Building profitable partnerships that put the customer first

Contents

04 Welcome to PartnerConnect

06 Learn more about the program

08 Partner types

10 Program benefits

12 Program requirements

14 Membership of the PartnerConnect program

16 FY20 commissions

4 Your summary guide to the Anaplan partner program Building profitable partnerships that put the customer first 5

Welcome to PartnerConnect

Join us in pioneering the next big enterprise cloud category: Connected Planning. Thanks to our partnership, your customers and prospects can experience a new way to make better decisions faster. There’s never been a better time, nor a bigger need for quick, thoughtful and impactful decisions, nor has the challenge in making those decisions ever been greater. Connected Planning unlocks and accelerates business value by revolutionizing how companies make decisions.

Together, we can establish this high-impact category and fundamentally change the way businesses make decisions for the better.

Partners are essential to meeting customer demand for Connected Planning in addition to advancing the understanding of Connected Planning in the marketplace. Together we can nurture, expand and realize the tremendous Connected Planning opportunity globally.

Frank Calderoni, President, CEO Anaplan

Building profitable partnerships that put the customer first 7

Learn more about the program

Anaplan’s partner program, PartnerConnect, facilitates a three-way partnership among the customer, Anaplan and you. PartnerConnect aims to help you provide our customers with the right experience and expertise to deploy Connected Planning across their whole business: a planning solution that drives growth and customer success. This program has been designed to directly reflect the capabilities and performance of each partner.

Partner tier levels

Gold Established and experienced, Gold Partners have proven capabilities at managing complex planning requirements and delivering exceptional customer success. Having demonstrated a clear commitment to building the Connected Planning category, Gold Partners receive exclusive benefits and are recognised for their thought leadership and unique expertise.

Silver Partners in the Silver tier have an established level of Anaplan experience and can offer customers consistent, reliable service quality across industries and use cases. Silver Partners have met customer satisfaction levels, fulfilled revenue requirements, and passed training certifications, and can now access an increased level of benefits.

Bronze The Bronze tier forms the next step on the Anaplan partner journey for those looking to accelerate growth in their Anaplan practice. At this level, partners unlock training and marketing benefits, as well as additional resources to strengthen their capabilities.

Registered Designed for those new to Anaplan, this tier offers an entry point to Anaplan’s partner program. Registered partners access a range of great benefits to start their journey as they build an Anaplan practice.

8 Your summary guide to the Anaplan partner program

PartnerConnect – Partner Types

Go-to-market partnersGlobal Strategic Partners – As world-leading consultancies and technology firms, our Global Strategic Partners operate on a far-reaching scale and work with many of Anaplan’s largest customers.

Sales & Services Partners – Implementation and consulting service companies that can provide customers with the right experience and expertise to deploy Connected Planning across their entire business to drive long-term growth and customer success. Tier levels are evaluated based on core criteria including ACV, capacity, and customer satisfaction.

Technology partnersTechnology partners – ISV’s, enterprise software platforms and cloud infrastructure providers who integrate and are certified with Anaplan’s Connected Planning Platform. Our joint solutions provide industry, line of business, and/or horizontal process benefits to enterprise customers. Tier levels are evaluated based on product status, customer engagements, and overall business investment in Anaplan. Please refer to the PartnerConnect: Technology Partners guide for more information about this program.

Additional partner typesReferral-Only Partners – Non-Anaplan partners that have signed the Anaplan Referral Partner Agreement (ROPA) and are approved in authorized territories. This program allows approved Referral Partners that identify net new leads to earn a 10% referral fee on any closed opportunity that has an Eligible Agreement executed within 6 months following the provision of Sales lead information to Anaplan by the Referral Partner. These partners are not eligible for tier status or additional program benefits offered under PartnerConnect.

10 Your summary guide to the Anaplan partner program Building profitable partnerships that put the customer first 11

PartnerConnect program benefits

Benefit Registered Bronze Silver Gold

PROMOTION AND MARKETING

A dedicated page showcasing your relationship with Anaplan and your co-branded collateral

•

Find a partner listing on anaplan.com/partners with logo and name

Company listed only • • •

Use of Anaplan partner logo and the opportunity to co-brand

• • • •

Opportunity to differentiate your company with use of an Anaplan partner program tier logo

• • • •

Access to a personalized, automated marketing platform • • • •Showcase your customer stories through our case study / customer video program

• •

Access to apply for funds from the Marketing Co-funding Program

$ $$

COLLABORATIONS AND CONNECTIONS

Opportunity to join the program, with exciting go-to-market activities which include:- Anaplan’s flagship Connected Planning Experience (CPX)- Thought leadership activities- Regional demand generation campaigns- Marketing your marketing

• • •

Benefit Registered Bronze Silver Gold

ENGAGEMENT AND RELATIONSHIP

Assignment of dedicated Partner Account Manager •Assignment of named Partner Success Manager •Keep up-to-date and engage with Anaplan through our dedicated Partner Community, monthly newsletter and partner-specific communications

• • • •

Inclusion of collateral and assets in enablement programs for Anaplan's sales and field teams

•

Invitation to attend regional Anaplan Partner Days • •Annual executive business review with Anaplan Leadership

•

Eligible for nomination in the Anaplan annual partner awards

• •

TRAINING AND ENABLEMENT

Provision of Anaplan workspace • • • •Access to on-demand enablement content via the Anaplan Partner Community

• • • •

Complimentary workshops with Anaplan to develop joint go-to-market industry solutions

• •

Eligible for discounts on Anaplan technical training courses

10% 20%

FINANCIAL

Preference for attachment to Anaplan-led service opportunities

3rd 2nd 1st

12 Your summary guide to the Anaplan partner program Building profitable partnerships that put the customer first 13

Program requirements

Requirement Registered Bronze Silver Gold

Signed current Anaplan Partner Agreement, accompanying exhibit(s) and program guidelines

• • • •

Provide annual business plan for your Anaplan practice which includes: -A detailed sales & marketing plan -A detailed capacity plan that supports your Anaplan practice

N/A N/A • •

Nominate an Executive Sponsor to engage with Anaplan

•

AMERICAS Registered Bronze Silver Gold

SALES

Minimum Partner-led ACV $200K $750K $2M

Minimum Partner-originated ACV $60K $225K $600K

SERVICES

Minimum number of certified model builders 3 15 35

Minimum number of certified solution architects 1 3 7

Minimum number of Customer Satisfaction Survey (C-SAT) responses

5 15 25

Average Customer Satisfaction Survey (C-SAT) score (out of 100%)

85% 85% 85%

EMEA Registered Bronze Silver Gold

SALES

Minimum Partner-led ACV $150K $500K $1.5M

Minimum Partner-originated ACV $45K $150K $450K

SERVICES

Minimum number of certified model builders 3 12 25

Minimum number of certified solution architects 1 2 5

Minimum number of Customer Satisfaction Survey (C-SAT) responses

5 15 25

Average Customer Satisfaction Survey (C-SAT) score (out of 100%)

85% 85% 85%

APAC Registered Bronze Silver Gold

SALES

Minimum Partner-led ACV $100K $350K $1M

Minimum Partner-originated ACV $30K $105K $300K

SERVICES

Minimum number of certified model builders 3 9 15

Minimum number of certified solution architects 1 2 3

Minimum number of Customer Satisfaction Survey (C-SAT) responses

5 10 15

Average Customer Satisfaction Survey (C-SAT) score (out of 100%)

85% 85% 85%

Below are the regional requirements. Your tier status is based on the achievement of 5 out of 6 of these core requirements.

14 Your summary guide to the Anaplan partner program

Membership of the PartnerConnect program

For more information, please visit the Anaplan Partner Community

Membership period The FY20 PartnerConnect program membership period will run from February 1, 2019 to January 31, 2020. Anaplan reserves the right to evaluate your membership status at any time.

Your tier level is assigned based on your overall performance. Of the six-core metrics that we look at, you are required to achieve 5 out of 6 to maintain your tier status. You must meet the minimum requirements to maintain your status for the annual membership period.

Tier level assignment and badging

Your tier status is subject to review at the end of the membership period. During the renewal process, your achievements relative to the program tier requirements will be reviewed. You are accountable for meeting the requirements of the program.

Membership renewal

You will be able to access the Partner Success Model at any time to review your current tier level, as well as the metrics and requirements to be able to move up to the next tier level. If you have any questions about the metrics please do not hesitate to reach out to partner.help@anaplan.com.

How can I check my progress?

Advancement in the programTier changes can be made during the membership period at Anaplan’s discretion. Benefits accrued by moving to a new tier are not retroactive and are only effective upon a tier update.

FY20 commissions:

Partner is paid on first year NNACV only.

Originated Incentive: i. New Business: 10 percent of NNACVii. Expand Business: 10 percent of NNACV

Co-Sold Incentive: 10 percent of NNACVi. Can be earned in addition to any originated incentives recognized

For definitions of the terms provided in the Commission Schedule, please refer to the Anaplan Partner Agreement.

*This guide is only a summary and is subject to modification. Additional terms and conditions may apply. This guide is partner confidential.