Partner Program for ResellersAugust, 2019

The Micro Focus Partner Program

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The Partner Program is designed around three key principles

Recognizing and rewarding in-depth product specializationSix product groups each with multiple product portfolios – providing significant cross sell opportunity. Recognizing your depth of product knowledge via “Portfolio Expert” Badges.

Driving growth and delivering predictable Partner profitabilityIncreased market opportunity with our broadened product portfolio and an installed base of c. 40,000 customers.Financial benefits including Deal Registration & Referral Rebates and MDF for all Gold and Platinum Partners.

1Making it easy to do business with Micro FocusA simplified Program structure of 3 Partner tiers: Authorized, Gold, Platinum. No revenue requirements forAuthorized and Gold. Free access to our Partner Portal and to on demand sales, technical training and certification.

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Micro Focus Products and Solutions

Application Modernization

& Connectivity(AMC)

Application Delivery

Management (ADM)

IT Operations

Management (ITOM)Security Information Management

& Governance (IM&G)

Vertica

Micro Focus COBOL

Mainframe Solutions

Host Connectivity

Performance Testing

Lifecycle & Portfolio Management

Functional Testing

DataCenter Automation

Hybrid CloudManagement

Service Management Automation

Data Protection

Operations Bridge &Analytics

Network Operations Management

Identity & Access Management

Security Operations

Application Security

DataSecurity

Unified Endpoint Management

Collaboration Solutions

Archiving & Risk Management

Secure Content Management

Connected

IDOL

Vertica

The Micro Focus enhanced product suite includes 23 product portfolios within six product groups, providing you

with greater opportunity to drive more revenue through portfolio specialization and cross-sell potential.

GA P

Front-end partner discount

Micro Focus Partner Portal Access

Sales support

Online sales & technical enablement

Access to Micro Focus

Knowledgebase

Requires a formal partner

agreement with Micro Focus

Additional financial benefits

Advanced technical training

Joint GTM engagement

Free access to Micro Focus events**

Partner Advisory Council

Gold + $1M in total annual

New Business Sales

Deal registration rebates*

Instructor led training

Marketing support and MDF

50 support request entitlements

Authorized + 2 Sales and 2 Technical

Certifications by Product Group

Requirements

Authorized Gold Platinum

Core Benefits

Agreement Certifications RevenuePartner Membership ProgressionThree membership tiers reward your investment in Micro Focus

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*New license, SaaS, and first-year (12 months) initial maintenance support sold to new and existing customers are eligible for rebate benefits. Support renewals are not eligible.

**Maximum of 10 individual event admissions to be used in the current Micro Focus fiscal year (November 1 to October 31), applicable for Micro Focus hosted events only.

Become an Authorized Partner

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Follow a two step process to become a Micro Focus partner

Step 1: Register your company

Complete a simple online company registration form available at: https://microfocuspartner.force.com/s/

If seeking to procure through distribution - agree to standard Micro Focus Tier 2 click-through terms and conditions. (Direct Buy Reseller (DBR) applications are by invitation only and require an extended due diligence process)

Legal and Regulatory screening - processing time is typically <72 hours

Upon successful onboarding, you will receive a “Welcome Onboard” email containing a copy of your Agreement and SFDC Account ID

Step 2: Register as a Partner User for Portal Access

Complete an online user registration form available at: https://microfocuspartner.force.com/s/

Use your company SFDC Account ID

Upon registration, you will receive an email to “validate your credentials” and a link to login to the portal

A single unified contract allows partners to transact across all Micro Focus legal entities

Become a Gold Partner6 Product Group Specializations

Authorized Partners can earn Gold membership status by completing 2 sales + 2 technical certifications within one of the six product groups.

Example

IT Operations Management

Gold Partner

2 x Sales Certificationsin IT Operations Management

2 x Technical Certificationsin IT Operations Management

A

Authorized Partner

= + +

Become a Platinum PartnerReserved for our largest partners

Platinum Partner status is awarded to Gold Partners who achieve $1M in total new business, add-on or upgrade resell bookings across all product groups. Total revenue is calculated by cumulative bookings for the prior 12 month MF fiscal period across License, SaaS and Initial Support. Platinum Partners are required to develop a formal business plan with their assigned Partner Business Manager (PBM) which the regional channel VP must sign off.

Example

IT Operations Management

Platinum Partner

+$1M Annual Bookingsrequired in total new business sales across all product groups

G

Gold Partner

= + $

Become a Portfolio Expert

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Showcase the depth of your product knowledge

Complete 2 technical certifications for each portfolio you specialize in and earn your portfolio expert badge. These can be published on your website.

Note: If the 2 Technical certifications completed to achieve Gold / Platinum status are in the same product portfolio, you will automatically qualify as a portfolio expert.

IT OperationsManagement

Data CenterAutomation

Hybrid CloudManagement

Service ManagementAutomation

Data Protection

Operations Bridge& Analytics

Network OperationsManagement

Pro

du

ct P

ort

folio

sP

rod

uct

G

rou

p

Example

Portfolio Expert

Data Center Automation

2 X Technical Certificationsin the same product portfolio(e.g. Data Center Automation)

G

Gold Partner OR Platinum Partnerin the specific Product Group

= +Por

Partner Program Benefits

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*New license, SaaS, and first-year (12 months) initial maintenance support sold to new and existing

customers are eligible for rebate benefits. Support renewals are not eligible.

Sales Authorized Gold Platinum

Micro Focus Partner Portal

Sales & GTM collateral

Partner Discount through distribution/contractual

Internal use software licenses (demo and training purposes only)

Sales support

Self serve access to create quotes and place orders

Support entitlement (50 service requests per product group)

Joint GTM planning with assigned Partner Business Manager

Qualified leads

Deal registration and referral rebates*

Access to demo systems

Marketing

Partner Program marks and Portfolio Expert badges

Co-branded partner marketing tools/co-marketing services

MDF: Market Development Funds eligibility

Enablement

Sales and technical training (on-demand)

Sales and pre-sales technical certifications exams

Public Technical Training (VILT/ILT) At a 10% discount At a 30% discount At a 50% discount

Sales and technical boot camps By invitation

Benefits apply to all Accounts within a Partner Territory

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Recognizing that partners often require to transact across multiple Legal Entities, the program clusters countries into ‘Partner Territories’. All accounts of a partner within a partner territory will count towards certification and revenue requirements and will enjoy the same level of benefits. In most cases, partners with multiple legal entities across a Partner Territory may still be required to transact business in the country where the legal entity exists.

Note: Additional options are available for partners who develop a Micro Focus Center of Excellence (COE)

Enablement and Certification

Enablement & CertificationA comprehensive enablement program supports you at every stage

Partners have the same access to enablement as our direct sales force, providing you with the required knowledge and skills to present and demonstrate our solutions with confidence.

A choice of study options is available to suit your preferred learning style:

• On-demand web-based training—Available for FREE• Virtual or Classroom instructor-led training

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How do I get certified?

Which certifications count towards the program?

All certifications that count towards current programs will be taken forward

All on-demand course content and certifications necessary to meet the program requirements are available on the Partner Portal free of charge to partners.

Certifications from the Micro Focus Education organization are applicable toward technical certification attainment for Gold and Platinum membership. These certifications are at the installation and configuration level and come at a cost. To access, sign up on the Education webpage to take either the on-demand or Instructor led courses.

Deal Registration Overview

The Micro Focus Deal Registration rebate program is designed to contribute to your profitability by providing a back-end rebate for deals that meet our program guidelines. Deal Registration is open to Micro Focus Gold and Platinum Partners to acknowledge and reward the significant investment you have made in developing sales and technical competence in our products.

The primary focus of deal registration rebates is to reward Gold and Platinum Partners for transacting new business. “New business” is defined as new license, SaaS and first-year initial maintenance support sold to new and existing customers.

Rebates will be approved based on program criteria, at Micro Focus’ discretion.

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Deal Registration Overview

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Deal Registration: Rebate PercentageEnsure maximum margin by registering your deal early

Tier rebates are offered to Gold and Platinum Partners against “new business” opportunities fulfilled by the partner. “New business” is defined as new license, SaaS and first-year initial maintenance support sold to new and existing customers.

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

Resell: Partner Fulfilled Order

Deal Registration rebates are available exclusively to Gold and Platinum Partners, in those product groups where specialization has been achieved. For partner sourced deals, only one partner may register a deal registration OR referral for any rebate. Where multiple partners register for the same partner sourced deal, the first qualifying partner to register will be approved. For deals sourced by Micro Focus, multiple partners are allowed to deal register. The partner that secures the resell transaction will be eligible for the ‘Deal Reg’ rebate. All rebates require deal registration (Tier, Sourced, or both).

For deals where Micro Focus approves a “Special Price” (rate higher than contractual discount), deal registration will pay out at 50% of the rebate amount.

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What opportunities can I register?Available for Deal Registration

Referral ProcessEnd to End Process

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Partner-Sourced Deal Registration

Assessment

Needs analysis

ROI study

Product presentations

Customer demonstration

Proof of concept

Bid response

Design and architecture

Referral Proof of Performance

Market Development Funds

Market Development FundsExtending a Partner‘s market reach and accelerate growth

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

The MDF program

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

Micro Focus Partner Portal

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Strategic Alliances

Partner Portal – Quick Guide

Market Trends – Learn how Micro Focus solutions relate to current trending topics such as Security, Risk & Governance and Enterprise DevOps.

Products and Solutions – Access a range of assets containing key product portfolio news and information.

Sales – Understand how to complete vital business tasks such as creating a new Opportunity or completing a Deal Registration. Find at-a-glance dashboard reports and run standard reports to review your current deal status.

Sales Tools – Find Pricing Guides, Demo Licenses and Product Announcements to keep you informed.

Enablement and Certification – Access to all available training and certification offerings plus our live Enablement Calendar.

Partner Programs – Find key assets including Program Guide; Program Requirements, Program Benefits…. and more.

My Company – Download ‘Portfolio Expert’ Badging and review your company certifications status.

Portal Training – microfocuspartner.force.com/s/lightning-pt

Access issues – Trouble accessing the portal? Find help at: https://microfocuspartner.force.com/s/WebToCase

For User Help and previously submitted Support cases, visit: https://microfocuspartner.force.com/s/lightning-pt-mc

Thank You.