Trusted | Profitable | Sustainable

Resell Business Model

FY23 Hitachi Vantara Partner Program

© Hitachi Vantara LLC 2023. All Rights Reserved.

Resell: Pathway to Growth

Optimize your business with us through our flexible partner program framework. Built
around four business models and three industry-recognizable competencies, this
framework provides the flexibility to choose your areas of focus and preferred business
model with the ability to expand and change over time. This flexible approach to
partnership provides tools, benefits, and resources to support a Trusted, Profitable, and
Sustainable business built on Hitachi Vantara technologies and solutions.

To learn more about the Hitachi Vantara Partner Program, engage your partner team and
review the Hitachi Vantara Partner Program Manual.

Hitachi Vantara Partner Model

One Global Program | Supported by Business Models and Competencies

Participate in One or More

Business Models

Resell Manage Create Deliver

Choose Your Focus Areas Across

Competencies

Edge-to-core-to-cloud Intelligent Data Data-driven

Infrastructure Operations Solutions

Trusted | Profitable | Sustainable

Engagement in our Resell Business Model is the foundation for creating a successful
practice to resell Hitachi Vantara products, solutions, and/or services. Participation in this
model leads to new growth opportunities and profitable business outcomes.

Primary Partner Types: VARs, Solution Providers, Distributors

2 © Hitachi Vantara LLC 2023. All Rights Reserved.

The Path to Data-Driven

Being data-driven is the competitive DNA of thriving businesses in the 21st century.
Organizations that thrive use data to deliver optimized operations, innovation, and business
outcomes. Your expertise and joint alignment with our technologies, architectures, and
solutions is pivotal to your position of strength in our program.

The three core business model competencies align with our portfolio. Each competency
has specific training curricula and required testing enabling you to gain expertise in those
areas that align with your business model.

Help organizations optimize and unify their infrastructure from on-premise to

public, private, hybrid and multi-cloud environments.
Our portfolio provides powerful, complex solutions to application requirements
and service-level demands.
IT Infrastructure Object Storage Cloud Services
• Core Storage • Hitachi Content Platform • Storage-as-a-Service
• Data Protection (HCP) (STaaS)
• IT Ops Management • HCP for Cloud Scale • Data Protection-as-a-
• AI Operations • Data Governance Service (DPaaS)
• Converged • Data Mobility • Application Migration
• Hyperconverged • Hitachi Content • Application
• Near Cloud Software for File Modernization
• Hybrid Cloud • HCP Anywhere • Hitachi Application
Reliability Center (HARC)
• Public Cloud

Empower organizations to accelerate digital innovation with advanced insights

based on trusted data. Establish the DataOps practice and deliver AI-driven
automation and collaboration across multi-cloud, core, and edge. Our
comprehensive portfolio addresses the most demanding data management and
analytics needs.
Lumada DataOps
• Data Integration & Analytics
(Pentaho)
• Industrial IoT edge
(Pentaho)
• Data Catalog
• Data Optimizer for Hadoop

Combi you c p bili i s wi h Hi chi’s ich i dus y xp i c dp -

integrated industry vertical solutions to help organizations accelerate data-
driven innovation and achieve their desired business outcomes.
Internet of Things (IoT) Smart Spaces
• Lumada Manufacturing • Video Insights
Insights • Video Intelligence
• Video Data Management

3 © Hitachi Vantara LLC 2023. All Rights Reserved.

Resell Tier Requirements

We provide a pathway for you to progress within the tiered framework of our Resell
program. Each tier has both benefits and requirements. This value-based approach allows
you to gain increased rewards at higher levels in the program.

Requirements by Tier – Resell

Resell Components Member Premier Elite

Active Agreement including Business Model

⚫ ⚫ ⚫
Addendum(s)

Completed Joint Business/Marketing Plan ⚫ ⚫ ⚫

Complete Competency Requirements

Revenue Contribution* – Resell

As a Reseller in our program, revenue contribution is a key performance metric and is
defined as the amount invoiced by Hitachi Vantara. Revenue can include hardware,
software, and/or bundled services, net of any applicable discounts. Maintenance
w l v u is xclud d s p of h ‘R v u Co ibu io ’ c lcul io .

Revenue Contribution ($USD)

Tiering By Country Geographic Size Member Premier Elite

Small Countries
(LATAM, New Zealand, Thailand, all other APAC $200K $750K $1.5M
countries, all other EMEA countries)
Medium Countries
(Netherlands, Spain, Italy, France, Sweden,
$200K $1.5M $3M
Switzerland, India, China, Australia, Indonesia,
Malaysia, Vietnam, Hong Kong, Taiwan)
Large Countries
(United Kingdom, Germany, Russia, United Sates, $200K $3M $7M
Canada, Singapore, Korea)

*For Discover Participants considering the Resell business model, the revenue contribution
metrics do not apply.

4 © Hitachi Vantara LLC 2023. All Rights Reserved.

Key Benefits by Tier

In addition to the foundational benefits provided to all contracted partners in the Hitachi
Vantara Partner Program, we offer unique business-model related program elements for
you in this business model.

We provide a pathway for you to progress within the tiered framework of our program.
Each tier has both benefits and requirements. This value-based approach allows you to
gain increased rewards at higher levels in the program.

For more detailed program information reference our Hitachi Vantara Partner Program
Manual located on the Partner Connect Portal, or contact your Hitachi Vantara Partner
Manager, authorized distributor or partnerprograms@HitachiVantara.com.

Unique Benefits for Resell Partners Member Premier Elite

Deal Registration Access ⚫ ⚫ ⚫

Deal Registration Price Protection ⚫ ⚫ ⚫

Flexible Financial Models ⚫ ⚫ ⚫

Incentive and Rebate Eligibility* ⚫ ⚫ ⚫

Special Promotions (i.e., New Logo)* ⚫ ⚫ ⚫

Market Development Funds (MDF) Proposal-

⚫ ⚫ ⚫
based, Pre-approval Required

*tier applicability may apply

Additional Information
As an Authorized Distributor of Hitachi, you may resell Hitachi products and services
through your network of authorized resellers who, in turn, sell to end-user customers in
your nominated territory.

Au ho iz d Dis ibu o s mus ob i Hi chi’s p io w i co s o s ll di c ly o

end-user customer or to a specified category of customers. Hitachi reserves the right to
require a written agreement with the reseller before they can resell Hitachi products and
services.

As an authorized Hitachi Reseller, you may resell Hitachi products and services to end-
user customers in your nominated territory, however, you are not authorized to resell
through a reseller network, except where applicable laws entitle you to sell to other
resellers.

5 © Hitachi Vantara LLC 2023. All Rights Reserved.

Competency Training Requirements

To remain in good standing and compliance with the FY23 Hitachi Vantara Partner
Program, you are required to complete each competency exam a specified number of
times as indicated in the table below. The sales and presales exams must be successfully
completed once every 24 months. Technical requirements: HQT-1023 TEST, HQT-2123
TEST, HQT-2923 TEST, Data-Driven Solutions Learning Path
Compliance Requirements – Resell

Member Premier Elite Distributor

Sales Presales Sales Presales Sales Presales Sales Presales
United States,
Canada, United
2 1 4 2 5 3 5 3
Kingdom, Russia,
Germany
Netherlands, Spain,
Italy, France, 2 1 3 2 4 3 4 3
Sweden, Switzerland
LATAM, APAC, All
other EMEA 1 1 2 2 2 2 2 2
Countries
For partners who have active members in Partner Technical Ambassador Club (PTAC), competency requirements for Edge-
to-Core-to-Cloud Infrastructure reduce by one for presales (HQT-2123) for each active member. Accreditations and
associated badges can only be acquired by passing the associated test. Accreditations earned by PTAC members for Edge-
to-Core-to-Cloud Infrastructure (HQT-2123) s ill pply o h i ssoci d comp y’s compli c qui m s.

Recommended Competency Training – Resell

Sales Selling Hitachi Vantara Solutions HQT-1023 TEST

SCC2560

Presales

Edge-to-Core-to-Cloud Intelligent Data Data-Driven

Infrastructure Operations Solutions
IT Object Cloud Data Management Internet of Things
Infrastructure Storage Services and Analytics (IoT)

Learning Learning Learning Learning Learning

Path Path Path Path Path

HQT-2123 TEST HQT-2923 TEST

Details on courses and testing information can be found in the Partner Connect Portal > Training.
6 © Hitachi Vantara LLC 2023. All Rights Reserved.
Keys to Success
Resellers are a vital extension of the Hitachi Vantara team. As a Reseller of our innovative
products, solutions, and services, you help customers optimize performance, and gain the
security, efficiency and agility that data-driven transformation enables. We know that this
partnership is critical to our ability to open new doors and expand our global footprint with
targeted accounts.
PARTNER ECOSYSTEM
Hitachi brings together a diverse ecosystem of technology partners that complement
our product portfolio. Our global program provides tools, resources and training with
sales and marketing benefits to ensure better business outcomes as we bring joint
solutions to market.

Working together with solution providers, VARs, and distributors, your expertise
coupled with our portfolio of offerings creates a win-win through co-investment
dollars, incentives and rebates, training, and more. You are an extension of Hitachi
Vantara, and our partnership is critical to open new doors and expand footprint.

ASK AN EXPERT
G sw s igh w y o b ou d o xp vi Hi chi’s AI d iv , Ask An
Expert support tool. Search with key words and rate the results. If the results are not
satisfactory, then you will be routed to a pool of experts to help you.

PRESALES AND SALES SUPPORT

In addition to partnering to create value-added solutions for customers, Hitachi
Vantara can help smooth the process of reaching and onboarding new customers
with a broad set of business tools and programs to increase deal velocity (sales
collateral, MDF program, lead generation support); deal registration, quote and
proposal support; and our demo program.

ONBOARDING
Familiarize yourself with this model using our Resell Business Model Onboarding
Guide, a resource that includes key areas of focus to accelerate the path to
profitability.

Our history of world-class innovation, engineering, and pioneering spirit Hitachi

7 Vantara can help you to achieve more. © Hitachi Vantara LLC 2023. All Rights Reserved.
Learn with us

Training Roadmaps
Established learning roadmaps for models and competencies are foundational to our
mutual success. We have aligned our accreditation duration and timeframe with industry
standards and streamlined the process with microlearning content h ’s sy o fi i o
any schedule. We regularly update our content to ensure relevance to our current portfolio
and help partners deliver the best customer value.

Solution Perspectives
Solution Perspectives are customized pages for Hitachi Vantara offerings, simplified to
highlight relevant resources including sales, presales, enablement, and marketing content
to improve your win rate. Solution Perspectives are available via the Sales menu on the
Partner Connect Portal.

Global Product & Solution Enablement (GPSE) YouTube Channel

The GPSE team publishes informative, in-depth technical videos to Hitachi Vantara
playlists, including Hitachi Vantara Storage.

Knowledge Base
This online portal provides intuitive search functionality to explore and find information on
product and solution documentation, technical bulletins, compatibility, and support.

Certified Professional Program & Digital Badging Credentials

The Hitachi Vantara Certified Professional Program is designed to provide you with the
knowledge and skills to identify and qualify sales opportunities, describe the value
proposition of Hitachi Vantara solutions, and achieve revenue growth and higher profit
margins. Through flexible exam-based training and a two-level assessment structure—
Qualification-level and Certification-level—the Hitachi Vantara Certified Professional
Program validates that partners demonstrate the knowledge, skills, and abilities to
successfully innovate with our technology solutions.

8 © Hitachi Vantara LLC 2023. All Rights Reserved.

Talk to us

Hitachi Vantara Partner Support Desk

Hitachi Vantara provides a service desk for questions concerning all partner-related
general topics. For assistance, contact the Hitachi Vantara Partner Service Desk via
email at Partner.Support@HitachiVantara.com.

For a list of local phone numbers, visit the Partner Connect Portal > Help Center.

For detailed information about additional resources, please reference our Hitachi
Vantara Partner Program Manual located on the Partner Portal.

Hitachi Vantara
Corporate Headquarters Contact Information
2535 Augustine Drive USA: 1-800-446-0744
Santa Clara, CA 95054 USA GLOBAL: 1-858-547-4526
Hitachivantara.com | community.hitachivantara.com Hitachivantara.com/contact

HITACHI is a registered trademark of Hitachi, Ltd.

All other trademarks, service marks, and company names are properties of their respective owners.
March 2023