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2011-2012 NetApp Partner Program: EMEA

Market Development Funds Guide for Distributors, OEMs, Global Partners, and Resellers
November 2011, Version 6.0

TABLE OF CONTENTS (Important changes highlighted in purple) MARKET DEVELOPMENT FUNDS GUIDE FOR DISTRIBUTORS, OEMS, GLOBAL PARTNERS, AND RESELLERS ................................................................................................................................. 1 1 OVERVIEW ............................................................................................................................................ 4
ELIGIBILITY .......................................................................................................................................................................... 4 MDF PROGRAM AND CHANNEL FUNDS MANAGER ......................................................................................................... 4 MDF PROGRAM AT A GLANCE ........................................................................................................................................... 5

2 3 4

THE MDF PROCESS ............................................................................................................................. 6 ACTIVITY AND CLAIM SCHEDULE ..................................................................................................... 7 TERMS AND CONDITIONS ................................................................................................................... 8
ACTIVITY METRICS .............................................................................................................................................................. 8 CLAIMING YOUR REQUEST ................................................................................................................................................ 8 ACTIVITIES WITH MULTIPLE PARTIAL CLAIMS ................................................................................................................ 8 BANKING AND BENEFICIARY INFORMATION ................................................................................................................... 8 CLAIM AUDITING .................................................................................................................................................................. 9 CLAIM INCOMPLETE STATUS............................................................................................................................................. 9 PAYMENT OF CLAIMS OVER THE APPROVED REQUEST AMOUNT ............................................................................... 9 CURRENCY POLICY ............................................................................................................................................................. 9 TAXES 11 EDITING A REQUEST ......................................................................................................................................................... 12 ELIGIBLE EXPENSE TIMING.............................................................................................................................................. 12 ELIGIBLE MARKETING ACTIVITIES .................................................................................................................................. 12 MARKETING ACTIVITIES WITH LIMITED MDF COVERAGE............................................................................................. 13 TRAVEL POLICY................................................................................................................................................................. 14 INELIGIBLE MARKETING ACTIVITIES .............................................................................................................................. 15 HELD FOR LACK OF FUNDS ............................................................................................................................................. 16 PROGRAM TERM AND MODIFICATIONS .......................................................................................................................... 16 REQUEST CANCELLATION ............................................................................................................................................... 16 REQUEST PENDING/ON HOLD STATUS........................................................................................................................... 16 GOVERNANCE ................................................................................................................................................................... 16 DATA PRIVACY .................................................................................................................................................................. 16

5 6

USER ACCESS .................................................................................................................................... 17 NETAPP MDF PROGRAM ADMINISTRATION .................................................................................. 17


HELP DESK INFORMATION ............................................................................................................................................... 17 SUBMITTING CLAIM PACKAGE BY POST OR FAX .......................................................................................................... 17

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RESOURCES ....................................................................................................................................... 18
Market Development Funds Guide for Distributors, OEMs, Global Partners, and Resellers.
Proprietary and Confidential. Restricted to NetApp employees and channel partners, each of whom is under NDA obligations. This document may not be shared with customers without prior written permission from NetApp, Inc. Terms and conditions subject to change with or without notice.

APPENDICES ...................................................................................................................................... 19
APPENDIX A: PROOF OF PERFORMANCE ...................................................................................................................... 19 APPENDIX B: TAX REIMBURSEMENT POLICY ................................................................................................................ 24 APPENDIX C: ACTIVITY METRICS .................................................................................................................................... 27 APPENDIX D: GLOSSARY OF MDF TERMS...................................................................................................................... 30

Market Development Funds Guide for Distributors, OEMs, Global Partners, and Resellers.
Proprietary and Confidential. Restricted to NetApp employees and channel partners, each of whom is under NDA obligations. This document may not be shared with customers without prior written permission from NetApp, Inc. Terms and conditions subject to change with or without notice.

1 OVERVIEW
NetApp is committed to providing the solutions and programs you need to drive revenue. As a NetApp Channel Partner, you benefit from our dedication to the channel and our focus on your success. Channel Partners are a key component of the NetApp business model. We give you the marketing tools and support you need to deliver industry-leading solutions to your customers. To help meet our partners and our own business objectives, we offer the Market Development Funds (MDF) Program, which delivers benefits that complement your companys unique marketing strategy and plans. Achieving the highest degree of customer satisfaction and success is our number one priority. This guide explains how to access, use, and claim market development funds to help you develop revenue opportunities and secure new business. The NetApp Market Development Funds Program provides money to support Channel Partner marketing and sales initiatives. These funds are reserved for activities requested by partners and are subject to a formal NetApp approval process, as outlined in this guide.

ELIGIBILITY
NetApp provides MDF to its eligible NetApp Partner Program members and distributors for activities that generate demand and create awareness of NetApp solutions, including demand generation, presales and post sales NetApp training, accreditation, equipment, and certification. NetApp distributors and resellers who have a signed and valid contract and are in compliance with all NetApp Partner Program requirements are eligible to participate in the MDF Program. For more information about eligibility requirements and allocation amounts, see the NetApp Partner Program Guide on the NetApp Field Portal. All market development funds must be used for approved activities and may not be used for generalpurpose spending. Your participation in the MDF Program and use of MDF must be in accordance with the guidelines provided by NetApp. Payment of claims is based solely on your compliance with the program rules in this guide.

MDF PROGRAM AND CHANNEL FUNDS MANAGER


The NetApp MDF Program and Channel Funds Manager are designed to help you increase revenue and drive new business.

Feature
Allocation-Based Program

Benefit
The allocation-based program, available to distributors and to Star and Platinum Partners, is based on a partners performance in the previous quarter. Budget is allotted on a quarterly basis, and uncommitted budget is at risk of being removed from the partners budget. The proposal-based program is available to all partners and offers greater flexibility in how MDF can be used. The MDF budget that is allotted to a partner is based on future earnings potential and opportunities, not on past performance. Easy navigation and simple user interface. Reduced workload and increased productivity. To-do list and workflows keep you informed of activity status and next steps. Instant access to activity usage and metrics. Detailed status of claims and payments in process. Up-to-date metrics help you refine your activities for increased effectiveness.

Proposal-Based Program Intuitive and Easyto-Use Channel Funds Manager Comprehensive Activity and Claim Tracking

Market Development Funds Guide for Distributors, OEMs, Global Partners, and Resellers.
Proprietary and Confidential. Restricted to NetApp employees and channel partners, each of whom is under NDA obligations. This document may not be shared with customers without prior written permission from NetApp, Inc. Terms and conditions subject to change with or without notice.

MDF PROGRAM AT A GLANCE


The following table summarizes the key MDF Program elements. Element
Program Type

Description
Proposal or allocation based. Depending on your partner type or level attained with NetApp, you may be eligible for the allocation program, the proposal program, or both. The program or programs for which you are eligible have already been set up in the Channel Funds Manager. For both the proposal and allocation programs, requests for activities must be entered into the Channel Funds Manager and approved before you incur any expenses for these activities. Request approval depends on the business objective of the activity, alignment with your NetApp marketing plan, and availability of funds. You must comply with the rules and policies in this guide to be reimbursed. For the allocation program, you have 3 months from the beginning of the quarter to submit your requests in the Channel Funds Manager. This deadline is the Last Request Date noted for the budget in the Channel Funds Manager. Any uncommitted budget has the risk of being removed from the partner budget after that date. Both the allocation and proposal programs are reimbursement programs and claims are paid after the activity occurs with proper proof of performance. All claims are audited and approved according to the MDF guidelines. Claims that you submit against your requests are paid based solely on your compliance with the program as outlined in this guide. E-mail and telephone support are available in French, Italian, English, German, and Spanish. The NetApp MDF Program is administered by Birch Worldwide. You manage your MDF budget and activities through the Web-based Channel Funds Manager.

Requests

Claim Auditing

Payment Localized FirstLevel Support Administration Online MDF System

Market Development Funds Guide for Distributors, OEMs, Global Partners, and Resellers.
Proprietary and Confidential. Restricted to NetApp employees and channel partners, each of whom is under NDA obligations. This document may not be shared with customers without prior written permission from NetApp, Inc. Terms and conditions subject to change with or without notice.

2 THE MDF PROCESS


Using the Channel Funds Manager, you can request market development funds for a specific activity. The request must support the NetApp business strategy as well as your approved annual business and quarterly marketing plans. This section is an overview of the MDF process. Activity
1. Create your business and marketing plan 2. Create your MDF request

Description
Working with your NetApp channel development manager or distributor, create a quarterly business and marketing plan that supports your NetApp business objectives. Your plans should be developed to use the available MDF budget. Before starting the activity, create and submit an online request by using the Channel Funds Manager. NetApp or your distributor reviews the request and notifies you by e-mail if your request is approved. Approval is based on activity goals, strategy, projected activity metrics, and available market development funds. Your activity must occur between your activity start and end dates, and it must not begin until NetApp has approved your request. To receive reimbursement for a specific activity, you must submit a claim request, along with the required proof of performance, through the NetApp Channel Funds Manager, and the claim must be approved by NetApp. Your activity becomes claimable one day after the stated start date. Supporting documentation, activity metrics, and proof of performance as outlined in Appendix A must be included with the claim request. You can submit your claim electronically by uploading claim documentation directly to the Channel Funds Manager Web site; or you can submit your claim and documentation by fax or post. Documentation must clearly support the activity being claimed. Failure to supply clear supporting documentation will result in the claim failing to pass audit. Your claim and supporting documentation are reviewed by the MDF Program administrator. All claims are audited for program compliance and completeness before reimbursements are granted. NetApp reimburses up to but not exceeding the funding amount approved by NetApp. The sum to be reimbursed is also limited to the value of funds available in your MDF account. It is your responsibility to be aware of fund expiry dates and not to exceed their balance.

3. Conduct your activity 4. Submit your MDF claim and proof of performance (PoP)

5. Receive your payment

Market Development Funds Guide for Distributors, OEMs, Global Partners, and Resellers.
Proprietary and Confidential. Restricted to NetApp employees and channel partners, each of whom is under NDA obligations. This document may not be shared with customers without prior written permission from NetApp, Inc. Terms and conditions subject to change with or without notice.

Note:

All activities must be preapproved by NetApp in the Channel Funds Manager before they occur. You are responsible for the cost of activities that are not preapproved. Preapprovals do not prevent funds from expiring, and they do not guarantee reimbursement. Verbal agreements do not constitute approval and will not be reimbursed. Use the Channel Funds Manager to help keep track of your activity end date and other important dates. Use the To Do List feature in the system to keep track of when claims are due.

3 ACTIVITY AND CLAIM SCHEDULE


Date
Budget Available Date1 BUDGET1 Last Request Date1 Budget Expiration Date1 Request Submit Date REQUEST Request Approval Date Activity Start Date Activity End Date CLAIM Claim Submit Date Claim Due Date

Description
The date that NetApp allots funds into a partner budget. The last date you can submit your MDF budget requests. Unused allocation program budgets are at risk of being removed by NetApp. The date that all market development funds are removed from the partners budget. All budgets expire 12 months from the date the budget is available. Expiration occurs whether or not there is a commitment against an approved request. The date that the request is submitted via the Channel Funds Manager for approval. Activity costs must not be incurred prior to this date. If the request is denied, partner runs the risk of covering incurred costs without NetApp support. The date that NetApp has approved your request. The date that an activity is expected to begin. This date cannot be before the date your request is submitted. This date reflects the beginning of your activity including when you expect to begin to incur costs. The last date you can complete your activity. This date must be within 120 days from the date the request is submitted. The first day you can submit a claim against a request. This date must be at least 1 day after the Activity Start Date. The date when the complete claim is due. This date is sixty days after the Activity End Date. New claims cannot be created after this date.

Allocation program only.

Market Development Funds Guide for Distributors, OEMs, Global Partners, and Resellers.
Proprietary and Confidential. Restricted to NetApp employees and channel partners, each of whom is under NDA obligations. This document may not be shared with customers without prior written permission from NetApp, Inc. Terms and conditions subject to change with or without notice.

Note: Note:

The activity can begin on the day that the MDF request is approved, and it must be completed within 120 days from the Request Submit Date. All invoices and proof of performance must reflect activities that occur between the request approval date and the activity end date.

4 TERMS AND CONDITIONS


ACTIVITY METRICS
NetApp requires you to provide metrics for your marketing activities. NetApp and our partners use this information to measure the effectiveness of our MDF investments. NetApp bases continued approvals for your requests upon the accuracy and completeness of this information. If you are in arrears of completing your activity metrics or have provided us with inaccurate data, you may risk being provided approval for future activity requests. You must provide metrics to NetApp, using the Channel Funds Manager, three times during the process: Initial metrics estimate is due at the time you submit the request and is used by NetApp during the request approval process Preliminary (near final) metrics data is due at the time you submit the claim. Final metrics data is due within 90 days after you receive your final claim payment, you will be notified with a to-do list action.

For a complete list of activity metrics by objective and activity type, see Appendix C. Note: Use your activity metrics to measure your own campaign and activity success. If you need assistance in completing this section, contact your channel development manager.

CLAIMING YOUR REQUEST


NetApp audits each claim for completeness, using the guidelines described in this guide. All claims require third-party invoices, with converted currency if necessary (see Currency Policy, later in this section), as well as proof of performance, as described in Appendix A. Note: You can submit your entire claim package, including proof of performance and receipts, through the Channel Funds Manager or by fax or post.

ACTIVITIES WITH MULTIPLE PARTIAL CLAIMS


NetApp recognizes that on occasion you may incur expenses related to executing an activity that constitutes part of an overall MDF preapproval. In these situations you may submit multiple partial claims against the activity. If you submit partial claims, it must be on the basis of costs incurred as part of the activity delivery and be supported by proof of performance showing those costs. Claims for prefunding of activity costs will not be approved under any circumstances.

BANKING AND BENEFICIARY INFORMATION


The NetApp MDF Program is a partner reimbursement program where NetApp will reimburse partners directly for their approved claims. NetApp will reimburse you and you will need to pay your suppliers directly for the marketing services they provide on your behalf. New partners to the program must provide NetApp your companys beneficiary details (banking information), which will be used to issue reimbursements. The user designated as the primary NetApp contact is the only person within your company who can update this information during your first claim
8 Market Development Funds Guide for Distributors, OEMs, Global Partners, and Resellers.
Proprietary and Confidential. Restricted to NetApp employees and channel partners, each of whom is under NDA obligations. This document may not be shared with customers without prior written permission from NetApp, Inc. Terms and conditions subject to change with or without notice.

process. You are allowed to have multiple beneficiaries but all must be bank accounts used by your company. NETAPP APPROVED BENEFICIARIES (THIRD PARTY BENEFICIARIES) As part of the NetApp Partner Program, NetApp makes available to our partners marketing agency resources who assist you with generating marketing assets for your campaigns. As a service to our partner community, where applicable, NetApp has added these agencies to your MDF company profile and you can opt to directly pay for those services they have provided you. Payment to these agencies directly from your MDF account is solely at your discretion and can only be related to claims and invoices from these agencies. In the event that your claim is not approved for payment, you will need to make other accommodations to reimburse these agencies for the services they have provided you. NetApp holds no contractual obligation to third parties. NetApp Marketing Agencies are the only third party beneficiaries that are allowed in our program. NetApp Program Operations is the only organization who can authorize the use of these agencies.

CLAIM AUDITING
The NetApp MDF Program administrator, Birch Worldwide, audits activities and claims for compliance with the MDF Program terms. If an activity or claim does not meet the program requirements, NetApp will not reimburse the claim. Any such decision is at NetApps sole discretion and is final. For example, if the proof of performance that you provide does not match the activity listed on the claim, the costs for the activity will not be reimbursed.

CLAIM INCOMPLETE STATUS


If NetApp determines that a claim is incomplete, you must submit further information, either receipts or additional proof of performance. If the incomplete status is not resolved before the Claim Expiration Date, the claim will not be paid.

PAYMENT OF CLAIMS OVER THE APPROVED REQUEST AMOUNT


NetApp expects partners to accurately represent the not to exceed value of their request during the request submission process, but we do understand that occasionally a partner may exceed the original approved request amount or that currency fluctuation may cause a partner to claim more than the original approved request amount. NetApp will reimburse partners up to 10% over the approved request amount to cover eligible activity expenses or currency fluctuation. The total combined overage cannot exceed 10% of the total approved request amount. This coverage will apply if the total converted invoice value exceeds the approved request amount, and if the associated budget has enough uncommitted funds to cover the incremental cost. Coverage is based entirely on net-available funds in the budget assigned to the request, must pass audit, cannot exceed 10%, and is at the discretion of the NetApp MDF program administrator. Note: If you submit multiple claims, the 10% coverage benefit for all claims will not exceed 10% of the approved request amount.

CURRENCY POLICY
NetApps policy is to reimburse claims in the same currency in which we transact our business in each country.

Market Development Funds Guide for Distributors, OEMs, Global Partners, and Resellers.
Proprietary and Confidential. Restricted to NetApp employees and channel partners, each of whom is under NDA obligations. This document may not be shared with customers without prior written permission from NetApp, Inc. Terms and conditions subject to change with or without notice.

If the Channel Funds Manager designates a currency for a country that is different from the standard currency that is used in that country, then you must convert the value of your requests and invoices to the currency that is supported by the tool. DETERMINING THE VALUE OF YOUR REQUESTS AND CLAIMS When determining the value of requests and claims, NetApp uses the information at www.xe.com. The date of the exchange rate to be used is based on the third-party invoice date and not the date of the activity. NetApp recommends that you use the following process to determine your request and claim amounts. This process helps you to accurately plan and estimate your costs and reimbursements.

Activity
1. Calculate the value of your request

Description
Convert the estimated cost of your activity from your local currency to the currency that is listed in the Channel Funds Manager for your country and submit your request using this amount. NetApp recommends using the online currency conversion tool at www.xe.com. Be sure to use the exchange rate that is in effect on the date you submit your request. Convert the cost of your invoices from your local currency to the currency that is listed in the Channel Funds Manager for your country and submit your claim using this amount. NetApp recommends using the online currency conversion tool at www.xe.com. Be sure to use the exchange rate that is in effect on the dates of each of your invoices. NetApp recommends using the online currency conversion tool at www.xe.com to determine the currency conversion for the date or dates of your invoices. If you have more than one invoice, you must calculate each invoice separately and total them for your claim amount.

2. Calculate the value of your claim

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Market Development Funds Guide for Distributors, OEMs, Global Partners, and Resellers.
Proprietary and Confidential. Restricted to NetApp employees and channel partners, each of whom is under NDA obligations. This document may not be shared with customers without prior written permission from NetApp, Inc. Terms and conditions subject to change with or without notice.

Example 1) Typical currency fluctuation.

Typical Currency Fluctuation Example


Request approved amount Invoice total (for submitted claim) Difference due to currency fluctuation 10% currency allowance (maximum) Claim amount paid
Example 2) Extreme currency fluctuation.

Local Currency Euro


6,735.00 6,735.00

Transaction Currency USD


10,000.00 10,187.68 (187.68) 1,000.00 10,187.68

Exchange Rate
0.673500 0.661093

Extreme Currency Fluctuation Example


Request approved amount Invoice total (for submitted claim) Difference due to currency fluctuation 10% currency allowance (maximum) Claim amount paid
Example 3) Reverse fluctuation.

Local Currency Euro


6,735.00 6,735.00

Transaction Currency USD


10,000.00 14,216.47 (4,216.47) 1,000.00 11,000.00

Exchange Rate
0.673500 0.473746

Reverse Fluctuation Example


Request approved amount Invoice total (for submitted claim) Difference due to currency fluctuation 10% currency allowance (maximum) Claim amount paid

Local Currency Euro


6,735.00 6,735.00

Transaction Currency USD


10,000.00 9,790.51 209.49 1,000.00 9,790.51

Exchange Rate
0.673500 0.687911

TAXES
NetApp works with you to minimize the financial outlay of all costs associated with your marketing activities performed on our behalf. Tax treatment for marketing services varies from country to country, as does our ability to reimburse you directly for your tax outlay. NetApps tax policy is to reimburse partners for their taxes associated with NetApp marketing activities if the partner, because of their countrys tax laws, does not have an alternative reimbursement mechanism. When submitting a request or a claim, include the tax amount that your country does not allow you to reclaim directly. Payment includes any taxes that partners are not otherwise able to reclaim, up to the approved request amount. For more information about country tax policies, see Appendix B, Tax Reimbursement Policy.

Note:

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Market Development Funds Guide for Distributors, OEMs, Global Partners, and Resellers.
Proprietary and Confidential. Restricted to NetApp employees and channel partners, each of whom is under NDA obligations. This document may not be shared with customers without prior written permission from NetApp, Inc. Terms and conditions subject to change with or without notice.

EDITING A REQUEST
You can edit your request in the Channel Funds Manager until it is approved. You can make changes to any field except for the Activity Type, Objective, and Activity Metrics fields. To change the information in these fields, you must cancel your request and submit a new one. A cancellation releases the funds that were reserved for the request. NetApp cannot guarantee that these funds will be available for another activity that you request.

ELIGIBLE EXPENSE TIMING


As described in this guide, the MDF program is a reimbursement program where NetApp will reimburse expenses after the activity has been completed. Eligible expenses typically occur within the Activity window and should not include expenses incurred prior to the Request Submit Date. If a partner incurs expense prior to the activity being approved by NetApp, then they assume the risk if the activity is denied.

ELIGIBLE MARKETING ACTIVITIES


NetApp market development funds are available to fund marketing programs that promote both NetApp and your solutions and brands. MDF can be used for activities that support the objectives described in the following table. Activity Objective
Customer Acquisition Customer Awareness Customer Development Partner Enablement Partner Recruitment

Definition
Activities with a call to action that are designed to generate leads and move prospects through the sales cycle. Activities that drive and promote awareness of the NetApp brand without a specific call to action. Activities that help partners develop or retain existing NetApp customer relationships. Joint NetApp and partner activities that increase collaboration and help partners become self-sufficient in selling NetApp products and solutions. Activities with a call to action that are designed to attract prospective resellers into NetApp's channel program. Available for distributors only.

ACTIVITY TYPES BY OBJECTIVE The following table shows the activities that are permitted under each category in the MDF Program. Activity
Account Planning Advertising and Branding Programs Briefings Collateral and Sales Tools Corporate Sponsorship Direct Mail E-Mail
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Customer Acquisition

Customer Awareness

Customer Development

Partner Enablement

Partner Recruitment

Market Development Funds Guide for Distributors, OEMs, Global Partners, and Resellers.
Proprietary and Confidential. Restricted to NetApp employees and channel partners, each of whom is under NDA obligations. This document may not be shared with customers without prior written permission from NetApp, Inc. Terms and conditions subject to change with or without notice.

Activity
Equipment/ Solution Development Partner Sales Kickoffs Promotional Items Promotions Public Relations Seminars Team Building Telemarketing Trade Shows Training Webcasts

Customer Acquisition

Customer Awareness

Customer Development

Partner Enablement

Partner Recruitment

Note:

The Incentive Headcount Partner Program benefit is no longer managed through the Channel Funds Manager.

MARKETING ACTIVITIES WITH LIMITED MDF COVERAGE


Exceptions and Limitations for MDF Activity deposits and down payments. There are rare events where down payments, such as those for large activity venues, must be made outside of the four-month activity window supported in our program. Include these expenses as part of your primary activity by adding their cost to your request and documenting both the cost and the reason for the extension within the comment section of the request. These expenses are reimbursable only after the primary activity has occurred as substantiated with that activitys proof of performance. Partial claims will not be supported for the reimbursement of deposits only. Costs extending beyond the activity window that are not documented within your request as noted above will not be reimbursed. Deposit-only activities where the primary purpose of the activity is to reimburse down payments will not be supported. NetApp will not reimburse any advance expenses if the overall activity request has been either denied by NetApp or canceled by the partner.
Partner Sales kickoffs and sales meetings. Partners may be allowed to use MDF toward the costs associated with their own partner-driven sales kickoffs or sales meetings, where the partner represents themselves and NetApp co-branding. Costs must be associated with the portion of expense supporting the co-branded solution.

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Market Development Funds Guide for Distributors, OEMs, Global Partners, and Resellers.
Proprietary and Confidential. Restricted to NetApp employees and channel partners, each of whom is under NDA obligations. This document may not be shared with customers without prior written permission from NetApp, Inc. Terms and conditions subject to change with or without notice.

Exceptions and Limitations for MDF


Training Costs incurred for training must be directly associated with the entry fee for the NetApp training course (including training units), or the logistics costs of securing a location, renting AV equipment, presentation, or onsite catering for food and beverages. The MDF Program does not cover the cost of additional promotional events or activities that occur in conjunction with the training. Distributors reseller program support. For distributors only. Distributors may be reimbursed for their cost associated with the purchase of training units they supply at no cost to their resellers when this benefit is documented as a standard offering in their reseller program. Training units purchased in advance for distributor internal training are not covered under this exception.

TRAVEL POLICY
Travel is not typically an eligible expense for any activity in the MDF program with the following exceptions: 1. Travel to NetApp Corporate Events. NetApp may offer, from time to time, travel coverage as part of a larger NetApp corporate event. In these cases, the program offering outlining these specific events will specify parameters for travel coverage for that event. 2. Travel to NetApp Partner Program Training. A partners travel expenses may be eligible for reimbursement under the MDF program if they were incurred specifically for NetApp training events required for the partner to either meet minimum NetApp Partner Program eligibility requirements or attend NetApps 5-day FastTrack ILT training and cause the partner to fly to participate in the training. The number of participants covered for minimum NetApp Partner Program requirements cannot exceed the minimum number of trained resources required in the NetApp Partner Program Guide. Partners should submit a request for the activity: Training and include these costs within that activity. 3. Travel to NetApp Headquarter Executive Briefing Center (EBC). As part of the sales close process, a partner may wish to bring their end customer (or distributor bring their reseller) to NetApps corporate headquarters in the United States. If the partner decides to pay for their prospects travel expenses, a portion of those expenses may be reimbursed to the partner under the MDF program. Eligible coverage is limited to the end customer or prospective reseller expenses only. Partners should submit a request for the activity: Briefing, specify a NetApp Headquarter EBC in the activity description, and include these costs within that activity. 4. Travel Coverage for Guest Speakers. There are times when partners may wish to provide a third party guest speaker to strengthen their joint solution message during an activity. A partner can be reimbursed through MDF for the air travel and accommodation of the guest speaker. Eligible coverage is limited to the guest speaker expenses only. Partners should submit a request for the overall activity and include these costs within your request. ELIGIBLE EXPENSES Eligible expenses for all authorized travel are limited to one airline round trip economy class ticket and accommodation expenses for activity attendees not to exceed the following maximum values: Travel within EMEA: Not to exceed 1,000USD air fare plus 200USD per diem accommodation expense per eligible individual Travel to NetApp Headquarters Executive Briefing Center (EBC): Not to exceed 1,500USD air fare, plus 200USD accommodation expense per eligible individual

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Market Development Funds Guide for Distributors, OEMs, Global Partners, and Resellers.
Proprietary and Confidential. Restricted to NetApp employees and channel partners, each of whom is under NDA obligations. This document may not be shared with customers without prior written permission from NetApp, Inc. Terms and conditions subject to change with or without notice.

TRAVEL POLICY CLAIMS 1. Travel expenses for partner employees or guests of the end customer, prospective reseller, or guest speaker will not be covered. 2. Guest speakers cannot be affiliated with either the partner or NetApp. 3. Travel expenses are reimbursable only after the primary activity has occurred as substantiated with that activitys proof of performance. 4. All travel expenses must be supplied as itemized costs against the overall activity they support. 5. Partial claims will not be supported for the reimbursement of travel expenses only. Travel only activities where the primary purpose of the activity is to reimburse travel costs only will not be supported. 6. If the overall activity fails audit, travel expenses as part of the overall activity will not be reimbursed. TRAVEL PROOF OF PERFORMANCE In addition to the required activity proof of performance, the following specific proof of performance is required to substantiate reimbursement of the travel portion of the activity. 1. Activity Attendee list including attendee name, title, company name, company address 2. Hotel and Air receipts matched to the list of attendees or individual authorized to travel. 3. Guest speakers will need to be presented on a detailed agenda with the topic covering co-branded solutions

INELIGIBLE MARKETING ACTIVITIES


The following activities are not eligible to receive MDF reimbursement, even if the activity supports the objectives. Activities Not Eligible to Receive MDF
Consulting expenses. Expenses incurred by partner sales engineers and partner consultants are not covered. End-user cash incentives and rebates. NetApp Partner Program participants are not allowed to use MDF for end-user cash incentives or rebates. Entertainment activities. Activities that include meals, sporting events, concerts, or other events that are solely social in nature are not covered. Entertainment activities may be eligible for reimbursement under the MDF Program if they are part of a wider event that promotes co-branded products and solutions and are expected to stimulate NetApp demand generation or close NetApp business. The majority of the activity must be spent on the promotional aspects of the co-branded solution. To be eligible, the entertainment activity must Be identified in the activity request description and include its strategic value to the activity and its cost Occur either during the time of the primary activity, or immediately precede or follow the primary activity Be shown in the event agenda. Attendee list for the event Proof of performance must show the co-branded business reason for the activity, and detailed agenda along with the other proof of performance required by the primary activity.

NetApp Events. NetApp driven activities including NetApp events and sponsorships of NetApp events are not eligible for MDF reimbursement.
Production equipment. The MDF Program is not intended for the purchase of partners production environment or equipment that is not associated with the ability to demonstrate NetApp solutions. Partner operating expenses. The MDF Program is intended for market development activities and cannot be used to cover the partners day-to-day operating expenses, including salaries of regular or alternative workers or travel and entertainment. Exceptions to this policy require approval by a NetApp vice president.

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Market Development Funds Guide for Distributors, OEMs, Global Partners, and Resellers.
Proprietary and Confidential. Restricted to NetApp employees and channel partners, each of whom is under NDA obligations. This document may not be shared with customers without prior written permission from NetApp, Inc. Terms and conditions subject to change with or without notice.

Note:

If you have questions about the validity of a marketing activity, consult your NetApp channel development manager or distributor.

HELD FOR LACK OF FUNDS


Although its unlikely, there may be instances when the budget is not sufficient to pay your approved claim or VAT. In that case, your claim will be held for up to 6 months for future payment and will be paid as soon as new allotments are entered into the budget.

PROGRAM TERM AND MODIFICATIONS


The 2011-2012 Market Development Funds Guide for Distributors, OEMs, Global Partners, and Resellers is effective beginning November 1, 2011. NetApp reserves the right to modify; cancel, or eliminate the MDF Program, in whole or in part, at any time. In addition, NetApp reserves the right to terminate any Channel Partners access to MDF benefits, at any time, for any reason, with 30 days written notice.

REQUEST CANCELLATION
You can cancel both approved and unapproved requests at any time before a claim is submitted, using the Channel Funds Manager. A cancellation releases NetApps obligation to reimburse for any activityrelated expenses. A cancellation releases the funds reserved for the request. NetApp cannot guarantee that funds will be available for another activity that you request.

REQUEST PENDING/ON HOLD STATUS


Requests that NetApp puts on hold require you to edit, update, or correct information online and resubmit the request before it can be approved.

GOVERNANCE
This guide describes all MDF Program rules. Inappropriate use of funds could result in program forfeiture and may cause your removal from the NetApp Partner Program. NetApp is not liable for any expenses that you incur for unapproved requests. NetApp can modify, change, or eliminate the program at any time with a 30 day notice.

DATA PRIVACY
By participating in the NetApp MDF Program, you acknowledge and agree that: You will abide by relevant laws and legislation concerning, and will obtain all necessary consent to effect, the collection, use, processing, and transfer of data, including without limitation, personal data for purposes arising out of or in connection with the NetApp MDF Program or your use of the Channel Funds Manager. Any such data communicated to NetApp may be used by authorized employees or agents of NetApp and affiliates of NetApp responsible for processing such data and may be communicated or transferred, if necessary, to commercial partners of NetApp. Such recipients may be located in territories that do not guarantee the protection of personal data in a manner identical to that applicable in the territory from which the data is being collected. For additional terms and conditions, see the NetApp Partner Program Guide on the NetApp Field Portal.

Note:

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Market Development Funds Guide for Distributors, OEMs, Global Partners, and Resellers.
Proprietary and Confidential. Restricted to NetApp employees and channel partners, each of whom is under NDA obligations. This document may not be shared with customers without prior written permission from NetApp, Inc. Terms and conditions subject to change with or without notice.

5 USER ACCESS
The NetApp Channel Funds Manager is a secure online portal, accessible only to NetApp Channel Partners, through which you can easily request, claim, and track your marketing development funds. To access the Channel Funds Manager, go to https://www.channelfundsmanager.com/netappemeamdf. Note: You must have a NetApp Support Account to access the Channel Funds Manager. To register for NetApp Support Account access, go to https://now.netapp.com/eservice/public/now.do.

6 NETAPP MDF PROGRAM ADMINISTRATION


NetApp contracts with Birch Worldwide for global MDF Program administration.

HELP DESK INFORMATION


Program support is available to answer questions about the NetApp MDF Program and the Channel Funds Manager. Language
English French Italian German Spanish

Telephone Number
+44/ 118 912 1304 +44 118 912 1305 +44 118 912 1306 +44 118 912 1307 +44 118 912 1308

E-Mail
NetAppEMEAMdfSupport@channelfundsmanager.com NetAppEMEAMdfSupport@channelfundsmanager.com NetAppEMEAMdfSupport@channelfundsmanager.com NetAppEMEAMdfSupport@channelfundsmanager.com NetAppEMEAMdfSupport@channelfundsmanager.com

SUBMITTING CLAIM PACKAGE BY POST OR FAX


In addition to submitting your claims and proof of performance (PoP) through the Channel Funds Manager, you can also submit by post or fax. Be sure to include receipts and PoP in your claim package. CLAIM PACKAGE POSTAL ADDRESS NetApp MDF Program Birch Worldwide ILEX, Unit 16 Mulberry Business Park Fishponds Road Wokingham Berkshire, RG41 2GY United Kingdom CLAIM PACKAGE FAX NUMBER Fax Tel #: +44 (0) 118 912 1201 Note: Please be sure to write NetApp MDF Program on the fax cover page of the claim package to ensure proper handling of your claim.

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Market Development Funds Guide for Distributors, OEMs, Global Partners, and Resellers.
Proprietary and Confidential. Restricted to NetApp employees and channel partners, each of whom is under NDA obligations. This document may not be shared with customers without prior written permission from NetApp, Inc. Terms and conditions subject to change with or without notice.

7 RESOURCES
The following resources are available to answer your questions about the NetApp Partner Program and systems

Resource
NetApp Partner Program Guide

On the Web
NetApp Field Portal NetApp MDF Program Section http://fieldportal.netapp.com/ NetApp Field Portal NetApp MDF Program Section http://fieldportal.netapp.com/

Channel Funds Manager Training

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Market Development Funds Guide for Distributors, OEMs, Global Partners, and Resellers.
Proprietary and Confidential. Restricted to NetApp employees and channel partners, each of whom is under NDA obligations. This document may not be shared with customers without prior written permission from NetApp, Inc. Terms and conditions subject to change with or without notice.

8 APPENDICES
APPENDIX A: PROOF OF PERFORMANCE
NetApps MDF program and documentation must stand up to external financial audit review. One of the key criteria for audit is to validate that the activities for which we reimburse our partners did indeed take place. This proof is required for our funding model. Proof of performance provides this validation. There are a few key things that we look for in proof-of-performance. 1. We check all of your itemized invoices to verify that the types of expenses you are submitting are appropriate for the activity you requested and eligible for reimbursement. We check those invoices and receipts to make certain that their dates are aligned with your activity request when you would have been planning and incurring expenses. 2. Your proof of performance should give us a clear understanding that the activity did take place. The documentation you submit should clearly the same activity you have requested and show date elements that help us determine that it represents the activity requested. As an example, if you take a picture of an equipment display at a tradeshow without any reference in the photo of your surroundings or date reference, NetApp will be unable to count this as valid proof of performance and will ask you for another example. 3. Your proof of performance will also need to show us the use of our brand or our joint solutions. We ask this to verify that you are representing your partnership with us. 4. Activities that include travel or entertainment may require additional proof of performance particularly if these events are not called out and included in your activity description. SUBMITTING PROOF OF PERFORMANCE To receive reimbursement, you must submit proof of performance (PoP) for an activity. To submit your claim documentation by post, print a claim form using the Channel Funds Manager and include it with your claim documentation and a summary invoice. Your claim form must be signed by an authorized individual at your company. Note: All proof of performance submitted must include date references that align to the activity requested. An example might be a photograph with time stamp embedded, or an advertisement page with the date printed on the page. Activity Metrics are not a component of proof of performance or the claim audit process.

Note:

SUMMARY INVOICE In addition to the third-party invoices described in the next subsection, the claim package for each activity must include an original summary invoice. This is an invoice from your organization with a bill to NetApp that includes all the costs and applicable taxes for the total amount of all of your third-party invoices. Your summary invoice must include your VAT number and the items listed in the following table. Summary invoices submitted with claims should be billed as listed in the table. NetApp can accept an original summary invoice in the following formats: A soft copy if directly downloaded from the invoicing system as a PDF (not scanned) A hard copy invoice sent via post

NetApp cannot accept scanned copies of the summary invoice.

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Market Development Funds Guide for Distributors, OEMs, Global Partners, and Resellers.
Proprietary and Confidential. Restricted to NetApp employees and channel partners, each of whom is under NDA obligations. This document may not be shared with customers without prior written permission from NetApp, Inc. Terms and conditions subject to change with or without notice.

SUMMARY INVOICE INSTRUCTIONS Summary Invoice Billing


Bill To: NetApp BV Boeing Avenue 300 1119 PZ Schiphol-Rijk The Netherlands Invoice: Description: Marketing Services NetApp VAT #: 8066.72.225.B.01 Partner Summary VAT: Include VAT on your summary invoice Bill To: NetApp BV Boeing Avenue 300 119 PZ Schiphol-Rijk The Netherlands Invoice: Description: Marketing Services NetApp VAT #: 8066.72.225.B.01 Partner Summary VAT: Do not include VAT on your summary invoice Bill To: NetApp Israel 25 Bazel St. Samucha Building, 5th floor (Kiryat Arie Industrial Zone) Petach Tikva 49001 Israel Invoice Description: Marketing Services NetApp Israel VAT #: 512955055 Partner Summary VAT: Include VAT on your summary invoice

Partner Country
Netherlands

Send Original Summary Invoices to


Invoice: NetApp BV Remittance: C/O Birch Worldwide Unit 16, Ilex Mulberry Business Park Fishponds Road Wokingham Berkshire, RG41 2GY United Kingdom Invoice: NetApp BV Remittance: C/O Birch Worldwide Unit 16, Ilex Mulberry Business Park Fishponds Road Wokingham Berkshire, RG41 2GY United Kingdom

Norway, Switzerland, and all other countries of the European Union

Israel

Invoice: NetApp Israel Remittance: 25 Bazel St. Samucha Building, 5th floor (Kiryat Arie Industrial Zone) Petach Tikva 49001 Israel

ITEMIZED THIRD-PARTY RECEIPTS AND INVOICES Itemized third-party supplier receipts are required to show out-of-pocket expenses for all claims. Receipts validate the amount to be reimbursed and include costs for activities such as creative and editorial development, printing, meeting space rental, catering, shipping and drayage, Web development, agency services, mailing lists, event setup, event administration, and equipment invoices. Third-party receipts must: Be itemized in sufficient detail to allow NetApp to determine that the costs are appropriate for the requested activity Include dates on the receipt or invoice that fall within the approved activity window Capture the partner named in the request as the billing party

NetApp reviews all MDF claims and documentation for completeness and accuracy based on the guidelines described in this guide and in the following table.

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Market Development Funds Guide for Distributors, OEMs, Global Partners, and Resellers.
Proprietary and Confidential. Restricted to NetApp employees and channel partners, each of whom is under NDA obligations. This document may not be shared with customers without prior written permission from NetApp, Inc. Terms and conditions subject to change with or without notice.

PROOF OF PERFORMANCE REQUIREMENTS BY ACTIVITY TYPE Activity Type/Description Account Planning A partner driven activity where Partner, NetApp, and possibly alliance partners meet to build joint end customer strategies; or distributor and NetApp meet to develop NetApp reseller or end customer strategies. Advertising and Branding Campaigns designed to create awareness of the partner and NetApp brands including but not limited to advertisement in print media and catalogs; broadcast media such as radio and TV networks; and online media including web-based banners, buttons, brand microsites, search site words and the like. Briefings Partner/customer meetings organized by the Partner with the express purpose to drive the sale of NetApp cobranded solutions Proof of Performance 1. Summary invoice. For instructions on preparing a summary invoice, see Summary Invoice, earlier in this section. 2. Copy of itemized third-party invoice(s) showing all eligible expenses 3. A copy of the invitation, agenda, or equivalent stating the purpose of the meeting 4. Attendee list that includes contact name and company for all participants; and role for all participants except NetApp employees and the requesting partner 1. Summary invoice. For instructions on preparing a summary invoice, see Summary Invoice, earlier in this section. 2. Copy of itemized third-party creative and production invoice(s) showing all eligible expenses 3. Original sample of the advertisement or screen print of the web page featuring the branding including the URL and date of publication. Sample provided must show NetApp solutions, messaging and / or brand

Collateral and Sales Tools Any collateral or sales tool that will aid in the understanding and selling of joint NetApp and partner solutions. This includes, but is not limited to such items as brochures, product guides, competitive matrices, training presentations, newsletters, and partner presentations. Corporate Sponsorship Opportunity where the Partner is the sponsor of a third party activity or event where they represent NetApp cobranded solutions

1. Summary invoice. For instructions on preparing a summary invoice, see Summary Invoice, earlier in this section. 2. Copy of itemized third-party invoice(s)showing all eligible expenses 3. A copy of the invitation, agenda, or equivalent stating the purpose of the meeting 4. Attendee list that includes contact name and company for all participants; and role for all participants except NetApp employees and the requesting partner 1. Summary invoice. For instructions on preparing a summary invoice, see Summary Invoice, earlier in this section. 2. Copy of itemized third-party invoice(s) showing all eligible expenses such as total production, printing and mailing costs. 3. A sample of the literature piece or tool showing the integration of NetApp solutions, messaging and/or brand

1. Summary invoice. For instructions on preparing a summary invoice, see Summary Invoice, earlier in this section. 2. Copy of itemized third-party invoice(s) or third-party sponsorship document showing all eligible expenses and associated activities 3. A copy of the invitation, detailed agenda, or equivalent for the event that shows the integration of NetApp solutions, messaging and/or brand

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Market Development Funds Guide for Distributors, OEMs, Global Partners, and Resellers.
Proprietary and Confidential. Restricted to NetApp employees and channel partners, each of whom is under NDA obligations. This document may not be shared with customers without prior written permission from NetApp, Inc. Terms and conditions subject to change with or without notice.

Activity Type/Description Direct Mail Postal campaign with a call to action to drive awareness and consideration for joint Partner and NetApp solutions. E-Mail Electronic mailing campaign with a call to action to drive awareness and consideration for joint Partner and NetApp solutions. Equipment / Solution Development NetApp demo equipment and associated costs necessary to demonstrate NetApp solutions to customers. Funded Resource Fees associated with Distributor programs supporting NetApp partners where the distributor funds dedicated or partially dedicated individuals focused on NetApp marketing, sales, or technical enablement within their reseller companies. Partner Sales Kickoffs Activities intended to build awareness and preference for NetApp with Partner sales and technical staff.

Proof of Performance 1. Summary invoice. For instructions on preparing a summary invoice, see Summary Invoice, earlier in this section. 2. Copy of itemized third-party invoice(s) showing all eligible expenses 3. An electronic version or hardcopy sample of the direct mail piece showing the integration of NetApp solutions, messaging and/or brand 1. Summary invoice. For instructions on preparing a summary invoice, see Summary Invoice, earlier in this section. 2. Copy of itemized third-party invoice(s) showing all eligible expenses 3. An electronic version or hardcopy sample of direct mail piece showing the date of publication and the integration of NetApp solutions, messaging and/or brand 1. Summary invoice. For instructions on preparing a summary invoice, see Summary Invoice, earlier in this section. 2. Copy of itemized NetApp or distributor invoice(s) showing all eligible expenses

1. Summary invoice. For instructions on preparing a summary invoice, see Summary Invoice, earlier in this section. 2. Copy of itemized third-party invoice(s) or contractual documentation showing all eligible expenses and agreed to costs 3. Copy of job description with key performance indicators as well as performance and achievements against these indicators that drive NetApp business. Performance indicators must map to the activity date window in the approved request. 4. Validation from NetApp employee that individual is still employed with reseller company 1. Summary invoice. For instructions on preparing a summary invoice, see Summary Invoice, earlier in this section. 2. Copy of itemized third-party invoice(s) showing all eligible expenses 3. A copy of the invitation, detailed agenda, or equivalent for the event that shows the integration of NetApp solutions, messaging and/or brand 1. Summary invoice. For instructions on preparing a summary invoice, see Summary Invoice, earlier in this section. 2. Copy of itemized third-party invoice(s) showing all eligible expenses 3. An electronic sample or diagram of the promotional item showing the integration of NetApp brand

Promotional Items Co-branded items which promote NetApp/Partner brands including but not limited to: gifts, clothing, and giveaways

22

Market Development Funds Guide for Distributors, OEMs, Global Partners, and Resellers.
Proprietary and Confidential. Restricted to NetApp employees and channel partners, each of whom is under NDA obligations. This document may not be shared with customers without prior written permission from NetApp, Inc. Terms and conditions subject to change with or without notice.

Activity Type/Description Promotions Activities designed to create demand for the Partner and NetApp solutions with customers or partner sales and technical personnel

Proof of Performance 1. Summary invoice. For instructions on preparing a summary invoice, see Summary Invoice, earlier in this section. 2. Copy of itemized third-party or Partner invoice(s) showing all eligible expenses 3. A copy of the promotion announcement showing the date parameters, objectives of the promotion, the incentive, and the integration of NetApp solutions, messaging and/or brand. 4. Sales Performance Incentive Fund (SPIF) must include a performance tracking report, individual results, and payment per individual 1. Summary invoice. For instructions on preparing a summary invoice, see Summary Invoice, earlier in this section. 2. Copy of itemized third-party invoice(s) showing all eligible expenses 3. A copy of press release or communication showing the date of distribution and the integration of NetApp solutions, messaging, with cobranding 4. The distribution list of all publications and media outlets this release was distributed to and dates sent 1. Summary invoice. For instructions on preparing a summary invoice, see Summary Invoice, earlier in this section. 2. Copy of itemized third-party invoice(s) showing all eligible expenses 3. A copy of the invitation, detailed agenda, or equivalent for the event that shows the integration of NetApp solutions, messaging and/or brand 4. Attendee list that includes contact name and company for all participants; and role for all participants except NetApp employees and the requesting partner 1. Summary invoice. For instructions on preparing a summary invoice, see Summary Invoice, earlier in this section. 2. Copy of itemized third-party invoice(s) showing all eligible expenses 3. Attendee list that includes contact name and company. 4. A copy of the invitation, detailed agenda, or equivalent for the event 1. Summary invoice. For instructions on preparing a summary invoice, see Summary Invoice, earlier in this section. 2. Copy of itemized third-party invoice(s) showing all eligible expenses 3. A copy of the telemarketing script or brief showing the integration of NetApp solutions, messaging and/or brand 1. Summary invoice. For instructions on preparing a summary invoice, see Summary Invoice, earlier in this section. 2. Copy of itemized third-party invoice(s) showing all eligible tradeshow expenses 3. A copy of the invitation to the booth or other relevant documentation that shows the integration of NetApp solutions, messaging and/or brand

Public Relations Third party expenses for content generation associated with the publishing and distribution of joint solution news and announcements

Seminars A meeting intended to drive demand for joint Partner and NetApp solutions to many customers at one time

Team Building Partner-driven activities focused on building strategic alliance and stronger sales relationships between the Partner and NetApp Telemarketing Demand generation outcall campaigns conducted by a third party on behalf of the Partner Tradeshows Event sponsored by a third party industry group or partner to promote technology or solutions. Partner represents joint NetApp solutions.

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Market Development Funds Guide for Distributors, OEMs, Global Partners, and Resellers.
Proprietary and Confidential. Restricted to NetApp employees and channel partners, each of whom is under NDA obligations. This document may not be shared with customers without prior written permission from NetApp, Inc. Terms and conditions subject to change with or without notice.

Activity Type/Description Training

Proof of Performance

1. Summary invoice. For instructions on preparing a summary invoice, see Summary Invoice, earlier in this section. 2. Copy of itemized third-party invoice(s) showing all eligible Training fees and associated costs expenses for the enablement of partner 3. Course title and date, and course agenda, invitation, or employees to better understand and equivalent showing integration of NetApp solutions, represent NetApp products and messaging and/or brand solutions 4. Attendee list that includes contact name and company for all participants; and role for all participants except NetApp employees and the requesting partner 1. Summary invoice. For instructions on preparing a summary Webcasts invoice, see Summary Invoice, earlier in this section. 2. Copy of itemized third-party invoice(s) showing all eligible Webcasts are the electronic delivery expenses of sales and technical presentations 3. An invitation, agenda or equivalent for the event that shows and training. Eligible expenses the integration of NetApp solutions, messaging and/or brand. include artwork, content creation, call 4. Webcast generated attendee list that includes contact name lists , invitations and web cast costs and company
1 2

For distribution partners only. This activity type is no longer supported for new requests.

Note: Note: Note:

For a list of activities that are not eligible, see Ineligible Marketing Activities in section 4, Terms and Conditions. If required, you must submit a minimum of one sample that shows both branding and messaging. If one sample does not show both of these elements, then a second sample is required. Attendee lists are for proof of performance only; they will not be used in connection with any NetApp outreach program.

APPENDIX B: TAX REIMBURSEMENT POLICY


TAX PROCESS OVERVIEW Submit your claim and include the tax amount that NetApp allows you to claim based on the following table. Your claim amount, including tax, must not exceed the total approved request amount plus the allowable 10% overage. The NetApp program administrator audits the claim and confirms that the taxes are not reclaimable. The following table summarizes tax obligation for partners by country. Payment from NetApp includes any taxes that partners are not able to reclaim and any taxes to which the reimbursement transaction is subject. Any portion of payment that exceeds your available budget, whether part of your claim or VAT, will be placed on held for lack of funds status (summarized on page 14) and paid to you when you receive your next allotment. These payments reduce your new available allotment.

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Market Development Funds Guide for Distributors, OEMs, Global Partners, and Resellers.
Proprietary and Confidential. Restricted to NetApp employees and channel partners, each of whom is under NDA obligations. This document may not be shared with customers without prior written permission from NetApp, Inc. Terms and conditions subject to change with or without notice.

EMEA Country
Austria Belgium Croatia

Which VAT Are Partners Able to Reclaim?


All except VAT on entertainment 50% VAT on parking and VAT on travel. 30% VAT on entertainment, VAT on travel and hotel/accommodation VAT on hotel/ accommodation, parking, and travel VAT on travel, 25% VAT on hotel/accommodation, food, and drinks VAT on hotel/ accommodation, parking, and travel VAT on food, drink, entertainment, and parking All None VAT on hotel/ accommodations VAT on parking, business gifts, and travel All

Which VAT Should Partners Include in Claims to NetApp?


VAT on entertainment All other VAT included in third-party invoices All other VAT included in third-party invoices All other VAT included in third-party invoices All other VAT included in third-party invoices All other VAT included in third-party invoices All other VAT included in third-party invoices None All VAT included in thirdparty invoices All other VAT included in third-party invoices All other VAT included in third-party invoices None

Summary Invoice Subject to VAT?


No No No

Which Taxes Will NetApp Reimburse?


VAT included in claim VAT included in claim VAT included in claim VAT included in claim VAT included in claim VAT included in claim VAT included in claim None VAT included in claim VAT included in claim VAT included in claim VAT added to summary invoice in Tax field VAT included in claim None VAT added to summary invoice in Tax field VAT included in claim VAT included in claim VAT included in claim

Czech Republic Denmark

No

No

Finland

No

France Germany Greece Hungary Ireland Israel

No No No No No Yes

Italy Luxembourg Netherlands

None All VAT on hotel/ accommodations, entertainment, business gifts, and travel VAT on hotel/ accommodations, business gifts, and travel VAT on entertainment, parking, business gifts, and travel VAT on hotel/ accommodations, and travel

All VAT included in thirdparty invoices None All other VAT included in third-party invoices

No No Yes

Norway

All other VAT included in third-party invoices All other VAT included in third-party invoices All other VAT included in third-party invoices

No

Poland

No

Portugal

No

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Market Development Funds Guide for Distributors, OEMs, Global Partners, and Resellers.
Proprietary and Confidential. Restricted to NetApp employees and channel partners, each of whom is under NDA obligations. This document may not be shared with customers without prior written permission from NetApp, Inc. Terms and conditions subject to change with or without notice.

EMEA Country
Slovakia

Which VAT Are Partners Able to Reclaim?


VAT on hotel/ accommodations, parking, business gifts, and travel VAT on parking, business gifts, and travel VAT on parking and travel VAT on hotel/ accommodations, parking, business gifts, and travel VAT on hotel/ accommodations, parking, and travel VAT on all expenses except food and beverage VAT on all expenses except entertainment Tax on all expenses

Which VAT Should Partners Include in Claims to NetApp?


All other VAT included in third-party invoices All other VAT included in third-party invoices All other VAT included in third-party invoices All other VAT included in third-party invoices All other VAT included in third-party invoices VAT on food and beverages included in 3rd party invoices VAT on entertainment included in 3rd party invoices None

Summary Invoice Subject to VAT?


No

Which Taxes Will NetApp Reimburse?


VAT included in claim VAT included in claim VAT included in claim VAT included in claim VAT included in claim VAT included in claim VAT included in claim None

Slovenia Spain Sweden

No No No

Switzerland

No

Turkey

No

United Kingdom All other countries in Europe, Middle East, and Africa

No

No

TAX POLICY REVIEW PROCESS Partners who believe that taxes for a given country are not reclaimable and should be reimbursed by NetApp should have their companys tax advisor send an e-mail to the NetApp program administrator (NetAppEMEAMdfSupport@channelfundsmanager.com), explaining in detail the reasons for the tax reimbursement, along with a copy of their local tax policy. The NetApp finance team will review the request and respond as soon as possible.

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Market Development Funds Guide for Distributors, OEMs, Global Partners, and Resellers.
Proprietary and Confidential. Restricted to NetApp employees and channel partners, each of whom is under NDA obligations. This document may not be shared with customers without prior written permission from NetApp, Inc. Terms and conditions subject to change with or without notice.

APPENDIX C: ACTIVITY METRICS


NetApp asks our partners to supply the metrics listed in the following tables for the activities you organize. It is important to provide an accurate representation of the outcome of your activities. NetApp uses this data in two ways. First, NetApp tracks this data and uses it to determine funding approval for your future activities. Second, NetApp uses this data to refine our list of eligible activities and to ensure we continue to receive funding for the program elements most important to our Partners. As an example, most Customer Acquisition and Development activities call for three metrics. 1. Number of qualified leads: raw leads that have been contacted by the partner and confirmed to have a current budget and purchasing project open with a delivery date within one year 2. Number of appointments: The number of initial sales appointments derived from that list of qualified leads; and 3. Sales value: a realistic sales value for the opportunity equivalent to the value you would report to your management for this opportunity Note: Payment of claims is not dependent upon activity metric submission. CUSTOMER ACQUISITION
Activity Metric 1 Metric 2 Metric 3

Advertising Briefings Corporate Sponsorship Direct Mail E-Mail NetApp Event Participation Newsletters Promotions Seminars Telemarketing Trade Shows Webcasts

Number of qualified leads Number of appointments Number of customer attendees Sales value

Sales value

Number of qualified leads Number of appointments Number of qualified leads Number of appointments Number of qualified leads Number of appointments Number of customer attendees Sales value

Sales value Sales value Sales value Sales value Sales value Sales value Sales value Sales value Sales value

Number of qualified leads Number of appointments Number of qualified leads Number of appointments Number of qualified leads Number of appointments Number of qualified leads Number of appointments Number of qualified leads Number of appointments Number of qualified leads Number of appointments

CUSTOMER AWARENESS
Activity Metric 1 Metric 2 Metric 3

Advertising Branding Programs Corporate Sponsorship Public Relations

Circulation size Circulation size Number of impressions Number of publications covering the story

Number of inquiries

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Market Development Funds Guide for Distributors, OEMs, Global Partners, and Resellers.
Proprietary and Confidential. Restricted to NetApp employees and channel partners, each of whom is under NDA obligations. This document may not be shared with customers without prior written permission from NetApp, Inc. Terms and conditions subject to change with or without notice.

CUSTOMER DEVELOPMENT
Activity Metric 1 Metric 2 Metric 3

Account Planning Briefings Direct Mail E-Mail NetApp Event Participation Newsletters Promotions Seminars Telemarketing Webcasts

Number of NetApp attendees Number of customer attendees

Number of partner attendees Sales value

Number of qualified leads Number of appointments Number of qualified leads Number of appointments Number of customer attendees Sales value

Sales value Sales value Sales value Sales value Sales value Sales value Sales value

Number of qualified leads Number of appointments Number of qualified leads Number of appointments Number of qualified leads Number of appointments Number of qualified leads Number of appointments Number of qualified leads Number of appointments

PARTNER ENABLEMENT
Activity Metric 1 Metric 2 Metric 3

Account Planning Briefings Corporate Sponsorship Funded Resource NetApp Champions NetApp Event Participation NetApp Insight NetApp on NetApp Summit

Number of NetApp attendees Number of partner attendees Number of partner attendees Sales value Number of attendees Number of attendees Number of attendees Number of attendees

Number of partner attendees Sales value Sales value Sales value Number of appointments -

Sales value -

NetApp Partner Academy Number of attendees Newsletters Partner Sales Kickoffs Team Building Open rates Number of partner attendees Number of partner attendees

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Market Development Funds Guide for Distributors, OEMs, Global Partners, and Resellers.
Proprietary and Confidential. Restricted to NetApp employees and channel partners, each of whom is under NDA obligations. This document may not be shared with customers without prior written permission from NetApp, Inc. Terms and conditions subject to change with or without notice.

Activity

Metric 1

Metric 2

Metric 3

Training Webcasts

Number of partner attendees Number of partner attendees

PARTNER RECRUITMENT
Activity Metric 1 Metric 2 Metric 3

Advertising Corporate Sponsorship Direct Mail E-Mail Promotions Seminars Telemarketing Trade Shows Webcasts

Number of qualified leads Number of appointments Number of qualified leads Number of qualified leads Number of qualified leads Number of qualified leads Number of qualified leads Number of qualified leads Number of appointments Number of appointments Number of appointments Number of appointments Number of appointments Number of appointments

Number of new NetApp resellers contracted Number of new NetApp resellers contracted Number of new NetApp resellers contracted Number of new NetApp resellers contracted Number of new NetApp resellers contracted Number of new NetApp resellers contracted Number of new NetApp resellers contracted Number of new NetApp resellers contracted Number of new NetApp resellers contracted

Number of qualified leads Number of appointments Number of qualified leads Number of appointments

29

Market Development Funds Guide for Distributors, OEMs, Global Partners, and Resellers.
Proprietary and Confidential. Restricted to NetApp employees and channel partners, each of whom is under NDA obligations. This document may not be shared with customers without prior written permission from NetApp, Inc. Terms and conditions subject to change with or without notice.

APPENDIX D: GLOSSARY OF MDF TERMS


GENERAL TERMS Term
Access Level

Definition
Type of user (partner or NetApp) and associated program rights. Administrator. NetApp employee designated at a program management level. Primary partner contact. The partner employee who has been designated by NetApp to support their companys employee access to the Channel Funds Manager. Requestor. A partner who can create requests and claims in the Channel Funds Manager. Viewer. A partner or NetApp employee who can view requests or claims in the Channel Funds Manager. An entity in the Channel Funds Manager that can hold budget, requests, and claims. Types of accounts are Partner and NetApp Geo or Area accounts (Japan, EMEA, US Public Sector, and APAC). Funds provided to partners to support marketing activities.

Account

Market Development Funds (MDF) Proof of Performance (PoP) Proposal

Data validating that an activity promised through a partners request has taken place and is aligned with the terms approved as part of the request. A request submitted in the Channel Funds Manager for market development funds for a specific activity. The proposal must support the NetApp business strategy as well as the approved annual business and quarterly marketing plans.

BUDGET TERMS
The following terms are associated with budget balances in the Channel Funds Manager.

Term
Allotment Budget expiration

Definition
Conditional budget provided by NetApp to the partner under the terms and conditions of the MDF Program. All budgets expire 12 months from the Budget Period Date. Expiration removes all funds from the MDF Program and occurs whether or not there is a commitment against an approved request. The removal of all funds in a given budget. The date after which the budget can no longer be used to reimburse any marketing activity. All budgets expire 12 months from the Budget Available Date. Expiration removes all funds from the MDF Program and occurs whether or not there is a commitment against an approved request The last date on which a partner participating in the allocation program can submit an MDF request against their quarterly allotment.

Budget Sweep Expiration Date

Last Request Date

REQUEST TERMS Term


Activity End Date Activity Metrics Activity Name
30

Definition
The date on which the activity is planned to be completed. This date is limited to 120 days from the request date. Information provided as part of the request and claim process to measure the impact of an activity. Short name or title for an activity that makes it easy to identify the request. Example:

Market Development Funds Guide for Distributors, OEMs, Global Partners, and Resellers.
Proprietary and Confidential. Restricted to NetApp employees and channel partners, each of whom is under NDA obligations. This document may not be shared with customers without prior written permission from NetApp, Inc. Terms and conditions subject to change with or without notice.

Virtualization Seminar. Activity Start Date The date that an activity and expenses related to it begin. This date cannot be before the date your request was submitted. This date reflects the beginning of your activity including when you plan to begin to incur costs. Categorization of a request in terms of marketing or sales support. Examples: advertising, training, newsletters. The activity type defines both the activity metrics and proof of performance. The span of time beginning with the Activity Start Date and Activity End Date. Defines the active duration of the activity. All eligible expenses must occur within this period of time. Triggered by the Activity Start Date. The intended purpose of the request. A general category into which activity types are organized: customer awareness, acquisition and development, partner recruitment and development. NetApp tracks objectives for marketing purposes. Amount requested by the partner for approval to spend and claim. Amount approved by NetApp for a particular activity for the partner to spend and claim. The date that NetApp has approved or denied your request. Activity costs should not be incurred prior to this date. If the request is denied, the partner runs the risk of covering expenses without NetApp support. System-generated date on which the partner submits a request. Date on which the request closes. Value of requests still in the approval process. Shows the progress of the request through the approval and payment process. The Channel Funds Manager uses the following statuses: Approved. Request is approved. If the claim is submitted, completed, and audit approved, this request will be paid. Awaiting Approval. First approval has occurred but the final approval has not been completed. Cancelled. The partner has cancelled the request. Claimable. Claims can be submitted on this request. Claimed. The final claim has been submitted on this request. Closed. Final payment has been made against this request. Denied. Request is not approved by NetApp. NetApp will not reimburse the activity cost. Expired. The request is past the date on which it can be claimed. On Hold. NetApp has asked the partner to edit the request as a condition of approval. The full cost of activity paid by the partner, including any portion submitted to NetApp for reimbursement. Designation of the end customer by the type of industry they are identified with, based on the US SIC code listing and abbreviated for the MDF Program.

Activity Type

Activity Window In Progress Objective

Request Amount Request Amount Approved Request Approval/ Denied Date Request Date Request Expiration Date Requests Pending Approval Request Status

Total Activity Cost Vertical Market

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Market Development Funds Guide for Distributors, OEMs, Global Partners, and Resellers.
Proprietary and Confidential. Restricted to NetApp employees and channel partners, each of whom is under NDA obligations. This document may not be shared with customers without prior written permission from NetApp, Inc. Terms and conditions subject to change with or without notice.

CLAIM TERMS Term


Approved Payment Claim Approved Claim Denied Claim Due Date Claim Expiration Date First-Level Audit Passed Held for Lack of Funds In Audit Incomplete In Process Claim Paid Payee Payment Date Payment ID Number Second-Level Audit Passed Submitted Summary Invoice

Definition
Claim has passed audit and the audited amount has been removed from the budget. Claim has passed audit but has not yet been paid. Claim did not pass either the first- or second-level audit before the Request Expiration Date. Last date the final claim can be initiated for a given request; sixty days after the Activity End Date. New claims cannot be created after this date. The last day a claim can be approved for payment. Initial audit of claim submitted for NetApp review. Most claims require only a first-level audit. The budget available to pay a claim is not sufficient to pay the full amount of the claim. First-level audit is in process. Claim is held open because of lack of documentation. Claim remains open until documentation is supplied or claim expires. Value of claims that have been submitted but not yet approved or denied. Claim has passed audit and the approved amount has been paid. The organization designated for a claim to receive the reimbursement. Date on which a wire transfer or check is issued. The bank transaction or check number used to identify a payment. Second-level audit is required for claims that NetApp places on Incomplete status because of insufficient PoP or documentation. All claim information has been entered in the Channel Funds Manager. An invoice from a partner organization with a bill to NetApp that includes all the costs and applicable taxes for the total amount represented by their third-party invoices.

NetApp provides no representations or warranties regarding the accuracy, reliability or serviceability of any information or recommendations provided in this publication, or with respect to any results that may be obtained by the use of the information or observance of any recommendations provided herein. The information in this document is distributed AS IS, and the use of this information or the implementation of any recommendations or techniques herein is a customers responsibility and depends on the customers ability to evaluate and integrate them into the customers operational environment. This document and the information contained herein may be used solely in connection with the NetApp products discussed in this document.

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Market Development Funds Guide for Distributors, OEMs, Global Partners, and Resellers.
Proprietary and Confidential. Restricted to NetApp employees and channel partners, each of whom is under NDA obligations. This document may not be shared with customers without prior written permission from NetApp, Inc. Terms and conditions subject to change with or without notice.