SonicWall SecureFirst Partner

Program: An Overview
Partner Onboarding
Learning Objectives

• Explore SonicWall’s SecureFirst Partner program:

• Partnering Fundamentals
• Partner Profitability
• Explore SecureFirst Partner Program’s value-based discounting framework
• Examine SecureFirst Partner Tiers:
• Requirements
• Benefits
• Review the benefits of Continuing Education Rewards Program
• Discuss the importance of SecureFirst Partner Program compliance

Confidential and Proprietary. For SonicWall SecureFirst Partners Use Only. Do Not Distribute. © 2022 SonicWall™
Why Partner with SonicWall?

At SonicWall, our mission is Partners and Customers First. We value

the loyal relationships we’ve built with our partners, and we’ve
created the SecureFirst Partner Program to drive profitability and
predictability for our partners worldwide. Because of this, we’ve built
a world class global channel organization that to this day remains
one of the most steadfast in the industry.

— Robert (Bob) VanKirk, SVP and Chief Revenue Officer, SonicWall

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SonicWall Partnering Fundamentals

SecureFirst

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SonicWall Partnering Fundamentals
Sell and
Partner with
Integrity

Ease of Doing SECURITY is

Business our Mission

Partners and
Customers
FIRST

Invest in
Programs, Partner
Tools and Profitability
Resources

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REWARD FOR VALUE
New sales
opportunity

Discounts
and
Rewards
Demonstrating Delivering a
vertical market Proof of
expertise Concept

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Value-Based Discounting Framework

FRONT END REWARD BACK END REWARD INVESTMENT REP INCENTIVE

Program Base Value-add Performance Development Spiffs &

Discount Discount Incentives Funds Promotions

Differentiated by • Registered Deal • Partner sales reps

program level and SE
• Specialization Discount
• Continuing
education rewards

• Driving new sales

opportunities

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Front-End Rewards

FRONT-END REWARD BACK-END REWARD INVESTMENT REP INCENTIVE

% Program Base
Discount
Performance
Incentives
Development
Funds
Spiffs &
Promotions

Differentiated by • Partner sales reps

program level and SE

• Continuing
education rewards

• Driving new sales

opportunities

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Front-End Rewards

FRONT END REWARD BACK END REWARD INVESTMENT REP INCENTIVE

% Program Base
Discount % Value-add
Discounts
Performance
Incentives
Development
Funds
Spiffs &
Promotions

Differentiated by • Registered Deal • Partner sales reps

program level and SE
• Specialization Discount
• Continuing
education rewards

• Driving new sales

opportunities

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Back-End Rewards

FRONT END REWARD BACK END REWARD INVESTMENT REP INCENTIVE

% Program Base
Discount % Value-add
Discount $ Performance
Incentives
Development
Funds
Spiffs &
Promotions

Differentiated by • Registered Deal Reward for consistent • Partner sales reps

program level sales target and SE
• Specialization Discount
achievements or
accelerated business • Continuing
growth education rewards
• Driving new sales
opportunities

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Investment Strategy

FRONT END REWARD BACK END REWARD INVESTMENT REP INCENTIVE

% Program Base
Discount % Value-add
Discount $ Performance
Incentives $ Marketing
Development
Spiffs &
Promotions
Funds

Differentiated by • Registered Deal Reward for consistent Proposal-based • Partner sales reps
program level sales target MDF funding and SE
• Specialization Discount
achievement or
accelerated business • Continuing
growth education rewards

• Driving new sales

opportunities

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Incentives

FRONT END REWARD BACK END REWARD INVESTMENT REP INCENTIVE

% Program Base
Discount % Value-add
Discount $ Performance
Incentives $ Development
Funds $ Spiffs &
Promotions

Differentiated by • Registered Deal Reward for consistent Proposal-based • Partner sales reps
program level sales target MDF funding and SE
• Specialization Discount
achievement or
accelerated business • Continuing
growth education rewards

• Driving new sales

opportunities

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SecureFirst Program Tiers

Registered Silver Gold Platinum

Entry level tier for An invitation-only tier An invitation-only tier An invitation-

new partners joining for our committed for our committed only tier for our
partners who have partners who have committed partners
SecureFirst
historically achieved historically achieved who have historically
SonicWall sales SonicWall sales achieved SonicWall
of over *$50,000 of over *$200,000 sales of over
per year per year *$500,000 per year

*amount varies by region

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SecureFirst Program Tier Requirements
REQUIREMENTS REGISTERED SILVER GOLD PLATINUM
Acceptance of SecureFirst Terms & Conditions    
By Invitation Only -   
Annual Revenue Commitment – NOAM* - $50,000 $200,000 $500,000
Annual Revenue Commitment – EMEA* - $50,000 $150,000 $300,000
Annual Revenue Commitment – APJ** - $50,000 $150,000 $300,000
Annual Revenue Commitment – APJ**(China/SEA) - $85,000 $250,000 $500,000

Annual Revenue Commitment – LATAM* - $50,000 $200,000 N/A

Technical Certifications - 1 SNSA or Industry or 2 SonicWall Certifications of 2 SNSP

Competitive Certification either SNSA or SNSP
Continuing Education Achievements (Partner account - Total CE 50 Points Total CE 300 Points Total 500 CE Points
total CE point attainment)
Lead Generation Campaigns - – 1 per quarter 1 per quarter
NFR (Not-for-Resale) equipment - -
Purchase 1 in a 24-month period
  
Executive Business Planning - Annual Bi-Annual Bi-Annual
*The annual revenue thresholds are calculated based on the sum of the last four quarters, with each quarter contributing to the total AND in USD based on MSRP (the manufacturer’s suggested retail price).
The annual revenue thresholds are calculated based on the sum of the last four quarters, with each quarter contributing to the total AND in USD based on NetPOS.
See Terms & Conditions at sonicwall.com/partners for full requirements list.

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SecureFirst Program Tier Requirements
REQUIREMENTS REGISTERED SILVER GOLD PLATINUM
Acceptance of SecureFirst Terms & Conditions    
By Invitation Only -   
Annual Revenue Commitment – NOAM* - $50,000 $200,000 $500,000
Annual Revenue Commitment – EMEA* - $50,000 $150,000 $300,000
Annual Revenue Commitment – APJ** - $50,000 $150,000 $300,000
Annual Revenue Commitment – APJ**(China/SEA) - $85,000 $250,000 $500,000

Annual Revenue Commitment – LATAM* - $50,000 $200,000 N/A

Technical Certifications - 1 SNSA or Industry or 2 SonicWall Certifications of 2 SNSP

Competitive Certification either SNSA or SNSP
Continuing Education Achievements (Partner account - Total CE 50 Points Total CE 300 Points Total 500 CE Points
total CE point attainment)
Lead Generation Campaigns - – 1 per quarter 1 per quarter
NFR (Not-for-Resale) equipment - -
Purchase 1 in a 24-month period
  
Executive Business Planning - Annual Bi-Annual Bi-Annual
*The annual revenue thresholds are calculated based on the sum of the last four quarters, with each quarter contributing to the total AND in USD based on MSRP (the manufacturer’s suggested retail price).
The annual revenue thresholds are calculated based on the sum of the last four quarters, with each quarter contributing to the total AND in USD based on NetPOS.
See Terms & Conditions at sonicwall.com/partners for full requirements list.

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SecureFirst Program Tier Benefits

BENEFITS REGISTERED SILVER GOLD PLATINUM

Suggested Base Discount Discount based on region Discount based on region Discount based on region Discount based on region

Deal Registration Discount based on region Discount based on region Discount based on region Discount based on region

Specialization Discount (for

– Available in select regions Available in select regions Available in select regions
qualifying SKUs)
Backend Rebates (Based
–   
on deal value)
MDF Access – Proposal based Proposal based Proposal based
NFR Discount
   

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SecureFirst Program Benefits

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SecureFirst Deal Registration

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SecureFirst Deal Registration

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Specialization Discount

Specialization
Discount on qualifying
skus

+
Specialization
Discount on Deal Registration
qualifying Discount
SKUs

+ +
Platinum & Platinum &
Gold Gold

Silver Silver

SecureFirst SecureFirst
Suggested Base Suggested Base
Discount Discount

Standard Opportunity Registered Deal with

with Specialization Specialization

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Specialization Discount

Specialization
Discount on qualifying
SKUs

+
Specialization
Discount on Deal Registration
qualifying Discount
SKUs

+ +
Platinum & Platinum &
Gold Gold

Silver Silver

SecureFirst SecureFirst
Suggested Base Suggested Base
Discount Discount

Standard Opportunity Deal Registration

with Specialization with Specialization

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Specialization Discount

Specialization
Discount on qualifying
SKUs

+
Specialization
Discount on Deal Registration
qualifying Discount
SKUs

+ +
Platinum & Platinum &
Gold Gold

Silver Silver

SecureFirst SecureFirst
Suggested Base Suggested Base
Discount Discount

Standard Opportunity Deal Registration

with Specialization with Specialization

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 SecureFirst Rebate

PARTNER LEVEL REGISTERED SILVER GOLD PLATINUM

Annual Commitment $0 Amount based on region Amount based on region Amount based on region

Backend Rebate None 3% 4% 5%

Quarterly Minimum Revenue

None Amount based on region Amount based on region Amount based on region
Achievement

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 SecureFirst Rebate

PARTNER LEVEL REGISTERED SILVER GOLD PLATINUM

Annual Commitment $0 Amount based on region Amount based on region Amount based on region

Backend Rebate None 3% 4% 5%

Quarterly Minimum Revenue

None Amount based on region Amount based on region Amount based on region
Achievement

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SonicWall Not-For-Resale (NFR) Program

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SecureFirst Managed Security Services Program (MSSP)

MSSP Protect MSSP Powered MSSP Powered +

Tiered Benefits
Volume pricing (monthly and annual pricing models) Tier 3 discounts, varies by product Tier 2 discounts, varies by product Tier 1 discounts, varies by product
Assigned MSSP Specialist and Sales
SonicWall partner staffing support Assigned CAM and Sales Engineer Assigned CAM and Sales Engineer Engineer and access to Solution
Architect
Unlimited access to online Knowledge Base and Support tools; engage SonicWall through web, email and phone; unlimited
Technical support access & collaboration
access to Standard Support
Can purchase Premier Support support
Premier Support included (10 instances)
for 5 or 10 call instance specially priced Premier Support included (10 instances)
Premier Support for 24x5 coverage plus access to an
packages ($4500 USD - 5 call & $8500 for 24x5 coverage
assigned Service Acct. Mgr. (SAM)
USD - 10 call )for 24x5 coverage
Access to MDF (%of purchase price) Proposal based Proposal based 5% accrued

Common Benefits
Pricing models Flexible pricing models to facilitate customer choice (annual commit, monthly subscription, pre-paid credits)

MSSP revenue Counts toward SecureFirst overall program tiering & incentive eligibility
Ability to register deals only on MSSP SKUs (min. deal size $2500 USD - ACV) endpoint/license for co-selling support and best-
Deal registration
price protection (no incremental discount)
Access to beta programs All levels, based on beta program requirements

Training (self-paced) curriculum & assessments Unique content for the MSSP business model, delivered through SonicWall University

Automated billing & license management tools MySonicWall, includes online tutorial specifically for MSSP partners

MSSP branding & visibility Exclusive SonicWall MSSP logos and feature on Partner Finder

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SecureFirst Managed Security Services Program (MSSP)

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SecureFirst Managed Security Services Program (MSSP)

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Security-as-a-Service

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Security-as-a-Service

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SonicWall Marketing
Marketing SupportSupport

• SonicWall SecureFirst Partner Portal

• Marketing Resources
• Marketing Development Fund Program

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SonicWall Marketing
Marketing SupportSupport
SonicWall SecureFirst Partner Portal

• SonicWall SecureFirst
SonicWall Partner
Marketing Portal
Resources
• Marketing Resources
• Marketing Development Fund Program

Marketing Development Fund Program

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Continuing Education

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SonicWall Boundless Cybersecurity

SONICWALL BOUNDLESS CYBERSECURITY

Network Security Secure Access Simplified Advanced Threat Secure

Service Edge Management Protection SD-Wan

Wireless Secure Remote SaaS Endpoint Email

Security Access Security Protection Protection

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Continuing Education Rewards Program

MACH 1 - 150 points

• SonicWall University certificate
• Email badge artwork
• Quarterly drawing for prizes
MACH 1

MACH 2 - 300 points

• SonicWall University certificate
• Email badge artwork
• Quarterly drawing for prizes
MACH 2 • Free SMAA eLearning course & exam

HYPERSONIC - 500 points

• SonicWall University certificate
• Email badge artwork
• Quarterly drawing for prizes
• Free SNSA 6.5 bridge course & exam
HYPERSONIC
• Chance to win the SNSA for SonicOS7 ILT course

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Continuing Education Rewards Program

MACH 1 - 150 points

• SonicWall University certificate
• Email badge artwork
• Quarterly drawing for prizes
MACH 1

MACH 2 - 300 points

• SonicWall University certificate
• Email badge artwork
• Quarterly drawing for prizes
MACH 2 • Free SMAA eLearning course & exam

HYPERSONIC - 500 points

• SonicWall University certificate
• Email badge artwork
• Quarterly drawing for prizes
• Free SNSA 6.5 bridge course & exam
HYPERSONIC
• Chance to win the SNSA for SonicOS7 ILT course

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Summary
Takeaways
• SonicWall’s primary charter is to put its partners and customers first.

• SonicWall SecureFirst Partner Program offers Front-End and Back-End rewards for partners

• The SonicWall SecureFirst Partner Program offers four partner tiers: Registered, Silver, Gold, and Platinum
• The Continuing Education Rewards Program incentivizes SonicWall partners to expand their knowledge of
SonicWall’s solutions
• Every fiscal year, the SonicWall SecureFirst Partner Program undergoes a Partner Tier audit

Confidential and Proprietary. For Partner Use Only. Do Not Distribute. © 2020 SonicWall™ 45
THANK YOU

46
www.sonicwall.com

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