Volume Incentive Rebate Program

Volume Incentive Rebate ProgramNovell® places high value on developing a mutually beneficial relationship with you that ensures our joint success.Through industry-leading financial incentives, we provide opportunities to help you grow and maintain a profitable business as well as reward you for achieving new business growth targets.

Program OverviewThe Volume Incentive Rebate program will pay a 3 percent back-end rebate to reward Platinum- and Gold-level partners that reach new business revenue goals for the products they sell across the Novell business units—Systems and Resource Management, Workgroup, Identity and Security Management, and Open Platform Systems. Through this program, you can earn up to 3 percent on all of your Novell new business sales in fiscal year 2009, in addition to what you make on the front-end margin and by participating in the Novell Deal Registration program.

Program EligibilityThe Volume Incentive Rebate program is open for all Platinum- and Gold-level partners in full compliance. Only product revenue booked through Novell financial systems (Net Revenue1) qualifies. Revenue that qualifies for a rebate can come from two sources:

New Customers: A new customer is any customer that has not purchased Novell products and/or services in excess of US$250 in any given quarter within the previous 36 months

Existing Customers: New license, first-time subscription and first-time maintenance (some exclusions apply1)

Back-end Rebate Partners who reach the threshold in a given specialization will receive a 3 percent back-end rebate. And continue to earn 3 percent on all qualifying Net Revenue for the period.

1 For a complete list of definitions, terms and conditions, refer to the Partner Glossary of Terms at http://www.novell.com/communities/node/6738

Rules of Engagement Volume rebates are paid only after threshold targets are met. Thresholds vary across business units and depend on the country in which you reside. If you operate in more than one country, you will have a threshold for each country within each specialization.

Revenue entered into a Novell fi nancial system qualifi es for a rebate. Any new invoice that is associated with you by the Novell order entry system (or infl uence program within the Deal Registration program for participants in the systems integrator track) will apply to the threshold. All calculations are in US dollars and based on Net Revenue. Thresholds are set for each Novell business unit, and the product invoice is applied only to the appropriate business unit threshold. New business1 is generally a license plus a fi rst-year maintenance contract or fi rst-year subscription.With multi-year deals, you will be paid on the full amount of the fi rst invoice.

Getting your rebate payment is simple. The volume incentive is calculated and paid twice each year: once at the end of April, and again at the end of October. The payment is for all new business sales in the time period that cumulatively meet or exceed the threshold. Payments are processed 30 days after a period ends.

The fi rst period is November 1, 2008, through April 30, 2009, which will count toward the June payment. This payment will be sent no later than June 1, 2009.

The second period is November 1, 2008, through October 31, 2009; this will count toward the December payment. This payment will be sent no later than December 1, 2009.

Thresholds by Specialization and Segment Thresholds vary by country segment and specialization2. Partners may participate in multiple specializations; however, each specialization is qualifi ed separately.

Americas and EMEA Thresholds by Specialization and Segment

Country Segment I

Country Segment II

Country Segment III

* All numbers are in US dollars.

$500,000*

$500,000

$250,000

$1 million

$1 million

$250,000

Open Platform Solutions, Systems and Resource Management, Workgroup Business Units

Identity and Security Management Business Unit

2 Thresholds and country segments are subject to change without notice. Refer to the Partner Glossary of Terms at http://www.novell.com/communities/node/6738

Building Momentum The thresholds are challenging, so we want to reward partners that stretch and reach that goal. However, in this fi rst year of the program only, we will reward you for achieving half of the threshold by giving you 1.5 percent. Once the full threshold is met, we will pay you the remainder of the rebate (totaling the full 3 percent) for all sales you make in the Novell 2009 fi scal year.

Get StartedTo begin participating in the Volume Incentive Rebate program, you must be set up as a Novell supplier. Contact your PartnerNet® HelpDesk for assistance.

The incentive is calculated based on your new business invoicing through Novell systems. It’s that simple. All you need to do is focus on selling new business in your area of specialization and we’ll help you grow and maintain a profi table business and reward you for your success.

Worldwide Contacts

Americas: 800-828-3362 or PartnerNet-Americas@novell.com

EMEA: 31-55-538-4213 or PartnerNet-EMEA@novell.com

Asia Pacifi c: 612-8281-3487 or PartnerNet-AP@novell.com

Asia Pacifi c Thresholds by Specialization and Segment

Country Segment I

Country Segment II

Country Segment III

* All numbers are in US dollars.

$250,000*

$250,000

$125,000

$250,000

$250,000

$125,000

Open Platform Solutions, Systems and Resource Management, Workgroup Business Units

Identity and Security Management Business Unit