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IMPERVA PARTNERSPHERECONFIDENTIAL AND PROPRIETARY TO IMPERVA, INC.

PartnerSphere 2018 Channel Program Guide for Europe, the Middle East and Africa

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2018 Imperva PARTNERSPHERE EMEA Channel Program Guide

Table of Contents

Protect What Matters Most . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3

Security is What We Do . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3

Why Join the PartnerSphere Program? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4

The Imperva Solutions Portfolio . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5

How to Become a PartnerSphere Channel Partner . . . . . . . . . . . . . . . . . . . 7

PartnerSphere Channel Program Levels . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8

PartnerSphere Sales Benefi ts . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8

PartnerSphere Marketing Benefi ts . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10

PartnerSphere Resources . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11

Training and Certifi cation Benefi ts . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12

PartnerSphere Channel Program Support . . . . . . . . . . . . . . . . . . . . . . . . . . 13

PartnerSphere Channel Program: Program Benefi ts . . . . . . . . . . . . . . . . . . 13

Program Requirements . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 15

Support . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 19

Product, Services and Support Discounts . . . . . . . . . . . . . . . . . . . . . . . . . . .20

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Protect What Matters Most Imperva® has a singular purpose: to defend business critical data and applications from cyberattacks and internal threats. Our solutions help enable customers to discover assets and risks, then protect their valuable information – intellectual property, business plans, trade secrets, customer and employee information, and the day-to-day data that drives their business. Imperva solutions also help customers comply with the myriad of increasingly stringent data protection regulations and mandates, as well as enforce policies, entitlements and audit controls.

Security is What We Do Imperva® is a leading cybersecurity company that delivers best-in-class solutions to protect data and applications – wherever they reside – on-premises, in the cloud, and across hybrid environments. The company’s Incapsula, SecureSphere, and CounterBreach product lines help organizations protect websites, applications, APIs, and databases from cyberattacks while ensuring compliance. Imperva innovates using data, analytics, and insights from our experts and our community to deliver simple, effective and enduring solutions that protect our customers from cybercriminals.

Through our Imperva SecureSphere, Imperva Incapsula, Imperva CounterBreach, Imperva Camoufl age and Imperva ThreatRadar product lines, we help customers to:

Discoverassets and risks

Protectinformation

Complywith regulations

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Why Join the PartnerSphere Channel Program?Imperva® PartnerSphere channel program enables partners to create a high growth, profi table and differentiated cyber security business with Imperva products that address cyber security threats in the cloud and on-premises. With a broad portfolio of award-winning products that include SaaS and cloud offerings in addition to fl exible licensing programs, partners can address new opportunities to allow them to grow their business faster. With rich margins, streamlined enablement and turnkey marketing programs, partners can potentially recognize an outstanding return on their investment.

“The company was among the top ranked in this study for its ability to detect and mitigate layer 3, 4, and 7 attacks, DNS attacks, internet-of-

things (IoT) botnet attacks, and new attack types, as well as for its scale and speed. It also received some of the highest customer ratings in this

study for overall satisfaction with the solution, value, overall usability, and vendor relationship.”

THE FORRESTER WAVE™: DDOS SERVICES PROVIDERS Q4, 2017

Year Founded: 2002

Stock Symbol: NASDAQ: IMPV

Headquarters: Redwood Shores, CA

Number of Employees: 900+

Total Revenue Fiscal 2017: $321.7M

Countries: 100+

Customers: 5,900

Partners: 500+

Imperva at a Glance

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Industry-Leading Company

Imperva products address a large and growing market segment, which translates into an outstanding growth opportunity for partners. With more than 5,900 customers in more than 100 countries, from small and medium-sized businesses up to the Fortune 1000, signifi cant upsell and cross-sell opportunities exist. Couple our passion and focus for cyber security with an unwavering commitment to partners and customer satisfaction, and you have the ingredients for a collaborative and successful partnership.

Visionary Hybrid Products

Imperva is constantly monitoring the cyber security market to quickly build the products designed to meet customer requirements. Imperva invests substantially in research and development to generate an award-winning portfolio that has been recognized by leading industry analyst experts. Imperva offers great fl exibility in product licensing, including perpetual, SaaS and other subscription-based offerings to meet diverse customer requirements and, in turn, create more opportunities and a recurring revenue stream for you.

Rich Rewards and Recognition

PartnerSphere members receive rich benefi ts and rewards aligned to performance and investment. Simply put, the more you invest, the more you receive. PartnerSphere members enjoy:

• Rich margins

• Deal registration

• Market development funds

• Access to rebates and incentives

• Not for resale (NFR) products

• Ready-to-run marketing campaigns via our marketing platform

• Recognition of your program achievements

The Imperva Product Portfolio

SecureSphere is a comprehensive, cyber security software platform that includes solutions for web, database, fi le and insider threat security. It scales to meet the security demands of even the largest organizations and is backed by the Imperva Defense Center, a premier research organization for security analysis, vulnerability discovery, DDoS mitigation and compliance expertise. Imperva Defense Center research combines extensive lab work with hands-on testing in real world environments and learnings from Imperva SaaS and managed offerings to enhance Imperva products and deliver up-to-date threat protection and DDoS mitigation.

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Incapsula is a cloud-based application delivery service that protects websites and increases their performance, improving end user experiences and safeguarding web applications and their data from attack. Incapsula includes a web application fi rewall to thwart hacking attempts, DDoS mitigation to ensure attacks don’t impact online business assets, a content delivery network to optimize and accelerate web traffi c, and a load balancer to maximize the potential of web environments.

CounterBreach is a multi-layered security solution that protects enterprise data from theft and loss caused by compromised, careless or malicious users. It combines advanced behavioral analysis and deception technology to identify and contain insider threats. Using CounterBreach, security teams can quickly discern between malicious and normal activity so they can immediately identify and react to risky behavior.

Imperva Camoufl age Data Masking reduces the risk of data breach by replacing sensitive data with realistic fi ctional data. The masked data maintains referential integrity and is statistically accurate enabling testing, analysis and business processes to operate normally. The Imperva Camoufl age Data Masking solution not only helps protect data from theft, but also ensures compliance with regulations and international policies dictating data privacy and transport.

ThreatRadar is the premier threat intelligence feed that arms the award-winning Imperva SecureSphere Web Application Firewall (WAF) with the following protections to defend against constantly evolving web-based threats:

• Reputation Service: Filters traffi c based upon latest, real-time reputation of source• Community Defense: Adds unique threat intelligence crowd-sourced from Imperva users

• Bot Protection: Detects botnet clients and application DDoS attacks

• Account Takeover Protection: Protects website user accounts from attack and takeover

• Fraud Prevention: Simplifi es deployment of best-in-class partner fraud prevention solutions

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How to Become a PartnerSphere Channel PartnerTo become a PartnerSphere Partner you must:

• Execute a Reseller Agreement, as described below

• Meet the requirements outlined in this Program Guide for your program level

• Meet all business, ethics and compliance requirements as outlined in your agreements

Imperva PartnerSphere Agreement

All partners who join the Imperva PartnerSphere Channel Program must execute a valid partner agreement with Imperva (referred to in this Channel Program Guide as the “PartnerSphere Agreement”). The PartnerSphere Agreement outlines the terms, conditions and requirements regarding the relationship between Imperva and the partner.

In addition, in order to continue membership in the PartnerSphere Channel Program, partners must remain in compliance with the program requirements outlined in the PartnerSphere Agreement and in this PartnerSphere Channel Program Guide. Imperva may update this PartnerSphere Channel Program Guide from time to time, and in connection with any updates, partners may be required to execute a new or updated PartnerSphere Agreement.

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PartnerSphere Channel Program LevelsThe PartnerSphere Program offers four tiers based on a partner’s performance and investment: Platinum, Gold, Silver and Associate.

Platinum Partners exhibit proven success in implementing and supporting the Imperva cyber security portfolio. These members exhibit a broad security industry background, a deep commitment and investment in Imperva, and maintain Imperva-certifi ed technical resources on staff.

Gold Partners are committed to delivering superior cyber security solutions. These members have a strong industry background in security as well as working knowledge of Imperva solutions. Gold level partners are committed to higher levels of investment with Imperva and receive additional benefi ts.

Associate is the entry-level tier for the PartnerSphere program. With minimal requirements, this tier allows partners to easily get started building their Imperva business.

PartnerSphere Sales Benefi tsDeal Registration

The Imperva PartnerSphere program offers deal registration to provide partners with additional margin on every qualifi ed opportunity that is registered and approved by Imperva. To qualify for deal registration, the opportunity must be “BANT” qualifi ed (Budgeted, the Approver identifi ed, Needed by the prospect, and a clear Timeline for the purchase). Partners can register opportunities through the PartnerSphere Partner Portal, and once registered and approved by Imperva, the opportunity is protected for 90 days. Partners may request a 90-day extension, subject to review and approval by Imperva. Should Imperva deem that a partner is not actively engaged in the opportunity, Imperva may end the protection period for that opportunity.

Partnersphere

PlatinumPartner

Partnersphere

GoldPartner

Partnersphere

SilverPartner

Partnersphere

AssociatePartner

Silver Partners command a strong knowledge in information security with demonstrated knowledge of specifi c Imperva solutions.

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Incentives and Rebates

Imperva may offer special incentives and rebates to partners to accelerate the achievement of specifi c goals such as new customer acquisition, penetration of target accounts or upsell / cross sell product sales.

NFR Software and Equipment Discounts

Imperva offers several sales tools useful for training and demonstrations. These offerings are:

The OneBox Demonstration Kit – a collection of three virtual machines that includes; a SecureSphere virtual appliance, a KALI attack machine and a retail website application protected by the SecureSphere WAF. This kit provides a complete environment useful for demonstrations to prospects and product training.

Partners may also purchase NFR SecureSphere appliances or virtual machines for internal training, demonstration creation and support purposes. NFR appliances are available at substantial discounts. To learn more about availability and pricing, please contact your channel account manager.

Should a customer trial be required, partners must register the opportunity and contact their Imperva channel sales manager or distribution partner to discuss the opportunity and requirements. Imperva will work with the partner to provide the requested appliance and/ or software for the customer trial.

All NFR solutions are for the partner’s internal training, demonstration use, and support. Imperva partners are not permitted to resell, host or provide any services to or on behalf of their clients using these solutions.

Renewal Incumbency

At the time of a customer’s renewal for Support or other subscription-based services, including ThreatRadar and Incapsula services (“Subscription Services”), a partner of record may wish to continue its business relationship with the customer. As used in this section, “partner of record” refers to the partner which has placed the order to Imperva for the then-current Support or Subscription Service term.

Imperva will notify the partner of record 90 days prior to the expiration of the then-current Support or Subscription Service term to provide the partner of record an opportunity to quote the customer for the upcoming renewal term. The partner of record must forward a renewal quote to the customer, and provide a copy to the Imperva renewals rep or renewal team at maintenance@ imperva.com, no less than 60 days prior to the expiration of the then-current term for Support or Subscription Services, as applicable. In the event the partner of record fails to do so and/or does not place an order with Imperva for the renewal within this time period, Imperva may provide quotes to other partners for the same renewal.

If another partner is successful in winning the renewal business from the customer, it will become the partner of record for the upcoming renewal term, and should follow the guidelines in this section to maintain status as the partner of record.

If the renewal process is not completed by the term expiration date, Imperva may assess a reinstatement fee equal to 20% of the annual fee for the lapsed Support or Subscription Services, as applicable.

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Sales and Pre-sales Support

The PartnerSphere Channel Program provides sales and support resources partners need to compete and win. Resources vary by partner level within the program, but may include sales support from Imperva account executives and pre-sales support from system engineers. Imperva security architects are also available to architect and recommend products for large or complex opportunities.

PartnerSphere Marketing Benefi tsMarketing Support Resources

Imperva supports PartnerSphere members with marketing resources to assist with program development and execution. Ready-to-run marketing programs are available to all Imperva partners though the Imperva Partner Marketing Center. Imperva will designate a marketing contact for each Platinum Partner and support Gold partners through the Program Offi ce. Silver and Associate partners are supported by their distributor.

Marketing Development Funds

At Imperva’s discretion, Imperva offers market development funds (MDF) to help partners accelerate their sales pipeline. MDF may be used for approved marketing activities as outlined in the MDF Reference Guide available on the PartnerSphere Portal or as otherwise permitted by Imperva.

Ready-to-run Lead Generation Programs

Imperva offers Ready-to-run lead generation programs that leverage best practices and assets from Imperva marketing campaigns. These programs are designed to enable partners to quickly and easily execute lead generation activities to help create sales pipeline.

Joint Lead Generation Programs

Imperva supports Platinum partners on joint lead generation programs and Gold and Silver on a case by case basis to help accelerate opportunity creation. Imperva may co-invest in programs, provide sales or technical resources, product demonstrations and marketing collaterals.

Partner Finder

Imperva will highlight partners who achieve certifi cation in our partner fi nder tool on our website. Partners will be listed by competency (Application, Data or Cloud Security) and by their tier in the program.

Joint Webcasts

Webcasts are a great way to create interest and sales pipeline within your prospect base. Imperva works with Platinum and Gold partners to create and deliver joint webcasts that include Imperva products. Please contact your Imperva marketing contact or channel account manager to discuss your requirements.

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Joint Customer Success Stories

Joint customer success stories speed opportunity closure and create enhanced awareness for our partner and Imperva. Partners with a customer success story opportunity should contact their Imperva marketing representative to discuss the creation of a success story. Imperva will assist in the creation and publishing of the story to create maximum impact for the partner and Imperva.

Joint Press Releases

Platinum and Gold tier partners who would like to publish a joint press releases with Imperva should contact their channel account manager or marketing representative. The Imperva public relations team will discuss and analyze the opportunity, outline requirements, and set media coverage expectations.

PartnerSphere ResourcesPartnerSphere Portal for Sales Tools and Product Information

The PartnerSphere Portal provides a single location for access to all sales and marketing tools. Members enjoy access to a comprehensive set of tools, including sales playbooks, analyst reports, white papers, social media, event calendars, product training, customer success stories, and ready to run lead generation programs.

Complimentary Incapsula Subscription

Imperva makes a complimentary Incapsula subscription available to Platinum and Gold resellers to protect the partner’s business website. To receive this subscription, eligible partners simply contact their Imperva channel account manager.

Platinum partners may receive a complimentary subscription that includes:

• Up to 50 Mbits of clean traffi c• Unlimited website DDoS protection

• The ability to protect up to 21 websites / domains owned by the reseller• Load Balancer for 50 Mbits

• Ability to purchase additional features at special pricing

Gold partners may receive a complimentary subscription that includes:

• Up to 20 Mbits of clean traffi c• Unlimited website DDoS protection

• The ability to protect up to three websites / domains owned by the partner• Load Balancer for 20 Mbits

• Ability to purchase additional features at special pricing

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Imperva partners are not permitted to resell, host or provide any services to or on behalf of their clients using these solutions.

Imperva Partner Marketing Center

The Partner Marketing Center offers a range of Imperva created demand generation campaigns leveraging our top performing assets. Partners can quickly execute email campaigns, webinars or lunch and learn seminars to create interest within your prospect base with minimal time and effort.

Imperva Executive Briefi ng Center

Imperva partners may request use of the Imperva Executive Briefi ng Center (EBC) at Imperva corporate headquarters in Redwood Shores, California. EBC visits are a great way to accelerate business by leveraging Imperva product experts and meet key Imperva executives. To schedule a visit, please contact your marketing contact or channel account manager.

Imperva Advisory Council

Platinum and Gold partners may be invited to join the Imperva Partner Advisory Council meetings. These meetings offer partner executives the opportunity to provide input on their experience with the Imperva channel program, and meet with key Imperva channel executives. Imperva deeply values partner input as the feedback helps shape the future of the PartnerSphere Channel Program and Imperva products.

Training and Certifi cation Benefi tsSales Training

All partners enjoy access to the PartnerSphere Portal, which offers on-line sales training for prospecting, handling competition and key points of differentiation. Training courses are on-demand and can be completed quickly and easily via desktop or mobile platforms.

Technical Pre-sales Training

All partners are requested to complete technical on-line pre-sales classes via the Partner Portal. Platinum partners may request pre-sales training delivered on-site based upon resource availability and a minimum number of attendees. The training may be held at the partner’s offi ce or Imperva offi ce. On-line sales and technical certifi cations are valid for two years.

Discounts for Web, Database and File Security Certifi cation Courses

Imperva offers special discounts to Platinum and Gold Partners who desire to seek certifi cation on the Application, Data or Cloud Security competencies. Once achieved, certifi cations are good for a period of three years. To learn more about these courses, availability and discounts, consult your Imperva marketing contact or send an email to [email protected].

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PartnerSphere Channel Program SupportSales Engineer FTP Site

Partner engineers may request access to a secure FTP site where the latest generally commercially available code, patches and technical information is available. Imperva will provide access to the FTP site upon the completion of on-line pre sales training course.

Online Support

Partners utilizing Imperva demo equipment or licenses may access Imperva support via the Imperva online support system. Partners may open a ticket using the support portal and the Imperva Support team will quickly respond to resolve your issue.

Phone Support

Partners are able to leverage Imperva support via telephone once they have achieved accreditation. Platinum and Gold Partners have access 24x7x365 while Silver Partners may contact Imperva during local business hours.

PartnerSphere Channel Program: Program Benefi ts

SALES BENEFITS PLATINUM GOLD SILVER ASSOCIATE

Deal Registration 9 9 9 9

Incentives and Rebates 9 9

NFR Products 9 9 9 --

Renewal Incumbency 9 9 9 9

Sales / Pre-sales Support 9 9 Distributor Distributor

9 --

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MARKETING BENEFITS PLATINUM GOLD SILVER ASSOCIATE

Marketing Support Resources Designated Program Offi ce Distributor Distributor

Market Development Funds (MDF) 9 9 --

Access to Ready-to-Run Lead Generation

Programs9 9 9 9

Joint Lead Generation Programs 9 Case by Case Case by Case --

Partner Finder – with Certifi cation 9 9 9 --

Joint Webcasts 9 9 -- --

Joint Customer Success Stories 9 9 Case by Case Case by Case

Joint Press Releases Case by Case Case by Case -- --

PARTNERSPHERE RESOURCES PLATINUM GOLD SILVER ASSOCIATE

PartnerSphere Portal 9 9 9 9Complimentary Incapsula Subscription to

protect reseller web sites9 9 -- --

Access to Executive Briefi ng Center 9 9 Case by Case --

Imperva Partner Advisory Council 9 -- -- --

TRAINING AND CERTIFICATION BENEFITS PLATINUM GOLD SILVER ASSOCIATE

Sales Training Online Online Online Online

Technical Pre-sales TrainingOnsite and

OnlineOnline Online Online

Training Credits for Certifi cation Courses 9 9 -- --

Discounts for Web, Database and Cloud

Security Certifi cation Courses 9 9 9 --

SUPPORT BENEFITS PLATINUM GOLD SILVER ASSOCIATE

Sales Engineer FTP Site 9 9 9 --

Online SupportWith Demo Equipment

With Demo Equipment

With Demo Equipment

With Demo Equipment

Phone Support 24x7 24x7 Business Hours Business Hours

Case by Case

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Program RequirementsAnnual Bookings Target

Imperva invests a signifi cant amount into PartnerSphere Channel Program benefi ts, sales tools, marketing programs and technical resources. To maintain status within the program a partner must meet or exceed the annual booking target as outlined in this PartnerSphere Channel Program Guide. Failure to meet the minimum booking level may lead to a demotion or dismissal from the program. Partners that exceed the booking level for the tier above may request a promotion in the program subject to Imperva approval. The annual booking target is for a 12-month period commencing on January 1, and includes fees for product and fi rst year maintenance but not renewals. For subscription services, the booking number that will be used for the program is the annual contract value, which may be different than the total contract value.

Annual bookings targets may be achieved either by exceeding the bookings goal or by exceeding the goal that includes new customers. New customers are defi ned as a customer that has not done business with Imperva. Bookings totals for the PartnerSphere program are calculated on the net bookings amount to Imperva. Partners must also meet the other requirements as outlined in the program requirement table below.• The Platinum tier will be awarded to those partners who exceed $1M in bookings or $750K�

with � new customer accounts.

• The Gold tier will be awarded to those partners who exceed $250K in bookings.

• The Silver tier will be awarded to partners whose annual bookings exceed $50K.• The Associate tier will be awarded to partners with annual bookings less than $50K.

Imperva Sales and Technical TrainingWell-trained personnel will be more successful in working opportunities, will win more deals, and will create more revenue. Imperva recommends the completion of our online sales and technical training courses for all partners and is available via the PartnerSphere Portal. Once completed, these certifi cations are valid for two years from the date of completion.

Engineer and Partner CertificationImperva certifies engineers and partner companies in TWO tracks. An engineer will be awarded a certification upon completion of two courses in any of the tracks listed below� Companies that meet the certification requirement for their tier will receive a logo that highlights their tier. The TWO tracks in which certifications may be achieved and the courses offered are listed below:

• 7EBȩ!PPLICATIONȩ3ECURITYȩ4RACK

– 7EBȩ3ECURITYȩ!SSOCIATE

– #LOUDȩ7EBȩ3ECURITYȩ!DMINISTRATION

• $ATAȩ3ECURITYȩ4RACK

– $ATABASEȩ3ECURITYȩ!SSOCIATE

– #OUNTER"REACH

– #AMOUFLAGEȩ&UNDAMENTALS

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Platinum Partners will become certifi ed upon a minimum of two engineers reaching certifi cation in a one or multiple tracks. Gold partners are required to have one engineer achieve certifi cation in a minimum of one track. It is recommended that Silver partners complete certifi cation. Those that do will be listed as a certifi ed partner in the Imperva partner locator tool on our external website.

Examples, two engineers from a partner, one completes two courses in the $ata 3ecurity track and the other completes two courses in the 7EB !PPLICATIONȩSecurity track. That partner would

ACHIEVEȩAȩ$ATAȩ3ECURITYȩCERTIlCATIONȩANDȩAȩ7EBȩ!PPLICATIONȩ3ECURITYȩCERTIlCATIONȩANDȩWOULDȩBEȩSOȩLISTEDȩONȩTHEȩ)MPERVAȩWEBȩSITEȩASȩSUCH�ȩ

Imperva offers TRAININGȩCREDITS for Platinum and Gold partners to be used as payment for certifi cation classes. Silver partners will receive special discounts on certifi cation classes.

Partners have 120 days to achieve certifi cation following the execution of their PartnerSphere Agreement or from the date of promotion to a tier that requires certifi cation.

Quarterly Business ReviewEvery Platinum and Gold Partner is required to meet with their designated Imperva channel sales manager for a quarterly business review (QBR). This review will cover the previous quarter’s sales results, current opportunities, and a review of marketing plans and results. Imperva recommends Silver Partners also schedule similar business reviews to share results, opportunities and areas for investment with their designated Imperva channel sales manager or distribution partner to align resources and speed their growth within the program.

Quarterly Marketing ProgramsPlatinum and Gold Partners are required to invest in quarterly marketing programs for Imperva

solutions. Imperva recommends running one marketing program per quarter. Imperva MDF

and marketing support may be available to assist with execution of these programs.

Designated ContactsAll Partners are required to provide contact information for their designated sales, technical,

marketing and support contacts. Partner contacts will become the primary interface for

the Imperva team members to foster good communications and the sharing of important

information.

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Review of Custom Collateral

Imperva encourages partners to create co-branded sales tools and collateral for use in sales and marketing efforts. Imperva requires review and approval of marketing materials and collateral other than those distributed by Imperva through the PartnerSphere Portal or Partner Marketing Center.

Display Imperva Logo and Overview on Your Website

Partners may leverage the power of the Imperva brand with your customers and prospects by placing the Imperva company logo and overview on your website in a visible and appropriate location.

Press Release upon Achieving Platinum Status

It is recommended that partners that achieve Platinum status issue a public press release within 45 days of entering the PartnerSphere Channel program or upon promotion to Platinum status. Imperva provides press release templates to streamline the process.

Joint Customer Success Stories

Platinum Partners are encouraged to create two public success stories annually; Gold Partners are expected to create one.

Executive Sponsorship

Imperva cultivates close relationships between its executives and those of its PartnerSphere Channel partners. These relationships allow direct discussions on the status and success of the business in addition to providing an opportunity for feedback and suggestions to accelerate sales results. Imperva recommends that all Platinum Partners nominate an executive as a sponsor to meet with their Imperva counterpart.

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PARTNERSPHERE PROGRAM

REQUIREMENTSPLATINUM GOLD SILVER ASSOCIATE

Annual Bookings Target��-ȩORȩ��+ȩANDȩ��ȩNEWȩACCOUNTS ��+� ��+ȩ ȩ��+ ��+

Online Sales Training � � �

Online Technical Training � � �

Certifi ed Engineers �ȩ2EQUIRED �ȩ2EQUIRED 2ECOMMENDED --

Quarterly Business Review

(QBR)2EQUIRED 2EQUIRED 2ECOMMENDED --

Quarterly Marketing Programs 2EQUIRED 2EQUIRED 2ECOMMENDED 2ECOMMENDED

Designated Sales Contacts �ȩ2EQUIRED �ȩ2EQUIRED �ȩ2EQUIRED �ȩ2EQUIRED

Designated Technical

Contacts�ȩ2EQUIRED �ȩ2EQUIRED -- --

Designated Marketing and

Support Contacts�ȩ2EQUIRED �ȩ2EQUIRED -- --

Review of Custom Collateral 2EQUIRED 2EQUIRED 2EQUIRED 2EQUIRED

Display the Imperva Logo and

Overview on Your Website2EQUIRED 2EQUIRED 2EQUIRED 2ECOMMENDED

Press Release upon Achieving

Platinum Status2ECOMMENDED -- -- --

Joint Customer Success

Stories

�ȩ2ECOMMENDEDȩPERȩYEAR

�ȩ2ECOMMENDEDȩPERȩYEAR

2ECOMMENDED --

--

--

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SupportImperva offers product support in English. Contracted customers receive Imperva support via the web, email, phone and our online knowledge base, in accordance with the terms of the support offering. Imperva support options include:

• Standard Support - 8 AM to 6 PM local time, during standard business days except localholidays

• Enhanced Support - 24x7x365 days per year, with Standard Hardware Replacement

• Enhanced + DSE - 24x7x365 days per year, with Standard Hardware Replacement, Designated Support Engineer onsite visits twice per year.

• Premium Support - 24x7x365 days per year, with Advance Hardware Replacement

• Premium Support + DSE - 24x7x365 days per year, with Advance Hardware Replacement, Designated Support Engineer onsite visits twice per year

Our support team is staffed with experts and is available through the PartnerSphere Portal to manage our partners’ support experience.

Additional details on Imperva support offerings are available on our website at: https://www.imperva.com/Services/TechnicalSupport

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Product, Services and Support DiscountsPartnerSphere Channel Partners enjoy discounts as outlined in the table below:

PARTNERSPHERE PROGRAM DISCOUNTSPERPETUAL: SECURESPHERE, COUNTERBREACH ,

FLEXPROTECT FOR DATA OR FILE, AND CAMOUFLAGE DATA MASKING

PROGRAM LEVEL PLATINUM GOLD SILVER ASSOCIATE

Base Product Discount 15% 15% 10% 10%

Additional Deal Registration

Discount23% 20% 20% 10%

Total Product Discount 38% 35% 30% 20%

SUBSCRIPTION: INCAPSULA, FLEXPROTECT FOR APPLICATIONS,

FLEXPROTECT FOR DATA, CAMOUFLAGE DATA MASKING, THREATRADAR




Discount20% 18% 15% 10%

Total Subscription Discount 30% 28% 25% 20%

PROFESSIONAL SERVICES AND TRAINING


Total Discount 10% 10% 10% 10%

imperva.com

© 2018, Imperva, Inc. All rights reserved. Imperva, the Imperva logo, SecureSphere, Incapsula, ThreatRadar, Camoufl age and CounterBreach are trademarks of Imperva, Inc. and its subsidiaries. All other brand or product names are trademarks or registered trademarks of their respective holders. 25-04-2018-1.3LA



MANAGED SERVICES


Total Discount 5% 5% 5% 5%

1ST YEAR SUPPORT DISCOUNTS - SECURESPHERE, COUNTERBREACH, CAMOUFLAGE




Discount18% 15% 15% 5%

Total Product Discount 33% 30% 25% 15%

PLATINUM AND GOLD TIER REBATESREBATES ARE CALCULATED ON NET BOOKINGS TO IMPERVA AND ARE SUBJECT TO CHANGE


New Customer Rebate 10% 8% 5% --

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