Guide Hummingbird

8/9/2019 Guide Hummingbird

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The Hummingbird Alliance Network Program

The Hummingbird Alliance Network is an integrated set

of programs that offer value through a variety of business

relationships. From Global Strategic Alliances to Partners

in the Business and Technology Alliance programs, there

is a wealth of opportunities for organizations that join

forces with Hummingbird in this growing market.

Through these broad business relationships, our alliance

partners are able to fulll key market development

objectives. We value all of the relationships we create

in the industry, and welcome new partners to explore

the opportunities that a Hummingbird alliance offers.


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While every attempt has been made to ensure the accuracy and completeness of the informationin this document, some typographical or technical errors may exist. Hummingbird cannot accept

responsibility for customers losses resulting from the use of this document. The information

contained in this document is subject to change without notice.

This document contains proprietary information that is protected by copyright. This document,

in whole or in part, may not be photocopied, reproduced, or translated into another language

without prior written consent from Hummingbird.

This edition published March 2003


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Table of Contents

About Hummingbird . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5Who is Hummingbird? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5

Products Overview . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6

Hummingbird Enterpsise . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6

Hummingbird DM . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6

Hummingbird RM . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6

Hummingbird Portal . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6

Hummingbird KM . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6

Hummingbird BI . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7

Hummingbird ETL . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7

Hummingbird Collaboration . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7

Hummingbird Connectivity . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7

About the Hummingbird Alliance Network . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8

Business Alliance Program . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8

Technology Alliance Program . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8

The Global Strategic Alliance Program . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8

Alliance Network Benets . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9

Business Development and Marketing Support . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9

Technology Support and Skills Development . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10

Services for Alliance Network Members . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11

Alliance Requirements . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 14

Hummingbird Business Alliance Program . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 16

Hummingbird Business Partner. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 16

Hummingbird Preferred Business Partner . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 16

Hummingbird Strategic Business Alliance . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 16

The Technology Alliance Program . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 19

Hummingbird Technology Partner . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 19

Hummingbird Preferred Technology Partner . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 19

Hummingbird Strategic Technology Partner . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 19


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Table of Contents

The Global Strategic Alliance Program . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 22Joining the Alliance Network . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 25

Application Process . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 25

Application Form . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 26

Training and Certication Details . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 30

Sales Training and Certication . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 30

Technical Training and Certication . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 30

Product Compatibility Certication . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 30


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About Hummingbird

Introducing HummingbirdTodays knowledge-based economy demands that organizations provide highly functional and

secure web-based enterprise information management systems. Enterprise information management

systems (EIMS) are rapidly becoming an organizational necessity, and form the strategic framework

of many business processes. Knowledge-driven organizations understand that information

orientation, the interaction of people, information and technology can have a profound impact on

business performance, strategic initiatives, long-term viability and, most importantly, innovation.

Hummingbird develops enterprise software solutions that provide the ability to access and act upon

all business-critical information and resources, aggregated and categorized through a standardized

web-based user interface. Hummingbird has grown from their roots as a Host Access and Network

Connectivity company to a portfolio-based software company with signicant focus on the EIMS

market. As such, Hummingbird offers a broad set of software applications and solutions that are

integrated into a single information and knowledge management framework.

In order for Hummingbird to accelerate their success in the EIMS market, the Hummingbird Alliance

Network has been initiated to build a network that will enhance our offering and value to customers.

Together with our alliances and partners, we can deliver a clear competitive and business advantage

to the market.

Initially founded as a consulting business in 1984, Hummingbird quickly evolved into the dominant

player in the connectivity market with close to 80% share. Today, ve million people around the world

rely on Hummingbird to connect, manage, access, publish, collaborate and search their enterprisecontent. Our customer list includes companies representing 90% of the Fortune 500 and 85% of the

Fortune 100. Headquartered in Toronto, Canada, Hummingbird employs 1300 people in nearly 40

ofces worldwide.

Products OverviewOrganizations today generate an astonishing amount of data valuable information about

customers, suppliers, technologies, and other key elements of value creation in any enterprise.

However, this information is generally stored in disparate systems, databases, and applications.

This vast information resource is often not used effectively because it is difcult to get the relevant

information to the appropriate end user. Furthermore, users have not had access to the tools and

applications required to act on this information once it becomes available.

Hummingbird solutions empower users at all levels of the enterprise with the most appropriate

information and related tools to increase their productivity. Hummingbird Enterprise integrates

the companys proven technologies for host access and network connectivity, data integration,

and business intelligence as well as portal, document and records management.


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Hummingbird EnterpriseHummingbird Enterprise is a powerful suite of integrated information and content management

products designed to accelerate and rene business processes across the extended enterprise.

Relevant, timely and accurate information is always available to those who need it anytime,

anywhere and from any device. Hummingbird Enterprise integrates and scales seamlessly so that

existing IT investments are leveraged. With everything from document and knowledge management

to business intelligence and collaboration delivered through the portal.

Hummingbird DM

Hummingbird DM transforms document-based electronic information into knowledge assets with

an enterprise-ready platform that facilitates the capture, sharing, and protection of corporate content

resources. User queries are easily executed across global DM repositories, enabling users to nd and

control documents and easily distribute them for review, collaboration, and publication with project

teams inside and outside the traditional corporate landscape.

Hummingbird RM

Hummingbird RM creates an organized, secure environment to manage the complete lifecycle of

all physical and electronic corporate knowledge assets from creation to ultimate disposition.

Users can quickly classify documents against a le plan using intuitive Web and Windows interfaces

that also let them easily search for, share, and safely access protected records. And the scalable

infrastructure provided by Hummingbird DM ensures that the system is consistently available so

that users can accomplish their content-related tasks.

Hummingbird Portal

Hummingbird Portal is a highly secure, scalable and unied workspace that ties enterprise

applications, resources, and people together to complete the 360View of Enterprise Content.

Beyond providing a unied view of information sources, enterprise portals are seen as the

hub of a convergence of multiple, complementary information management solutions, including

document and content management, information search and retrieval, knowledge management,

team collaboration, workow, and business intelligence. Essentially, the portal will be the secure,

personalized, and centralized access point to all enterprise content and applications, as well as the

tools users require to nd, share, manage, publish, and analyze that content.

Hummingbird KM

Hummingbird KM dramatically improves the way organizations manage their knowledge assets.

It allows users to conduct single, unied searches across multiple structured and unstructured

information sources including Lotus Notes, Microsoft Exchange Server, Web sites, le repositories,

document management systems, multimedia libraries, and more. Additionally, structured data

sources like databases and enterprise operational systems are also indexed to provide a truly

amalgamated result set.


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Hummingbird BIHummingbird BI is a powerful business intelligence solution that provides enterprise-strength

query, reporting and OLAP functionality at the lowest cost of ownership. Beyond providing a query,

analysis and reporting functionality, business intelligence solutions offer organizations the ability

to capitalize on legacy data from multiple sources, transform it into consumable information that

can be shared securely throughout the enterprise providing the tools users require to nd,

share, manage, publish and further analyze that content.

Hummingbird ETL

Hummingbird ETL is a powerful data integration solution that spans the functional areas of data

extract, transformation, and load (ETL) and enterprise application integration (EAI). It transforms,

cleanses, enriches and directs information across the entire spectrum of decision support systems

and corporate applications, for projects that might include data warehouses or data marts.

Hummingbird Collaboration

Hummingbird Collaboration is a document/project-based solution that increases the effectiveness

of continuous collaborative activities between employees, customers, partners, suppliers, and

other participants. Ideally suited for inter- and intra-enterprise initiatives across any industry,

Hummingbird Collaboration is a value-added element of both Hummingbird Portal and

Hummingbird DM.

Hummingbird Connectivity

Hummingbird Connectivity is a comprehensive set of core network technologies that enables the

enterprise to connect to any type of legacy system. Hummingbird Connectivity seamlessly delivers

enterprise mission critical data to the user desktop. Based on robust and recognized standards,

every Hummingbird Connectivity product is designed to bridge the gap between legacy systems

and enterprise users by delivering the quickest, easiest, and most secure single point of access to

UNIX systems, Mainframes and AS/400s.


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About the Hummingbird Alliance Network

Business leaders globally have reached consensus regarding the value and importance of alliancesin driving new business models, entering new markets, and building competitive advantage and

business value. The Hummingbird Alliance Network takes this one step further by establishing

an integrated set of programs that can offer value arising from a variety of business relationships.

From Global Strategic Alliances to Partners in the Business and Technology Alliance Programs,

there is a wealth of opportunities for organizations to join forces with Hummingbird in this

growing market.

Through these broad business relationships, Hummingbird and our alliance partners will be able to

fulll key market development objectives. We value all of the relationships we create in the industry

and welcome new partners to explore the opportunities an alliance with Hummingbird offers. The

Alliance Network is structured to offer partnerships within three types of alliance programs theBusiness Alliance Program, Technology Alliance Program, and the Global Strategic Alliance Program.

Questions regarding each of these programs can be addressed by sending e-mail to Hummingbird

at [email protected].

Business Alliance ProgramBusiness Alliances are selected on the basis of the complementary value offered by the Partner in

the market in which Hummingbird competes. The purpose of this program is to create partnerships

based on the achievement of specic market development and revenue generation objectives. The

types of relationships represented here include System Integrators, Value-Added Resellers (VARs),

Resellers, Consultants, Distributors, and/or Solution Providers.

Technology Alliance ProgramThe Technology Alliances Program has been designed for software, technology and applications

vendors that are complementary and extend the value of the Hummingbird product portfolio. The

focus of these alliances can vary across both horizontal offerings and vertical markets, thereby

enhancing the completeness of the solution and its value to customers. The types of companies

that t in this category include: Application Vendors, OEM Partners, Content Providers,

Independent Software Vendors, and Platform Vendors.

The Global Strategic Alliance ProgramThe Global Strategic Alliance Program has been designed for global, Tier I, market-leading

organizations in the IT industry that offer products and services that are complementary to

Hummingbird. Organizations are invited into this program based on strategic t from multiple

perspectives, including but not limited to highly complementary products, services and offerings,

synergistic core competencies, and cultural consistencies regarding customer focus and

management expertise. There are signicant commitments and expectations of alliances in this

category, including formal business planning, dedicated alliance management, market development

funds, revenue targets, sales force harmonization and, where appropriate, co-development of joint

product engineering roadmaps.


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Alliance Network Benets

Hummingbird provides a number of services to the Alliance Network to help our membership drivesuccess in our complementary markets. Business development services provide your company

with sales assistance, co-marketing support, and promotion initiatives aimed at increasing your

opportunities for your organization. Access to Hummingbird information resources also provides

our Partners and Alliances with signicant industry advantages for positioning and adding value

in our focus markets.

Technology support services are designed to ensure your employees are knowledgeable and skilled

regarding our products, and that the education process is ongoing as technology evolves. Access to

our products, support, and training resources helps your organization develop the skills required to

work with our products.

Business Development and Marketing SupportMembers of the Alliance Network are invited to work with Hummingbird for the joint generation of a

business development plan in relation to marketing, selling, and supporting Hummingbird products.

Alliances and Partners are encouraged to use the Alliance Network program logos to build

recognition for your organization. Your organization may use them on corporate materials such as

business cards, marketing collateral, and the company Web site. Each Alliance Network member

will be assigned a sales support contact to help your organization identify, develop, and close

sales opportunities for Hummingbird products. You may contact the Alliance Network program

administrator at any time for assistance.

As an Alliance Network member, your organization will have access to exclusive Hummingbird

information. Your organization will receive a subscription to our electronic-newsletter Expose online,

a monthly newsletter for Hummingbird customers and partners. Your organization will also receive

access to our Partner Portal, a central repository for the dynamic, up-to-date information you require

to aggressively sell and support our products.

Your organization will be promoted to the Hummingbird community of customers, prospects,

partners, and employees. Each Alliance Network member will receive a free listing on our Web site.

Hummingbird also offers co-operative programs which are geared toward helping you reach our

community through direct mail, seminars, and other joint-marketing opportunities. Alliances and

Partners may be invited to participate in joint trade show opportunities. Hummingbird also makes

resources, such as a marketing e-Collateral and sales support, available to partners upon request and

subject to availability.


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Hummingbird will support the Alliance Network with co-marketing activities which may includejoint press activities, conference or trade shows, sales seminars, advertising, Internet marketing,

direct mail campaigns, and co-promotion opportunities. At the sole discretion of Hummingbird,

Hummingbird may match up to the amount that the Alliance network member spends on joint

market development activity. Marketing Support may vary by Partner level and product focus.

Technology Support and Skills DevelopmentEach Alliance Network member will receive a Not-For-Resale evaluation copy of Hummingbird product

for testing and demonstration purposes. The license copy your organization receives will correspond to

the products you are authorized to sell and/or support.

Your organization will be entitled to maintenance for the evaluation product, which will enableyour organization to receive software upgrades. Alliances will also have the opportunity to purchase

Hummingbird products for internal use at a discount.

All Network Alliance members will be invited to participate in training and information sessions

to develop your organizations technical knowledge of the Hummingbird products you sell

and/or support. Technical training and certication requirements may vary by Partner level and

product focus.

In order to maximize your ability to work with and leverage value from Hummingbird products, all

NFR copies will be delivered once technical training of the appropriate number of employees has

taken place. This is specied in the Requirements sections of the Alliance Network Program Guide.


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Services for Alliance Network Members

Business Development and Marketing Services

Marketing e-Collateral

Access to e-Clip Developers Program

Program Logos

Electronic-Newsletter Expose online

The Partner Portal

Product Launch Books

On-Demand Learning

Listing on Hummingbird Web site

Attendance at Summit User Conference

Exhibit at Summit User Conference

Hummingbird product marketing e-Collateral is made available to Alliance Networkmembers at no cost. These are electronic versions of all collateral built for

Hummingbird Products: data sheets, whitpapers and a full spectrum of material.

The e-Clip Developer program has been designed for partners who want to

build specific e-Clip plug-ins and integration to complementary Enterprise Portal

applications for sale and/or downstream distribution. Members of the Alliance

Network are entitled to immediately join the current e-Clip Developer program.

The Hummingbird Alliance Network logo allows our members to promote our

relationship to our customers, and prospects. Alliance Network members may use

the logo on their Web site, business cards, and in other marketing vehicles in

keeping with our Logo Usage Guidelines.

All active Al liance Network members will receive a subscription to Expose online,

a monthly newsletter for Hummingbird customers and partners. The newsletter

features company and product information, and gives Hummingbird Alliance

members the the opportunity to keep up-to-date on Hummingbird activities.

All active Alliance members will receive access to the Partner Portal, an online

repository for key information about selling and supporting Hummingbird products.

The Partner Portal contains sales, marketing and technical tools to help our Alliances

and Partners succeed.

Hummingbird develops product launch books which contain detailed information on

features and benefits, the market, competitive information, and other helpful tips

and tools (such as FAQs, sales tips, etc.). These documents are confidential and are

intended for use by Hummingbird and its Alliances and Partners only.

A number of On-Demand presentations have been developed to help Alliance

Network members learn about our products and how to sell them. These

presentations are part of our sales training program, and are made available to our

Alliances and Partners via the Partner Portal.

Hummingbird provides a searchable database of our Alliance members listed by

product technology and type of Alliance.

All active Alliance members will be invited to attend the Summit User Conference

traditionally held in February. Summit gives our Alliance Network members an

opportunity to gain a better understanding of Hummingbird, our vision, our

market position, and our business solutions. Summit also presents Hummingbird

Alliances with the opportunity to meet Hummingbird employees and customers in a

community environment.

All active Alliance members will be invited to show at our Alliance Network

Pavilion at our Summit User Conference. Summit is attended by Hummingbird staff,

customers and prospects, which presents our Alliances with an excellent opportunity

to promote their complementary services and/or technology.


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Quarterly Action Plan Development

Cooperative Account Development

Dedicated Alliance Management

Lead Referral

Market Development Fund

Joint Web Cast

Company Prole on Hummingbird Web Site

Direct Mail Campaigns

Tradeshow Opportunities

Joint Seminars

Joint Press Releases

Hummingbird will work with our Alliance Network members to develop atactical plan for sales, marketing, and support activities. This tool helps

Hummingbird understand your organizations priorities, and plan our relationship

activities appropriately.

The Alliance Network members sales support contact is responsible for ensuring

that the partner has the materials and information they require to qualify, present,

propose, and close accounts. Activities may include participation in joint sales calls

and joint presentations to major accounts and prospects.

On-going relationship management is provided through a dedicated Alliance/Partner

Manager. This individual is assigned to help you develop your business as it relates

to Hummingbird products and the marketplace, and create the value you deserve as

one of our Alliance Network members.

Qualified leads are passed to our Alliance Network members. These leads are then

tracked to ensure proper follow-up by the Alliance or Partner.

Funds are allocated to develop a market in conjunction with a partner or partner

activity. Activities may include the following: direct mail, seminars, tradeshows, press

tours, internet marketing, marketing e-Collateral development, and advertising. Use

of market development funds is subject to approval by Hummingbird.

Hummingbird works with Alliances and Partners to develop joint multi-media

web-based presentations. Hummingbird will also work with Alliance Network

members to invite appropriate audiences to view the presentation.

Hummingbird provides a searchable database of our Alliance Network members

listed by product technology and type of Alliance. Customers may access Alliance

or Partner contact information to purchase Hummingbird products or obtain

complementary products or services. This listing provides a detailed description of

the Alliance Network member.

An Alliance member may work with Hummingbird on a direct mail campaign.

Hummingbird may supply the mailing materials, or the mailing list. Mailings will be

coordinated by Hummingbird or through a third-party mailing house.

From time to time, Alliance members may be invited to participate in trade show

opportunities. Alliance Network members will show within the Hummingbird exhibit

booth, typically at a cost. Other trade show opportunities are also offered inconjunction with special sponsorships at these events.

Hummingbird cooperates with Alliance Network members to fund or organize

seminars. Hummingbird works with Alliances to supply e-Collateral, signage,

presentation material, and/or presenters.

Hummingbird Alliance Network members are invited to develop and release a

joint press release with Hummingbird. All press releases are subject to editing and

approval by our product marketing and public relations teams.



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Co-generation of Marketing e-Collateral

Access to Event Speakers

Invitation to Speak at Summit UserConference

Full Business Plan Development

Joint Press Tours

Using the marketing e-Collateral template, information may be supplied to ourmarketing services team for generation of joint marketing e-Collateral. The Alliance

member is responsible for the design, production, and shipping of the materials.

Hummingbird may supply event speakers to an Alliance member for strategic speaking

opportunities. Speakers must be requested a minimum of 90 days in advance and

are subject to availability.

Selected Alliance members will be invited to speak at our Summit User Conference.

A complete joint business plan outlining the sales, marketing, development, and

delivery objectives for the future in conjunction with an Alliance. This process is

designed to develop common objectives for maximizing the success of both parties.Joint press tours may be arranged in cooperation with our public relations team.

Technology Support and Skills Development Services

10-User NFR License

Discount to Purchase AdditionalLicensing

Technical Training and Certication

Sales Training

Accelerated Product Support

Development Support

ISV Product Compatibility Testing

10-User Not-For-Resale license of the products the Alliance Network member sells

and/or supports. These licenses are for internal use only for the evaluation and

demonstration of Hummingbird products and complementary products. The Alliance

Network member is bound by our standard end-user license agreement.

An Alliance partner has the option to purchase up to 100 additional Not-For-Resale

licenses of Hummingbird products to be used for internal purposes only at an attractive

discount off of our list prices. The purchase of additional licenses is negotiable. The

Alliance Network member is required to purchase a maintenance agreement in order

to receive upgrades and support.

Technical training courses and certification are available directly from the Hummingbird

Education group. These courses cover a range of topics from end-user to

developer training. To find out more about our training programs, go to

www.hummingbird.com/education

In order to help our partners understand the market and positioning of our various

products, Hummingbird has designed education classes specifically geared toward

knowledge transfer of our sales techniques.

Alliance members may be eligible to receive accelerated product-specific support for

issues that can not be resolved through the standard support channels. Support is

offered exclusively through the Al liance/Partner Manager.

Alliance members may be eligible to receive development support for

integration or development issues. Support is offered exclusively through the

Alliance/Partner Manager.

Specialized testing certification programs geared toward ensuring our Partners or

Alliances products work with Hummingbird products.


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Business Alliance Program Strategic Partner Preferred Partner Partner

Program Fee *$15K/year *$10K/year *$6K/year

Renewal Fee *$10K/year *$5K/year *$3K/year

Revenue Expectation Contribute up to $2 million Contribute up to $1 million Contribute up to $150,000

per Annum per Annum per Annum

Technical Certication Minimum of 12 Minimum of 6 Minimum of 2 Trained

Trained Technicians Trained Technicians Technicians per product family

Sales Certication Minimum of 4 Trained Minimum of 2 Trained Minimum of 1 Trained

Account Executives Account Executives Account Executives

Marketing Commitment *$30K/year *$10,000/year No Expectation

Technology Alliance Program Strategic Partner Preferred Partner Partner

Program Fee *$15K/year *$10K/year *$6K/year

Renewal Fee *$10K/year *$5K/year *$3K/year

Revenue Expectation Contribute up to $1 Million Contribute up to $250,000 No Expectation

per Annum per Annum

Marketing Commitment *$30K/year *$10,000/year No Expectation

Development Commitment Demonstrated commitment Demonstrated commitment Demonstrated commitment

to co-development as to co-development as to co-development as

required by the nature required by the nature required by the nature

of the relationship of the relationship of the relationship

Alliance Requirements

When your organization joins the Hummingbird Alliance Network, we make a commitment to you.In return we expect a number of commitments from our Alliance Network members. Depending on

the Program and Level of the Alliance Network member, organizations are expected to make revenue,

marketing, development, and technical support commitments. In addition, each organization must

have trained and certied staff to sell and support the Hummingbird products.

All Figures in U.S. Dollars

*The Fees listed above are for North America only. Separate Fee schedules are used for other regions,

and can be obtained by contacting [email protected]


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All Figures in U.S. Dollars

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Global Strategic Alliance

Program Fee *$25K/year

Renewal Fee *$12.5K/year

Revenue Expectation Contribute up to $4 Million per Annum

Technical Certication Target of 25 Trained Technicians

Sales Certication Target of 25 Trained Account Executives

Marketing Commitment *$150,000/year

Development Commitment Demonstrated commitment to co-development as required by

the nature of the relationship

*The Fees listed above are for North America only. Separate Fee schedules are used for other regions,

and can be obtained by contacting [email protected]


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Hummingbird Business Alliance Program

Hummingbird Business Alliances are selected on the basis of the complementary value offered bythe Partner in the market in which Hummingbird competes. The purpose of this program is to create

partnerships based on the achievement of specic market development and revenue generation

objectives. The types of relationships represented here include System Integrators, VARs, Resellers,

Consultants, Distributors, and/or Solution Providers.

Partnership LevelsThere are three partnership levels included in this program: Hummingbird Business Partner,

Hummingbird Preferred Business Partnerand Hummingbird Strategic Business Partner. The key

difference between these levels is the degree of commitment from both Hummingbird and the

Alliance on many dimensions including marketing funds, sales harmonization, and development

of business and technical competencies.

Hummingbird Business PartnerBase-level partnerships are designed for regionally-based, small-to-medium-sized companies

focused on middle-tier customers that may or may not have a vertical specialization. These

partners are characterized as having a niche or specic focus that is highly complementary to

Hummingbird products.

Hummingbird Preferred Business PartnerPreferred-level partnerships are designed for regionally-based Tier II players focused on mid-tier

to Fortune 1000 customers with at least one vertical specialization. The core competencies of theseorganizations range from value-added management consulting to project management and systems

integration. In addition, corporate resellers and other such representatives of the Hummingbird

product line t in this category.

Hummingbird Strategic Business PartnerBusiness Alliances are designed for nationally-based Tier I organizations in the market who are

focused on Fortune 500 customers with a range of horizontal and vertical specialization. The core

competencies of these organizations range from value-added management consulting to project

management and systems integration. A signicant sales and marketing commitment is required

from our Strategic Business Partners.


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Program Logos

Electronic-Newsletter Expose Online

The Partner Portal


On-Demand Learning


Attendance at User Conference $ $ $

Exhibit at User Conference $ $ $




Lead Referral


Joint Web Cast

Company Prole on Web site

Direct Mail Campaigns $ $

Co-Tradeshow Opportunities $ $

Joint Seminars $ $


Joint Marketing e-Collateral


Vendor Forum Presentationsat User Conference $ $ $

Main Program Speaking Opportunityat User Conference * * *

Business Development andMarketing Services

LEGEND: $ Cost associated with activity, No cost associated with activity, * By invitation only

Business Alliance Program

Strategic Partner Preferred Partner Partner


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The Technology Alliance Program

The Hummingbird Technology Alliances Program has been designed for software, technology andapplications vendors that are complementary and extend the value of the Hummingbird product

portfolio. The focus of these alliances can vary across both horizontal offerings and vertical markets,

thereby enhancing the completeness of the solution and its value to customers. The types of

companies that t in this category include:

Application vendors, ERP (Enterprise Resource Planning), SCM (Supply Chain Management)and CRM (Customer Relationship Management)

OEM Partners

Horizontal Technology vendors, including but not limited to collaboration, workow,knowledge management, security, wireless, data warehousing, business intelligenceand content providers

Platform Vendors

Partnership Levels

There are three partnership levels included in this program: Hummingbird Technology Partner,

Hummingbird Preferred Technology Partnerand Hummingbird Technology Alliance. The key difference

between each of these levels is the level of commitment from both Hummingbird and the Alliance

on many dimensions, including marketing funds, sales harmonization, development of technical

competence, and investment in product integration and interoperability.

Hummingbird Technology PartnerBase-level partnerships are designed for small-to medium-sized companies focused on a specic

application or solution that is complementary to the Hummingbird products. The expectation is

that if integration work is required, the partner will take this responsibility. This group of partners

are typically regionally-to nationally-based, with a specic horizontal (and maybe a vertical)

specialization that is highly complementary to the Hummingbird offerings.

Hummingbird Preferred Technology PartnerPreferred level partnerships are designed for nationally-or globally-based Tier I players in the market

who are focused on mid-tier to Fortune 1000 customers with at least one vertical or horizontal

specialization. Hummingbird looks for best-in-class technology companies for the development of

a mutually benecial partnership. Depending on the nature of the relationship, either Hummingbird

or the Alliance (or both) will make the investment in integration and interoperability.

Hummingbird Strategic Technology PartnerHummingbird Technology Alliances are designed for Tier I technology organizations in the market

who are focused on Fortune 500 customers. This group of partners are global in reach and have

products that are complementary with the Hummingbird offerings. In addition, the Alliance may

have a range of horizontal and vertical specialization. Depending on the nature of the relationship,

either Hummingbird or the Alliance (or both) will make the investment in integration and

interoperability. A signicant investment in sales and marketing is also required from our Strategic

Technology Partners.


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Program Logos

Electronic-Newsletter Expose

The Partner Portal


On-Demand Learning


Attendance at User Conference $ $ $

Exhibit at User Conference $ $ $




Lead Referral


Joint Web Cast


Direct Mail Campaigns $ $

Co-Tradeshow Opportunities $ $

Joint Seminars $ $




Vendor Forum Presentationsat User Conference $ $ $

Main Program Speaking Opportunityat User Conference * * *


Technology Alliance Program




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Technology Support and SkillsDevelopment

LEGEND: $ Cost associated with activity, No cost associated with activity

10 User NFR License $

Discount on Additional Licensing

Technical Training / Certication (50% Discount) (50% Discount) (50% Discount)6 Free Certicates 3 Free Certicates 3 Free Certicates

$ $ $

Sales Training On Site Sales Training Hummingbird Facilities $ $ $

Development Support

ISV Product Compatibility Testing $

Technology Alliance Program



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The Global Strategic Alliance Program

By leveraging relationships with key players in the industry, Hummingbird is able to fulll keytechnology and business objectives. To this end, the Global Strategic Alliance Program is tasked with

identifying, developing, and nurturing these mutually benecial high-level corporate relationships

with complementary technology vendors and services providers. The mandate is to operate across

all core operational functions of sales, marketing, product development, and delivery.

Global Strategic Alliances exist to support the development of business opportunities that extend

well beyond a two-way or transaction-focused relationship. Global Alliances encompass a forward

view of 12-18 months and enable Hummingbird to realize strategic business objectives. Global

Strategic Alliances address multiple aspects of an organization, enable Hummingbird to more easily

cope with market complexity, and to deal with the high-speed, rapidly-changing nature

of this marketplace.

There core rationale for building Global Strategic Alliances is to create the right relationships to

position Hummingbird for competitive advantage and to continuously improve the rms ability

to get value from alliances.

The Hummingbird Global Strategic Alliance Program has been designed for a broad array

of organizations that offer complementary products and services in the Hummingbird

market.Organizations are invited into this program based on strategic t from multiple perspectives,

inlcuding, but not limited to, product offerings, core competencies, management and customer. There

are serious commitments expected of the Alliance and of Hummingbird in this category, including

the development of formal business plans, dedicated Alliance management, high levels of market

development funding, sales force harmonization and where appropriate, co-development of jointproduct engineering roadmaps.


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Program Logos

Electronic-Newsletter Expose

The Partner Portal


On-Demand Learning


Attendance at User Conference $

Exhibit at User Conference $




Lead Referral


Joint Web Cast


Direct Mail Campaigns $

Co-Tradeshow Opportunities $

Joint Seminars $




Speaking User Conference

Vendor Forum Presentationsat User Conference $

Main Program Speaking Opportunityat User Conference *

Global Strategic Alliance Program



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Joining the Alliance Network

Application ProcessTo apply to the Hummingbird Alliance Network, complete the Online Application Form at

www.hummingbird.com. We recommend that you download the printable version and have your

answers ready to complete the online version. Your application will then be reviewed by an Alliance

or Partner Manager who may contact you should further information be required. Electronic

notication will be sent to advise you of the status of your application. Your organization will be

assigned to specic Program, Level, and technology solution classications corresponding to our

product-lines.

You will then be sent a Hummingbird Alliance Network Welcome Kit and Legal Agreement. You

must sign and return two original copies of the Legal Agreement to the contact as indicated in your

Welcome Kit. Full details of the program requirements will be included as part of this Agreement.

Upon acceptance into the Hummingbird Alliance Network you will be contacted by your Alliance or

Partner Manager regarding subsequent steps in the relationship.

Your organization will be granted access to our Partner Portal, which is an online repository for key

information about selling and supporting Hummingbird products. The Partner Portal contains sales,

marketing, and technical tools, to help our Alliances and Partners succeed.

You will also be sent a 10-User Not-For-Resale license of the products that your organization works

with. These licenses are for internal use only for the evaluation and demonstration of Hummingbird

products and complementary products.


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Application Form Corporate Information

Company Name

Company Description (50 words or less)

Telephone Facsimile

Web Site General E-mail

Address Shipping Address (if different)

City City

State/Province State/Province

Country Country

ZIP/Postal Code ZIP/Postal Code

Prime Contact Sales Contact

Name Name

Title Title

Direct Telephone Direct Telephone

Direct E-mail Direct E-mail

Marketing Contact Technical Contact

Name Name

Title Title



Executive Contact Development Contact

Name Name

Title Title



Business Information


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Provide a brief company description

Provide a brief description of how your organization intends to work with Hummingbird

Years in Business

Number of Employees: Number of Sales Employees

Number of Marketing Employees

Number of Technical Employees

Number of Administrative/Other Employees

Number of Ofces

Annual Revenue Percentage Software Sales

Percentage Hardware Sales

Percentage Services

Type of Organization: Systems Integrator Value-Added Reseller Consultant

Distributor Solution Provider Application Developer

Training Specialist Software Developer Hardware Manufacturer

Application Service Provider Internet Service Provider Other (specify)

Geographical Classication: Local Regional National

International

Geographical Territory


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Business Information

Target Industry: Banking/Financial Commercial Education

Government Healthcare Insurance

Legal/Professional Services Manufacturing Pharmaceutical

Retail Technology Telecommunications

Transportation Utilities Other (specify)

Target Customer: Fortune 100/Global 500 Fortune 500/Global 200 Mid-Tier

Other

Target Customer Size: 10,000

Product or Service Information

Which Hummingbird product family will your organization work with? (check all that apply)

Enterprise Information Portal Business Intelligence and Data Integration Document and Content Management

Host Access Network Connectivity

Type of products sold

Type of products supported

Type of services offered

Operating Systems Supported: Windows NT/2000 Windows 3.x/9x AS/400

Macintosh UNIX Novell

Other (specify)

What other partner programs are you a member of? (if any)


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Reference 1

Company Name

Contact Name Title

Direct Telephone Direct E-mail

Address

City State/Province

Country ZIP/Postal Code

Solution Provided or Business Issue Addressed

Reference 2

Company Name

Contact Name Title

Direct Telephone Direct E-mail

Address

City State/Province

Country ZIP/Postal Code

Solution Provided or Business Issue Addressed


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30 HummingbirdLtd.


Training and Certication Details

Sales and technical certication is required for Alliance Network members. Certied individualsmust be in place 6 months following the organizations acceptance into the program, based on course

availability. Certied individuals may be required to upgrade their skills from time to t ime

in conjunction with major new product releases.

Our technical and sales training and certication programs are constantly evolving. Please visit

our education Web site at www.hummingbird.com/education for updated course information.

Sales Training and CerticationSales training introduces sales and marketing personnel to the product concept, features and

benets, and product positioning. Then personnel are instructed on how to identify sales

opportunities, how to demonstrate return on investment and how to close the sale. All of thisinformation is specic to the product or product line your organization is promoting; some

information is general industry information and some tactics are specically geared toward

Hummingbird solutions. To achieve Sales Certication, participants must attend the corresponding

certication exam at the end of the course.

Technical Training and CerticationTechnical Training courses are offered as classroom-style sessions in which attendees are introduced

to the technology and product concepts specic to the product line your organization sells and/or

supports. Your technical staff will be instructed on installing, using, supporting, and trouble-shooting

the product or product line. Participation in Technical Training courses requires solid technical

ability. Course availability, descriptions, and registration information can be obtained from the

Hummingbird Education group.

The Hummingbird Education group also coordinates Technical Certication. Your technical staff are

required to complete and pass a certication exam, which is based on the material of one or more

courses in our education series.

Product Compatibility CerticationSelect Alliance Network members will be invited to participate in our Product Compatibility

and Certication Testing. Products passing the interoperability testing will be assigned a special

Works With designation.


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Corporate Headquarters

1 Sparks Avenue

Toronto, Ontario M2H 2W1

Canada

Toll Free Canada/USA:

+1 877 FLY HUMM (359 4866)Tel: +1 416 496 2200

Fax: +1 416 496 2207

E-mail: [email protected]

North American Sales Ofces

Boston Chicago Dallas Los Angeles

Mountain View New York Ottawa

Raleigh Toronto Washington DC

International Sales Offices

Amsterdam Berlin Brussels Frankfurt Geneva

Hong Kong London Milan Munich Paris Rome

Seoul Singapore Stockholm Sydney TokyoWokingham Zurich

For more information, visit

www.hummingbird.com

Copyright 2003, Hummingbird Ltd.All rights reserved.

Trademarks and logos are theintellectual property of Hummingbird Ltd.

All other company and product names aretrademarks of their respective owners.

Guide Hummingbird

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Guide Hummingbird