Technology Partner Program CA Technologies understands the IT challenges customers face. partnering for success Technology partnerships are critical to the ability of CA Technologies to deliver world-class solutions to customers. CA Technologies understands the challenges customers face in aligning IT operations to the business, and that in today’s complex IT environments, each customer has unique management needs. To help meet these needs, CA Technologies collaborates with a range of organizations—from established industry-leading technology companies to new innovators. CA Technologies enables development of value-added integrations for our products through The Technology Partner Program from CA Technologies described in this guide. The result is an extensive ecosystem of third-party companies and products that help CA Technologies deliver rich solutions across a broad spectrum of IT management disciplines to meet the management needs of the most demanding IT environments. The Technology Partner Program provides the tools, support resources, and processes to help third-party companies design and validate integrations between their products and CA Technologies. This document describes the Technology Partner Program in detail and serves as a reference guide for members. 07 3 value of partnering with CA Technologies The Technology Partner Program is designed to provide significant value to the technology partner in exchange for its commitment to the program and the product integration(s) developed as a member. Members will gain the following benefits from the Technology Partner Program: •Access to resources to develop integrations to meet customer needs •Ongoing awareness of CA Technologies product direction and strategies •The ability to leverage the CA Technologies brand •Joint marketing opportunities Partner program overview The Technology Partner Program has multiple levels of membership and stages of progression for technology partners. The membership levels provide flexibility for technology partners to join the Technology Partner Program based on the level of commitment agreed to by both companies, while the program stages help maintain consistency and quality. The four program stages—apply, develop, validate, and market—help members rapidly align to the proper business lines at CA Technologies, and provide tools to support the development, validation, and marketing of the integrations. The benefits and requirements for the program are designed to facilitate this progression. Mutual commitments increase as companies progress through the stages and move up in membership level. Progression between stages and membership levels is not automatic and must be approved by CA Technologies. 4 Overview of program benefits The Technology Partner Program is structured to provide benefits to technology partners of all types—from those looking for access to basic software and support resources to enable development, to those looking to integrate, validate, and market their products across multiple CA Technologies product lines. Benefits depend on membership level and include: •Access to software and support resources •Discounted CA Education courses •Technology partner spotlight on ca.com •Logo for validated product integrations •Access to CA Technologies product roadmaps •Support for press releases and joint success stories 5 program stages The Technology Partner Program stages are apply, develop, validate, and market. After completing the application process, all membership levels begin with the develop stage. After integrations are created in the develop stage, technology partners have the opportunity to move integrated products through the remaining stages based on chosen membership level, approval by CA Technologies, and commitment of the technology partner. The level of commitment and investment by CA Technologies and the technology partner increases as the technology partner moves through the stages of the program. Stage 1: apply The objective at this stage is to gather the information from the technology partner required to assess the fit for the proposed relationship and execute the program membership agreement for those approved. Technology partners are assigned to the program by focus area and track, which align to collections of CA Technologies products tied to major industry solution areas. During the application process, companies are required to identify the desired focus area and track or talk to a program representative to help align them correctly. Multiple, related CA Technologies products are available within single tracks. The technology partner can request and integrate with multiple products within a track, but must identify those products individually to ensure the correct entitlements are created. If a technology partner has a desire to work with CA Technologies across multiple tracks, an application will need to be submitted for each track. Each track submission application is reviewed independently for approval by the relevant CA Technologies business development manager and product team. A membership application may be approved in one track but denied in others. The company’s membership level determines the number of tracks and CA Technologies products that can be requested. Stage 2: develop The goal of the develop stage is to complete the integration between the technology partner product and the CA Technologies product. Once the integration is complete and all requirements of the develop stage are met, the technology partner may apply for product validation. Stage 3: validate The purpose of the validate stage is to provide a standard process to test that the integrated product installs, configures, and performs as described by the technology partner. 6 The validate stage is fee-based and entered upon mutual agreement between CA Technologies and the technology partner. There are two primary methods of validation: a lab validation and a customer reference validation. Validations may be handled by a third party and must be completed for each CA Technologies product with which the technology partner integrates in order to successfully complete the stage. The validation requirements are product-specific and are outlined in more detail in the validation guide and the individual product testing supplements. The technology partner may be required to contract directly with a third-party validation lab to perform the reference and lab validations. Successful completion of the validate stage grants the technology partner the ability to use the CA Technologies ca smart™ validation logo (under licensing terms set forth in the program agreement) and provides other benefits as defined in this guide. Stage 4: market The goal of the market stage is to help market the combined integrated solutions that CA Technologies and the technology partners mutually agree best align to meet customer needs. Program stages companies apply products progress through additional stages stage 1: apply stage 2: develop stage 3: validate stage 4: market • Evaluate and enroll technology partners • Develop and deliver CA Technologies solutions • Validate integrated solution capabilities • Raise awareness of the combined solution(s) mutual agreement mutual agreement 7 mutual agreement program focus area and tracks Program focus areas and tracks are used to help align technology partners with the right business lines at CA Technologies. The membership level selected determines how many tracks in which a company may participate. CA Technologies business lines will evaluate each membership request by focus area and track. During the application process, companies identify a desired focus area and request to establish a relationship with the appropriate business line(s) by selecting the corresponding track. Unique program benefits and requirements may exist for some focus areas and/or tracks. Unique benefits will be identified in the membership benefits section of this guide when applicable. Companies must submit a separate application for each desired focus area and track. CA Technologies reserves the right to change the focus area(s) and track designation(s) at any time. Current focus areas and tracks The Technology Partner Program currently has the following focus areas and tracks. focus areas distributed focus area mainframe focus area Tracks Cloud Platform Application Development and Lifecycle Management Project and Portfolio Management Chorus Security Management Chorus Software Manager Service Assurance Database Management Service Automation IT Operations and Infrastructure Management Service Management Output Management and Enterprise Report Management Other Security and Compliance Management Storage and Recovery Management Workload Automation and Management Other 8 membership levels The Technology Partner Program offers three levels of membership to support and enable software and hardware vendors that want to develop integrated solutions with CA Technologies. The membership levels offer an escalating set of benefits and technology partner requirements. Affiliate This level of membership provides basic development, support, and marketing resources for technology partners with minimal integration development needs. This level allows the selection of one focus area and corresponding track. Select This level of membership builds on the affiliate level to provide greater access to CA Technologies development and marketing resources for companies that want to develop integrations for CA Technologies products and collaborate to raise awareness of the combined solution for mutual customers. A select partner is allowed to join up to two tracks. Select partners are required to go through a formal validation program to ensure that integrated solutions deliver the features and functionality as documented by the technology partner. Premier—invitation only Premier partnerships involve key relationships with product and/or revenue goals that have strong business and technical value to one or more CA Technologies business lines. This level is invitation only and may require substantial technology partner resources. 9 ca smart™ validation program The ca smart validation program is designed to provide a standard process to test that the technology partners’ integrated product installs, configures, and performs as described by the technology partner. Successful product validation is one of the requirements that must be met at the validate stage to achieve a ca smart logo. The complete requirements can be found in the validation guide.The ca smart validation program may utilize the services of a third party contracted by CA Technologies. Validation process There are two primary methods by which a technology partner’s integration can be validated—in the lab or by customer references. Lab validation testing scenarios are unique for each CA Technologies product. Lab validation tests are developed at the discretion of CA Technologies and will not be available for all CA Technologies products. When a lab validation is available for a CA Technologies product it will be the required method to validate a technology partner’s integration. In the absence of the availability of a lab validation technology partners may complete a customer reference validation. CA Technologies reserves the right to validate technology partner integrations in-house in special circumstances (as determined by CA Technologies in its sole discretion). When applicable, CA Technologies will identify and work directly with the technology partner to complete the validation. Unless instructed otherwise by CA Technologies, technology partners should expect to use one of two primary validation methods. Third-party lab validation The preferred method of validation will be the third-party lab-tested method. The process for this method is: 1. Download and complete the product integration brief template from the validation portal located at aws2.qpqa.com/ca. Registration and approval as a CA Technologies Partner will be required in order to access the document. The template should be completed so that the brief describes the solution as well as the methods used to build it. The product integration brief will be made available to customers that are interested in the technology partner’s solution. 2. Using the validation portal, the applicant should submit its product integration brief and request to have its solution validated. It will be required to submit payment for testing based on the fees set forth in the validation guide. 3. The lab will contact the applicant and schedule an appointment for validation testing. 4. On the scheduled day the applicant will work with the lab to install its solution and go through the validation testing. 5. The applicant and CA Technologies (in the event that a third-party lab is utilized) will be notified if and when the solution passes validation testing. 10 Customer reference validation This type of validation is designed for technology partners that may have an existing integration already in use in multiple customer accounts and may be used when no lab validation is available for the CA Technologies product with which the technology partner has integrated. The process for this method is: 1. Download and complete the product integration brief template from the validation portal located at aws2.qpqa.com/ca. Registration and approval as a CA Technologies Partner will be required in order to access the document. The template should be completed so that it describes the solution as well as the methods used to build it. As is the case with lab-tested validation, the product integration brief will be made available to customers who will provide references on behalf of the technology partner’s product, and to customers that are interested in the technology partner’s solution. 2. Using the Validation Portal, the applicant should request a customer reference validation and submit payment. A reduced fee is applicable to this type of validation. See the validation guide for more details. 3. The applicant will be asked to provide information about three or more existing customers using the integration, including contact information. The lab will use this information to contact the customers, providing them with copies of both the product integration brief and a link to a Web questionnaire where they can supply feedback based on their verification of the features and functionality of the solution. The applicant must ensure that the customers have granted it the right to share its contact information with CA Technologies and the third-party lab, if applicable. 4. The lab will notify the applicant and CA Technologies (in the event that a third-party lab is utilized) if and when it passes the customer reference validation process. More information about the validation process can be found in the validation guide. 11 07 membership benefits stage 1: apply benefit description affiliate select premier Program benefits across product areas Technology partners may join additional tracks for a fee. Each track requires an application and CA Technologies approval 1 track Up to 2 tracks At the discretion of CA Technologies 12 stage 2: develop benefit description affiliate select premier Access to CA Technologies software, SDKs, and integration guides as available on the standard CA Support website Additional fees may apply for some CA Technologies products or for an increase in the number of products provided at a given membership level 1 product Max of 3 products At the discretion of CA Technologies Standard phone and Web-based technical support Access to product roadmaps published on support website Discounted CA Education Access provided though CA Education portal Use of CA Technologies company logo Must follow CA Technologies logo usage guidelines Product listing on CA Technologies website Basic listing of company name and product with link to partner’s website after integration, and link from partner’s product page to CA Technologies product page 13 membership benefits (cont.) stage 3: validate benefit description affiliate Standardized validation for integrated solutions CA Technologies provides a standard, documented process to ensure consistency for all partner validations No Use of validation logo After successful validation No Invitation to select product roadmap and strategy briefings Live briefings by CA Technologies product managers or other staff No select 14 07 premier stage 4: market benefit description affiliate select premier Solution spotlight on CA Technologies website Web page on ca.com to allow detailed description of solution, value to customers, and designate technology partner sales contact No After validation After validation Listing in CA Technologies internal solution catalog The solution catalog is for CA Technologies employees only and is used to help raise awareness within CA Technologies of technology partner solutions No After validation After validation Press release issued Completed validation and customer quote required. Exceptions to the requirement for validation and customer quotes may be made for Premier partners No Technology partner provides release to CA Technologies for review and approval; CA Technologies will provide appropriate quote Case-by-case basis Customer success stories published Technology partner identifies customer and develops story. Approved stories may be published on ca.com and linked from technology partner website No Case-by-case basis Case-by-case basis No Case-by-case basis Case-by-case basis Co-sponsorship of CA Technologies webinars 15 membership benefits (cont.) stage 4: market cont. benefit description affiliate Solution datasheet Technology partner creates the solution datasheet. Approved solution datasheets may be published on ca.com No White papers Technology partner creates the white paper. Approved white papers may be published on ca.com No select premier Joint customer demo developed No Case-by-case basis Case-by-case basis Co-sponsorship of CA Technologies events No Case-by-case basis Case-by-case basis Customer success videos No Case-by-case basis Case-by-case basis No By invitation By invitation Participation in summits and development exchange events Exhibition and or attendance at technical events led by CA Technologies development 16 07 relationship management benefit affiliate select Business development manager No At the discretion of CA Technologies Technical alliance manager No At the discretion of CA Technologies Joint business planning No At the discretion of CA Technologies Go-to-market planning No At the discretion of CA Technologies Quarterly briefing reviews No At the discretion of CA Technologies 17 premier program benefit descriptions Program benefits across product areas The program provides the technology partner the ability to integrate with multiple CA Technologies products from multiple product areas. Multiple track selection requires a higher membership level. Access to standard CA Technologies software, SDKs, and integration guides After joining the program, access will be provided to CA Technologies products and support materials for integration and demonstration of the integrated solutions based on the approved track(s). Standard phone and Web-based technical support All Technology Partner Program members have access to general program support from the Technology Partner Program Office, as well as telephone and Web-based technical support. The technical support website provides access to product downloads, product updates, documentation, and knowledge bases. Access to product roadmaps published on support website Standard product roadmaps are available at support.ca.com. Roadmaps are published at the discretion of CA Technologies product managers. Discounted CA Education All members are eligible for a discount off the list price for all CA Education courses. CA Technologies strongly recommends that technology partners receive product training from CA Technologies Education Services prior to the start of the develop stage. Use of CA Technologies company logo Members can use the CA Technologies logo to market their integrated product and CA Technologies relationship in compliance with CA Technologies logo guidelines, through advertising and marketing collateral (including product packaging and documentation) for the member’s product as well as including the logo on any member Web sites that set forth the logos of members’ similarly situated business partners. Images of the logo are made available via the CA Technologies website. Specific uses of the logo on advertising and marketing collateral must be pre-approved by CA Technologies. Product listing on CA Technologies website This provides a basic listing of the technology partner name and product name in the appropriate area for technology partners on the associated product page on ca.com. CA Technologies will link to the technology partner’s website after the technology partner markets the integration on its website and links to the CA Technologies product page. 18 Standardized validation for integrated solutions Each CA Technologies product has a standardized process to attain validation. That process is documented and provided to the technology partner and highlights the guidelines and requirements for successful validation. CA Technologies provides a separate validation guide that outlines the validation process in more detail, and supplemental validation guides for each CA Technologies product available for lab validation testing. These guides are available on the validation lab website for technology partners that have progressed to the validation stage. Use of validation logo Members can use the ca smart logo (in accordance with CA Technologies licensing terms) to market their validated integration and showcase their relationship with CA Technologies. Invitation to select product roadmap and strategy briefings CA Technologies periodically holds live invitation-only roadmap and strategy briefings delivered by key business and technology leaders. Members may be invited to attend based on their membership level and stage. Solution spotlight on CA Technologies website A solution spotlight listing with information provided by the technology partner and approved by CA Technologies will be highlighted on the CA Technologies website. The information posted includes a description of the company, detail on the integrated solution and the value it provides to customers, and the technology partner’s sales contact information. Listing in CA Technologies internal solution catalog A listing is added to the CA Technologies internal solution catalog that is available to the CA Technologies worldwide sales force and product teams. The solution catalog listing extends the information about the technology partner and its integrated solution(s) to CA Technologies employees with additional details about the company that the company has provided to CA Technologies but does not make generally available to the public. Press release issued After a successful validation is complete a member can issue a press release if it contains a customer quote and once it has been reviewed and approved by CA Technologies. A quote from CA Technologies will be provided as part of the 19 review process. Customer success stories published Success story proposals may be submitted by the technology partner for consideration. Proposals selected and approved by CA Technologies will be developed and may be promoted by CA Technologies and the technology partner through various marketing campaigns. Success story proposals are required annually for select and premier membership levels. Co-sponsorship of CA Technologies webinars Opportunities to co-sponsor a CA Technologies webinar are available on a case-by-case basis for successfully validated integrations. Proposals selected and approved by CA Technologies will be developed jointly and co-presented. Solution datasheet After validation, an approved solution datasheet created by the technology partner may be hosted on ca.com. White papers After validation, an approved white paper created by the technology partner may be hosted on ca.com. Joint customer demo developed Opportunities to create a joint customer demo are available on a case-by-case basis for validated integrations. Proposals selected and approved by CA Technologies will be developed and may be promoted by CA Technologies and the technology partner through various sales opportunities and marketing campaigns. Co-sponsorship of CA Technologies events Opportunities to co-sponsor a CA Technologies event are available on a case-by-case basis for successfully validated integrations. Proposals selected and approved by CA Technologies will be developed jointly for the specific CA Technologies event(s). Customer success videos Opportunities to create a customer success video are available on a case-by-case basis for successfully validated integrations. Proposals selected and approved by CA Technologies will be developed and may be promoted by CA Technologies and the technology partner through various marketing campaigns. Participation in summits and development exchange events Technology partners with validated integrations may be invited to exhibit at or attend technical events sponsored by CA Development. These events allow a technology partner to educate the broader technical organization at CA Technologies on the integration and technology partner product capabilities. 20 membership requirements Each stage of the Technology Partner Program has specific requirements that must be met by the technology partner based on the membership level. All companies participating in the Technology Partner Program must comply at all times with the set of requirements defined for each stage and each membership level of the program. stage 1: apply requirements affiliate select premier $2,500/yr $5,000/yr $8,000/yr select premier Complete program application Sign agreements (program agreement, NDA, DLA) Pay program fee stage 2: develop requirements affiliate Deliver generally available product integration Link from technology partner’s product page for the integrated product to the relevant CA Technologies product page on ca.com 21 membership requirements (cont.) stage 3: validate requirements affiliate Apply for validation N/A Pay validation fee to lab N/A Successfully complete product validation N/A Provide recorded/selfrunning demo for integration N/A select premier See validation guide See validation guide select premier stage 4: market requirements affiliate Develop collateral/datasheet for integration N/A Complete solution spotlight page on ca.com N/A Complete solution catalog submission N/A Issue press release N/A Develop customer success stories N/A 1/yr 2/yr Provide customer references for integration N/A 3/yr 3/yr 22 getting started CA Technologies accepts applicants to the Technology Partner Program based on a company’s demonstrated technology leadership, ability to provide the resources required to participate in the program, and synergy with the requested CA Technologies products and solutions. Acceptance in the program indicates a significant commitment of resources by both the technology partner and CA Technologies. Application process To enroll in the Technology Partner Program, please access the online application (https://www.ca.com/us/Register/form.aspx?CID=101377). The company must complete the application and submit the required information using the instructions provided. A CA Technologies representative will review the application and contact the designated technology partner contact with further instructions. The first step is to make sure that the appropriate focus area(s), track(s), and membership level are selected. The CA Technologies representative will answer any questions related to the individual tracks. The representative will gather all necessary information that will be reviewed by CA Technologies prior to approval of each individual track. After the application is approved, the CA Technologies representative coordinates the execution of all legal documents and serves as the main point of contact until all documents are completed. Once the legal documents are executed and the application process is completed, the technology partner will be given a unique site identification number (site id) that will allow the technology partner to create an account on the CA Technologies support site, which provides access to product downloads and documentation based on the technology partner’s entitlements. Renewal Membership in the Technology Partner Program is for a one-year term and is renewed annually on the anniversary date of the membership, unless either party notifies the other of its intention to terminate at least ninety (90) days prior to the anniversary date. Termination When leaving the program the technology partner must notify the Technology Partner Program office at least ninety (90) days prior to the anniversary date of the membership to avoid automatic invoicing on the anniversary date. CA Technologies will send a termination letter to the technology partner contact, which must be signed and returned to the Technology Partner Program Office. 23 Getting help All Technology Partner Program members have access to general program support from the Technology Partner Program Office, as well as to telephone and Web-based technical support. The CA Technologies technical support website enables registered technology partners to download software and documentation, search frequently asked questions, troubleshoot technical issues, and find answers to basic questions on CA Technologies solutions using product bulletins, technical documentation, and support forums. Overview of support for technology partners Support in the Technology Partner Program is provided by the Technology Partner Program Office and the CA Support organization. All non-product related issues should be directed to the Technology Partner Program Office for resolution. These types of issues include questions related to: •General definition and guidelines of the Technology Partner Program •Track and focus area selection and approval process •Program agreement execution •Program stage approvals and guidance •Education course selection, getting started, and services engagement or referral •Product download availability or entitlement issues •Program membership renewal and termination Technical support is focused on providing installation and configuration support for the limited-use software license provided by CA Technologies and to resolving issues related to the integration components of the CA Technologies products. Technical support is not for general product education and training, or for architecture and design of product integrations. Those types of questions should be directed to the Technology Partner Program Office for further assistance and advisement. CA Technologies strongly recommends that technology partners receive product training from CA Technologies Education Services prior to the start of the develop stage. Technology Partner Program members are eligible for a discount from list price for training. 24 Development support is an option that may be available through a CA Technologies Services engagement or referral from a third-party service provider. Development support may be comprised of advanced configuration, architecture design, performance design, integration development, and custom development specific to a customer environment. The Technology Partner Program Office can direct the technology partner to the best available options. Accessing support The Technology Partner Program office can be reached at [email protected]. Responses will typically be made within 1-2 business days. Companies can contact the CA Technologies Customer Care Team by Web or by phone: •Submit your question online (https://support.ca.com/phpdocs/0/common/forms/customercareform.html) •Phone: 1-800-CALL-CAI (225-5224) (within the U.S.) •CA Support Directory by Country (http://www.ca.com/us/support/phone.aspx) (International) 25 CA Technologies (NASDAQ: CA) is an IT management software and solutions company with expertise across all IT environments—from mainframe and distributed, to virtual and cloud. CA Technologies manages and secures IT environments and enables customers to deliver more flexible IT services. Our innovative products and services provide the insight and control essential for IT organizations to power business agility. The majority of the Global Fortune 500 relies on CA Technologies to manage evolving IT ecosystems. For additional information, visit CA Technologies at www.ca.com Follow CA Technologies on Twitter at www.twitter.com/cainc Copyright ©2012 CA. All rights reserved. All trademarks, trade names, service marks and logos referenced herein belong to their respective companies. CA assumes no responsibility for the accuracy or completeness of the information. To the extent permitted by applicable law, CA provides this document “as is” without warranty of any kind, including, without limitation, any implied warranties of merchantability, fitness for a particular purpose, or non-infringement. In no event will CA be liable for any loss or damage, direct or indirect, from the use of this document, including, without limitation, lost profits, business interruption, goodwill or lost data, even if CA is expressly advised in advance of the possibility of such damages. CS2607_0712