Throughout this hour-long learning session, we'll explore which industries, verticals and departments are the prime targets for partners to pursue. This session will give our partners better insight into selling methodologies/best practices as well as understand what assets are available to them to drive a successful sales campaign. We'll cover how: - UiPath establishes an industry/vertical Point of View (POV) that gives an overarching look at associated automation trends. - To identify specific Personas with in the customer’s organization and what triggers them to buy. - To leverage known and proven use cases. - To build and prepare for your first customer call and see what additional assets can be delivered to the customer to ensure the sales campaign has all the necessary on-going support. Learn about UiPaths' new packaging/bundling schemes. Our goal is to simplify quoting and purchasing of UiPath solutions for our Partners and Customers. This session will introduce our partners to a simple line-up of bundles which will cover bundle pricing as well as the technology components that make up each bundle. Lastly, we'll reinforce the notification that was just sent out to our partner Community around the Renewal/Upsell Discount Policy.

1. Partner Sales
Accelerate
July 11th Session

2. Minhtri Tonnu
VP, Product Marketing,
Ops
@UiPath
Meet today’s team:
Frank Czyz
Director, Sales
Enablement
@UiPath
Diana Gray
Community Marketing
Manager AMER
@UiPath
Rick Brubaker
Regional VP
Partner/GSI
@UiPath

3. 3
 Create the demand - Best enablement assets
 Deal Construct – Understanding licensing
model and “Selling Packs”
 Renewal/Upsell Policy Update
Agenda Slide

4. 4
Partner Enablement
• Single location for partner employees to
access all their self-learning need
• Competency learning plans for all roles
• Latest trainings on UiPath Products and
Solutions
• Partner only training content
• Access to all public Academy content
• Access through Business Partner Portal
• Dashboard to track progress of various
learning activities
• Easy access to their training transcripts
• Academy like user experience
New consolidated Partner Enablement section in Business Partner portal
Benefits to Partner Users
Enablement
How to access
New “Enablement” section replaces existing “Learning” section
Enablement section opens in a new browser tab

5. 5
Platform Overview
Value Proposition
Industry/Vertical
Departmental
Persona
Create the Demand

6. 6
Create the Demand

7. 7
Industry/Vertical Briefcase
What you will find: Banking/Finance, HealthCare (Payer/Provider), Insurance, Retail, Manufacturing,
Telecom, Life Sciences, Public Sector

8. 8
Departmental Briefcase
What you will find: Human Resources, Contact Center, Finance & Accounting, Information Technology,
Legal & Compliance

9. 9
Persona Briefcase
What you will find: CIO/CTO, CFO, CPO, CHRO, CXO

10. 10
CIO/CTO - Persona Briefcase

11. 11
CIO/CTO - Persona Briefcase

12. 12
CIO/CTO - Persona Briefcase

13. UiPath Licensing
& Pricing
2022.4 Release

14. 14
The Cloud Native UiPath Platform delivered as SaaS from
UiPath - hosted in Azure, Managed by UiPath
Automation Cloud
No installation required – start instantly, scale infinitely
Automation Hub
Process Mining
Task Mining
Document Understanding
Automation Ops
Orchestrator
Test Manager
Insights
Apps
Action Center
AI Center
Data Service
Which products are available?
UiPath Platform delivered as a single, containerized suite on
environment of choice – on-premises or cloud subscription
to any of the major providers.
One-package Linux install on-prem (including air-
gapped) or in public cloud Linux VM
Process Mining - Not Available
Data Service
Automation Hub
Task Mining
Document Understanding
Automation Ops
Orchestrator
Test Manager
Insights
Apps
Action Center
AI Center
Which products are available?
Integration Service – Not Available
Individual Products
Available products installed on supported windows operating
systems and physical/virtual hardware on-premises
UiPath Platform products individually installed and
managed on-premises
Automation Hub – Not Available
Task Mining – Not Available
Apps – Not Available
Data Service – Not Available
Process Mining
Document Understanding
Automation Ops – Not Available
Orchestrator
Test Manager
Insights
Action Center
AI Center
Which products are available?
Integration Service – Not Available
Integration Service
Environment Overview

15. 15
Universal Pricing: Single Pricing and SKU for Cloud and On-Premises
Benefits
A single pricing and SKU for Cloud and on-premises.
Provides flexibility and support customers’ automation journey – Cloud to on-premises and vice versa without complexity of
different licensing requirements.
Removes complexity for customers to understand what technology they want to use before closing the deal
Simplified SKUs - Sales don’t need to manage multiple SKUs for the same product.
Flex Plan
Feb 1st, 2022
SKUs available for full deployment agnostics:
Cloud OR
Automation Suite (Linux) OR
Windows Installer

16. Robots in Automation
Cloud™
Centrally-managed robot options
from SaaS to standalone

17. 17
Robots
Orchestration
Automation Cloud Robots – More capability than Flex Robots, with none of the
Infrastructure hassle
More Control More Convenience
Automation Cloud
Robots are provisioned
and managed by
UiPath “as a service”
in Automation Cloud™
Orchestration is
delivered as a service
from
Automation Cloud™
SaaS (Full Cloud)
Install and manage
Flex Robots in your
3rd party cloud or
on-premises
Install and manage
Orchestrator in your 3rd
party cloud or on-
premises
On-Premise
Install and manage
Flex Robots in your
3rd party cloud or
on-premises
Orchestration is
delivered as a service
from Automation
Cloud™
Cloud-Orchestrated (i.e. Hybrid)
Orchestrator scales
and maintains Flex
Robots in your Azure,
AWS or Google Cloud
Orchestration is
delivered as a service
from Automation
Cloud™
Customer hosted
and managed
Customer hosted
UiPath managed
UiPath hosted
and managed
Self-managed + Elastic Robot Orchestration
Introducing Automation Cloud Robots
NEW

18. 18
Robots
Orchestration
There are only going to be 2 ways to sell Robots
More Control More Convenience
Our New SKU for ACRs
covers when UiPath
Hosts the Robot
SaaS (Full Cloud)
Orchestrator is always included – No separate SKU needed
On-Premise Cloud-Orchestrated (i.e. Hybrid)
Self-managed + Elastic Robot Orchestration
Flex Plan Made This Release Easier!
NEW
Customer hosted
and managed
Customer hosted
UiPath managed
UiPath hosted
and managed
Flex SKUs covers any Robots where the Customer Hosts the Robot

19. 19
 Takes on (almost) any unattended workload
 No requirement for your own Azure or AWS
subscription
 No IT resources needed to manage Orchestrator or
Robot infrastructure
 Supports additional software installation, domain join
and point-to-site VPN connection back to your own
network
 Managed from Orchestrator in the Automation
Cloud™
 Runs cross-platform automations—API & Web—created in
Studio (or Studio Web). No Desktop automations.
 No VM or robot configuration – just send jobs to the
Serverless Cloud Robot pool in Automation Cloud
 Provides the instant test environment for Studio Web (preview)
 Charged per execution minute via Cloud Robot Units and can
run many jobs in parallel
 Managed from Orchestrator in the Automation Cloud™
Automation Cloud™ Robots
More Capabilities than Flex Robots
VM Automation Cloud Robots
Just like our Robots today, except we host it to save
you infrastructure complexity!
Run automations On-Demand,
in Parallel, as Needed
Serverless Automation Cloud Robots
NEW
Capability

20. 20
Virtual Machine Spec Robot Units
Standard (4CPU/32GB) 6,000 RU/Mo
More sizes coming soon
Virtual Machine Spec Robot Units
Standard(~1.2CPU/2GB) 2 RU/Minute
More Sizes coming soon
ACRs can be used in different ways but sold 1 way
VM Automation Cloud Robots
Just like our Robots today, except we host it to save
you infrastructure complexity!
Run automations On-Demand,
in Parallel, as Needed
Serverless Automation Cloud Robots
NEW
Capability
We will introduce Robot Units as the unified way to sell Automation Cloud Robots
Robot units are consumed differently depending on which way a Robot is run.

21. 21
(Current)
Flex Unattended
Robot
1 Flex
Unattended Robot
$10K
1 Robot Unit
Bundle
$14,400/yr
Automation Cloud
Robots
Standard Robots
Cloud-Orchestrated Robots
… and are bundled to be similar to a Flex Robot
Seller need to ask:
1) How many robots do you need?
2) Would you like to host them, or would you
like us to host them?
For a higher price, we can host them giving
you more capabilities as well as lower TCO!
Robot Unit
Bundle
6K RU’s/Month for a year

22. 22
Automation Cloud Robot -
VM
Automation Cloud Robot -
Serverless
Robot Unit
Bundle
6K RU’s/Month for a year
(Current)
Flex Unattended
Robot
1 Flex
Unattended Robot
$10K
1 Robot Unit
Bundle
$14,400/yr
Automation Cloud
Robots
Standard Robots
Cloud-Orchestrated Robots
Seller need to ask:
1) How many robots do you need?
2) Would you like to host them, or would you
like us to host them?
For a higher price, we can host them giving
you more capabilities as well as lower TCO!
… and are bundled to be similar to a Flex Robot
Virtual Machine
Spec
Robot
Units
Standard
(4CPU/32GB)
6,000
RU/Mo
More sizes coming
soon
Virtual Machine
Spec
Robot
Units
Standard(~1.2CPU/2
GB)
2 RU/Minute
More Sizes coming
soon

23. 23
• Top common scenarios to position with Automation Cloud Robots
• New customers on Automation Cloud
• Customers that don’t have IT department that can prioritized robot infrastructure setup
• Customers that don’t want to run cross platform automations - API, Web browser automation in parallel
• Do Robot Units expire?
• Yes, they expire monthly.
• Can customers go over 6K VM for that month?
• No, we only have “reserved instance” model. When you create VM, you must have 6K Rus else you cannot create it.
Once created, it’s “use all you want.” Automatic deduction of 6K is at beginning of next month.
• What happens if the customer runs out of Robot Units?
• This can only happen via Serverless as you reserve VMs upfront. We will essentially allow 5% overage on Robot Units
without stopping the customer.
• If a Standard VM costs 6K Robot Units a month, how much does it cost per day?
• We currently will require VMs be reserved a month at a time. We have not yet decided on the daily rate should the
customer want to pick and choose days.
• Is Automation Cloud Robots available in Trial or community? Yes (300/mo for community, 12k/mo for trials)
FAQs

24. How to Position
Packages/Bundles

25. 25
Simplifies a Deal
Structure
Changes the
Conversation
Less Line Items for
Scrutiny 
Why Are Packages/Bundles better than
Bill of Materials?

26. 26
Identify
industry or
department play
Build an
Automation
Pipeline or
Demand
Workbook
Sell a Package
or Bundle
Get the
customer
Professional
Services
New Logos – How to land a bigger deal and increase
chances of success for the customer

27. 27
Packs Starter Pack - Standard
$77,000
For customers with low to medium sized deployments
with capabilities to manage automation ideas, track
pipeline and manage all automation build, run, and
testing processes.
Starter Pack - Advanced
$147,000
For customers with medium sized deployments. This pack of products
enable customers to manage automation ideas, track pipeline and
manage all automation build, run, and testing processes including the
ability to measure ROI to keep automation program on track and
support further expansion.
HAPO 250, 500
$800,000/ year | $1,350,000
For customers with large-scale deployments and expansion of
the platform capabilities for full adoption across departments.
This full offering removes barriers to scale and provide
competitive pricing as adoption increases.
What’s in the
Pack?
 “Core” (4x Automation Dev,4x Unattended
Test)
 Automation Hub
 Test Management
 Up to 4 Unattended Robots with
configurable Citizen developer and
Attended user
BOM discouraged
 “Core” (8x Automation Dev,8x Unattended Test)
 Automation Hub
 Test Management
 Insights
 Up to 10 Unattended Robots with configurable Citizen
developer and Attended user
BOM helpful for tailored sales
 250 or 500 any combination of Users
 50 or 100 unattended, non-production, and test
robots
 AI Units (10x or 50x 60K bundle)
 Process Mining (1x 20M Rows bundle)
 Unlimited Platform add-ons
 Professional Services ($200K or $250K)
BOM helpful for non-user-based sales
Optional
Add-Ons
A-la-carte user and robots can be added Customization can be added such as a-la-carte user,
robot, or platform add-ons
How to Sell Find customer’s use case, challenges, and
sell them the solution – time, effort and
savings this pack will provide.
Find customer’s biggest use case and challenges across
departments and sell them the solution – time, effort and
savings this pack will provide.
Garner exec sponsorship and sell platform value –
product attributes and reference use cases
New Customers - Package Offerings
<$100K <$100K - $500K $500K - $1M
Note: there are new things on the pricing roadmap, including incorporating ACRs and some standardized services packs.

28. 28
Packs Starter Pack - Standard
$77,000
For customers with low to medium sized deployments
with capabilities to manage automation ideas, track
pipeline and manage all automation build, run, and
testing processes.
Starter Pack - Advanced
$147,000
For customers with medium sized deployments. This pack of products
enable customers to manage automation ideas, track pipeline and
manage all automation build, run, and testing processes including the
ability to measure ROI to keep automation program on track and
support further expansion.
HAPO 250, 500
$800,000/ year | $1,350,000
For customers with large-scale deployments and expansion of
the platform capabilities for full adoption across departments.
This full offering removes barriers to scale and provide
competitive pricing as adoption increases.
How to Sell 1A: Start with a single
department
1B: Create department use case with
ROI
2: Sell Platform to CIO
Find customer’s use case, challenges,
and sell them the solution – time, effort
and savings this pack will provide.
Find customer’s biggest use case and
challenges across departments and sell them the
solution – time, effort and savings this pack will
provide.
Garner exec sponsorship and sell platform
value – product attributes and reference use
cases
Land & Expand Positioning
<$100K <$100K - $500K $500K - $1M

29. 29
Partner Promotion – Lead with a Pack
Eligible Products
• UIFDSPB0000 UiPath - Flex - Starter
Pack - Basic
• UIFDSPS0000 UiPath - Flex - Starter
Pack - Standard
• UIFDSPA0000 UiPath - Flex - Starter
Pack – Advanced
Promotion Dates
• July 6, 2022 through December 31,
2022
Posted on UiPath Partner Portal

30. Minor Update

31. 31
Automation Cloud
Public Sector
(Available in ~July)
Adding Data
Service and API
Calls to Action
Center User
Platform Add-ons:
Flex Automation
Hub includes up to
3 non-production
licenses
Minor Update

32. Additional
Resources

33. 33
Additional Resources
Partner Portal
:
Licensing guidelines

34. UiPath Partner
Renewal Discount
Change Overview
Effective: September 1, 2022
(updated from its previous version June 28, 2022)

35. 35
CONTENTS
1
2
3
4
What is Changing
Transition Plan
Messaging Approach
Resources

36. What is Changing?

37. 37
What is Changing?
Partner Renewal Discount Change Overview
Effective September 1, 2022, UiPath is transitioning to an updated discount structure for partner
renewal opportunities (not including US Public Sector) for all deal types (BPO / MSP and resale).
UiPath is changing Partner Renewal Discounts for all partner and deal types:
1. We are standardizing renewal discounts to flat, down-sell and upsell renewals.
2. Deal Registration no longer apply to a renewal with upsell.
3. Programmatic discounts and Deal Registration is eligible on upsell as a new opportunity.

38. 38
What is our Vision for the Updated
Renewal Discount Structure?
UiPath is a channel first company and Partners continue to be the
lifeblood of our growth strategy.
Simple model for partner incentives based on
scaling discount structure. This was
lucrative for partners and intentionally done
to grow our partner channel.
Past Future
Purpose-driven model of rewarding
partners in ways that align with an emphasis
on value-oriented growth selling.
Shifting

39. 39
Why Are We Making This Change?
These changes will bring our discount structure more closely in line with industry standards, as well
as bolster our profitability while giving us the space for potential future investments.
For partners, we believe that they will also benefit from this commitment to investment in
key areas that enable our partners to go to market with market-leading products and
program incentives and investments to be developed in the long term
Industry renewal discounts range from 10% - 15% on average
It is critical that we reward partners on driving incremental business through adoption and
expansion, so that we can commit to investment in key areas that will stimulate long-term
growth.

40. 40
What are the Benefits to UiPath & Partners?
This change will provide a more consistent, transparent, and simple partner renewal discount
program while creating a more level playing field within the partner channel to reduce conflict around
renewal ownership.
Partners
UiPath
• Enable UiPath to commit to investments in
the business, products, and partner
programs that will continue to make UiPath
a category leader
• Focused on growth & profitability
• Alignment on key metrics, such as new
logo, adoption and expansion
• Ensuring customer scale to provide the
highest ROI
• Benefit from our continued commitment to
investment in the business, products, and
partner programs that enable partners to
go to market successfully
• Gain the opportunity to profit more from
expansion, upsells, and services
• While some partners will see a reduction in
their renewal discounts for flat/downsell
renewals, not all partners will

41. 41
Key Reference Points
• We are making this change as a commitment to our
shared long-term success
• This is necessary to ensure we can continue to
innovate and provide our partners with the best
product and programs
• With the RPA market growing at 31%, and as we are
jointly capturing 52% of every dollar added to the
market, the opportunities for our partners to grow
are unparalleled
• With a services attach rate of 3-8x, professional
services offerings provide additional opportunities
for our partners to grow their business
• We can work together to evaluate the total impact
to your business and discuss strategies for reducing
that impact in the short-term

42. Transition
Plan

43. 43
Transition Plan
How will UiPath handle renewal quotes effective after September 1, 2022 that
have already been sent?
Quotes shared with partners are typically valid for 30 days. If a customer has received a quote that needs to
be updated, UiPath will proactively communicate the change and honor the original signed quote if Closed
Won Booked within the 30-day window in which it was originally sent. Renewal quotes effective on or after
September 1, 2022 must use the new standard renewal discounts.
What happens when an existing quote is not signed by August 31, 2022?
If a quote is not received and signed by August 31, 2022, the standard process will be that the renewal will
need to be re-quoted with the new partner discount structure.

44. Resources

45. 45
Resources
Partner FAQs
FAQ Sections
• General Partner Renewal Discount Change
Questions
• Renewal Discount Options Questions
• Renewals Process Questions
• Escalation Process Questions
• Special Case Questions
Partner Renewals Policy
• Renewal Scenarios
• Incumbency
• Escalations
Partner Facing Deck
• Coming Soon!
Partner Communication to DARs
• Sending July 11, 2022
If you have any questions, please reach out to
your Partner Manager or
UiPath Authorized Distributor

46. Thank You!!