CONFIDENTIAL– CLOUDERA PARTNERS ONLY

MEMBERSHIP GUIDE

Version 2.4, March 2024

 CONFIDENTIAL– CLOUDERA PARTNERS ONLY

Table of Contents

The Cloudera Partner Network 3

Membership Overview 3
Membership Tracks 3
Membership Tiers and Benefits 3
Membership Tracks 4
Services Membership Track 4
Discounts 5
Renewals Policies 5
Technical Partner Track 6
Product Certification 6
Solution Certifications 7
Rebate Programs 7
New Logo Rebate 7
Cosell Rebate 7
Market Development Funds 7
Training Benefits 8
Accreditations 8
Cloudera University Training & Certifications 8
Tools & Resources 9
Membership Tiers 9
Earning Points 9
Tier Upgrades 10
Tier Downgrades 11
Membership Suspension 11
Membership Termination 11
Terms of Membership: 11
Appendix A 12

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The Cloudera Partner Network

Membership Overview

Cloudera Partner Network (CPN) is the next generation of Cloudera’s Partner Program
(previously Cloudera Connect). As we roll out the new Cloudera Partner Network, we are highly
focused on:
● Enhancing the overall partner experience
● Providing industry-leading promotions and incentives
● Designing a partner program that meets your needs
● Driving demand together
Membership Tracks

CPN offers three membership tracks: Service, Technical, Service + Technical. These tracks are
aligned with how your organization does business with Cloudera. Discounts, rebates and
partner obligations vary by track. Your company will automatically be added to a track based
on the lines of business you identify when submitting your membership application. Your
Cloudera administrator may request a change in your partner track at any time by contacting
partner@cloudera.com.

CPN Partnership Tracks

Service Technical
Business model For partners reselling Cloudera For partners co-selling or
software or services. referring customers to Cloudera.
Partner Types in System Integrator Software Vendor/ISV
this track Distributor Hardware Vendor/IHV
Consultant OEM
Cloud Alliances MSP

Membership Tiers and Benefits

CPN is a tier based program with your access to benefits scaling based on your engagement
with Cloudera. Cloudera uses a points-based system to measure if you are meeting the
requirements of your membership tier. You can earn points towards your tier through
completing training, membership engagement, certifying products and solutions, and through
registering and closing deals. Below is a summary of CPN membership benefits by tier.

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Benefits Summary

Members Select Premier Strategic

Incentives

Rebates limited ✔ ✔ ✔
Development Funds up to $5,000 up to proposal- proposal-
USD/year $15,000 based based
USD/year
Training

Cloudera Sales Professional ✔ ✔ ✔ ✔

Cloudera Technical Professional ✔ ✔ ✔ ✔
Cloudera University Discounts ✔ ✔ ✔ ✔

Tools & Resources

Partner Portal ✔ ✔ ✔ ✔
Partner Academy ✔ ✔ ✔ ✔
Knowledge Base ✔ ✔ ✔
Developer Licenses Limited Limited ✔ ✔
Market Accelerator ✔ ✔ ✔ ✔

Cloudera Partner Teams Support

Partner Success Desk ✔ ✔ ✔ ✔

Partner Account Manager limited ✔ ✔ ✔
Partner Engineering ✔ ✔
Partner Marketing limited limited ✔ ✔
Partner Support ✔ ✔

Membership Tracks

Services Membership Track

The Services Track is for partners reselling Cloudera products, such as System Integrators,
Resellers, Distributors. The discounts and requirements outlined in this section are available to
Service Track and Service + Technical Track partners only.

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Service Track Summary

Members Select Premier Strategic

Discounts & CDP Private Cloud discounts by tier, CDP Public Cloud by volume, New Logo Rebates.
Rebates

Total Annual 5 point 50 points 200 points 300 points

Points
Requirement

Annual Booking None 30 booking points 100 booking points 200 booking points
& Opportunities
Points
Requirements

Training Points None 5 points 15 points 25 points

Requirements

Discounts
The following discounts apply for partners in the Service or Service + Technical Tracks. The
below discount structures only apply to one-time resale agreements.
Note: Countries in emerging markets may be excluded from the below discounts. See full list
of emerging market countries in Appendix A.

On-premise subscriptions (CDP Private Cloud)

Members Select Premier Strategic

Registered 10% 35% 40% Negotiated

Non-registered 0% 15% 30% Negotiated

Cloudera Public Cloud Pre-pay Credits Discounts

Tier 1: Tier 2: Tier 3: Tier 4: Tier 5:

< $100k USD $100k - $249k USD $250k - $499k USD $500k - $999k USD over $1M USD

10% 15% 20% 25% negotiated

Renewals Policies
Cloudera’s renewal policy takes effect June 1, 2023, and is as follows:

• Renewal Price: All renewals will include an initial 10% uplift in the quote on all products.
• Renewal Contract Period: All renewals contract terms will be for a minimum period of 12
months.
• Reinstatement Fee: In the event that an End Customer elects not to renew a subscription for
any Cloudera Products or does not execute the renewal before the end of the existing
renewal term, should End Customer purchase a new subscription for the same Cloudera
Products at some future time or execute the renewal past the existing term date,
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subscription fees plus a twenty percent (20%) reinstatement fee will be charged for the
period beginning as of the end of the Subscription Period of the original subscriptions which
End Customer previously elected not to renew or is late on the renewal (See Cloudera
Support Policy).

Technical Partner Track

The CPN Technical track enables companies to build, test, certify and market their solutions
with the Cloudera Data Platform. As a technology partner, you can differentiate your solution
and enhance your position in the market.

Technical Track Summary

Members Select Premier Strategic

Total Annual 5 points 50 points 200 points 300 points

Points
Requirement

Annual Booking None 30 points 100 points 200 points

& Opportunities
Points
Requirements

Training Points None points 15 points 25 points

Requirements

Product None 1 1 2
Certifications
Solution None None 1 2
Certifications

Product Certification

Cloudera Product Certification provides joint customers with a level of assurance that your
product has been tested and certified to work with Cloudera Data Platform. It also allows you
to tap into the other businesses that leverage our offerings, with a strong statement of
partnership from Cloudera and confirmed interoperability. Certifying your product integration
earns you:
● Certified Technology Partner listing on Cloudera.com.
● Inclusion in our Internal Partner Solutions Directory, providing our sales force with
visibility into your certified Partner Product.
● Certificate & Certified Technology badging.
Note: Product Certifications will become inactive when the applicable version of the integrated
Cloudera product reaches end of life.

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Solution Certifications

Solution Certifications are designed to recognize partners who have the capabilities and
proven customer success to satisfy customer needs as they transform their data strategies.

Certifying your solution with Cloudera earns you:

● A posting for your certified solution in the Cloudera.com Solution Gallery.
● Certificates & badging.
Note: Solution Certifications are valid for a period of 2 years from the certification date. Your
certification must be renewed at that point to receive credit towards your membership.

Rebate Programs
The Cloudera Partner Network (CPN) Rebate Programs Guide summarizes the requirements to
participate in financial incentive programs through January 31, 2025. Only rebates and
promotions outlined in the CPN Rebate Programs Guide are eligible for payment. The guide
linked within this document replaces and supersedes all or any prior incentive documents and
related communications.

New Logo Rebate

Partners that submit a Deal Registration that results in the creation of a New, Approved
Opportunity (known as ‘Sourced’) and later booking of that Net New Opportunity, can earn an
8% back-end rebate up to $100,000 USD.

Co-sell Rebate
Partners acting in a Co-Sell capacity with Cloudera may be eligible to earn rebates (up to $100k
USD) on new and expansion opportunities with an approved deal registration. The value of the
rebate is 5% of the New & Expand amount on the opportunity.

Please reference the CPN Rebates Program Guide for more information and a full list of
terms.

Market Development Funds

Marketing Development Fund (MDF) program is a proposal-based reimbursement program that
partners can use to support external marketing campaigns and initiatives designed to drive
demand for Cloudera business. Participation in the MDF program is subject to meeting
eligibility requirements, and availability of funds is not guaranteed.

Visit our CPN portal page or MDF Program Guide for more information.
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Training Benefits
Cloudera offers Partners a variety of enablement resources to help partners grow their
business, deepen their knowledge and skill, and effectively position the best solution to
empower their customers to use data to transform business.
Accreditations
Accreditations validate a partner’s proficiency in the value of Cloudera products and solutions
and are a key requirement of the Cloudera Partner Network Program.

Cloudera Partner Network Accreditations and the Partner Academy were designed to help
build your knowledge of Cloudera products, programs, tools and resources at your own pace,
from anywhere.

Accreditations are valid for two years from the date of completion. Accreditation badges are
issued via Credly credentialing platform 7-10 business days post completion. Partners are
encouraged to share accreditation badges with their professional network and customers.
• Cloudera Sales Professional (CSP) — Demonstrates a thorough understanding of the value of
the Cloudera Data Platform and the ability to position it as a solution for enterprise Data
Management business challenges. The CSP is appropriate for direct Sales & Marketing roles.
• Cloudera Technical Professional (CTP) — Validates foundational technical knowledge and
understanding of the Cloudera Data Platform (CDP) and related products. The CTP is
appropriate for Pre-Sales Engineers, Data Practitioners and Post-Sale Service providers.

The CSP and CTP are foundational accreditations and a prerequisite for advanced
accreditations. Advanced accreditations are available in the Partner Academy; points are
earned for completion.
Cloudera University Training & Certifications
Cloudera’s Educational Services develops advanced Big Data training for real-world skills
development. Convenient learning options are available to include both live and virtual,
instructor-led classroom training, and self-paced on-demand training.

Cloudera University Discounts

Member Select Premier Strategic

Live Instructor 10% 20% 20% 20%

led training

On-Demand 20% 30% 40% 50%

Training

Certification 25% 25% 25% 25%

Exam

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Tools & Resources

Cloudera’s new partner portal is your one-stop shop for all your Cloudera needs. Through our
portal you can register deals, track your membership, access Knowledge Base, contact the
Partner Success Desk, launch campaigns and more. You can find details regarding key tools
below.

• Developer Licenses — Your organization may request a license or subscription to certain

Cloudera products via the partner portal. Licenses expire every 3, 6 or 12 months after
issuance. One license per product per company. Visit the Developer License page in the CPN
portal for terms of use.
• Partner Academy —a self-paced training library exclusively for Cloudera Partners. Access
partner accreditations, courses and learning paths for a variety of roles and skill levels. You
can access the Partner Academy through the CPN partner portal. New training courses are
regularly added to the course library.
• Market Accelerator -- access customer facing collaterals, co-brandable resources, marketing
campaigns and more. You can even execute social media, email marketing and campaigns
directly through the portal.
• Knowledge Base — Library of technical solutions and use cases that can be leveraged when
configuring, managing and supporting Cloudera products. This is available to Select and
above tiers.
• Partner Success Desk - A dedicated team here to help you navigate your CPN Membership
and leverage all of the tools and benefits we have to offer. If you have any questions or need
help with your Cloudera partnership contact our team through the partner portal.

Membership Tiers
Cloudera uses a points system to measure membership compliance. This system is designed
to reward you for growing sales, developing solutions and more with Cloudera.
Earning Points
Each membership tier requires a set number of points. The number of points you earn will
dictate your membership tier.

There are 3 different types of points that can be earned:

• Bookings Points—These are earned through Closed-Won opportunities.
• Opportunity Points– These are earned through approved Deal Registrations and number of
opportunities of specific types for example, Net New Logo Opportunities
• Training Points— Complete Cloudera University Certifications, Cloudera Sales Professional
and Cloudera Technical Sales Professional accreditations.
• Technology Points—Earn points when you certify your products and solutions.

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Points Summary

Points Earned Points Expire Terms

Booking Points

N&E Bookings $10k USD = 1

point
12 months from date
opportunity is
Renewal Bookings $100k USD = 1 ClosedWon OR Deal
Point Registration status is
Approved
Approved Deal 5 points each
Registration Count

New Logos 20 points each Must be a Net New Cloudera Customer. Sourced
Closed-Won partner only.
opportunity

Sourced Closed-Won 10 Points Each

Opportunity

Training Points

Accreditations 2 Applies to Cloudera Sales Professional and Cloudera

accreditations= Technical Sales professional. Points will not be
1 point prorated (i.e. 1 accreditation will not earn .5 points)

Cloudera University 5 points per 2 years from completion Must complete the exam to earn points. Applies to
Certification certification date all University certifications except the Generalist
Certification.

Generalist 2 point per Must Complete the exam to earn points.

Certification certification

Technology Points

Product Certification 40 points on first, When related Cloudera

5 points for all products reaches end of
others support.

Solution Certification 10 points each 2 years from Solution Certifications must be renewed on a bi-annual
certification date basis.

Tier Upgrades
Partners that earn enough points to reach the next tier are eligible for upgrade. Once you have
reached the minimum requirements for the next tier, the Cloudera Partner Success Desk will
upgrade your membership at the next compliance check or you can reach out to the team
directly
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Note: Your tier will only be upgraded if you are in good standing with Cloudera. Partners with
overdue payments past 90 days will not be eligible for upgrade until the overdue balance due is
paid.

Tier Downgrades
Partners at the Select, Premier, and Strategic tiers will be evaluated on an biannual basis to
determine if they are meeting the requirements of their respective tiers. The Membership
Contact at the partner organization will be notified of the status of their membership via email.
If a partner is not compliant with the terms of their membership, they will be notified of the
downgrade at the beginning of Cloudera’s Fiscal Year (February).

Note: Any partner-specific contractual terms may override this policy.

Membership Suspension
A CPN Membership suspension can happen if you are not compliant with the terms of your
agreement or if you are not meeting the minimum requirements to be a CPN Member. A Tier
Suspension does not terminate any active agreements you have with Cloudera, and you are still
eligible to transact deals with Cloudera. However, a Tier Suspension will result in the loss of
access to the partner portal and its contained resources such as developer licenses, Market
Accelerator, Partner Academy, Promotions, rebates, MDF, etc.
Membership Termination
CPN Memberships may be terminated if a partner is found violating the Cloudera Partner
Network Terms or any subsequent agreements with Cloudera. Additionally, Partners may be
terminated if their Membership remains suspended for a period of 2 years or more.

Terms of Membership:
Cloudera reserves the right to modify the terms and policies referenced herein (or any portion
thereof) including, without limitation, any Member Benefits described in these terms or any
related policies, from time to time by posting a revised version on the Partner Portal or by
otherwise notifying your Program Administrator by email. Cloudera will consider individuals at
your organization that are designated as Program Administrators, within the CPN partner
portal, the primary contact in regards to your Cloudera Partner Network Membership. Cloudera
will notify designated Program Administrators of changes to Cloudera Partner Network or your
Member Terms. It is the responsibility of the Program Administrator to manage access to
Cloudera tools and information available to individuals registered under your Program
Membership. It is the responsibility of the Program Administrator to notify Cloudera if the role
of the Program Administrator should be transferred to another individual within your
organization. Each Program Membership may have up to 10Program Administrators. Cloudera
will use commercially reasonable efforts to indicate at the top of this guide the date these
Terms or the Policies, as applicable, were last revised. Please review the Cloudera Partner
Network Membership Guide and the Terms and Policies outlined in the Cloudera Partner
Network Terms from time to time so that you will be apprised of any changes. Your continued
participation in the Program after such Terms or Policies have been updated by Cloudera
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constitutes your agreement to such changes. If you do not accept the new Terms or new
Policies, your organization may at any time upon written notice to Cloudera withdraw from the
Program and terminate its participation in the Program.

Appendix A

Angola Côte d'Ivoire Iraq Namibia South Sudan

Azerbaijan Dem. Rep. of Congo Kenya Niger Sudan

Bahrain Djibouti Kuwait Nigeria Tanzania

Benin Egypt Lebanon Oman Togo

Botswana Equatorial Guinea Lesotho Qatar Tunisia

Burkina Faso Eritrea Liberia Rwanda Turkey

Burundi Eswatini Libya Sao Tome & Principe Uganda

Cabo Verde Ethiopia Madagascar Saudi Arabia United Arab Emirates

Cameroon Gabon Malawi Senegal Yemen

Central African Gambia Mali Seychelles Zambia

Republic

Chad Ghana Mauritania Sierra Leone Zimbabwe

Comoros Guinea Mauritius Somalia

Congo Guinea-Bissau Mozambique South Africa

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