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in 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.
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without prior written consent from Hummingbird.
2 Hummingbird Ltd.
The Hummingbird Alliance Network Program
Table of Contents
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The Hummingbird Alliance Network Program
Table of Contents
4
The Hummingbird Alliance Network Program
About Hummingbird
Introducing Hummingbird
Today’s 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 significant 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, five million people around the world
rely on Hummingbird to connect, manage, access, publish, collaborate and search their enterprise
content. 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
offices worldwide.
Products Overview
Organizations 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 difficult 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 company’s 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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The Hummingbird Alliance Network Program
Hummingbird Enterprise™
Hummingbird Enterprise is a powerful suite of integrated information and content management
products designed to accelerate and refine 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 find 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 file 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 unified workspace that ties enterprise
applications, resources, and people together to complete the 360º View of Enterprise Content.™
Beyond providing a unified 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, workflow, 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 find, 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, unified searches across multiple structured and unstructured
information sources including Lotus Notes, Microsoft Exchange Server, Web sites, file 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.
6 Hummingbird Ltd.
The Hummingbird Alliance Network Program
Hummingbird BI™
Hummingbird 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 find,
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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The Hummingbird Alliance Network Program
Business leaders globally have reached consensus regarding the value and importance of alliances
in 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
fulfill 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 — the
Business 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 alliancenetwork@hummingbird.com.
8 Hummingbird Ltd.
The Hummingbird Alliance Network Program
Hummingbird provides a number of services to the Alliance Network to help our membership drive
success 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 significant 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.
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 Exposé 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.
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The Hummingbird Alliance Network Program
Hummingbird will support the Alliance Network with co-marketing activities which may include
joint 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.
Your organization will be entitled to maintenance for the evaluation product, which will enable
your 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 organization’s technical knowledge of the Hummingbird products you sell
and/or support. Technical training and certification 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 specified in the Requirements sections of the Alliance Network Program Guide.
10 Hummingbird Ltd.
The Hummingbird Alliance Network Program
Access to e-Clip™ Developer’s Program 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.
Program Logos 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.
Electronic-Newsletter Exposé online All active Alliance 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.
The Partner Portal 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.
Product Launch Books 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.
On-Demand Learning 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.
Listing on Hummingbird Web site Hummingbird provides a searchable database of our Alliance members listed by
product technology and type of Alliance.
Attendance at Summit User Conference 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.
Exhibit at Summit User Conference 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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The Hummingbird Alliance Network Program
Cooperative Account Development The Alliance Network member’s 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.
Dedicated Alliance Management 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.
Lead Referral Qualified leads are passed to our Alliance Network members. These leads are then
tracked to ensure proper follow-up by the Alliance or Partner.
Market Development Fund 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.
From time to time, Alliance members may be invited to participate in trade show
Tradeshow Opportunities opportunities. Alliance Network members will show within the Hummingbird exhibit
booth, typically at a cost. Other trade show opportunities are also offered in
conjunction with special sponsorships at these events.
12 Hummingbird Ltd.
The Hummingbird Alliance Network Program
Access to Event Speakers 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.
Invitation to Speak at Summit User Selected Alliance members will be invited to speak at our Summit User Conference.
Conference
Full Business Plan Development 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 Joint press tours may be arranged in cooperation with our public relations team.
Discount to Purchase Additional An Alliance partner has the option to purchase up to 100 additional Not-For-Resale
Licensing 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 and Certification 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
Sales Training 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.
Accelerated Product Support 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 Alliance/Partner Manager.
Development Support Alliance members may be eligible to receive development support for
integration or development issues. Support is offered exclusively through the
Alliance/Partner Manager.
ISV Product Compatibility Testing Specialized testing certification programs geared toward ensuring our Partner’s or
Alliance’s products work with Hummingbird products.
13
The Hummingbird Alliance Network Program
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 certified 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 alliance.network@hummingbird.com
14 Hummingbird Ltd.
The Hummingbird Alliance Network Program
*The Fees listed above are for North America only. Separate Fee schedules are used for other regions,
and can be obtained by contacting alliance.network@hummingbird.com
15
The Hummingbird Alliance Network Program
Hummingbird Business 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 specific market development and revenue generation
objectives. The types of relationships represented here include System Integrators, VARs, Resellers,
Consultants, Distributors, and/or Solution Providers.
Partnership Levels
There are three partnership levels included in this program: Hummingbird Business Partner,
Hummingbird Preferred Business Partner and 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.
16 Hummingbird Ltd.
The Hummingbird Alliance Network Program
Co-Tradeshow Opportunities $ $
Joint Seminars $ $
LEGEND: $ Cost associated with activity, • No cost associated with activity, * By invitation only
17
The Hummingbird Alliance Network Program
18 Hummingbird Ltd.
The Hummingbird Alliance Network Program
The Hummingbird 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 fit 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, workflow,
knowledge management, security, wireless, data warehousing, business intelligence
and content providers
• Platform Vendors
Partnership Levels
There are three partnership levels included in this program: Hummingbird Technology Partner,
Hummingbird Preferred Technology Partner and 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.
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The Hummingbird Alliance Network Program
Marketing e-Collateral • • •
Access to e-Clip Developer’s Program • • •
Program Logos • • •
Electronic-Newsletter Expose • • •
The Partner Portal • • •
Product Launch Books • • •
On-Demand Learning • • •
Listing on Hummingbird Web site • • •
Attendance at User Conference $ $ $
Exhibit at User Conference $ $ $
Quarterly Action Plan Development • •
Cooperative Account Development • •
Dedicated Alliance Management • •
Lead Referral • •
Market Development Fund • •
Joint Web Cast • •
Company Profile on Web site • •
Direct Mail Campaigns $ $
Co-Tradeshow Opportunities $ $
Joint Seminars $ $
LEGEND: $ Cost associated with activity, • No cost associated with activity, * By invitation only
20 Hummingbird Ltd.
The Hummingbird Alliance Network Program
21
The Hummingbird Alliance Network Program
By leveraging relationships with key players in the industry, Hummingbird is able to fulfill key
technology and business objectives. To this end, the Global Strategic Alliance Program is tasked with
identifying, developing, and nurturing these mutually beneficial 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 firm’s 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 fit 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 joint
product engineering roadmaps.
22 Hummingbird Ltd.
The Hummingbird Alliance Network Program
Marketing e-Collateral •
Access to e-Clip Developer’s Program •
Program Logos •
Electronic-Newsletter Expose •
The Partner Portal •
Product Launch Books •
On-Demand Learning •
Listing on Hummingbird Web site •
Attendance at User Conference $
Exhibit at User Conference $
Quarterly Action Plan Development •
Cooperative Account Development •
Dedicated Alliance Management •
Lead Referral •
Market Development Fund •
Joint Web Cast •
Company Profile on Web site •
Direct Mail Campaigns $
Co-Tradeshow Opportunities $
Joint Seminars $
Joint Press Releases •
Joint Marketing e-Collateral •
Access to Event Speakers •
Speaking User Conference •
Vendor Forum Presentations
at User Conference $
Main Program Speaking Opportunity
at User Conference *
LEGEND: $ Cost associated with activity, • No cost associated with activity, * By invitation only
23
The Hummingbird Alliance Network Program
24 Hummingbird Ltd.
The Hummingbird Alliance Network Program
Application Process
To 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
notification will be sent to advise you of the status of your application. Your organization will be
assigned to specific Program, Level, and technology solution classifications 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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The Hummingbird Alliance Network Program
Company Name
Telephone Facsimile
City City
State/Province State/Province
Country Country
Name Name
Title Title
Name Name
Title Title
Name Name
Title Title
Business Information
26 Hummingbird Ltd.
The Hummingbird Alliance Network Program
Provide a brief description of how your organization intends to work with Hummingbird
Years in Business
Number of Offices
Percentage Services
Geographical Territory
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The Hummingbird Alliance Network Program
Business 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
What other partner programs are you a member of? (if any)
28 Hummingbird Ltd.
The Hummingbird Alliance Network Program
Reference 1
Company Name
Address
City State/Province
Reference 2
Company Name
Address
City State/Province
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The Hummingbird Alliance Network Program
Sales and technical certification is required for Alliance Network members. Certified individuals
must be in place 6 months following the organization’s acceptance into the program, based on course
availability. Certified individuals may be required to upgrade their skills from time to time
in conjunction with major new product releases.
Our technical and sales training and certification programs are constantly evolving. Please visit
our education Web site at www.hummingbird.com/education for updated course information.
The Hummingbird Education group also coordinates Technical Certification. Your technical staff are
required to complete and pass a certification exam, which is based on the material of one or more
courses in our education series.
30 Hummingbird Ltd.
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: getinfo@hummingbird.com