TYRO ACTIVATE TYRO ACTIVATE P A R T N E R P R O G R A M T A P P P A R T N E R P R O G R A M T A P P

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1 TYRO AC TIVATE PARTNER PROGR AM TAPP

2 Tyro s partners have been the foundation of our success, from when we brought on our first integrated POS partner in 2007, until today where we ve grown to have over 200 partners. Our channel partners are a critical part of our value proposition to our customers, and will be even more important in the future as the needs of our merchants evolve over time in an increasingly competitive, complex world. More exciting times are ahead at Tyro as we look to continue our 30%+ growth year on year and really ramp up our sales and marketing efforts. You, more than ever, are key to our success and as part of this, we are launching a new partner program. I d like to personally welcome you to Tyro Activate where we can co-create success. Tyro Activate brings you a more robust remuneration model, more sales and marketing materials and support, and increased knowledge sharing. We look forward to working closely with you on the deeper connection of not only our businesses and software, but also our sales and marketing initiatives. Here s to outstanding collaboration and our combined success. Joshua Walther SALES DIRECTOR, TYRO

3 Table of contents A bit of background Why are we making a change? What is Tyro Activate? What s in it for you? Partner Tiers What do we need from you? Why do we need to change our contract? Partner Support What s the roll-out plan? FAQs TYRO ACTIVATE

4 A bit of background Tyro is proud of the ecosystem that, together with our software partners, we have fostered over the last decade. Tyro s success is inherently tied to the special relationships we now have with over 200 different point-of-sale (POS) and practice-management-software (PMS) providers such as yourselves. These are symbiotic relationships that we are constantly looking to grow and improve, with our mutual clients in mind. Our seamless integration with your POS/PMS software is a key advantage in the market, and we value each and every one of you, no matter how big or small your business is. 02 TYRO ACTIVATE

5 Why are we making a change? The POS/PMS and payments industry is continually evolving, and so is Tyro. Not only have we managed to become the first technology recipient in Australia of an unrestricted banking license, but we have now surpassed the $1 billion monthly transaction volume mark as well. With this growth and change comes a responsibility to improve our processes and structures so that we can navigate the complexities and grow together. Consequently, we have recognised the need to reinvigorate our partner relationships, and are launching a new partner program, Tyro Activate. Historically our partnerships have relied on the special individual connections our team have forged with our respective partners. This has proven very successful, but there is room for improvement. We want to be able to bottle the essence of these working relationships, taking the best from the past in terms of marketing, training, support and rewards, and formalise it. This is so that we can deliver an unparalleled and more consistent service level for you, which will ultimately reflect in our client s experiences....deliver an unparalleled and more consistent service level for you Furthermore, Tyro is about to embark on an exciting three-year plan with some bold growth targets. We have built up our number of Tyros, in particular staff in the sales and marketing teams, to support this. We are focused on growing our brand awareness as well as driving customer enquiries, and have increased our media investment to support this. We know we can offer you more and we know that there s so much potential if we work even closer together in the future. TYRO ACTIVATE 03

6 What is Tyro Activate? Tyro Activate is a partner program that will help us grow our businesses together. Tyro is committed to providing the best payment and banking technology in the small and medium business market. Tyro Activate ensures that there is all the necessary expertise and support wrapped around our products so you can focus on your core business providing the best services to your customers. The partner program includes an improved structured reward program to provide you with an additional source of revenue. Tyro is also providing access to a joint marketing fund for select partners to ensure we can run targeted support and marketing initiatives together when required. It will introduce a brand new dedicated partner web and mobile portal (Tyro Activate Partner Portal - TAPP) packed with an array of updated and new resources to help you and your sales force be successful, including training, marketing materials and customised reporting. Furthermore, Tyro will now provide dedicated Partner Managers who are experts in the payments industry. These dedicated Partner Managers will work with you to provide training and joint marketing campaigns, tailored to your needs....the best payment and banking technology in the small and medium business market. You will also be provided with the opportunity to be involved earlier in the product development cycle, whether that be Tyro roadmap and market updates or inclusion in preliminary product concept and feature development, so that you have the opportunity to influence the payments and banking experiences your clients really want. 04 TYRO ACTIVATE

7 Our Partners TYROACTIVATE Our Customers Tyro will now also help to connect you to our clients when they are looking for suitable POS/PMS software through a lead referral scheme via the Tyro Marketplace. This will help you grow whilst assisting our clients by pointing them in the direction of our trusted partners. The program is designed so that benefits are tailored to your needs with the introduction of Power Up, Plus and Premium tiers. We will work alongside you to help you grow and earn more benefits. Your Partner Manager will go through this in detail with you. To ensure we re delivering the best experience to our partners, we are also introducing partner advocacy (pnps) measurements via a regular feedback cycle. TYRO ACTIVATE 05

8 What s in it for you? Tyro Activate provides a broad range of benefits to your business, depending on your tier: REFERRAL FEE PAYMENTS An additional revenue source based on customer referral to Tyro, maintaining integration features and ongoing support. CO-MARKETING More campaigns driving greater results in awareness, reach and sales. PLANNING A more defined and transparent structure providing you with a clear co-branded sales and marketing plan. JOINT MARKETING FUND Access to funds to drive sales incentives and marketing initiatives. ANALYTICS Bespoke performance deep dives from our expert Partner Managers supported by our in-house data scientists when needed. TRAINING Access to more sales and product education. KNOWLEDGE Early access to information about new releases and developments. EXPERTISE Dedicated Partner Manager and Partner Marketing team. LEADS A new source of potential customers from Tyro as well as more visibility on leads to Tyro. REPORTING Enhanced visibility of the progress of each referred customer through the Tyro sales cycle and resulting commissions. RETENTION Keep customers satisfied with joint product and marketing initiatives. NETWORKING Partner conferences and events where you can connect and share ideas (coming soon). CO-CREATION Developing innovative joint product offers to better service prospects. 06 TYRO ACTIVATE

9 Partner Tiers POWER UP PLUS PREMIUM FINANCIALS Per new Merchant ID Margin Sharing - Growth pool per month - Flat fee per successful referral Net revenue sharing % based on tier Access to a joint fund to run marketing campaigns/support activity Regular Partner Manager checkpoints Ad hoc Quarterly Bi-monthly Training (sales or support) Self-serve / Ad hoc Annual Semi-annual Campaign planning meetings n/a Semi-annual Quarterly MARKETING & SUPPORT Bespoke campaigns Self-serve assets 1 per year 2 per year Post campaign reporting Self-serve Yes Yes Co-hosted marketing events n/a n/a 1 per year Generic marketing templates Lead sharing and position in Tyro s Marketplace Yes Yes Yes Yes Yes Yes Prominent - - Yes Semi-prominent - Yes - Standard Yes - - Hot swap replacement terminals n/a n/a Available (subject to T&Cs) DATA & ANALYTICS Access to the Tyro Activate Partner Portal New referral fee & lead status reports Custom reporting & analytics Yes Yes Yes Yes Yes Yes n/a Quarterly Bi-monthly Developer Portal access Yes Yes Yes PRODUCT Dedicated phone & support during development Re-certification of new features Yes Yes Yes Yes Yes Yes Opportunity to develop exclusive features with Tyro n/a Ad hoc Yes This is a summary only. Program Benefits, eligibility requirements and tier requirements are further described in our Benefits Guidebook. They are subject to change in accordance with the Software Referral Partner Agreement. TYRO ACTIVATE 07

10 What do we need from you? Success is a two-way street. To participate in Tyro Activate, we ll need you to provide the following: WHAT? WHY? THE DETAILS Customer leads in a required format To ensure we can correctly and accurately reward partners for referrals, we need a robust and standardised method of lead sharing. This will be via the new Partner Portal. Submit the details of referred customers via the Partner Portal or direct customers to designated, partner specific web forms. Website presence To advertise to customers the fact that together we create a market leading experience, we want to ensure there is mutual presence on each other s web assets. PARTNERS Showing dedicated content (ideally a website page) that will be provided by Tyro explaining who we are and what we do, and a link/links to tyro.com TYRO In exchange, we will mention your software in our POS/PMS recommendation tool which will link to your dedicated partner page, including your logo, a short paragraph about who you are and what you do, and a link/links to your website using either your logo or specific words if requested. Up-to-date software access for trouble-shooting & certification In order for us to trouble-shoot POS/PMS related integration issues without bothering our partners unnecessarily, our customer support reps and integration engineers require access to the latest POS /PMS software. Regularly providing Tyro with an up-to-date test environment either installed on our VM (Virtual Machine software) or a link to your test environment. Full relevant feature set In order to ensure we are offering our merchants the best possible industry experiences whilst maximising competitive advantages for our customers, it is important that Tyro s latest features and enhancements are on our partners release roadmaps. PARTNERS A plan in place for implementation of the feature sets relevant to your industry sector, as agreed with your Partner Manager. TYRO The Partner Support team will be available to assist during development of new feature sets and certification of new features. If required they can also provide re-certification for existing features where significant software updates may have impacted the integration. 08 TYRO ACTIVATE

11 Notification of updates and releases When our partners update their software, we would love to know about it. This way we can better trouble-shoot any issues, ensure our payment software is working in the best possible way and so that we can advertise our partners latest features to our customers. PARTNERS Notification for new software updates and outages. In some cases, new software releases might entail re-certification to ensure merchants do not experience adverse integration impacts. We would also want access to call trends if possible when it involves Tyro. TYRO Full notification of updates (TTA and terminal software), new product and feature releases and service interruptions. POS Information feature implementation In order to ensure we can accurately reward partner performance, it is vital that the POS Information feature is implemented as part of the partner s Tyro integration. As part of the integration, each POS/PMS needs to send the software product name, company name and software version information to Tyro with each transaction so that we can map your POS/PMS to your merchants. Co-commitment to marketing We want to make sure that merchants know about the special benefits they can receive by being part of this ecosystem that s why we have set aside joint marketing funds. This only works if we get engagement from our partners. Participate in quarterly (for Premium) or 6-monthly (for Plus) marketing meetings. Commitment to dedicated co-branded sales and marketing campaigns. Access to your sales force We want our partners to focus on their core business that s why we have a team of payments experts at hand to ensure our partners sales forces are equipped with the right knowledge and training on Tyro and the payments industry. Regular access to these groups will allow us to arm them fully with all the information they need to be successful. Tyro will provide semi-annual (for Premium) and annual (for Plus training on Tyro s products and referral process for its Partners sales and support teams. To facilitate this training, as well as ongoing sales and support efforts, Tyro will request the contact details of your authorised sales and support representatives. This is a summary only and full details of what you and we agree to do under Tyro Activate are set out in the Software Referral Partner Agreement and the Benefits Guidebook. As you know, Tyro is a bank and our products are financial products. This means there are some legal restrictions around what you can say and do as our referral partner. As our referral partner you can refer potential customers to us by giving them our contact details, you can pass on (or host on your website) marketing information about us (which we prepare and give to you) and provide customer contact details to us as leads for us to follow up direct. Under Tyro Activate, you can t give any advice on or sell our products. You will also need to disclose any referral fees or other benefits you receive from us to the customers or potential customers you refer. Your Partner Manager will provide further support and training. TYRO ACTIVATE 09

12 Why do we need to change our contract? We have a series of structural changes to the terms and conditions of the partnership contracts in order to implement the roll-out of this new and improved program. It is also an acknowledgment that our relationships and the industry landscape is continually evolving. These changes include: STRUCTURAL CHANGE DESCRIPTION Referral Fee payments Going forward, Tyro will recognise the hard-work our partners put into referring customers to Tyro, by remunerating partners (up-front & ongoing) for referred customers only. First in, best dressed on leads Tyro will recognise the first referring partner in the event that more than one partner refers the same customer. Referral Fee for the lifetime value of a referred customer for as long as they are still a paying customer of yours and you re still part of Tyro Activate To recognise the long-term nature of the ecosystem between Tyro, partner and client, Tyro will continue to pay ongoing referral fees to referring partners for as long as that customer remains actively trading and integrated with that referring partner and the partner remains part of Tyro Activate. Accepting leads via an agreed process To ensure Tyro rewards accurately and fairly, Tyro is implementing a formal lead-referral process via the new Partner Portal software solution through which partners should pass on customer details. 12-month lead referral age Tyro will recognise leads from partners within 12 months from when the lead was formally provided to Tyro this way, partners aren t unfairly hindered if Tyro fails to act promptly on that lead. A semi-annual review of tiers based on your previous 6 months performance Tyro s new tiered approach to partners, to customise support, will involve a semi-annual performance review in order to tier partners accurately for the new 6 month period. We ll set up some time to discuss each of these points in detail once you have received more detail in the Software Referral Partner Agreement and Benefits Guidebook. The Software Referral Partner Agreement will replace your existing partner agreement with Tyro and will apply from the effective date we nominate. There s no need to sign and return them. 10 TYRO ACTIVATE

13 Partner Support Our dedicated Partner Support Team is here to provide technical support, guidance and assistance throughout the integration development and certification process. Whether you are adding new integrated feature sets to your existing POS/PMS, integrating a brand new POS/PMS or changing your integration method, our team of integration engineers and software testers can help you get certified quickly and efficiently. The Partner Support team can also assist in analysis, investigation and resolution of production issues that are looking to be across multiple clients using the same POS/PMS. Whether you re utilising our online resources, sending us an or talking to someone in person, our team is here to help your team provide the best possible experience for all our customers by ensuring a smooth integration experience. TYRO ACTIVATE 11

14 What s next? At Tyro, we move quickly with our agile style of development. 1 January 2018 was the official commencement of the Tyro Activate Partner Program and the Partner Portal, shortly followed with the launch of the Tyro Marketplace. Tyro Activate Partner Portal - Tyro Activate brings you a dedicated partner web and mobile portal, packed with an array of resources, including training, marketing materials and customised reporting. Tyro Marketplace - Tyro, through a lead referral scheme, will now help you to connect to our clients when they are looking for a suitable POS/PMS software via the Tyro Marketplace. This will help you grow whilst assisting our clients by pointing them in the direction of our trusted partners. Through regular checkpoints, Tyro will continue to communicate new product updates, program improvements and provide Tyro promotional acquisition offers to your Customers, dependent on your eligibility as either a Power Up, Plus or Premium tier. To find out more please speak with your Partner Manager or partner@tyro.com 12 TYRO ACTIVATE Tyro Payments Limited ACN AFSL

15 FAQs What tier am I in? This will depend on the volume of business you generate for Tyro. More details can be found in the Benefits Guidebook. Your Partner Manager will discuss this with you. How can I move to a higher tier? Your Partner Manager can work with you to develop a strategy to move up to a higher tier. This involves generating a higher volume of business with Tyro in accordance with the Benefits Guidebook. Who is my Partner Manager? Your Partner Manager should be the same Tyro team member you work with today. If not, your Partner Manager will reach out to introduce themselves. How do I access the Tyro Activate Partner Portal (TAPP)? We ll register your business and your key contacts and send out an with a link to the Partner Portal. If you have any further questions, please get in touch with your Partner Manager. TYRO ACTIVATE 13

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