and expertise.
Effective July 1, 2015, Riverbeds original Performance Management competency has been divided into two separate competencies:
Application Performance Management (APM) and Network Performance Management (NPM). The APM competency focuses on
monitoring, troubleshooting and management of individual applications, while the NPM competency focuses on monitoring,
troubleshooting and analysis of end-to-end network performance, and how well the network is supporting the delivery of those
applications. Both competencies, which are supported by independent training tracks, can be leveraged to establish Premier/Global
Premier partner status, if so desired.
Riverbeds other two competencies WAN Optimization and Storage Delivery remain in place, and can also be leveraged toward
Premier/Global Premier status (two competencies required) or Elite/Global Elite status (three competencies required). Partners must
have earned a competency in order to be eligible to receive discounts on the products within it.
Performance Partner Levels

The Partner Levels in the Performance Partner Program reflect the mutual investment made by Riverbed and the partner in the
relationship. Each partnership level has eligibility requirements that must be met. In exchange for meeting the program requirements at
a given level, Riverbed provides benefits designed to support Channel Partner profitability and drive deeper customer engagement.
Adherence to these requirements will be monitored to ensure a Partner does not fall out of compliance.
Elite Partners: Must have at least three competencies and meet bookings requirements.
This status is designed for those partners who consistently meet a minimum sales threshold and have made the highest level
of investment and commitment to their Riverbed partnership. These Partners are considered industry-leaders, who are
known for their advanced knowledge in improving the performance of IT Infrastructures. These partners are also committed
to the breadth and depth of Riverbeds solutions, and hold three or more competencies. Elite status is conferred by invitation
only, and carries specific performance requirements.

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Global Elite Partners: Must have at least three Competencies and meet bookings requirements.
This new invitation-only Riverbed designation recognizes partners for their ability to deliver and support Riverbed solutions on
a worldwide basis. Conducting business in the program at the Global Elite level will enable partners to greatly improve their
operational efficiency, leverage centralized expertise to meet local competency requirements and establish discount
consistency that would be unattainable through multiple regional transactions. Participating partners must have an
established legal presence in at least ten countries, book at least 20% of their revenues outside of their primary geography,
meet a minimum sales threshold and, pending proper arrangements with Riverbed, source product directly from Riverbed.
Partners identified by Riverbed as Global are not eligible to participate in the non-Global levels of the program.
Premier Partners: Must have at least two competencies.

The Premier level is intended for Partners with extensive Riverbed experience, who have made a substantial commitment to
Riverbed. Riverbed supports our partners ongoing drive to broaden their skill sets, deliver higher-valued solutions, and
leverage the breadth of our portfolio on behalf of the customers we share. Therefore, effective January 2016, the Riverbed
Performance Partner Program requires Premier partners to hold a minimum of two competencies in order to retain their
Premier status. This adjustment introduces an expanded opportunity for higher partner profitability through increased upsell
and cross-sell potential, translating to growth in partner profitability, increased customer relevance, and expanded levels of
professional expertise.
Global Premier Partners: Must have at least two Competencies

Similar to the new Global Elite designation but targeted for the Premier-level partner, Global Premier status is an invitationonly Riverbed designation that recognizes partners for their ability to deliver and support Riverbed solutions on a worldwide
basis. Operational efficiency, the use of centralized expertise to meet local competency requirements, and discount
consistency will be among the key benefits. Participating partners must have an established legal presence in at least ten
countries, book at least 20% of their revenues outside of their primary geography and, pending proper arrangements with
Riverbed, source product directly from Riverbed. Bookings requirements are not in place for Global Premier. Partners
identified by Riverbed as Global are not eligible to participate in the non-Global levels of the program.
Authorized Partners: Must meet basic Riverbed Performance Partner requirements.

This level is intended for partners beginning their relationship with Riverbed, or for Partners who have made a baseline level
commitment and investment in Riverbed. These Authorized Partners have not yet earned any competencies, and therefore
are not eligible for Deal Registration Discounts or Non-Standard Discounting.
Performance Reviews
In order to maintain the integrity of the Performance Partner Program and each partners compliance with the program, requirements
will be monitored regularly, as applicable.
Level Promotions: Based on meeting competency and any required bookings commitments, partners at the Premier/Global
Premier level may be eligible to be promoted semi-annually, while Authorized Partners will be promoted to the Premier level
(or Global Premier, where applicable) once their requirements are fulfilled.
Level Maintenance: A Performance Partner must achieve the minimum competency requirement. At the Elite/Global Elite
levels, partners must hit the annual bookings requirement for their region to maintain their current Level. Annual bookings
requirement is based on the last four completed quarters.
Level Downgrades: Riverbed reserves the right to demote a Performance Partner to a lower level or terminate them from
the RPP Program if the competency and/or minimum booking requirements for their current partner level have not been met.
Partners must remain in compliance with the Program requirements, including this Program Guide, to continue their membership in the
Riverbed Performance Partner Program - Resale. This does not limit Riverbeds right to terminate the Channel Partner Agreement for
cause or for convenience, as specified in the applicable Channel Partner Agreement with Riverbed.
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RIVERBED PERFORMANCE PARTNER PROGRAM COMMITMENTS

Riverbed is committed to supporting the success of its partners and, in return, Riverbed Performance Partners are expected to make
certain commitments, based on their Partner Level, around their engagement, bookings, marketing, and training to ensure their
Riverbed business can flourish.
Partner Level Requirements Overview

The Performance Partner Programs five partner Levels each have their own set of requirements for attaining compliance with the
Program. A brief overview is below and a more detailed description follows this section. Please note that the below requirements do not
apply to Federal Secure Supply Chain partners. Refer to the FSSC Guide for details.
Authorized
Premier
Global
Premier*
Elite*
Global
Elite*
Business Requirements
Riverbed Channel
Yes
Yes
Yes
Yes
Yes
Partner Agreement
Quarterly Business
__
__
__
Yes
Yes
Plan Review
Annual Resale
Consult Regional
__
__
__
$10M
Bookings Commitment
Addendum
Competency
__
2
2
3
3
Requirement
Deliver Sales
Forecasts on a Monthly
__
__
__
Yes
Yes
Basis
Riverbed Technology
Alliance Association
__
Optional
Optional
Yes
Yes
(RTA)
National, Multi-national
Min 20% outside
Min 20% outside
__
__
Yes
or Global Presence
primary geo
primary geo
Designated Riverbed
Consult Regional
__
Yes
Yes
Yes
Alliance Manager
Addendum
Marketing Demand
Consult Regional
__
1x per quarter
2x per quarter
2x per quarter
Generation
Addendum
Training Requirements
Demo/EVAL/POC
__
Yes
Yes
Yes
Yes
Capabilities
Riverbed Sales
Associate (RSA)
1
__
__
__
__
Accreditation
Riverbed Sales
32 total; 8 per
Consult Regional
8 per competency & 2
8 total; 2 per
Specialist (RSS)
__
competency & 2 per
Addendum
per GEO
competency
Accreditation
GEO
Riverbed Technical
32 total; 8 per
Consult Regional
8 total; 2 per
Sales Specialist
__
competency & 2 per
Addendum
per GEO
competency
(RTSS) Accreditation
GEO
Riverbed Certified
16 total; 4 per
4 total; 1 per
Solutions Associate
__
1 per competency
competency** & 1 per
per GEO
competency**
(RCSA) Certification
GEO
Riverbed Certified
16 total; 4 per
4 total; 1 per
Solution Professional
__
Optional**
Optional**
competency*** & 1 per
competency***
(RCSP) Certification
GEO
Pre-Production/PostPO Services/Support
__
Invite Only
Invite Only
Invite Only
Invite Only
Competencies
*
By Invitation Only
**
At the Premier/Global Premier and Elite/Global Elite levels, RCSP satisfies the RCSA requirement.
*** For the Elite level, 8 total individuals are required to have either RCSA or RCSP, but at least 4 must have RCSP. Similarly, for each competency, 2 individuals
must have either RCSA or RCSP, with at least 1 having RCSP. For the Global Elite level, 32 total individuals must have either RCSA or RCSP, with at least 16
having RCSP. Similarly, for each competency, 8 individuals must have either RCSA or RCSP with at least 4 having RCSP.
Note: RSA accreditation is a prerequisite to RSS training

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Channel partners at the Elite and Premier levels whose designated Territory in their Channel Partner Agreement covers multiple
countries may work with Riverbed to create aggregated competency and bookings requirements for Resale as mutually agreed upon in
writing with Riverbed.
Business Requirements
Annual Business & Marketing Plan
Annual business and marketing plans are encouraged for Premier/Global Premier partners, but required for Elite/Global Elite partners.
These plans are designed to ensure the Partners goals are aligned with Riverbeds strategic vision for the advancement and success
of the Partner. Partners must work with their Riverbed Channel Sales Executive to develop and provide progress updates on a tactical
business and marketing plans. All plans must be reviewed and approved by the appropriate Riverbed sales and marketing
management teams. Plans need to be submitted no later than January 31 and June 30, as applicable.
Bookings Commitments and Forecasts
Elite/Global Elite Partners are required to sustain a minimum bookings level in order to meet the Elite/Global Elite level requirements of
the Performance Partner Program. Bookings commitments are in US Dollars, and include both equipment and support/services sales,
but exclude renewals. While Premier Partners are encouraged to track their sales forecasts, Elite Partners will be required to submit a
quarterly sales forecast to Riverbed. This should be provided as part of the business planning process.
Elite Partner Booking Requirements
Geography
Global
Americas
EMEA
APJ
Countries
Worldwide
USA and Canada*
Latin America includes Mexico and Brazil
UK, France, Germany
EMEA Countries (excluding UK, France and Germany)
Australia
Japan, Singapore, Korea, Hong Kong
APJ Countries (excluding Australia, Japan, Singapore,
Korea and Hong Kong)
Annual Booking Requirement*

$10 Million
$5 Million
$1 Million
$5 Million
$2 Million
$2 Million
$1 Million
$500K
* Resale business only. Does not apply to Federal Secure Supply Chain partners; refer to the FSSC Program Guide for details
Marketing Commitments
Riverbed Focused Marketing Initiatives
In order to maintain a steady flow of opportunities and leads, Premier/Global Premier and Elite/Global Elite partners are required to
execute a minimum number of Riverbed joint marketing activities per quarter. Joint marketing activities may include, but are not limited
to, advertising, events, seminars, direct mail and email-based customer communications. Planned partner marketing activities should
be included in the Quarterly Business and Marketing Plan submitted semi-annually. Please note, Riverbed may provide Marketing
Development Funds (MDF) to help co-fund such activity, and the process for MDF submission should be followed to ensure that the
partner receives financial assistance for these required activities. For more information, please refer to the MDF Guidelines on the
Riverbed Partner Center.
Brand Champion
Elite/Global Elite partners are encouraged to have a dedicated Brand Champion, who will be responsible for Riverbed marketing and
co-branding activities. It is Riverbeds expectation that Elite/Global Elite partners will actively market the Riverbed Solution Portfolio,
and work towards becoming the leading provider of Riverbed solutions. The Brand Champion will work closely with a dedicated
resource on Riverbeds Field Marketing team to execute tactics and strategize the vision of the co-branded offering.

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Training Commitments
Online Accreditations
Riverbed offers comprehensive pre-sales training online known as RSS (Riverbed Sales Specialist) and RTSS (Riverbed Technical
Sales Specialist) free through the Partner Center. Completing and passing these courses grants the partner student an accreditation
and is a necessary step toward earning competencies. The estimated time to complete a course varies based on the individual. An
accreditation will remain valid for two years after the date earned. Upon expiration, a partner will have six months to renew their
accreditation or they will no longer meet the competency requirements. For detailed information regarding the online pre-sales
modules, refer to the Performance Partner Program Training Guide supplement.
Technical Certifications
Riverbed offers partners the ability to become Technically Certified on Riverbed products and solutions through the Riverbed Certified
Solutions Associate (RCSA) and Riverbed Certified Solutions Professional (RCSP) certifications. Partners in the Performance Partner
Program are required to support their competency areas with at least one RCSA certification per competency. Elite partners are
required to have both RCSA and RCSP for each competency. Global Premier partners are required to have four RCSA certifications
per competency, and Global Elite partners are required to have four RCSA certifications and four RCSP certifications per competency.
All partners may elect to satisfy the RCSA requirement with additional RCSP certifications. RCSA and RCSP certifications must be
held by different individuals in order to satisfy program requirements. If an individual has both RCSA and RCSP, only one will be
counted toward the requirement. For detailed information regarding technical certifications, refer to the Performance Partner Program
Training Guide supplement.
Classroom Training
Fee-based training in support of the Riverbed Certified Solutions Professional (RCSP) certification is available through traditional
classroom courses offered by Riverbed Professional Services. For more information about these training options, refer to the
Performance Partner Program Training Guide supplement.
On Boarding New Partners
New Partners will be on boarded at the Authorized level with Authorized level discounts. Once new partners complete the online
accreditation (RSS and RTSS) and certification (RCSA) requirements for at least two competencies, they will be then granted Premier
or Global Premier status, as applicable, and earn the Premier/Global Premier level discount for the competencies they hold.
Training Commitment Timeline
(Average training times indicated)
Partners Seeking to Add an Additional Competency

Existing partners at the Premier/Global Premier or Elite/Global Elite level seeking to add a competency must complete the accreditation
(RSS & RTSS) and certification (RCSA and/or RCSP, as applicable) requirements for that competency. Once the requirements have
been completed, they will be granted the appropriate discounts for that competency as applicable for their Program level
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(Premier/Global Premier, Elite/Global Elite). Existing Authorized level partners must complete the accreditation (RSS & RTSS) and
certification (RCSA) requirements for at least two competencies, at which time they will be granted the Premier or Global Premier, as
applicable, level discounts for the competencies they hold.
Existing Premier and Global Premier level partners that are nominated to become Elite or Global Elite level partners must also
complete the accreditation (RSS & RTSS) and certification (RCSA and RCSP) requirements for each of the competencies they plan to
hold (minimum of three) prior to being promoted to the Elite or Global Elite level. They must also meet the annual bookings requirement
as described in the requirements section.
Transferring Accreditations and Certifications
In the event that the individual that earned a certification or accreditation leaves the partner company and joins another partner
company, the certification or accreditation will be eligible for transfer. The company that lost the certification or accreditation that
impacts their competency will have six months to replace it, while the company that gained the certification or accreditation may retain
it until its original expiration date, after which time the certification or accreditation must be renewed.
Expiration of Training Accreditations and Certifications
Upon expiration, partners will have six months to renew their accreditation(s) and certification(s) or they will no longer meet the
competency requirements.
PERFORMANCE PARTNER PROGRAM BENEFITS

Partner Level Benefits Overview
The Performance Partner Programs five partner Levels each have their own set of available benefits and incentives for attaining
compliance with the Program. A brief overview is below and a more detailed description follows this section.
Sales
Enablement
Profitability
Marketing
Training
Executive Sponsor
Access to Sales Leads
Participation in Joint Sales Calls
Eligible to Resell RVBD-delivered
Support/PS
Standard Discounts Based on
Competency
Non-standard Discount Eligibility
Portfolio Rebate Eligibility
Target Rebate Eligibility
Net New Opportunity Rebate Eligibility
Access to MDF
Free Online Technical Sales Training
Global
Elite*
Premier
Global
Premier*
Elite*
__
__
__
__
Yes
Yes
__
Yes
Yes
Yes
Yes
Yes
Yes
Yes
Yes
Yes
Yes
Yes
Yes
Yes
Yes
Yes
Yes
Yes
Yes
__
__
__
__
__
Yes
Yes
Conditional*
Conditional*
Conditional*
By Proposal
Yes
Yes
__
__
__
By Proposal
Yes
Yes
Conditional*
Conditional*
Conditional*
By Proposal
Yes
Yes
__
__
__
By Proposal
Yes
Authorized
* By Invitation Only
Note: Partners onboarded to the Riverbed Performance Partner Program after July 1, 2015 will not be eligible for rebates in 2015.

9
Sales Enablement
Executive Sponsor
Elite/Global Elite partners may be assigned a Riverbed Executive Sponsor. The Executive Sponsor is available to help Elite/Global
Elite partners build and maintain a strategic relationship with Riverbed.
Joint Sales Calls
Premier/Global Premier and Elite/Global Elite Performance Partners with strategic opportunities are encouraged to request a joint
customer visit with a Regional Sales Manager. Riverbed Regional Sales Managers are experienced and knowledgeable in the area of
IT Performance, and can serve as an invaluable resource during the sales cycle.
Resell Riverbed-branded Support Services
All Performance Partners may resell Riverbed support and maintenance services. Under this support option, Riverbed will deliver all
levels of support provided to the end customer. The full description of Riverbeds maintenance and support services is set forth at
www.riverbed.com/supportservicedescription. In addition, select partners have the opportunity to become certified as a Riverbed
Authorized Support Partner (RASP) or Riverbed Authorized Support Agent (RASA) to deliver L1 and L2 support on behalf of Riverbed.
See the RASP Program Guide and/or the RASP section in this Program Guide for more details.
Online Technical Support
Riverbed provides all Performance Partners, who have support contracts on Riverbed products, access to the Riverbed passwordprotected Support site. This site offers a wide range of useful information including patches, product documentation and other data, as
it becomes available. As a Performance Partner Program member, you will receive a user ID and password to access the Support site.
If you have lost or not received your Support site access, send an email to support@riverbed.com. In addition, Riverbed offers phone
and email-based technical support services to all Performance Partners. Support requests can be submitted at
http://www.riverbed.com/support/open_a_ticket. To reach technical support by telephone, call 1.415.247.7381. Dedicated support
representatives are available 24x7. Performance Partners may not share, publish, or otherwise provide (1) login or password details
and/or (2) software or content from the Support site to any third party.
Profitability
Discounts
All Performance Partners are eligible for discounts, the size of which are based on the level, the product category competency, or any
specialization programs the partner is participating in. Riverbed offers Performance Partners two discount levels:
1.
Standard (non-Registered);
2.
Registered, available only to Premier/Global Premier and Elite/Global Elite partner levels. The higher discounts are earned
upon acceptance by Riverbed of a Deal Registration submitted through the Riverbed Partner Center as set forth in the Deal
Registration Program Guide.
If you are buying directly from Riverbed, you will receive the discounts listed in the below Discount Tables unless otherwise agreed in
an acceptable purchase order. If you are buying Riverbed products or services through an authorized Value Added Distributor (VAD),
you are subject to the pricing arrangement negotiated between you and such VAD. Riverbed provides the below discounts as
suggested discounts. Actual pricing may vary. Riverbed is neither responsible nor liable for any distributor pricing action, or variance
from the discounts described in this guide. Discount levels are based upon Riverbeds then current price list and are dependent upon
your partner level at the time the order is placed. Riverbeds price list is based on FOB/FCA origin terms and does not include shipping,
insurance or other logistics charges or taxes, duties, import fees, VAT or other similar taxes, which may be separately charged. In
addition such price list is in US dollars.

10
REGISTERED DISCOUNTS*
Partner Level
Authorized
Premier/Global
Premier: Non
Competency**
Premier/Global
Premier: 2+
Competencies
Elite/Global
Elite: Non
Competency**
Elite/Global
Elite:
Competency
Cat A
Hardware
Cat B
Support &
Renewals
Cat C
NFR Demo
Cat D
Cold Spares
and
Replacement
Parts
Cat E
Professional
Services
Cat G
Subscription
Software
Cat H
Perpetual
Software
20%
10%
N/A
20%
40%
20%
N/A
20%
10%
25%
40%
25%
10%
N/A
20%
10%
15%
45%
20%
N/A
20%
10%
28%
Cat J
Partner
Training
Cat K ***
RASP/RASA
Cat L
SaaS
Cat M
Customer
Training
See RASP
Program Guide
for details
12%
15%
N/A
See RASP
Program Guide
for details
20%
18%
25%
N/A
See RASP
Program Guide
for details
15%
20%
45%
N/A
See RASP
Program Guide
for details
23%
20%
Not Eligible for Deal Registration Discount

10%
15%
20%
N/A
*These discounts do not apply to Federal Secure Supply Chain or State, Local and Education (SLED) partners; refer to the FSSC Program Guide or the SLED
Program Guide for details.
** These discounts apply to SKUs that are in product lines where the partner has not earned a competency.
*** Refer to the RASP Guide for further details.
Note: Cat C Demonstration Products, as defined in your Channel Agreement, were discontinued by Riverbed as of June 30, 2015. Please see the NFR Demo Guide
for more details regarding the purchase of NFR Demo Products, offered by Riverbed as of July 2015.
STANDARD DISCOUNTS*
Partner Level
Authorized
Premier/Global
Premier: NonCompetency **
Premier/Global
Premier: 2+
Competencies
Elite/Global
Elite: Non
Competency**
Elite/Global
Elite:
Competency
Cat A
Hardware
Cat B
Support &
Renewals
Cat C
NFR Demo
Cat D
Cold Spares
and
Replacement
Parts
Cat E
Professional
Services,
Cat G
Subscription
Software
Cat H
Perpetual
Software
Cat J
Partner
Training
Cat K ***
RASP/RASA
Cat L
SaaS
Cat M
Customer
Training
10%
10%
N/A
0%
10%
10%
10%
60%
N/A
10%
10%
10%
10%
10%
10%
75%
0%
10%
10%
10%
60%
See RASP
Program Guide
for details
30%
10%
75%
0%
10%
10%
30%
60%
See RASP
Program Guide
for details
10%
10%
10%
10%
75%
0%
10%
10%
10%
60%
See RASP
Program Guide
for details
10%
10%
35%
10%
75%
0%
10%
10%
35%
60%
See RASP
Program Guide
for details
10%
10%
*These discounts do not apply to Federal Secure Supply Chain or State, Local and Education (SLED) partners; refer to the FSSC Program Guide or the SLED
Program Guide for details.
** These discounts apply to SKUs that are in product lines where the partner has not earned a competency.
*** Refer to the RASP Guide for further details.
Note: Cat C Demonstration Products, as defined in your Channel Agreement, were discontinued by Riverbed as of June 30, 2015. Please see the NFR Demo Guide
for more details regarding the purchase of NFR Demo Products, offered by Riverbed as of July 2015.
The discounts above apply to individual sales opportunities and should not be relied upon in connection with any long term pricing
contracts with an end user customer. In addition, the discounts above do not apply to sales within the specialization programs identified
later in this Program Guide, which may have their own or additional or different requirements or discounts, including without limitation,
any sales to US Federal Government or NATO customers, sales off of multiple award master contracts with published or publicly
available pricing, and support purchased as part of the Riverbed authorized support provider program. Riverbeds current price list can
be found on the Riverbed Partner Center.
Discount Policy for Support Renewals in RPPP - Resale
Riverbed offers a separate registration program and policy for Support renewals (Support Renewals Registration) to reward Partners
for their investment in identifying, developing, and closing Support opportunities. The Support Renewals Registration incentive is
available to Partners in the RPPP Resale based on ability, knowledge, and, generally, to those Partners that closed the initial
business opportunity. Please refer to www.riverbed.com/programsupportrenewalpolicy for more details.
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Incentives
Premier and Elite level Channel Partners who joined the Riverbed Performance Partner Program prior to June 30, 2015 may be eligible
to participate in Riverbeds Incentive Programs, which offer incremental rebates based on a partners level and performance. If
applicable, please refer to Riverbeds Incentive Program Guide available on the Partner Center for more details.
Deal Registration
Riverbed offers a Deal Registration Program to reward partners for their investment in identifying, developing, and closing
opportunities. Partners that submit opportunities and receive deal registration approval will receive registered discounts that are greater
than Standard discounts for Premier, Global Premier, Elite and Global Elite partner levels. Discounts are based upon Riverbeds
current price list and are dependent upon the Performance Partner Level at the time the order is placed. Only registered and approved
deals qualify for registered discounts. For more information on deal registration, please reference the Riverbed deal registration Guide
available at the Riverbed Partner Center .
The deal registration incentive is available to Performance Partners based on ability, knowledge, and relationship to an approved new
business opportunity, as determined by the Riverbed Regional Sales Manager (RSM). Opportunities can be registered on the Partner
Center at https://na2.salesforce.com/apex/Deal_Registration. Note: in EMEA, all deal registrations for Riverbed Resale Partners should
be entered by a Riverbed Value Add Distributor unless otherwise approved by Riverbed.
Marketing
Market Development Funds (MDF)
Riverbeds proposal-based MDF program provides eligible Premier, Global Premier, Elite and Global Elite partners with money to cofund marketing activities. A proposal must be submitted to, and approved by, authorized Riverbed marketing managers. For more
details, refer to Riverbed Market Development Funds (MDF) Guide available at the Riverbed Partner Center.
Seminar & Event Support
Regional Seminars organized by partners are an important element of Riverbeds demand generation strategy. To complement the
partners efforts to host seminars and events, Riverbed may provide marketing support, which may include presentation content, web
listings (http://www.riverbed.com/communities), co-branded email invitation templates, marketing collateral, and giveaways. In addition,
Riverbed may be able to provide a speaker, depending on the event type and expected attendance. This benefit is available to
Premier, Global Premier, Elite and Global Elite partners.
DOING BUSINESS WITH RIVERBED

Authorization for Product Sales and Use
Riverbed provides a number of different ways in which partners can access and leverage Riverbed products to build a successful
business model around Riverbed solutions. All partners that have met the minimum Authorized Partner level requirements, including by
having a valid executed Channel Partner Agreement with Riverbed, are eligible to buy Riverbed products and services and resell such
Riverbed products and services to an end user customer for that end user customers internal business use, subject to the terms of the
partners Channel Partner Agreement and this Program Guide.
In addition to any other restrictions in the Channel Partner Agreement, partners are not authorized to:
Sell used or refurbished Riverbed products procured from a source other than Riverbed or a Riverbed Authorized VAD;
Sell to other Riverbed Partners or Authorized VADs without prior approval from Riverbed; however, if the territory designated
in the partners Channel Partner Agreement with Riverbed is within the European Union, that partner may also be authorized
to sell Riverbed products and services to other Riverbed Performance Partners (for more information on the exception for the
European Union, please contact your local Riverbed Channel Sales Executive);
Use Riverbed products to deliver managed, cloud or other services for end user customers without specific authorization from
and a separate contract or addendum with Riverbed;

12
Sell Riverbed products or services to customers who intend to use the products on behalf of, or for the benefit of, other third
parties, unless such use is specifically authorized by Riverbed in writing; or
Sell Riverbed products or services to US Federal Government or NATO end user customers unless specifically authorized as
part of Riverbeds Federal Secure Supply Chain Program (see FSSC Section under the Specialized Sales Programs in this
document for details).
Product Procurement
Partners in the Riverbed Performance Partner Program will purchase directly from Riverbed, or through an authorized VAD, as
determined by Riverbed. Certain channel partners have been designated by Riverbed as Direct Partners; Riverbed alone determines
whether a partner procures product direct from Riverbed or through an authorized VAD based on the partners size, business model,
and relationship with Riverbed, or on a transaction by transaction basis, as applicable. While these Direct Partners may purchase
directly from Riverbed, from time to time they may also choose to purchase Riverbed products and services through an authorized
VAD. Any pricing or discounts provided in this Program Guide are based on Channel Partner purchasing directly from Riverbed; any
pricing from an authorized VAD shall be mutually agreed upon between the Channel Partner and the applicable VAD.
North American Channel Partners that purchase Riverbed products and/or services through Riverbed authorized VADs are required to
select one VAD from which to exclusively purchase all Riverbed products and services. Performance Partners procuring directly from
Riverbed must attach a purchase order (PO) to the online order. As part of the online ordering process, the partner must certify and
agree that all products and services listed have been sold through to the applicable end user entered in the account information, or
purchased for partners own internal use. In cases where partners are unable to order through the Partner Center, if applicable, they
must include the end user customer name on the PO. By referencing the end user on the PO, the partner is certifying and agreeing that
all products and services listed on the PO have been sold through or provided in connection with partners provision of managed
services to the referenced end user. For orders placed directly with Riverbed that are not shipped directly to the end user by Riverbed,
a copy of the end user PO with the partner may be required. Due to confidentiality issues, the partner may block out any confidential
data, such as pricing, before submitting the end user order or PO to Riverbed.
Engagement Guidelines
Riverbed will engage with partners enrolled in the Riverbed Performance Partner Program in a consistent and ethical manner, and we
expect and demand the same from our partners. Since the Riverbed solutions portfolio can address a range of IT concerns, such as
application performance over the WAN, compliance, and security, there will be situations where multiple program partners are involved
in a particular sales opportunity. First and foremost, in these situations, the end user customer is always the primary decision-maker
determining the partner from whom to purchase Riverbed products and services. However, Riverbed will adhere to the following
guidelines:
If a Performance Partner brings Riverbed into a sales opportunity, Riverbed will provide assistance within the guidelines of
the Partner Program. Riverbed will not attempt to influence the customer to engage with any specific partner;
If a Riverbed Sales Manager finds a sales opportunity, they may choose to introduce a partner into an opportunity in order to
progress the sale. Riverbed will determine, at its discretion, which partner to bring into the sale, based upon a number of
factors, including, but not limited to, customer preference, partner competencies and skill set, expertise, and geography.
How to Become a Performance Partner

To become part of the Riverbed Performance Program, a partner needs to:
Be nominated by a Riverbed distributor or channel sales team to join Riverbeds program
Have their request to join the program reviewed and approved by Riverbed channel sales management
Execute a Channel Partner Agreement or other applicable addendum or agreement with Riverbed which includes terms and
conditions for the resale of Riverbed products and support services
Meet Riverbeds ethics and compliance requirements
Meet appropriate competency and/or bookings requirements, as set out in this Program & Policy Guide for the applicable
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Performance Partner Level(s)

In addition, certain specialized sales programs require additional authorizations and have many of their own separate requirements and
benefits. Additional details of these specialized sales programs are detailed later in this guide.
Channel Partner Agreement
All partners wishing to conduct business with Riverbed are required to execute a Channel Partner Agreement with Riverbed, regardless
of their procurement method. The Channel Partner Agreement sets forth a series of terms, conditions, and expectations regarding the
partnership between the channel partner and Riverbed. In addition, it provides legal and financial protection for both parties.
Partners must remain in compliance with the program requirements included in this Program & Policy Guide, in order to continue
membership in the Performance Partner Program. The standard terms and conditions of the Channel Partner Agreement may be
updated from time-to-time by Riverbed, and as a result, Riverbed may require the partner to execute an updated Channel Partner
Agreement with Riverbed to continue to serve as a Riverbed Performance Partner.
Ethics, Legal, and Regulatory Compliance
Riverbed is committed to maintaining the highest standards of business integrity. We expect and require our Performance Partners to
also maintain the highest standards of business integrity in their dealings with Riverbed. Our ability to deliver technological solutions to
customers in a responsible, transparent, and ethical manner is critical to our business success, and the success of our business
partners, including our Performance Partners. Riverbed is committed to assisting our Performance Partners reduce business risks that
result from any noncompliant behavior and avoid unnecessary costs, brand name damage, and penalties, including legal action for
violation. In addition to the terms and conditions set forth in your Channel Partner Agreement with Riverbed:
Partner will conduct its business operations in accordance with all applicable U.S. and foreign laws, ordinances, codes and
regulations, including, without limitation, the U.S. Foreign Corrupt Practices Act (FCPA), UK Bribery Act, Singapore Prevention of
Corruption Act, and other applicable anti-bribery laws, export/import laws and regulations, antitrust / competition laws and
regulations, and procurement and bid related laws and regulations (Applicable Laws);
Partner shall comply with all applicable export laws, restrictions and regulations of any United States, European Union, Singapore
or other foreign agency or authority, agrees not to import, export or re-export, or allow the import, export or re-export of, any
product, technology or information it obtains or learns pursuant to the Channel Partner Agreement and/or the partner relationship
with Riverbed (or any direct product thereof) in violation of any such laws, restrictions or regulations; and acknowledges and agrees
that Riverbed may require additional documentation from End Users prior to fulfilling any order;
Partner will not (i) attempt to, directly or indirectly, improperly influence the sale or purchase of products by payments or other
actions contrary to law or regulation, or (ii) take any action or permit or authorize any action that would violate or cause Riverbed to
violate Applicable Laws;
Partner will not, for the purpose of influencing any act or decision to obtain or retain business or direct business to any person, pay,
offer or promise to pay, or authorize the payment of, directly or indirectly, any money or anything of value to or for the use or benefit
of any of the following:
o any government official (including any person holding an executive, legislative, judicial or administrative office, whether
elected or appointed, or any representative of any public international organization, e.g., the United Nations, or any person
acting in any official capacity for or on behalf of any government, state-owned business or public organization);
o any political party, official thereof, or candidate for political office;
o any other person if VAR or any partner, officer, director, employee, agent, representative or shareholder of VAR knows or
has reason to suspect or know that any part of such money or thing of value will be offered, given or promised, directly or
indirectly, to any of the above-identified persons or organizations;
Riverbed requires that partner be familiar with the FCPA, as well as any anti-corruption or anti-bribery statute in effect in
jurisdictions where they deal with Riverbed products, and to provide appropriate instruction to their employees and agents
regarding compliance with those regulations and statutes. Partners should promptly advise Riverbed sales management in the
event a partner, intermediary or end user requests a facilitation fee or other payment that may violate any applicable statute or law.

14
Riverbed prohibits any side arrangements between Riverbed and Performance Partner or any other channel partner or customer
with respect to dealings in Riverbed products. This prohibition includes any promise or agreement, whether such agreement is
written, verbal, or electronic (e.g., in an e-mail), that is not properly documented in a writing that has been approved by the
Riverbed Legal Department and signed by an authorized signatory of Riverbed. Should any employee of Riverbed enter into (or
offer to enter into) a side arrangement with Performance Partner, a channel partner or other customer that you become aware of,
the partner should promptly communicate that fact to Riverbed sales management or the Riverbed Legal Department. Only
personnel in the legal, finance and operations departments of Riverbed Technology, Inc. in the United States and Riverbed
Technology Pte. Ltd. in Singapore are authorized to make legally binding commitments on behalf of Riverbed. No other agreement,
whether written or verbal, will be legally binding on Riverbed. Any questions regarding the authority of Riverbed personnel to enter
into agreements on behalf of Riverbed should be directed to the Riverbed Legal Department.
Riverbed may terminate the Channel Partner Agreement immediately upon written notice if the partner violates any of the
foregoing. Riverbed may also from time to time require partners to confirm compliance with various laws and/or regulations, and
acknowledge that they will remain in compliance with the terms of this Program Guide and all applicable laws pertaining to their sale of
Riverbed products and services.
Riverbed is committed to maintaining the highest standards of business integrity. Any concerns regarding this Program Guide or your
partnership with Riverbed may be reported to Riverbed Legal at 415-247-8800.
Accessing and Using Riverbed Resources Partner Center

The Riverbed Partner Center provides a wealth of information to help partners in every stage of selling. The Partner Center contains a
wide array of valuable sales and marketing tools, including sales presentations, price lists, demos, competitive analysis, logos and style
guides, policy updates, white papers, success cards, data sheets, and other pertinent information. Through the Partner Center,
partners will also gain access to deal registration, sales accreditation training, new product announcements, and special events and
promotions. Employees of Performance Partner Program member companies are eligible to receive Partner Center login credentials.
All Performance Partner Program member companies must designate at least one Administrator for the Riverbed Partner Center.
The Riverbed Partner Center is exclusively for Performance Program members and includes confidential information. By accessing the
Partner Center, in addition to existing confidentiality obligations to Riverbed, partners agree they will not disclose any confidential
information of Riverbed, nor will they provide their login and password information to any other party. To gain access to the Riverbed
Partner Center, partners should send an email to partners@riverbed.com. The Partner Center can be accessed at Riverbed Partner
Center. Access to the Riverbed Partner Center may be discontinued at any time for any reason.
Monthly Rivercast Webinars
Riverbed hosts monthly Rivercast webinars focused on enhancing the knowledge and skill set of the partners marketing, sales and
sales engineering teams. Topics will range from new product announcements to solution selling and will include an expert Riverbed
speaker. Rivercast webinars will typically last 45 to 60 minutes and include a Question and Answer session. Rivercasts are recorded
and will be posted to the Partner Center within 48 hours after the conclusion of the event. Rivercast archives can be viewed at
https://na2.salesforce.com/home/home.jsp.
Confidentiality
In an effort to keep our Performance Partners up-to-date, Riverbed may communicate certain information to Performance Partners that
is not yet publicly available. Partners must treat these communications as confidential, in accordance with the confidentiality provisions
in the Riverbed Channel Partner Agreement.
In addition, the Riverbed Performance Partner Program & Policy Guide and any special pricing offers made available via the
Performance Partner Program, is confidential information of Riverbed. Partners may provide list prices of Riverbed products to third
parties, but may not provide copies of the entire Riverbed global price list to third parties, except under a confidentiality agreement and
prior written approval from Riverbed. Partners may publish on their web sites the list prices of Riverbed products and services, but may
15
not publish on their web sites or in other marketing materials any discounted prices on Riverbed products and services. Partners may
not allow any customer to disclose discounted pricing on Riverbed products and services to third parties, including on any publicly
available catalogue or contract vehicle, without prior written approval from Riverbed. If partners have questions on Riverbed policies
regarding publishing list prices and/or discounted prices, they should contact their Riverbed channel sales executive.
Riverbed Logo Usage
All Performance Partners are licensed to use the Riverbed logo to promote your partnership with Riverbed, provided the logo and
brand names are used in accordance with the Riverbed Corporate Brand Guide located at Riverbed Partner Center as well as any
other restrictions set forth in the Riverbed Channel Partner Agreement.
Partners may use the logo on their website, in advertisements, customer communications, and other marketing materials upon review
and approval by Riverbed. All other uses are prohibited. Logos and the Riverbed Corporate Brand Guide can be found at Riverbed
Partner Center .
Discontinuing Membership in the Performance Partner Program

Partners may choose to leave the Performance Partner Program at any time by providing Riverbed a written 30-days notice. Among
other things, discontinuing membership in the Performance Partner Program has the following effects:
Partner is no longer authorized to acquire and resell Riverbed products;

Partner must cease all marketing and representations that it is an authorized Riverbed reseller;
Partner must forfeit all outstanding benefits the partner has not received;
Partner must return or destroy, at Riverbeds option and instruction, all Riverbed-related collateral, media, tools, price books,
and other materials;
Partner will no longer have access to the Riverbed Partner Center;
Any Riverbed Authorized Support Provider (RASP) authorized partner will be immediately removed from the RASP program
and such partner must cease providing RASP Support services; all of such partners outstanding RASP support contracts will
be converted to Riverbed End User Support (category B on Riverbeds then-current price list), and the partner will be
responsible for paying the difference between the amount paid for RASP Support and Riverbed End User Support for the
months remaining on the RASP Support contract.
SPECIALTY PROGRAMS
NFR Performance Partner Demo Program (NFR Demo)
Riverbed Channel Partners are encouraged to establish a performance lab (either physical or virtual) for the purposes of
demonstration, pre-sales evaluations and training. To facilitate this capability, Riverbed has launched the new NFR Performance
Partner Demo Program (NFR Demo), which offers deeply discounted products for Premier, Global Premier, Elite, Global Elite, and
VADs. Note: the former program, known as "Equip! for Demonstration, and the sale of all Demonstration Products and services under
such Demo Program, has been discontinued effective June 30, 2015.
Channel Partners will receive 75% off of the then-current list price for the purchase of NFR Demo hardware products as part of the
NFR Demo Program. Licenses to use the software included in any of the hardware appliances are valid through the life of the device
provided such use is in accordance with the NFR Demo terms and conditions located at www.riverbed.com/NFRDemoterms. The first
year of gold support is available to partners free of charge for NFR Demo hardware products purchased under this Program.
Riverbed products acquired through the NFR Demo Program can only be used to support customer demonstrations, proof of concept,
or lab use. The NFR Demo Program cannot be used to support internal use or production, including but not limited to paid POCs and
paid assessments, for partners or distributors. All products and software acquired under NFR Demo are strictly prohibited from resale
at any time. Additional incentives, including those related to rebates, non-standard discount terms, market development funds, and
16
deal registration, are not valid for products acquired through the NFR Demo Program. NFR Demo hardware purchase limits per annum
are US$300,000 for Premier/Global Premier Channel Partners; and US$400,000 for Elite/Global Elite Channel Partners.
Please refer to the NFR Demo Program Guide for further details on this program.
The Riverbed Federal Secure Supply Chain (FSSC) Program

The Riverbed Federal Secure Supply Chain (FSSC) Program is designed to provide select partners with the products, solutions, and
benefits they can use to capitalize on IT opportunities within the US Federal government and/or NATO. Due to the unique requirements
of this vertical, Riverbed has established this invite-only program to ensure that only Partners that can meet the unique demands of
selling IT products and services to the US Federal government and NATO are authorized by Riverbed to do so. The FSSC
authorization is limited to select Partners who:
Have been invited/approved by Riverbed to become FSSC authorized;

Add strategic value to the US Federal government and/or NATO; and
Meet the requirements of the RPPP Resale Guide, the additional requirements set forth in the FSSC authorization section
of this guide, and the FSSC Performance Partner Program supplement.
FSSC Authorization
Riverbed requires all partners who wish to sell Riverbed product and services to the United States Federal Government or NATO to be
specifically authorized by Riverbed in writing as an Authorized Federal Partner. If interested in becoming an Authorized Federal
Partner, Channel Partners must download and complete the Federal Secure Supply Chain form, which is available by sending an email
request to: FMD_FSSC@riverbed.com. Once this form is submitted to Riverbed, it will be reviewed by the Riverbed Federal Markets
Division, which may grant or deny decisions at its sole discretion, and, if approved, the Channel Partner will receive a letter of
acknowledgement that their corporate entity is authorized to resell Riverbed products and services to the United States Federal
Government and NATO under the terms of the applicable Channel Partner Agreement with Riverbed. Note that Riverbed may require
an amendment to their existing Channel Partner agreement prior to granting such authorization. Only Channel Partners who can meet
the requirements of not only this RPPP - Resale Program Guide, but also the additional requirements set forth in the Riverbed FSSC
Performance Partner Program Supplement, will be considered for inclusion in the FSSC program.
Unless a partner is designated by Riverbed as an Authorized FSSC Partner, the partner may not sell Riverbed products and services
to end user customers that are United States Federal government or NATO customers, unless specifically approved on a case-by-case
basis by the Riverbed Federal market sales division. Any Partner that does not comply may be terminated from the Performance
Partner Program. Proper identification of the end customer as US Federal and/or NATO is mandatory. Federal System Integrators such
as Lockheed Martin, General Dynamics, etc. that hold a prime contract position with the US Federal Government who are purchasing
Riverbed products or services for or on behalf of the United States Government or NATO are not considered the end user. The end
user in such cases would be the US Federal Entity such as the Army.
FSSC Compliance
Any partner that sells to the US Federal Government and/or NATO customers must comply with all applicable FAR and DFARS, and
must comply with any other procurement, antitrust, bidding, sales or other laws and regulations that may apply to sales or bids to US
Federal Government or NATO customers, including without limitation disclosing where required by law or regulation any rebates, MDF,
or referral fees paid to such partners.
If you are an authorized Federal Riverbed Partner (FSSC) you are not permitted to provide Riverbed pricing to unauthorized Riverbed
partners without prior written approval from Riverbed.
Zero-Tolerance Policy
Riverbed Performance Partners that have not been accepted into the Riverbed FSSC Program are not permitted to sell to the US
Federal Government or NATO. Further, partners that are not in the FSSC program may not publically offer or disclose pricing offers to
17
an end-user in any of these entities. If a partner is found to be out of compliance, Riverbed may eliminate Performance Partner
Program benefits and incentives (including without limitation any rebates that have been previously earned but not yet paid), and/or
terminate the partnership for material breach.
Multi-year Contracts and Multiple Award Contracts

Channel Partners that are bidding, quoting or otherwise participating in multi-year or multi-award contracts, including without limitation
opportunities within US state and local government, municipalities, and education entities, must receive written approval from Riverbed
before providing or committing to any pricing levels, including pricing which may be published and/or publically available. Discounts
and other pricing set forth in this Program Guide are provided for single specific defined sales opportunities and shall not apply to any
such multi-year or multiple award contracts. Please contact your Riverbed sales channel executive for questions and additional details.
The Riverbed US State Local Education (SLED) Program

If you are an authorized Riverbed Performance Program Partner you are not permitted to provide Riverbed pricing to unauthorized
Riverbed resellers without prior approval from Riverbed. Riverbed partners that are bidding, quoting or otherwise participating in US
state and local government agency transactions and with educational customers (SLED customers) must receive written approval from
Riverbed before providing or committing to any pricing levels, including pricing which may be published and/or publicly available. The
Riverbed State, Local and Education Program is designed to support partners that are selling Riverbed solutions to State and Local
government agencies, and education customers which include public and private institutions, K-12, as well as higher education.
Any partner that sells to a US State or Local government agency, or who offers a Riverbed product on a US State, Local or cooperative purchasing contract vehicle must comply with all applicable procurement, antitrust, bidding, sales or other laws and
regulations that may apply to sales or bids to US State, Local or education customers, including without limitation disclosing where
required by law or regulation any rebates, MDF, or referral fees paid to such partners.
Please refer to the 2015 Riverbed Performance Partner Program & Policy Guide State, Local and Education Guide for further details.
Riverbed Authorized Support Partner (RASP)

The RASP program enables select Channel Partners to partner with Riverbed to jointly develop and deliver customer support solutions
that drive customer loyalty and generate incremental value for the partner, Riverbed, and the customer. The RASP program is targeted
at select partners that have a direct and close working relationship with the end customer.
The RASP program is by invitation only and encompasses the following levels:
RASA Riverbed Authorized Support Agent
RASP Riverbed Authorized Support Partner
RASP SI/SP RASP for System Integrator and Service Provider Partners.
A RASP program exists for each of the channel program competencies, and a partner may qualify for RASP or RASA status in one or
more product competency area.
Once a partner is authorized as a RASP and/or RASA, the partner can only provide support on products within the competencies they
become authorized for. In order to participate in this program, partners must be approved by Riverbed and meet the requirements set
forth in the then current RASP Program Guide. Authorized VADs may resell RASP Delivered Support/Maintenance only to Channel
Partners that are RASP or RASA authorized and only for products in the competency areas for which they are authorized. Please refer
to the RASP Program Guide for more details.
Each product sold by the RASP Partner must be accompanied by the sale of at least a one-year maintenance and support contract for
that product to provide 24x7 Technical Assistance Center (TAC) access plus hardware repair and replacement support services, if
applicable. RASP Partners can include their own Return Merchandise Authorization (RMA) and field support services to add value and
meet the needs of their customers. By participating in this program, Partners receive a number of benefits including:
18
Continue to maintain a close and trusted relationship with end customers by providing them with one source for their
Riverbed needs;
Create upsell and cross sell opportunities with additional products and services;
Build a closer relationship with Riverbeds technical support team, which is available 24x7;
Receive added discount from Riverbed on support services when providing Level 1 and Level 2 Support;
Differentiate the organization as a total solution provider, backed by Riverbed.
In order to participate in this program, Partners must be approved by Riverbed and meet the requirements set forth in the then current
Riverbed Authorized Support Partner Program Guide. Please contact your Channel Sales Manager for more details.

19
Glossary of Terms
APM
Application Performance Management
FSSC
The Riverbed Federal Secure Supply Chain (FSSC) Program is designed to provide certain Partners with the products,
solutions, and benefits available to capitalize on IT opportunities within the US Federal government and/or NATO.
MDF
Marketing Development Funds funding provided to Partners for demand generation activities.
NPM
Network Performance Management
POC
Proof of concept
RACP
The Riverbed Authorized Consulting Partner (RACP) Program
RASP
The Riverbed Authorized Support Partner (RASP) program
RCSA
Riverbed Certified Solutions Associate. This is a technical certification designed to valid the skills required of technical
professionals who sell Riverbed products and solutions.
RCSP
Riverbed Certified Solutions Professional. This is a technical certification designed to valid the skills required of technical
professionals who implement Riverbed products and solutions.
RSA
Riverbed Sales Associate. RSA is the foundation level of online sales training. The RSA level must be completed before
the Riverbed Sales Specialist training can be taken online.
RSS
Riverbed Sales Specialist. This training covers specific product and solution families and may be taken upon completion
of the RSA online training.
RTSA
Riverbed Technical Sales Associate
RTSS
Riverbed Technical Sales Specialist
SD
Storage Delivery
SLED
The Riverbed State, Local, and Education Program is designed to support partners that are selling Riverbed solutions to
State and Local government agencies, and Education customers.
WAN Optimization
Questions or Concerns
If you have any questions about this Program Guide, please contact your Channel Sales Manager or send an email to
channelprograms@riverbed.com.
Riverbed Technology, Inc.

680 Folsom Street
San Francisco, CA 94107
Tel: (415) 247-8800
www.riverbed.com
Riverbed Technology Ltd.

One Thames Valley
Wokingham Road, Level 2
Bracknell. RG42 1NG
United Kingdom
Tel: +44 1344 31 7100
Riverbed Technology Pte. Ltd.

391A Orchard Road #22-06/10
Ngee Ann City Tower A
Singapore 238873
Tel: +65 6508-7400

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Riverbed Technology K.K.

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2015 Performance Partner Program Guide - Global Overview

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2015 Riverbed Performance Partner Program

& Policy Guide - Resale

2015 Riverbed Performance Partner Program & Policy Guide - Resale

PERFORMANCE PARTNER PROGRAM FRAMEWORK .....................................................................................................4

RIVERBED PERFORMANCE PARTNER PROGRAM COMMITMENTS ..............................................................................6

Marketing Commitments .................................................................................................................................................................... 7

Training Commitments ....................................................................................................................................................................... 8

PERFORMANCE PARTNER PROGRAM BENEFITS ...........................................................................................................9

2015 Riverbed Technology. All rights reserved.

2015 Riverbed Performance Partner Program & Policy Guide - Resale

Deal Registration ................................................................................................................................................................................................. 12

DOING BUSINESS WITH RIVERBED .................................................................................................................................12

Accessing and Using Riverbed Resources Partner Center .......................................................................................................... 15

Discontinuing Membership in the Performance Partner Program .................................................................................................... 16

SPECIALTY PROGRAMS ....................................................................................................................................................16

2015 Riverbed Technology. All rights reserved.

2015 Riverbed Performance Partner Program & Policy Guide - Resale

2015 Riverbed Technology. All rights reserved.

2015 Riverbed Performance Partner Program & Policy Guide - Resale

Program Year and Benefit Term

PERFORMANCE PARTNER PROGRAM FRAMEWORK

Performance Partner Levels

2015 Riverbed Technology. All rights reserved.

2015 Riverbed Performance Partner Program & Policy Guide - Resale

Premier Partners: Must have at least two competencies.

Global Premier Partners: Must have at least two Competencies

Authorized Partners: Must meet basic Riverbed Performance Partner requirements.

2015 Riverbed Performance Partner Program & Policy Guide - Resale

RIVERBED PERFORMANCE PARTNER PROGRAM COMMITMENTS

Partner Level Requirements Overview

2015 Riverbed Technology. All rights reserved.

2015 Riverbed Performance Partner Program & Policy Guide - Resale

Annual Booking Requirement*

2015 Riverbed Technology. All rights reserved.

2015 Riverbed Performance Partner Program & Policy Guide - Resale

(Average training times indicated)

Partners Seeking to Add an Additional Competency

2015 Riverbed Performance Partner Program & Policy Guide - Resale

PERFORMANCE PARTNER PROGRAM BENEFITS

2015 Riverbed Technology. All rights reserved.

2015 Riverbed Performance Partner Program & Policy Guide - Resale

2015 Riverbed Technology. All rights reserved.

2015 Riverbed Performance Partner Program & Policy Guide - Resale

Not Eligible for Deal Registration Discount

2015 Riverbed Performance Partner Program & Policy Guide - Resale

DOING BUSINESS WITH RIVERBED

2015 Riverbed Technology. All rights reserved.

2015 Riverbed Performance Partner Program & Policy Guide - Resale

How to Become a Performance Partner

2015 Riverbed Performance Partner Program & Policy Guide - Resale

Performance Partner Level(s)

2015 Riverbed Technology. All rights reserved.

2015 Riverbed Performance Partner Program & Policy Guide - Resale

Accessing and Using Riverbed Resources Partner Center

2015 Riverbed Performance Partner Program & Policy Guide - Resale

Discontinuing Membership in the Performance Partner Program

Partner is no longer authorized to acquire and resell Riverbed products;

2015 Riverbed Performance Partner Program & Policy Guide - Resale

The Riverbed Federal Secure Supply Chain (FSSC) Program

Have been invited/approved by Riverbed to become FSSC authorized;

2015 Riverbed Performance Partner Program & Policy Guide - Resale

Multi-year Contracts and Multiple Award Contracts

The Riverbed US State Local Education (SLED) Program

Riverbed Authorized Support Partner (RASP)