Juniper Market Development Funds (MDF)

Transcription

1 INTENDED FOR JUNIPER FIELD AND PARTNERS Juniper Market Development Funds (MDF) 2016 Program Requirements Version 1.0 June 2016 MDF Program Contacts MDF Systems MDF Program Support MDF Systems Support Global Business Lead Michelle Maldonado Theater Program Management APAC: Michelle Yip AMER: Mayura Karnik EMEA: Penny Jones Services: Iryna Pavdun Alliance & Distribution: Christina Khayat Juniper Networks, Inc. 1

2 1. Table of Contents Juniper Market Development Funds (MDF) Table of Contents Program Objective Guiding Principles Partner Eligibility General Rules MDF Project Life Cycle Reimbursement Process Excise Documentation Legal Compliance Eligible Activity Definitions Required Activity Return on Investment (ROI) Metrics Partner On-boarding Juniper Networks, Inc. 2

3 2. Program Objective The Juniper Networks Market Development Funds (MDF) Program is designed to foster joint Juniper / Juniper Partner Go-To-Market (GTM) strategies, enabling demand generation for Juniper solutions and services by utilizing discretionary funding allocations for marketing and development activities and initiatives. Juniper Partners should leverage MDF to plan, develop, and execute enablement initiatives and marketing activities. By working closely with their Juniper account management teams to do so, Juniper Partners are to mobilize MDF in their Territory (as defined under the Juniper Partner Registration Agreement) to significantly grow their business and market share. 3. Guiding Principles Aligned enablement and lead generation Improved Partner satisfaction and an increase in market share Net new partners and end customers, with increased sales growth These activities and initiatives must be compliant with Juniper policies and are always reimbursements of amounts the Juniper Partner has spent on such activities. Any Claims (defined under Reimbursement Process below) which do not meet these requirements are not eligible for reimbursement and any Claim in violation of these Requirements will result in, at minimum, repayment from the Partner and could result in termination of the relationship with Juniper. Communication and agreement within Juniper and with the Partners is critical, so that clear accountability exists when funding Partner-driven projects that are dynamic, strategic and provide the best return on investment. 4. Partner Eligibility MDF is discretionary and made directly available to registered, certified Partners at the Elite, and Distributor-level in the Juniper Partner Advantage (JPA) program as well as indirectly, through programs driven by Juniper s authorized distributors, to partners at the Select and Reseller levels. All eligible Partners must comply with Juniper s Partner Code of Conduct. 5. General Rules Details for all projects must be submitted in the MDF Tool (defined under Project Approval & Reimbursement below) and approved by Juniper before they are initiated. Juniper will only reimburse Partners for projects that have received prior approval. A system generated notification will be sent to the Partner indicating that the project is approved. In order to be reimbursed Projects MUST: o Receive status Approved Final in the MDF Tool prior to activity start date o Meet the Project Approval and POP Requirements stated in this document o Start within the Juniper approved quarter o Be completed within the approved project start and completion date timeframe (maximum of 90 days) o Be Partner led with minimal direction/supervision from Juniper, and for Events, Juniper attendees should not exceed 10% of the total attendees Juniper Networks, Inc. 3

4 o o Not use funds in connection with a deal the Partner is actively bidding or recently won, or to obtain improper or illegal favors Not exceed the following hospitality thresholds, should there be any government recipients: Gifts: $50.00 USD per person maximum Meals (including alcohol): $ USD per person maximum Entertainment: $ USD per person maximum - BE AWARE THAT OTHER COUNTRIES OR ORGANIZATIONS MAY IMPOSE LOWER LIMITS; AND PARTNERS MUST KNOW AND COMPLY WITH THOSE LOWER LIMITS MDF Project Life Cycle Partners are encouraged to work with their Juniper contacts to plan their quarterly activities before submitting projects for approval. The last day to enter projects for approval for any given quarter is the first Friday of the last month of that funding quarter. Reimbursement must be requested and fully approved by Juniper before the project expiry date which is automatically calculated at 60 days from the Project Completion Date. The claim will be cancelled on the 60 th day after completion date if the claim is not submitted or once submitted it will be cancelled on the 90 th day after completion date if the claim has not reached Approved - Final status. Eligible Partners work with their Juniper team to develop a plan for their allocated MDF budget. The partner will then receive an Activity Plan ID # (a 7-digit number obtained from their Juniper account manager or marketing contact) for each activity in that plan. The partner then uses this project/plan ID when they access the project entry page of the MDF system via the Partner Center, using the following link: ( MDF Tool ). Partners are required to also provide detailed information about the activity they wish to execute. The activity details required include the Activity Plan ID #, project name, activity type, description, the start and completion dates, total cost, and estimated return on investment, along with other information required by Juniper to expedite approval and which are described later in this document. All supporting documentation should also be uploaded, including a Statement of Work (SOW) or other documentation relating to the activity as requested. For all projects that are marked with an incomplete status, the Partner must re-submit all outstanding details as outlined here in the MDF Requirements for project approval and respond to any requests for additional information included in the incomplete notice in a timely manner and no later than 7 calendar days after quarter end, otherwise the project will be closed and funds will be forfeited. Juniper Networks, Inc. 4

5 Juniper Networks, at its sole discretion and following a review of the activity details and, if applicable, the documentation, may grant authorization to Partners to carry out the activity, at the cost included within the project submission (or otherwise determined by Juniper Networks), and up to the maximum MDF amount set forth in the project approval. Upon receipt of an automated project approval , Partners may perform such activity. Partners must contract with vendors directly for the approved activity, pay such vendors for services provided and then submit a Claim to Juniper for reimbursement using MDF. When the activity is completed, Partners will submit in the manner determined by Juniper, a Claim for the reimbursement of expenses based on what was requested and approved during the project submission phase. Only activities completed within the approved project timeframe (not to exceed 90 days) shall be subject to reimbursement. All reimbursements are paid based on the preferred payment currency the Partner has designated, which is pulled from the banking details the Partner originally provided to Juniper Networks at the time of on-boarding activities for the MDF Program. Reimbursements will be paid from Juniper Networks, or its authorized agent, and will appear on the Partner s bank statement as a transfer of funds from Juniper Networks. The Claim will be paid in local currency using the Juniper treasury exchange rate at the time of the Claim payment. Juniper will NOT, on Partner s behalf or at Partner s request, reimburse or otherwise pay MDF to any party other than the Partner. 7. Reimbursement Process All banking details and tax documentation requested by Juniper Networks must be submitted to Juniper Networks prior to submitting a Claim for reimbursement for the approved activities (each, as applicable, a Claim ). Juniper Networks will not reimburse Partners until all banking details and documentation have been received. Claims cannot be submitted until the approved activity has been completed and paid for by the Partner. If a Partner intends to seek reimbursement from Juniper Networks for an approved activity, then the Partner must submit to Juniper Networks (i) (ii) (iii) A Claim, and All supporting details/documentation requested by Juniper Networks to support the Claim in order to allow the Claim to be fully audited and approved no later than sixty (60) days after the completion date of the approved activity. The supporting details/documentation must include, at a minimum. The Required Activity Proof of Performance (POP) The ROI Metrics Partners located outside the US should also submit an invoice to Juniper for the appropriate reimbursement amount For Partners located outside the Americas, this invoice should be addressed to the Juniper Netherlands entity: Juniper Networks International B.V., Boeing Avenue 240, 1119 PZ Schiphol-Rijk, The Netherlands. VAT ID: NL B01. For Partners located in countries in the Americas, but outside the US, this invoice should be addressed to Juniper Networks Accounts Payable, 1133 Innovation Way, Sunnyvale, CA All invoices for Partners outside the US should include both the Juniper and the Partner VAT ID numbers. Juniper Networks, Inc. 5

6 Partners located in Israel are required to mail the original Partner to Juniper invoice to the following address: F.A.O. Amit Bar Dagan Cohen, Juniper Networks, 9 Hamenofim Street, PO Box 12440, Akerstein Towers, Herzelia, Israel. The supporting details/documentation for a Claim must be sufficient to enable Juniper Networks to verify that the Partner paid for the activity, the amount claimed is equal to or less than what the Partner paid, and that the activity was executed after the project was approved, and on or before the completion date approved by Juniper Networks. Unless authorized in advance and in writing by Juniper Networks, MDF will only be reimbursed to a Partner in accordance with these MDF Program Requirements. Claims may not be for more than the total amount of the final approved activity and/or for more than the amount the Partner paid for the activity. Claims will only be reimbursed for up to the approved amount. Only eligible activities will be processed for reimbursement. All approved projects require specific Proof Of Performance (POP) documents for valid Partner reimbursement, including invoices detailing activities conducted by third party vendors. Any reimbursement Claim using internal resources must: Have been approved when the project was submitted Note use of internal resources in the project description Include a quotation giving a breakdown of costs State how such costs have been determined (third party invoice or internal cost breakdown) No project will be approved without the Partner specifying what costs will be charged and specifically how such costs will be determined. The POP in this instance must include an internal Partner to Juniper invoice with itemization of how such charges were determined which can be compared to the information submitted in the project description. Juniper approval of self-conducted, in house activities is provided on a selective basis. Activities may not take place outside of the project start and project completion date timeframe (as indicated at time of project entry), unless an alternate start date is listed in the project description field and approved by Juniper. Juniper Networks reserves the right to (i) inspect or audit Your records and any information submitted by You in connection with the MDF Program, (ii) verify, including, but not limited to, the Claims, (iii) request additional details and documentation for a Claim, and (iv) make the final determination as to whether or not a Claim complies with the Terms and Conditions. Partner agrees to reasonably cooperate, at Partner s own cost, with the inspection or audit. Unless otherwise prohibited by law, such audit may include contacting the vendor who delivered the services or activities or the customers who attended events or otherwise participated in such activities. Under no circumstances may a Partner deduct the amount of the Claim from an invoice payment to Juniper. Partner is responsible for all taxes on MDF activities. Certain tax payments incurred with MDF activities are eligible for reimbursement. Taxes eligible for reimbursement are limited, to the following and should be included within the project estimate and claim documentation: US Sales tax Partners located in the Netherlands may charge and be paid 21% Dutch VAT on the MDF related invoices to Juniper Networks International B.V. Juniper Networks, Inc. 6

7 Partners located in Turkey may charge and be paid 18% VAT on the MDF related invoices to Juniper Networks International B.V. Partners located in Russia may charge and be paid 18% VAT on the MDF related invoices to Juniper Networks International B.V. Claims must list tax in both USD and the local currency. Partners shall, upon request, provide Juniper with access to Partners original paper invoices, if required, to support a tax audit or regulatory request. 8. Excise Documentation Payments will not be issued until all appropriate tax documents are completed and received by Juniper Networks. The following forms must be completed and submitted by all Partners participating in the MDF program: W-8 Partners located outside of the United States should complete the appropriate form located in the Help and Documentation section of the online MDF Tool. 1. Complete US withholding tax questionnaire and determine appropriate W8 form to complete, submit signed copy of W8 every three years directly to supplier maintenance via at supplier-maintenance@juniper.net 2. Submit original signed W8 every three years directly to this address: Juniper Networks, Inc., Attn: Supplier Maintenance P.O. Box 3808 Sunnyvale, CA 94088, USA W-9 United States based Partners or vendor submits a signed copy of W9 to supplier-maintenance@juniper.net. See appropriate forms located on the MDF site under Help and Documentation. 9. Legal Compliance Certain items, including but not limited to the following, are not permitted and will not be reimbursed: travel (air, taxi, shuttle, etc.) hotel/lodging accommodations telecommunications costs Second, because international anti-bribery laws prohibit Juniper from providing excessive gifts, hospitality and entertainment to Public Officials or employees of any government agency or government controlled organization; these guidelines will impose the following reimbursement standards for government recipients (see definition below): 1. No gifts to Public Officials of more than $50 (USD value) 2. No meals (including food and all beverages) to Public Officials of more than $150/person (USD value) 3. No entertainment expense (e.g. sporting events, golf, leisure activities) for government recipients of more than $100/person (USD value) Juniper Networks, Inc. 7

8 For purposes of these Program Requirements, wherever the term Government Recipient or Public Official is used, it refers to not merely any elected or appointed official or employee of a government agency but also any employee of a commercial entity that is government controlled or owned; a state-owned entity (SOE). It is important that all participants in the MDF Program recognize that employees of many types of organizations meet this definition of Government Recipient or Public Official. Notable examples include public schools and universities, telephone companies, hospitals and healthcare organizations, military, and police. Participants in the Program will be expected to accurately identify and disclose the proposed attendance of any Government Recipient/Public Official at a Juniper MDF funded program. The invitation of a government employee to an event where the cost per person is in excess of the gift, meal, or entertainment thresholds for government recipients is non-compliant, and may not be reimbursed at the time of claim. All MDF expenditures must be thoroughly documented and accurately recorded. Juniper MDF funds must be expended on the activities proposed and approved and not for any other purposes or activities. If a change to the proposed activity is necessary, it must be disclosed immediately and the actual event conducted must be consistent with the record. To make a change to a proposed activity, please the MDF Helpdesk. 10. Eligible Activity Definitions The table below lists each eligible activity type and the detail required in relation to: reimbursable expenses; project description requirements; and proof of performance (POP) requirements. For each project, Partner will be required to certify compliance with the MDF Terms & Conditions, MDF Program Requirements, and, if applicable, Salesperson Incentives Requirements. Activity Definition & Expenses Project Description Requirements Proof of Performance (POP) Requirements Advertising-Print & Broadcast Advertising, billboards, television, radio, newspapers, catalogs, press releases. Assets must include the Juniper logo. Up to 100% of agency fees, concept development, design, copy writing, web space fees, search engine marketing fees, image purchases, media placement costs, script development, and production costs. Describe media type (e.g. billboard, television) and provide the name(s) of the publication(s) (e.g. Infosec Magazine) Target audience of publication (e.g. Industry (finance, government, public, heath), executives, technical, sales) Estimated timeframe (e.g. running July 2016 through September 2016) Third party invoice, showing ad date, net rate less all discounts and rebates, total cost of media space and development costs. Copy of final print advertisement or broadcast script Advertising-Web Advertising-Social Advertising via the web, banners, search engines. Assets must include the Juniper logo. Up to 100% of agency fees, concept development, design, copy writing, web space fees, search engine marketing fees, image purchases, media placement costs, script development, and production costs Marketing using social media, to include: concept development, design, copy writing, web space fees, search engine marketing fees, image purchases, media placement costs, script development, and production costs. Describe the media type (e.g. web pages) Target audience (e.g. Industry (finance, government, public, heath), executives, technical, sales) Estimated timeframe (e.g. running July 2016 through September 2016) Describe type of social media being used (e.g. Twitter, Facebook, Linked-In, Blogs) Target audience, subject matter being included Estimated time frame (e.g. one-off, spread Third party invoice, showing ad date, net rate less all discounts and rebates, total cost of media space, and/or web design and development costs. Copy of final internet ad or web content. Third party invoice, showing ad date, net rate less all discounts/rebates, total cost of media space and/or web design and development costs. Copy of content created Juniper Networks, Inc. 8

9 Up to 100% of agency fees, concept development, design, copy writing, web space fees, search engine marketing fees, image purchases, media placement costs, script development, and production costs. over a period of time) Collateral Printed materials used to promote Juniper s products, services, and solutions. Examples include brochures, data sheets, reference cards, case studies, and white papers. Assets must include the Juniper logo. Concept, design, production costs to purchase existing Juniper or develop co-branded collateral. Content (e.g. brochures, data sheets, reference cards, case studies, and white papers) Title/subject being printed (e.g. link to sales play, strategic initiative, solution, product) Target audience for printed material Use (e.g. distributed by Partner at trade show, event, or customer site) Third party invoice, detailing costs associated with the collateral. Copy of the relevant collateral and supporting developed materials. Traditional Mail The delivery of co-branded printed marketing material via postal mail that promote Juniper s products, services, and/or solutions. Assets must include the Juniper logo. Examples include fact sheets, postcards, invites, announcements, promotions, letters, and brochures. Design, development, and fulfillment costs including copy writing, photography, printing, postage, list rental fees, and mailing fees. Content (e.g. fact sheet, postcard, invite, announcement, promotion, letter, brochures) Target audience (e.g. specific industry sector, job function, geography, customer type) Estimated time frame (e.g. one-off, spread over a period of time) Third party invoice, detailing cost associated with the direct mail, quantity printed, quantity mailed and vendor used. Original example of the direct mail piece. Events- Customer The delivery of co-branded marketing material via electronic mail that promote Juniper s products, services, and/or solutions. Assets must include the Juniper logo. Contact lists should include first name, last name, company, title, postal address, address, and telephone number. Production costs including agency fees, design, copy writing, image purchase, web development, distribution lists, and campaign reports. Seminars, webinars, conferences, road shows, charity events or other events organized and planned by Partners and attended by customers (excludes business meetings at a customer s or prospect s offices and Training and Certifications as defined below). These activities, which may include general training, must provide the Partner an opportunity to showcase, promote, market, sell, and/or demonstrate Juniper s products, services, and/or solutions to prospective customers. Content (e.g. fact sheet, postcard, invite, announcement, promotion, letter, brochures) Target audience (e.g. specific industry sector, job function, geography, customer type) Estimated time frame (e.g. one-off, spread over a period of time) Any campaign performed in house must be specified in the Project Description for project approval Type (e.g. seminar, webinar, conference), dates, and location (e.g. venue, city) of event Objective, subject matter/content, and agenda Target audience and expected number of attendees o Public officials or State or entities if known o If individual invitees are known: List of all invitees, including their names, Third party invoice, detailing cost associated with campaign including quantity mailed and vendor used. If this is an in-house campaign an internal invoice is acceptable. Original example of the . Third party invoices detailing event costs (e.g. signage, displays, joint marketing, event location rental, food and beverage, etc.) and cost per attendee (total MDF project cost divided by number of attendees) Event description, location, and dates. List of all attendees, including their names, titles, and full company names, and identification of any Public Official attendees. Juniper Networks, Inc. 9

10 Gifts, Giveaways, and Prizes or Promotional Merchandise should be submitted on a separate MDF request and referenced in the Project Description as an associated Project. Facility rental, audio-visual equipment rental, food, and beverage. Cost of developing printed/electronic material required to promote/ support the event. titles, and full company names. o If all individual invitees are not yet known: List of full company names o If attendees or companies are not known, target industry segment and number of participants must be included Itemized meal and entertainment costs per attendee per day (total cost of each expense per day divided by estimated number of attendees) List number of Juniper employees expected to participate in or attend the event. Project ID number for any Gifts, Giveaways, and Prizes or Promotional Merchandise related to this Event One of the following: Image, signage sample or display used, showing the Juniper Networks logo. Copy of event presentation featuring Juniper. Copy of event invitation and agenda showing Juniper s participation in the event. Events- Partner Events organized, planned, and attended by Partner employees, not customers (excludes Training & Certifications as defined below). These activities, which may include general training, provide the opportunity to showcase, promote, market, sell, and/or demonstrate Juniper s products, services, and/or solutions to employees of the Partner. Floor Days, partner workshops, Sales kick-off meetings are included if they meet the criteria above. Gifts, Giveaways, and Prizes or Promotional Merchandise should be submitted on a separate MDF request and referenced in the Project Description as an associated Project. Facility rental, audio-visual equipment rental, food, and beverage. Cost of developing printed/electronic material required to promote/ support the event. Type (e.g. Floor days, Partner workshops, Sales kick-off meeting), dates, and location (e.g. venue, city) of event Objective, subject matter/content, and agenda Expected number of attendees o List of all invitees that are Public Officials o If all individual invitees are known: List of all invitees, including their names, titles, and full company names. o If all individual invitees are not yet known: List of full company names. Itemized meal and entertainment costs per attendee per day (total cost of each expense per day divided by estimated number of attendees) List number of Juniper employees expected to participate in or attend the event. Project ID number for any Gifts, Giveaways, and Prizes or Promotional Merchandise related to this Event Third party invoices detailing event costs (e.g. signage, displays, joint marketing, event location rental, food and beverage, etc.) and cost per attendee (total MDF project cost divided by number of attendees) Event description, location, and dates. List of all attendees, including their names, titles, and full company names, and identification of any Public Official attendees. One of the following: Image, signage sample or display used, showing the Juniper Networks logo. Copy of event presentation featuring Juniper. Copy of event invitation and agenda showing Juniper s participation in the event. Events-Customer Tradeshow Tradeshows and other shows attended by end customers not sponsored or organized by Partner (excludes business meetings at a customer s or prospect s offices and Training & Certifications as defined below). These activities must provide the Partner an opportunity to showcase, promote, market, sell, and/or demonstrate Juniper s products, services, and/or solutions to employees of the Partner or prospective customers. Gifts, Giveaways, and Prizes or Promotional Event title, objective, subject matter/content, target audience, dates, and location (e.g. venue, city) of event Partner involvement (e.g. booth, presentation) and any Juniper involvement or participation If requesting funds for sponsorships, include partnership sponsor levels and what they include o Provide web link or document Third party invoice detailing event costs (e.g. signage, participation fee, booth rental, displays, joint marketing). Event title, description, location, and dates. One of the following: Image, signage sample or display used, showing Juniper Networks logo. Copy of event presentation featuring Juniper. Copy of event invitation and agenda Juniper Networks, Inc. 10

11 Merchandise should be submitted on a separate MDF request and referenced in the Project Description as an associated Project. Sponsorship or registration fees, booth rental, leads retrieval system, audio-visual equipment rental, food, and beverage. Costs of developing printed/electronic material required to promote and/or support the event. containing information regarding the sponsorship levels o Identify the level of sponsorship requested o List of benefits/items included as part of sponsorship and recipients of benefits/items List number of Juniper employees expected to participate in or attend the event. Project ID number for any Gifts, Giveaways, and Prizes or Promotional Merchandise related to this Event showing Juniper s participation in the event. Promotional Merchandise Merchandise, items, or gifts permanently imprinted with the Juniper logo or Juniper- Partner co-branded logo including, but not limited to, t-shirts, sweat-shirts, golf shirts, hats, pens, key rings, backpacks, messenger bags, duffle bags, notebooks, coffee mugs, and calendars. Promotional merchandise may not exceed fifty ($50.00) US dollars per person if it is: For an event not organized or planned by the Partner (e.g. Events-Customer Tradeshow) For a Government Recipient For stocking purposes and not associated with a specified event Promotional Merchandise Detailed description of Promotional Merchandise - must be branded with Juniper Logo in a permanent fashion Use (e.g. stocking purposes, distribution at Events-Customer, Events-Partner, or Events-Customer Tradeshow) and intended recipient Cost per item and any fees which may be paid to acquire such promotional merchandise Project ID number for any event or activity associated with the Promotional Merchandise Third party invoice, detailing quantity and costs of Promotional Merchandise item purchased (e.g. shirts, pens) Image of the Promotional Merchandise showing the Juniper Networks logo (designs are not acceptable image of final product is required and logo must be permanently affixed to the item; e.g., not affixed via sticker) Provide confirmation any Promotional Merchandise (i) distributed by Partner at Events-Customer Tradeshows or any other event not organized and planned by Partner, (ii) distributed to any Public Official, or (iii) requested for stocking purposes and not associated with a specified event does not exceed fifty ($50.00) US dollars per person. Provide confirmation that Partner is in compliance with any applicable value thresholds imposed by other countries or organizations Gifts, Giveaways or Prizes Merchandise, items, or gifts not permanently imprinted with the Juniper logo or Juniper- Partner co-branded logo. Cash and cash equivalents (e.g. Visa/AMEX gift cards) are not allowed. Gifts, Giveaways or Prizes Detailed description of Gifts, Giveaways or Prizes Use (e.g. distribution at Events-Customer, Events-Partner, Events-Customer Tradeshow,) and intended recipient Cost per item and any fees which may be paid to acquire such promotional merchandise Project ID number for any event or activity associated with this Gift, Giveaway or Prize Third party invoice, detailing quantity and costs of Gifts, Giveaways or Prizes purchased Statement of how the winner or recipient of any Gifts, Giveaways, or Prizes was selected and identification of any winner s or recipient s name, title, full company name Project Number and Claim number for the event or other MDF activity associated with the Gifts, Giveaways or Prizes If Gifts, Giveaways or Prizes exceed $50.00 USD per unit, confirm that there will be no government recipients Provide confirmation that Partner is in compliance with any applicable value Juniper Networks, Inc. 11

12 thresholds imposed by other countries or organizations Image of the Gifts, Giveaways or Prizes merchandise Serial number(s) if the item is more than $250 and contains a serial number Telemarketing The delivery of co-branded advertising messages via telephone that promotes Juniper s products, services, and/or solutions. Telemarketing scripts should mention Juniper Networks by name at least twice. If the telemarketing campaign features more than one vendor, Juniper Networks must be mentioned the same number of times as the other vendors at a minimum. Contact lists should include first name, last name, company, title, postal address, address, and telephone number. Objective (e.g. recruit new resellers, sell a specific product/solution) Target audience Estimated time frame (e.g. one-off, spread over a period of time) Identify the entity/individual to conduct the campaign and how will results be measured Third party invoice detailing costs (e.g. such as the number of calls, contacts made, and number of orders placed or expected success rate) associated with telemarketing campaign. Image of the telemarketing script or document related to callout dialogue Agency fees, script development, telephone list rentals or purchase, charges for placing calls (including long distance or toll-free numbers), campaign reports. Network Assessments Proactive presale network assessments are aimed at uncovering incremental opportunities for Juniper technology in a customer s infrastructure. The opportunities uncovered should be a substantial multiple of the costs to do the assessment. MDF cannot be used to subsidize an engagement the Partner is charging to deliver or has quoted to the customer as a fee based service. Cost of professional services required to carry out an assessment of the Customer s existing network. This cannot be delivered or reimbursed if it is part of a larger engagement for which the customer is being billed, or to deliver free services as part of a product sale. Target customer(s) and if any such customer is a government entity, SOE or funded by a government entity Outline Partner approach to increase customer comfort level with and transition to Juniper technology Potential sales opportunities/pipeline expected to result from the assessment Estimated time frame (e.g. one-off, spread over a period of time) Provide confirmation the assessment is not used to deliver services for which the Partner earns revenue or to provide to a customer to subsidize a revenue opportunity A copy of the statement of work between the Partner and the customer outlining the scope of the assessment. Proof of completion of assessment from the beneficiary of assessment; the customer (including date of completion). A copy of the Partner s formal report to the customer following the completion of the network assessment Partner cost of the assessment, not the price which would be charged to a customer Multi-element Campaign (Americas & Global only) More than one activity included in a single plan. This activity type is typically utilized by larger Partners that plan on a semi-annual or annual basis. However, these programs are still restricted to commitments lasting no more than 90 days. The project description must define each activity included in the Multi-element Campaign along with the required supporting documentation for each activity. Agency fees, concept development, design, copy writing, web space fees, search engine marketing fees, image purchases, media Target audience, including estimated number of customers being targeted Content, overall objective(s) (e.g. breakdown of each activity and how they fit together) Cost breakdown and estimated ROI for each activity of the Multi-element Campaign and all items required under each MDF activity included in the Multielement Campaign (i.e. if a Events- Customer is included, all items in the Events-Customer category must be Copy of the marketing agreement detailing campaign activities completed and associated costs. All documentation and relevant Proof of Performance for all activities included in the Multi-element Campaign Any third party invoices for any activity of the Multi-element Campaign Juniper Networks, Inc. 12

13 placement costs, script development, list rental, production costs, printed/electronic campaign material. provided in the project submittal) Funded Head Sales & Program Management Partner s headcount (employed by or contract employee of the Partners) dedicated to selling, marketing or managing Juniper products within the Partner activities. This includes sales engineers, sales, and professional services personnel as well as marketing or sales program specialists. The Funded Head cannot take direction from Juniper, have access to Juniper systems and offices, attend Juniper staff meetings on a regular basis, etc. These Funded Heads must work solely at the direction of the Partner and be treated by Juniper as we do any employee of a Partner in a similar role. It is anticipated that such funding will be temporary (less than twelve months) as the employee ramps to full productivity. Cost of funded head sales employee s salary and benefits (at benefit rate provided and approved in the project description) based on a percentage of dedication to Juniper-only activities. Travel and expenses will not be reimbursed. SOW, describing the role and responsibilities of the Funded Head, including specific MBOs for the quarter Itemize the elements of compensation (salary and benefits, including benefit rates) Unless otherwise prohibited by law from providing such information, name of Funded Head if known and expected time of employment Provide original date individual became a Funded Head If the Funded Head exceeds twelve months of MDF funding, must have written approval of extension from Juniper Theater Channel lead Itemized invoice indicating the total amount of the Funded Head(s) for the quarter with a calculation showing how the Funded Head costs have been established (proof of costs for given time period). Approved MBOs and progression made against the MBOs for the quarter. The document must clearly show the progression against the original objectives. Evidence of the amount paid to the Funded Head, which must equal or exceed the amount billed to Juniper, and, unless otherwise prohibited by law from providing such information, includes Funded Head name and period of employment during the project period. Pay stubs are preferred. A letter signed by an authorized Partner Human Resources representative on Partner stationery stating that Partner paid the Funded Head more than or equal to the amount Partner is billing Juniper is also acceptable. If the Human Resources letter is delivered to Juniper via , such must be sent from a Partner registered address. Third party invoice if the Funded Head is a contractor. Funded Head Technical Partner s headcount (employed by or contract employee of the Partners) dedicated to solution development incorporating Juniper and third party products with Partners services. The Funded Head cannot take direction from Juniper, have access to Juniper systems and offices, attend Juniper staff meetings on a regular basis, etc. These Funded Heads must work solely at the direction of the Partner and be treated by Juniper as we do any employee of a Partner in a similar role. It is anticipated that such funding will be temporary (less than twelve months) as the employee ramps to full productivity. Cost of funded head technical employee s salary and benefits (at benefit rate provided and approved in the project description) based on a percentage of dedication to Juniper-only activities. Travel and expenses will not be reimbursed. SOW, describing the role and responsibilities of the Funded Head, including specific MBOs for the quarter Itemize the elements of compensation (salary and benefits, including benefit rates) Unless otherwise prohibited by law from providing such information, name of Funded Head if known and expected time of employment Provide original date individual became a Funded Head If the Funded Head exceeds twelve months of MDF funding, must have written approval of extension from Juniper Theater Channel Sales lead. Itemized invoice indicating the total amount of the Funded Head(s) for the quarter with a calculation showing how the Funded Head costs have been established (proof of costs for given time period). Approved MBOs and progression made against the MBOs or sales achieved for the quarter. The document must clearly show the progression against the original objectives. Evidence of the amount paid to the Funded Head, which must equal or exceed the amount billed to Juniper, and, unless otherwise prohibited by law from providing such information, includes Funded Head name and period of employment during the project period. Pay stubs are preferred. A letter signed by an authorized Partner Human Resources representative on Partner stationery stating that Partner paid the Funded Head more than or equal to the amount Partner is billing Juniper is also acceptable. If the Human Resources Juniper Networks, Inc. 13

14 letter is delivered to Juniper via , such must be sent from a Partner registered address. Third party invoice if the Funded Head is a contractor. Sales Tools Any web-based, software based, or printed tool developed to assist Partners in their efforts to promote Juniper products, services, and/or solutions. Examples include case studies, ROI calculators, and mobile applications. Promotional Merchandise is not considered a Sales Tool Costs associated with developing Sales Tools dedicated exclusively to Juniper Networks. Type of Sales Tool being produced, target audience Volume being produced and timeline for production If license for a Sales Tool is to be purchased, time period license is valid (perpetual, 1-year subscription, etc.) If Sales Tool is developed, state how the estimated costs of development were determined and how the actual costs will be tracked and submitted for Claim Original third party itemized invoice(s) detailing developing and maintaining Sales Tool costs or the costs of such licenses/subscriptions or maintenance agreements. Link to website with screenshot of the website, image of tool(s) created Seed Units or Software / Demonstration Equipment Partner s purchases of Juniper hardware and software products to be used in Partner s labs for customer engagements, solutions testing, or demonstration purposes. Partners must utilize Juniper s NFR or seed unit program. The products cannot be used in a production environment to deliver services for which the Partner earns revenue or to provide to a customer to subsidize a revenue opportunity and cannot be resold within 18 months of Partner purchase. Used product may not be represented or sold as new product. Software is not for resale. Juniper equipment or software that is not intended for use in a production environment or for resale and is intended to be used for more than one opportunity and purchased from Juniper or one of its authorized distributors Bill of Material, including COGS for Alliance Partners Quote from Juniper or an Authorized Juniper Distributor with net price after all discounts for the Bill of Materials. It is expected the Partner will utilize Juniper s Not for Resale (NFR) program to purchase any such products and at a minimum the NFR discount will be reflected in the quote. Provide information regarding expected use of the product and confirm the product will not be used in a production environment to provide services, resold within 18 months, or represented as new if resold Original or copy of the itemized invoice from Juniper or authorized Juniper distributor showing the equipment purchased which at minimum must have utilized the not for resale or demonstration discount offered by Juniper. Seed Units Reporting Only Internal to Juniper only to track COGS. The products cannot be used in a production environment to deliver services for which the Partner earns revenue or to provide to a customer to subsidize a revenue opportunity and cannot be resold within 18 months of Partner purchase. Used product may not be represented or sold as new product. Software is not for resale. Up to 100% of agency fees, concept development, design, copy writing, web space fees, search engine marketing fees, image purchases, media placement costs, script development, and production costs. Juniper Networks, Inc. 14

15 Seed Unit Services Seed Unit Services Reporting Only Professional and maintenance services used for installation, maintenance, and interop testing of Seed Units or Software/Demonstration Equipment and training of Partner professional services employees in the design and implementation of Juniper solutions by qualified and certified professionals. These services cannot be used to subsidize a specific opportunity and cannot be provided to any government, or state-owned entity. Cost of the professional and/or maintenance services used for the installation, maintenance and interop testing of Seed Units or Software/Demonstration Equipment and training of Partner professional services employees in the design and implementation of Juniper solutions by qualified and Juniper certified professionals. Internal to Juniper only to track COGS for services specifically used for Seed Units purchased in compliance with Juniper s MDF Program (not to be used to subsidize a specific opportunity, or to provide services for which the Partner earns revenue). Detail of how professional or maintenance services will be used (e.g. installation, testing or training of MDF gear etc.) Estimated time frame (e.g. one off or over a specific period of time) Provide confirmation Seed Unit Services will not be used to subsidize a specific opportunity and will not be provided to any government or state-owned entity. Identification of any intended customer or third party who will receive benefit from Seed Unit Services other than the Partner Original third party itemized invoice(s) from Juniper or Juniper certified professional detailing Partner cost of maintenance/professional service Provide confirmation these services were not used to subsidize a specific opportunity and were not provided to benefit any government, SOE or government owned entity. Training & Certifications Partners training & certifications expenses, including registration and testing fees, testing voucher fees, instructor fees, webcast, telecommunications, video conference, and facility costs only for Juniper product and services sales, technical, and process training (offered by Juniper and Partners authorized by Juniper to provide such courses), or anticorruption and antitrust training offered or endorsed by Juniper Networks. Such training is for Juniper Partners and/or their customers only. Floor days, Partners workshops, and all other training are not considered Training & Certifications, but instead shall be considered Events-Partner. Juniper employee training is not included. Training & Certifications invitees that are employed by any government or state-owned entity must be noted in the project description. Gifts, Giveaways, and Prizes or Promotional Merchandise should be submitted on a separate MDF request and referenced in the Project Description as an associated Project. Tuition for Juniper Networks training courses or the costs associated with delivering Juniper Type (e.g. technical training, course type) title, objective, and content of training. Training credits and/or certification vouchers from an approved Juniper training vendor is also acceptable. Target audience and expected number of attendees - List of all invitees that are Public Officials - If all individual invitees are known: List of all invitees, including their names, titles, and full company names. - If all individual invitees are not yet known: List of full company names. Itemized training cost per person and meal cost per person per day, if any Certification or other testing included as part of the course Estimated month/time frame over which activity will take place Project ID number for any Gifts, Giveaways, and Prizes or Promotional Merchandise related to this Training & Certification Third party itemized invoice showing cost of training, certification, and curriculum. Multiple invoices covering different students attending one training class may be submitted for the same Claim. If food and beverage provided, itemized invoice for such items, total cost, and cost per attendee must be provided. Dates and locations of the training must be provided. List of all attendees, including their names, titles, and full company names and identification of any Public Official attendees. NOTE: If project is for the purchase of training credits and/or certification vouchers from an approved Juniper training vendor, then only the third party invoice to evidence the cost paid is necessary. (Training dates/locations & attendee lists not required for claim submission.) Juniper Networks, Inc. 15

16 Networks Partners training. Salesperson Incentives Awards or financial incentives provided to Partners Sales organizations for successfully selling Juniper products, services or solutions. Incentives can take the form of: spiffs, bonuses, vouchers, prizes, and contest rewards. Partners must provide the awards directly to individual members of their sales organization. Incentive programs should not exceed 90 days. Partners that are owned or funded by any government, SOE or government owned entity are not eligible for Salesperson Incentives. Salesperson Incentives should not duplicate partner incentives provided by Juniper. Awards in the form of trips, travel, or paid vacations are not eligible for MDF reimbursement. Incentives to train or certify Partners sales organization are also not eligible for MDF reimbursement. Tracking and reporting of results must be performed by the Partner. REQUIRED: pre-approval of all Salesperson Incentives activities by Juniper Finance prior to project entry in the MDF Tool. Partners must print and complete the following Salesperson Incentive document, with assistance from their Juniper PAM: Guidelines.pdf, then upload it to the project before project submission. Objective (i.e. what is the Partner trying to achieve?) Measurement (i.e. how is the Partner going to measure the success of the Salesperson Incentive?) Eligibility (i.e. who is going to participate and how many people are eligible to receive the Incentive payout?) Type (i.e. what type of reward - spiffs, bonuses, vouchers, prizes, contest rewards; travel expenses not included) Estimated time frame (e.g. one-off, spread over a period of time) Must attach the template which has been pre-approved by Juniper Finance Description of the Salesperson Incentive and objectives agreed upon with Juniper Networks. List of all employees receiving an incentive payment, the results by employee which qualifies the employee for the payment and the date such payment was made to the employee. Provide written confirmation from your Juniper Networks representative that the mutually agreed upon objectives of the incentive have been achieved. Original third party itemized invoice(s) detailing cost or if internal to the Partner, invoice showing how much was paid out, date paid, with the attached list of all participants earning the incentive Provide confirmation the Partner is not funded or owned by any government or state-owned entity Cost of salesperson Incentive programs devoted exclusively to increasing sales of Juniper products and solutions. 11. Required Activity Return on Investment (ROI) Metrics The table below lists the metrics Juniper requires for each activity type when entered in MDF Tool. Activity Type Metric 1 Metric 2 Metric 3 M: Advertising Print & Broadcast # ads run/ copies distributed # responses # of qualified leads M: Advertising - Web # downloads # views # of qualified leads M: Advertising Social # responses # qualified leads M: Collateral # assets created # distributed # downloaded Juniper Networks, Inc. 16