Guide Hummingbird

The Hummingbird Alliance Network Program
The Hummingbird Alliance Network is an integrated set

of programs that offer value through a variety of business
relationships. From Global Strategic Alliances to Partners
in the Business and Technology Alliance programs, there
is a wealth of opportunities for organizations that join
forces with Hummingbird in this growing market.
Through these broad business relationships, our alliance

partners are able to fulfill key market development
objectives. We value all of the relationships we create
in the industry, and welcome new partners to explore
the opportunities that a Hummingbird alliance offers.
While every attempt has been made to ensure the accuracy and completeness of the information
in this document, some typographical or technical errors may exist. Hummingbird cannot accept
responsibility for customers’ losses resulting from the use of this document. The information
contained in this document is subject to change without notice.
This document contains proprietary information that is protected by copyright. This document,
in whole or in part, may not be photocopied, reproduced, or translated into another language
without prior written consent from Hummingbird.
This edition published March 2003
2 Hummingbird Ltd.
Table of Contents
About Hummingbird .................................................... 5

Who is Hummingbird? ................................................ 5
Products Overview . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6
Hummingbird Enterpsise™ . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6
Hummingbird DM™ . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6
Hummingbird RM™ ................................................ 6
Hummingbird Portal™ ............................................ 6
Hummingbird KM™ . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6
Hummingbird BI™ ................................................ 7
Hummingbird ETL™ . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7
Hummingbird Collaboration™ ........................................ 7
Hummingbird Connectivity™ ........................................ 7
About the Hummingbird Alliance Network .................................... 8
Business Alliance Program ............................................ 8
Technology Alliance Program . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8
The Global Strategic Alliance Program .................................... 8
Alliance Network Benefits ................................................ 9
Business Development and Marketing Support ............................ 9
Technology Support and Skills Development . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10
Services for Alliance Network Members . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11
Alliance Requirements . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 14
Hummingbird Business Alliance Program .................................... 16
Hummingbird Business Partner. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 16
Hummingbird Preferred Business Partner . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 16
Hummingbird Strategic Business Alliance . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 16
The Technology Alliance Program . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 19
Hummingbird Technology Partner ........................................ 19
Hummingbird Preferred Technology Partner ................................ 19
Hummingbird Strategic Technology Partner ................................ 19
3
Table of Contents
The Global Strategic Alliance Program . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 22

Joining the Alliance Network . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 25
Application Process . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 25
Application Form .................................................... 26
Training and Certification Details . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 30
Sales Training and Certification . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 30
Technical Training and Certification . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 30
Product Compatibility Certification . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 30
4
About Hummingbird
Introducing Hummingbird
Today’s knowledge-based economy demands that organizations provide highly functional and
secure web-based enterprise information management systems. Enterprise information management
systems (EIMS) are rapidly becoming an organizational necessity, and form the strategic framework
of many business processes. Knowledge-driven organizations understand that information
orientation, the interaction of people, information and technology can have a profound impact on
business performance, strategic initiatives, long-term viability and, most importantly, innovation.
Hummingbird develops enterprise software solutions that provide the ability to access and act upon
all business-critical information and resources, aggregated and categorized through a standardized
web-based user interface. Hummingbird has grown from their roots as a Host Access and Network
Connectivity company to a portfolio-based software company with significant focus on the EIMS
market. As such, Hummingbird offers a broad set of software applications and solutions that are
integrated into a single information and knowledge management framework.
In order for Hummingbird to accelerate their success in the EIMS market, the Hummingbird Alliance
Network has been initiated to build a network that will enhance our offering and value to customers.
Together with our alliances and partners, we can deliver a clear competitive and business advantage
to the market.
Initially founded as a consulting business in 1984, Hummingbird quickly evolved into the dominant
player in the connectivity market with close to 80% share. Today, five million people around the world
rely on Hummingbird to connect, manage, access, publish, collaborate and search their enterprise
content. Our customer list includes companies representing 90% of the Fortune 500 and 85% of the
Fortune 100. Headquartered in Toronto, Canada, Hummingbird employs 1300 people in nearly 40
offices worldwide.
Products Overview
Organizations today generate an astonishing amount of data — valuable information about
customers, suppliers, technologies, and other key elements of value creation in any enterprise.
However, this information is generally stored in disparate systems, databases, and applications.
This vast information resource is often not used effectively because it is difficult to get the relevant
information to the appropriate end user. Furthermore, users have not had access to the tools and
applications required to act on this information once it becomes available.
Hummingbird solutions empower users at all levels of the enterprise with the most appropriate
information and related tools to increase their productivity. Hummingbird Enterprise integrates
the company’s proven technologies for host access and network connectivity, data integration,
and business intelligence as well as portal, document and records management.
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Hummingbird Enterprise™
Hummingbird Enterprise is a powerful suite of integrated information and content management
products designed to accelerate and refine business processes across the extended enterprise.
Relevant, timely and accurate information is always available to those who need it — anytime,
anywhere and from any device. Hummingbird Enterprise integrates and scales seamlessly so that
existing IT investments are leveraged. With everything from document and knowledge management
to business intelligence and collaboration delivered through the portal.
Hummingbird DM™
Hummingbird DM transforms document-based electronic information into knowledge assets with
an enterprise-ready platform that facilitates the capture, sharing, and protection of corporate content
resources. User queries are easily executed across global DM repositories, enabling users to find and
control documents and easily distribute them for review, collaboration, and publication with project
teams inside and outside the traditional corporate landscape.
Hummingbird RM™
Hummingbird RM creates an organized, secure environment to manage the complete lifecycle of
all physical and electronic corporate knowledge assets — from creation to ultimate disposition.
Users can quickly classify documents against a file plan using intuitive Web and Windows interfaces
that also let them easily search for, share, and safely access protected records. And the scalable
infrastructure provided by Hummingbird DM ensures that the system is consistently available so
that users can accomplish their content-related tasks.
Hummingbird Portal™
Hummingbird Portal is a highly secure, scalable and unified workspace that ties enterprise
applications, resources, and people together to complete the 360º View of Enterprise Content.™
Beyond providing a unified view of information sources, enterprise portals are seen as the
“hub” of a convergence of multiple, complementary information management solutions, including
document and content management, information search and retrieval, knowledge management,
team collaboration, workflow, and business intelligence. Essentially, the portal will be the secure,
personalized, and centralized access point to all enterprise content and applications, as well as the
tools users require to find, share, manage, publish, and analyze that content.
Hummingbird KM™
Hummingbird KM dramatically improves the way organizations manage their knowledge assets.
It allows users to conduct single, unified searches across multiple structured and unstructured
information sources including Lotus Notes, Microsoft Exchange Server, Web sites, file repositories,
document management systems, multimedia libraries, and more. Additionally, structured data
sources like databases and enterprise operational systems are also indexed to provide a truly
amalgamated result set.
6 Hummingbird Ltd.
Hummingbird BI™
Hummingbird BI is a powerful business intelligence solution that provides enterprise-strength
query, reporting and OLAP functionality at the lowest cost of ownership. Beyond providing a query,
analysis and reporting functionality, business intelligence solutions offer organizations the ability
to capitalize on legacy data from multiple sources, transform it into consumable information that
can be shared securely throughout the enterprise — providing the tools users require to find,
share, manage, publish and further analyze that content.
Hummingbird ETL™
Hummingbird ETL is a powerful data integration solution that spans the functional areas of data
extract, transformation, and load (ETL) and enterprise application integration (EAI). It transforms,
cleanses, enriches and directs information across the entire spectrum of decision support systems
and corporate applications, for projects that might include data warehouses or data marts.
Hummingbird Collaboration™
Hummingbird Collaboration is a document/project-based solution that increases the effectiveness
of continuous collaborative activities between employees, customers, partners, suppliers, and
other participants. Ideally suited for inter- and intra-enterprise initiatives across any industry,
Hummingbird Collaboration is a value-added element of both Hummingbird Portal and
Hummingbird DM.
Hummingbird Connectivity™
Hummingbird Connectivity is a comprehensive set of core network technologies that enables the
enterprise to connect to any type of legacy system. Hummingbird Connectivity seamlessly delivers
enterprise mission critical data to the user desktop. Based on robust and recognized standards,
every Hummingbird Connectivity product is designed to bridge the gap between legacy systems
and enterprise users by delivering the quickest, easiest, and most secure single point of access to
UNIX systems, Mainframes and AS/400s.
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About the Hummingbird Alliance Network
Business leaders globally have reached consensus regarding the value and importance of alliances
in driving new business models, entering new markets, and building competitive advantage and
business value. The Hummingbird Alliance Network takes this one step further by establishing
an integrated set of programs that can offer value arising from a variety of business relationships.
From Global Strategic Alliances to Partners in the Business and Technology Alliance Programs,
there is a wealth of opportunities for organizations to join forces with Hummingbird in this
growing market.
Through these broad business relationships, Hummingbird and our alliance partners will be able to
fulfill key market development objectives. We value all of the relationships we create in the industry
and welcome new partners to explore the opportunities an alliance with Hummingbird offers. The
Alliance Network is structured to offer partnerships within three types of alliance programs — the
Business Alliance Program, Technology Alliance Program, and the Global Strategic Alliance Program.
Questions regarding each of these programs can be addressed by sending e-mail to Hummingbird
at alliancenetwork@hummingbird.com.
Business Alliance Program

Business Alliances are selected on the basis of the complementary value offered by the Partner in
the market in which Hummingbird competes. The purpose of this program is to create partnerships
based on the achievement of specific market development and revenue generation objectives. The
types of relationships represented here include System Integrators, Value-Added Resellers (VARs),
Resellers, Consultants, Distributors, and/or Solution Providers.
Technology Alliance Program

The Technology Alliances Program has been designed for software, technology and applications
vendors that are complementary and extend the value of the Hummingbird product portfolio. The
focus of these alliances can vary across both horizontal offerings and vertical markets, thereby
enhancing the completeness of the solution and its value to customers. The types of companies
that fit in this category include: Application Vendors, OEM Partners, Content Providers,
Independent Software Vendors, and Platform Vendors.
The Global Strategic Alliance Program

The Global Strategic Alliance Program has been designed for global, Tier I, market-leading
organizations in the IT industry that offer products and services that are complementary to
Hummingbird. Organizations are invited into this program based on strategic fit from multiple
perspectives, including but not limited to highly complementary products, services and offerings,
synergistic core competencies, and cultural consistencies regarding customer focus and
management expertise. There are significant commitments and expectations of alliances in this
category, including formal business planning, dedicated alliance management, market development
funds, revenue targets, sales force harmonization and, where appropriate, co-development of joint
product engineering roadmaps.
8 Hummingbird Ltd.
Alliance Network Benefits
Hummingbird provides a number of services to the Alliance Network to help our membership drive
success in our complementary markets. Business development services provide your company
with sales assistance, co-marketing support, and promotion initiatives aimed at increasing your
opportunities for your organization. Access to Hummingbird information resources also provides
our Partners and Alliances with significant industry advantages for positioning and adding value
in our focus markets.
Technology support services are designed to ensure your employees are knowledgeable and skilled
regarding our products, and that the education process is ongoing as technology evolves. Access to
our products, support, and training resources helps your organization develop the skills required to
work with our products.
Business Development and Marketing Support

Members of the Alliance Network are invited to work with Hummingbird for the joint generation of a
business development plan in relation to marketing, selling, and supporting Hummingbird products.
Alliances and Partners are encouraged to use the Alliance Network program logos to build
recognition for your organization. Your organization may use them on corporate materials such as
business cards, marketing collateral, and the company Web site. Each Alliance Network member
will be assigned a sales support contact to help your organization identify, develop, and close
sales opportunities for Hummingbird products. You may contact the Alliance Network program
administrator at any time for assistance.
As an Alliance Network member, your organization will have access to exclusive Hummingbird
information. Your organization will receive a subscription to our electronic-newsletter Exposé online,
a monthly newsletter for Hummingbird customers and partners. Your organization will also receive
access to our Partner Portal, a central repository for the dynamic, up-to-date information you require
to aggressively sell and support our products.
Your organization will be promoted to the Hummingbird community of customers, prospects,

partners, and employees. Each Alliance Network member will receive a free listing on our Web site.
Hummingbird also offers co-operative programs which are geared toward helping you reach our
community through direct mail, seminars, and other joint-marketing opportunities. Alliances and
Partners may be invited to participate in joint trade show opportunities. Hummingbird also makes
resources, such as a marketing e-Collateral and sales support, available to partners upon request and
subject to availability.
9
Hummingbird will support the Alliance Network with co-marketing activities which may include
joint press activities, conference or trade shows, sales seminars, advertising, Internet marketing,
direct mail campaigns, and co-promotion opportunities. At the sole discretion of Hummingbird,
Hummingbird may match up to the amount that the Alliance network member spends on joint
market development activity. Marketing Support may vary by Partner level and product focus.
Technology Support and Skills Development

Each Alliance Network member will receive a Not-For-Resale evaluation copy of Hummingbird product
for testing and demonstration purposes. The license copy your organization receives will correspond to
the products you are authorized to sell and/or support.
Your organization will be entitled to maintenance for the evaluation product, which will enable
your organization to receive software upgrades. Alliances will also have the opportunity to purchase
Hummingbird products for internal use at a discount.
All Network Alliance members will be invited to participate in training and information sessions
to develop your organization’s technical knowledge of the Hummingbird products you sell
and/or support. Technical training and certification requirements may vary by Partner level and
product focus.
In order to maximize your ability to work with and leverage value from Hummingbird products, all
NFR copies will be delivered once technical training of the appropriate number of employees has
taken place. This is specified in the Requirements sections of the Alliance Network Program Guide.
10 Hummingbird Ltd.
Services for Alliance Network Members

Business Development and Marketing Services
Marketing e-Collateral Hummingbird product marketing e-Collateral is made available to Alliance Network
members at no cost. These are electronic versions of all collateral built for
Hummingbird Products: data sheets, whitpapers and a full spectrum of material.
Access to e-Clip™ Developer’s Program The e-Clip Developer program has been designed for partners who want to
build specific e-Clip plug-ins and integration to complementary Enterprise Portal
applications for sale and/or downstream distribution. Members of the Alliance
Network are entitled to immediately join the current e-Clip Developer program.
Program Logos The Hummingbird Alliance Network logo allows our members to promote our
relationship to our customers, and prospects. Alliance Network members may use
the logo on their Web site, business cards, and in other marketing vehicles in
keeping with our Logo Usage Guidelines.
Electronic-Newsletter Exposé online All active Alliance Network members will receive a subscription to Expose´ online,
a monthly newsletter for Hummingbird customers and partners. The newsletter
features company and product information, and gives Hummingbird Alliance
members the the opportunity to keep up-to-date on Hummingbird activities.
The Partner Portal All active Alliance members will receive access to the Partner Portal, an online
repository for key information about selling and supporting Hummingbird products.
The Partner Portal contains sales, marketing and technical tools to help our Alliances
and Partners succeed.
Product Launch Books Hummingbird develops product launch books which contain detailed information on
features and benefits, the market, competitive information, and other helpful tips
and tools (such as FAQs, sales tips, etc.). These documents are confidential and are
intended for use by Hummingbird and its Alliances and Partners only.
On-Demand Learning A number of On-Demand presentations have been developed to help Alliance
Network members learn about our products and how to sell them. These
presentations are part of our sales training program, and are made available to our
Alliances and Partners via the Partner Portal.
Listing on Hummingbird Web site Hummingbird provides a searchable database of our Alliance members listed by
product technology and type of Alliance.
Attendance at Summit User Conference All active Alliance members will be invited to attend the Summit User Conference
traditionally held in February. Summit gives our Alliance Network members an
opportunity to gain a better understanding of Hummingbird, our vision, our
market position, and our business solutions. Summit also presents Hummingbird
Alliances with the opportunity to meet Hummingbird employees and customers in a
community environment.
Exhibit at Summit User Conference All active Alliance members will be invited to show at our Alliance Network
Pavilion at our Summit User Conference. Summit is attended by Hummingbird staff,
customers and prospects, which presents our Alliances with an excellent opportunity
to promote their complementary services and/or technology.
11

Quarterly Action Plan Development Hummingbird will work with our Alliance Network members to develop a
tactical plan for sales, marketing, and support activities. This tool helps
Hummingbird understand your organization’s priorities, and plan our relationship
activities appropriately.
Cooperative Account Development The Alliance Network member’s sales support contact is responsible for ensuring
that the partner has the materials and information they require to qualify, present,
propose, and close accounts. Activities may include participation in joint sales calls
and joint presentations to major accounts and prospects.
Dedicated Alliance Management On-going relationship management is provided through a dedicated Alliance/Partner
Manager. This individual is assigned to help you develop your business as it relates
to Hummingbird products and the marketplace, and create the value you deserve as
one of our Alliance Network members.
Lead Referral Qualified leads are passed to our Alliance Network members. These leads are then
tracked to ensure proper follow-up by the Alliance or Partner.
Market Development Fund Funds are allocated to develop a market in conjunction with a partner or partner
activity. Activities may include the following: direct mail, seminars, tradeshows, press
tours, internet marketing, marketing e-Collateral development, and advertising. Use
of market development funds is subject to approval by Hummingbird.
Hummingbird works with Alliances and Partners to develop joint multi-media

Joint Web Cast web-based presentations. Hummingbird will also work with Alliance Network
members to invite appropriate audiences to view the presentation.
Hummingbird provides a searchable database of our Alliance Network members

Company Profile on Hummingbird Web Site listed by product technology and type of Alliance. Customers may access Alliance
or Partner contact information to purchase Hummingbird products or obtain
complementary products or services. This listing provides a detailed description of
the Alliance Network member.
An Alliance member may work with Hummingbird on a direct mail campaign.

Direct Mail Campaigns Hummingbird may supply the mailing materials, or the mailing list. Mailings will be
coordinated by Hummingbird or through a third-party mailing house.
From time to time, Alliance members may be invited to participate in trade show
Tradeshow Opportunities opportunities. Alliance Network members will show within the Hummingbird exhibit
booth, typically at a cost. Other trade show opportunities are also offered in
conjunction with special sponsorships at these events.
Hummingbird cooperates with Alliance Network members to fund or organize

Joint Seminars seminars. Hummingbird works with Alliances to supply e-Collateral, signage,
presentation material, and/or presenters.
Hummingbird Alliance Network members are invited to develop and release a

Joint Press Releases joint press release with Hummingbird. All press releases are subject to editing and
approval by our product marketing and public relations teams.
12 Hummingbird Ltd.

Co-generation of Marketing e-Collateral Using the marketing e-Collateral template, information may be supplied to our
marketing services team for generation of joint marketing e-Collateral. The Alliance
member is responsible for the design, production, and shipping of the materials.
Access to Event Speakers Hummingbird may supply event speakers to an Alliance member for strategic speaking
opportunities. Speakers must be requested a minimum of 90 days in advance and
are subject to availability.
Invitation to Speak at Summit User Selected Alliance members will be invited to speak at our Summit User Conference.
Conference
Full Business Plan Development A complete joint business plan outlining the sales, marketing, development, and
delivery objectives for the future in conjunction with an Alliance. This process is
designed to develop common objectives for maximizing the success of both parties.
Joint Press Tours Joint press tours may be arranged in cooperation with our public relations team.
Technology Support and Skills Development Services

10-User NFR License 10-User Not-For-Resale license of the products the Alliance Network member sells
and/or supports. These licenses are for internal use only for the evaluation and
demonstration of Hummingbird products and complementary products. The Alliance
Network member is bound by our standard end-user license agreement.
Discount to Purchase Additional An Alliance partner has the option to purchase up to 100 additional Not-For-Resale
Licensing licenses of Hummingbird products to be used for internal purposes only at an attractive
discount off of our list prices. The purchase of additional licenses is negotiable. The
Alliance Network member is required to purchase a maintenance agreement in order
to receive upgrades and support.
Technical Training and Certification Technical training courses and certification are available directly from the Hummingbird
Education group. These courses cover a range of topics from end-user to
developer training. To find out more about our training programs, go to
www.hummingbird.com/education
Sales Training In order to help our partners understand the market and positioning of our various
products, Hummingbird has designed education classes specifically geared toward
knowledge transfer of our sales techniques.
Accelerated Product Support Alliance members may be eligible to receive accelerated product-specific support for
issues that can not be resolved through the standard support channels. Support is
offered exclusively through the Alliance/Partner Manager.
Development Support Alliance members may be eligible to receive development support for
integration or development issues. Support is offered exclusively through the
Alliance/Partner Manager.
ISV Product Compatibility Testing Specialized testing certification programs geared toward ensuring our Partner’s or
Alliance’s products work with Hummingbird products.
13
Alliance Requirements
When your organization joins the Hummingbird Alliance Network, we make a commitment to you.
In return we expect a number of commitments from our Alliance Network members. Depending on
the Program and Level of the Alliance Network member, organizations are expected to make revenue,
marketing, development, and technical support commitments. In addition, each organization must
have trained and certified staff to sell and support the Hummingbird products.
All Figures in U.S. Dollars
Business Alliance Program Strategic Partner Preferred Partner Partner

Program Fee *$15K/year *$10K/year *$6K/year
Renewal Fee *$10K/year *$5K/year *$3K/year
Revenue Expectation Contribute up to $2 million Contribute up to $1 million Contribute up to $150,000

per Annum per Annum per Annum
Technical Certification Minimum of 12 Minimum of 6 Minimum of 2 Trained

Trained Technicians Trained Technicians Technicians per product family
Sales Certification Minimum of 4 Trained Minimum of 2 Trained Minimum of 1 Trained

Account Executives Account Executives Account Executives
Marketing Commitment *$30K/year *$10,000/year No Expectation
Technology Alliance Program Strategic Partner Preferred Partner Partner

Program Fee *$15K/year *$10K/year *$6K/year
Renewal Fee *$10K/year *$5K/year *$3K/year
Revenue Expectation Contribute up to $1 Million Contribute up to $250,000 No Expectation

per Annum per Annum
Marketing Commitment *$30K/year *$10,000/year No Expectation
Development Commitment Demonstrated commitment Demonstrated commitment Demonstrated commitment

to co-development as to co-development as to co-development as
required by the nature required by the nature required by the nature
of the relationship of the relationship of the relationship
*The Fees listed above are for North America only. Separate Fee schedules are used for other regions,
and can be obtained by contacting alliance.network@hummingbird.com
14 Hummingbird Ltd.
All Figures in U.S. Dollars
Global Strategic Alliance

Program Fee *$25K/year
Renewal Fee *$12.5K/year
Revenue Expectation Contribute up to $4 Million per Annum
Technical Certification Target of 25 Trained Technicians
Sales Certification Target of 25 Trained Account Executives
Marketing Commitment *$150,000/year
Development Commitment Demonstrated commitment to co-development as required by

the nature of the relationship
*The Fees listed above are for North America only. Separate Fee schedules are used for other regions,
and can be obtained by contacting alliance.network@hummingbird.com
15
Hummingbird Business Alliance Program
Hummingbird Business Alliances are selected on the basis of the complementary value offered by
the Partner in the market in which Hummingbird competes. The purpose of this program is to create
partnerships based on the achievement of specific market development and revenue generation
objectives. The types of relationships represented here include System Integrators, VARs, Resellers,
Consultants, Distributors, and/or Solution Providers.
Partnership Levels
There are three partnership levels included in this program: Hummingbird Business Partner,
Hummingbird Preferred Business Partner and Hummingbird Strategic Business Partner. The key
difference between these levels is the degree of commitment from both Hummingbird and the
Alliance on many dimensions including marketing funds, sales harmonization, and development
of business and technical competencies.
Hummingbird Business Partner

Base-level partnerships are designed for regionally-based, small-to-medium-sized companies
focused on middle-tier customers that may or may not have a vertical specialization. These
partners are characterized as having a niche or specific focus that is highly complementary to
Hummingbird products.
Hummingbird Preferred Business Partner

Preferred-level partnerships are designed for regionally-based Tier II players focused on mid-tier
to Fortune 1000 customers with at least one vertical specialization. The core competencies of these
organizations range from value-added management consulting to project management and systems
integration. In addition, corporate resellers and other such representatives of the Hummingbird
product line fit in this category.
Hummingbird Strategic Business Partner

Business Alliances are designed for nationally-based Tier I organizations in the market who are
focused on Fortune 500 customers with a range of horizontal and vertical specialization. The core
competencies of these organizations range from value-added management consulting to project
management and systems integration. A significant sales and marketing commitment is required
from our Strategic Business Partners.
16 Hummingbird Ltd.
Business Development and Business Alliance Program

Marketing Services
Strategic Partner Preferred Partner Partner
Marketing e-Collateral • • •
Access to e-Clip Developer’s Program • • •
Program Logos • • •
Electronic-Newsletter Expose Online • • •
The Partner Portal • • •
Product Launch Books • • •
On-Demand Learning • • •
Listing on Hummingbird Web site • • •
Attendance at User Conference $ $ $
Exhibit at User Conference $ $ $
Quarterly Action Plan Development • •
Cooperative Account Development • •
Dedicated Alliance Management • •
Lead Referral • •
Market Development Fund • •
Joint Web Cast • •
Company Profile on Web site • •
Direct Mail Campaigns $ $
Co-Tradeshow Opportunities $ $
Joint Seminars $ $
Joint Press Releases •
Joint Marketing e-Collateral •
Access to Event Speakers •
Vendor Forum Presentations

at User Conference $ $ $
Main Program Speaking Opportunity
at User Conference * * *
LEGEND: $ Cost associated with activity, • No cost associated with activity, * By invitation only
17
Technology Support and Skills Business Alliance Program

Development
10 User NFR License • • $
Discount on Additional Licensing • • •
Technical Training / Certification (50% Discount) (50% Discount) (50% Discount)
6 Free Certificates 3 Free Certificates 3 Free Certificates
$ $ $
Support Incidents 100 Free Support 50 free Support 25 Free Support
Incidents / year Incidents / year Incidents / year
Sales Training - On Site • • •
Sales Training - Hummingbird Facilities $ $ $
Accelerated Product Support • •
LEGEND: $ Cost associated with activity, • No cost associated with activity
18 Hummingbird Ltd.
The Technology Alliance Program
The Hummingbird Technology Alliances Program has been designed for software, technology and
applications vendors that are complementary and extend the value of the Hummingbird product
portfolio. The focus of these alliances can vary across both horizontal offerings and vertical markets,
thereby enhancing the completeness of the solution and its value to customers. The types of
companies that fit in this category include:
• Application vendors, ERP (Enterprise Resource Planning), SCM (Supply Chain Management)
and CRM (Customer Relationship Management)
• OEM Partners
• Horizontal Technology vendors, including but not limited to collaboration, workflow,
knowledge management, security, wireless, data warehousing, business intelligence
and content providers
• Platform Vendors
Partnership Levels
There are three partnership levels included in this program: Hummingbird Technology Partner,
Hummingbird Preferred Technology Partner and Hummingbird Technology Alliance. The key difference
between each of these levels is the level of commitment from both Hummingbird and the Alliance
on many dimensions, including marketing funds, sales harmonization, development of technical
competence, and investment in product integration and interoperability.
Hummingbird Technology Partner

Base-level partnerships are designed for small-to medium-sized companies focused on a specific
application or solution that is complementary to the Hummingbird products. The expectation is
that if integration work is required, the partner will take this responsibility. This group of partners
are typically regionally-to nationally-based, with a specific horizontal (and maybe a vertical)
specialization that is highly complementary to the Hummingbird offerings.
Hummingbird Preferred Technology Partner

Preferred level partnerships are designed for nationally-or globally-based Tier I players in the market
who are focused on mid-tier to Fortune 1000 customers with at least one vertical or horizontal
specialization. Hummingbird looks for best-in-class technology companies for the development of
a mutually beneficial partnership. Depending on the nature of the relationship, either Hummingbird
or the Alliance (or both) will make the investment in integration and interoperability.
Hummingbird Strategic Technology Partner

Hummingbird Technology Alliances are designed for Tier I technology organizations in the market
who are focused on Fortune 500 customers. This group of partners are global in reach and have
products that are complementary with the Hummingbird offerings. In addition, the Alliance may
have a range of horizontal and vertical specialization. Depending on the nature of the relationship,
either Hummingbird or the Alliance (or both) will make the investment in integration and
interoperability. A significant investment in sales and marketing is also required from our Strategic
Technology Partners.
19
Business Development and Technology Alliance Program

Marketing Services
Marketing e-Collateral • • •
Access to e-Clip Developer’s Program • • •
Program Logos • • •
Electronic-Newsletter Expose • • •
The Partner Portal • • •
Product Launch Books • • •
On-Demand Learning • • •
Listing on Hummingbird Web site • • •
Attendance at User Conference $ $ $
Exhibit at User Conference $ $ $
Quarterly Action Plan Development • •
Cooperative Account Development • •
Dedicated Alliance Management • •
Lead Referral • •
Market Development Fund • •
Joint Web Cast • •
Company Profile on Web site • •
Direct Mail Campaigns $ $
Co-Tradeshow Opportunities $ $
Joint Seminars $ $
Joint Press Releases • •
Joint Marketing e-Collateral • •

at User Conference $ $ $
at User Conference * * *
20 Hummingbird Ltd.
Technology Support and Skills Technology Alliance Program

Development
10 User NFR License • • $

Discount on Additional Licensing • • •
Technical Training / Certification (50% Discount) (50% Discount) (50% Discount)
6 Free Certificates 3 Free Certificates 3 Free Certificates
$ $ $
Sales Training — On Site • • •
Sales Training — Hummingbird Facilities $ $ $
Development Support • • •
ISV Product Compatibility Testing • $
21
The Global Strategic Alliance Program
By leveraging relationships with key players in the industry, Hummingbird is able to fulfill key
technology and business objectives. To this end, the Global Strategic Alliance Program is tasked with
identifying, developing, and nurturing these mutually beneficial high-level corporate relationships
with complementary technology vendors and services providers. The mandate is to operate across
all core operational functions of sales, marketing, product development, and delivery.
Global Strategic Alliances exist to support the development of business opportunities that extend
well beyond a two-way or transaction-focused relationship. Global Alliances encompass a forward
view of 12-18 months and enable Hummingbird to realize strategic business objectives. Global
Strategic Alliances address multiple aspects of an organization, enable Hummingbird to more easily
cope with market complexity, and to deal with the high-speed, rapidly-changing nature
of this marketplace.
There core rationale for building Global Strategic Alliances is to create the right relationships to
position Hummingbird for competitive advantage and to continuously improve the firm’s ability
to get value from alliances.
The Hummingbird Global Strategic Alliance Program has been designed for a broad array
of organizations that offer complementary products and services in the Hummingbird
market.Organizations are invited into this program based on strategic fit from multiple perspectives,
inlcuding, but not limited to, product offerings, core competencies, management and customer. There
are serious commitments expected of the Alliance and of Hummingbird in this category, including
the development of formal business plans, dedicated Alliance management, high levels of market
development funding, sales force harmonization and where appropriate, co-development of joint
product engineering roadmaps.
22 Hummingbird Ltd.
Business Development and

Marketing Services
Global Strategic Alliance Program
Marketing e-Collateral •
Access to e-Clip Developer’s Program •
Program Logos •
Electronic-Newsletter Expose •
The Partner Portal •
Product Launch Books •
On-Demand Learning •
Listing on Hummingbird Web site •
Attendance at User Conference $
Exhibit at User Conference $
Quarterly Action Plan Development •
Cooperative Account Development •
Dedicated Alliance Management •
Lead Referral •
Market Development Fund •
Joint Web Cast •
Company Profile on Web site •
Direct Mail Campaigns $
Co-Tradeshow Opportunities $
Joint Seminars $
Joint Press Releases •
Joint Marketing e-Collateral •
Speaking User Conference •
at User Conference $
at User Conference *
23
Business Development and

Marketing Services
Global Strategic Alliance Program
10 User NFR License •

Discount on Additional Licensing $
Technical Training / Certification (50% Discount)
12 Free Certificates
$
Sales Training - On Site •
Sales Training - Hummingbird Facilities $
Development Support •
ISV Product Compatibility Testing •
24 Hummingbird Ltd.
Joining the Alliance Network
Application Process
To apply to the Hummingbird Alliance Network, complete the Online Application Form at
www.hummingbird.com. We recommend that you download the printable version and have your
answers ready to complete the online version. Your application will then be reviewed by an Alliance
or Partner Manager who may contact you should further information be required. Electronic
notification will be sent to advise you of the status of your application. Your organization will be
assigned to specific Program, Level, and technology solution classifications corresponding to our
product-lines.
You will then be sent a Hummingbird Alliance Network Welcome Kit and Legal Agreement. You
must sign and return two original copies of the Legal Agreement to the contact as indicated in your
Welcome Kit. Full details of the program requirements will be included as part of this Agreement.
Upon acceptance into the Hummingbird Alliance Network you will be contacted by your Alliance or
Partner Manager regarding subsequent steps in the relationship.
Your organization will be granted access to our Partner Portal, which is an online repository for key
information about selling and supporting Hummingbird products. The Partner Portal contains sales,
marketing, and technical tools, to help our Alliances and Partners succeed.
You will also be sent a 10-User Not-For-Resale license of the products that your organization works
with. These licenses are for internal use only for the evaluation and demonstration of Hummingbird
products and complementary products.
25
Application Form — Corporate Information
Company Name
Company Description (50 words or less)
Telephone Facsimile
Web Site General E-mail
Address Shipping Address (if different)
City City
State/Province State/Province
Country Country
ZIP/Postal Code ZIP/Postal Code
Prime Contact Sales Contact
Name Name
Title Title
Direct Telephone Direct Telephone
Direct E-mail Direct E-mail
Marketing Contact Technical Contact
Name Name
Title Title
Executive Contact Development Contact
Name Name
Title Title
Business Information
26 Hummingbird Ltd.
Provide a brief company description
Provide a brief description of how your organization intends to work with Hummingbird
Years in Business
Number of Employees: Number of Sales Employees
Number of Marketing Employees
Number of Technical Employees
Number of Administrative/Other Employees
Number of Offices
Annual Revenue Percentage Software Sales
Percentage Hardware Sales
Percentage Services
Type of Organization:  Systems Integrator  Value-Added Reseller  Consultant

 Distributor  Solution Provider  Application Developer
 Training Specialist  Software Developer  Hardware Manufacturer
 Application Service Provider  Internet Service Provider  Other (specify)
Geographical Classification:  Local  Regional  National

 International
Geographical Territory
27
Business Information
Target Industry:  Banking/Financial  Commercial  Education

 Government  Healthcare  Insurance
 Legal/Professional Services  Manufacturing  Pharmaceutical
 Retail  Technology  Telecommunications
 Transportation  Utilities  Other (specify)
Target Customer:  Fortune 100/Global 500  Fortune 500/Global 200  Mid-Tier

 Other
Target Customer Size:  <100  100-499  2,500-10,000  >10,000
Product or Service Information
Which Hummingbird product family will your organization work with? (check all that apply)
 Enterprise Information Portal  Business Intelligence and Data Integration  Document and Content Management
 Host Access  Network Connectivity
Type of products sold
Type of products supported
Type of services offered
Operating Systems Supported:  Windows NT/2000  Windows 3.x/9x  AS/400

 Macintosh  UNIX  Novell
 Other (specify)
What other partner programs are you a member of? (if any)
28 Hummingbird Ltd.
Reference 1
Company Name
Contact Name Title
Direct Telephone Direct E-mail
Address
City State/Province
Country ZIP/Postal Code
Solution Provided or Business Issue Addressed
Reference 2
Company Name
Contact Name Title
Direct Telephone Direct E-mail
Address
City State/Province
Country ZIP/Postal Code
Solution Provided or Business Issue Addressed
29
Training and Certification Details
Sales and technical certification is required for Alliance Network members. Certified individuals
must be in place 6 months following the organization’s acceptance into the program, based on course
availability. Certified individuals may be required to upgrade their skills from time to time
in conjunction with major new product releases.
Our technical and sales training and certification programs are constantly evolving. Please visit
our education Web site at www.hummingbird.com/education for updated course information.
Sales Training and Certification

Sales training introduces sales and marketing personnel to the product concept, features and
benefits, and product positioning. Then personnel are instructed on how to identify sales
opportunities, how to demonstrate return on investment and how to close the sale. All of this
information is specific to the product or product line your organization is promoting; some
information is general industry information and some tactics are specifically geared toward
Hummingbird solutions. To achieve Sales Certification, participants must attend the corresponding
certification exam at the end of the course.
Technical Training and Certification

Technical Training courses are offered as classroom-style sessions in which attendees are introduced
to the technology and product concepts specific to the product line your organization sells and/or
supports. Your technical staff will be instructed on installing, using, supporting, and trouble-shooting
the product or product line. Participation in Technical Training courses requires solid technical
ability. Course availability, descriptions, and registration information can be obtained from the
Hummingbird Education group.
The Hummingbird Education group also coordinates Technical Certification. Your technical staff are
required to complete and pass a certification exam, which is based on the material of one or more
courses in our education series.
Product Compatibility Certification

Select Alliance Network members will be invited to participate in our Product Compatibility
and Certification Testing. Products passing the interoperability testing will be assigned a special
“Works With” designation.
30 Hummingbird Ltd.
Corporate Headquarters
1 Sparks Avenue
Toronto, Ontario M2H 2W1
Canada
Toll Free Canada/USA:
+1 877 FLY HUMM (359 4866)
Tel: +1 416 496 2200
Fax: +1 416 496 2207
E-mail: getinfo@hummingbird.com
North American Sales Offices

Boston • Chicago • Dallas • Los Angeles
Mountain View • New York • Ottawa
Raleigh • Toronto • Washington DC
International Sales Offices

Amsterdam • Berlin • Brussels • Frankfurt • Geneva
Hong Kong • London • Milan • Munich • Paris • Rome
Seoul • Singapore • Stockholm • Sydney • Tokyo
Wokingham • Zurich
For more information, visit

www.hummingbird.com
Copyright © 2003, Hummingbird Ltd.

All rights reserved.
® ™ — Trademarks and logos are the

intellectual property of Hummingbird Ltd.
All other company and product names are

trademarks of their respective owners.

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The Hummingbird Alliance Network Program

The Hummingbird Alliance Network is an integrated set

Through these broad business relationships, our alliance

This edition published March 2003

About Hummingbird .................................................... 5

The Global Strategic Alliance Program . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 22

About the Hummingbird Alliance Network

Business Alliance Program

Technology Alliance Program

The Global Strategic Alliance Program

Alliance Network Benefits

Business Development and Marketing Support

Your organization will be promoted to the Hummingbird community of customers, prospects,

Technology Support and Skills Development

Services for Alliance Network Members

Business Development and Marketing Services

Hummingbird works with Alliances and Partners to develop joint multi-media

Hummingbird provides a searchable database of our Alliance Network members

An Alliance member may work with Hummingbird on a direct mail campaign.

Hummingbird cooperates with Alliance Network members to fund or organize

Hummingbird Alliance Network members are invited to develop and release a

Business Development and Marketing Services

Technology Support and Skills Development Services

Business Alliance Program Strategic Partner Preferred Partner Partner

Renewal Fee *$10K/year *$5K/year *$3K/year

Revenue Expectation Contribute up to $2 million Contribute up to $1 million Contribute up to $150,000

Technical Certification Minimum of 12 Minimum of 6 Minimum of 2 Trained

Sales Certification Minimum of 4 Trained Minimum of 2 Trained Minimum of 1 Trained

Marketing Commitment *$30K/year *$10,000/year No Expectation

Technology Alliance Program Strategic Partner Preferred Partner Partner

Renewal Fee *$10K/year *$5K/year *$3K/year

Revenue Expectation Contribute up to $1 Million Contribute up to $250,000 No Expectation

Marketing Commitment *$30K/year *$10,000/year No Expectation

Development Commitment Demonstrated commitment Demonstrated commitment Demonstrated commitment

All Figures in U.S. Dollars

Global Strategic Alliance

Renewal Fee *$12.5K/year

Revenue Expectation Contribute up to $4 Million per Annum

Technical Certification Target of 25 Trained Technicians

Sales Certification Target of 25 Trained Account Executives

Marketing Commitment *$150,000/year

Development Commitment Demonstrated commitment to co-development as required by

Hummingbird Business Alliance Program

Hummingbird Business Partner

Hummingbird Preferred Business Partner

Hummingbird Strategic Business Partner

Business Development and Business Alliance Program

Joint Press Releases •

Joint Marketing e-Collateral •

Access to Event Speakers •

Vendor Forum Presentations

Technology Support and Skills Business Alliance Program

The Technology Alliance Program

Hummingbird Technology Partner

Hummingbird Preferred Technology Partner

Hummingbird Strategic Technology Partner

Business Development and Technology Alliance Program

Joint Press Releases • •

Joint Marketing e-Collateral • •

Access to Event Speakers •

Vendor Forum Presentations

Technology Support and Skills Technology Alliance Program

10 User NFR License • • $

Renewal Fee $10K/year $5K/year *$3K/year

Marketing Commitment $30K/year $10,000/year No Expectation

Renewal Fee $10K/year $5K/year *$3K/year

Marketing Commitment $30K/year $10,000/year No Expectation