Extreme Development Funds Global Partner MDF Program Guide EDF PROGRAM OVERVIEW

Transcription

1 Extreme Development Funds Global Partner MDF Program Guide EDF PROGRAM OVERVIEW

2 PROGRAM OVERVIEW EDF Program Overview TABLE OF CONTENTS EDF Program Overview... 2 Funds Eligibility... 3 Eligibility and Usage Proof of Performance and Return on Investment Metrics Eligible Activities... 4 Ineligible Activities... 5 Rules for Requesting and Claiming... 6 EDF Process At A Glance... 7 How to Use Extreme Development Funds (EDF) to Increase Demand for Your Business The Extreme Development Funds (EDF) program is a plan-based program that authorized Partners of Inc. (Extreme) may use to support the development of new and existing customer relationships. It enables partners to grow their Extreme business through external marketing campaigns, enablement and/or sales initiatives that generate demand for Extreme products. This will benefit both Extreme and the partner, and deliver a return on investment (ROI) greater than either party could achieve independently. Under the terms of the EDF program, Extreme will reimburse partners for a percentage of approved costs that the partner has incurred. Partners participating in the EDF Program will have access to an EDF Portal through PartnerNet that allows management of participation in the EDF Program, including viewing fund availability, submitting requests for Pre-Approvals (PA), and initiating claims for executed activities. Participating partners must accept the EDF Program Terms and Conditions in the EDF Portal prior to participating in the EDF Program. Return on Investment... 8 General Terms and Conditions... 9 EDF/Training Funds Administration and Support EDF Activity Matrix A partner that meets the following criteria during a particular fund period may participate in the EDF Program during that fund period.

3 Funds Eligibility Under Eligibility and Usage TABLE OF CONTENTS EDF Program Overview... 2 Funds Eligibility... 3 Eligibility and Usage Proof of Performance and Return on Investment Metrics Eligible Activities... 4 Ineligible Activities... 5 Rules for Requesting and Claiming... 6 EDF Process At A Glance... 7 Return on Investment... 8 General Terms and Conditions... 9 EDF/Training Funds Administration and Support EDF Activity Matrix All Diamond and Platinum level partners in good standing are eligible to participate in the EDF program. A partner in good standing will be compliant with EPN program level requirements such as training certifications, business plans, partnership promotion on company website and minimum sales revenue goals. The partner should schedule a marketing planning meeting with their Extreme Channel Representative to review past activities and results as well as review the current proposed marketing plan. The marketing plan will include strategic goals, proposed activities, and the ROI metrics by which the activities will be measured. Business/ Marketing Plan templates can be found on PartnerNet. Marketing plans must be submitted in advance of EDF usage. Funding periods begin on the 15th of each fiscal quarter. EDF accruals will be split into two buckets based on the percentages below. EDF Funds are available for approximately 9 months and expire on the 15th of the expiring month. Training funds are available for approximately 3 months. Activities under each category are outlined in the EDF Matrix and will be pulled automatically from the corresponding bucket of funds. Funds can not be transferred from one bucket to the other. For questions please contact extremeedf@channel-fusion.com. EDF% ACTIVITY TYPE USAGE 80% Extreme Development Funds Demand Gen / Enablement / Awareness 20% Training Funds elearning Only Partners are required to obtain Pre-Approval (PA) of activities for which they intend to seek reimbursement. A Pre-Approval request must be approved via the EDF portal prior to any financial commitment of activity, and will not be approved after an activity has taken place. The process for obtaining a PA is described in more detail in the General Rules for Requesting and Claiming Funds section. Costs associated with activities undertaken without Prior Approval may not be reimbursed at Extreme s discretion. Activities may be granted a PA based upon strategic objectives, the activities ability to deliver incremental pipeline, net new sales opportunities and the expected return on investment (ROI). Proof of Performance (PoP) and Return on Investment (ROI) Metrics Partners must also provide proof of the funds spent against the claimed activity, and must provide information regarding the ROI. PoP may be used by Extreme to capture ROI for each funded activity. Each activity has different PoP requirements and ROI metrics, and further details are provided below under the EDF Eligible Activity Matrix. EDF will expire on the listed expiration date, typically after 9 months. Funds may be claimed by partners at any time throughout the funding period, but the funds expire on their listed expiration date.

4 Eligible Activities TABLE OF CONTENTS EDF Program Overview... 2 Funds Eligibility... 3 Eligibility and Usage Proof of Performance and Return on Investment Metrics Eligible Activities... 4 Ineligible Activities... 5 Rules for Requesting and Claiming... 6 EDF Process At A Glance... 7 Return on Investment... 8 General Terms and Conditions... 9 EDF/Training Funds Administration and Support EDF Activity Matrix Activities currently eligible for EDF reimbursement, along with their maximum reimbursement percentage, proof of performance requirements, and ROI metrics, are outlined in section 10 in the EDF Eligibility Activity Matrix. Funding for Eligible Activities is not guaranteed and is subject to approval by your representative. The final eligible reimbursable amount will be reflected in the approved PA request. reserves the right to change the Eligible Activities from time to time and partners should always refer to the EDF Program Guide published on PartnerNet to ensure they are using the latest version. Use of the logo or branding in an Eligible Activity (ex. promo item, direct mail piece, etc.) must first be reviewed and approved by your Extreme representative prior to final production to confirm the logo is used in accordance with branding guidelines. Unless otherwise noted, reimbursement per activity is typically reimbursed beginning at 50%, but the percentage can increase as determined by the EDF Eligible Activity Matrix, the partner business/marketing plan, and your representative, and is reflected in the Pre-Approval. offers partners ready-made marketing solutions and assets to leverage. Visit Demand Center on PartnerNet to view available programs, tools and marketing services. Extreme Development Funds (80%) DEMAND GENERATION ACTIVITIES Customer / Partner Event (DG) Executive Briefing Center Visit (DG) Direct / /Social Media Campaign (DG) Executive Briefing (DG) Integrated Sales & Marketing Campaign (DG) List Purchase/ subscription (DG) Sales Incentives (DG) Telemarketing Campaign (DG) Tradeshow (DG) ENABLEMENT AND BRAND AWARENESS NFR Demo Equipment (E) Sales Tools Development (E) Funded Headcount (E) Business Consulting Workshops (E) Extreme Specialization Program Certification Requirements (E) Extreme Partner Certification Training - Class Room Training (E) Search Engine Campaign (E) Advertising / Catalog Sponsorship / Banners (BA) Customer Literature / Collateral (BA) Content Syndication (BA) Promotional Merchandise (BA) Customer Case Study (BA) Web Page Creation (BA) Training Funds (20%) Partner Certification Training elearning only (please use new elearning voucher numbers only for reimbursement) EDF Program Overview 4

5 Ineligible Activities TABLE OF CONTENTS EDF Program Overview... 2 Funds Eligibility... 3 Eligibility and Usage Proof of Performance and Return on Investment Metrics Eligible Activities... 4 Ineligible Activities... 5 Rules for Requesting and Claiming... 6 EDF Process At A Glance... 7 Return on Investment... 8 General Terms and Conditions... 9 EDF/Training Funds Administration and Support EDF Activity Matrix EDF Will NOT Be Used to Reimburse the Following TRAVEL EDF cannot be used to reimburse any travel and associated travel expenses such as hotel, rental car, etc. except for the reasonable and customary expenses for end customer travel associated with Executive Briefings at the San Jose, CA, Raleigh, NC, Salem, NH locations or at an approved Solution Demo facility. Reference the EDF Activity Matrix for travel guidelines. Travel for any employee of a state-owned entity or government MUST have the approval of Legal representative before the invitation is extended to the customer. PARTNER OPERATING EXPENSES AND FACILITIES EDF cannot be used to reimburse a partner s day-to-day operating expenses and/or cost of facilities. ALCOHOLIC BEVERAGES will not reimburse for alcoholic beverages purchased separate from an event. Alcohol invoice must be from a restaurant/catering service and part of the overall event bill. CONSULTING EXPENSES Expenses incurred by partner sales engineers or partner consultants are not covered. Consulting expenses for lobbying (legislative or procurement) or sales generating consulting for public sector customers are not permitted and will not be approved. POLITICAL / CHARITY ACTIVITIES AND CONTRIBUTIONS There will be no funding of political or charity activities or contributions. ENTERTAINMENT ACTIVITIES Activities that include meals, sporting events, concerts, or other events that are predominantly social in nature are not covered by EDF. If entertainment is part of an approved activity and ROI can be measured to the events success then it can be approved. INFRASTRUCTURE EQUIPMENT EDF cannot be used for the purchase of infrastructure equipment or software unless its sole purpose is to demonstrate solutions to end user customers or prospects. RECLAIMABLE TAXES Invoices should be raised to either for the US jurisdiction or International Limited for the non US jurisdiction. Underlying taxes incurred by a partner are not eligible for reimbursement with EDF and should be excluded from the reimbursement claim. PAYMENTS TO THIRD PARTIES EDF is strictly prohibited for payments to third parties on behalf of Extreme, for goods or services not ordered by or for the benefit of the partner, or for any special arrangements driven by employees. EDF Program Overview 5

6 Rules for Requesting and Claiming TABLE OF CONTENTS EDF Program Overview... 2 Funds Eligibility... 3 Eligibility and Usage Proof of Performance and Return on Investment Metrics Eligible Activities... 4 Ineligible Activities... 5 Rules for Requesting and Claiming... 6 EDF Process At A Glance... 7 Return on Investment... 8 General Terms and Conditions... 9 EDF/Training Funds Administration and Support EDF Activity Matrix A partner with available EDF must follow these procedures to request and receive reimbursement for eligible activities: Submitting PA requests for each activity via EDF Portal is required. A PA must be submitted at least 7 days prior to activity start date. Any activity that takes place before a PA has been approved in the EDF Portal will be denied. PA approvals will be reviewed within 3 business days of submission. Once approved,the PA will be available until 60 days after the Activity end date, at which time the PA will expire. It is very important to make sure that accurate activity start and end dates are entered into the PA. All requests will be assigned a unique PA Number. This PA must be approved by before the activity can begin, and is valid only for the time period requested. Claims for reimbursement must be accompanied by the required Proof of Performance and ROI documentation (as specified in this document under the heading PoP/ROI Matrix ). If a claim is not submitted with all required documentation by the PA expiration date, the PA will automatically close and NOT be paid. If the PoP supporting documentation is less than the PA approved or claim amount,the claim will be paid out at the lesser amount upon receipt of the Partner s revised invoice to. Claims can be submitted for up to 25% more than the funds requested in the preapproval. Any amount exceeding 25% of the original approved amount will need to go back through the PA process. Claims submitted for a prefunded, not yet approved activity will not be approved under any circumstances. EDF is currently made available in USD. While EDF is made available by Extreme in USD, claims that are submitted in another currency will be translated to USD, and claim reimbursement will be calculated using the appropriate currency rate at time of claim. Reimbursement for approved claims that are accompanied by the required proof of performance will be paid within 30 business days of claim being approved for payment. Invoice from Partner should be uploaded in the claim for the exact amount in Total Claim Amount. Extreme billing address should be: N. AMERICA / LATAM / APAC EMEA, Inc. Ireland, Ltd Via Del Oro Rineanna House San Jose, CA 95119, USA Shannon Free Zone Shannon, Co. Clare, Ireland VAT No. IE B Invoices for claim reimbursement should ONLY be submitted in the EDF Portal,please do not submit these to our Accounts Payables department directly, otherwise this will hold up the payment processing.

7 EDF Process at A Glance ACTION TIMELINE PROCESS TABLE OF CONTENTS EDF Program Overview... 2 PARTNER SUBMITS PRE-APPROVAL (PA) 7 days prior to activity start date Activity start and end dates cannot extend beyond the day before funds are due to expire Funds Eligibility... 3 Eligibility and Usage PA REVIEWED BY EXTREME Approximately 2-3 business days from PA submission date Extreme representatives review PA. They may approve, deny, or request additional information from partner Proof of Performance and Return on Investment Metrics Eligible Activities... 4 Ineligible Activities... 5 IF PA APPROVED, PARTNER CONDUCTS ACTIVITY PARTNER SUBMITS CLAIM AGAINST PA Submit within 60 days after activity end date Partners are notified via PA is approved Amount / percentage of funding that is approved Partners are notified via PA is approved Amount / percentage of funding that is approved Rules for Requesting and Claiming... 6 EDF Process At A Glance... 7 Partners are notified via if claim is on hold due to missing or incomplete PoP along with the deadline to provide the information. Return on Investment... 8 General Terms and Conditions... 9 EDF/Training Funds Administration and Support EDF Activity Matrix CLAIM VALIDATION BEGINS Validation will occur within 5-10 business days of claim submission Length of validation process is determined by completeness of required information submitted. Incomplete or missing PoP or ROI will delay an approval. PoP or ROI that does not align with approved activity details or contains ineligible expenses or other questionable items may also impact the approval timeline. Partner notified via when claim is CLAIM AUDIT COMPLETE PA Reviewed by Extreme validated and payment is on its way Partners will be notified if claim expires before appropriate, incomplete or missing PoP is provided, or if claim submission is denied CLAIM IS PAID PA Reviewed by Extreme Claims are paid within 30 business days from the day the claim is validated

8 Return on Investment (RIO) TABLE OF CONTENTS EDF Program Overview... 2 Funds Eligibility... 3 Eligibility and Usage Proof of Performance and Return on Investment Metrics Eligible Activities... 4 requires partners to provide ROI metrics for marketing activities to measure the effectiveness of EDF investments. Partners must provide metrics via the EDF Portal twice during the process: Initial metric estimate is due at the time the partner submits the PA request Achieved, actual metrics are due at the time of claim submission Measurement of ROI activities under the Demand Generation category is expected to give 25:1 Pipeline ROI and 10:1 on Closed Revenue ROI. Please make sure to enter accurate number of leads. For details on deal registration please visit PartnerNet. The submitted ROI may be leveraged to make decisions for future funding. Partners are encouraged to submit accurate results in a timely manner to assist in funding discussions with your Manager. Ineligible Activities... 5 Rules for Requesting and Claiming... 6 EDF Process At A Glance... 7 Return on Investment... 8 General Terms and Conditions... 9 EDF/Training Funds Administration and Support EDF Activity Matrix... 11

9 General Terms and Conditions TABLE OF CONTENTS EDF Program Overview... 2 Funds Eligibility... 3 Eligibility and Usage Proof of Performance and Return on Investment Metrics Eligible Activities... 4 Ineligible Activities... 5 Rules for Requesting and Claiming... 6 EDF Process At A Glance... 7 Return on Investment... 8 General Terms and Conditions... 9 EDF/Training Funds Administration and Support EDF Activity Matrix As a reminder, under the terms of your partner agreement with you have an obligation to comply with all applicable laws, including but not limited to the anti-corruption laws such as the US Foreign Corrupt Practices Act. This means that neither you nor any of your agents may make any direct or indirect payments of anything of value for the purpose of obtaining business to any government official (including any person holding an executive, legislative, judicial or administrative office, whether elected or appointed, or of any public international organization, such as the United Nations or World Bank, or any person acting in any official capacity for or on behalf of such government, public enterprise or state-owned business), any political party or party official, any political candidate or any person or entity who you know will give part of the payments to any of the previously mentioned categories of people. If you have any further questions about the FCPA you may visit the Department of Justice s website at Any violation of these rules is subject to immediate termination of the Extreme EDF program and potentially the Partner Program. will not directly reimburse any 3rd party vendor on behalf of a partner. This is the sole responsibility of the partner. With respect to all personally identifiable information that it collects from customers and prospective customers, partners should understand and follow all applicable privacy laws and regulations. expects that a partner will have a posted privacy policy that governs its treatment of such information and is followed by partner, honor any opt-out requests in accordance with applicable law, and contact customers and prospective customers only in accordance with applicable law. If a partner agreement is terminated for any reason, will pay any outstanding claims, if already approved by up to the date of actual termination. On the date of termination, all funds will be removed, and any open Prior Approvals will be closed. Termination as an partner results in ineligibility in the EDF Program as of the date of termination. reserves the right to change the terms of the Extreme EDF Program or revoke the program at any time for any reason. In the event that the partner fails to comply with these Terms, reserves the right to reclaim any incorrect claims and the costs of an audit; exclude partner from EDF Program; or exclude partner from the EPN program or other applicable programs.

10 EDF / Training Funds Administration and Support TABLE OF CONTENTS EDF Program Overview... 2 Funds Eligibility... 3 Eligibility and Usage Proof of Performance and Return on Investment Metrics Eligible Activities... 4 Ineligible Activities... 5 Rules for Requesting and Claiming... 6 EDF Process At A Glance... 7 Return on Investment... 8 General Terms and Conditions... 9 Extreme has contracted Channel Fusion for global EDF program administration, including management of funds, activities and claims via their online portal, audits on claims. When necessary, Channel Fusion representatives may contact partners directly via phone or and also via automated s throughout various stages of the funding life cycle (e.g., PA-related s, claim related s, fund expiration notices, etc.) All information and documents provided by partners through the DEVELOPMENT FUNDS Portal are stored on secure servers and shared only between our 3rd party vendor and Extreme as part of the claims auditing and payment administration process. The information is not shared with third parties, except where required by internal audit and/or SOX compliance purposes. Extreme has a dedicated team of specialists available to support the EDF program. All inquiries should be submitted to your local resource or partnerprograms@extremenetworks.com Extreme s goal is to respond to inquiries and resolve issues as quickly as possible. While we aim to respond to inquiries within 24 hours of receipt and resolve issues within three business days, there may be circumstances that prevent us from meeting those timelines. EDF/Training Funds Administration and Support EDF Activity Matrix... 11

11 EDF Activity Matrix DEMAND GENERATION CATEGORY QUALIFICATION PRE-APPROVAL / ROI REQ. CLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES CUSTOMER OR PARTNER EVENT Customer / prospect or Partner Seminar / Webinar / Event hosted and driven by the partner focused on or a joint solution with an Technology Solutions Partner. Event must include a presentation by an employee, Partner representative or a customer speaking on behalf of Extreme. Minimum 30 minutes of content speaking time is required Original invitation and detailed agenda for event Identify confirmed Extreme presenter Invitation list Attendee list Photo displaying name or logo on a presentation, banner, event booklet, etc., showing Extreme representation Event: 50% standard reimbursement if Extreme is the sole vendor represented Up to 100% if the following criteria are met: is the sole vendor represented and speaking engagement with an subject matter expert to present &/or support event. If multiple vendors are represented, Extreme will reimburse a fair percentage based on the number of vendors. Partner ROI Guidelines: Events should consistently meet 20x investment ROI expectations or achievements of ROI expectations set by CAM during business planning logo must be used in accordance with guidelines found on and unaltered Attendee list must contain Company and Customer Names Exceptions made to 30 minute speaking requirement when the event is a table top, round table or speed meeting event. (Partner must enter table top, round table or speed meeting event in activity description to avoid claim being put on hold.) NOT ELIGIBLE: Booth purchase or construction booth rental is eligible TRADESHOW Participation in a tradeshow sponsored by a 3rd party, industry, or partner to promote and the sale of Extreme products. Copy of itemized sponsorship document with dollar amount Identify confirmed Extreme presenter Copy of itemized 3rd or fully executed sponsorship contract with dollar amount Attendee list if available List of leads generated from event Complete package of collateral - if applicable Photo of booth displaying Extreme branding Event: 50% standard reimbursement Up to 100% if the following criteria are met: is the sole vendor represented, Speaking Engagement with and executive (Sr. Director or above) or subject matter expert to present and or support event. Minimum 30 minutes of content speaking time is required CAM during business planning Attendee and lead list must contain Company Name, Customer Name NOT ELIGIBLE: Booth purchase or construction booth rental is eligible Attendee registration fees

12 DEMAND GENERATION CATEGORY QUALIFICATION PRE-APPROVAL / ROI REQ. CLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES DIRECT MAIL OR CAMPAIGN Creative development, production, printing and postage of direct mail or pieces, product flyers, postcard announcements, newsletters, and campaign materials Specific list purchase for purpose of mailing Copy of itemized 3rd party proposal showing insertion dates, publication name and total net cost showing insertion dates, publication name and total net cost Original sample/ photo or screenshot if internet based of direct/ campaign components and dates (displaying Extreme name or logo) Recipient list Free with Demand Center campaign tools 50% standard reimbursement if developed and executed by partner Or 50%- 100% if delivered with concierge (USCAN only) or regional marketing support from ROI Guidelines: in order to continuously reimburse activity, partners must consistently meet industry standards for ROI (2% click through rate) Annual or Quarterly list subscription services from reputable providers will be reimbursed up to 25% of the monthly/ quarterly invoice 1-2% direct mail response rate or ROI expectations set by CAM during business planning. INTEGRATED SALES AND MARKETING CAMPAIGN Integrated campaigns to drive partner and objectives including but not limited to: direct mail, , telemarketing, sales incentive, seminar, or other approved activities. List of all activities included in the Integrated Marketing Campaign must be submitted at time of PA and referenced at time of claim At claim, Proof of Performance (PoP)for each activity must be submitted 50% standard reimbursement Up to 100% depending on strength of plan proposed by partner and/or delivered with concierge (USCAN only) or marketing support from Extreme in APAC, LATAM and EMEA with guidelines found on PartnerNet; must be Attendee/Leads list must contain Company Name, Customer Name Sample(s) must be provided for quarterly activities being claimed. All documentation must specifically reference TELEMARKETING CAMPAIGN / APPOINTMENT SETTING Demand generation telemarketing campaigns conducted by an approved third party vendor on behalf of the partner. Must be Extreme focused or promote a joint solution with an Extreme Technology Solutions Partner. Telemarketing for the following: Appointment setting Guaranteed number of attendees to an event to be delivered by vendor Copy of draft telemarketing script Call list identifying target: name, company, job title (list of resulting leads and/ or attendees maybe provided in lieu of this) Copy of final telemarketing script 50% standard reimbursement for lead gen to develop BANT qualified leads Up to 100% if delivered with concierge (USCAN only) or regional marketing support from For appointment setting campaigns: Sliding scale of % based on performance against guaranteed appointment goal List must contain Company Name, Customer Name, and: Meeting date if appointment setting Registered attendees if event recruitment Lead designations if lead generation Event recruitment BANT lead gen Tele-chase follow up to direct marketing campaigns

13 DEMAND GENERATION CATEGORY QUALIFICATION PRE-APPROVAL / ROI REQ. CLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES EXTREME NETWORKS EXECUTIVE BRIEFING executive briefings for customers of Extreme partners held in San Jose, CA or Salem, NH, Raleigh, NC or an approved Solution Demo facility. Customer deal size must be in excess of $200,000 Number of customers attending Estimated Extreme Pipeline Attendee list Copy of all itemized receipts for lodging and transportation fare showing dates, cost and flight class Proof of invitation and detailed agenda for event 100% standard reimbursement Airfare coach/economy only Maximum reimbursement of 2 nights hotel stay, 3 nights for international Maximum 3 days car rental, 4 days for international Attendee list must contain Company Name, Customer Name Travel reimbursement is for customers only NOT ELIGIBLE: Meals, alcohol and entertainment activities outside of EBC visit. SALES INCENTIVES Partner sales incentive or SPIF to generate incremental revenue for indicated quarter, providing the incentive activity complies with guidelines and policies for reimbursement as well as local and international law Copy of incentive program, including rules, date of incentive activity, anticipated sales / revenues, awards structure, selection criteria, sales goals, eligibility requirements and award incentives Performance metrics on incentive program with Sales Rep Names, attainment, and total Payout amounts Copy of itemized invoices or 3rd party invoices/ receipts and/ or Point of Sale (POS) report Up to 100% Maximum of $25K Activities over $25k must obtain Sr. Director approval and of approval uploaded as proof of performance to claim Partner is liable for applicable income taxes or other as they apply in his/her region LIST PURCHASE / SUBSCRIPTION Custom contact discovery, list rentals or purchases, and subscription based services (Example vendor: Rain King) Target market and list parameters Company target list, if available Quantity of contacts expected 3rd party rental/ purchase name Custom contact discovery and list purchases: actual list of contacts developed List rentals: Copy of itemized invoices from rental agency showing insertions, dates, quantity. Standalone Lists: 50% for standalone list build not part of an integrated campaign 50%-100% if part of an integrated campaign ( , tele) deployed by Concierge or 25% for annual list subscriptions (ex: Rain King) Annual or Quarterly list subscription services from reputable providers will be reimbursed up to 25% of the monthly / quarterly invoice

14 BRAND AWARENESS / ENABLEMENT CATEGORY QUALIFICATION PRE-APPROVAL / ROI REQ. CLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES PARTNER SALES TOOL DEVELOPMENT Creation of sales tool (e.g. product guide cheat sheet, competitive matrixes) used to educate the partner to enable improved and faster selling of Extreme products and solutions Number of partner rep strained/ utilizing tool Draft copy must be reviewed and approved by Extreme Copy of completed sales tool verification from employee of approved copy 100% if is the sole vendor represented in the materials Partial reimbursement if multiple vendors are represented in materials All documentation must specifically reference CUSTOMER TRAINING INCENTIVES Training voucher incentive to develop customer knowledge and expertise with Extreme products. Copy of training incentive program, including rules, date of incentive activity, anticipated sales / revenues, wards structure, selection criteria, sales goals, eligibility requirements and award incentives Performance metrics on incentive program with Sales Rep Names, customer awards Copy of itemized invoices or 3rd party invoices/ receipts of training voucher purchase Name of Customers awarded training vouchers Up to 100% Maximum $25K Training voucher orders over $5k must obtain Channel Director approval and of approval uploaded as proof of performance to claim NOT FOR RESALE (NFR) EQUIPMENT Extreme equipment to be used for demonstration purposes to drive customer awareness and sales Approved quote from NFR Desk. Request Form found on PartnerNet Value of equipment ordered is in accordance with the NFR program Invoice from Extreme or Extreme Distributor for NFR equipment purchased List of NFR equipment serial numbers 100% up to $25K net price per fiscal year Demo gear Reimbursement is not to exceed 30% of overall EDF Funds accrued NFR program is for demo equipment only Internal use equipment and equipment customer proof-of-concept is not reimbursable via EDF, please contact your Extreme Account Manager for Proof of Concept process LOCALIZATION / TRANSLATION Third party translation of assets and campaigns that are not provided in partner s local language Asset to be translated Original invoice from3rd party 100% if marketing resources are not able to provide translation services

15 BRAND AWARENESS / ENABLEMENT CATEGORY QUALIFICATION PRE-APPROVAL / ROI REQ. CLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES CONTENT SYNDICATION 3rd Partner Outsourced Content Syndication Services (EXAMPLE: TechTarget) Reach/number of impressions/ number of views Number of downloaded assets or current internal expense rate card on file with Extreme Invoice Summary for amount to be reimbursed Original screenshot of the activity with related asset, featuring the components and the dates of the activity(displaying name or logo) 50% standard reimbursement as an individual activity 50% to 100% if activity is part of a multi touch integrated campaign Full copy of text including featured product(s) or solutions URL links to social sites If applicable, the appropriate Extreme ADVERTISING: CATALOG, SPONSORSHIP, BANNERS Promotional activities that involve: Advertisements in magazines, catalogs, newspapers, journals, online banner advertising and promotions, media broadcasts on radio and TV networks, videos, inserts and flyers in publications. Must include Extreme mention and/ or logo and call to action. Copy of proposal including insertion dates, publication name and total net cost Original sample displaying Extreme name or logo of magazine, newspaper, script, flyer, banner or video link featuring the ad and the date of publication showing insertion dates, publication name and to talnet cost Final sample of advertisement 50% standard reimbursement Up to 100% if part of Extreme campaign and unaltered All documentation must specifically reference audible announcement twice during any 30-second commercial segment is recommended Call to action: Web address with complete URL For any advertising sponsorships that exceed a duration of90 days, Partner must submit quarterly PAs and claim reimbursement on a quarterly basis. CUSTOMER LITERATURE OR COLLATERAL Any type of tool that will aid in the understanding and selling of Extreme products or solution service offerings to end users. This can include: Brochures, product guides, data sheets, white papers, and training presentations. Description of how asset will be used Copy of asset showing total net cost Sample of original finished literature 50% standard reimbursement Up to 100% if part of Extreme campaign All documentation must specifically reference

16 BRAND AWARENESS / ENABLEMENT CATEGORY QUALIFICATION PRE-APPROVAL / ROI REQ. CLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES EXTREME NETWORKS PROMOTIONAL MERCHANDISE Purchase promotional merchandise to promote and products. Quantity purchased Description of how merchandise will be used Photo or sample of the final promotional merchandise (must display Extreme logo) 50% standard reimbursement Up to 100% reimbursement may be approved if promotional merchandise is part of an approved partner sponsored activity promoting Extreme as the only vendor, pending Extreme s approval For public sector, customer gift rules/ limits must be considered before promotional merchandise can be offered (ex. U.S. Federal has a $20limit). SEARCH ENGINE PLACEMENT Purchase space on Internet search engines to increase hits to site(s) that promotes Extreme and products. Copy of proposal showing insertion dates and total net cost showing insertion dates and total net cost Keyword report (impressions, clicks, click- thru rate, cost/ click, etc.) 50% standard reimbursement 50% 100% if activity is part of a multi touch integrated campaign be used in accordance with guidelines found on the We recommend your campaign promotes an asset or strong call to action to optimize performance Original screenshot of the campaign, featuring the components and the dates of the campaign (displaying Extreme name or logo)

17 BRAND AWARENESS / ENABLEMENT CATEGORY QUALIFICATION PRE-APPROVAL / ROI REQ. CLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES FUNDED HEADCOUNT PROGRAM To create focus and dedication at the partner level so that both Extreme and the partner are able to drive key strategic initiatives Copy of the counter signed Funded Head agreement** between Extreme and partner **Agreement found on PartnerNet, please contact your Channel Account Manager for details on this program prior to submitting the preapproval Copy of employee pay stub from period seeking reimbursement Copy of quarterly reporting along with documentation of achieved metrics. Copy of employee pay stub from period seeking reimbursement Copy of quarterly reporting along with documentation of achieved metrics. for amount of agreed upon reimbursement Up to 50% of annual salary. Reimbursement should not exceed 40% of partners total EDF accrual All funded heads require regional Channel Director approval Program available only to Platinum and Diamond level partners, unless otherwise approved in writing by Extreme. All partners must meet program requirements set forth in the Funded Head Agreement Pre-Approval to be submitted at beginning of Extreme fiscal quarter and claimed at end of that same fiscal quarter Contract terms are one year with quarterly metrics review, and may be terminated with 30 day written notice based on non-performance of objectives Invoice to Extreme for amount of agreed upon reimbursement EXTREME NETWORKS CUSTOMER CASE STUDY Development of a printed or video case study that details a customer s positive experience with Extreme. Must include benefit customer received and customer s endorsement of Extreme. Draft copy must be reviewed and approved by Extreme. Number of copies to be printed Copy of final version of Case Study party invoices 100% reimbursement contingent on review and final approval of case study by Development and writing of case studies is offered through Extreme Concierge Service in some regions; please contact your Extreme Channel Manager for information. All documentation must specifically reference BUSINESS CONSULTING approved workshops to help Extreme initiatives and strategies to the partner Confirmation to attend webinar / workshop Confirmation of attendance Up to 100% All consulting is conducted by an Extreme approved 3rd party vendor

18 BRAND AWARENESS / ENABLEMENT CATEGORY QUALIFICATION PRE-APPROVAL / ROI REQ. CLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES ASSETS / COLLATERAL Any type of tool that will aid in the understanding and selling of Extreme products to end users. This can include brochures, product guides, white papers and data sheets that are unique and not already available to partners by Description of how assets will be utilized Draft copy must be reviewed and approved by Extreme Copy of completed sales tool or current Up to 50% standard reimbursement contingent on review and final approval of asset by Extreme Up to 100% if delivered with concierge (USCAN only) or regional marketing support from as part of an integrated campaign All documentation must specifically reference WEB PAGE CREATION Creation of web type tool that will aid in the understanding and selling of Extreme products. This includes landing pages and micro sites that are specific to Extreme including downloadable assets such as brochures, product guides, videos and presentations for end users. Third party proposal/ SOW that describes deliverable related to Extreme Screen shot of the live web page(s) including specific URL verification from employee of approved copy 100% reimbursement if is the only vendor represented on the web page; contingent on review and final approval of content by Extreme NOT ELIGIBLE: Company website development (infrastructure) Monthly charges for server usage, hardware/ software required for implementation or online charges TRAINING CATEGORY QUALIFICATION PRE-APPROVAL / ROI REQ. CLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES EXTREME NETWORKS PARTNER CERTIFICATION TRAINING Training and Certification for partner employees. Extreme approved elearning courses only from Extreme education website where Extreme certification is achieved. Number / names of individuals to be certified Copy of itemized 3rd party invoices / receipts Copy of invoice fromextreme Netw orks Distribution Credit card transaction receipt 100% standard reimbursement All courses must be elearning course offerings Phone , Inc. All rights reserved. and the logo are trademarks or registered trademarks of, Inc. in the United States and/or other countries. All other names are the property of their respective owners. For additional information on Trademarks please see Specifications and product availability are subject to change without notice EDF Program Overview 18