Fastly Partner

Program Guide
For Channel Partners
Published: August 2024
Table of Contents
01 How to use this guide

02 Why partner with Fastly

03 Overview of Fastly’s Partner Program

04 Program requirements & benefits

05 Sales enablement & training

06 Using Fastly’s Partner Portal

07 Deal Registration

08 Contact us

Disclaimer
This Partner Program Guide (for Channel Partners) (the “guide”) provides an overview of Fastly’s global channel partner program. The terms that govern the
program are contained in the Fastly partner agreement (the “agreement”) entered into between Fastly and each partner participating in the partner program.
All terms not otherwise defined herein shall have the meaning set forth in the agreement. In the event of a conflict between the guide and the agreement, the
terms of the agreement will control.
To the extent that this guide has been translated into any language besides English, the English version of the guide will prevail over any inconsistencies with a
non-English version of the guide.
Fastly may make occasional corrections or updates to this guide and reserves the right to do so from time to time. The latest version of this guide will be made
available to partners in the partner portal.

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How to use this guide
At Fastly, we envision a world where all digital experiences are fast, engaging, and safe for
everyone––and you, our partners, are core to this mission. We are excited to deepen our
commitment to you with the and drive mutual success for our customers by leveraging Fastly’s
Global Partner Network.

This guide will serve as your go-to resource for all of the information you need about our program.
It is intended for our channel partners: those that act as resellers and offer additional value on
top of Fastly’s products and services, or those that recommend Fastly products as a referral. This
includes VARs, MSPs, SIs, agencies, consultants, and more.

Why partner with Fastly

Fastly’s edge cloud platform helps the world’s top brands deliver the fastest online experiences
possible, while improving site performance, enhancing security, and empowering innovation
at global scale. We offer world-class support that achieves 95%+ average annual customer
satisfaction ratings and have been recognized as a leader by industry analysts such as IDC,
Forrester, and Gartner. Thousands of the world’s most prominent organizations trust Fastly to help
them run their businesses including Reddit, Pinterest, Stripe, Neiman Marcus, The New York Times,
Epic Games, GitHub, and more.

Fastly named a

LEADER
in the 2022 IDC MarketScape
Worldwide Commercial CDN

CUSTOMER’S CHOICE
LEADER LEADER
2024 Gartner Peer Insights
Worldwide CDN “Voice of the Customer”:
Edge Development
Highly Innovative Highest Security Score
Cloud WAAP

According to Gartner, the global enterprise market for content delivery, security, and compute
services will more than double to $27.2B in 2026 at a compound annual growth rate of 15.5%1.
We also know it’s important for customers to have a choice in their routes to market, and that now,
more than ever, they are looking to simplify how they buy. This provides an immense opportunity
for you to leverage the power of Fastly’s edge cloud platform to expand your own revenue and
growth potential.

1: “Forecast Analysis: CDN and Edge Services, Worldwide,” Gartner, July 22, 2022.

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Overview of Fastly’s Partner Program
Fastly’s Global Partner Network empowers you to win with innovative, scalable, and trusted
solutions. We know the importance of being able to give your customers differentiated value with
offerings that are focused on solving their key problems. We want our program to allow you to win
more business while ensuring customers are getting the value they expect. We built our program
with simplicity in mind to make it easy for you to choose the level of service you want to own. Our
program is:

• Flexible: Designed to align with your business and fit a wide range of go-to-market motions
• Profitable: Allows you to increase revenue and margins through expanded offerings, partner-
specific pricing & packaging, and robust support
• Accessible: Offers dedicated sales, marketing, and technical partner resources to enhance
your go-to-market

Program requirements & benefits

Understanding our Partner Types:
We designed our program with a familiar structure to keep our program as simple and streamlined
as possible. We want it to be easy for you to do business with us while growing your business.
We’re confident you’ll be able to find the best program type for where your business is today.

Here’s our overview:

You find new opportunities for Fastly in exchange for a standard

Referral
10% referral fee

You use Fastly to expand your reach and add value in your target markets.
You resell our technology and receive margin discounts for registered
Reseller
deals. As a reseller we offer a 30% discount plus an additional 14% for
Deal Registration.

As a Managed Service Provider, you use Fastly to deliver reliable, efficient,

MSP
and scalable solutions that address the unique challenges of your clients.

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Partner Program Benefits
Our benefits are generally available to all partner’s in good standing and some are designated
by tier. Our silver, gold and platinum tiers are determined by the Fastly team and will be
communicated to you.

Silver Gold Platinum

Product, Services & Solution Training via the Fastly Partner Portal

Deal Registration

Enablement Tools, Sales Aids, & Marketing Campaigns & Tools

Engagements with Fastly Product Management

Go-to-market Programs: Fastly Marketing Created and Supported

Live Training

Dedicated Channel Account Manager

Business Planning and Account Mapping

Semi-annually with Fastly Channel Team

Earned Go-to-market Funds

Fastly-led Prospect Demos

Fastly Partner Marketing Contact

Partner Advisory and Technical Advisory Boards (by Invitation)

Partner Program requirements

Silver Gold Platinum

Fastly Partner Agreement

Partner Qualified Deals

Onboarding Training & Compliance

Joint Marketing Efforts

Quarterly Business Reviews (QBR)

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Sales Enablement & Training
As a Fastly Partner we want you to be successful –– that’s why we’ve created a step-by-step
onboarding guide with a variety of sales enablement resources and aids to help your team learn
and become enabled to sell with Fastly. Enablement to us means that you will have access to
solution overviews, technical presentations, and other assets to assist you in the sales cycle. We
want your team to feel confident when selling Fastly solutions and to always have access to the
answers you need at your fingertips. In our portal you’ll find:

• Onboarding: A simple 90 day onboarding plan that provides you with a weekly breakdown of
the resources your team needs to jumpstart your partnership with Fastly.
• Enablement Resources: Gain access to solution one-pagers, value drivers, competitive
battlecards, sales presentation decks, solution enablement recordings & how to videos.
• Solution Trainings: View solution trainings and assessments to get your team educated and
enabled to sell and answer questions on Fastly solutions.

Using Fastly’s Partner Portal

We’re excited to offer a partner portal that will enhance your experience as a Fastly Partner. In the
portal you’ll find:

• Deal registration to ensure your deals are protected and you get the help you need from
Fastly’s sales team
• A dashboard to track your deals and program progress
• A partner-specific on-boarding plan for your first 90 days
• The ability to co-brand marketing assets with your logo
• Automated marketing campaigns to help drive your awareness and demand generation
• Additional sales, marketing, and technical resources from Fastly to aid in your success

If you’re an existing partner, you can sign up for the partner portal here.

If you’re not a Fastly partner yet we would love to talk to you about how we
can drive value for your business. Reach out to our team here to get started.

Deal Registration
Deal registration is a requirement that unlocks the benefit Contact us
of deal protection by giving you priority over a given
Whether you’re a new or existing partner
opportunity (once registered and approved). In order
and would like to get in touch with a
for an opportunity to be registered, please refer to the
member of our team, please email us at
documents available in the partner portal or provided
[email protected].
upon written request.

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