This is a brochure that I produced that provides an overview of the Progress Software Global Partner Program

1. THE PROGRESS APPLICATION
PARTNER
PROGRAM
Delivering Value throughout the Relationship Life Cycle
www.progress.com

2. 2
Progress Software offers you an award-winning partner program
based on a shared success approach to your business. The Progress
Application Partner Program gives you access to business, technical,
and sales and marketing experts with specialized knowledge in building
competitive, responsive and agile applications based on Progress
technologies. As a result of this, hundreds of Progress Application Partners
have successfully entered new markets, and adopted new business models,
including Software as a Service (SaaS).
Progress continues to keep the “I” in “ISV” by delivering the means
“Progress has a well-
for you to build market-leading applications and not offering applications that
conceived strategy
compete with you. VarBusiness, a leading global channel publication and
for helping software
industry expert, awarded Progress’ Application Partner Program its 5 Star
vendors…With all of
Award for 6 consecutive years, and IDC named Progress among the Top Ten
the focus on SMB, we
Partner Programs in the world.
see Progress as a major
The commitment of Progress Software to its Application Partners company to watch.”
has resulted in more than 20 years of success for over 1,500 Application
Bruce Richardson
Partners offering more than 4,000 business applications. Progress products and AMR Research
technology are used by nearly 140,000 organizations in more than 180 countries,
including 70% of the Fortune 100. Today, over 6 million people around the world
use a business application from a Progress Application Partner.
BUILDING YOUR BUSINESS ACROSS THE
PARTNERSHIP LIFE CYCLE
The Progress Application Partner Program helps you grow your
business from initial launch and ramp-up of your business through increasing
demand and adoption, all the way to maturity and re-invention of your
product or market. We call these three phases of the partnership life cycle
“Engage, Empower, and Expand.”
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>> Engage includes initial ramp-up activities after assessment and
growth stage assignment, and a draft business plan and marketing
plan have been submitted to Progress. This phase addresses the
fundamental components of a partner relationship in its beginning or
revitalization stages. This process ensures that Progress provides the
right resources when and where they are needed to assist in driving
growth and market leadership.
>> Empower offers you an optimal combination of Business, Technical TH E P R O G R E S S
and Marketing Empowerment Programs designed to help you build P A RTN E R P R O G R A M
your businesses and get the most out of your investment in Progress LI F E C YC LE
technology. Empower provides you with the right resources to help Building value across the entire
you achieve leadership in your industry. Application Partner relationship
>> Expand helps you achieve a new level of business growth. Progress
offers the right resources to help you reach new markets, deploy
new products and/or service offerings, leverage new technology and
take advantage of new business models to keep your business on the
winning edge.
DELIVERING INDUSTRY-LEADINGTECHNOLOGY AND
REAL BUSINESS VALUE
In addition to providing you with an award-winning global partner
program, Progress delivers industry-leading technologies that include the
Progress OpenEdge platform and products for open integration, complex
® ®
event processing, business Activity monitoring, data interoperability and
more. Progress technologies and our partners’ applications help businesses
around the world reduce risk, improve performance and achieve Operational
Responsiveness in today’s fast-paced information environment.
Our Application Partner Program gives you real business value by
offering the right resources and programs to achieve business and technical
excellence. Progress engages with you to help you realize all the benefits of
the Progress Application Partner Program with a large number of offerings
that are geared toward the individual “growth stage” of each partner.
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The focus on the individual growth stage of each Application
“The Progress Technical
Partner is a key differentiator between how Progress engages with its
Empowerment programs
partners and how other companies engage. Many competitive partner
have really helped
programs consider only revenue contribution as the key metric in ranking
us… At the end of
partners and assigning resources.
our engagement, our
Our growth stage approach aligns the right Progress resources board told me this was
and offerings with your specific business needs and will help you boost the single smartest
productivity—from application development to business planning, sales investment we’d made.”
and co-marketing. Carl Brewer,
President,
THE PROGRESS PARTNER PROGRAM Upp Technology
GROWTH STAGES
Progress works with you on all aspects of your business. This true
business partnership optimizes development efforts, increases the scalability
of your application and shortens your sales cycle. Progress assesses your
individual growth stage requirements based on your unique performance
in three general areas—business vision, technical excellence and overall
financial performance.
Our unique growth stage qualification criteria are based on more
than twenty key indicators that your Progress Account Managers to assess
your business readiness and vision, your understanding and use of Progress
technology, and your fiscal viability.
Based on your assessment, your company will be included in one
of the four key categories of Application Partners based on your growth
stage and unique business and technology requirements. The categories of
Application Partners include:
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TH E P R O G R E S S
P A RTN E R P R O G R A M
G R O W TH STA G E S
Progress helps Application Partners
achieve the most profitable balance.
Member Partners
Joining the Progress Application Partner Program provides partners
with the resources they need to begin building and selling OpenEdge-based
business applications. Once a partner has joined the program, it becomes
eligible for access to a comprehensive set of business and technology
resources supporting our market-leading portfolio of products
and technologies.
Preferred Application Partners
Preferred Application Partners are market-proven and have
demonstrated their commitment to delivering competitive business
applications to their target markets. These partners have also demonstrated
a desire to grow their market presence and consistently advance their
business application.
Premier Application Partners
Premier Application Partners are Progress’ highest-growth, market-
leading Application Partners. Our Premier Partners demonstrate excellence
through their market-specific application expertise, and industry and
technology vision and have demonstrated a consistent and proven approach
for building technically competitive applications.
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Elite Application Partners
Elite Application Partners are Progress’ most advanced, rapidly
growing and industry-leading Application Partners. Our Elite Partners have
achieved the most advanced stages of operational business management,
product development, technical support, and revenue growth. These multi-
national partners are often leaders in their respective markets and have
demonstrated consistent and long-term commitment to Progress.
ONE PROGRESS. ONE PROGRAM. MANY
PARTNER TYPES.
Progress helps you achieve the most profitable balance of programs
and technology. In addition to our Application Partners, Progress maintains
strong relationships with a wide range of other partners including OEM, System
Integrators, Technology, Reselling/Distributing and SaaS Hosting Partners.
THE PROGRESS PARTNER PROGRAM
Partner Type Overview Technology Available
Application Partners Develop, deploy and manage your business Access to OpenEdge, Sonic and other
applications with Progress OpenEdge Progress Technologies
OEM Partners Progress technology and programs to All Progress infrastructure software
give you the winning edge
System Integrator Providing customers with the business Access to all product information and
Partners insight, technology, and services they need development and testing environments
Distributor Partners Extend the reach of progress technology Access to OpenEdge and Sonic products
and partner applications
Technology Partners Leverage the community for best-in-class Mutual sharing of proprietary hardware
technology and software information and trianing
SaaS Hosting Partners Join an industry-leader in SaaS-based Access to Progress SaaS experience plus
solutions all product information and development
and testing environments
EMPOWERING YOU FOR BUSINESS, TECHNICAL,
SALES AND MARKETING SUCCESS
Progress empowers you to succeed in a mutually profitable business
partnership that drives margin-rich revenues by aligning business and
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technology goals. Together we deliver real business value and competitive
advantage to our customers, ensuring a sustainable, consistently growing
business. The technology foundation for this empowering partnership is the
Progress OpenEdge Business Platform.
Progress OpenEdge is an integrated platform for the rapid
development, deployment and management of standards-based and service-
oriented business applications. OpenEdge’s unified environment is comprised
of development tools, application servers, application management tools, a
relational database, and the capability to easily connect and integrate with
other applications and data sources. OpenEdge is designed to:
>> Give you a competitive edge in winning new business.
>> Provide you with the technology infrastructure that enables you
to transform your industry expertise into best-in-class software
applications that fit unique business needs for your customers,
>> Deliver rapid ROI, maximize development productivity, lower
operating costs and improve your agility.
Progress Empowerment Programs Are at the Core of Our
Combined Success
Progress offers you a variety of programs designed to help achieve “Progress walks the
your business, technology and sales and marketing objectives. The chart shows talk when it comes to
the programs that are generally available to you. Programs include one-to-one being a partner. Their
support for Elite and Premier Partners as well as one-to-many workshops and Business Empowerment
Webcasts for Preferred and Member Partners. Progress uses industry experts Programs set a great
from around the world to provide the content for many of the offerings. example for partner
organizations to emulate.
By participating in a Progress Empowerment Program, you will
The Strategic Thinking
strengthen your competitive edge, improve your return on investment and
Program was particularly
be well positioned to capitalize on future opportunities. Based on extensive
relevant and filled with
feedback and input from our partners, Progress constantly refines and
practical tools.”
updates empowerment offerings to ensure that there are no obstacles to
Bob McLaughlin
achieving your growth objectives.
President and CEO
DiscipleData, Inc. (DDI)
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Progress Business Empowerment “Our customers don’t
Progress Business Empowerment offers both one-to-one and one- focus on technology.
to-many programs designed to help you increase revenues, expand your They want performance
market, globalize your reach and improve marketing and sales effectiveness. and functionality—and
Business Empowerment programs include workshops on business planning, the Progress application
globalization, merger and acquisition planning, pricing and licensing best transformation process
practices, competitive analysis and more. is delivering that. We are
now seeing performance
Progress Technical Empowerment and functionality gains
on the magnitude of
Designed to help partners create and maintain competitive
3X—a huge benefit to
applications, Progress Technical Empowerment programs consist of education,
our customers.”
communication, consulting services and an application transformation approach
that helps position you for continued growth. Technical Empowerment also Martin Wolf
helps partners build and transform those applications in logical steps and in VP Development & Technology
proALPHA Software AG
modules that match your resources and business plans. As a result, you are able
to pursue new business opportunities with more competitive products while
sustaining your current business with existing customers.
Progress Sales and Marketing Empowerment
To help you target your chosen market successfully, Progress provides
marketing support to help drive your growth initiatives, including business
tools to develop compelling direct marketing campaigns, and end-user demand
generation programs, along with industry resources to improve your overall
sales and marketing performance.
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BUSINESS TE C H N I C A L S A LE S & M A R K ETI N G P A RTN E R
E M P O W E R M E NT E M P O W E R M E NT E M P O W E R M E NT
E M P O W E R M E NT
Accelerating Growth Strategies Application Transformation Sales Performance & Marketing
Effectiveness OFFERINGS*
Business Planning Application Transformation Go-to-market Planning Progress offers Application Partners
Jumpstart a variety of programs designed
Self-service Webinars Self-service Webinars Self-service Webinars to help achieve their business,
technology and sales and marketing
Market & Geographic Expansion Application Co-marketing Campaigns
Transformation Mentoring objectives. The chart shows the
Merger & Acquisition Planning Introduction to the OpenEdge Joint Customer Case Study programs that are generally available
Reference Architecture Development to Application Partners. Programs
Channel Planning Developing an Offshore Sourcing Joint Customer and Product Press include one-to-one support for Elite
Strategy Release Development and Premier Partners as well as one-
Business Performance Progress Directions Joint Analyst Briefings to-many workshops and Webcasts
Management for Preferred and Member Partners.
Effective Pricing Strategies Development Lifecycle Guide Participation in the Progress Progress uses industry experts from
Global Solutions Locator around the world to provide the
Planning & Delivering New Subscription to Progress Software Reference Program content for many of the offerings.
Products and Services Developers Network (PSDN)
SaaS Business Model Changes SaaS Transformation Customer Briefing Center
SaaS Assessments Tenancy Considerations Progress Communities
for Partners
SaaS Business Plan Development Application Hosting Participation in the Exchange
User Conference
SaaS Service Pricing Service Level Agreements Bi-monthly Regional Partner
eNewsletter
Support & Monitoring Regional Partner Kick-Off
Meetings
Governance Marketing & Speaker Support
for Partner Events
Access to BETA Release Business & Marketing Plan
Programs Templates
Optional eLearning Catalog Progress Participation in
Partner Events
Access to the Progress Sales Skills
Knowledge Center
Demo & Presentation Skills
Power Messaging
Negotiation Skills
Sales Forecasting
* Not all offerings are available to all Application Partners. Some offerings include a fee or subscription for participation.
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EXPANDING YOUR MARKET AND BUSINESS M O R E TH A N 2 5 0 S A A S
MODEL WITH SAAS P A RTN E R S O F F E R I N G
5 0 0 SAAS- BASED
In addition to helping you expand your market and opportunities
A P P LI C ATI O N S
for your traditional customer-hosted application, Progress empowers you to The number of partners offering SaaS-
change your business and delivery model leveraging Software as a Service based applications is growing by 30%
(SaaS). As an experienced SaaS leader, Progress created one of the industry’s per year. Revenues are increasing by
longest running SaaS program offerings successfully operating for more than more than 25% per year.
ten years.
As your market focus and your product offerings evolve, Progress is
prepared to help you expand your market and business model by leveraging
SaaS. Over 200 Progress Application Partners are delivering more than
400 on-demand applications to customers worldwide using our proven
SaaS technology and methodology. Over 50% of our SaaS partners have
used Progress technology to develop multi-tenant applications for SaaS
deployments, and more than 30% of our SaaS partners have successfully
expanded into new geographical markets.
To help you take advantage of the technical efficiencies and market
opportunities possible with SaaS, Progress provides many programs to help
you deploy your offering as quickly as possible. Progress offers Business and
Technical Empowerment for SaaS and gives you the benefit of working with
a proven leader. These SaaS programs will help you deliver successful new
market penetration and revenue growth as we have in the past with more than
200 SaaS partners. Our proven approach to partnering and unique Service
Provider License Agreement (SPLA) for SaaS business terms result in a shared
risk revenue model. As a result, Progress only receives revenue when the
partner generates SaaS revenue—a true demonstration of partnership.
JOIN A SUCCESSFUL COLLABORATIVE COMMUNITY
Your business application demands a proven, open, service-oriented
business development platform that dramatically improves your time to
market, reduces your customers’ total IT costs and gives greater deployment
flexibility. The Progress OpenEdge platform is the fastest, most productive
path to success for developing, deploying, integrating and managing business
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applications. In addition, you need new technologies for open integration,
complex event processing, business activity monitoring, data interoperability
and more to keep pace with a changing business landscape.
Adding to the advantage of OpenEdge, the Progress Partner Program
and Empowerment offerings help you turn your business vision into reality
with business and technical offerings that increase your ability to reach your
target market with truly competitive applications that meet real world needs.
Choose the proven company, technology and Application Partner
Program that will engage you, empower you and expand your opportunities.
Enroll in the Progress Application Partner Program and begin your path
to profitability.
www.progress.com

12. PROGRESS SOF T WARE
Progress Software Corporation (NASDAQ: PRGS) is a global software company that enables enterprises to be operationally responsive to changing
conditions and customer interactions as they occur. Our goal is to enable our customers to capitalize on new opportunities, drive greater efficiencies, and
reduce risk. Progress offers a comprehensive portfolio of best-in-class infrastructure software spanning event-driven visibility and real-time response,
open integration, data access and integration, and application development and management—all supporting on-premises and SaaS/cloud deployments.
Progress maximizes the benefits of operational responsiveness while minimizing IT complexity and total cost of ownership.
WORLDWIDE HEADQUARTERS
Progress Software Corporation, 14 Oak Park, Bedford, MA 01730 USA
Tel: +1 781 280-4000 Fax: +1 781 280-4095 On the Web at: www.progress.com
For regional international office locations and contact information, please refer to the Web page below: www.progress.com/worldwide
Progress, OpenEdge, Sonic, Progress Software Developers Network, Progress OpenEdge, Progress Empowerment, Progress Business Empowerment, Progress Technical Empowerment and
Business Making Progress are trademarks or registered trademarks of Progress Software Corporation or one of its affiliates or subsidiaries in the U.S. and other countries.
Any other trademarks contained herein are the property of their respective owners. Specifications subject to change without notice.
© 2009 Progress Software Corporation and/or its subsidiaries or affiliates. All rights reserved.
Rev. 10/09 | 6525-127872