business partner program guide

Business Partner Program Guide June 2021 This document contains the proprietary and confidential information of UiPath. It is strictly prohibited to disclose, copy, distribute or use this document and the information contained therein, unless otherwise expressly permitted or agreed to by UiPath.

Modified 15 June 2021 V3 This document contains the proprietary and confidential information of UiPath. It is strictly prohibited to disclose, copy, distribute or use this document and the information contained therein, unless otherwise expressly permitted or agreed to by UiPath.

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Our opportunity together is huge ..................................................................................................................................................................................................3

Partnering with UiPath brings value ..............................................................................................................................................................................................3

A partner program designed for you .......................................................................................................................................................................................4 Worthwhile opportunities to build your practice ...................................................................................................................................................................4 Our platform enables you to move from building a practice to achieving profitability as fast as possible. ..................................................................4 Partnership Benefits ..................................................................................................................................................................................................................6 Business .....................................................................................................................................................................................................................................6

Investment in our Partners ................................................................................................................................................... 6 Partner Management Team ................................................................................................................................................. 6 UiPath Partner Portal ........................................................................................................................................................... 6 Market Development Funds ................................................................................................................................................. 6 Marketing Resources ........................................................................................................................................................... 7 Promotion Opportunities ...................................................................................................................................................... 7 UiPath.com Partner Locator ................................................................................................................................................. 7 UiPath Partner Logos........................................................................................................................................................... 7 Deal Registration ................................................................................................................................................................. 8 Joint Investments ................................................................................................................................................................. 9 UiPath Forward Events ........................................................................................................................................................ 9 Early Notification of Upcoming Product Categories that Will Impact Partner Discounts ...................................................... 9

Partner Discounts ......................................................................................................................................................................................................................9 Technical .................................................................................................................................................................................................... 10

Training Opportunities and Resources .............................................................................................................................. 10 UiPath Services Network Program .................................................................................................................................... 10 UiPath Community Forum .................................................................................................................................................. 10 Pre- and Post-Sales Enablement ....................................................................................................................................... 10 Free UiPath Product .......................................................................................................................................................... 11 NFR Benefit ....................................................................................................................................................................... 11 Customer Support .............................................................................................................................................................. 11

Partnership Requirements .......................................................................................................................................................................................................... 12

Eligibility Guidance ................................................................................................................................................................................................................. 12 Minimum Requirements by Tier ......................................................................................................................................... 12 AMER Country Set Competency Requirements ................................................................................................................ 13 EMEA Country Set Competency Requirements ................................................................................................................ 14 APAC Country Set Competency Requirements ................................................................................................................. 15 India Country Set Competency Requirements ................................................................................................................... 15 Training Course Mapping for Partner Competency ............................................................................................................ 16 Resale Volume-Based Levels ............................................................................................................................................ 17 BPO/Managed Services volume-based discounts are determined by a Global aggregate of the previous four quarters’ revenue from the compliance review date. ........................................................................................................................ 19

Sales Territory Management ................................................................................................................................................................................................. 19 Support and Maintenance ...................................................................................................................................................................................................... 19 Satisfied Customers ............................................................................................................................................................................................................... 19 Partner Profile.......................................................................................................................................................................................................................... 20 Business Plan ......................................................................................................................................................................................................................... 20 Partner Relationship Survey Participation .......................................................................................................................................................................... 20 Partnership Compliance ........................................................................................................................................................................................................ 20 Partnership Non-Compliance ................................................................................................................................................................................................ 21 Integrity and Legal Compliance ............................................................................................................................................................................................ 21

Partner Resources ........................................................................................................................................................................................................................ 21

How to Access Partner Portal ............................................................................................................................................................................................... 21 Partner Terms .......................................................................................................................................................................................................................... 21

Partner Agreement ............................................................................................................................................................ 21 Cancellation ....................................................................................................................................................................... 21 Notice of Change ............................................................................................................................................................... 22

Contacts ................................................................................................................................................................................................................................... 22


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Our opportunity together is huge

The market opportunity for Robotic Process Automation is huge, with the total addressable market for services expected to reach $12 billion by 2023.1 Gartner reported that RPA software is the fastest-growing segment of the global enterprise software market. In fact, RPA is expected to eclipse cloud, IoT and blockchain, receiving the most significant investment focus for enterprise buyers looking to achieve operational effectiveness.2 This anticipated growth in RPA will cover a wide array of enterprise processes and enables entirely new levels of productivity in both front and back office automation. This means more opportunity for us, together, to gain competitive advantage and deliver even greater value to our customers. We want to be your #1 partner of choice for RPA. UiPath is uniquely positioned to be a significant player in this fast-growing technology sector to become the de facto industry standard. We are the:

• Highest rated RPA technology platform in the market

• Are ranked #1 in Deloitte’s 2019 Technology Fast 500

• Have more than 6,000 customers worldwide, including approximately 50% of the Fortune 500

Only with strong partnerships to scale training, expedite deployment, and innovate new solutions, can we seize this market opportunity together. Read this guide to find out how UiPath motivates and enables you to succeed and accelerate your ability to guide customers through their digital transformation, preparing them for the future of work.

Partnering with UiPath brings value

We commit to deliver the value you want and expect from a strategic vendor partner. Our product roadmap provides a complete business automation solution and a comprehensive path to Artificial Intelligence (AI) for companies embarking on digital transformation. The UiPath RPA platform enables you to build enterprise level AI and Machine Learning capabilities with a transparent and auditable rules-based approach faster than our competition for automation design and deployment. The result is meaningful business outcomes for your customers.

1 Forrester 2020 Report 2 Gartner 2019


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A partner program designed for you

We have an open, transparent, customer and partner-focused culture. We encourage you to create your own value-added IP on top of the UiPath platform, while we support you through our consistent investment in the infrastructure and tools that empower you to drive business transformation with your customers. Extensive training, available both in-person and online, accelerates your ability to deliver effective, profitable engagements that drive significant customer value. Always available sales and delivery enablement tools and customizable collateral help you target specific verticals and customer segments.

The vision of UiPath is to democratize RPA. In that spirit, we provide Community Edition of our industry leading software to both partners and customers. This free software allows you and your customers to become more proficient with UiPath technology. Due to the complexity of our products, our program strategy is to provide training, enablement tools and multiple benefits designed to help you accelerate our mutual customers’ realization of the power of RPA while providing a strong value proposition for your business. The program is open to all partners who meet the requirements of the UiPath Business Partner Program applied consistently and objectively to all partners selected to be part of the program. The UiPath Business Partner Program was designed to be pro-competitive and benefit both our partners and end consumers by its contribution to improving the distribution of UiPath products and services while promoting the technical progress of the end users.

Worthwhile opportunities to build your practice

The UiPath Business Partner Program is designed to recognize your expertise and reward you for the total impact you have in the marketplace. We want to help you accelerate your ability to:

• Sell the platform to your customers

• Leverage the platform internally to help reinvest your core services and achieve workforce gains

• Co-develop innovative new services solutions that exploit RPA capabilities

• Guide yourselves and your clients on how best to leverage RPA with a Center of Excellence

• Deploy RPA as part of a broader business process optimization initiative

Our platform enables you to move from building a practice to achieving profitability as fast as possible.

Business Partner Program Structure The UiPath Business Partner Program is structured as a multi-tiered partner model for Direct Resellers and Distributor Authorized Resellers with (i) four partnership tiers based on competency achievement (Registered, Silver, Gold and Diamond) and four partnership levels based on past resale volume(s) attained over the previous four quarters (Levels 1-4) and (ii) a single-tier partnership model for BPO/Managed Services. Resellers join the program as Registered Level 1 Partners. The Registered program tier allows you to focus on

building your skills and capabilities while working towards the next partnership tier and resale volume-based level. A

Registered Partner must meet at least the Silver tier within their first year of joining the UiPath Business Partner

Program in order to retain membership.

Each competency-based tier offers access to a variety of benefits which will help in the development of your expertise and expand sales capabilities. As your investments, commitment, and skills capabilities increase, your program benefits grow. A Partner’s resale discount is determined either (a) as the higher discount granted in


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accordance with the Partner’s Competency Tier or Volume-Based level within their designated Country Set, when purchasing from UiPath as a Direct Reseller, or (b) via a Distributor Partner as a Distributor Authorized Reseller. Competency tier discounts are based on a partner’s completion of required courses and certification by country set designation. Resale volume-based levels are based on an aggregate of the previous four quarters’ revenue from compliance review date for a specific geographic region (or “Country Set”). BPO/Managed Services volume-based discounts are based on a Global aggregate of the previous four quarters’ revenue from compliance review date. Resale, BPO/Managed Services, Partner Internal Use and Influence deals are included in Country Set and Global aggregates. Partners’ path to purchase UiPath products, services, and 3rd party products shall be determined by the following

business rules:

Resale Volume-Based Level

Competency Tier Level 1 Level 2 Level 3 Level 4

Diamond ● ● ● ●

Gold ● ● ● ●

Silver ● ● ● ●

Registered ● ● ● ●

● Direct Resellers – preferred order route directly from UiPath

● Distributor Authorized Resellers – order route through UiPath Distributor

Exceptions • All partners based in India and China, (UiPath Distributor Authorized Resellers) – ordering route through

UiPath Distributor(s)

• UiPath Global Systems Integrators (GSI) Affiliates (UiPath Direct Resellers) – preferred ordering route directly from UiPath

Please reach out to your local UiPath partner representative to find out who is the UiPath Distributor in your territory and discuss how to engage with the UiPath Distributor.


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Partnership Benefits

Business

Investment in our Partners Beyond our unwavering focus to deliver the best RPA software, UiPath provides unmatched customer and partner support in the industry. Our UiPath Business Partner Program provides easier access to information and tools, transparency and standardization around benefits and requirements, easy-to-do deal registration with protection around partner investment, and joint investments for fast growing partners to do more for clients, plus more support from our customer success team. The portal also grants access to at-the-ready marketing, sales and technical resources, campaigns and event kits.

Partner Management Team Maximize your participation in the Business Partner Program with an experienced partner management team. Together we can build business plans and develop go-to-market strategies to achieve joint goals.

UiPath Partner Portal Explore the online UiPath Partner Portal for the latest sales, technical and marketing resources, including access to partner deal registration, and other valued program benefits.

Market Development Funds We manage our Market Development Funds very carefully to ensure that we drive the best outcomes for UiPath and our partners. With that in mind, we may invest in marketing campaigns and initiatives that drive demand generation, or training, or certifications that help you be successful with customer opportunities. Proposals are evaluated and selected based on budget and expected return on investment.

* Silver partners that hold a USN certification are also listed on the Partner Locator.

http://www.uipath.com/partnerportal


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Marketing Resources

• Get UiPath marketing support to plan and execute effective multi-channel marketing campaigns that drive demand

and deliver qualified leads for your sales team.

• Access plethora marketing assets available to co-brand. Please note, all materials created by a partner must be

approved by UiPath marketing prior to publication and must be compliant with UiPath brand guidelines.

• Leverage pre-built marketing programs that allow you to co-host and run a joint UiPath event or execute a co-

branded marketing campaign with ease. Our marketing kits contain compelling assets that can be co-branded and

tailored to meet your needs. These are just a few of the marketing assets available for use:

o Marketing program overview and suggested guidelines to optimize results

o Co-brandable emails, invitation, and agenda templates

o Co-brandable Enterprise RPA presentation deck

o Social media kit

o Artwork for signage/banners

Promotion Opportunities UiPath Connect Marketplace is an “automation app store” for Robotic Process Automation, and your key to winning more business. UiPath Connect Marketplace enables Partners to:

• Share trials of your custom solutions easily with the largest RPA Community and convert them to leads

• Reduce time-to-market and leverage best in class components from the automation Community (no need to recreate the building blocks of RPA)

• Create solutions for vertical lines of business (e.g. “RPA for HR”)

• Showcase your RPA expertise and define best practices for how your customers build automations

• Discover new use cases for your solutions as the world’s leading RPA Community downloads and builds on your components

• Win more business by offering your solutions and expertise to a whole new audience

Sign up today and share your expertise with the RPA community at connect.uipath.com/marketplace.

UiPath.com Partner Locator Customers will now have the ability to easily find you through our new UiPath Partner Locator. Diamond and Gold partners

are listed on the Partner Locator. Silver partners that hold a USN certification are also listed on the Partner Locator. Search

results will list partners contact information and program tier level.

If you do not want your company name visible on the UiPath Partner Locator, please notify us in writing by sending an email to [email protected] prior to July 1, 2020. By not notifying us within that timeframe, you agree to be listed in the UiPath Partner Locator.

UiPath Partner Logos UiPath offers partner logos representing your program tier level providing you the ability to showcase your commitment to sell, support and/or deploy UiPath solutions with your customers. You are free to use the partner logo in your marketing collateral, presentations, websites. All placements of the UiPath logo and any accompanying copy must follow UiPath

published brand guidelines.

https://www.uipath.com/press-kit

https://connect.uipath.com/marketplace

mailto:[email protected]


https://www.uipath.com/press-kit


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Deal Registration Deal Registration with UiPath is a commitment backed and supported by UiPath Rules of Engagement and UiPath Code of Conduct. We take your investment in our business seriously. Deal registration recognizes your investment in customer development, reduces channel conflict and enhances open communication to accelerate the sales cycle. Every deal that you enter activates a workflow that coordinates UiPath sales and/or partner teams to engage. What you can expect from UiPath:

• No competition. We will not compete to resell or deliver UiPath solutions for a customer opportunity when deal registration has been accepted during the UiPath approved Deal Registration validity term.

• Resources for success. We will provide enablement and support to help you succeed.

• Integrity. We will not exchange data which may represent commercially sensitive information (whether their pricing or our prices to other partners/customers, proprietary technology innovations, etc.) with actual/potential competitors and will not share customer and/or deal registration information between partners.

• Responsiveness. We will provide our best effort to accept or decline a deal registration request within 48 hours.

• Communication. We will maintain open communication with the partner on matters pertaining to the opportunity.

• Additional discount. UiPath offers an additional 10% on top of programmatic tier level discounts for all approved Resale, BPO* and Renewal** deals. If program discounts are a hindrance in the sales effort, you may request additional discounts - UiPath will evaluate requests based on internal commercial policy principles, namely, economies of scale achieved, volume purchased, cost reductions obtained by UiPath.

* BPO Deals: Deal Registration Discount available, when Approved and Customer is identified at time of purchase. ** Renewal Deals: Upsell is required for Renewals to be eligible for Deal Registration. Upsell is defined as increase in licenses year over year. Please note: Partner Internal Infrastructure deals are not valid for Deal Registration discount.

For formal customer RFP situations and where regulations require it, UiPath may accept Deal Registration from more than one partner. In return for this commitment, UiPath expects partners with an accepted Deal Registration to demonstrate:

• Valid opportunities backed by evidence that the customer has a project, budget and expects to purchase within 90

days of the registration.

• Commitment to leading with a UiPath solution upon registration approval.

• Active participation in developing the opportunity.

• Appropriate resources and skills to close the deal.

• Proven, good relationships with the customer and a strong likelihood to win the business.

• Proactive communication to keep the UiPath team fully apprised of developments in the registered opportunity.

To be considered for approval, a Deal Registration requires the following information:

• Opportunity name

• Account name and location

• Partner and partner contact name

• Type of opportunity (upsell, new business, renewal)

• Delivery method (resell, BPO/Managed Service)

• Workload/Platform: (SAP, Oracle, MSFT)

• Estimated revenue to UiPath

• Estimated close date

• Product(s)

• Currency

For more information on how to register deals, please the UiPath Partner Portal.



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Joint Investments We manage our investment funds very carefully to ensure that we drive the best outcomes for UiPath and our partners. With that in mind, we may invest in targeted opportunities that align with our mutual business strategies and create the best value proposition and return on our shared investments. Proposals are evaluated and selected based on the individual business case:

• Opportunity viability and amount

• Expected cost

• Estimated ROI

• Execution plan

All proposals for joint investments should be developed and submitted by your Partner Manager.

UiPath Forward Events Gather with the partner and customer community to learn more about the next big things in RPA from a partner perspective, including news on partnership strategy and tools, updates to the UiPath product roadmap, customer success stories, exclusive keynotes, and more.

Early Notification of Upcoming Product Categories that Will Impact Partner Discounts This section is providing you early awareness that UiPath will be introducing Product Categories and as such some products will have different discount eligibility than others. Partners will receive proper notification when Product Categories are introduced. The published UiPath Price List will identify which product category and eligible discounts are available.

Partner Discounts

UiPath offers both Resale and BPO/Managed Services discounts. Discounts are deducted from MSRP listed on the most current UiPath Price List. Resale discounts are based on the higher discount granted in accordance with the Partner’s (i) Competency Tier within their designated Country Set; or (ii) Volume-Based Level. Competency-based partner discounts are determined on completion of training and certification by country set, UiPath Partners can also achieve volume based level determined by the prior resale volume(s). Resale volume-based levels are based on an aggregate of the previous four quarters’ revenue, for a specific country set. BPO/Managed Services volume-based discounts are determined by a Global aggregate of the previous four quarters’ revenue from the compliance review date. Resale, BPO/Managed Services, Partner Internal Use and Influence deals are included in Country Set and Global aggregates.

A Business Partner Program Discounts addendum is available. Please contact your UiPath Partner Manager for more details.

For Partners that are eligible to purchase through a UiPath Distributor, the UiPath Distributor will determine your

pricing, discounting, applicable payment terms, shipping and taxes. When purchasing from a UiPath Distributor, the

discounts stipulated in this Partner Program Guide will not be applicable and the Distributor will independently

determine your pricing, discounting, applicable payment terms, shipping and taxes. A quote issued by UiPath to a

Partner is confidential and proprietary to Partner’s relationship with UiPath; the Partner must refrain from disclosing

or otherwise using the information contained therein with any third parties, including the UiPath Distributor. You

should not influence in any way the authorized UiPath Distributor to offer you the same discounts as mentioned in

this Partner Program Guide, as such could qualify as a breach of your obligations under the UiPath Partner Program.


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Technical

Training Opportunities and Resources UiPath offers our partners the same training that we provide to our own internal teams to sell and deliver the industry-leading platform. Our training is designed to educate all the key roles within an RPA Center of Excellence (CoE), from RPA Developers, Solution Architects and Infrastructure Support to Project Managers and Business Analysts.

• Training Courses – We strive to deliver the ultimate learning experience for you. Our comprehensive curriculum is packed with exercises and tests that accelerate learning, meticulous guides, rich, self-explanatory demos and video support. To get familiar with our training content, please visit UiPath Academy for Partners.

• Certification Programs – Prove your skills and capabilities delivering UiPath’s cutting-edge RPA solutions by getting a UiPath developer certification. The Certificate attests to your in-depth knowledge about the UiPath components, features, and technology, that you have successfully automated a real-life project based on UiPath best practices and automation principles and are now qualified to fulfil any of the key roles in an RPA Center of Excellence. Please visit UiPath Certified Professional Program for more information.

UiPath Services Network Program This program is designed to provide qualified partners the opportunity to join an elite network of service delivery business partners that customers can source as they look for leaders who are competent, able to provide customer references, and share best practices. All partners are eligible to apply to the UiPath Services Network (USN) Program. The first certification recognizes professional services capabilities. Access the UiPath Partner Portalfor more details.

UiPath Community Forum We provide ready access to a group of over 50,000 expert users from around the world through the UiPath Community Forum. We believe in constant evolution and provide tools and fuel to spark newer, better ways to do things. In the UiPath Community Forum you can share your knowledge and learn from others’. We have an ever-growing number of developers and automation experts, who bring their ideas and practices together. Please join our community.

Pre- and Post-Sales Enablement

• Partner Toolkit - Our partner focused RPA journey methodology will help you better deliver enterprise RPA engagements to your clients. Our sales and delivery toolkits serve as accelerators to educate clients, deliver RPA proof of concepts and pilots, create process and business case assessments, and set up delivery capabilities to scale to the enterprise through COE design and build tools.

• Enablement Guide - Get extensive UiPath training, products, tools, collateral, event details, and more. The guide also includes a checklist to give you a head start at being a successful UiPath partner.

• Sales Presentation – Confidently pitch to prospective customers with our sales presentation that contains valuable information on UiPath, our value proposition, roadmap and key differentiators.

All these resources and more can be found on the UiPath Partner Portal.

https://uipath.zinfi.net/concierge/crm/beta/#/ucm/1638/content

https://www.uipath.com/learning/certification

http://partnerportal.uipath.com/

https://forum.uipath.com/



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Free UiPath Product Our partners and customers have free and instant access to the UiPath Community Edition which offers full functionality in the workflow process design to test drive proof of concepts. Free access to the UiPath Enterprise RPA platform is also available for larger partners starting automation projects and looking to scale their robot deployments. Access the above links to get started. In addition, UiPath offers an Insider Program, which gets you access to early builds of new features, and updates to provide an exclusive opportunity to provide feedback. For consideration to the UiPath Insider Preview, you may register here.

NFR Benefit UiPath also offers not-for-resale (NFR) versions of the RPA Platform Solution, for use on partner premises only. NFRs allows those partners who have completed their competency requirements for Diamond, Gold and Silver tier level partners the ability to request 1-year term non-production licenses to be used exclusively for: (i)for building out on-site demonstration environments, proof of concept labs; and (ii) for training purposes only. When requesting NFR licenses, the partner must obtain approval first from the UiPath partner representative (Regional Partner Manager, Distribution Manager). These not-for-resale licenses are not transferrable, non-resalable, and are not intended for internal use or to be used at a customer site in production. NFR licenses will be automatically terminated once the partner is no longer a part of the UiPath Business Partner Program. For complete details, please access the NFR benefit documentation, which can be found within the UiPath Partner Portal.

Customer Support Manage support issues for customers with confidence. UiPath Resources can provide technical and non-technical case management. Receive news alerts about bug updates, downloadable fixes, and technical support. Access all product software, firmware and documentation as needed.

https://www.uipath.com/developers/community-edition

https://www.uipath.com/developers/enterprise-edition-download

https://insider.uipath.com/#/login



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Partnership Requirements

Eligibility Guidance

Minimum Requirements by Tier UiPath Partners can achieve Diamond, Gold, Silver or Registered tier. The minimum requirements for resources and processes are defined below. To determine which elements may be necessary to support your UiPath business, it is recommended that you work with your Partner Manager to determine actual requirements based on your business goals and document them in your business plan. (chart on next page)

Competency tier requirements can be found for each region in the tables below.

Diamond Gold Silver Registered

Partner Agreement

Partner Application ● ● ● ●

Master Partner Agreement or Affiliate Adoption Agreement ● ● ● ●

RPA Business Practice Requirements

Internal RPA Implementation/Delivery Documentation ● ● Recommended Recommended

Internal RPA Training Program for Employees ● ● Recommended Recommended

Test/Dev Environment ● ● ● Recommended

Developer Team ● ● ● Recommended

Training Competency ● ● ● Recommended

UiPath Satisfied Customers 10 5

Sales Requirements

Business Plan ● ● Recommended

Quarterly Business Review ● ● Recommended

Engagement Requirements

Partner Profile ● ● ●

Partner Relationship Survey ● ● ●


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Compliance Requirements

Anti-corruption and Bribery Policy ● ● ● ●

Training requirements are measured at a Country Set level and achievement will be aggregated by the countries within each Country Set.

AMER Country Set Competency Requirements

United States and Canada

Latin America and Caribbean

Diamond Gold Silver Diamond Gold Silver

UiPath Sales* 20 10 2 10 5 2

UiPath Pre-Sales Technical* 20 10 2 5 3 2

UiPath Advanced Developer 50 20 2 5 3 1

UiPath Certified Developer 15 10 2 3 2 1

Solution Architect* 15 5 2 3 2 1

Infrastructure Engineer 15 5 1 3 2 1

Business Analyst* 15 5 1 3 2 1

* Must reside within Country Set. Development resources (Advanced Developer, Certified Developer, and Infrastructure Engineer) can be located globally and counted towards competency.


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EMEA Country Set Competency Requirements

All of EMEA except specific CIS countries*

*Russian Federation, Armenia, Belarus, Kazakhstan, Kyrgyzstan,

Tajikistan, Turkmenistan, Uzbekistan

Diamond Gold Silver Diamond Gold Silver

UiPath Sales* 20 10 2 10 5 2

UiPath Pre-Sales Technical* 20 10 2 5 3 2

UiPath Advanced Developer 50 20 2 5 3 1

UiPath Certified Developer 15 10 2 3 2 1

Solution Architect* 15 5 2 3 2 1

Infrastructure Engineer 15 5 1 3 2 1

Business Analyst* 15 5 1 3 2 1



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APAC Country Set Competency Requirements

Australia, New Zealand

China, Mongolia

Hong Kong,

Taiwan, Macau

Singapore, Indonesia, Malaysia, Philippines,

Thailand, Vietnam, Brunei, Cambodia,

Laos, Myanmar

Korea

Diamond Gold Silver Diamond Gold Silver Diamond Gold Silver Diamond Gold Silver Diamond Gold Silver

UiPath Sales* 20 10 2 20 10 2 20 10 2 20 10 2 20 10 2

UiPath Pre-Sales Technical*

20 10 2 20 10 2 20 10 2 20 10 2 20 10 2

UiPath Advanced Developer

50 20 2 50 20 2 50 20 2 30 10 1 50 20 2

UiPath Certified Developer

15 10 2 15 10 2 15 10 2 10 5 1 15 10 2

Solution Architect*

15 5 2 15 5 2 15 5 2 10 5 1 15 5 2

Infrastructure Engineer

15 5 1 15 5 1 15 5 1 10 5 1 15 5 1

Business Analyst*

15 5 1 15 5 1 15 5 1 10 5 1 15 5 1


India Country Set Competency Requirements

India, Bangladesh, Nepal, Maldives,

Sri Lanka

Diamond Gold Silver

UiPath Sales* 20 10 2

UiPath Pre-Sales Technical* 20 10 2

UiPath Advanced Developer 30 10 1

UiPath Certified Developer 10 5 1

Solution Architect* 10 5 1

Infrastructure Engineer 10 5 1

Business Analyst* 10 5 1


We require that the following roles to be located in the Country Set to be counted towards achievement.

• UiPath Sales


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• UiPath PreSales Technical

• Solution Architect

• Business Analyst

Developer resources do not have to be located in a specific Country Set. Developer resources can be located anywhere globally and be counted towards a company’s competency.

• UiPath Advanced Developer

• Certified Developer

• Infrastructure Engineer

Training Course Mapping for Partner Competency

The following courses meet the UiPath Business Partner competency requirements:

Competency Roles UiPath Academy for Partners

UiPath Sales Sales Foundations for UiPath Partners

UiPath PreSales PreSales Foundation for UiPath Partners

UiPath Advanced Developer RPA Developer Learning Plan for UiPath Partners

Infrastructure Engineer RPA Infrastructure Engineer Foundation for UiPath Partners

Solution Architect RPA Solution Architect Foundation for UiPath Partners

Business Analyst RPA Business Analyst Foundation for UiPath Partners

Certification

UiPath Certified Developer UiPath Certified Advanced RPA Developer

For more information regarding Training Competency and definitions, please refer to the UiPath Partner Training Competency Requirements document within the Programs section of the UiPath Partner Portal.



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Resale Volume-Based Levels Resale volume-based level requirements for each region are shown in the tables below.

Americas Resale Volume-Based Level

United States and Canada LATAM and Caribbean

Level Previous 4 Quarter Revenue Previous 4 Quarter Revenue

Level 1 <$250,000 <$25,000

Level 2 $250,000-$999,999 $25,000-$249,999

Level 3 $1,000,000-$1,999,999 $250,000-$499,999

Level 4 >$2,000,000 >$500,000

EMEA Resale Volume-Based Levels

All EMEA except

Russian Federation, Armenia, Belarus, Kazakhstan, Kyrgyzstan, Tajikistan,

Turkmenistan, Uzbekistan

Level Previous 4 Quarter Revenue

Level 1 <$50,000

Level 2 $50,000-$249,999

Level 3 $250,000-$1,499,999

Level 4 >$1,500,000


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APAC Resale Volume-Based Levels

Australia,

New Zealand China,

Mongolia

Hong Kong,

Taiwan, Macau

Singapore, Indonesia, Malaysia,

Philippines, Thailand,

Vietnam, Brunei, Cambodia,

Laos, Myanmar

Korea

Level Previous 4

Quarter Revenue

Previous 4 Quarter Revenue




Level 1 <$100,000 <$10,000 <$50,000 <$10,000 <$100,000

Level 2 $100,000-

$499,999

$10,000-

$399,999

$50,000-

S199,999

$10,000-

$99,999

$100,000-

$499,999

Level 3 $500,000-

$1,499,999

$400,000-

$1,499,999

$200,000-

$499,999

$100,000-

$299,999

$500,000-

$1,499,999

Level 4 >$1,500,000 >$1,500,000 >$500,000 >$300,000 >$1,500,000

India Resale Volume-Based Levels

India, Bangladesh,

Nepal, Maldives, Sri Lanka

Level Previous 4 Quarter Revenue

Level 1 <$25,000

Level 2 $25,000-$74,999

Level 3 $75,000-$249,999

Level 4 >$250,000


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BPO/Managed Services Volume-based Discounts BPO/Managed Services volume-based discounts are determined by a Global aggregate of the previous four quarters’ revenue from the compliance review date.

Level 1 Level 2 Level 3

BPO Volume (Reflected in USD)

<$1,000,000 $1,000,000 to $2,999,999 >$3,000,000

Approved Deal Registration Discount* 10% 10% 10%

3rd Party Products Offered on UiPath Price List

Discounts vary by product.

Sales Territory Management

Partners may operate under this Business Partner Program in a sales territory only if they qualify as Registered, Silver, Gold, or Diamond in that respective Country Set.

US Based UiPath Partners Who Have an Export Business in LATAM. For a United States based UiPath partner to transact within Latin America and Caribbean (LATAM) the following are required:

• Executed Master Partner Agreement or Affiliate Adoption Agreement.

• United States based UiPath partner is required to meet the program requirements and resale volume for the United States and Canada Country Set, volume which determines the partners resale discount for LATAM as well.

• Partners Resale and Influence deals in LATAM will be applied to the United States Country Set resale volume based level requirements.

Support and Maintenance

Partners must ensure first line support to Customers to whom they have resold UiPath Products, or to those Customers with whom they have agreed, under a separate agreement, to provide maintenance and support services. The description of first line support is detailed in UiPath’s Support Terms, as available here.

Satisfied Customers

The ultimate proof that a partner delivers high quality solution is customer endorsements. The UiPath Business Partner Program uses references from your satisfied customers to verify your real-world performance. Verified customer satisfaction may be required to gain partnership benefits and partner level advancement. In case UiPath receives two (2) references within a term of 6 months from dissatisfied customers, indicating poor quality of the services performed by the Partner, both with respect to the implementation of UiPath Products and maintenance of such, UiPath will, at it discretion: (i) provide Partner guidance on necessary trainings that need to be passed by Partner’s employees in order to increase the quality of

https://www.uipath.com/hubfs/legalspot/UiPath_Support_Terms.pdf


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Partner’s services and suspend Partner’s membership in the UiPath Business Partner Program until the trainings are completed; or (ii) exclude the Partner form UiPath Business Partner Program and terminate any contractual relationship with the Partner.

Partner Profile

Please keep your company profile accurate and up to date at all times. The key contact information that you provide enables UiPath to communicate effectively with you. The profile also offers you the opportunity to provide detail about your company’s technical and solution offerings, which helps UiPath engage with you in appropriate opportunities.

Business Plan

• Partners and the UiPath team will jointly develop an annual business plan that demonstrates how you intend to utilize internal and external resources to deliver your unique value proposition to customers and achieve competitive advantage for the promotion of UiPath solutions.

• Partners will create a plan to drive demand for UiPath solutions and manage a pipeline of opportunities. Your plan should include a specific Marketing Plan and how they will drive demand generation. Your plan should also cover training required to ensure your team is ready to execute the joint UiPath Business Plan.

• The joint partner and UiPath business plan should include the regional/geographic presence you are prepared to support, the customer segment(s), as well as the industry and vertical focus you have expertise in.

• UiPath will schedule quarterly reviews with you to ensure you have the support needed to execute your UiPath business plan. Your partner level may be adjusted based on the findings of this performance review. If you are inactive for 12 months, you will be terminated from the UiPath Business Partner Program. Notification of a change in partner status will be communicated in writing via email or posted mail.

Partner Relationship Survey Participation

Partners will participate in UiPath’s annual partner relationship survey. UiPath is committed to continuous improvement of our Business Partner Program and your input regarding your experience is critical in that effort.

Partnership Compliance

UiPath will proactively review partners performance which includes, revenue contribution (reflected in USD) to determine volume based discounts, and tier level competency requirements within the program. Compliance reviews will be held bi-annually on July 31st and January 31st. At that time, UiPath will determine tier level and volume based discount eligibility. UiPath will formally communicate your tier level status via email, once the compliance process has been completed. No benefits are retroactive. UiPath Fiscal Calendar Year is represented below.

Q1 Feb 1st - Apr 30th

Q2 May 1st – Jul 31st

Q3 Aug 1st – Oct 30th

Q4 Nov 1st – Jan 31st


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Integrity and Legal Compliance

We are committed to helping you reduce business risks that result from noncompliant behavior and avoid unnecessary costs, reputational damage, and penalties, including government sanctions and legal action for violations. Many local anti-corruption laws, and UiPath internal policy, strictly prohibit bribery in any form and towards any recipient – either a government or commercial party. To increase compliance with anti-corruption laws, UiPath has developed and administers comprehensive compliance programs that broadly address and minimize compliance risks and extend compliance responsibility to all individuals or entities involved in the downstream distribution, promotion or sale of products and services. UiPath is keen on, and thrives on, compliance with fair trade and competition laws and will abstain in proposing or entering into any agreement with any competitor to fix prices, margins, terms and conditions, to divide up any markets or customers or restricting resale pricing of UiPath products. Additional mandatory training modules may be identified from time to time. Parties that have not completed the mandatory training may be downgraded from their tier level or removed from the program. Should you have any questions about UiPath partner and integrity compliance, contact [email protected].

Partner Resources

How to Access Partner Portal

UiPath partners have access to our Partner Portal. Through this site you can access our sales and delivery toolkits, resources to build process and business case assessments, and as well as Center of Excellence design and build tools. UiPath makes training, products, tools, collateral, and events easily accessible. We continually update our Portal and ensure it contains the most current UiPath content and all the newest materials for your use. The UiPath Partner Portal can be accessed by this www.uipath.com/partnerportal.

Partner Terms

Partner Agreement As a UiPath partner, you are required to have a valid, signed agreement with UiPath that authorizes your participation in the UiPath Business Partner Program, and remain compliant with the Agreement and this Program Guide during its term. The partner agreement and UiPath Business Partner Program Guide set forth terms, conditions, and operating expectations for you and UiPath to follow and provides legal and financial protection to both you and UiPath.

Cancellation Cancellation timelines and terms are dictated by the signed partner agreement between the Partner and UiPath.

Partnership Non-Compliance

If UiPath identifies a Program compliance issue, the Partner will be notified of the infraction and placed on a probationary period for no less than thirty (30) days for the issues to be remediated. If the Partner complies, no changes will be made to the partners existing status within the UiPath Business Partner Program. If the Partner does not correct the identified issues with the official notice, UiPath, at its sole discretion, may either (a) relevel the Partner in the Program; or (b) remove the Partner from the Program, thus making the Partner not eligible to participate in the Program for at least six (6) months.





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Notice of Change UiPath reserves the right to revise, update or change this program guide. Changes will be made within 30 days of providing notice of change to our partners. Notification of a change in partner status will be communicated within the portal, alternatively in writing via email or posted mail.

Contacts

The UiPath Business Partner Program helps you integrate your solutions with UiPath technologies and navigate the increasingly complex world of selling and delivering integrated solutions to customers. Should you have any questions or wish to update contacts for program formal notifications, please email us at [email protected].


business partner program guide

Documents