The document is an introduction and guide to Engine Yard's Global Partner Program for 2022. It outlines the program's core principles of accelerating partners' time to market, providing world-class support, and open communication. It then describes the benefits and requirements for partners in the Technology Provider, Infrastructure Provider, and Solutions Provider tracks. Partners can participate at the Advanced, Select, or Standard tier levels within each track. Benefits increase with each higher tier and include marketing support, discounts, lead sharing and more. Requirements to access benefits typically involve minimum revenue thresholds or commitments to joint marketing. The guide aims to provide everything partners need to know to participate successfully in the program.

1. [Insert Date]
GGlloobbaall PPaarrttnneerr PPrrooggrraamm GGuuiiddee,, 22001122
EENNGGIINNEE YYAARRDD
Build
Epic
Apps

2. 2
Welcome!
Dear Engine Yard Partner,
On behalf of the entire Engine Yard team, we would like to welcome you to our Global
Partner Program. We believe that partners are the key to our success and this program is
a symbol of our commitment to you. In delivering world-class platform as a service that
provides consistent and predictable manageability for your applications, our goal, simply
put, is to help your business thrive.
The Engine Yard Global Partner Program is guided by the following core principles:
1. Deliver service and solutions that accelerate our partners time to market
2. Consistently provide world class support that exceeds expectations
3. Communicate! Open, honest and frequent communication with our partners
And, simply, be easy to do business with!
This partner program guide is intended to describe the foundation of our program;
providing details on the benefits and requirements to participate in the Engine Yard
partner program as well as the opportunities that it affords. Should you have any
questions, do not hesitate to contact the Engine Yard partner sales team at email alias
partners@engineyard.com.
We appreciate your interest in our program and look forward to a mutually successful
business relationship that benefits our customers, your company, and Engine Yard.
Sincerely,
The Engine Yard Global Sales Team

3. 3
Statement of Disclosure
Engine Yard, Inc. (together with its subsidiaries, hereinafter referred to as “Engine Yard”)
is providing this Global Partner Program Guide (“Program Guide”) to detail the benefits
and requirements of the Engine Yard partner program. Engine Yard does not provide any
warranties covering the information herein. Engine Yard may update the Program Guide
from time to time at its sole discretion. Any such updated Program Guide shall be posted
at the Engine Yard’s partner program portal.
Engine Yard reserves the right to administer the Engine Yard partner program at its sole
discretion. The terms and conditions of the relationship between Engine Yard and
authorized participants in the partner program are also documented in an agreement
separate from the Program Guide. The content of this Program Guide is qualified in its
entirety by such agreement.

4. 4
Introduction
Engine Yard was formed in early 2006 to provide a commercial-grade Platform as a
Service (PaaS). At the time, a market for developing web, mobile, and social platform
applications was exploding; and Ruby on Rails, a new open source full-stack web
application framework for the Ruby programming language, was gaining traction.
Engine Yard customers who were using Ruby on Rails (RoR) to develop business
critical applications realized that deployment, management and scaling issues were
increasingly difficult problems to solve. The volume of traffic generated by a specific
application was hard to predict and impossible to plan for, often resulting in outages,
poor customer experience and lost time and money. Engine Yard provided an
answer: a commercial-grade platform to manage the deployment, management, and
scaling of applications so that customers could focus on application development
rather than systems administration. Since forming in 2006, Engine Yard has
branched out to support PHP through its acquisition of Orchestra.io and is
continually adding support for new languages. Along with its commercial success,
Engine Yard has stayed true to its open source roots as a major contributor to
projects such as JRuby, node.js and RailsInstaller.
Who we are:
Engine Yard is the leading PaaS, empowering software application innovation more
rapidly, easily and cost effectively. With deep technical expertise, powerful
infrastructure orchestration, strong support of the open source community, and
world-class service, Engine Yard provides a complete commercial-grade solution
that enables developers to focus on creating great applications instead of managing
their platform. Thousands of customers spread throughout 58 countries, from
explosive growth web startups to Fortune 500 enterprises, rely on Engine Yard to
leverage its cloud services for a competitive advantage. Headquartered in San
Francisco, California, Engine Yard is backed by Benchmark Capital, New Enterprise
Associates and Amazon.com.
Engine Yard is headquartered in San Francisco, California with offices in Portland,
Oregon and Dublin, Ireland. We also have teams located across the United States and
around the world.

5. 5
Partner Profile: Tracks
Who is an Engine Yard partner? What types of organizations are in the global partner
ecosystem? What is the ideal partner profile? The answer to these questions is
varied, to say the least. Our partner community consists of development shops,
application service providers, database service providers, stack options providers
and monitoring services, among others. Over 1000 organizations have worked with
Engine Yard in various partner capacities over the last six years and over 300 are
actively engaged on a regular basis. In order to best serve and support partners
according to their individual needs, the Engine Yard partner program offers three
high level categories for the specific functions that a partner serves in the ecosystem.
We call these categories “tracks” in the program. The following tracks are the
highest-level partner categories:
1. Technology Provider: These partners are typically third party solution
providers that either fortify the core value of the Engine Yard platform or
enhance development experience on the platform. Technology Providers
offer solutions such as Management and Monitoring solutions, Database
Services, Application Services, Application Development Services, or Stack
Options.
2. Infrastructure Provider: Amazon AWS and Verizon’s Terremark Worldwide
are Engine Yard’s primary Infrastructure as a Service (IaaS) providers. Any
partner who provides bare metal hosting, hybrid private and public cloud
management services would be in this track.
3. Solutions Provider:Engine Yard has over 300 development shops, design
agencies, consultants and systems integrators in this track. The majority of
Engine Yard’s revenue comes from the application development projects that
these partners deliver. Solutions Providers are extremely important to the
success of Engine Yard and we strive to deliver tremendous value to their
business. In addition, we work with a growing community of incubators and
accelerators who assist partners in this track.

6. 6
Partner Profile: Tiers
The three partner tracks have three tiers within them: advanced, select and
standard. This simple three level tiering allows Engine Yard to properly support all
partner types. Each tier offers specific benefits and requirements (see benefits and
requirements sections) associated with it, designed to allow every partner in the
ecosystem to participate at their desired level of commitment. Advanced is the
highest level, with requirements to match and offers tremendous value to the
partner who chooses to meet them. Select is the medium tier, offering strong value
add with limited requirements. The standard tier is the starting point for most
partners. Membership in each tier is for a one-year term once the qualification
requirement(s) have been met. For each succeeding year after the initial term, the
relevant qualification requirements must be satisfied as a condition to continued
membership in the relevant tier. Benefits described in this Program Guide are
available only during a participant’s tier membership. Below is a depiction of the
tiers per track:
Track / Tier
*Technology Provider / Advanced
Technology Provider / Select
* Technology Provider / Standard
*Infrastructure Provider / Advanced
Infrastructure Provider / Select
* Infrastructure Provider / Standard
*Solution Provider / Advanced
Solution Provider / Select
Solution Provider / Standard
(*) The Technology Track Standard Tier will be future additions to the partner program.
(*) The Infrastructure Track Standard Tier will be a future addition to the program.
(*) All Tracks: the benefit of Premium Support across all tiers does not include proactive support.

7. 7
Technology Provider Track
The Technology Provider track is for partners who want to offer their solution in
conjunction with the Engine Yard PaaS. These partner solutions may be tightly
integrated into our stacks and billing processes or available for download and third
party billing.
Advanced Tier Requirements:
In order to be in the Advanced Tier, Technology Providers must meet a minimum
revenue requirement. Projects using their solution must total at least $500,000 in
annual subscription fees paid to Engine Yard for use of the Engine Yard Platform as a
Service within the previous calendar year. Technology Track Advanced tier partners
must meet the requirements outlined in the Engine Yard Platform Services Program
Agreement (“Platform Services Agreement”) or any requirements outlined in any
other relevant Engine Yard agreements.
Advanced Tier Benefits:
Free Partner Support One Partner Support account per partner. For details on
the Partner Support plan, please see the Engine Yard
Global Alliance or Sales teams. partners@engineyard.com
Account Management Alliance and engineering resources dedicated to assisting
with engineering roadmap alignment, sales and co-
marketing plans, as well as a quarterly business review.
Referral Model Eligibility to jointly define a referral model to co-market
to joint customers and share revenue. Model is to be
approved by your Engine Yard Account Manager.
Co-Marketing Eligibility to work with your Engine Yard Account
Manager to define a co-marketing plan. All plans to be
approved by Engine Yard SVP of Alliances.
Lead Sharing Eligibility to share customer lead information. Partner to
submit plan to Engine Yard Account Manager. Engine
Yard SVP of Alliances must approve all partner lead
sharing plans.

8. 8
Technology Provider Track:
Select Tier Requirements:
Technology Provider partners in the Select tier must meet the requirements outlined
in the Engine Yard Platform Services Program Agreement (“Platform Services
Agreement”) or any requirements outlined in any other relevant Engine Yard
agreements. There is no minimum revenue commitment.
Select Tier Benefits:
Web Presence Eligibility to access the Engine Yard content management
system and complete a description of the partner’s
business. This self‐service description will be eligible to
be published on engineyard.com. All descriptions require
the approval of the Engine Yard VP of Marketing before
being published.
Account Management Alliance and Engineering resources dedicated to assisting
with engineering roadmap alignment, sales and co-
marketing plans.
Referral Model Eligibility to jointly define a referral model to co-market
to joint customers and share revenue. Model is to be
approved by your Engine Yard Account Manager.
Co-Marketing Eligibility to work with your Engine Yard Account
Manager to define a co-marketing plan. All plans to be
approved by Engine Yard SVP of Alliances.
Lead Sharing Eligibility to share customer lead information. Partner to
submit plan to Engine Yard Account Manager. Engine
Yard SVP of Alliances must approve all partner lead
sharing plans.

9. 9
Infrastructure Provider Track:
The Infrastructure Provider track is for Engine Yard partners who deliver
Infrastructure as a Service (IaaS).
Advanced Tier Requirements:
Partners that have generated more than $1,000,000 in fees, through the use of the
Engine Yard Platform as a Service; during the calendar quarter immediately
preceding their entry into the program are eligible for the Advanced tier of the
Infrastructure Provider track. This requirement is in addition to any requirements
outlined in any relevant Engine Yard agreements.
Advanced Tier Benefits:
Free Partner Support One Partner Support account per partner offered at no
charge. For details of the Partner Support plan, please see
Engine Yard sales team, partners@engineyard.com
Account Management Alliance and engineering resources dedicated to assisting
with engineering roadmap alignment, sales, and co-
marketing plans as well as a quarterly business review.
Referral Model Eligibility to jointly define a referral model to co-market
to joint customers and share revenue. Model is to be
approved by your Engine Yard Account Manager.
Co-Marketing Eligibility to work with your Engine Yard Account
Manager to define a co-marketing plan. All plans to be
approved by Engine Yard SVP of Alliances.
Lead Sharing Eligibility to share customer lead information. Partner to
submit plan to Engine Yard Account Manager. Engine
Yard SVP of Alliances must approve all partner lead
sharing plans.
Partner Advisory
Board
Eligibility to participate in Engine Yard’s Partner Advisory
Board, (PAB). Participation requires approval by Engine
Yard’s SVP of Alliances and SVP of Engineering. PAB
meets quarterly via phone for a 1 hour review of the
program and annually for an in-person meeting.

10. 10
Infrastructure Provider Track:
Select Tier Requirements:
Infrastructure Provider partners in the Select tier must meet the requirements
outlined in any relevant Engine Yard agreements. There is no minimum revenue
commitment.
Select Tier Benefits:
Web Presence Eligibility to access the Engine Yard content management
system and complete a description of the partner’s
business. This self-service description will be eligible to
be published on engineyard.com. All descriptions require
the approval of the Engine Yard VP of Marketing before
being published.
Account Management Alliance and Engineering resources dedicated to assisting
with engineering roadmap alignment, sales and co-
marketing plans.
Referral Model Eligibility to jointly define a referral model to co-market
to joint customers and share revenue. Model is to be
approved by your Engine Yard Account Manager.
Co-Marketing Eligibility to work with your Engine Yard Account
Manager to define a co-marketing plan. All plans to be
approved by Engine Yard SVP of Alliances.
Lead Sharing Eligibility to share customer lead information. Partner to
submit plan to Engine Yard Account Manager. Engine
Yard SVP of Alliances must approve all partner lead
sharing plans.

11. 11
Solution Provider Track:
The Solution Provider track is for partners who are users of the Engine Yard
Platform as a Service. These partners develop and deploy applications utilizing the
services and support offered by the Engine Yard platform.
Advanced Tier Requirements:
There is a minimum revenue requirement to be eligible for this tier. Partners with
deployments on the Engine Yard platform that, in the aggregate, have averaged
$10,000 per month in subscription fees paid to Engine Yard for the calendar year
immediately preceding their entry into the program are eligible for this tier. In
addition, these partners commit to submitting plans for up to three joint marketing
events per calendar year. All joint marketing plans are required to be approved by
the Engine Yard account manager before the following calendar year to maintain
advanced tier eligibility. These partners also commit to publishing at least one case
study per quarter on a project that they have hosted on Engine Yard. Case studies
require approval by their Engine Yard account manager and are to be published on
engineyard.com or other approved platform.
Advanced Tier Benefits:
Free Partner Support One partner support account per partner offered at no
charge. For details of the Partner Support plan, please see
Engine Yard sales team, partners@engineyard.com
2500 Free
Development Hours
Free 2500 hours of hosting services on one Engine Yard
server instance per partner. See Account Manager for.
Professional Services
Discounts
Engine Yard Professional Services are custom
engagements. Charges for these services will be provided
in an estimate of charges, and Advanced partners are
eligible for up to 25% discounts on the entire estimate.
The Engine Yard Director of Professional Services must
approves all discounts and estimates in his or her sole
discretion.

12. 12
Solution Provider Track:
Advanced Tier Benefits: Continued…
Partner Rewards Advanced partners will accrue marketing development
fund credits (MDF credits) on a quarterly basis, which
must be applied within the quarter following accrual
(Succeeding Quarter), as follows: If an advanced partner
account averages monthly subscription fees paid to
Engine Yard between $10,000 and $20,000 for a calendar
quarter, then they will receive $1,000 in MDF credits for
that quarter. Alternatively, if an advanced partner account
averages monthly subscription fees paid to Engine Yard
exceeding $20,000 for a calendar quarter, then they will
receive $5,000 in MDF credits for that quarter. All MDF
credits must be used within the succeeding Quarter for a
use approved by the Engine Yard Account Manager. The
partner is responsible for submitting proposals for use of
MDF credits at the Quarterly Business Review. If the MDF
proposal is not approved, or the MDF credits are not used
for any other reason during the Succeeding Quarter, then
the unused MDF credits will expire at the end of such
quarter.
Account Management Alliance resources dedicated to assisting with sales, and
co-marketing plans as well as a quarterly business review.
Co-Marketing Eligibility to work with your Engine Yard Account
Manager to define a co-marketing plan. All plans to be
submitted to and approved by Engine Yard Account
Manager.
Lead Sharing Eligibility to share customer lead information. Partner to
submit plan to Engine Yard Account Manager. Engine
Yard SVP of Alliances must approve all partner lead-
sharing plans.
Partner Advisory
Board
Eligibility to participate in the Engine Yard Partner
Advisory Board, (PAB). Participation requires approval
by the Engine Yard SVP of Alliances and SVP of
Engineering. PAB meets quarterly via phone for a 1-hour
review of the program and annually for an in-person
meeting.
Web Presence Eligibility to access engine yard’s content management
system and complete a description of the partner’s
business. This self-service description will be eligible to
be published on engineyard.com. All descriptions require
the approval of Engine Yard’s VP of Marketing before
being published.

13. 13
Solutions Provider Track:
Select Tier Requirements:
There is a minimum revenue requirement to be eligible for this tier. Partners with
deployments on the Engine Yard platform that, in the aggregate, have averaged
$5,000 per month in subscription fees paid to Engine Yard for the calendar year
immediately preceding their entry into the program are eligible for this tier. In
addition, these partners commit to submitting plans for at least one joint marketing
event per calendar year. All joint marketing plans are required to be approved by
the Engine Yard account manager before the following calendar year to maintain
advanced tier eligibility. These partners also commit to publishing at least one case
study per year on a project that they have hosted on Engine Yard. Case studies
require approval by their Engine Yard account manager and are to be published on
engineyard.com or other approved platform.
Select Tier Benefits:
2500 Free
Development Hours
Free 2500 hours of hosting services on one Engine Yard
server instance per partner. See Account Manager.
Professional Services
Discounts
Engine Yard Professional Services are custom
engagements. Charges for these services will be provided
in an estimate of charges, and Select partners are eligible
for up to 10% discounts on the entire estimate. The
Engine Yard Director of Professional Services must
approve all discounts and estimates in his or her sole
discretion.
Partner Rewards Select partners are eligible to accrue marketing
development fund credits (MDF credits) on a quarterly
basis, which must be applied within the quarter following
accrual (Succeeding Quarter), as follows: If a Select
partner account averages monthly subscription fees paid
to Engine Yard between $10,000 and $20,000 for a
calendar quarter, then they will receive $1,000 in MDF
credits for that quarter. Alternatively, if a Select partner
account averages monthly subscription fees paid to
Engine Yard above $20,000 for a calendar quarter, then
they will receive $5,000 in MDF credits for that quarter.
All MDF credits must be used within the succeeding
Quarter for a use approved by the Engine Yard Account
Manager. The partner is responsible for submitting
proposals for the use of MDF credits at the Quarterly
Business Review. If the MDF proposal is not approved or
the MDF credits are not used for any other reason during
the Succeeding Quarter, then the unused MDF credits will
expire at the end of such quarter.

14. 14
Solution Provider Track:
Select Tier Benefits: Continued…
Account Management Alliance resources dedicated to assisting with sales, and
co-marketing plans as well as a Quarterly Business
Review.
Co-Marketing Eligibility to work with your Engine Yard Account
Manager to define a co-marketing plan. All plans to be
submitted to and approved by Engine Yard Account
Manager.
Web Presence Eligibility to access the Engine Yard content management
system and complete a description of the partner’s
business. This self-service description will be eligible to
be published on engineyard.com. All descriptions require
the approval of the Engine Yard VP of Marketing before
being published.
Standard Tier Requirements:
Solution Provider Standard Tier has no minimum revenue requirements, nor
marketing requirements, other than those imposed by any relevant separate Engine
Yard agreement.
Standard Tier Benefits:
2500 Free
Development Hours
Free 2500 hours of hosting services on one Engine Yard
server instance per partner. See Account Manager to
access.
Web Presence Eligibility to access the Engine Yard content management
system and complete a description of the partner’s
business. This self-service description will be eligible to
be published on engineyard.com. All descriptions require
the approval of the Engine Yard VP of Marketing before
being published.

15. 15
Special Program: Incubators
In addition to the three primary Tracks, Engine Yard has specifically tailored the
Engine Yard Incubator Program (“Incubator Program”) for organizations that are
designed to accelerate the development and success of entrepreneurial companies
by providing business support resources and services (“Incubators”). The Incubator
Program works with Incubators to deliver Platform as a Service and related benefits
described below to the Incubator’s stable of digital startups. Many of these startups
choose to develop with Ruby on Rails and are looking to their Incubator for value-
add services. By participating in the Incubator program, an Incubator has access to
an array of Engine Yard benefits that can be passed on to their most promising
startups.
Advanced Tier Requirements:
Advanced tier partners in the Incubator program must offer their participating
startups an accelerator program that includes (a) an equity component for seed
funding, (b) a defined timeline of participation with the Incubator including
scheduled milestones, and (c) an expected exit event, such as a demo day.
In addition, advanced tier incubators must meet a minimum revenue requirement.
Incubators must have participant startups which, in aggregate, have paid an average
of $20,000.00 per month in subscription fees to Engine Yard during the calendar
year preceding the Incubator’s entry into the Incubator Program, to be eligible for
this tier.
Advanced Tier Benefits:
Partner Support Free (1) Partner support account per Incubator offered at no
charge. For details of the Partner Support plan, please see
Engine Yard sales team, partners@engineyard.com
2500 Development
Hours (single
instance)
A total of 2500 hours of free hosting services on one
Engine Yard server instance per Incubator. See Account
Manager to access. The Incubator may allocate the total
hours among up to (10) participant startups per
Incubator.
2500 Development
Hours (Basic Cluster)
A total of 2500 hours of free hosting services on a basic
cluster (2 server instances and 1 database instance) per
Incubator. See Account Manager for access. The
Incubator may allocate the total hours among up to (10)
participant startups per Incubator. This benefit is
available only after the single instance hours have been
exhausted by the participant.

16. 16
Advanced Tier Benefits: Continued…
Professional Services
Discounts
Engine Yard Professional Services are custom
engagements. Charges for these services will be provided
in an estimate of charges, and Advanced partners are
eligible for up to 25% discounts on the entire estimate.
The Engine Yard Director of Professional Services must
approve all discounts and estimates in his or her sole
discretion.
Web Presence Eligibility to access the Engine Yard content management
system and complete a description of the partner’s
business. This self-service description will be eligible to
be published on engineyard.com. All descriptions require
the approval of the Engine Yard VP of Marketing before
being published.
Select Tier Requirements:
There are no requirements for this tier other than those imposed by any relevant
separate Engine Yard agreement.
Select Tier Benefits:
2500 Free
Development Hours
A total of 2500 hours of free hosting services on one
Engine Yard server instance per Incubator. See Account
Manager to access. The Incubator may allocate the total
hours among up to (10) participant startups per
Incubator.
Professional Services
Discounts
Engine Yard Professional Services are custom
engagements. Charges for these services will be provided
in an estimate of charges, and Select partners are eligible
for up to 25% discounts on the entire estimate. The
Engine Yard Director of Professional Services must
approve all discounts and estimate in his or her sole
discretion.
* There is no Standard Tier for the Incubator Program
* To learn more about the Incubator Program, please send an email to
incubator_program@engineyard.com

17. 17
Becoming an Engine Yard Partner
Engine Yard is committed to building strong partnerships that are based on
delivering value to customers. Engine Yard sales and alliances teams employ an
efficient Partner Onboarding Process (POP) designed to get partners utilizing the
program benefits on our platform as quickly as possible.
Step one is for a partner to complete the partner program application located at
engineyard.com/partners. An account manager will contact you to kick off the
Engine Yard onboarding process, scheduling an Engine Yard company overview and
introductions to your Engine Yard account management team.
Following the initial kick-off meeting, your Engine Yard Account Manager will walk
you through the benefits of the Engine Yard PaaS. The Engine Yard sales team will
regularly assist with product descriptions, technical support, pricing support,
proposal support for your projects and compliance information. We will deliver
instructions for accessing your 2500 free development hours, introduce you to the
wide range of support offerings and provide an overview of our Professional
Services.
Step two is to outline your company’s goals. What do you want to achieve this next
month, quarter or year? How can we help? We want to work with you to map out a
strategy. Let’s define a cadence for working together, meeting biweekly to keep a
pulse on project development or pipeline strategy. Are you sponsoring an open
source project? How can we leverage our strong brand to help drive support? Would
you like to provide a guest blog on engineyard.com, co-sponsor a local meet-up or
regional conference? We want to partner with you, in the truest sense of the word, to
drive your business forward!
Sincerely,
Michael Mersch, Sr. Director Channels & Developer
Relations
Email: partners@engineyard.com