Citrix Ultimate Rewards FAQ

Citrix Ultimate Rewards FAQs Citrix Ultimate Rewards FAQ Table f Cntents Overview... 4 Q. What are Citrix Ultimate Rewards?... 4 Q. What partner types can receive Citrix Ultimate Rewards?... 4 Q. Must a Partner apply fr Citrix Ultimate Rewards?... 4 Q. Must an rder be placed thrugh an authrized Citrix Distributr t qualify fr Citrix Ultimate Rewards?... 4 Q. Must a Partner submit a different Incentive Registratin fr each incentive in the Citrix Ultimate Rewards Prgram ( Rewards Prgram )?... 5 Q. Can different Partners be validated fr different Rewards fr the same pprtunity?... 5 Q. Must a Partner select incentive prgram(s) when submitting an Incentive Registratin?... 5 Q. What are the Incentive Registratin status types?... 5 Q. Can a Partner extend an Incentive Registratin?... 6 Q. When des an Incentive Registratin expire?... 6 Q. Can a Partner resubmit an expired Incentive Registratin?... 6 Q. Hw are multi-year clud subscriptin rders treated?... 7 Q. Can Sales extend an expired Incentive Registratin?... Errr! Bkmark nt defined. Q. Are all Incentive Registratins sent t Sales fr review after submissin by a Partner?... Errr! Bkmark nt defined. Q. Must Sales cnvert a lead r link an pprtunity when validating an Incentive Registratin?... Errr! Bkmark nt defined. Q. Shuld Sales d anything t an active Incentive Registratin when changing the status f its linked pprtunity?... Errr! Bkmark nt defined. Spark... 7 Q. What is Spark?... 7 Q. Des Spark have any certificatin requirements?... 7 Q. Hw des Citrix determine whether t validate a submitted Incentive Registratin fr Spark?... 7 Q. Hw much f an upfrnt discunt is available frm Spark?... 7

2 Q. Hw is Spark paid?... 7 Drive... 8 Q. What is Drive?... 8 Q. Des Drive have any certificatin requirements?... 8 Q. Hw des Citrix determine whether t Validate a submitted Incentive Registratin fr Drive?... 8 Q. Hw much f an upfrnt discunt is available frm Drive?... 8 Q. Hw is Drive paid?... 8 Accelerate... 9 Q. What is Accelerate?... 9 Q. Will a Partner qualify fr the Q2 Prduct Sales Grwth rebate if it des nt achieve its Q2 partner prgram prduct sales requirement but exceeded the Q1 requirement and is year t date at the end f Q2?... 9 Q. Hw will a Partner knw hw a quarterly Accelerate rebate was determined and what it includes? 9 Q. What Partner types are eligible fr Accelerate s Nn-Fulfilling Drive Rebate?... 9 Q. Des a Partner need t submit an Incentive Registratin t receive the Accelerate Nn-Fulfilling Drive Rebate?... 10 Q. Hw much is Accelerate s Nn-Fulfilling Drive Rebate?... 10 Q. What Partner types are eligible fr Accelerate s New Clud Subscriptin Sales Rebate?... 10 Q. What prducts are eligible fr Accelerate s New Clud Subscriptin Sales Rebate?... 10 Q. D new clud subscriptins sld t a custmer with an already existing clud subscriptins cunt tward Accelerate s New Clud Subscriptin Sales Rebate?... 10 Q. Des a sale that extends an existing custmer s clud subscriptins beynd their current term withut increasing the number f subscriptins cunt tward Accelerate s New Clud Subscriptin Sales Rebate?... 10 Q. Des a Partner need t submit an Incentive Registratin t receive Accelerate s New Clud Subscriptin Sales Rebate?... 11 Q. Hw much is Accelerate s New Clud Subscriptin Sales Rebate?... 11 Q. What Partner types are eligible fr the Accelerate Prduct Sales Grwth Rebate?... 11 Q. Must a Partner submit an Incentive Registratin t receive Accelerate s Prduct Sales Grwth Rebate?... 11 Q. Hw much is Accelerate s Prduct Sales Grwth Rebate?... 11 Q. Hw is Accelerate calculated and paid?... 11 Frmer Incentives (CAR, Opp Reg and NNPS)... 12 Q. Hw will Citrix treat previusly validated Incentive Registratins fr CAR, Opp Reg r NNPS?... 12 2

3 Q. What shuld Sales d abut legacy Incentive Registratins that are In-Review n February 8, 2018?... Errr! Bkmark nt defined. Q. Can a Partner still submit Incentive Registratins fr CAR, Opp Reg r NNPS?... 13 Q. When will Incentive Registratins fr CAR, Opp Reg r NNPS expire?... 13 Q. Can a Partner extend Incentive Registratins fr CAR, Opp Reg r NNPS?... 13 Q. What shuld a Partner with a Validated Incentive Registratin fr CAR, Opp Reg r NNPS d?... 13 Q. Shuld a Partner with a Validated Incentive Registratin fr CAR, Opp Reg r NNPS use that Incentive ID r submit a new Incentive Registratin fr the Rewards Prgram (Spark, Drive r Accelerate)?... 14 Q. Can a Partner submit an rder with 2 Incentive IDs ne fr legacy incentive prgrams (CAR, Opp Reg r NNPS) and ne fr the Rewards Prgram (Spark, Drive r Accelerate)?... 14 3

4 Overview Citrix Ultimate Rewards simplifies partner incentives. It rewards partners fr identifying and clsing pprtunities acrss all markets, and supprts enhanced prfitability fr partners that transitin t clud services delivery. This FAQ is intended t further explain the Citrix Ultimate Rewards Prgram ( Rewards Prgram ) as set frth in the Citrix Ultimate Rewards Guide ( Rewards Guide ). The incentives set frth under the Rewards Prgram (as further described in the Rewards Guide and this dcument) may nt apply t rders subject t a Citrix sales exceptin. Q. What are Citrix Ultimate Rewards? Citrix Ultimate Rewards ( Rewards ) are incentives available t Citrix Partners wh meet the prgram requirements and fllw the published prcedures t apply fr and receive the rewards. Citrix Ultimate Rewards cnsist f tw suggested upfrnt discunts (Spark and Drive) and ne back-end rebate (Accelerate). Q. What partner types can receive Citrix Ultimate Rewards? All Citrix Slutin Advisrs ( CSAs ), Large Accunt Resellers ( LARs ), Systems Integratrs ( SIs ), and Independent Sftware Vendrs ( ISVs ), all f which are referred t as ( Partners ) are eligible t participate in the Rewards Prgram. Partner rders must be placed thrugh an authrized Citrix distributr ( Distributr ) t qualify fr Spark, Drive and Accelerate, except fr ELA-7 rders, which qualify fr either Drive r the Accelerate Nn-Fulfilling Drive rebate. a. CSAs and LARs are eligible t participate in all three incentive prgrams, except as set frth herein. Only CSA Gld Partners with at least ne cre Specializatin and Platinum Partners are eligible fr Accelerate s New Clud Subscriptin Sales incentive and Prduct Sales Grwth incentive. Fr the Prduct Sales Grwth incentive, a Partner qualifies fr the rebate fr each quarter fr which the Partner has achieved 25% f their annual prgram member prduct bkings requirement and has grwn their quarterly prduct sales by at least 15% ver the previus year. b. SIs and ISVs are eligible t participate in the Spark, Drive and Accelerate s Nn-Fulfilling Drive incentive prgrams, but are nt eligible t participate in the Accelerate New Clud Sales r Prduct Sales Grwth incentive prgrams. Q. Must a Partner apply fr Citrix Ultimate Rewards? Yes. A Partner must apply fr Citrix Ultimate Rewards by submitting an Incentive Registratin using the Leads and Rewards tl n Partner Central. Q. Must an rder be placed thrugh an authrized Citrix Distributr t qualify fr Citrix Ultimate Rewards? An rder must be placed thrugh an authrized Citrix Distributr t qualify fr Citrix Ultimate Rewards, except fr ELA 7 rders placed by the Partner, which are nly eligible fr Drive and the Accelerate Nn- Fulfilling Drive rebate. Partner rders fr internal use, hsting r utsurcing d nt qualify fr Citrix Ultimate Rewards. 4

5 Q. Must a Partner submit a different Incentive Registratin fr each incentive in the Citrix Ultimate Rewards Prgram ( Rewards Prgram )? N. A Partner des nt have t submit a different Incentive Registratin fr each incentive in the Rewards Prgram. Any Incentive Registratin submitted will be cnsidered fr all active Rewards Prgram incentives at the time f submissin. Q. Can different Partners be validated fr different Rewards fr the same pprtunity? Yes. If multiple Partners submit Incentive Registratins fr the same pprtunity, ne Partner can be validated fr Spark and a different Partner can be validated fr Drive. Q. Must a Partner select incentive prgram(s) when submitting an Incentive Registratin? N. A Partner des nt have t select any incentive prgrams when submitting an Incentive Registratin. Any Incentive Registratin submitted will be cnsidered fr all active Reward Prgram incentives at the time f submissin. Q. What are the Incentive Registratin status types? Citrix Ultimate Rewards Incentive Registratins may have any f the fllwing status types: Draft The Incentive Registratin is partially r fully cmpleted but has nt yet been submitted t Citrix. A Partner may add r edit infrmatin and must cmplete and submit the Incentive Registratin using the Leads and Rewards tl fr Citrix t cnsider it fr validatin r rejectin. In-Review Citrix received the Incentive Registratin submissin and is reviewing it t determine whether t validate r reject the submissin. If required, Citrix will cntact the Partner fr additinal infrmatin. The Partner will receive an email nce a determinatin has been made. Validated Citrix accepted the Incentive Registratin and determined that the Partner is eligible fr ne r mre Rewards. Nte that an Incentive Registratin with a Validated status has been Validated fr at least ne incentive prgram and may have als been Rejected fr sme incentive prgram(s). The Partner will receive an email stating the Incentive Registratin is Validated and prviding details abut each Partner incentive prgram. Rejected Citrix determined that the Partner is nt eligible fr any Partner incentive prgram and therefre, rejected the submissin. There are several reasns why an Incentive Registratin might have a status f Rejected: The Partner is nt certified in an eligible prduct line Anther Partner already hlds a valid Incentive Registratin fr the same custmer pprtunity. The Partner did nt prvide the infrmatin requested. The Partner is nt in cmpliance with the rules as set frth in its crrespnding Prgram Guide. The Partner n lnger meets the eligibility criteria utlined in the Rewards Guide. 5

6 The Partner failed t respnd within five (5) business days t all requests fr infrmatin n the pprtunity. Expiring The valid Incentive Registratin is within thirty (30) days f expiring. The Partner must submit an rder with the Incentive ID befre the Incentive Registratin expires t be eligible fr the suggested incentive discunt(s) and/r rebate fr which the registratin was Validated. If needed, the Partner can extend an expiring Incentive Registratin fr anther ninety (90) days while the Incentive Registratin s status is Expiring.) Only tw extensins are allwed, fr a ttal f 270 days. Expired The Incentive Registratin is n lnger active and cannt be applied t an rder. If the pprtunity is still active, the Partner must create and submit a new Incentive Registratin t qualify fr a Reward. An Incentive Registratin can expire fr any f the fllwing reasns: The Incentive Registratin reached its expiratin date befre an rder was submitted t Citrix. The Incentive Registratin reached its expiratin date befre the Partner submitted an extensin. The Partner has already submitted the number f allwable extensins. Prcessed Citrix received an rder frm a Distributr (r Partner as allwed under the Partner Agreement) with the Incentive Registratin s Incentive ID and granted a suggested upfrnt discunt t the rder based n the Validated Partner incentives prgrams that apply t the Incentive Registratin. Fr rders placed with a Distributr, the discunt may be passed n t the Partner slely at the Distributr s discretin. Partner Clsed The Partner has determined that the pprtunity assciated with this Incentive Registratin is n lnger active and des nt want it t cntinue t appear n its list f Incentive Registratins. Q. Can a Partner extend an Incentive Registratin? Yes. A Partner can extend an Incentive Registratin twice while its status is Expiring by using the Leads and Rewards tl t resubmit it. Any Incentive Registratin that has already been extended twice cannt be resubmitted by a Partner and will expire at the end f the thirty (30) day Expiring perid. If the sales pprtunity is still live, the Partner shuld speak t Citrix Sales abut extending the Incentive Registratin r may create and submit a new Incentive Registratin t be cnsidered fr the Rewards Prgram. See Hw t Resubmit an Expiring Incentive Registratin n Partner Central fr mre infrmatin. Q. When des an Incentive Registratin expire? An Incentive Registratin expires ninety (90) days after being submitted. Q. Can a Partner resubmit an expired Incentive Registratin? A Partner cannt resubmit an expired Incentive Registratin. If the sales pprtunity is still live, the Partner shuld speak t Citrix Sales abut extending the Incentive Registratin r may create and submit a new Incentive Registratin t be cnsidered fr the Rewards Prgram. 6

7 Q. Hw are multi-year clud subscriptin rders treated? Multi-year clud subscriptin rders are cunted in the quarter during which they are inviced and are prrated if billed fr less than the ttal amunt. Spark Q. What is Spark? Spark rewards Partners fr identifying and develping new custmer sales pprtunities that are nt part f Citrix s existing sales pipeline. Partners wh fcus n custmers r gegraphical areas that Citrix Sales des nt cver directly and bring new business pprtunities t Citrix will benefit the mst frm Spark. Wrking within the Spark guidelines incents Partners wh cmplement and augment Citrix s sales and marketing activities. Spark mst clsely fllws Citrix s previus Net New Partner Surced prgram. Q. Des Spark have any certificatin requirements? Partners in the Americas (Nrth America, Central America and Suth America and the Caribbean) and in Eurpe, Middle East and Africa ( EMEA ) must be Sales Certified n prducts identified within the Incentive Registratin when submitting the Incentive Registratin t qualify fr Spark. Q. Hw des Citrix determine whether t validate a submitted Incentive Registratin fr Spark? A submitted Incentive Registratin will be validated fr Spark if the custmer pprtunity is nt already in Citrix s pipeline. If either anther Partner r a Citrix salespersn is already wrking n the pprtunity, the Incentive Registratin will be rejected fr Spark and the rejectin ntice sent t the Partner will specify the rejectin reasn. Q. Hw much f an upfrnt discunt is available frm Spark? The Spark suggested upfrnt discunt is 16% fr new subscriptins fr clud incentive eligible prducts and 8% fr standard incentive eligible prducts n rders that include a Registratin ID fr an Incentive Registratin that is Validated fr Spark. (See the eligible prduct list in the Citrix Ultimate Rewards Guide.) Clud extensins, trade-up and transitin rders placed under any license prgram and all rders placed under ELA-7 are nt eligible fr Spark. Citrix des nt cntrl Distributr pricing r discunts t Partners, including upfrnt discunts, but nly suggests upfrnt discunts. Fr rders placed with a Distributr, the Distributr may r may nt, at the Distributr s sle discretin, pass t the Partner any suggested upfrnt discunt prvided by Citrix. See the Rewards Guide fr infrmatin abut eligible prducts. Q. Hw is Spark paid? When Citrix receives an rder with an Incentive ID fr an Incentive Registratin that has been validated fr Spark, any prduct line item n the rder that is eligible fr Spark will be eligible t receive a suggested upfrnt discunt fr Spark if it meets the Reward Guide requirements and parameters. See the Rewards Guide fr the eligible prducts. 7

8 Drive Q. What is Drive? Drive rewards Partners fr leading sales pprtunities and prviding value-selling activities when a custmer purchases and implements a Citrix slutin. Partners wh lead custmer sales cycles by uncvering the custmer s needs, develping and presenting a slutin using Citrix prducts, cnducting custmer dems r prf f cncepts, and implementing the custmer s slutin will benefit the mst frm Drive. Drive mst clsely fllws the previus Citrix Advisr Rewards prgram. Q. Des Drive have any certificatin requirements? Prduct Certificatin is required fr Drive in all lcatins. Prduct certificatin requirements are available in Partner Central, and Partners can cnfirm their certificatin status using the Partner Certificatin Manager. Q. Hw des Citrix determine whether t Validate a submitted Incentive Registratin fr Drive? A Partner creating an Incentive Registratin must answer questins that prvide infrmatin abut the custmer pprtunity and the Partner s rle in influencing the custmer s purchase decisin. Citrix uses this infrmatin t determine if a Partner is prviding the stipulated value selling activities and its submitted Incentive Registratin shuld be Validated fr Drive. If Citrix determines that the Partner is nt prviding value selling, the Incentive Registratin will be Rejected fr Drive and the rejectin ntice sent t the Partner will specify the rejectin reasn. Citrix reserves the right t later Reject a Partner s Incentive Registratin fr Drive if the Partner did nt prvide the stipulated value selling activities. Q. Hw much f an upfrnt discunt is available frm Drive? The Drive suggested upfrnt discunt is 16% fr new subscriptin rders fr clud incentive eligible prducts placed under all license prgrams except ELA-7, which is eligible t receive a suggested upfrnt discunt f 12% when placed by a Partner r Distributr, and a suggested upfrnt discunt f 8% fr clud extensins, clud transitins, clud trade-ups and standard incentive eligible prduct rders under all license prgrams that include an Incentive ID fr an Incentive Registratin that is Validated fr Drive. (See the eligible prduct list in the Citrix Ultimate Rewards Prgram Guide.) Citrix des nt cntrl Distributr pricing r discunts t Partners, including upfrnt discunts, but nly suggests upfrnt discunts. A Distributr may r may nt, at the Distributr s sle discretin, pass t the Partner any suggested upfrnt discunt available by Citrix. See the Rewards Guide fr infrmatin abut eligible prducts. Q. Hw is Drive paid? When Citrix receives an rder with an Incentive ID fr an Incentive Registratin that has been validated fr Drive, any line item n the rder that is eligible fr Drive will be eligible fr a suggested upfrnt discunt fr Drive if it meets the Reward Prgram rules. See the Rewards Guide fr the eligible prducts. 8

9 Accelerate Q. What is Accelerate? Accelerate is a quarterly rebate that rewards: (1) Platinum and Gld Specialized CSA Partners fr new clud subscriptin sales, (2) Platinum and Gld Specialized CSA Partners fr quarterly year-ver-year prduct sales grwth, and (3) SI, ISV, LAR and all CSA Partners wh perfrm value-selling activities in an advisr rle n deals they d nt fulfill. Partners wh clse new clud subscriptins and grw their quarterly prduct sales ver the crrespnding quarter frm the previus year will benefit the mst frm Accelerate. Accelerate has three (3) cmpnents: New Clud Subscriptin Sales Rebates rewards all eligible Partners fr new Citrix clud subscriptin rders as defined by the Prgram that the Partner fulfilled with either Spark r Drive incentives n the deal. Clud transitins, trade-up and extensin rders are nt eligible fr a New Clud Subscriptin Sales Rebate. Prduct Sales Grwth Rebates rewards Gld CSAs with at least ne cre Specializatin and Platinum CSAs fr quarterly year-ver-year prduct sales grwth fr each quarter during which they achieve at least 25% f their annual prduct sales requirement and increase their quarterly incentive-attached prduct sales by at least 15% ver the same quarter the previus year. Nn-Fulfilling Drive Rebates reward Partners wh have a validated Incentive registratin fr Drive but did nt fulfill the custmer s rder. This maintains Citrix s practice f rewarding the Partner wh influences a custmer s Citrix purchase but des nt receive the rder. Rebates fr rders that qualify fr any f the three (3) cmpnents are accrued during the quarter and are included in the rebate payment issued t the Partner within thirty (30) days after the quarter end. Q. Will a Partner qualify fr the Q2 Prduct Sales Grwth rebate if it des nt achieve its Q2 partner prgram prduct sales requirement but exceeded the Q1 requirement and is year t date at the end f Q2? A Partner must meet its quarter partner prgram prduct sales requirement t qualify fr that quarter Prduct Sales Grwth rebate withut cnsideratin f prir results. A partner wh exceeds its Q1 sales requirement will receive a larger Prduct Sales grwth Q1 rebate, but still must achieve it Q2 requirement t qualify fr a Q2 Accelerate rebate. Year t date results are nt cnsidered fr determining if a Partner qualified fr a quarterly Accelerate rebate. Q. Hw will a Partner knw hw a quarterly Accelerate rebate was determined and what it includes? Each quarterly Accelerate rebate will be accmpanied by a detailed explanatin f hw it was determined and what it includes. The breakut will shw the Partner the rders which cntributed tward the quarterly rebate and nw much was accrued fr each rder. Q. What Partner types are eligible fr Accelerate s Nn-Fulfilling Drive Rebate? CSAs, LARs, Sis and ISVs with a validated Incentive Registratin fr Drive wh did nt fulfill the custmer s rder are eligible fr Accelerate s Nn-Fulfilling Drive rebate. 9

10 Q. Des a Partner need t submit an Incentive Registratin t receive the Accelerate Nn-Fulfilling Drive Rebate? Yes. In all cases a Partner must first have a validated Drive incentive prir t the rder clsing. If the Partner des nt fulfill the custer s rder, the Partner must submit a claim within nnety (90) days f the rder being placed in the event that Citrix des nt autmatically match the rder with the validated Icentive Registraitn fr the assciated custmer pprtunity. Q. Hw much is Accelerate s Nn-Fulfilling Drive Rebate? Accelerate s Nn-Fulfilling Drive Rebate is the same amunt as the suggested upfrnt discunt that Drive wuld have prvided if the advising Partner had fulfilled the rder, 16% fr new subscriptin rders fr clud incentive eligible prducts placed under all license prgrams except ELA-7, which is eligible t receive a suggested upfrnt discunt f 12%, and a suggested upfrnt discunts f 8% fr clud extensins, clud transitins, clud trade-ups and standard incentive eligible prduct rders under all license prgrams. (See the eligible prduct list in the Citric Ultimate Rewards Prgram Guide.) Q. What Partner types are eligible fr Accelerate s New Clud Subscriptin Sales Rebate? Gld CSAs with at least ne cre Specializatin and Platinum CSAs are eligible fr Accelerate s New Clud Subscriptin Sales Rebate fr deals n which they have a validated Incentive Registratin fr Spark and/r Drive,. Q. What prducts are eligible fr Accelerate s New Clud Subscriptin Sales Rebate? See the eligible prduct list in the Citrix Ultimate Rewards Prgram Guide n SalesIQ fr a list f which prducts are eligible fr clud incentives. Q. D new clud subscriptins sld t a custmer with an already existing clud subscriptins cunt tward Accelerate s New Clud Subscriptin Sales Rebate? Yes. The incremental prtin f a Clud subscriptin that increases an existing custmer s ttal clud subscriptin will cunt tward Accelerate s New Clud Subscriptin Sales Rebate. Any expansin f clud subscriptins within an existing custmer are cnsidered a new clud subscriptin sale. Extending an existing custmer s clud subscriptins beynd the current term withut increasing the number f subscriptin are nt cnsidered a new clud subscriptin sale and will nt cunt tward Accelerate s New Clud Subscriptin Sales Rebate. Q. Des a sale that extends an existing custmer s clud subscriptins beynd their current term withut increasing the number f subscriptins cunt tward Accelerate s New Clud Subscriptin Sales Rebate? Extending an existing custmer s clud subscriptins beynd the current term withut increasing the number f subscriptin are nt cnsidered a new clud subscriptin sale and d nt cunt tward Accelerate s New Clud Subscriptin Sales Rebate. Any clud subscriptins sld t a custmer with n existing clud subscriptins r that increase the number f clud subscriptins within an existing custmer are cnsidered a new clud subscriptin sale and will cunt tward Accelerate s New Clud Subscriptin Sales Rebate. 10

11 Q. Des a Partner need t submit an Incentive Registratin t receive Accelerate s New Clud Subscriptin Sales Rebate? Yes. Only rders that include a Validated Incentive ID will cunt twards Accelerate s New Clud Subscriptin Sales Rebate. Q. Hw much is Accelerate s New Clud Subscriptin Sales Rebate? Accelerate s New Clud Subscriptin Sales Rebate is 6% fr Platinum CSAs and 4% fr Gld CSAs with ne cre Specializatin f the rder s Prgram Suggested Retail Price ( PSRP ). Only new clud subscriptin rders fr clud incentive eligible prducts will accrue twards Accelerate s New Clud Subscriptin Sales Rebate and will cunt in the quarter during which they are billed. Clud transitin, trade-up and extensin rders are nt eligible fr the New Clud Subscriptin Sales Rebate. See the Rewards Guide fr an example f hw the PSRP is calculated. Q. What Partner types are eligible fr the Accelerate Prduct Sales Grwth Rebate? Gld CSAs with at least ne cre Specializatin and Platinum CSAs are eligible fr the Accelerate Prduct Sales Grwth Rebate n deals fr which they have a validated Spark and/r Drive incentive if they have met all f the fllwing criteria: The Partner must have met at least 25% f its annual prduct sales requirement during that quarter. See the CSA Prgram Guide fr infrmatin abut the annual prduct sale requirements. The Partner s quarterly incentive-attached prduct sales must have increased by at least 15% cmpared t the same quarter fr the previus year. Orders must be fr resale and placed thrugh an authrized Citrix Distributr t be eligible fr Accelerate s Prduct Sales Grwth rebate. Q. Must a Partner submit an Incentive Registratin t receive Accelerate s Prduct Sales Grwth Rebate? Yes. Only rders that include a Validated Incentive ID will cunt twards Accelerate s Prduct Sales Grwth Rebate. Q. Hw much is Accelerate s Prduct Sales Grwth Rebate? Accelerate Prduct Sales Grwth Rebate is 3% fr Platinum CSAs and 2% fr Gld CSAs with at least ne cre Specializatin. Rebates are calculated based n the rder s Prgram Suggested Retail Price ( PSRP ) and apply t rders with a validated Incentive ID that are fulfilled by a partner wh is eligible fr the Accelerate Prduct Sales Grwth Rebate. Q. Hw is Accelerate calculated and paid? A Partner s Accelerate rebate accumulates thrughut each quarter as Citrix prcesses rders that qualify fr a Nn-Fulfilling Drive Rebate, a New Clud Subscriptin Sales Rebate, r a Prduct Sales Grwth Rebate. Citrix pays the rebate t the Partner within thirty (30) days after the quarter s end alng with a detailed statement shwing hw each f the three rebate cmpnents were determined. Example1: A Gld CSA Partner with a Virtualizatin Specializatin has a $500K annual prduct sales quta. In Q2 f the prir year the Partner sld $175K and in Q2 f this year the Partner sld $210K, including $50K f new Clud Subscriptins. Additinally, the Partner submitted a claim fr a 11

12 Validated Drive Incentive Registratin fr a custmer wh placed a $75K clud subscriptin rder with a different partner. Result Partner qualifies fr Accelerate Prduct Sales Grwth rebate - Partner met its quarterly sales quta and grew year ver year quarterly prduct by mre than 15%. Accelerate cmpnent Rebate calculatin Clud Subscriptin Sales 0.04 x $50K = $2,000.00 Prduct Sales Grwth 0.02 x $210K = $4,200.00 Nn-fulfilling Drive 0.16 x $75K = $12,000.00 TOTAL QUARTERLY REBATE $18,200.00 Example 2: A Gld Partner with a Mbility Specializatin has a $500K annual prduct sales quta. In Q2 f the prir year the partner sld $150K an in Q2 f this year the partner sld $120K, including $75K f new Clud Subscriptins. Additinally, the Partner submitted a claim fr a Validated Drive Incentive Registratin fr a custmer wh placed a $50K clud subscriptin rder with a different partner. Result Partner qualifies fr Accelerate s Clud Subscriptin and Nn-Fulfilling Drive rebates. Hwever, Partner des nt qualify fr the Accelerate Prduct Sales Grwth rebate, since the Partner did nt meet its quarterly sales quta. Accelerate cmpnent Rebate calculatin Clud Subscriptin Sales 0.04 x $75K = $3,000.00 Prduct Sales Grwth $0.00 (nt qualified) Nn-fulfilling Drive 0.16 x $50K = $8,000.00 TOTAL QUARTERLY REBATE $11,000.00 Frmer Incentives (CAR, Opp Reg and NNPS) Q. Hw will Citrix treat previusly validated Incentive Registratins fr CAR, Opp Reg r NNPS? All Validated Incentive Registratins fr Citrix Advisr Rewards ( CAR ), Opprtunity Registratin ( Opp Reg ) r Net New Partner Surced ( NNPS ) as f February 10, 2018 will be hnred if Citrix receives an rder fr the assciated custmer pprtunity by March 23, 2018 and either: (a) the rder includes the 12

13 Incentive ID(s) fr the previusly validated frmer partner incentive prgram(s), r (b) the Partner manually claims the reward within ninety (90) days f the rder date. All submitted Incentive Registratins fr CAR, Opp Reg r NNPS that are In-Review and were submitted by February 9, 2018 will be reviewed and either Validated r Rejected under the legacy Incentive Prgrams using the prcesses and decisin criteria that were used fr these prgrams. All Incentive Registratins fr CAR, Opp Reg r NNPS will expire n March 23, 2018, regardless f their submissin r validatin date. This will result in sme Incentive Registratins expiring in less than ninety (90) days frm their submissin date and thers nt being eligible fr tw (2) resubmissins. If the sales pprtunity is still active after March 23, 2018 when its assciated CAR, Opp Reg r NNPS Incentive Registratin expires, the Partner shuld create and submit a new Incentive Registratin t be cnsidered fr Citrix Ultimate Rewards. Q. Can a Partner still submit Incentive Registratins fr CAR, Opp Reg r NNPS? Partners can submit Incentive Registratins fr CAR, Opp Reg r NNPS until February 9, 2018. After that date, these incentive prgrams will be discntinued and replaced by the Rewards Prgram (Spark, Drive and Accelerate). All Incentive Registratins submitted after February 9, 2018 will nly be cnsidered fr the Reward Prgrams. Q. When will Incentive Registratins fr CAR, Opp Reg r NNPS expire? All active Incentive Registratins fr CAR, Opp Reg r NNPS will expire n March 23, 2018 regardless f their submissin date. This will result in sme Incentive Registratins expiring in less than ninety (90) days frm their submissin date and thers nt being eligible fr tw (2) resubmissins. Partners can receive CAR, Opp Reg r NNPS by submitting a purchase rder with the Incentive ID by March 23, 2018. If the pprtunity is active but will nt clse by March 23, 2018, the Partner shuld submit a new Incentive Registratin fr the Rewards Prgram (Spark, Drive, and Accelerate). Q. Can a Partner extend Incentive Registratins fr CAR, Opp Reg r NNPS? Partners cannt extend Incentive Registratins fr CAR, Opp Reg r NNPS. A Partner with a Validated Incentive Registratin fr CAR, Opp Reg r NNPS wh will nt submit an rder befre March 23, 2018 shuld create and submit a new Incentive Registratin fr the Rewards Prgram (Spark, Drive and Accelerate). Q. What shuld a Partner with a Validated Incentive Registratin fr CAR, Opp Reg r NNPS d? A Partner with a Validated Incentive Registratin fr CAR, Opp Reg r NNPS shuld clse the sale and submit an rder that includes the Incentive ID befre March 23, 2018, when the Incentive Registratin will expire. A Partner wh can t submit an rder befre the Incentive Registratin expires shuld create and submit a new Incentive Registratin fr the Rewards Prgram (Spark, Drive and Accelerate) n r after February 10, 2018. 13

14 Q. Shuld a Partner with a Validated Incentive Registratin fr CAR, Opp Reg r NNPS use that Incentive ID r submit a new Incentive Registratin fr the Rewards Prgram (Spark, Drive r Accelerate)? A Partner with a Validated Incentive Registratin fr CAR, Opp Reg r NNPS shuld determine if CAR, Opp Reg and NNPS r the Rewards Prgram (Spark, Drive and Accelerate) best serves the Partner s interests based n the custmer s anticipated rder, the estimated upfrnt discunts and backend rebates fr the Validated Incentive Registratin, and the Partner s business mdel. If the rder will be placed after March 23, 2018, the Partner must use the Rewards Prgram since all Incentive Registratins fr CAR, Opp Reg r NNPS will expire n March 23, 2018. If the rder will be placed befre March 23, 2018, the Partner may either include the Incentive ID(s) fr the ld partner incentive prgrams (CAR, Opp Reg r NNPS) n the rder r, if it has submitted the assciated pprtunity s Incentive Registratin fr the Rewards Prgram, include such Incentive ID fr the Rewards Prgram (Spark, Drive r Accelerate) n the rder. A Partner with Validated Incentive Registratins fr bth legacy (CAR, Opp Reg and NNPS) and new (Spark, Drive and Accelerate) incentive prgrams may nt include bth Incentive IDs n the rder and receive bth legacy incentives and new incentives. If Citrix receives an rder with tw Incentive IDs, ne fr ld partner incentive prgrams and ne fr new partner incentive prgrams, the new Incentive Registratin will take precedence based n the Rewards Guide, and therefre Citrix will nt grant CAR, Opp Reg r NNPS registratins. Q. Can a Partner submit an rder with 2 Incentive IDs ne fr legacy incentive prgrams (CAR, Opp Reg r NNPS) and ne fr the Rewards Prgram (Spark, Drive r Accelerate)? A Partner can submit an rder with either Incentive IDs fr legacy incentive prgrams (CAR, Opp Reg r NNPS) r an Incentive ID fr the Rewards Prgram (Spark, Drive r Accelerate). If Citrix receives an rder with tw Incentive IDs, ne fr legacy partner incentive prgrams and ne fr the Rewards Prgram, the Rewards Prgram Incentive Registratin will take precedence, and therefre Citrix will nt grant the CAR, Opp Reg r NNPS registratins. Nte that Citrix des nt cntrl Distributr pricing r discunts t Partners, including upfrnt discunts. As stated abve, upfrnt discunts are nly suggested. Any discunt extended by Citrix t a Distributr under a Partner Incentive prgram may r may nt be passed alng t a Partner at the Distributr s sle discretin. Any Partner cncerns regarding the price and/r discunt received frm a Distributr shuld be directed slely t the Distributr. 14