! Marketing Development Funds (MDF) Program and Guidelines

Transcription

1 ! Marketing Development Funds (MDF) Program and Guidelines Table of Contents 2. Marketing Development Funds Overview 2. Approved MDF 3. Approval Criteria 4. Proof of Performance (POP) 5. MDF Payment Process Pure Storage

2 Marketing Development Funds Overview Pure Storage Marketing Development Funds (MDF) program is designed to reimburse qualified partners for a portion of expenses incurred by the partner for executing specified marketing activities that are developed to drive demand for Pure Storage products. Pure Storage MDF is 100% discretionary and not guaranteed based on performance or accruals. MDF dollars are not accrued or carried over from one quarter to another. MDF is approved based on the requested activity expected results and the target bookings plan for the partner within a quarter. MDF funds are intended to support only those marketing activities that are planned for the near to mid term (3 months or 6 months) and are designed to grow the Pure Storage business with its prospects, partners, and customers. MDF funds are not intended to cover day-to-day operating expenses. All MDF funded activities must be directly tied to programmatic, corporate marketing initiatives involving Pure Storage and the reseller that are planned in advance and pre-approved by Pure Storage Channel Marketing Managers. MDF funds are granted approval on a quarterly basis. If the marketing activity approved for specified MDF does not occur within the quarter requested, the MDF request will be closed. Below is a list of approved MDF activities, the list is meant to provide guidance but is not allinclusive. If a partner submits a request for funds for an activity no on this list, Pure Storage will review based on estimated results. Direct funding of marketing programs and events as well as co-funding of programs may be available at the discretion of Pure Storage Channel/Field Marketing Team. Approved MDF Marketing activities are described as various activities you conduct to increase Pure Storage sales. Partners should work closely with their assigned Field Marketing Manager (FMM) to complete the MDF marketing request form and review approved marketing activities. If you do not know your FMM, you can send an to channelmarketing@purestorage.com to help review and submit your request. MDF can be used to reimburse partners for approved activities where the partner includes out of pocket hard costs and/or outsourced services associated with the following types of activities: Pure Storage

3 Advertising targeted to your sales coverage area or target market segments Seminars/roundtables end-user events focused on customer/prospect education and pipeline building Trade Shows / events only events with a speaking slot for Pure Storage will be considered Telemarketing focus on lead qualification and appointment setting Direct/ Campaigns build awareness and deliver compelling message with specific call to action and customer data capture Collateral Development create collateral to target a specific market opportunity Co-branded merchandise share the Pure Storage brand with your customers Demand Generation other unique programs designed to grow your sales pipeline Sales and marketing tools other tools to improve productivity and accelerate the sales cycle Prospect Training events other events to educate end-users to create pipeline or close existing opportunities Approval Criteria MDF Funds are available for partners who have developed specific and measureable marketing plans that align to the partner s business plan for growing Pure Storage business. MDF allocations (dollar amount) will be based on approval criteria including: marketing plans, activity details, and expected ROI as well as our quarterly budgets. Approvals and reimbursements require partners to follow Pure Storage MDF Guidelines below: All activities listed in your business plan must be planned in detail, providing specific analysis information prior to submitting request and claims A bi-annual marketing and business planning session will be reviewed with you and the appropriate Pure Storage Channel Manager and Field Marketing Manager Pre-approval is required for all outbound communications and advertising materials prior to spending funds. The Pure Storage logo and Style guidelines are posted on the Pure Storage Partner Portal. All public communication and advertising must adhere to these guidelines. Each investment will be carefully managed and measured to ensure objectives are met in terms of increasing sales pipeline MDF Funds will not be approved or reimbursed if you are not current on your payments and/or in good standing with Pure Storage financially MDF awards must be requested, approve and spent within the quarter funds are requested for. Work with your Pure storage RSM to discuss marketing programs and plans 30 days prior to the start of the next fiscal quarter All requested MDF must be approved by the reseller s regional Field Marketing Manager (Vice President of Marketing for all requests over $5000). Once a MDF request is approved, changes may be revisited. You must obtain Pure Storage approval for the following revisions: Pure Storage

4 o o o Changes to the total funds request (when it exceeds more than 20% of the originally approved amount) Changes to the program goals and objectives that significantly alter the results Any content changes to the program that alters the program s original message and objective Items NOT eligible for MDF reimbursement: o Entertainment cost not associated with a marketing event that drives new Pure Storage business o Holiday/Hospitality parties o Certifications, paid customer training classes, training manuals, user groups and any form of travel o Alcohol related gifts, giveaways, co-branded promotional items o Sales events (unless approved by a Pure Storage Sales and Marketing Management that the program is aligned to driving the business. o Customer appreciation events (unless approved by Pure Storage Sales and Marketing Management that the program is aligned to driving the business) o Cruises/Voyages o Car Mileage / parking fees o Season tickets for sporting events (e.g. basketball, football, baseball, hockey, etc.) Proof of Performance (POP) All partner funded marketing activities that utilize MDF require specific proof of performance (POP) and financial documentation for reimbursement All reimbursable expense must meet IRS documentation guidelines. Examples of this documentation include: o Collateral Development, Co-Branded Merchandise & Advertising itemized invoice and copy of creative o Outsourced lead - generation activities copy of paid invoice and resulting lead list o Telemarketing campaigns program objective including target audience, script, number of responses, and closed lead report o Live or online events / agenda - sponsors; number of registrants; list of attendees including company name, contact name, title, city and state; copy of itemized receipt, paid invoices o Training/certification programs program curriculum; copy of paid invoice, student/attendee list o Infrastructure and funded heads job description including role and responsibilities Pure Storage

5 o Entertainment copy of itemized receipt (venue, food and beverage) overview of event, list of attendees and titles MDF Payment Process MDF payments will be made within 30 days of submission if all documentation from the partner is complete. Pure Storage will reimburse only pre-approved MDF requests that are submitted to Pure Storage with a complete package of MDF documentation and POP. All invoices (requests) for reimbursement must be submitted via to Pure Storage Submission for MDF reimbursement must be no later than 60 days after the date of the marketing activity associated with the incurred expenses All invoices must include financial POP (receipts and itemized list of expenses) All invoices must include marketing POP as described above based on the marketing activity Pure Storage