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Global Partner Program Guide, 2012 Global Partner Program Guide, 2012

ENGINE YARD ENGINE YARD

Build Epic AppsThe Engine Yard Global Sales Team

Sincerely,

We appreciate your interest in our program and look forward to a mutually successful business relationship that benefits our customers, your company, and Engine Yard.

This partner program guide is intended to describe the foundation of our program; providing details on the benefits and requirements to participate in the Engine Yard partner program as well as the opportunities that it affords. Should you have any questions, do not hesitate to contact the Engine Yard partner sales team at email alias [email protected].

And, simply, be easy to do business with!

3. Communicate! Open, honest and frequent communication with our partners2. Consistently provide world class support that exceeds expectations1. Deliver service and solutions that accelerate our partners time to market

The Engine Yard Global Partner Program is guided by the following core principles:

On behalf of the entire Engine Yard team, we would like to welcome you to our Global Partner Program. We believe that partners are the key to our success and this program is a symbol of our commitment to you. In delivering world-class platform as a service that provides consistent and predictable manageability for your applications, our goal, simply put, is to help your business thrive.

Dear Engine Yard Partner,

Welcome!Statement of Disclosure

Engine Yard, Inc. (together with its subsidiaries, hereinafter referred to as “Engine Yard”) is providing this Global Partner Program Guide (“Program Guide”) to detail the benefits and requirements of the Engine Yard partner program. Engine Yard does not provide any warranties covering the information herein. Engine Yard may update the Program Guide from time to time at its sole discretion. Any such updated Program Guide shall be posted at the Engine Yard’s partner program portal.

Engine Yard reserves the right to administer the Engine Yard partner program at its sole discretion. The terms and conditions of the relationship between Engine Yard and authorized participants in the partner program are also documented in an agreement separate from the Program Guide. The content of this Program Guide is qualified in its entirety by such agreement.

Associates and Amazon.com.Francisco, California, Engine Yard is backed by Benchmark Capital, New Enterprise leverage its cloud services for a competitive advantage. Headquartered in San

Engine Yard is the leading PaaS, empowering software application innovation more rapidly, easily and cost effectively. With deep technical expertise, powerful infrastructure orchestration, strong support of the open source community, and world-class service, Engine Yard provides a complete commercial-grade solution that enables developers to focus on creating great applications instead of managing their platform. Thousands of customers spread throughout 58 countries, from explosive growth web startups to Fortune 500 enterprises, rely on Engine Yard to

Who we are:

Engine Yard was formed in early 2006 to provide a commercial-grade Platform as a Service (PaaS). At the time, a market for developing web, mobile, and social platform applications was exploding; and Ruby on Rails, a new open source full-stack web application framework for the Ruby programming language, was gaining traction. Engine Yard customers who were using Ruby on Rails (RoR) to develop business critical applications realized that deployment, management and scaling issues were increasingly difficult problems to solve. The volume of traffic generated by a specific application was hard to predict and impossible to plan for, often resulting in outages, poor customer experience and lost time and money. Engine Yard provided an answer: a commercial-grade platform to manage the deployment, management, and scaling of applications so that customers could focus on application development rather than systems administration. Since forming in 2006, Engine Yard has branched out to support PHP through its acquisition of Orchestra.io and is continually adding support for new languages. Along with its commercial success, Engine Yard has stayed true to its open source roots as a major contributor to projects such as JRuby, node.js and RailsInstaller.

Introduction

3. Solutions Provider: Engine Yard has over 300 development shops, design agencies, consultants and systems integrators in this track. The majority of Engine Yard’s revenue comes from the application development projects that these partners deliver. Solutions Providers are extremely important to the success of Engine Yard and we strive to deliver tremendous value to their business. In addition, we work with a growing community of incubators and accelerators who assist partners in this track.

management services would be in this track. partner who provides bare metal hosting, hybrid private and public cloud are Engine Yard’s primary Infrastructure as a Service (IaaS) providers. Any

2. Infrastructure Provider: Amazon AWS and Verizon’s Terremark Worldwide

Options. Services, Application Services, Application Development Services, or Stack

offer solutions such as Management and Monitoring solutions, Database

1. Technology Provider: These partners are typically third party solution providers that either fortify the core value of the Engine Yard platform or enhance development experience on the platform. Technology Providers

Who is an Engine Yard partner? What types of organizations are in the global partner ecosystem? What is the ideal partner profile? The answer to these questions is varied, to say the least. Our partner community consists of development shops, application service providers, database service providers, stack options providers and monitoring services, among others. Over 1000 organizations have worked with Engine Yard in various partner capacities over the last six years and over 300 are actively engaged on a regular basis. In order to best serve and support partners according to their individual needs, the Engine Yard partner program offers three high level categories for the specific functions that a partner serves in the ecosystem. We call these categories “tracks” in the program. The following tracks are the highest-level partner categories:

Partner Profile: Tracks

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(*) All Tracks: the benefit of Premium Support across all tiers does not include proactive support. (*) The Infrastructure Track Standard Tier will be a future addition to the program.(*) The Technology Track Standard Tier will be future additions to the partner program.

Solution Provider / Standard Solution Provider / Select *Solution Provider / Advanced

* Infrastructure Provider / Standard Infrastructure Provider / Select *Infrastructure Provider / Advanced

* Technology Provider / Standard Technology Provider / Select *Technology Provider / Advanced

Track / Tier

tiers per track: available only during a participant’s tier membership. Below is a depiction of the

Partner Profile: Tiers The three partner tracks have three tiers within them: advanced, select and standard. This simple three level tiering allows Engine Yard to properly support all partner types. Each tier offers specific benefits and requirements (see benefits and requirements sections) associated with it, designed to allow every partner in the ecosystem to participate at their desired level of commitment. Advanced is the highest level, with requirements to match and offers tremendous value to the partner who chooses to meet them. Select is the medium tier, offering strong value add with limited requirements. The standard tier is the starting point for most partners. Membership in each tier is for a one-year term once the qualification requirement(s) have been met. For each succeeding year after the initial term, the relevant qualification requirements must be satisfied as a condition to continued membership in the relevant tier. Benefits described in this Program Guide are

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Technology Provider Track

The Technology Provider track is for partners who want to offer their solution in conjunction with the Engine Yard PaaS. These partner solutions may be tightly integrated into our stacks and billing processes or available for download and third party billing.

Advanced Tier Requirements:

In order to be in the Advanced Tier, Technology Providers must meet a minimum revenue requirement. Projects using their solution must total at least $500,000 in annual subscription fees paid to Engine Yard for use of the Engine Yard Platform as a Service within the previous calendar year. Technology Track Advanced tier partners must meet the requirements outlined in the Engine Yard Platform Services Program Agreement (“Platform Services Agreement”) or any requirements outlined in any other relevant Engine Yard agreements.

Advanced Tier Benefits:

Free Partner Support One Partner Support account per partner. For details on the Partner Support plan, please see the Engine Yard Global Alliance or Sales teams. [email protected]

Account Management Alliance and engineering resources dedicated to assisting with engineering roadmap alignment, sales and co-marketing plans, as well as a quarterly business review.

Referral Model Eligibility to jointly define a referral model to co-market to joint customers and share revenue. Model is to be approved by your Engine Yard Account Manager.

Co-Marketing Eligibility to work with your Engine Yard Account Manager to define a co-marketing plan. All plans to be approved by Engine Yard SVP of Alliances.

Lead Sharing Eligibility to share customer lead information. Partner to submit plan to Engine Yard Account Manager. Engine Yard SVP of Alliances must approve all partner lead sharing plans.

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approved by Engine Yard SVP of Alliances.Lead Sharing Eligibility to share customer lead information. Partner to

submit plan to Engine Yard Account Manager. Engine

Technology Provider Track:

Select Tier Requirements:

Technology Provider partners in the Select tier must meet the requirements outlined in the Engine Yard Platform Services Program Agreement (“Platform Services Agreement”) or any requirements outlined in any other relevant Engine Yard agreements. There is no minimum revenue commitment.

Select Tier Benefits:

Web Presence Eligibility to access the Engine Yard content management system and complete a description of the partner’s business. This self service description will be eligible to ‐be published on engineyard.com. All descriptions require the approval of the Engine Yard VP of Marketing before being published.

Account Management Alliance and Engineering resources dedicated to assisting with engineering roadmap alignment, sales and co-marketing plans.




Infrastructure Provider Track:

The Infrastructure Provider track is for Engine Yard partners who deliver Infrastructure as a Service (IaaS).


Partners that have generated more than $1,000,000 in fees, through the use of the Engine Yard Platform as a Service; during the calendar quarter immediately preceding their entry into the program are eligible for the Advanced tier of the Infrastructure Provider track. This requirement is in addition to any requirements outlined in any relevant Engine Yard agreements.


Free Partner Support One Partner Support account per partner offered at no charge. For details of the Partner Support plan, please see Engine Yard sales team, [email protected]

Account Management Alliance and engineering resources dedicated to assisting with engineering roadmap alignment, sales, and co-marketing plans as well as a quarterly business review.




Partner Advisory Board

Eligibility to participate in Engine Yard’s Partner Advisory Board, (PAB). Participation requires approval by Engine Yard’s SVP of Alliances and SVP of Engineering. PAB meets quarterly via phone for a 1 hour review of the program and annually for an in-person meeting.

approved by your Engine Yard Account Manager.Co-Marketing Eligibility to work with your Engine Yard Account

Manager to define a co-marketing plan. All plans to be

Referral Model Eligibility to jointly define a referral model to co-market to joint customers and share revenue. Model is to be

with engineering roadmap alignment, sales and co-marketing plans.

being published.Account Management Alliance and Engineering resources dedicated to assisting

Web Presence Eligibility to access the Engine Yard content management system and complete a description of the partner’s business. This self-service description will be eligible to be published on engineyard.com. All descriptions require the approval of the Engine Yard VP of Marketing before


Infrastructure Provider partners in the Select tier must meet the requirements outlined in any relevant Engine Yard agreements. There is no minimum revenue commitment.


Infrastructure Provider Track:

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Solution Provider Track:

The Solution Provider track is for partners who are users of the Engine Yard Platform as a Service. These partners develop and deploy applications utilizing the services and support offered by the Engine Yard platform.


There is a minimum revenue requirement to be eligible for this tier. Partners with deployments on the Engine Yard platform that, in the aggregate, have averaged $10,000 per month in subscription fees paid to Engine Yard for the calendar year immediately preceding their entry into the program are eligible for this tier. In addition, these partners commit to submitting plans for up to three joint marketing events per calendar year. All joint marketing plans are required to be approved by the Engine Yard account manager before the following calendar year to maintain advanced tier eligibility. These partners also commit to publishing at least one case study per quarter on a project that they have hosted on Engine Yard. Case studies require approval by their Engine Yard account manager and are to be published on engineyard.com or other approved platform.


Free Partner Support One partner support account per partner offered at no charge. For details of the Partner Support plan, please see Engine Yard sales team, [email protected]

2500 Free Development Hours

Free 2500 hours of hosting services on one Engine Yard server instance per partner. See Account Manager for.

Professional Services Discounts

Engine Yard Professional Services are custom engagements. Charges for these services will be provided in an estimate of charges, and Advanced partners are eligible for up to 25% discounts on the entire estimate. The Engine Yard Director of Professional Services must approves all discounts and estimates in his or her sole discretion.

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Solution Provider Track: Advanced Tier Benefits: Continued…

Partner Rewards Advanced partners will accrue marketing development fund credits (MDF credits) on a quarterly basis, which must be applied within the quarter following accrual (Succeeding Quarter), as follows: If an advanced partner account averages monthly subscription fees paid to Engine Yard between $10,000 and $20,000 for a calendar quarter, then they will receive $1,000 in MDF credits for that quarter. Alternatively, if an advanced partner account averages monthly subscription fees paid to Engine Yard exceeding $20,000 for a calendar quarter, then they will receive $5,000 in MDF credits for that quarter. All MDF credits must be used within the succeeding Quarter for a use approved by the Engine Yard Account Manager. The partner is responsible for submitting proposals for use of MDF credits at the Quarterly Business Review. If the MDF proposal is not approved, or the MDF credits are not used for any other reason during the Succeeding Quarter, then the unused MDF credits will expire at the end of such quarter.

Account Management Alliance resources dedicated to assisting with sales, and co-marketing plans as well as a quarterly business review.

Co-Marketing Eligibility to work with your Engine Yard Account Manager to define a co-marketing plan. All plans to be submitted to and approved by Engine Yard Account Manager.

Lead Sharing Eligibility to share customer lead information. Partner to submit plan to Engine Yard Account Manager. Engine Yard SVP of Alliances must approve all partner lead-sharing plans.

Partner Advisory Board

Eligibility to participate in the Engine Yard Partner Advisory Board, (PAB). Participation requires approval by the Engine Yard SVP of Alliances and SVP of Engineering. PAB meets quarterly via phone for a 1-hour review of the program and annually for an in-person meeting.

Web Presence Eligibility to access engine yard’s content management system and complete a description of the partner’s business. This self-service description will be eligible to be published on engineyard.com. All descriptions require the approval of Engine Yard’s VP of Marketing before being published.

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business. This self-service description will be eligible to

Solutions Provider Track: Select Tier Requirements:

There is a minimum revenue requirement to be eligible for this tier. Partners with deployments on the Engine Yard platform that, in the aggregate, have averaged $5,000 per month in subscription fees paid to Engine Yard for the calendar year immediately preceding their entry into the program are eligible for this tier. In addition, these partners commit to submitting plans for at least one joint marketing event per calendar year. All joint marketing plans are required to be approved by the Engine Yard account manager before the following calendar year to maintain advanced tier eligibility. These partners also commit to publishing at least one case study per year on a project that they have hosted on Engine Yard. Case studies require approval by their Engine Yard account manager and are to be published on engineyard.com or other approved platform.



Free 2500 hours of hosting services on one Engine Yard server instance per partner. See Account Manager.


Engine Yard Professional Services are custom engagements. Charges for these services will be provided in an estimate of charges, and Select partners are eligible for up to 10% discounts on the entire estimate. The Engine Yard Director of Professional Services must approve all discounts and estimates in his or her sole discretion.

Partner Rewards Select partners are eligible to accrue marketing development fund credits (MDF credits) on a quarterly basis, which must be applied within the quarter following accrual (Succeeding Quarter), as follows: If a Select partner account averages monthly subscription fees paid to Engine Yard between $10,000 and $20,000 for a calendar quarter, then they will receive $1,000 in MDF credits for that quarter. Alternatively, if a Select partner account averages monthly subscription fees paid to Engine Yard above $20,000 for a calendar quarter, then they will receive $5,000 in MDF credits for that quarter. All MDF credits must be used within the succeeding Quarter for a use approved by the Engine Yard Account Manager. The partner is responsible for submitting proposals for the use of MDF credits at the Quarterly Business Review. If the MDF proposal is not approved or the MDF credits are not used for any other reason during the Succeeding Quarter, then the unused MDF credits will expire at the end of such quarter.


Free 2500 hours of hosting services on one Engine Yard server instance per partner. See Account Manager to access.

Web Presence Eligibility to access the Engine Yard content management system and complete a description of the partner’s

Standard Tier Benefits:

Yard agreement. marketing requirements, other than those imposed by any relevant separate Engine Solution Provider Standard Tier has no minimum revenue requirements, nor

Standard Tier Requirements:

be published on engineyard.com. All descriptions require

submitted to and approved by Engine Yard Account Manager.

Web Presence Eligibility to access the Engine Yard content management system and complete a description of the partner’s business. This self-service description will be eligible to

Review.Co-Marketing Eligibility to work with your Engine Yard Account

Manager to define a co-marketing plan. All plans to be

Account Management Alliance resources dedicated to assisting with sales, and co-marketing plans as well as a Quarterly Business

Select Tier Benefits: Continued…

Solution Provider Track:

Special Program: Incubators

In addition to the three primary Tracks, Engine Yard has specifically tailored the Engine Yard Incubator Program (“Incubator Program”) for organizations that are designed to accelerate the development and success of entrepreneurial companies by providing business support resources and services (“Incubators”). The Incubator Program works with Incubators to deliver Platform as a Service and related benefits described below to the Incubator’s stable of digital startups. Many of these startups choose to develop with Ruby on Rails and are looking to their Incubator for value-add services. By participating in the Incubator program, an Incubator has access to an array of Engine Yard benefits that can be passed on to their most promising startups.


Advanced tier partners in the Incubator program must offer their participating startups an accelerator program that includes (a) an equity component for seed funding, (b) a defined timeline of participation with the Incubator including scheduled milestones, and (c) an expected exit event, such as a demo day.

In addition, advanced tier incubators must meet a minimum revenue requirement. Incubators must have participant startups which, in aggregate, have paid an average of $20,000.00 per month in subscription fees to Engine Yard during the calendar year preceding the Incubator’s entry into the Incubator Program, to be eligible for this tier.


Partner Support Free (1) Partner support account per Incubator offered at no charge. For details of the Partner Support plan, please see Engine Yard sales team, [email protected]

2500 Development Hours (single instance)

A total of 2500 hours of free hosting services on one Engine Yard server instance per Incubator. See Account Manager to access. The Incubator may allocate the total hours among up to (10) participant startups per Incubator.

2500 DevelopmentHours (Basic Cluster)

A total of 2500 hours of free hosting services on a basic cluster (2 server instances and 1 database instance) per Incubator. See Account Manager for access. The Incubator may allocate the total hours among up to (10) participant startups per Incubator. This benefit is available only after the single instance hours have been exhausted by the participant.

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Solutions Provider Track: Select Tier Requirements:

There is a minimum revenue requirement to be eligible for this tier. Partners with deployments on the Engine Yard platform that, in the aggregate, have averaged $5,000 per month in subscription fees paid to Engine Yard for the calendar year immediately preceding their entry into the program are eligible for this tier. In addition, these partners commit to submitting plans for at least one joint marketing event per calendar year. All joint marketing plans are required to be approved by the Engine Yard account manager before the following calendar year to maintain advanced tier eligibility. These partners also commit to publishing at least one case study per year on a project that they have hosted on Engine Yard. Case studies require approval by their Engine Yard account manager and are to be published on engineyard.com or other approved platform.



Free 2500 hours of hosting services on one Engine Yard server instance per partner. See Account Manager.


Engine Yard Professional Services are custom engagements. Charges for these services will be provided in an estimate of charges, and Select partners are eligible for up to 10% discounts on the entire estimate. The Engine Yard Director of Professional Services must approve all discounts and estimates in his or her sole discretion.

Partner Rewards Select partners are eligible to accrue marketing development fund credits (MDF credits) on a quarterly basis, which must be applied within the quarter following accrual (Succeeding Quarter), as follows: If a Select partner account averages monthly subscription fees paid to Engine Yard between $10,000 and $20,000 for a calendar quarter, then they will receive $1,000 in MDF credits for that quarter. Alternatively, if a Select partner account averages monthly subscription fees paid to Engine Yard above $20,000 for a calendar quarter, then they will receive $5,000 in MDF credits for that quarter. All MDF credits must be used within the succeeding Quarter for a use approved by the Engine Yard Account Manager. The partner is responsible for submitting proposals for the use of MDF credits at the Quarterly Business Review. If the MDF proposal is not approved or the MDF credits are not used for any other reason during the Succeeding Quarter, then the unused MDF credits will expire at the end of such quarter.

Email: [email protected]

RelationsMichael Mersch, Sr. Director Channels & Developer

Sincerely,

Step two is to outline your company’s goals. What do you want to achieve this next month, quarter or year? How can we help? We want to work with you to map out a strategy. Let’s define a cadence for working together, meeting biweekly to keep a pulse on project development or pipeline strategy. Are you sponsoring an open source project? How can we leverage our strong brand to help drive support? Would you like to provide a guest blog on engineyard.com, co-sponsor a local meet-up or regional conference? We want to partner with you, in the truest sense of the word, to drive your business forward!

Following the initial kick-off meeting, your Engine Yard Account Manager will walk you through the benefits of the Engine Yard PaaS. The Engine Yard sales team will regularly assist with product descriptions, technical support, pricing support, proposal support for your projects and compliance information. We will deliver instructions for accessing your 2500 free development hours, introduce you to the wide range of support offerings and provide an overview of our Professional Services.

Step one is for a partner to complete the partner program application located at engineyard.com/partners. An account manager will contact you to kick off the Engine Yard onboarding process, scheduling an Engine Yard company overview and introductions to your Engine Yard account management team.

Engine Yard is committed to building strong partnerships that are based on delivering value to customers. Engine Yard sales and alliances teams employ an efficient Partner Onboarding Process (POP) designed to get partners utilizing the program benefits on our platform as quickly as possible.

Becoming an Engine Yard PartnerAdvanced Tier Benefits: Continued…


Engine Yard Professional Services are custom engagements. Charges for these services will be provided in an estimate of charges, and Advanced partners are eligible for up to 25% discounts on the entire estimate. The Engine Yard Director of Professional Services must approve all discounts and estimates in his or her sole discretion.

Web Presence Eligibility to access the Engine Yard content management system and complete a description of the partner’s business. This self-service description will be eligible to be published on engineyard.com. All descriptions require the approval of the Engine Yard VP of Marketing before being published.


There are no requirements for this tier other than those imposed by any relevant separate Engine Yard agreement.



A total of 2500 hours of free hosting services on one Engine Yard server instance per Incubator. See Account Manager to access. The Incubator may allocate the total hours among up to (10) participant startups per Incubator.


Engine Yard Professional Services are custom engagements. Charges for these services will be provided in an estimate of charges, and Select partners are eligible for up to 25% discounts on the entire estimate. The Engine Yard Director of Professional Services must approve all discounts and estimate in his or her sole discretion.

* There is no Standard Tier for the Incubator Program

* To learn more about the Incubator Program, please send an email to [email protected]

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