1 Partner Sales Incentive Skybox and Westcon Partners 2014 Be EXTRA Rewarded! Earn 5% NET REVENUE ON...

1 www.skyboxsecurity.com

Partner Sales IncentiveSkybox and Westcon Partners 2014

Be EXTRA Rewarded! Earn 5% NET REVENUE ON ALL Vulnerability

CONTROL DEALS THROUGHOUT 2014! How would you like to earn thousand more per deal?

We're excited to offer the following ENHANCED partner incentive program to motivate, recognize and

reward your sales efforts!

How to Earn $1,000’s of Rebate Dollars:For every qualified appointment converted to a registered FA, NA or RC opportunity with Skybox Security between NOW and December 31st , 2014:

• Each Skybox Reseller Account Manager or SE receives a Deal registration acceptance entitling them to a possible rebate of up to 5% on every Skybox Security sale .

For every registered and approved opportunity that CLOSES by December 31st, 2014: • 5% total of net revenue received by Skybox (closed business)

that’s over $50k total deal size) will be paid for all deals that include our Vulnerability Control module. directly to the Reseller partner that registered the deal.

• The 5% NET rebate to the Reseller partner can be used on any activity the partner wishes and is not restricted by Skybox .

OR

• 1% total of net revenue received by Skybox (closed business) will be paid on all deals without Vulnerability Control module included in the sale which includes FA, NA, CM modules,

• The 1% NET rebate to the Reseller partner can be used on any activity the partner wishes and is not restricted by Skybox .

Average value deals on Vulnerability Control

between $175k and $250k with minimum $2,500 USD

rebate for sales staff!1

2

Additional Qualifications: • All deals with Vulnerability

Control must include at least $50k of Skybox Vulnerability Control product.

• Original deal registration from the Channel must include Vulnerability Control for all 5% payouts.

• All deals must be exclusively Skybox with NEW Skybox customers only

http://lp.skyboxsecurity.com/Partner_Registration.html


Copyright © 2011 Skybox Security, Inc. All rights reserved. Skybox and Skybox View are trademarks of Skybox Security, Inc. All other registered or unregistered trademarks are the sole property of their respective owners.

Headquarters Office Skybox Security, Inc.2099 Gateway Place, Suite 450San Jose, California 95110 USA

European Office UK, Central Europe, France & BelgiumSkybox Security UK Ltd55 Old Broad StreetLondon EC2M 1RX

Research and Development OfficeSkybox Security Ltd.60 Medinat Hayehudim St.Herzliya 46140 Israel

Skybox View Platform Suite

Take advantage of Skybox Security for Next-Generation Firewalls•Complete support for PAN next-generation access and rule compliance at the user and application level• Full next-gent, on-demand policy compliance audits (PCI-DSS, NIST, Best Practices)• Complete change tracking with application and user shadowed & redundant rule analysis • Comprehensive network modeling and access path analysis with patent-pending Access Analyzer to troubleshoot application and user

connectivity issues--in seconds• Automated network-wide assessments of both stateful and next-gen security gaps with suggested remediation options • Integrated platform configuration checks for Palo Alto Networks and other network devices and new integration with the Panorama

Management Platform

Leverage Vulnerability Control• New vulnerability discovery without needing an active scan! • Identifies vulnerabilities on assets based on version/patch information-no active scan • Removes risk of network disruption or access issues• Prioritizes vulnerabilities in the context of the network architecture• Enables daily continuous, non-disruptive coverage—minimizing the attack surface

Skybox View Enterprise Suite of SolutionsThe Skybox View Enterprise Suite is a set of tools that give IT security and operations managers a better view of their network, so they can find and address network security, compliance, and availability risks – within minutes. Each of these tools is built on the Skybox View Platform, providing a common platform for data collection, modeling & simulation, and reporting.

Skybox® Firewall AssuranceFirewall Assurance allows IT operations or security managers to assess their firewall compliance status in a fraction of the time of manual audits. It automates steps in the compliance process, predicts the impact of planned network changes, and helps the IT team avoid misconfigurations that could result in security or compliance exposures.

Skybox® Network AssuranceNetwork Assurance creates a model of the network topology and analyzes the interactions between all network devices (routers, firewalls, load balancers, etc.). It enables an accurate balancing between the security and availability requirements of the network, and quickly find root causes of actual or potential network outages.

Skybox® Vulnerability ControlVulnerability Control automatically discovers, collects and correlates vulnerability scan data with information about network topology, device settings, asset values and known threats. With Vulnerability Control network security teams can avoid manual risk analysis, eliminate unnecessary patching, simulate responses to cyber attacks, and respond quickly to new cyber threats.

Offer Skybox Security solutions to your customersand quickly boost your bottom line!

John QuinnSales Director EMEA Channels

Skybox Security Inc. [email protected]

+44 207 096 0157

Gina OsmondWorldwide Channel Marketing

Skybox Security, Inc.gina. [email protected]

408-333-9623

http://[email protected]/

http://[email protected]/






• Deal Registration guidelines for channel partners

• General Process for Deal Registration.• The Deal Registration page may or may not be connected with the payment of incentives. Skybox has made available two registration

pages which offer two different options for partners in EMEA. • One page offers no incentive program for partners who are unable to accept rebates for opportunities but would like to ring-fence

their extra 15% discount on a valid and live opportunity (A). The other page offers rebates payments for the registered opportunities to the Reseller partners @ between 1% and 5% depending on technology and minimum deal amount.

• Deals that should be registered but cannot attract a Rebate payment to the Reseller should register here - http://lp.skyboxsecurity.com/PartnerRegistrationNOINCENTIVE_Partner_Registration.html

• Deals with Resellers who are allowed to accept rebate payments by the Reseller partners should go to this URL - http://lp.skyboxsecurity.com/Partner_Registration.html

• All deals MUST however be authorised by the Regional Sales Directors and be reported back to the Partners sales Account Manager or SE within 48 hours of registration on our website. If the RSD wishes the Channel Director to do this (on occasion this happens) the Channel Director has to agree this with the RSD on an “Accept, Reject or Undetermined” basis following discussion with the Reseller partner who has registered the opportunity.

• The registering partner will receive immediate notification in an email format that we have received the registration and that it is being considered (below information).

• • “Thank you! “• Thank you for registering an opportunity with Skybox Security. This opportunity is pending per final review and approval by Skybox

Security. Someone will contact you within 48 hours to discuss availability. If you have any questions please contact us - [email protected]

• The Skybox Security Team

• Conditions to Register:

• Deal must be opportunity (not account) based• Six (6) month registration with option to renew – must be approved by Regional Channel Director and Regional Sales Director to avoid

any possible channel conflict.• The Deal Registration page must not be confused with the Rebate Incentive Registration page. Any Rebate Incentive registration must

be registered on the (B) URL page to avoid any confusion. Registering for the rebate incentive payment and ring- fencing the additional 15% discount can be done at the same time on the URL page as long as the partner is allowed to accept a rebate from Skybox through the two tier Distribution model. Partners who cannot accept rebate payments need to register their Deal Registrations on URL (A). There will be no incentive payment only the ring-fencing of 15% additional discount should the partner be qualified as a Skybox partner to receive it.

• Registrations will be actioned by Skybox and communicated back to the partner (Distributor or Reseller directly) within 48 hours of registration.

• Opportunities must be qualified by the RSD (Regional Sales Director) prior to being accepted either on the phone or face to face with the prospect and partner.

• The opportunity incentive plan will run until 31st December 2014 and attract a rebate system of between 1% and 5% depending on product sold (Details on Page 1). Risk Control attracts a 5% net rebate to the partner if closed by December 31st 2014. All other products attract a 1% net rebate to the partner which is in excess of their additional 15% further registration discount if accepted by the deal registration process.

http://lp.skyboxsecurity.com/PartnerRegistrationNOINCENTIVE_Partner_Registration.html

http://lp.skyboxsecurity.com/PartnerRegistrationNOINCENTIVE_Partner_Registration.html








Process and conditions for Incentive Registration and Payments:

• All payments going through Distribution for Opportunity Conversion will be managed and administered through the Distributor as no payment will be made directly to the reseller by Skybox unless agreed otherwise by Skybox Security. Payment process for any opportunity registration must first be accepted by Skybox Regional Sales Director and once authorized will be confirmed to the Reseller partner by email from Skybox Marketing.

Criteria for acceptance · • The Deal must be at least 40% Probability of closing the opportunity within the incentive

plan time frame (31st December 2014 for registration and 31st December 2014 for closing the opportunity). This is defined as follows – The partner must validate that their customers intention is to make an investment for a known scope, time frame, and budget for at least one of Skybox Software Modules by the end of December 2014. All Opportunities must be either qualified verbally with the end user prospect and/or visited by the Skybox Regional Sales Director in order to qualify for payment.

• The Prospect must have had an overview (and possibly demo) of Skybox by the RSD or Skybox Channel Director or SE and has a valid interest in purchasing Skybox as a solution.

• Prospect must have undergone a scoping exercise to determine pricing as a minimum on the phone with RSD.

• Prospect has confirmed that they will place an order within 6 months of registration or before December 31st 2014 close date of incentive in line with the registration incentive plan.

• Prospect has confirmed the following key use cases e.g. Automated FW auditing, Change Assessment, Vulnerability prioritisation or Risk Modelling as a business driver.

Conditions to Cancel:• If Requested by customer directly to Skybox or through Channel partners.• No activity within 60 days during 180 Day acceptance period.• Reseller introduces competition.• Skybox Security reserves the right to cancel any Deal Registration or Incentive Registration

without payment at any time throughout the process.

1 Partner Sales Incentive Skybox and Westcon Partners 2014 Be EXTRA Rewarded! Earn 5% NET REVENUE ON...

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