Salesforce Partner Program

Policies
The Consulting Partner Program Policies are listed first, followed
by the AppExchange Partner Program Policies. Partner must be
enrolled in the relevant Salesforce Partner Program for that
Program’s Policies to apply.

Partner Program Policies – Page 1

 Consulting Partner Program Policies

Version: August 26, 2021

These Consulting Partner Program Policies (“Policies”) are current as of the version date set forth above and will remain in
effect until or unless they are superseded at this same (or redirected) URL by a version with a later version date. SFDC may
update or modify these Policies in its sole discretion, with or without notice. These Policies are subject to and made part of the
Salesforce Partner Program Agreement (“SPPA”) at http://p.force.com/SPPA, which an entity must accept in order to
participate as a Partner in the Consulting Partner Program (the “Program”). Partner Affiliates may hold themselves out as
Partners of SFDC with respect to the Consulting Partner Program, only for the purposes of the Consulting Partner Program,
subject to the terms of the SPPA, including Partner’s obligations in Section 1.3 (“Partner Affiliates”) of the SPPA. Capitalized
terms not defined in these Policies have the meaning given to them in the SPPA. Exceptions to this policy may exist with
respect to Partners based in Japan.

Consulting Partner Program Overview

The Program is designed for firms that are inspired to lead the next phase of innovation and help companies connect with their
customers in entirely new ways by offering implementation, integration and/or custom development related to the Services.
SFDC offers our Partners robust resources, training, and tools, enabling them to develop expertise around specific business
functions, product areas, and industries so they can best serve customers and differentiate their practices. Unlike programs
developed by traditional software providers, the Program is built exclusively for the cloud and takes advantage of its unique
customer engagement models and economics and potential to deliver customer success.

Consulting Partner Program Requirements

An entity may apply to join the Program through the Partner Enrollment page of the Partner Community at
https://partnersignup.salesforce.com. Upon application, such entity will receive an initial welcome email setting out minimum
requirements for inclusion in the Program on a provisional basis (e.g., demographic information, due diligence / compliance
information). The applying entity must satisfy these requests within thirty (30) days of receipt of this email to keep its
application active. Provided the entity submits such information within the appropriate window, SFDC will review it, and if it
is acceptable to SFDC, SFDC will grant the entity “Provisional Partner” status, and will send the Provisional Partner an
additional email outlining the qualification requirements for inclusion in the Program on a non-provisional basis (e.g.,
certifications, fee payments, etc. as discussed on the Consulting Partner Program Overview Page at
http://p.force.com/consultingpartnerprogram).

If the Provisional Partner meets these qualifications within six (6) months of receipt of the applicable email, such Provisional
Partner will be admitted to the Program on a non-provisional basis and will be assigned a partnership tier level (“Tier”) as
discussed below. If a Provisional Partner fails to meet the qualifications within six (6) months of receipt of the email, it will
not be admitted to the Program and will be removed from the Partner Community without any refund of fees, however it may
reapply after meeting the qualifications. If it reapplies within the same SFDC fiscal year (February 1 – January 31) (“SFDC
Fiscal Year”) the amount of fees paid previously for such SFDC Fiscal Year will count towards any additional fees incurred
for such same SFDC Fiscal Year application. No such credit will apply to subsequent SFDC Fiscal Years. Any exception to
the Program requirements will be subject to approval and management by SFDC’s COO of Industries, Innovation and Partners.
SFDC reserves the right to accept or deny any application to the Program, deny any request for access to the Partner
Community, or end any Partner’s participation in the Program.

Consulting Partner Program Benefits

The benefits to which a Partner in good standing is entitled, based on Tier (as discussed below), are set out at
http://p.force.com/sibenefits.

Consulting Partner Program Tiers

When a Provisional Partner is admitted to the Program on a non-provisional basis, it will be assigned to the “Base” Tier level.
During its participation in the Program, the Partner will be evaluated each quarter, based on the SFDC Fiscal Year , and may
be reassigned to a different Tier based on its Consulting Partner Trailblazer Score as described on the Overview Page
p.force.com/consultingpartnerprogram. Evaluations will be conducted during the first month following the end of an SFDC
fiscal quarter, and any resulting reassignment will be effective as of the first day of the following month, as set forth below.
SFDC will notify each Partner of its new Tier on or before the effective date thereof. Partners who do not remain in compliance
with the qualifications of the Program may be removed from the Program and the Partner Community without any refund of
fees. Notwithstanding the foregoing, Partners who are promoted to a higher Tier during an SFDC Fiscal Year will maintain the
highest Tier earned during such SFDC Fiscal Year for the remainder of the then current SFDC Fiscal Year and the entire next
SFDC Fiscal Year, after which Partners will be reevaluated.

Consulting Partner Program Policies – Page 2

 Evaluation Type SFDC Fiscal Quarter Ends Review Conducted New Tier Effective Date
FY Q1 Evaluation April 30 May June 1
FY Q2 Evaluation July 31 August September 1
FY Q3 Evaluation October 31 November December 1
FY Q4 (Annual) Evaluation January 31 February March 1

Consulting Partner Program Fees

The fees that a Partner is obligated to pay upon enrollment and upon renewal annually, based on Tier and market (ie. Japan,
Mature Market, or Growth Market, as further defined below), are set out in the Overview Page at
http://p.force.com/consultingpartnerprogram. Such fees may be prorated quarterly for Partners joining the Program more than
two months after the start of the SFDC Fiscal Year. A Partner who is reassigned to a higher Tier during the SFDC Fiscal Year
will not be responsible for the additional program fees associated with such higher Tier until the start of the next SFDC Fiscal
Year. Similarly, a Partner based in a market that changes from a Growth Market to a Mature Market during the SFDC Fiscal
Year will not be responsible for the additional program fees associated with such Mature Market until the start of the next
SFDC Fiscal Year. No later than ten (10) days after the start of a program year, a Partner may request reassignment to a lower
Tier than the Tier for which it qualifies. If SFDC approves such request, such Partner will be reassigned to such lower Tier,
effective as of the start of the SFDC Fiscal Year, and will be responsible for the fee associated with such lower Tier, however
such Partner will not be eligible for reassignment to a higher Tier for the remainder of such SFDC Fiscal Year.

As of the version date of these Policies, Mature Markets are the following regions, which are subject to change by SFDC:
Australia, Brazil, Canada, Israel, the United States and certain countries in Europe, including, Austria, Belgium, Denmark,
Finland, France, Germany, Greenland, Iceland, Ireland, Italy, Luxembourg, Netherlands, Netherlands, Antilles, Norway,
Portugal, Spain, Sweden, and Switzerland and the United Kingdom. For more information, Partner may submit a case via the
Partner Community. Note that certain Mature Markets are not eligible for referral payments, as further detailed in the Referral
Fees section below.

As of the version date of these Policies, Growth Markets are the following regions, which are subject to change by SFDC: all
countries in Africa, Asia Pacific (excluding those countries listed as a Mature Market above), the Commonwealth of
Independent States, and Europe (excluding those countries listed as a Mature Market above), the Middle East (except Israel),
Latin America (excluding those countries listed as a Mature Market above), New Zealand, Russia. For more information,
Partner may submit a case via the Partner Community.

Navigator and AppExchange Solutions

SFDC may offer a Partner the chance to participate in the Navigator and/or AppExchange Solutions initiatives. Additional
information for each initiative, respectively, is provided at partners.salesforce.com/s/education/consultants/Partner_Navigator,
and http://p.force.com/InsideAppExchange.

Partner Account Consolidation

Partner may make a written request that some or all of its Affiliates that are also Partners of SFDC be treated on a consolidated
basis for the purpose of the Program Components described below, for so long as Partner and all such Affiliates remain partners
in good standing. To initiate such a request, Partner should open a case in the Partner Community and provide evidence of
each such Affiliates’ consent to the applicable consolidation in the form requested by SFDC. Upon approval and completion
of the request, the following Program components will be treated on a consolidated basis for the requesting Partner (the
“Designated Entity”) and its applicable Affiliates (together, a “Consolidated Partner”) as set forth below:

Consulting Partner Program Policies – Page 3

Program Component Treatment of Consolidated Partners
Trailblazer Score Each entity that comprises the Consolidated Partner will, within a particular Partner Program, have the
same Trailblazer Score. Trailblazer Scores for Consolidated Partners are based on the aggregate data
of all entities comprising the Consolidated Partner.
Tier Each entity that comprises the Consolidated Partner will, within the Program, be assigned to the same
Tier based on the Trailblazer Score of the Consolidated Partner.
Program Benefits Each Consolidated Partner shall be entitled to one set of corresponding Program Benefits based on
Tier.
Program Fees The Designated Entity will be invoiced a single Program Fee covering all entities that comprise the
Consolidated Partner.
Referral Payments The Tier of the Consolidated Partner determines referral eligibility for all such entities that comprise
the Consolidated Partner. For clarity, SFDC shall only make payment to the Designated Entity; SFDC
will not make payment to Affiliates of Designated Entity or other third parties or related entities.
AppExchange Service One single AppExchange partner listing per Consolidated Partner.
Listings

For clarity, Consolidated Partners are not required to consolidate Partner Business Orgs (PBO) or Channel Order Apps (COA).
Please see this Knowledge Article for information regarding considerations related to PBO or COA consolidation.

Compliance
At all times during its participation in the Program, Partner must comply with all applicable anti-corruption laws. If SFDC
reasonably suspects Partner has breached such obligation, SFDC may inspect and copy Partner’s books, records, and accounts
and interview relevant Partner personnel. Partner agrees that SFDC may request verification that Partner, Partner’s sales
representatives, and anyone engaged by Partner to perform work in connection with the Partner Program has undertaken
compliance training and compliance certifications that align to Partner’s compliance obligations under the SPPA and these
Policies.

Training
Partner agrees that to the extent it is engaged in marketing, submitting referrals to SFDC (as discussed in the appendix hereto),
or otherwise reselling the Services, Partner’s sales representatives and other personnel will use reasonable efforts to participate
in the basic online training offered for free by SFDC to SFDC’s users generally. As SFDC upgrades the Services, SFDC may
ask Partner’s sales representatives and other personnel to undergo further training based on SFDC Services’ new features and
functions, and Partner and Partner’s personnel agree to make reasonable, good faith efforts to participate in such further training.
Partner agrees to use reasonable efforts to advise SFDC of any demonstrations required to market the Services to prospective
SFDC customers, especially those with a sales force or customer service group of greater than twenty (20) people. To the extent
Partner is eligible to receive certain technical support offerings, such programs are provided under SFDC’s technical support
policies in effect at the time the Services are provided. For clarification, technical support does not include support for Non-
SFDC Applications or other third party programs or services. SFDC’s technical support policies are subject to change at
SFDC’s discretion.

AppExchange
Subject to its inclusion as a program benefit in Partner’s assigned Tier, and solely for so long as Partner remains a Partner
assigned to such Tier, and subject to the terms of the SPPA (including the AppExchange Addendum thereto) and these Policies,
Partner may be entitled to the AppExchange Listing Program Benefit allowing Partner to market products or services on the
AppExchange. If Partner is not entitled to, or is not utilizing the AppExchange Listing Program Benefit, the AppExchange
Addendum will not apply to Partner.

Services Subscriptions
Subject to its inclusion as a program benefit in Partner’s assigned Tier, and solely for so long as Partner remains a Partner
assigned to such Tier, and subject to the terms of the SPPA and these Policies, SFDC may provide Partner with log-in
credentials to one or more Services, and thereby grant Partner a non-exclusive, non-transferable limited right to access and use
such Services solely for: (i) demonstration of the Services to potential SFDC customers solely in connection with Partner’s
participation in the Program, or (ii) training on the use of the Services. Partner’s use of any Services subscriptions is further
subject to the restrictions set forth in Section 5 of the SPPA and, to the extent such subscriptions have been ordered by Partner
from SFDC pursuant to an order form, any restrictions set forth in such order form. For clarity, Partner may be, or may become
entitled to, receive access to the Services under a separate agreement with SFDC. The SPPA and these Policies will govern
Partner’s access to the Services to the extent subscriptions to Services are provided as a benefit of the Program.

Consulting Partner Program Policies – Page 4

Marketing Services
Subject to its inclusion as a program benefit in Partner’s assigned Tier, and solely for so long as Partner remains a Partner
assigned to such Tier, and subject to the terms of the SPPA and these Policies, SFDC grants Partner a non-exclusive,
nontransferable, limited license to use those portions of SFDC’s marketing programs, marketing materials and tools, as further
described herein (“Marketing Services”) solely for the purpose of creating, executing, and monitoring marketing campaigns
related to SFDC’s products and services. Partner’s use of the Marketing Services shall be subject to the SPPA (including the
online Salesforce Partner Marketing Reimbursement Agreement referenced therein (the “SPMRA”)), to the extent applicable,
and these Policies and must comply with SFDC’s current branding guidelines, including SFDC’s Trademark Usage Guidelines
(available at SFDC’s main website) and SFDC’s Partner Branding and Logo Usage Guidelines and Partner Press Release
Guidelines (both available through the Partner Community). SFDC may change the usage, branding and press release guidelines
and location thereof at any time, and, upon reasonable notice from SFDC, Partner will promptly modify Partner’s use of the
Marketing Services to conform to any such changed guidelines. Partner may allow third parties to access the Marketing Services
for the purpose of creating, executing, and monitoring marketing campaigns related to SFDC’s products and services on
Partner’s behalf, provided that Partner ensures that all such use is in accordance with the SPPA, the SPMRA and these Policies.
Partner agrees to be responsible for any misuse of the Marketing Services by Partner or any third party using the Marketing
Services on Partner’s behalf and Partner agrees to use the Marketing Services at Partner’s own risk. Partner will cooperate
with SFDC to allow for review of Partner’s use of the Marketing Services and compliance with SFDC’s quality standards. If
SFDC, in SFDC’s sole discretion, determines that Partner’s use of the Marketing Services does not comply with the SPPA, the
SPMRA, these Policies, or SFDC’s branding guidelines, Partner will promptly modify or discontinue Partner’s use as directed
by SFDC. In the event Marketing Services include payments to Partner, then Partner will maintain adequate books and records
regarding the basis for such payments and will provide SFDC with copies of such records upon request.

SFDC Trademark License.

Subject to its inclusion as a program benefit in Partner’s assigned Tier, and solely for so long as Partner remains a Partner
assigned to such Tier, and subject to the terms of the SPPA and these Policies, SFDC grants Partner a limited, nonexclusive,
nontransferable, non-sublicensable, royalty-free license during the SFDC Fiscal Year to use, solely in connection with Partner’s
rights, duties and obligations under the SPPA and these Policies, such marks identified publicly by SFDC as available for use
by Partners within Partner’s assigned Tier (see, e.g., Partner Branding and Logo Usage Guidelines) (“SFDC’s Marks”) in any
jurisdiction in which Partner is authorized to be a Partner and SFDC has rights during the SFDC Fiscal Year. This license does
not grant rights to use any of SFDC’s trademarks that are not SFDC’s Marks. Any use by Partner of SFDC’s Marks will be in
accordance with SFDC’s trademark usage policies, with proper markings and legends, and subject to SFDC’s prior written
approval. Partner will not make any express or implied statement or suggestion, or use any of SFDC’s trademarks in any
manner, that dilutes, tarnishes, degrades, disparages or otherwise reflects adversely on SFDC or its business, products or
services. Partner will cease, or adjust the manner of, its use of any of SFDC’s Marks at SFDC’s request in its sole discretion.
SFDC may withdraw any approval of any use of SFDC’s Marks at any time in its sole discretion upon written notice to Partner,
which withdrawal will be effective promptly but in no case more than thirty (30) days from the date of SFDC’s notice sent in
accordance with the SPPA and these Policies.

Questions? Need assistance?

Please submit a case via the Partner Community at https://partners.salesforce.com/.

Consulting Partner Program Policies – Page 5

Addendum 1 - Referrals

Referrals
A Partner in the Consulting Partner Program, including, until further notice, a Consulting Partner that is also a Salesforce
authorized reseller, may be eligible to receive a referral fee if it submits a referral to Salesforce’s direct sales organization
through the Partner Community and that referral meets the requirements described in this Addendum, is approved by SFDC or
an SFDC Affiliate, and is converted into an SFDC or SFDC Affiliate sale opportunity that successfully closes within six (6)
months after the date the referral is submitted. Referral fee payments may be made by SFDC or an SFDC Affiliate, in SFDC’s
discretion. For clarity, SFDC or its Affiliate shall only make payment to the Partner entity that SFDC has accepted into the
Consulting Partner Program; SFDC or its Affiliate will not make payment to Affiliates of Partner, other third parties, or related
entities. In the case of a Consolidated Partner, payment shall be made to the Designated Entity. As used in this Addendum 1,
a sale opportunity may be a direct sale opportunity between SFDC or its Affiliate and a customer or an indirect sale opportunity
between SFDC or its Affiliate and an authorized Salesforce reseller partner for an end-customer. If the sale opportunity is an
indirect sale opportunity, then (i) references to order forms in this Addendum 1 refer to the order form between SFDC or its
Affiliate and the authorized Salesforce reseller partner, and (ii) references to the referred customer in this order form mean the
Salesforce reseller partner’s end-customer.

First Year Net Revenue

Referral fees are based on the subscription fees for eligible product(s) set forth in the order form(s) with SFDC or its Affiliate
associated with such opportunity covering the 12-month period starting on the earliest order form start date, net of any
discounts, taxes payable and subsequent refunds not due to SFDC’s or its Affiliate’s invoicing error or breach, and excluding
fees for support (including Premier Support products), implementation, customization, training, consulting or other professional
services, or third-party products or services (“First Year Net Revenue”). If an order form executed in connection with a
referral is a multi-year order form, referral fees will be based only on the First Year Net Revenue, not on any revenue covering
any period thereafter.

Sourced Referral
A sourced opportunity is when a Partner introduces a prospect new to Salesforce and its Affiliates, or a new product
opportunity to an existing customer of Salesforce or its Affiliates. To be eligible for sourced credit, partners are required to
submit a referral lead in the Partner Community that converts into a new business opportunity. To be considered a sourced
referral the referral lead must be submitted within 30 days of a new business opportunity creation date, and before the
opportunity close date.

Joint Referral
Joint Sales Credit is recognized when a Partner demonstrates meaningful selling engagement activity supporting the Salesforce
Account Executive (AE) in the sales cycle or brings add-on subscriptions for existing customers. Partner is either brought in
by a Salesforce AE or has existing relationships with the customer. Meaningful selling engagement means the Partner owns
50% of the sales engagement and is involved in delivering pre-sales activities that influence the deal to close. Being selected
as the Implementation Services Partner does not constitute meaningful sales engagement. Salesforce AE’s own the partner
assignment on the opportunity, if the assignment isn’t showing in your Partner Community Business Console, speak to your
AE.

First Referral Only

If multiple Partners submit referrals through the Partner Community that result in a single opportunity, the only referral that
will be evaluated for referral fees is the first referral submitted during the six (6) months prior to the date on which the
opportunity is closed. Later submitted referrals will not be eligible for referral fees in connection with such opportunity.

Ineligible Products
Certain products will be ineligible for referral fees, and will be marked as such in the Partner Community submission process
and/or will be inaccessible to Partner when submitting a referral. For clarity, Mulesoft and Tableau are both products that are
ineligible for referral fees as of the Version Date of these Policies.

Maximum Fee
Except with respect to Referral Type “Slack” below, the maximum referral fee SFDC or its Affiliate will pay to Partner with
respect to an opportunity that results in a closed opportunity is $10,000 per Mature Market opportunity and $100,000 per
Growth Market opportunity (or if the opportunity is not in US dollars, the applicable currency equivalent of such amounts).

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Addendum 1 Referrals – Page 6
 Referral Fees
The following tables set out the applicable referral fee rates for qualifying referrals, and the types of referrals ineligible for
fees.

Referral Type Market Referral Fee

Sourced Referral Mature Market* 10% of First Year Net Revenue

Growth Market** 20% of First Year Net Revenue

Joint Sales Referral Mature Market Mature Market opportunities resulting from joint sale efforts by SFDC (or an SFDC
Affiliate) and Partner are not eligible for referral fees.
Growth Market 5% of First Year Net Revenue
Add-On / Upgrade Mature Market Mature Market add-on / upgrade opportunities are not eligible for referral fees
Growth Market Sourced or Joint Sales Growth Market percentage of First Year Net Revenue, as set forth
above, provided the referred customer has a valid and existing order form in place with
SFDC at the time the referral is submitted and at the time the add-on / upgrade
opportunity is closed.
Salesforce Essentials Mature Market and 20% of First Year Net Revenue for sourced referrals with subscription terms equal to or
Growth Market greater than 1 year and 10% of First Year Net Revenue for sourced referrals with
subscription terms of less than 1 year, with respect to referral leads submitted on or after
September 1, 2020 via web form, available upon request to SFDC at
p.force.com/essentials, or via standard referral submission process.
Slack Mature Market and 20% of First Year Net Revenue for sourced referrals with subscription terms equal to or
Growth Market greater than 1 year
Sourced Referral by Mature Market and Through February 1, 2022 only: 10% of First Year Net Revenue. For clarity, this is the
Cloud Reseller where Growth Market, only referral fee available to a Cloud Reseller for this Referral Type; Cloud Reseller
opportunity closes subject to the territory shall not additionally be entitled to referral fees for standard Sourced Referrals for this
requirements of the Referral Type.
with the same Cloud
applicable Salesforce
Reseller Reseller Agreement
Ineligible For Referral Fees Description
Existing Opportunities Referrals that convert into opportunities that are materially the same (i.e. same customer,
same products) as opportunities that are in SFDC’s or its Affiliate’s active sale process
at the time of the referral, or were in process longer than thirty (30) days prior to the
referral submission, are not eligible for Sourced referral fees.
Renewal Opportunity Opportunities that are renewals are not eligible for referral fees.
Public Sector / Non Profit Opportunities where the referred customer is a non-profit or government entity
(including any agency or department thereof), political party, enterprise owned wholly
or in part or controlled by a government, or public international organization (such as
the World Bank), or any other entity or person acting on behalf of any such government,
political party, enterprise, or public international organization, are not eligible for
referral fees.
Subscription Term < 1 Year Opportunities with a term of less than one year (other than eligible Growth Market add-
on / upgrade opportunities and Salesforce Essentials) are not eligible for referral fees.
Revenue Beyond First Year Opportunities with a term of more than one year are only eligible for referral fees with
respect to the First Year Net Revenue.
Not in Good Standing Opportunities where the referring Partner is not in good standing at the time of SFDC’s
or its Affiliate’s payment processing, or is in breach of the terms of the SPPA or these
Policies, are not eligible for referral fees.
Failure to Follow Process Opportunities where the referring Partner has failed to follow the process set out in these
Policies are not eligible for referral fees.
Customer Prohibition / Payment Opportunities where the referred customer prohibits the inclusion of such fees in its
payments to SFDC or its Affiliate or, if applicable, the authorized Salesforce reseller

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Addendum 1 Referrals – Page 7
 partner, or where the referred customer has paid or will pay such fees directly to Partner,
are not eligible for referral fees.
Excluded Countries Except with respect to Salesforce Essentials and Slack, Opportunities where the referred
customer is located in Canada, Ireland, Japan, South Korea, the United Kingdom, or the
United States are not eligible for referral fees.
Self Referrals Opportunities referred by Partner are not eligible for referral fees where (i) the referred
customer is the Partner or (ii) where the referred customer is an Affiliate of the Partner.
Excluded Partners Opportunities where the referring Partner has sold over 75M in Co-Sell ACV in the
previous SFDC Fiscal Year are not eligible for referral fees.
Violation of Law Notwithstanding any other provisions in the SPPA or these Policies, Partner will not be
entitled to referral fees: (i) if such fees are prohibited or limited by federal, state or local
law or regulation in the United States or in the jurisdiction where the applicable Partner,
authorized Salesforce reseller partner (if applicable), or referred customer is located, (ii)
if such Partner has used illegal, unethical, or improper means to generate such referral
or if it has promised, given, offered, or authorized the provision of money or anything
of value to anyone to improperly influence the award or retention of business in
connection with such referral, or (iii) if the referred customer is in any sanctioned
country (including Cuba, Sudan, Iran, North Korea, Syria, and Crimea or any other
countries included on lists maintained by the Office of Foreign Asset Control), on any
Specially Designated Nationals lists, or on any other denied parties lists.
* See definition of Mature Markets on page 3.
** See definition of Growth Markets on page 3.

Partner Affiliates, Mergers, and Acquisitions

If any Partner is an Affiliate of another Partner, where “Affiliate” means any entity that directly or indirectly controls, is
controlled by, or is under common control with the subject entity, and "Control," for purposes of this definition, means direct
or indirect ownership or control of more than 50% of the voting interests of the subject entity, and the Partners are in different
Tiers, the highest Tier associated with any Partner Affiliate will be deemed to apply to all of Partner’s Affiliates for purposes
of eligibility for referral fees. For example, if a Partner is in the Registered Tier, and its Affiliate is an Excluded Partner per the
chart above, ie. ineligible for referral fees, neither Partner will be eligible for referral fees; If a Partner is not an Affiliate of
another Partner when it joins the Program, but becomes an Affiliate of another Partner during the SFDC Fiscal Year (e.g.
following a merger, acquisition, corporate reorganization, or sale of all or substantially all of its assets, or because its Affiliate
later joins the Program), each Partner’s Tier will be considered separately for purposes of referral fee eligibility until the start
of the next SFDC Fiscal Year, at which time the highest Tier associated with any Partner Affiliate will be deemed to apply to
all Partners Affiliates for purposes of eligibility for referral fees.

Payment Processing
With the exception of the Slack Referral Type, referral fees will be calculated on a monthly basis, and payment of a fee will be
processed within forty-five (45) days of the end of the month during which the associated opportunity is closed. For the Slack
Referral Type only, referral fees will be calculated quarterly based on the calendar year, Partner will receive a summary thereof,
Partner shall issue an invoice to Slack therefore, and payment will be processed within thirty (30) days after receipt of such
invoice. Payments made to Partner hereunder will be made by wire transfer, unless otherwise agreed between the parties.

Minimum Threshold for Fee Payment

Except for Slack (as further detailed below) and except for Salesforce Essentials, the minimum monthly threshold for referral
fee payments will be $500 (or if the opportunities are not in US dollars, the applicable currency equivalent of $500). If the
referral fees due to a Partner for opportunities closed during a given month (exclusive of referral fees due to Partner for the
Slack Referral Type) meet or exceed the threshold amount, SFDC will remit such amounts to Partner as discussed herein. If
Partner’s fees for such month do not meet the threshold, Partner’s right to referral fees for that month are forfeit. Forfeit fee
amounts do not roll forward to the next month.

Opportunities for the “Slack” Referral Type must meet the following minimum subscription thresholds per plan type in order
to be eligible for referral fees:

● Slack Pro Plan: 125

● Slack Business+ Plan: 67
● Slack Enterprise Grid Plan: 26

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Addendum 1 Referrals – Page 8
Referral Fee Refunds
If SFDC or its Affiliate makes a referral fee payment to Partner in error, or if a referred customer (or authorized Salesforce
reseller partner, if applicable) fails to make required first-year subscription fee payments to SFDC or its Affiliate within sixty
(60) days of the payment due date, or if the applicable order form between SFDC or its Affiliate and the referred customer (or
authorized Salesforce reseller partner, if applicable) is terminated before its agreed upon expiration date, SFDC or its Affiliate
will be entitled to a refund of the corresponding referral fee payments made to such Partner (provided that if a non-paying
customer or authorized Salesforce reseller partner does ultimately pay all amounts due, SFDC or its Affiliate will repay Partner
the applicable fees less a deduction for collection and administrative costs, not exceeding half of the total fee). SFDC or its
Affiliate may in its sole discretion choose to either offset such refundable amounts against fees SFDC or its Affiliate owes to
Partner hereunder, or invoice Partner for the refundable amounts; invoiced amounts are due and payable within thirty (30) days
of the invoice date. SFDC’s or its Affiliate’s right to a refund of which SFDC or its Affiliate has not notified Partner will
expire ninety (90) days after the one-year anniversary of the start date of the applicable order form.

Partner Responsibility
Each Partner is responsible for managing the referrals it submits; should Partner have concerns about the timely review,
processing, approval or rejection of a referral it has submitted, such Partner should submit a case via the Partner Community
within (30) days of the date on which the associated opportunity is closed.

Personal Data
In submitting personal data to the Partner Community in connection with a referral, Partner will comply with all applicable
laws governing Partner’s collection, storage, processing, use and transfer of such information. As the data provider, Partner
warrants that it has provided all appropriate notices to data subjects and obtained all appropriate consents to transfer data to
SFDC and allow its processing according to the terms of the SPPA and these Policies. Partner authorizes SFDC to process such
data as reasonably required to exercise SFDC’s rights and perform SFDC’s obligations under the SPPA and these Policies;
Partner acknowledges that SFDC may be required to provide personally identifiable information to third parties to comply with
legally mandated reporting, disclosure, or other legal process requirements.

Questions? Need assistance?

Please submit a case via the Partner Community at https://partners.salesforce.com/.

Consulting Partner Program Policies

Addendum 1 Referrals – Page 9
 AppExchange Partner Program Policies

Version: August 26, 2021

These Program Policies for AppExchange Partners are current as of the version date set forth above and shall remain in effect
until or unless they are superseded at this same (or redirected) URL by a version with a later version date. Salesforce (“SFDC”)
may update or modify these Program Policies in its sole discretion, with or without notice to Partners. These Policies are subject
to and made part of the Salesforce Partner Program Agreement (“SPPA”) at http://p.force.com/SPPA which an entity must
accept in order to participate in the AppExchange Partner Program (the “Program”). Partner must comply with these Program
Policies, as well as the SPPA, in order to participate in the AppExchange Partner Program. Capitalized terms not defined in
these Program Policies have the meaning given to them in the SPPA.

AppExchange Partner Program Overview

SFDC works with a variety of Partners that are commercial independent software vendors (ISVs) and developers who build
applications. Companies and individuals may apply to participate in the AppExchange Partner Program and its AppExchange
Partner Categories described in these Program Policies, which support different go-to-market strategies.

AppExchange Partner Program Requirements

To enroll in the AppExchange Partner Program, a Partner must select “AppExchange Partner” when it completes its Partner
Enrollment Form. When SFDC notifies a Partner that it may participate in the AppExchange Partner Program for the current
SFDC fiscal year (February 1 – January 31) (“SFDC Fiscal Year”) Year and approves the Partner’s AppExchange Partner
Category, the Partner becomes eligible to receive the Partner Program Benefits for the Partner’s applicable AppExchange
Partner Program Designation, provided that Partner meets certain additional participation criteria, including the following
(“Participation Criteria”):

● Completion of all required SFDC legal due diligence processes, provided it results in approval by SFDC
● Participation in one of the AppExchange Partner Categories described in these Program Policies
● Approval of the Partner’s application(s) through SFDC’s Security Review and Assessment (SFDC may, in its sole
discretion, give Partners access to certain Partner Program Benefits prior to the Partner’s application(s) receiving this
approval)

If at any time a Partner fails to meet the Participation Criteria for the AppExchange Partner Program or its assigned
AppExchange Partner Program Designation, SFDC may, in its sole discretion, re-assign the Partner to a different AppExchange
Partner Category and/or AppExchange Partner Program Designation, or terminate the Partner’s participation in the
AppExchange Partner Program altogether. SFDC reserves the right to accept or deny any application to the AppExchange
Partner Program, deny any request for access to the Partner Community, or end any Partner’s participation in the AppExchange
Partner Program.

AppExchange Partner Program Tiers and Evaluation Process

There are four AppExchange Partner Program tiers (“Tiers”):
● Base
● Ridge
● Crest; and
● Summit

During its participation in the Program, the Partner will be evaluated each quarter, based on the SFDC Fiscal Year, and may
be reassigned to a different Tier based on its AppExchange Partner Trailblazer Score as described on the Overview page
p.force.com/s/education/appinnovators/AppExchange_Partner_Prgram.

Evaluations will be conducted during the first month following the end of an SFDC fiscal quarter, and any resulting
reassignment will be effective no later than the first day of the following month, as set forth below. SFDC will notify each
Partner of its new Tier on or before the effective date thereof. Partners who do not remain in compliance with the qualifications
of the Program may be removed from the Program and the Partner Community without any refund of fees. Notwithstanding
the foregoing, Partners who are promoted to a higher Tier during an SFDC Fiscal Year will maintain the highest Tier earned
during such SFDC Fiscal Year for the remainder of the then current fiscal year and the entire next SFDC Fiscal Year, after
which Partners will be reevaluated.

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 Evaluation Type SFDC Fiscal Quarter Ends Review Conducted New Tier Effective Date
FY Q1 Evaluation April 30 May June 1
FY Q2 Evaluation July 31 August September 1
FY Q3 Evaluation October 31 November December 1
FY Q4 (Annual) Evaluation January 31 February March 1

AppExchange Partner Program Benefits

The Program Benefits to which a Partner is entitled, based on Tier (as discussed above), are set out at
http://p.force.com/isvbenefits. For questions about Tiers and associated Program Benefits, contact your Partner Account
Manager or log a case in the Partner Community

Partner Account Consolidation

Partner may make a written request to consolidate its account with the account of some or all of its Affiliates that are also
Partners of SFDC, so that such Partner and such Affiliates may be treated on a consolidated basis for the purpose of the Program
Components described below. To initiate such a request, Partner should open a case in the Partner Community and provide
evidence of each such Affiliates’ consent to the applicable consolidation in the form requested by SFDC. Upon approval and
completion of the request, the following Program components will be managed on a consolidated basis for the requesting
Partner (the “Designated Entity”) and its applicable Affiliates (together, a “Consolidated Partner”) as set forth below:

Program Component Treatment of Consolidated Partners

Trailblazer Score Each entity that comprises the Consolidated Partner will, within a particular Partner Program, have
the same Trailblazer Score. Trailblazer Scores for Consolidated Partners are based on the aggregate
data of all entities comprising the Consolidated Partner.
Tier Each entity that comprises the Consolidated Partner will, within the Program, be assigned to the
same Tier based on the Trailblazer Score of the Consolidated Partner.
Program Benefits Each Consolidated Partner shall be entitled to one set of corresponding Program Benefits based on
Tier.

For clarity, Consolidated Partners are not required to consolidate Partner Business Orgs (PBO) or Channel Order Apps (COA).
Please see this Knowledge Article for information regarding considerations related to PBO or COA consolidation.

AppExchange Partner Categories

The AppExchange Partner Categories are briefly described below. To utilize one or more of the Partner Categories, SFDC must
approve a Partner through a separate, additional application process, and Partner must sign a separate agreement with SFDC
that sets forth the terms and conditions of the Partner Category (each, a “Distribution Agreement”) except with respect to (i)
free applications as set forth in the description of the ISVForce Partner Category in the table below; and (ii) Partner Categories
listed below whose description expressly states that a Distribution Agreement is not required. Any Partner interested in
leveraging one of these AppExchange Partner Categories should log a case in the Partner Community to obtain contact
information for the applicable SFDC AppExchange Partner Account Manager who can provide the Partner with more
information about how to apply. AppExchange Partners must be in good financial standing, in SFDC’s sole determination, to
participate in any Partner Category for which it qualifies.

PARTNER SUMMARY DESCRIPTION

CATEGORY
ISVForce This Partner Category allows a Partner to distribute its application to existing SFDC customers and requires
the Partner to pay SFDC fees (including via the Checkout payment services tool) for such distribution, as
more fully described in the agreement containing the terms and conditions of the ISVForce Partner Category.
As part of the ISVForce Partner Category, Partners may distribute free applications to existing SFDC
customers. Partner’s distribution of free applications to existing SFDC customers does not require Partner to
pay SFDC fees (other than Program Fees) for such distribution; provided, however, that an application is
only a free application for the purposes of these Program Policies if the applicable customer can install and/or
access and make full use of all of the features and capabilities of the application without paying Partner fees
of any kind. A Partner application that integrates to or makes use of any application, service or other product
for which Partner collects fees is not a free application. (For example, an application is not a free application

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 if it is provided under a “freemium” payment model or if it requires purchase of another application from the
applicable Partner.) SFDC reserves the right in its sole discretion and at any time to determine whether an
application is a free application for the purposes of these Program Policies. This Partner Category requires
the Partner to pay fees to SFDC in connection with the distribution of the partner application, as more fully
described in the separate Partner Application Distribution Agreement (or predecessor version of such
agreement) executed between SFDC and Partner. SFDC offers a volume-based, marginal PNR pricing
framework (“Marginal PNR Framework”) as a Program Benefit to certain Partners participating in this
ISVForce Partner Category. Please note that the Marginal PNR Framework is subject to eligibility,
applicability and enrollment requirements. The Marginal PNR Framework is described here. Please also
note that SFDC may charge fees other than PNR-based fees in connection with the ISVForce Partner
Category.
OEM (Original This Partner Category allows a Partner to sell a combined solution that includes 1) the Partner’s application,
Equipment and 2) a SFDC user subscription (typically Force.com Embedded Edition) to support use of the application
Manufacturer) by any customer on a standalone basis in a dedicated SFDC Org or by SFDC customers in the customer’s
existing SFDC Org. This Partner Category requires the Partner to pay fees to SFDC in connection with the
distribution of the combined solution, as more fully described in the separate Partner Application Distribution
Agreement (or predecessor version of such agreement) executed between SFDC and Partner. SFDC offers
a Marginal PNR Framework as a Program Benefit to certain Partners participating in the OEM Partner
Category. Please note that the Marginal PNR Framework is subject to eligibility, applicability and enrollment
requirements. The Marginal PNR Framework is described here. Please also note that SFDC may charge fees
other than PNR-based fees in connection with the OEM Partner Category.
VAR (Value Added This Partner Category allows a Partner to resell Force.com user subscriptions for use with the Partner’s
Reseller) custom commercial applications or other service deliverables. This Partner Category requires the Partner to
pay SFDC a monthly flat fee for each SFDC user subscription resold by Partner, as more fully described in
the agreement containing the terms and conditions of the VAR Program.
Bolt This Partner Category allows a Partner to distribute applications that have been pre-approved by SFDC in
writing for distribution as part of the Bolt Partner Category (each, a “Bolt Application”) to existing SFDC
customers solely for use in connection with Partner’s provision of professional services to such customers,
subject to the following requirements:

1. Prior to distributing any Bolt Application, Partner must submit a detailed description of the Bolt
Application to SFDC in the Partner Community Publishing Console and such Bolt Application must be
approved in writing by SFDC. Any material modifications to the Bolt Application, and any modifications to
the Bolt Application that cause the Bolt Application not to conform with such description, must be submitted
to SFDC for review and be approved by SFDC in writing (including via email) prior to distribution.

2. The application may only be provisioned to and used in non-production (e.g. sandbox) versions of the
Services.

3. Partner must be enrolled at all times in the Consulting Partner Program.

4. The Bolt Application cannot be installable by Customers via the AppExchange. Any AppExchange listing
must provide instructions for Customers to obtain and install the Bolt Application excluding downloading
from the AppExchange. Partner is solely responsible for providing such method of installation to Customers
outside of the AppExchange.

5. Partner may not charge any fees for the Bolt Application.

6. Notwithstanding anything to the contrary in these Program Policies, distribution of a Bolt Application as
part of the Bolt Partner Category does not entitle Partner to any AppExchange Partner Program Benefits,
except that Bolt Applications will be eligible for the AppExchange Listing Program Benefit, subject to the
terms of these Program Policies and the AppExchange Addendum to the SPPA. Partner is not required to
enter into a Distribution Agreement in order to distribute a Bolt Application as described herein.

Please note, as of the Version Date of these Program Policies, SFDC is no longer accepting new Bolt
Applications for distribution.

AppExchange Partner Program Policies – Page 12

Quip Live This Partner Category allows a Partner to make available applications that have been pre-approved by SFDC
in writing as part of the Quip Live Partner Category (each, a “Quip Live Application”) to existing SFDC
customers solely for use in connection with such customer’s use of the Service known as Quip, subject to the
following requirements:

1. Prior to distributing any Quip Live Application, Partner must submit a detailed description of the Quip
Live Application to SFDC in the Partner Community Publishing Console and such Quip Live Application
must be approved in writing by SFDC, including SFDC’s Security Review and Assessment. Any material
modifications to the Quip Live Application, and any modifications to the Quip Live Application that cause
the Quip Live Application not to conform with such description, must be submitted to SFDC for review and
be approved by SFDC in writing (including via email) prior to distribution.

2. Any Quip Live Application AppExchange listing must provide Customers the ability to enable the Quip
Live Application via the “Get it Now” button on the AppExchange, as well as instructions for the process.

3. Partner may not charge any fees for the Quip Live Application unless Partner has entered into a Distribution
Agreement with SFDC with respect to such Quip Live Application.

4. Partner will provide all technical support for all Quip Live Applications.

5. Notwithstanding anything to the contrary in these Program Policies, distribution of a Quip Live Application
as part of the Quip Live Partner Category does not entitle Partner to any AppExchange Partner Program
Benefits, except that Quip Live Applications will be eligible for the AppExchange Listing Program Benefit,
subject to the terms of these Program Policies and the AppExchange Addendum to the SPPA. For purposes
of this Partner Category, the license grant set forth in Section 2.C of AppExchange Addendum to the SPPA
includes the right for SFDC to host, within the Quip Service, any Quip Live Application that Partner wishes
to make available to Customers. Partner is not required to enter into a Distribution Agreement in order to
distribute a Quip Live Application except as described herein.
Flow Solutions This Partner Category allows a Partner to distribute applications that have been pre-approved by SFDC in
writing for distribution as part of the Flow Solutions Category (each, a “Flow Solution”) to existing SFDC
customers solely for use in connection with Lightning Platform technology, which implements automated
processes into a Customer’s use of the Salesforce platform, subject to the following requirements:

1. Prior to distributing any Flow Solution, Partner must submit a detailed description of the Flow Solution to
SFDC in the Partner Community Publishing Console and such Flow Solution must be approved in writing
by SFDC, including SFDC’s Security Review and Assessment. Any material modifications to the Flow
Solution, and any modifications to the Flow Solution that cause the Flow Action not to conform with such
description, must be submitted to SFDC for review and be approved by SFDC in writing (including via email)
prior to distribution.

2. The Flow Solution must be distributed as a Managed Package available directly from the AppExchange
listing or through another method of delivery directly from the Partner. For any Flow Solution not installable
from its AppExchange listing, Partner must provide instructions for the Customers to obtain and install the
Flow Solution without additional requirements or restrictions.

3. Partner may not charge any fees for the Flow Action, unless Partner and SFDC first enter into a Distribution
Agreement with respect to the Flow Action.

4. Notwithstanding anything to the contrary in these Program Policies, distribution of a Flow Solution as part
of the Flow Solution Category does not entitle Partner to any AppExchange Partner Program Benefits, except
that Flow Solutions will be eligible for the AppExchange Listing Program Benefit, subject to the terms of
these Program Policies and the AppExchange Addendum to the SPPA. Partner is not required to enter into a
Distribution Agreement in order to distribute a Flow Solution except as described herein.
Datorama This Partner Category allows a Partner to make available applications that have been pre-approved by SFDC
in writing as part of the Datorama Partner Category (each, a “Datorama Application”) to existing SFDC
customers and/or existing Datorama customers solely for use in connection with such customer’s use of the
Service known as Datorama, subject to the following requirements:

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 1. Prior to distributing any Datorama Application, Partner must submit a detailed description of the Datorama
Application to SFDC in the Partner Community Publishing Console and such Datorama Application must be
approved in writing by SFDC, including SFDC’s Security Review and Assessment. Any material
modifications to the Datorama Application, and any modifications to the Datorama Application that cause
the Datorama Application not to conform with such description, must be submitted to SFDC for review and
be approved by SFDC in writing (including via email) prior to distribution.

2. Any free Datorama Application AppExchange listing must provide Customers the ability to enable the
Datorama Application via the “Get it Now” button on the AppExchange, as well as instructions for the
process. For any paid Datorama Application, Partner is solely responsible for providing a link for Customers
to obtain and install the Datorama Application from a source other than the AppExchange, and for providing
instructions for such process.

3. Partner may not charge any fees for the Datorama Application unless Partner has entered into a Distribution
Agreement with SFDC with respect to such Datorama Application.

4. Partner will provide all technical support for all Datorama Applications. Notwithstanding anything to the
contrary in these Program Policies, distribution of a Datorama Application as part of the Datorama Partner
Category does not entitle Partner to any AppExchange Partner Program Benefits, except that Datorama
Applications will be eligible for the AppExchange Listing Program Benefit, subject to the terms of these
Program Policies and the AppExchange Addendum to the SPPA. For purposes of this Partner Category, the
license grant set forth in Section 2.C of AppExchange Addendum to the SPPA includes the right for SFDC
to host, within the Datorama Service, any Datorama Application that Partner wishes to make available to
Customers. Partner is not required to enter into a Distribution Agreement in order to distribute a Datorama
Application except as described herein.
LINK Technology This Partner Category allows a Partner to make available LINK Cartridge applications that have been pre-
approved by SFDC in writing as part of the LINK Technology Partner Category (each, a “LINK Cartridge”)
to existing SFDC customers solely for use in connection with such customer’s use of the Service known as
Salesforce Commerce Cloud, subject to the following requirements:

1. Prior to distributing any LINK Cartridge, Partner must: (a) agree to and comply with the terms of the
Salesforce Commerce Cloud LINK Partner Integration Agreement (the “Integration Agreement”) and be
enrolled in the LINK Technology Partner Program; (b) submit a detailed description of the LINK Cartridge
(including Integration Overview and Integration Features) to SFDC in the Partner Community Publishing
Console and such LINK Cartridge must be approved in writing by SFDC, including SFDC’s Certification
Review as described in section 2.3 of the Integration Agreement. Any material modifications to the LINK
Cartridge (and any modifications to the LINK Cartridge that cause the LINK Cartridge not to conform with
such description) must be submitted to SFDC for review and be approved by SFDC in writing (including via
email) prior to distribution; and (c) submit the LINK Cartridge for approval through Partner Community for
SFDC’s Security Review and Assessment.

2. The AppExchange listing for each LINK Cartridge will include a link to obtain and install the LINK
Cartridge from the LINK Cartridge Code Repository.

3. Partner will provide all technical support for all LINK Cartridges. Notwithstanding anything to the contrary
in these Program Policies, distribution of a LINK Cartridge as part of the LINK Technology Partner Category
does not entitle Partner to any AppExchange Partner Program Benefits, except that (i) LINK Cartridges will
be eligible for the AppExchange Listing Program Benefit, subject to the terms of these Program Policies and
the AppExchange Addendum to the SPPA; and (ii) Partner will be entitled to the LINK Program Benefits set
forth in the LINK Program Guide. For purposes of this Partner Category, the license grant set forth in Section
2.C of AppExchange Addendum to the SPPA includes the right for SFDC to host any LINK Cartridge that
Partner wishes to make available to Customers.

Notification Requirement for Partner Application Security Issues; Partner Security Contact
Partner agrees to notify SFDC without undue delay and, in any event, within twenty-four hours, of any security incident related
to Partner’s Application(s), including but not limited to any security vulnerability that (i) has resulted in any actual or reasonably
suspected unauthorized disclosure of, access to or use of Customer Data (as defined in the SPPA) or (ii) would be reasonably
expected to result in unauthorized disclosure of, access to or use of Customer Data. Any such notification will be sent to SFDC’s

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Information Security Team at security@salesforce.com, and must include a detailed technical account of the incident,
information about its impact, and a point of contact for follow up detail.

Partner will designate a representative who will serve as Partner’s principal point of contact for all security related issues and
communications and will ensure that at all times SFDC has current contact information for that representative. Partner shall
provide this information, and any updates, by opening a Case in the Partner Community.

SFDC’s Right to Disable Partner Offering

In the event that, in SFDC’s judgment, a Partner application or offering, or its interoperation with SFDC’s services, imminently
threatens the security, integrity or availability of SFDC’s services (including with respect to potential unauthorized use or
disclosure of Customer Data), SFDC reserves the right to immediately suspend the interoperation of any such Partner
application(s) or offering with SFDC’s services, provided that SFDC will use commercially reasonable efforts under the
circumstances to provide Partner with notice and an opportunity to remedy such threat prior to any such suspension.

Program Benefits
AppExchange Partner Program Benefits are tools and resources to help AppExchange Partners grow and succeed as SFDC
partners. Depending on the applicable Partner Category and/or Partner Designation, these include technology access, product
development enablement, marketing support, and go-to-market resources. A Partner may not extend or disclose any discounts
or Partner Program Benefits to its customers or other partners, except as expressly permitted in writing by SFDC. Detailed
descriptions of the AppExchange Partner Program Benefits can be found on the AppExchange Program Benefits Overview
Page, p.force.com/isvbenefits in the Salesforce Partner Community. To be eligible for the AppExchange Listing Program
Benefit (i.e., listing one or more Partner Applications on the AppExchange), the applicable Partner Application must be
distributed by Partner pursuant to an ISV Partner Category. Exceptions are subject to SFDC’s approval in its sole discretion.

Compliance
In the event that SFDC has a reasonable basis to believe that any Partner has breached its obligations to adhere to applicable
anti-corruption laws, SFDC, in its sole discretion, may inspect and make copies of Partner’s books, records, and accounts
relevant to the potential breach. Such inspection may include interviews of relevant Partner personnel. Partner further agrees it
shall not use the Services (or allow its customers to use the Services by virtue of their use of the Partner Application), in
violation of SFDC’s Acceptable Use and External-Facing Services Policy found at
http://www.salesforce.com/company/legal/agreements.jsp as may be updated from time to time.

Participation in Multiple Program Types.

If a Partner participating in the AppExchange Partner Program wishes to receive compensation for submitting Leads to SFDC,
the Partner must separately participate in the SFDC Consulting Partner Program, and such participation is subject to the
Consulting Partner Program Policies. AppExchange Partners participating in multiple Program Types (e.g., also a Consulting
partner) must meet the individual criteria (including any Participation Qualifications) for each Program Type, and if applicable,
Partner Designation/Tier (for Consulting partners).

General
If a Partner wishes to use its application enrolled in an AppExchange Partner Category for its own internal use, the Partner
must purchase subscriptions to the SFDC services (e.g., Sales Cloud, Service Cloud, Lightning Platform, etc.) necessary to use
the application directly from SFDC under a separate agreement with terms, including pricing, to be negotiated between SFDC
and the Partner in good faith. As of September 1, 2019, all Partner applications installable in any environment where Lightning
Experience can be used must be Lightning Ready (Lightning Ready means 100% of the Partner’s customers’ use cases must
work as expected in the Lightning Experience user interface). The AppExchange Trailblazer Scorecard is SFDC’s Confidential
Information as defined in the SPPA. Detailed descriptions of the current AppExchange Partner Program, Participation
Qualifications including the Partner Program Designation, specific AppExchange Partner Program Benefits, and other
AppExchange Partner Program requirements can be accessed at http://p.force.com/appexchangeprogram. Only Partners in
good standing will have access to the Partner Community.

Services, Compliance and Technical Training.

Partner agrees that to the extent they are engaged in marketing or reselling any Services, Partner’s sales representatives and
other personnel will use reasonable efforts to participate in the basic online training offered for free by SFDC to SFDC’s users
generally. As SFDC upgrades the Services, SFDC may ask Partner’s sales representatives and other personnel to undergo
further training based on the Services’ new features and functions. Partner and Partner’s personnel agree to make reasonable,
good faith efforts to participate in such further training.
Partner agrees to use reasonable efforts to advise SFDC of any demonstrations required to market the Services to prospective
SFDC Customers, especially those with a sales force or customer service group of greater than twenty (20) people. Partner

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agrees that SFDC may request verification that Partner, Partner’s sales representatives, and anyone engaged by Partner to work
on SFDC’s behalf has undertaken compliance training and compliance certifications that align to Partner’s compliance
obligations under the SPPA and these Program Policies. To the extent Partner is eligible to receive certain technical support
offerings, such programs are provided under SFDC’s technical support policies in effect at the time the Services are
provided. For clarification technical support does not include support for Non-SFDC Applications or other third party programs
or services. SFDC’s technical support policies are subject to change at SFDC’s discretion.

AppExchange
Partner may be eligible for the AppExchange Listing Program Benefit as described in the AppExchange Addendum and in the
section herein titled “AppExchange Listing Program Benefit.” In addition to the terms in the SPPA and these Program Policies,
Partner’s use of the AppExchange Listing Program Benefit shall further be subject to the terms and conditions set forth in the
AppExchange Addendum. If Partner is not entitled to, or is not utilizing the AppExchange Listing Program Benefit, terms and
conditions applicable solely to the AppExchange Listing Program Benefit shall not apply to Partner. For any application Partner
wishes to list on the AppExchange that is not free, Partner must provide all pricing information required by SFDC as part of
the listing process.

Services Subscriptions
Upon SFDC’s providing Partner with log-in credentials to any Services, Partner is granted a non-exclusive, non-transferable
limited right to access and use such Services solely for: (i) development and/or testing purposes related to Partner’s assigned
Program Type, (ii) training on the use of the Services, any Partner Applications and other value added materials to Partner’s
employees, and (iii) license management of Partner’s Services offered in connection with Partner’s assigned Program Type.
Partner’s use of any Services subscriptions is further subject to the restrictions set forth in Section 5 of the SPPA and, to the
extent such subscriptions have been ordered by Partner from SFDC pursuant to an Order Form, any restrictions set forth in
such Order Form. For clarity, Partner may be, or may become entitled to, receive access to the Services under a separate
agreement with SFDC. The SPPA and these Program Policies shall govern Partner’s access to the Services to the extent
subscriptions to Services are provided as a Program Benefit.

Marketing Services
If applicable to Partner’s assigned Program Type and Partner Designation, SFDC grants Partner a non-exclusive,
nontransferable, limited license to use those portions of SFDC’s marketing programs, marketing materials and tools, as further
described herein (“Marketing Services”) solely for the purpose of creating, executing, and monitoring marketing campaigns
related to SFDC’s products and services. Partner’s use of the Marketing Services shall be subject to the SPPA (including the
online Salesforce Partner Marketing Reimbursement Agreement referenced therein (the “SPMRA”)), to the extent applicable,
and these Program Policies and must comply with SFDC’s current branding guidelines, including SFDC’s Trademark Usage
Guidelines (available at SFDC’s main website) and SFDC’s Partner Branding and Logo Usage Guidelines and Partner Press
Release Guidelines (both available through the Partner Community). SFDC may change the usage, branding and press release
guidelines and location thereof at any time, and, upon reasonable notice from SFDC, Partner shall promptly modify Partner’s
use of the Marketing Services to conform to any such changed guidelines. Partner may allow third parties to access the
Marketing Services for the purpose of creating, executing, and monitoring marketing campaigns related to SFDC’s products
and services on Partner’s behalf, provided that Partner ensures that all such use is in accordance with the SPPA, the SPMRA,
and these Program Policies. Partner agrees to be responsible for any misuse of the Marketing Services by Partner or any third
party using the Marketing Services on Partner’s behalf and Partner agrees to use the Marketing Services at Partner’s own risk.
Partner shall cooperate with SFDC to allow for review of Partner’s use of the Marketing Services and compliance with SFDC’s
quality standards. If SFDC, in SFDC’s sole discretion, determines that Partner’s use of the Marketing Services does not comply
with the SPPA, the SPMRA, these Program Policies or SFDC’s branding guidelines, Partner shall promptly modify or
discontinue Partner’s use as directed by SFDC. In the event that Marketing Services include payments to Partner, then Partner
shall maintain adequate books and records regarding the basis for such payments and shall provide SFDC with copies of such
records upon request.

Additional Tools
SFDC may make available the AppExchange App Analytics tool to Partners participating in the AppExchange Program. The
AppExchange App Analytics tool provides certain information about how users of a Partner’s application interact with the
application. Partner’s usage of the AppExchange App Analytics tool, including without limitation any data provided to Partner
by SFDC as part of such tool, is subject to the terms set forth in Section 8(b) of the AppExchange Addendum to the SPPA.

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SFDC Trademark License
Subject to its inclusion as a Program Benefit in Partner’s assigned Partner Designation and to the terms of the Agreement, and
solely for so long as Partner remains a Partner assigned to Partner’s Designation, SFDC grants Partner a limited, nonexclusive,
nontransferable, non-sublicensable, royalty-free license during the SFDC Fiscal Year to use, solely in connection with Partner’s
rights, duties and obligations under the SPPA and these Program Policies, such marks identified publicly by SFDC as available
for use by Partners within Partner’s assigned Partner Tier (see, e.g., Partner Branding and Logo Usage Guidelines) (“SFDC’s
Marks”) in any jurisdiction in which Partner is authorized to be a Partner and SFDC has rights during the SFDC Fiscal Year.
This License does not grant rights to use any of SFDC’s trademarks that are not SFDC’s Marks. Any use by Partner of SFDC’s
Marks shall be in accordance with SFDC’s trademark usage policies, with proper markings and legends, and subject to SFDC’s
prior written approval. Partner shall not make any express or implied statement or suggestion, or use any of SFDC’s trademarks
in any manner, that dilutes, tarnishes, degrades, disparages or otherwise reflects adversely on SFDC or its business, products
or services. Partner shall cease, or adjust the manner of, its use of any of SFDC’s Marks at SFDC’s request in its sole
discretion. SFDC may withdraw any approval of any use of SFDC’s Marks at any time in its sole discretion upon written
notice to Partner, which withdrawal shall be effective promptly but in no case more than thirty (30) days from the date of
SFDC’s notice sent in accordance with the Agreement.

Questions? Need assistance?

Please submit a case via the Partner Community at https://partners.salesforce.com/

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