PINNACLETECHNOLOGYPARTNERGUIDEInterested in learning more or ready to scale up your customer reach? To become a Zscaler Partner, email us at techpartners@zscaler.com

LET’S JOIN FORCES!

Whether you want to increase your market share or expand your revenue opportunities,
the Pinnacle Partner Program can accelerate your business. More than 5,000 leading
enterprises, governments, and military organizations like General Electric, United Airlines,Nestle, NATO, the National Health Services of Britain, and the United States Marines Corps
have adopted Zscaler’s award-winning internet security platform to improve their security andcompliance. Zscaler offers a variety of Partner benefits depending on your business objective.
The market for IT security is undergoing a transformation and Zscaler is at the forefront ofthis transformation. With zero trust, Zscaler brings industry-leading cloud-delivered solutions
to your customers and helps you “future-proof” your business.
PUNIT MINOCHAEVP BUSINESS DEVELOPMENT AND CORPORATE STRATEGY

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4 6 8 9Overview

PinnaclePartner Program

Partner Journey

Partner Levels
and Requirements

10 11 12 13Partner
Benefits

3What Our
Partners Say

OVERVIEW

Voice OfCustomers

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Become a Partner

PARTNERJOURNEY

PARTNERLEVELS AND
REQUIREMENTS

PARTNERBENEFITSWHAT OURPARTNERS SAY

VOICE OFCUSTOMERSBECOMEA PARTNEROVERVIEW

It is no longer a question of if, but how, you can advance your customers’ objective of greater
security and cloud agility. Join our Partner program to build relationships and work together todeliver on the three pillars: Innovation, Solution Selling, and Customer Success.
The Pinnacle Partner Program guide gives a detailed overview of the program benefits and services
offered to you for sales, marketing, and technical efforts with Zscaler.

WHY ZSCALER?
Our mission is to not only make the cloud a safe place to do business, but also make it enjoyable for users.
Leverage Partner services to drive business growth while differentiating your solution in the market.

4PIONEER AND LEADERSECURITY CLOUD YOU CAN TRUSTMARKET LEADERCUSTOMER-PROVEN#125%

The only Gartner
MQ Leader 2020o f the Forbes 2020
Global 2000

TECHNOLOGY INNOVATOR

EXCEPTIONAL CYBER-PROTECTION

250

7B

OVERVIEWPatents issued
or pending

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Security incidents and policy
violations prevented per day

PARTNERJOURNEY

PARTNERLEVELS AND
REQUIREMENTS

TRUSTED BY

80%
35x

PARTNERBENEFITSF
 asteruserexperience ewerF
infectedmachines

WHAT OURPARTNERS SAY

VOICE OFCUSTOMERSBECOMEA PARTNERSERVICESPRODUCTS

SOULTIONSOVERVIEW

Modern Workplace Enablement

Infrastructure Modernization

Security Transformation

Secure work from anywhere

Simple branch connectivity

Prevent data loss

Ensure great digital experiences

Secure cloud connectivity

Prevent cyber threats

Zscaler Internet Access

Zscaler Digital Experience

Zscaler Private Access

Zscaler Cloud Protection

TRUST
EXCHANGE

Threat Protection Engines

DLP Engines

Inspection (SSL)

AI /ML Engine

Adaptive Policy Engine

Authentication

Logging and Reporting

APIs

These solutions are possible with our cloud-native platform where policy enforcement is done at theedge. With more than 160 billion transactions a day, we are collecting data and using AI and ML to deliver
better performance and security. The Zscaler platform simplifies IT and reduces cost by consolidatingand eliminating point solutions.

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The Pinnacle Partner Program fosters a global ecosystem of companies to design, build, and deploy secureand agile solutions, enhancing the customer’s cloud experience. Zscaler integrates with partners in thefollowing segments, providing a range of best-of-breed solutions to customers:•  CLOUD PROVIDERS: Zscaler integration with cloud services offers fast deployment, stronger
security, reduced attack surface, and improved user connectivity experience — enabling customers
to migrate their applications to the cloud.

• 	DATA PROTECTION: Zscaler’s integrations offer customers the ability to collaborate securely andeasily with capabilities such as DLP, content scanning, identity proxy, and configuration scanning —enabling customers to use cloud applications with confidence.

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VOICE OFCUSTOMERSBECOMEA PARTNERPINNACLE PARTNER PROGRAM• 	ENDPOINT MANAGEMENT AND PROTECTION: Zscaler integrations deliver device
posture driven zero trust access and end-to-end protection for more effective enterprise-wide
threat protection, threat intelligence sharing, and cross-platform response workflow. Otherintegrations include the deployment and configuration of Zscaler Client Connector on endpoints.

• 	 NETWORK / BRANCH (SD-WAN): Zscaler integration with SD-WAN helps customers
implement the SASE framework to simplify connectivity while providing zero trust security. TheAPI integration enables 1-click zero-touch provisioning of resilient tunnels from branch offices tothe Zscaler Zero Trust Exchange and network security policy automation, delivering a fast andsecure user experience, while empowering business agility.

• 	 IDENTITY MANAGEMENT: Zscaler integrates with identity governance and access management
providers using SAML and SCIM to enable policy-based access to cloud resources with risk-based
access controls, identity protection tools, and strong authentication options—without disrupting
productivity.

• 	SECURITY AND OPERATIONS: Zscaler integrates with SIEM, SOAR, TIP, NDR, and Firewall
Policy Management SecOps platforms, as well as IT Ops and Service Management platforms toenable visibility and automation across tools in the enterprise. Since Zscaler is in the path of traffic
for applications and users anywhere, organizations get unparalleled visibility for threat detectionand prioritization.

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PARTNER JOURNEYPartnerOnboarding

TechnologyIntegration

PARTNER ONBOARDING

Marketing /Solutions

SalesEnablement

TECHNOLOGY INTEGRATIONSalesPARTNER GTM COLLATERAL•	Customer reference: Identify 2-3 enterpriselevel customers•	Access to NFR, APIs and log streams•	Solution brief•	Technical consultation• Deployment guide & demo video•	Use case validation•	Completion of Partner integration demo•	Website representation• Technology partner agreement execution

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PARTNER LEVELSPARTNER LEVELS – BENEFITS AND REQUIREMENTS
The program enables three levels of technical, sales, and go-to-market execution, with focus on mutual
collaboration, scaling up, and serving your customers better. Each level requires Zscaler Partners to meetsome criteria.

ECOSYSTEMTECHNOLOGYPARTNERSDEFINITIONREQUIREMENTS

This level is intended for businesses
starting their relationship with Zscaler.
At this entry level, Partners have accessto sales and marketing tools.

1.	At Least 3 joint customers requestinga specific joint use case.
2.	Collaboration with Zscaler to implement
the aforementioned use case.
3.	Addressing joint use case requests byeither validating the integration or byvalidating the interoperability.

FOCUS
TECHNOLOGYPARTNERSSTRATEGICTECHNOLOGYPARTNERS

9OVERVIEW

Partners in this level have a growing
track record of driving business together
with Zscaler. In addition to the standard
benefits, Partners in this level enjoy
additional marketing and sales benefits.

1. Reference customers

Strategic Technology partners areorganizations that have made a significant
impact in driving customer engagementswith Zscaler. Partners in this tier receive
priority on new solution development anddeepest GTM benefits.

This level is invite only, based on thesolution synergy between Zscaler and thePartners for our customers, and associatedpotential joint business impact.

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2. Solution road map
3. Refer sourcing and/or teaming opportunities
4.	Assigned Partner Manager and Solution
Architect for Zscaler

PARTNERBENEFITSWHAT OURPARTNERS SAY

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PARTNER BENEFITSPARTNERBENEFITSECOSYSTEMTECHNOLOGYPARTNERS✓

Website representation

STRATEGICTECHNOLOGYPARTNERS✓✓

Not For Resale (NFR) cloud platform accessfor development / demo✓✓✓

1 tenant

2 tenant

Multiple tenants

Go-to-market collaterals (solution briefs anddemo videos to be published on Zscaler.com)✓✓✓

Solution endorsement with Zscaler logo✓
✓

✓
✓

✓
✓

Limited✓✓
✓
✓

✓
✓
✓
✓
✓
✓
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Support for Partner PR and social media
Technical enablement
Support for Partner-led Webinar

Case by case basis

Case studies and Win Wires

Case by case basis

On-demand training modules

Case by case basis

User conferences and events

Case by case basis

Solution and integration usage tracking
Sales referral incentive
Sales teaming

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LimitedDemand gen campaign

Case by case basis

Dedicated alliance microsite

Case by case basis

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WHAT OUR PARTNERS SAY“I don’t think there is anyone else in the industry that’s done as deep an integration as the two of us have.”— SCOTT GUTHRIE, EVP CLOUD AND ENTERPRISE GROUP, MICROSOFT“CrowdStrike’s Zero Trust Assessment provides continuous, real-time security device posture assessments and Zscaler’s
frictionless integration with ZTA provides an identity and data-centric approach for dynamic conditional access toapplications. The integration delivers customers a holistic zero trust solution that encompasses data, people, devices,
workloads and networks." — AMOL KULKARNI, CPO, CROWDSTRIKE“Zscaler has been an exceptional AWS Partner Network (APN) ISV partner to go to market with. AWS customers
appreciate when AWS and partners lean in together to help them achieve their business and mission objectives. Zscaler
not only innovates on AWS but also shares our customer obsession, leading to collaboration that delivers business value.”— SANDY CARTER, VICE PRESIDENT, AMAZON WEB SERVICES“One of the things we can do when it comes to integrating with Zscaler is make it really, really easy to roll out Zscaler’ssecurity service across the enterprise. It’s as simple as dragging and dropping a Zscaler logo on our orchestrator to start
not just using Zscaler at one branch but to redirect the internet-bound traffic for all of your branches to Zscaler’s securityservices. We both complement each other perfectly.”— DAVID HUGHES, CTO, ARUBA“Our tightly integrated, best-of-breed cloud security and security analytics platforms deliver a cloud experience for themodern, cloud-first enterprise. Getting Zscaler telemetry into Splunk is fast and easy with cloud-to-cloud log streaming.
Security teams can focus on security, not managing infrastructure.” — JANE WONG, VP SECURITY PRODUCTS, SPLUNK

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VOICE OF CUSTOMERS“Thanks to Zscaler’s interoperability with Office 365, I eliminated a huge headache. I no longer have to maintain
ACLs, IP addresses, and new DNS addresses. Zscaler takes care of it all through its one-click feature.”— JONATHAN SHELDRAKE, DIRECTOR OF GLOBAL NETWORK SERVICES, CARLSBERG GROUP“Our cloud-first strategy, which includes Zscaler and CrowdStrike, helped us respond as a team with quicker and fastersolutions. Automation allows us to be able to quickly analyze and prevent some very critical threats before somebody
has to even touch a mouse or click any sort of button.” — ERIK HART, CISO, CUSHMAN & WAKEFIELD“Zscaler and CrowdStrike partnership is super exciting. Both have taken the proactive step to understand how thetechnologies complement each other so that I don't have to do that on my own.” — NICOLE DARDEN FORD, CISO, CARRIER“AWS and Zscaler are two big partners for us that have enabled us to securely deploy into the cloud, at scale, giving us
flexibility to do acquisitions, or build and deploy additional workloads into the cloud.” — ERIK FISHER, DIRECTOR OF IT
ENTERPRISE SERVICES, GROWMARK FS“Aruba together with Zscaler has made our cloud transformation faster, more secure, and easier than we could've imagined.”— DAN MORGAN, IT OPERATIONS DIRECTOR, NUFFIELD HEALTH“Working with VMware SD-WAN and Zscaler, we were able to reduce application latency by 20 percent while
having high-value security available from anywhere, anytime, anyplace on any device.”— ED DEGRANGE, PRINCIPAL SECURITY ARCHITECT, CIENA“Just like Okta, Zscaler is a foundational component that will facilitate our cloud initiatives without compromisingsecurity. Integrating Okta and Zscaler for seamless user-centric protection was simple and fast, because both systems
are designed to work together.” — DAVE GLOVER, CTO, SALMAT

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BECOME A PARTNERInterested in learning more or ready to scale
up your customer reach?
To become a Zscaler Partner,email us at techpartners@zscaler.com

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REQUIREMENTS

PARTNERBENEFITSWHAT OURPARTNERS SAY

VOICE OFCUSTOMERSBECOMEA PARTNER