splunk msp program guide (12-sep-2019) · 2020-07-02 · msp program guide msp program guide –...

MSP Program Guide

MSP Program Guide

MSP Program Guide – Worldwide | September 2019 2

TABLE OF CONTENTS

Introduction 3

About this Guide 4

MSP Program Policies 5

MSP Program Overview 9

MSP Deployments 9

MSP Program Requirements 10

MSP Program Benefits 12

Benefits At-a-Glance 12

Description of Benefits 13

Resources 18

Appendix A 19

MSP Program Guide


INTRODUCTION

Welcome to the Splunk Partner+ Managed Service Provider (MSP) Program (MSP Program). Splunk recognizes that our MSP Partners are a cornerstone to our success. The MSP Program is designed for MSP Partners to leverage Splunk’s platform by embedding Splunk products into your managed services solutions to help deliver Splunk-based value-added services (Managed Services) to MSP Clients. The MSP Program aims to recognize your expertise, reward your commitment to MSP Clients and Splunk, and deliver value to help your Managed Services business thrive. Our MSP Partners play an integral role in Splunk’s go-to-market strategy and we are committed to investing in and growing with you.

We’ve enhanced our MSP Program to provide a positive partner experience focused on:

Simplicity: Straightforward partner program, intuitive processes and tools, and distributor support that make it easy to do business with us.

Predictability: Consistent program discounts at each Partner Tier so MSP Partners can invest in and build a Managed Service powered by Splunk.

Profitability: Rewards based upon value delivered through investment in Splunk.

MSP Program Guide


ABOUT THIS GUIDE This MSP Program Guide (Guide) describes the Splunk Partner+ Managed Service Provider Program (MSP Program), including program policies, benefits, requirements, tools and training we’ve developed to help you grow your business as a Splunk MSP Partner. This Guide, along with the applicable Splunk Managed Service Provider Agreement (MSP Agreement), governs the benefits and conditions of your relationship with Splunk as a Splunk MSP Partner starting January 1, 2019. Capitalized terms used in this Guide are further defined in your MSP Agreement or the Splunk Glossary of Terms.

Splunk Partner+ MSP Program Guide & Changes Some older agreements that provide Software licenses for use as part of Managed Services may refer to the content of this Guide as the “Program Terms” applicable to the MSP Partner’s participation in the MSP Program. Periodically, Splunk may modify or update this Guide, in its sole discretion, with 30 days’ advance notice via the Partner Portal. Please subscribe to this Guide in the Partner Portal to timely receive notifications of any changes or modifications. Splunk plans to introduce the majority of any changes to the MSP Program by updating this Guide on an annual basis, but in any event with at least 30 days’ advance notice via the Partner Portal.

Any material changes to the Guide will be communicated via e-mail. MSP Partners are required to provide Splunk at least one email contact to receive these communications. To review, identify, or update your Key Points of Contact for Splunk, visit your Company Profile in the Partner Portal.

Any request for a quote and/or submission of an order after the effective date of any announced changes to the Guide will represent your acceptance of the changes and your agreement to continue to participate as an MSP Partner in the updated MSP Program subject to the updated Guide.

Confidential Information This Guide should be treated as Confidential Information under the terms of your MSP Agreement.

MSP Program Guide


MSP PROGRAM POLICIES

MSP Partner Authorization

Enrollment and Splunk MSP Agreement To join the Splunk Partner+ MSP Program, you must complete the online application and be approved by Splunk to participate as an MSP Partner in the Associate Partner Tier. When accepted into the MSP Program, the MSP Partner must execute the then-current Splunk MSP Agreement. MSP Partners participating in the MSP Program must have an active MSP Agreement, even if they have a separate agreement in place with a Splunk Distributor.

If an MSP Partner desires to go to market with Splunk concurrently as a different kind of partner, the MSP Partner can apply to participate in other Splunk Partner+ Programs (e.g., the Splunk Partner+ Reseller Program), and if accepted, execute the separate agreement applicable to participation in such Splunk Partner+ Program.

The MSP Agreement and an MSP Partner’s participation in the MSP Program will automatically renew each year on the anniversary of the MSP Agreement’s effective date for successive one-year terms unless either party has earlier terminated or notified the other party of its intention not to renew the applicable MSP Agreement in accordance with terms of it’s the MSP Agreement.

Other Partner Program Tiers References to “Partner Tier” in this Guide refer only to the applicable MSP Program Partner Tier. If an MSP Partner is also participating in a separate Splunk Partner+ Program, the MSP Partner must separately meet the Program Requirements associated with its Partner Tier in that separate Partner+ Program. For example, it is possible for an MSP Partner to participate in the MSP Program at the Associate Partner Tier while at the same time participating in the Reseller Program as a Reseller at the Premier Partner Tier. A change in Partner Tier in one Partner+ Program will not affect the same Partner’s Partner Tier in another Partner+ Program except as specified in the Annual Bookings Attainment section below.

Integrity Prior to approving an MSP Partner application, and periodically thereafter, Splunk may perform due diligence on the MSP Partner, which may include a background check of the MSP Partner entity and its principals, denied party review, and EthicsBase review.

From time to time, Splunk may add or update required partner training modules for MSP Partners covering, among other topics, the Splunk Code of Conduct, Foreign Corrupt Practices Act (FCPA), and country-based compliance regulations. Splunk may require MSP Partners to successfully complete such training modules within the stated timeframes.

MSP Program Guide


MSP Program Compliance and Partner Tier Changes Splunk evaluates MSP Partners against Partner Tier requirements bi-annually in February and August, with any resulting Partner Tier re-assignment or other Splunk actions affecting an MSP Partner taking effect on February 15th or August 15th.

Splunk will promote an MSP Partner to a higher Partner Tier at the start of the next month after the MSP Partner achieves the requirements for that Partner Tier. For example, if MSP Partner X is in the Associate Partner Tier and on April 20 meets the requirements of the Premier Partner Tier, then starting on May 1, Splunk will automatically assign MSP Partner X to the Premier Partner Tier and MSP Partner X will enjoy the benefits of that Partner Tier (including higher Premier Partner Tier discounts for all new opportunities) going forward.

New Partner Tier benefits (including the Partner Tier Discounts available for a given quote) are not retroactive and will not serve to amend pricing offered for previously initiated opportunities.

MSP Program Participation If at any time during the Term of an MSP Agreement the MSP Partner has had no active licenses for more than twelve months, then Splunk reserves the right to identify the MSP Partner as “inactive” within Splunk’s systems and block the MSP Partner’s access to the Partner Portal without notice for the remainder of such Term. The expiration or termination of the MSP Partner’s MSP Agreement will disable the MSP Partner’s access to Partner Portal.

Product Access MSP Partners on the most current form of MSP Agreement have access to all Splunk generally available licensed software products available via the applicable Channel Price List for use as part of Managed Services.

MSP Program Guide


Direct MSP Partners and via Authorized Distributors

Discounts available to a Direct MSP Partner will be determined based on the discounts outlined in the applicable Sales Theater Discount Supplement. Splunk provides the discounts outlined in the applicable Sales Theater Discount Supplement to Authorized Distributors as suggested discounts for MSP Partner transactions through Authorized Distributors in a given Sales Theater. The actual discounts available to an MSP Partner from an Authorized Distributor shall be as finally agreed between the MSP Partner and the Authorized Distributor.

Sales Theater Territory Applicable Sales Applicable Channel Price List Theater Discount Supplement

AMER North America (United States & Canada)

AMER

Contact Authorized Distributor

Caribbean & Latin America Countries AMER

APAC Australia & New Zealand ANZ

Japan JAPAN

All other Asia Pacific Countries APAC

EMEA All Europe Middle East and Africa Countries

EMEA

PBST United States Public Sector PBST

MSP Program Guide


Territory

Splunk authorizes an MSP Partner to provide Splunk-based Managed Services (Managed Services) only to MSP Clients primarily located in the approved Territory as set forth in the applicable MSP Agreement. The “Territory” is stated as a country, multiple countries, Splunk Sales Theater and/or Worldwide in the applicable MSP Agreement or as otherwise communicated to the MSP Partner via the Partner Portal. Only MSP Partners with a Territory that specifically includes the U.S. Public Sector are authorized to purchase Splunk Products and Services for use as part of a Managed Service provided to Federal and State and Local Government + Education (SLED) MSP Clients in the United States.

An MSP Partner’s Territory is typically limited to the country in which its MSP Clients are located but can be expanded to include other countries at Splunk’s discretion. For MSP Partners whose principal place of business is located within the European Economic Area (EEA), the authorized Territory shall mean the EEA, with a focus on the country in which the MSP Partner’s principal place of business is located. If an MSP Partner’s authorized Territory includes multiple countries, the MSP Partner must meet the MSP Program requirements for its Partner Tier in each country where the MSP Partner does business.

When directed by Splunk, MSP Partners must request pricing and submit orders for Splunk products or services solely to Authorized Distributors doing business in the Territory.

Affiliates Except as otherwise agreed in writing by Splunk in the MSP Agreement, an MSP Partner Affiliate is not authorized to transact under an MSP Agreement executed by MSP Partner or another MSP Partner Affiliate. Any MSP Partner Affiliate authorized by Splunk to participate as an MSP Partner pursuant to the terms of the MSP Agreement, must undergo a separate partner due diligence if requested by Splunk and in any case must be separately approved by Splunk prior to participating in the MSP Program, and must execute all applicable agreements to be granted such rights.

Mergers and Acquisitions

Partners are expected to notify Splunk of any Change in Control Event in a timely manner. To notify Splunk, please e-mail [email protected] with details regarding the Change of Control Event.

MSP Program Guide


MSP PROGRAM OVERVIEW Splunk is committed to fostering mutual success with MSP Partners by enabling MSP Partners to profitably address the needs of their MSP Clients. The MSP Program recognizes MSP Partners based on a combination of value and sales volume organized around four Partner Tiers: Enrolled, Associate, Premier, and Elite. The MSP Program offers increasing Program Benefits to an MSP Partner as it improves skills, drives sales of more Splunk solutions, and qualifies for a higher MSP Partner Tier.

MSP DEPLOYMENTS

MSP Deployment Model Splunk’s MSP Program is available only for Single-Tenant Deployments. Single-Tenant Deployments require MSP Partners to purchase separate, dedicated daily indexing capacity Software license(s) used to provide Managed Services to an individual, named MSP Client, enabling our MSP Partners to directly align MSP Client revenue with their Splunk-related expenses.

Annual Term All generally available products eligible for authorization under the MSP Agreement are sold under a term license. More information on Splunk Support offerings can be found in the Partner Portal.

MSP Program Guide


Country Group

MSP PROGRAM REQUIREMENTS MSP Partners are required to achieve and maintain the applicable Annual Bookings Attainment and Certification Requirements for their Partner Tier as outlined below. Note that an individual’s Accreditation or Certification is valid for a set period of time (typically 2 or 3 years) from the date it is earned. Individuals will be notified when their Accreditation or Certification is due for renewal. Individuals are responsible for keeping their Accreditation(s) or Certification(s) up to date as outlined here.

To reflect the varied stages of market development and Splunk priorities, Splunk defines certain MSP Program requirements based on the MSP Partner’s assigned Country Group: Growth, Accelerate, or Develop. Splunk assigns MSP Partners to a Country Group based on the country in which they are headquartered or on the countries included in the MSP Partner’s Territory.

• Growth: United States, United Kingdom, Germany, and United States Public Sector (PBST)

• Accelerate: Australia, New Zealand, Japan, Canada, France, Spain, Italy, Ireland, Netherlands, Switzerland, Austria, Ireland, Norway and Sweden

• Develop: All other countries Effective FY21 (February, 2020), Australia and France will move to Growth Category.

Growth Accelerate Develop

Partner Tier Enrolled Associate Premier Elite Enrolled Associate Premier Elite Enrolled Associate Premier Elite

Executed MSP Agreement x x x x x x x x x x x x

Annual Bookings Attainment (Rolling 12 months) >$0k $100k $500k $2m >$0k $50k $250k $1m >$0k $25k $125k $500k

Splunk Enterprise Certified Architect 0 1 2 4 0 1 1 2 0 1 1 1

Splunk Core Certified Consultant ** 0 1 1 2 0 1 1 1 0 1 1 1

** Certification is Optional but strongly recommended

Current MSP Agreement To participate in the MSP Program, MSP Partners must have executed a current version of a Splunk MSP Agreement.

MSP Program Guide


Annual Bookings Attainment MSP Partners are required to meet minimum annual bookings for each Partner Tier. Splunk will measure bookings on a rolling 12-month basis. Bookings will be calculated as the estimated value of the MSP Partner’s purchase price for all Splunk products and services purchased by MSP Partner in the review period. Bookings will include Splunk licenses, Support (including Renewals), Referrals, Professional Services, Education,and .conf passes. If an MSP also participates in the Splunk Partner+ Reseller Program, bookings will be applied to both programs. Certification requirements of a higher Partner Tier must be met before any promotion to a higher Partner Tier will be considered.

Splunk Enterprise Certified Architects Splunk offers higher discounts to Premier and Elite MSP Partners in part to help them invest in building a successful business around Splunk by obtaining Certifications. Experience shows us that successful development and delivery of Splunk-based Managed Services involve Splunk Enterprise Certified Architects.

MSP Partners are required to have a minimum number of current personnel who have successfully completed the Splunk Enterprise Certified Architect Certification. New MSP Partners must complete the Certification Requirements for the Associate Partner Tier within three (3) months of the effective date of the applicable MSP Agreement.

Splunk strongly recommends that MSP Partners also have appropriate personnel complete the Splunk Accredited Implementation Fundamentals and Splunk Accredited Core Implementation training and Accreditation. These Certification Requirements and Accreditation recommendations establish a minimum baseline, and we expect MSP Partners to have adequate Certified staff to cover their prospective MSP Clients.

If an MSP Partner employee with one of the MSP Partner’s required Certifications leaves the MSP Partner’s organization, the MSP Partner has a six month grace period to train or hire a replacement to satisfy the minimum Certification Requirements.

Theater Elite Tier If an MSP Partner operates in multiple countries within a Sales Theater, an MSP Partner may be able to achieve the Theater Elite designation, which provides Elite Partner Tier benefits in specific countries within the MSP Partner’s authorized Territory. If the MSP Partner does not qualify for this designation, an MSP Partner will receive MSP Program Benefits based on its Partner Tier in each country within its authorized Territory.

To qualify for the Theater Elite Tier an MSP Partner must achieve:

• At least one Country at Elite Partner Tier

• At least two Countries at Premier Partner Tier

• At least three Countries at Associate Partner Tier

• At least $10m Annual Bookings

For North America (United States and Canada) an MSP Partner must achieve one Country at Elite Partner Tier and one Country at Premier Partner Tier.

MSP Program Guide


The Theater Elite Tier is invite only. If you wish to be considered, please contact [email protected]

MSP Program Guide


MSP PROGRAM BENEFITS

Benefits at-a-Glance The below table provides an overview of the MSP Program benefits available to MSP Partners in each Partner Tier. These benefits are described in more detail later in this section.

MSP Program Benefits Enrolled Associate Premier Elite Financial Partner Discount * * *

Referral Fees * * * * Incentives * * *

Relationship Account Management * * * Business Planning By Invitation By Invitation Partner Summit By Invitation By Invitation Partner News / Communications

* * *

Enablement Partner Portal Limited * * * Partner Learning Center Limited * * * Partner Sales Enablement Portal Limited * * *

Free & Discounted Training & Accreditation / Certification

* * *

Marketing Splunk Partner Hub * * *

Partner Locator Listing * * * Partner Logo’s and Collateral

* * *

Sales NFR Licenses * * * Splunk End User Events * * *

Support Splunk Answers Knowledge Base

* * *

MSP Program Guide


Description of Benefits

Financial Benefits Partner Standard Discount Splunk rewards MSP Partners for their investment through Partner Tier-based discounting. MSP Partners qualify for varying discounts for Single-Tenant Deployment term software licenses based on their Partner Tier. Splunk provides information about these discounts to Authorized Distributors as suggested pricing, but it is up to each Authorized Distributor to determine the price offered to an MSP Partner.

Discounts available to direct MSP Partners are Sales Theater-specific and are included in the applicable Sales Theater Discount Supplement. To request the applicable Sales Theater Discount Supplement, please email [email protected].

Special Pricing and Discounting Any request for discounts greater than the Standard Discount off the Splunk SKU will be handled on a case-by- case basis. For questions or inquiries, please speak to your Authorized Distributor.

Referral Fees Splunk® is committed to a partner-successful approach. In our partner mission statement, Splunk commits to fostering an enabled partner ecosystem that helps our mutual customers derive value from machine data while setting the standard for a predictable, profitable and positive partner experience. It is in this spirit that Splunk will offer referral fees to reward qualifying MSP Partners who refer new business to Splunk (Referral Fees).

The complete Referral Fee terms and conditions can be found in Appendix A. Incentives Splunk may offer MSPs rebates or incentives to reward specific sales motions or activities. If available, the terms of the rebate or incentive, including eligibility, will be available in a rebate or incentive program guide, which will be available on the Partner Portal. Relationship Benefits Account Management Either Splunk or the applicable Authorized Distributor will provide a Partner Account Manager to each Associate, Premier or Elite MSP Partners. The Partner Account Manager is an MSP Partner’s primary point of contact to manage its business relationship involving Splunk products.

Your Key Points of Contact for Splunk To ensure the right people in your organization receive the right notifications from Splunk, you can now identify the key points of contact for your Splunk business by role. These key point of contact roles include the primary contact, authorized signatory, accounting/finance contact, incentives contact, marketing contact, sales champion, technical champion, and executive sponsor. You can identify your key points of contact via the Partner Portal in your Company Profile.

Business Planning Elite MSP Partners will have the opportunity to collaborate with a Splunk Partner Account Manager to develop a go-to-market plan with shared business goals and specific plans to achieve them. Splunk and each Elite MSP

MSP Program Guide


Partner will undertake an annual comprehensive business review. Partner Summit The Global Partner Summit is Splunk’s annual meeting to share company imperatives, partner initiatives, program enhancements, and product news. It occurs in conjunction with the annual Splunk Sales Kickoff, and is offered to MSP Partners by invitation only. We expect all invited MSP Partners to make time to attend this event.

Partner News/Communications The monthly Partner Newsletter delivers the latest news on Splunk products, solutions, programs and resources.

To subscribe to partner-specific communications, please visit “My Profile” in the Partner Portal and select your communications preferences.

MSP Program Guide


Enablement Benefits Partner Portal The Partner Portal provides MSP Partners convenient access to information about the MSP Program and other Splunk Partner+ Programs, training, marketing and enablement tools, and other resources. All content on the Partner Portal is Confidential (unless marked as Customer-facing). To log-in or request access to our Partner Portal, visit www.splunk.com/partners

Partner Learning Center The Splunk Partner Learning Center is the central repository for free partner training on a variety of different subjects. It contains hundreds of on-demand courses to learn how to be successful selling Splunk products and services, as well as technical enablement content, demo scripts, and more. The Partner Learning Center can be accessed via the Partner Portal from the Learning menu. Partner Sales Enablement Portal The Splunk Sales Enablement Portal is a content system, containing sales and technical enablement resources. Find messaging, value selling, and product content to help you advance your opportunities. Be sure to browse 10 sales plays for sequenced step-by-step directions and sales process steps for selling Splunk to specific buyers. The Partner Sales Enablement Portal can be accessed via the Partner Portal from the Sales menu.

Free and Discounted Training & Accreditation / Certification Splunk offers the following training and Certification paths for MSP Partner technical professionals, including the Splunk Enterprise Certified Architect and recommended Splunk Accredited Core Implementation for MSP Partners:

Certifications

Pre-Requisite Estimated Time (Cummulative)

Fees (includes 50% discount)

Splunk Core Certified User

1 Day $125

Splunk Core Certified Power User

Splunk Core Certified User

3 Days $1,250

Splunk Enterprise Certified Admin

Splunk Core Certified Power User

1.5 Weeks $2,625

Splunk Enterprise Certified Architect

Splunk Enterprise Certified Admin

3.5 Weeks $5,250

Splunk Core Certified Consultant

Splunk Enterprise Certified Architect

5 Weeks incl 1 week in-person course

$7,675

*Fees subject to change; see education.splunk.com for current pricing; Partner discounts already applied

MSP Program Guide


Free and Discounted Training & Certification Cont. For technical Certifications or Accreditations, some portions of the required training are free, but courses through Splunk Education have associated fees to the MSP Partner. MSP Partners are eligible for a 50% discount for Splunk Education public or ELearning courses. This discount is available to individuals in the MSP Partner’s organization focused on selling or delivering Managed Services to MSP Clients.

For more details on Accreditation & Certification content and requirements for MSP Partners, please visit the Partner Portal.

Marketing Benefits Marketing Hub Marketing Hub is an online lead generation tool available to MSPs via the Partner Portal offering marketing campaigns and other sales materials. Marketing Hub provides a customizable and convenient way to execute turnkey email campaigns, download valuable assets, engage prospects, and keep track of leads. Use of Marketing Hub is free to all Associate, Premier, and Elite MSPs.

Partner Locator Listing MSPs can utilize the Splunk Partner Locator to promote their solutions and services to Splunk prospects and Customers. You can update your listing via your “Company Profile” in the Partner Portal.

Partner Logos and Collateral MSPs can promote their partnership with Splunk by displaying the Splunk Partner logo or program badges on their web sites, in Customer communications and in other marketing materials. MSPs can access and download the applicable Splunk branding and logo usage guidelines and graphic files in the Partner Portal. Program Badges, Partnership Certificate, and Letter of Authorization are available for download in your “Company Profile.”

MSP Program Guide


Sales Benefits

NFR Licenses Non-production use, demonstration and Not-for-Resale Splunk Software licenses (NFR Licenses) are available at no charge to Associate, Premier, and Elite MSPs to install and use Splunk Software at their local training facilities and briefing centers, or to demonstrate Splunk Software functionality on-site to potential Customers. NFR Licenses may not be used on internal production networks, resold or otherwise distributed. The NFR License associated with each Splunk Software product comes with a different indexing capacity. To learn more about NFR Licenses, view the Not- for-Resale License Guide posted on the Partner Portal. MSPs must accept the Splunk license agreement associated with each Splunk Software product.

Attend Splunk End-User Events Splunk invites MSPs to participate in customer-facing events such as .conf (Splunk’s annual global end user conference) and SplunkLive! We encourage you to drive your customers to get the latest information about Splunk products, apps and use cases. You can find these events and more on the Events Calendar on the Partner Portal. In addition, Sponsorship opportunities for these events are often available where you can meet with prospects and generate leads.

Support Benefits

Splunk Answers Knowledge Base Engage with the Splunk community using Splunk Answers to ask questions and learn how to help you get the most out of your Splunk Single-Tenant Deployments. Splunk Answers is part of Splunkbase which is accessible via the Support section of the Splunk website.

MSP Program Guide


RESOURCES

Partner Portal www.Splunk.com/partners

Partner Enablement Portal Access via Splunk Partner Portal, Click on Partner Enablement Portal

Product Information www.Splunk.com/products www.Splunk.com/solutions

All Inquiries and Escalations [email protected]

MSP Program Guide


APPENDIX A

Referral Fees Referral Fees Overview From time to time, an MSP Partner may refer a prospective Customer to Splunk but Splunk or a Splunk Reseller completes the transaction with the Customer. If the MSP Partner is eligible under these Referral Fees Terms, Splunk may pay the MSP Partner a Referral Fee.

Referral Partner Eligibility Subject to completion of Splunk’s then-standard partner due diligence within the prior 18 months and MSP has signed Splunk’s then-current MSP agreement (12th May 2017), any MSP Partner shall be eligible to receive Referral Fees. To be eligible to receive a Referral Fee as a participant in the MSP Program, the MSP may not also be a Splunk Reseller.

Referral Fees Eligibility The MSP Partner must submit all requests for Referral Fees for a specific Opportunity (constituting a “Referral Request”) to the Splunk Partner Account Manager or Splunk Authorized Distributor via email or through the Partner Portal (if and as available).

If Splunk accepts the Referral Request for the Referred Opportunity, on receipt of the Customer’s binding initial Order to close out the Opportunity, Splunk will send MSP Partner a Referral Fee Approval Form.

Referral Fees are only eligible if a sales order for the Referred Opportunity is received by Splunk no later than six (6) months after Splunk has approved the Referred Opportunity. To be eligible for a Referral Fee for a specific Referred Opportunity:

• the MSP Partner must have submitted its Referral Request before the Customer has issued an RFQ,

RFP or RFI corresponding to the Referred Opportunity;

• the Referred Opportunity must be new/unknown to Splunk when the MSP Partner submits its Referral Request (i.e. the Referred Opportunity has not yet been identified to Splunk by a Splunk employee, other Splunk partner or a third party);

• the Referred Opportunity must meet the criteria of a Qualified Opportunity as defined in the Splunk Partner+ Deal Registration Guide; and

• the Referred Opportunity must include the purchase of net new Software licenses or Splunk Cloud Subscriptions (i.e., the Referred Opportunity may not include only Support or term license or subscription renewals, Professional Services, Training and/or Education).

In addition to the above eligibility requirements, the MSP Partner must submit its Referral Request with proof of its engagement in the Referred Opportunity demonstrating that at the time of the Referral Request, the MSP Partner has:

• introduced the Splunk account manager to the Customer’s C-level executive or technical decision maker;

• entered into a definitive agreement for a consulting engagement with the Customer in connection with the Referred Opportunity;

MSP Program Guide


• quantified in writing the Customer’s budget and timing for the Referred Opportunity;

or

• documented all Customer business and technical requirements for the opportunity

MSP Program Guide


Referral Fees Amounts Splunk will pay a tiered Referral Fee calculated as a percentage of the Net Payment to Splunk in US Dollars against the Customer’s initial order associated with the Referred Opportunity as follows:

Initial Order (based on Net Payment to Splunk) Tiered Referral Fee %

Up to $250,000 5%

Portion of deal $250,001–$500,000 2.5%

Portion of deal over $500,000 1.25%

Referral Fee payments are capped at a maximum payment of $250,000 for each Referred Opportunity.

Referral+ Fees Eligibility An MSP Partner may be eligible for a higher Referral Fee (a “Referral+ Fee”) in lieu of the standard Referral Fee for certain Referred Opportunities if the Referral Partner meets all the eligibility requirements for the Referral Fee and substantially and demonstrably assists in closing the Referred Opportunity for Splunk (i.e. the Customer’s purchase decision can be traced to the MSP Partner’s efforts). To qualify for a Referral+ Fee, the MSP Partner must also execute on at least one of the following tasks that help close the Referred Opportunity:

• actively position Splunk as the primary solution among all competing solutions to address the Customer’s use case giving rise to the Referred Opportunity;

• provide a Splunk-certified technical resource throughout the sales cycle;

• demonstrate a solution to the customer that includes Splunk

• design or complete the architecture of the Splunk solution

or

• complete a Proof of Concept (POC) or Proof of Value (POV) for the Customer

Referral+ Fees Amounts Splunk will pay a tiered Referral+ Fee for qualifying Referred Opportunities in lieu of the standard Referral Fee as a percentage of the Net Payment to Splunk in US Dollars of the Customer’s initial order associated with the Referred Opportunity as follows:

Initial Order (based on Net Payment to Splunk) Tiered Referral Fee %

Up to $250,000 10%

Portion of deal $250,001–$500,000 5%

Portion of deal over $500,000 2.5%

MSP Program Guide


Referral Fees Payment

• Upon receipt of the Customer’s binding initial Order associated with a qualifying Referred Opportunity, Splunk will calculate the amount due as Referral Fees based on the net amount paid to Splunk and email a Referral Fee Approval Form reflecting the amount due as Referral Fees to the MSP Partner.

• To accept the amount due as Referral Fees as set forth in the Referral Fee Approval Form and to initiate Splunk’s Referral Fee payment process, MSP Partner must then submit a copy of Referral Fee Approval Form with MSP Partner’s invoice for the amount of the Referral Fee on the Referral Fee Approval Form to Splunk at [email protected].

• If the MSP Partner is not already registered with Splunk as a vendor, MSP Partner must complete and submit a Splunk new vendor form (available upon request), as well as a copy of the MSP’s W-9(Domestic) or W-8BEN(International) US Internal Revenue tax reporting forms.

• MSP Partner must submit the Referral Fee Approval Form together with its corresponding invoice to Splunk within 30 days of its receipt from Splunk of the Referral Fee Approval Form; Splunk will not pay Referral Fees against any MSP Partner invoice delivered outside of this 30 day window and in such event, MSP Partner will be deemed to have forfeited the Referral Fee.

• Splunk will pay the Referral Fee to the MSP Partner within 45 days of Splunk’s timely receipt of the Referral Fee Approval Form and MSP Partner’s corresponding invoice.

• Splunk will make payments of any Referral Fees via the Automated Clearing House (ACH) payment process to US-based MSP Partners and by wire transfer to MSP Partners located outside of the United States.

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