Advantage Partner Program

SYMANTEC PINNACLE PARTNER

About this Program Guide

This Guide is intended for Symantec Pinnacle Partners that have been invited to
become a member of the Advantage Partner Program. Broadcom may post or
publish Supplements, and additional terms governing benefits. Some benefits
and other Supplements may be specific to certain regions and/or partner groups.
Broadcom reserves the right, in our sole discretion, to incorporate posted fact
sheets and program information into this Guide.
Please review this Guide carefully, along with any additional Supplement posted
on the Broadcom Partner Portal. Please visit the Partner Portal frequently for
the most updated information and versions of this Guide and Supplements. If
you (on behalf of yourself or your employer) represent yourself as an Advantage
Partner Program member, or if you request, access, or use any benefits under
the program, you are agreeing to the terms and definitions of this Guide under
Broadcom’s then-current policies.

Introduction How to Become a Symantec

The new Advantage Partner Program for Symantec
Pinnacle Partner in the Advantage
Pinnacle Partners is designed to build stronger Partner Program
relationships with our most valued partners, recognize
The Advantage Partner Program is a private program
them for their commitment to Broadcom, and provide
by invitation only. Partners interested in participating, or
them with the capabilities to grow their businesses
Premier Partners interested in becoming Pinnacle Partners
through simplified pricing, better margins, and richer
should contact the Partner Help Desk at partner.helpdesk@
benefits. Our Pinnacle Partners enjoy the top-level
broadcom.com.
financial benefits, deepest
discounts, dedicated Effective November 30, 2020, Symantec Resellers in APAC
resources and more. territories* are excluded from participation in the Advantage
Partner Program beyond the Registered tier.

Please refer to the section at the end of this document for

the complete list of territories in the APAC region.

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Advantage Partner Program Pinnacle Tier Badge
As a Symantec Pinnacle Partner, you are a member of the highest tier in the Advantage Partner Program and have demonstrated
your commitment to your Broadcom partnership through the achievement of multiple requirements including the next level of
bookings performance targets. As a Pinnacle Partner, you may display your program status using the Advantage Pinnacle Partner
badge per the Broadcom partner brand guidelines available on the Partner Portal.

Symantec Pinnacle Program Benefits

Up to 50%
Symantec Pinnacle Partners enjoy enhanced deal registration discount of up to 50% for software, and up to 10% for hardware in
Enterprise account opportunities providing better control of expected profitability. Pinnacle Partners can earn upfront discounts
for identifying, developing and closing new and incremental sales opportunities not forecasted by Broadcom through the Deal
Enhanced Discounts Registration portal accessed via the Broadcom Partner Portal. All deal registrations have a threshold of equal to or greater than
for Enterprise $25K USD MSRP and maximum threshold of $1.5M USD MSRP to be eligible. Enterprise account deal registrations over $1.5M
Accounts via Deal USD will be approved on a case by case basis. Deal registrations are valid for 6-month period from the approval date and may be
Registration* renewed for an additional 90 days with Broadcom sales approval.
Broadcom Pinnacle accounts are not eligible for deal registration. Pinnacle partners may take advantage of price protection,
against competing partners, in Broadcom Pinnacle accounts through a teaming agreement or via the Pinnacle account
engagement request process. Refer to the Broadcom partner portal for further details on how to secure approval to engage with
a Broadcom Pinnacle account.

Pinnacle Partners are eligible for proposal based Marketing Development Funds (MDF).
Marketing Our MDF program is designed to help drive awareness and demand for Broadcom solutions and services, by reimbursing eligible
Development Funds** costs associated with certain MDF approved marketing, enablement and embedded offering development activities.
**Restrictions may apply and access to this Benefit may vary by region and country.

Role Based Funded Pinnacle Partners are eligible for our proposal based funded head program. Advantage Partner Program funded heads are role
Heads (Sales, Support, based and may be one of the following: Sales, Presales, Implementation, Marketing or Support with Key Performance Indicators
Technical only with (KPIs). You will need to work with your Partner Account Director (PAD) to apply for a Funded Head. Funding for funded heads
specific KPIs) begins only when the resource is hired and the funded head agreement has been completed.

We recognize the important role our partners play in developing, expanding and supporting relationships to drive quality growth,
customer satisfaction and positive outcomes.
In Broadcom Enterprise (non-governmental) accounts, once you secure and close a new business opportunity, you become
the incumbent partner for that specific customer and opportunity. As the incumbent partner, our renewal incumbency policy
Renewal Incumbency provides a minimum of a 10% price protection for that renewal opportunity against competing partners. Refer to the Partner
Portal for full details on our Incumbency Policy.
This incumbency protection policy applies to Enterprise accounts only and is not available for commercial accounts. For
Broadcom Pinnacle accounts, partners should follow the Broadcom Pinnacle account engagement request process, posted to
the Partner Portal, to maintain their incumbency in any Pinnacle opportunity.

The Advantage Partner Program Growth Bonus benefit is designed to financially incent and reward partners who source and
sell new and capacity subscription opportunities as a part of a renewal. Pinnacle, Premier and Select Partners can earn an extra
incentive on capacity subscription and new lines with their eligible Broadcom Enterprise/Digital account. Growth Bonus is not
eligible on hardware, UMF (mainframe maintenance fees), PLA SKU’s, extended support, support or and perpetual licenses. It is
only valid at the time of the renewal and must have an approved deal registration on new business. Mid Term capacity deals are
not eligible.
Growth Bonus on
Eligible Renewals*** Eligible renewals are defined as Broadcom Enterprise/Digital renewals that have expiring annual revenue (EAR) that is uplifted to
110% or higher of the original EAR value and may be calculated based on price increase, capacity and new business. Partners with
EAR at 110%+ may secure an additional 2% discount off the new business piece of the renewal. Each additional 5% uplift is eligible
for an additional 2% discount up to a maximum of 20%.
The growth bonus discount is applied to only growth bonus eligible SKU’s within the opportunity and is stacked with all other
eligible programmatic discounts. AOD, IMS and MSD commercial accounts are also eligible for the growth bonus.

Symantec Lead
Pinnacle partners are eligible to receive Enterprise/Digital account leads based on their region and solution focus.
Routing****

Dedicated Partner
Account Director &
Pinnacle partners have a dedicated Partner Account Director and assigned Partner Marketing Manager for their region.
Regional Marketing
Support

Pinnacle partners have access to all product enablement and content (including fee based) at no cost via the Learning Paths
Sales & Technical
on the Broadcom Partner Portal. Symantec Pinnacle Partners are also eligible for 15 free certification exam vouchers annually.
Enablement
Additional vouchers may be requested as needed.

Partner Locator on
Included
Broadcom.com

© 2024 Broadcom. All Rights Reserved. The term “Broadcom” refers to Broadcom Inc. and/or its subsidiaries. | 2
 Pinnacle Partners are eligible for our Not for Resale or NFR solution benefit. This program provides free or generously discounted
software and hardware products used in non-revenue generating activities for internal use, in your demo and lab environments,
NFRs or to use for training purposes.
Refer to the Symantec MSRP price book and skus for the list of eligible NFR solutions.

Marketing Roadmaps Pinnacle Partners have access to demand generation campaign kits and materials to help you grow your Symantec business.
& Campaign Kits Refer to the Partner Portal for the latest materials.

The Advantage Partner Program is designed to help you deliver solutions that customers trust, help you grow your business and
accelerate your and your customers’ success. We believe highly enabled and certified partners are key to that success. We are
Training Credits
pleased to now offer our top partners increased access to training credits for our Symantec and Enterprise Software classes.
Pinnacle Partners receive Unlimited Training Credits.*****

The Broadcom Knights Program has been created to recognize and develop partner technical professionals who demonstrate
consistent technical expertise on Broadcom solutions. To achieve Knight status, the Partner Resource must achieve Proven
Broadcom Knights Sales Professional and Certified Sales Expert certification; plus both Proven Professional and Certified Expert certification in
Program one Technical functional role (Pre-Sales, Implementation or Support). These certifications are by Enablement Focus Product.
The Knights program is an invitation-only program open to nominated technical professionals within the Broadcom partner
community.

Expert Advantage Technical Support partners are eligible for a 10% up front discount on new opportunities and a 10% up front discount on eligible renewals
(Renewals with expiring annual revenue uplifted to 120% through new product, capacity or price increase)
*Deal registration is up to 50% for software, and up to 10% for hardware in Enterprise accounts only.
**MDF will be proposal based and should align to approved MDF activity guidelines. Partners must provide ROI and proof of performance via the Wrike MDF
platform on all approved activities.
***Symantec partner growth bonus is eligible on Enterprise renewals with uplifted expiring annual revenue (EAR) of 130% or higher. The growth bonus discount is
applied to the new business or capacity piece of the renewal.
****Symantec Enterprise/Digital account leads will be routed to partners based on product/solution focus and relevant GEO/region. Partner feedback on lead
quality and opportunity progression is required.
*****SYMANTEC ONLY - Education entitlements are for Broadcom Symantec divisions public classes and on-demand labs only. This entitlement does not include
private on-site classes.

Symantec Pinnacle Partner Requirements

$8M+ USD Annual Booking Value (ABV)
Booking Target (Digital and Core/New and Renew)
(ABV thresholds may vary by Region)

Symantec Focused Sales 6* (4 Proven Professional and 2 Expert)

Partners must be a member of the Expert Advantage Partner Program

Expert Advantage Services Partner
as a Professional Services and/or a Technical Support Services partner

Annual Business Plan Required

Quarterly Business Reviews Required

Dedicated Marketing Resource & Partner Led Demand Generation

Required
Capabilities

*4 Proven Professionals + 2 Expert Certifications. This does not have to be 6 individuals.

Partner performance will be evaluated semi-annually based on prorated performance vs. the above requirements. Additional indicator metrics such as pipeline
developed or support ramp may also be considered.

Pinnacle Partners who fail to achieve business targets and/or program requirements may be removed as a Pinnacle Partner – reviewed annually.

Changes to this Guide Removal from the Advantage

While Broadcom tries to assure the completeness and accuracy
Partner Program
of this information, occasionally we will need to provide
Broadcom regularly reviews activity of its members. Upon
corrections to this Guide. We reserve the right to do this by
finding inactivity within our partner base, Broadcom reserves the
publication via the Partner Portal, or other electronic means.
right to remove partner from the Advantage Partner Program.

*APAC Territory List - American Samoa, Australia, Bangladesh, Brunei Darussalam, Bhutan, Cocos (Keeling) Islands, Cook Islands, China, Christmas Island, Fiji, Micronesia Federated
State of, South Georgia and South Sandwich Island, Guam, Hong Kong, Heard Island and McDonald Islands, Indonesia, India, Cambodia, Kiribati, Democratic People’s Republic
of Korea, Republic of Korea, Lao People’s Democratic Republic, Sri Lanka, Marshall Islands, Myanmar, Mongolia, Macau, Macao, Northern Mariana Islands, Maldives, Malaysia, New
Caledonia, Norfolk Island, Nepal, Niue, New Zealand, French Polynesia, Papua New Guinea, Philippines, Pakistan, Pitcairn, Palau, Samoa, Singapore, Solomon Islands, South Asia Growth
Economics, South Korea, Thailand, Tokelau, Timor-Leste, Tonga, East Timor, Tuvalu, Taiwan, Vietnam, Viet Nam, Vanuatu, Wallis and Futuna Islands

© 2024 Broadcom. All Rights Reserved. The term “Broadcom” refers to Broadcom Inc. and/or its subsidiaries. | 3