Piql Partner Profile

Characteristics of an "ideal" partner for Piql

ALIGNMENT WITH PIQL VISION AND MISSION

• The partner must allocate senior, competent and experienced resources for serious, professional and dedicated business development efforts to promote and sell Piql Services. I.e. to be "on the street" with potential Clients from day one • The partner must be willing to follow a structured business development journey and implement Piql's approach to a win-win consultative selling approach • The partner must use Piql's CRM (Customer Relationship Management system) to register leads and work with opportunities in a sales funnel • The partner candidates must also possess technical resources which have a theoretical and practical fundament at a level which is suitable to understand and communicate Piql's technology and Services in a holistic manner related to opportunities with Clients Further the partner should demonstrate the capability and interest (once there is sufficient business) to potentially establish infrastructure and resources to operate a Piql System to produce the storage component of Piql Services.

The partner shall be aligned (or rather like or be inspired by) our vision, mission, and core values:

Vision: To give eternal life to information through innovation

Mission: We keep authentic information alive, secure and accessible into the future

Core Values: Innovative – Trustworthy – Nimble 2

PARTNER CAPABILITIES AND RESOURCES

We are looking for partners that can grow alongside us as the market for Piql Services grow. • The partner should have sufficient financial strength and stamina enabling him/her to take actively part in exploring, qualifying, opening and penetrating the market in their Territory and Partner Area

2 Nimble explained: 1. Quick, light, or agile in movement or action

2. Quick, clever, and acute in devising or understanding

RELEVANT MARKET EXPERIENCE

IDEAL PARTNER CANDIDATE

The partner candidate should preferably have experience with one or more of Piql's prioritised market verticals (ref. above), - ideally by today sell- ing and providing services to relevant Clients in these verticals. These services do not necessarily have to be within data storage, archiving or digital preservation, but can somehow be related downstream or upstream relative to the core of Piql Services (i.e. the storage/ preservation component), e.g. document or media digitization (i.e. document/book/film scanning), restoration of documents/media assets, microfilm services, document/records or media management – either by providing software, solutions or other relevant services (e.g. physical storage of paper records) etc. Note that Clients can be from both the public and private sector. We think it can be beneficial if the partner candi- date has inroads into the public sector (e.g. national archives, national museums) e.g. providing software or services for records/document/information management.

An ideal business partner for Piql could be an established company* operating within one or more of our prioritised verticals (ref. above), - with of a combination of one or more of the following: • a proven track record of selling services and growing a business. • already has clients in the public or private sector that could benefit from Piql Services or vault ser- vices in the Arctic World Archive, - and as such Piql could be an extension to what they already do • sees an opportunity to expand his services with Piql and can use Piql Services to reach new clients in existing or new market verticals • has complementary technologies or services that can be coupled with Piql's technology and Services to add value to create benefits for existing or new clients in existing or new markets • must be open to innovation and new fresh think- ing and be well connected in relevant industries * An entrepreneurial company could be a potential candidate should they have management with experience and track record of building a business from scratch and penetrate specific market verticals.

Partner Journey

The basis for the collaboration with the partner is the Piql Partner Journey. The Partner Journey is a sys- tematic tool that helps you develop as a partner of Piql in the partner network as you gain experience and competence and business success. The Partner Journey present three different kinds of partnership one can have with Piql:

1. PIQL OFFICIAL RESELLER 2. PIQL PARTNER 3. PIQL PRODUCTION PARTNER

INTRODUCTION 1 - 2 months

PIQL OFFICIAL RESELLER 3-4 months

Client Piql Partner

Client provides test-data

Joint client visits

Services delivered by Piql

Assess their own market

Agree to proce become a Piql P

Potential Partner introduction

Partner Journey Agreement

Assessment of business opportunity

O cial Reseller agreement signed

Discuss business opportunity

Piql provides online training

Gives access to marketing material

Partner profile assessment

Piql produce Proof of Concept

To be an authorised partner with the rights to pro- mote, sell and deliver Piql Services the partner can- didate needs to commit to begin the Partner Jour- ney and then to contribute with a staged Partner Fee along this journey. In return, the partner will get certain rights related to doing business with Piql, business development, marketing and technical training and support from Piql. 1. INTRODUCTION PHASE: This is the phase where the potential partner and Piql are introduced to each other; Piql’s technolo- gy, Services, business opportunity, business model etc. is introduced and discussed and there is found “common ground” to move ahead on the Partner Journey. The Partner Journey Agreement 3 is signed, and the partner will have an opportunity to become an Official Reseller of Piql with the rights to sell and The Partner Journey constitutes 4 phases:

provide Piql Services in the given Territory and Part- ner Area (i.e. the defined sector(s), vertical(s) and segment(s)).

2. PIQL OFFICIAL RESELLER PHASE: In this phase, the partner has the official right to sell Piql Services under its own brand and start leverag- ing the valuable knowledge and experience from Piql and the Partner network as a Piql Official Re- seller. To be able to obtain this status, the Parties will sign a Piql Official Reseller Agreement that out- lines the rights and obligations of the Parties. Fur- ther, the Parties are going deeper into Piql’s technol- ogy, Services, business opportunity, business model etc. to create a better understanding for being able to more efficient explore the business and market opportunity. Basic training and joint client visits are performed in the initial stage of this phase.

3 Ref. separate document, Piql Partner Journey Agreement, for all details.

PIQL PARTNER 4-6 months

PIQL PRODUCTION PARTNER

8-10 months

Services delivered to local clients & other Piql Partners

Partner builds market awareness

Joint client visits

Piql Partner agreement signed

Order Piql System

eed to Partner

Dedicate min. 1 fulltime person

Infrastructure and resources prepared

Expert conducts training of local personel

Piql ships equipment

Piql supports planning

Experts travel to location for installation

Piql provides class room training

Piql supports Business Development & Marketing

3. PIQL PARTNER PHASE: In the next stage (or direct from the Introduction Phase), if it makes sense for both Parties, the partner can get the opportunity to go from being a Piql Offi- cial Reseller, to become a Piql Partner. To be able to obtain this status, the Parties will sign a Piql Partner Agreement that outlines the rights and obligations of the Parties. Being a Piql Partner means one will be branded and operate as Piql and have better incen- tives and more opportunities than in the previous stage. A conditional “de-facto” exclusivity (i.e. based on performance and growth) can be obtained for the defined Territory and Partner Area. Joint mar- keting and business development activities as well as client visits are performed on a regular basis. Fur- ther, a Piql Partner will have a great opportunity to contribute and influence the development of Piql and the Piql Services to support the needs within his own Partner Area.

Should one desire; 4. PIQL PRODUCTION PARTNER PHASE:

The final phase of the Partner Journey is for the Piql Partner to be able invest, operate and control your own Piql System to be able to produce the core component of Piql Services (i.e. the transfer of data to piqlFilm) locally. To be able to obtain this status, the Parties will sign a Piql Production Partner Agree- ment that outlines the rights and obligations of the Parties. Being a Production Partner will give the part- ner the opportunity to fully control the whole pro- duction process in a defined Territory to maximize his/her return and develop the business around the Piql Services. Production can also be provided for other partners in other territories. A Piql Partner is not at any point required to invest in a Piql System as Piql Services can be provided by Piql AS (Norway) or another Piql Partner.

BUSINESS OPPORTUNITY AND FINANCIAL MODEL The business opportunity for a partner selling and providing Piql Services is as big as one wants to make it. There is a clear need for Piql Services (or elements thereof) in a wide range of verticals and segments in all countries around the world. We see opportu- nities in the range from a few thousands to millions of euros in projects covering just the pure storage component (of e.g. 100 GB) to holistic deployment of all elements of Piql Services.

The financial model for the collaboration between Piql and its partners is a kind of franchise model. The partner contributes a share of Gross Revenue for the sold Piql Services to Piql.