NALA Co-op Proof of Performance Guidelines

Transcription

1 NALA Co-op Proof of Performance Guidelines Primary Activity Activity Type Prior Approval Requirements Claim Proof of Performance Requirements BRAND AWARENESS DIRECT MAILING CAMPAIGNS Advertising circulars or other printed matter sent directly through the mail to prospective customers., including: - Layout, production, print, and mailing costs - Detailed project scope, including: - Motorola EMb solutions (business issue, - needs, solution, and differentiated value) - Mailer, layout, test - # of mails / database Original mailer copy Any other proof of performance for this activity PUBLIC RELATIONS External communications used to create and maintain a positive image, popularize success, or announce changes. Generic PR, not product specific is included. Detailed Project scope, including: - Description of PR activity - Objectives and expected results (if applicable) - Motorola EMb solutions (business issue, needs, solution, and differentiated value) Copy of Press Release and/or other output Any other proof of performance for this activity PRINT ADVERTISING Print-based product solution advertising and editorial advertising, on-line advertising, inclusive of creative design production, and placement costs., including: - Creative design, production, print, and placement costs - Layout and copy proposal or detailed description of advertisement - List of all Motorola EMb products (competitors' products are not permitted) - % dedicated to Motorola EMb Copy of the page/article web page where the advertisement appears, indicating the name and the date of the publication, and the URL 3rd party invoices (if available) or an internal invoice with rate card This could potentially include competitive products. NALA Co-op Proof of Performance Guidelines 1

2 MEDIA ADVERTISING (NON-PRINT) Only U.S. FCC licensed radio stations qualify. Minimum commercial time is 30 seconds. Production costs do not qualify. Net charges only. Notarized script showing dates and times ad ran Original media invoices (Minimum commercial time eligible is 30 seconds and Motorola brands should be mentioned at least twice in a 30 second ad, 3 times in a 60 second ad) COLLATERAL AND TRANSLATION COLLATERAL AND TRANSLATION * Catalogs * Brochures * Data Sheets * White Papers * ebooks * Translations Includes: paper, CD, digital, audio/visual and also covers printing costs, creative design, and production., including: - Creative design, layout, production printing, and transaction costs - Layout and copy proposal or detailed description of collateral - List of Motorola EMb products included - List of all non-motorola EMb products (competitors products are not permitted) - Target audience - Quantity to be produced Digital picture or sample REQUIRED for Translation: Copy of the translated text to be provided with the original version This could potentially include competitive products. DEMAND GENERATION DIRECT MARKETING CAMPAIGNS The direct marketing material (and other components of an integrated marketing campaign, including Webinars) must describe Motorola EMb advantages and the related benefits of the solution to a specific the target audience/industry vertical. - Type and size of target audience - Topic/Industry/Solution Focus - % allocated to Motorola - Other complementary products (if applicable) - Campaign results: # leads, # new contacts PDF and/or jpg with final copy of integrated marketing campaign SEARCH ENGINE MARKETING Online searches for products or services utilizing the pay-per-click advertising techniques such as Google Ad Words and Yahoo Search Marketing. For example: advertisers bid on "keywords" that they believe their target market would most likely type into the search bar when looking for a specific product or service. If an advertiser sells red widgets, he would bid on the keyword "red widgets", hoping a user would type those words in the search bar, see their ad, click on it and buy. - Strategy brief - Targeted search engines - Targeted audience Campaign results: # clicks, # leads, # new contacts, # new sales (or amount of revenue generated) Scope of work for search marketing (if available) NALA Co-op Proof of Performance Guidelines 2

3 SEMINAR ROADSHOWS/ NETWORKING EVENTS/ RESELLER RECRUITMENT AND TRADESHOWS The seminar roadshows/ networking events/ reseller recruitment events must be primarily focused on Motorola EMb products and solutions (preferably industry focused) demonstrating the Motorola solutions aligned with Motorola messaging, positioning, and strategy. The tradeshow must showcase Motorola EMb solutions as well as the partner's value-add (application, integration capabilities, endto-end solutions, etc). - Type and size of target audience - Number of events, locations, and dates - Expected # of participants - Topic/Industry/Solution Focus - % allocated to Motorola - Other complementary products (if applicable) Copy of invitation or agenda Electronic picture of the event OR list of attendees (indicate individuals for event support) Exception: If the initiative is sponsored by Motorola (i.e. Motorola Partner Conference), only a copy of the participation agreement is REQUIRED as proof of performance. Related promotional and marketing materials must contain the appropriate logo and follow the usage guidelines posted on the PartnerSelect Hallway. Exclusions: Related travel expenses are not reimbursable unless pre-approved by DCAM in writing. TECHNOLOGY TOUR - MOTOROLA TRUCK Distributors can reserve the Motorola Truck for a Technology Tour. The truck will visit a location at or near the partner. The fee is $2,500. Confirmation of booking Date, time, and location Expected number of attendees Invoice issued by Motorola or PICO SPONSORSHIPS Sponsorship of event where Motorola name will be displayed or membership fees which provide networking opportunities. Detailed Project Scope 3rd party invoices for sponsorship fees (if available) or an internal invoice with rate card List of attendees We suggest a photo of Motorola representation at event (if applicable) DEMONSTRATION AND DEVELOPMENT EQUIPMENT DEMO POOL FOR INTERNAL/EXTERNAL USE Motorola EMb products that will be used for demonstrations or development purposes. Reimbursement will be available after the minimum tier-buy by PartnerSelect Program. Name, code, cost, and quantity of the Motorola EMb products Company business plan that details how and where the products will be utilized Exception: Co-op cannot be used to subsidize the price point of Motorola EMb products. Name, code, cost, and quantity of the Motorola EMb products Picture of the demonstration center, description of the event, or program where the products are used (picture of warehouse is also acceptable) Invoice OR spreadsheet must indicate the products were purchased for demo equipment NALA Co-op Proof of Performance Guidelines 3

4 DEVELOPMENT PROGRAM WEB DEVELOPMENT Updates and enhancements to web pages that feature Motorola EMb products., including: - Personnel or consultancy charges - Project description - Benefits and ROI of project Screenshots of web enhancements Final project scope INFRASTRUCTURE SUPPORT FUNDED HEADCOUNT Personnel that manage or support the sales and promotion of Motorola products. Please note: * Maximum of 40% co-op can be allocated to funded headcount within a calendar year. * Funded personnel must adhere to percentage of time allocated to Motorola. * Business development plan must be submitted at the beginning of every quarter with objectives and goals for measurement * Motorola EMb must be involved with funded associate's business objectives and goals setting, as well as with regular performance reviews. * VAD must adhere to the infrastructure Funding program elements as described in the PartnerSelect VAD programvad must adhere to the Infrastructure Funding program elements as described in the PartnerSelect VAD program. Complete job description % of time position is allocated Motorola (i.e., fulltime vs. %50%) Copy of job description Pay stub and/or letter on company letterhead, signed by direct supervisor, stating the employee's name and the dates of employment being claimed (a new letter must be provided every time a claim is made) PASS THROUGH MARKETING Available only to partners that have not received MDF funds YTD. Check with your regional Motorola representative. COLLATERAL AND TRANSLATION * Catalogs * Brochures * Data Sheets * White Papers * ebooks * Translations Includes: paper, CD, digital, audio/visual and also covers printing costs, creative design, and production., including: - Creative design, layout, production printing, and transaction costs - Layout and copy proposal or detailed description of collateral - List of Motorola EMb products included - List of all non-motorola EMb products (competitors products are not permitted) - Target audience - Quantity to be produced Digital picture or sample for Translation: Copy of the translated text to be provided with the original version NALA Co-op Proof of Performance Guidelines 4

5 DIRECT MAILING CAMPAIGNS Advertising circulars or other printed matter sent directly through the mail to prospective customers., including: - Layout, production, print, and mailing costs - Motorola EMb solutions (business issue needs, solution, and differentiated value) - Mailer layout, text - # of mails/data base Original mailer copy Any other proof of performance for this activity DIRECT MARKETING CAMPAIGNS The direct marketing material (and other components of an integrated marketing campaign, including Webinars) must describe Motorola EMb advantages and the related benefits of the solution to a specific target audience/industry vertical. The direct marketing/integrated marketing activity must contain the appropriate logo designator and follow the usage guidelines posted on the PartnerSelect Hallway. - Type and size of target audience - Topic/Industry/ Solution Focus - % allocated to Motorola - Other complimentary products (if applicable) Target partner profile Campaign results: # of leads, # of new contacts PDF and/or jpg with final copy of integrated marketing campaign PUBLIC RELATIONS External communications used to create and maintain a positive image, popularize success or announce changes. The communication is primarily directed toward gaining public understanding and acceptance of products and services. - Description of PR activity - Objectives and expected results - Motorola EMb solutions (business issue needs, solution, and differentiated value) Copy of press release and/or other output Any other reasonable proof of performance for this activity CUSTOMER TRAINING Distributor funds reseller-hosted training for end users that is specific to Motorola EMb products, services, solutions, sales and/or marketing. Exclusions: Related travel expenses are not reimbursable unless pre-approved by DCAM in writing., including: - Training room costs - Audio visual costs - Cost of training production - Consulting speaker costs Training description, goals, and objective; including: - Motorola EMb solutions - Supplier name - Location, dates, and venue - Number and type of participants Participant list OR information on number and type of attendees Electronic picture of the event OR of the attendees NALA Co-op Proof of Performance Guidelines 5

6 SEMINAR ROADSHOWS NETWORKING EVENTS CUSTOMER RECRUITMENT The event must be primarily focused on Motorola EMb products and solutions (preferably industry focused) demonstrating the Motorola solutions aligned with Motorola messaging, positioning and strategy. Marketing materials promoting the event must contain the appropriate logo designator and follow the usage guidelines posted on the PartnerSelect Hallway. - Type and size of target audience - Number of events, locations, and dates - Topic/Industry/Solution Focus - % allocated to Motorola - Other complimentary products (if applicable) Copy of invitation or agenda Target partner profile Campaign results: # leads, #new contacts Exception: If the initiative is sponsored by Motorola (i.e. Motorola Partner Conference), only a copy of the participation agreement is REQUIRED as proof of performance. Exclusions: Related travel expenses are not reimbursable unless pre-approved by DCAM in writing. WEB DEVELOPMENT Updates and enhancements to web pages that feature Motorola EMb products., including: - Personal or consultancy charges - Project description - Benefits and ROI of project Screenshots of web enhancements Final project scope SALES INCENTIVE PROMOTIONS PROMOTIONS Disseminating information or directing an activity that encourages special attention to Motorola EMb products and services. - Other complementary products (if applicable) - Goals and objectives - Dates and rules of the incentive - Expected number of participants - Number of prizes/rewards Program support materials List of winners PROMOTIONAL ITEMS Promotional items used to support a reseller recruitment or customer activity. Promotional items MUST form part of a campaign. Promotional items must be authorized by Motorola and must contain the appropriate logo designator and follow the usage guidelines posted on the PartnerSelect Hallway. Cost per item and quantity Description of the supported activity Picture of promotional item with Motorola logo 3 rd party invoices (if applicable) OR internal invoice with rate card NALA Co-op Proof of Performance Guidelines 6

7 SALES INCENTIVES/ SPIFs Sales Incentives include awards to salespeople to recognize performance; such as: exceeding a quota, signing new accounts, reopening accounts, selling specific featured products, or other stated objectives of the company. Sales Promotion Incentive Funds (SPIFs) include payments made by a producer's salesperson to a reseller's salesperson to motivate the reseller to sell the producer's products. It also includes cash payments made to salespeople at the retail level to influence them to promote and sell the manufacturer's brand or a specific line item rather than a competitive item. - Other complimentary products - Goals and objectives - Dates and rules of the incentive - Excepted number of participants - Number of prizes/rewards Program support materials List of winners Sales out reporting for products (if applicable) Telesales Telemarketing The Telesales and/or telemarketing activity must describe Motorola EMS advantages and benefits of the solution to a specific target audience, industry vertical. - Other complimentary products - Size and type of target audience - Geo and verification focus Recommended List and database used Text and layout of mailing and/or script Original copy of the script Call tracking report Campaign results: - # of leads - # of new contacts - # of new sales Invoices TRAINING MOTOROLA-REQUIRED TRAINING AND CERTIFICATION REQUIRED sales/technical training from Motorola Enterprise Education for platform and product certification or other purposes. Travel Reimbursement Policy: Travel and lodging must be approved by DCAM and marketing representative in the theatre., including: - Costs - Travel-related expenses - Training course title, description, program dates and location (if applicable) - Number of participants Participant list OR information on number and type of attendees Training results Courses attended Reasonable expenses for requisite training are as follows: per diem of $75, roundtrip coach airfare up to $700, hotel up to $150 per night, car rental of $50 per day. DISTRIBUTOR TRAINING Distributor training specific to Motorola EMb products, services, sales and/or marketing. Training can be hosted by either Distributor or Motorola. For example: Floor Days which are vendor focus days for sales reps. Exclusions: Related travel expenses are not reimbursable., including: - Training room costs - Audio visual costs - Cost for training production - Consulting speaker costs Training description, goals, and objectives; including: - Motorola EMb solutions - Supplier name - Location, dates, and venue - # and type of participants Participant list Electronic picture of the event NALA Co-op Proof of Performance Guidelines 7

8 RESELLER TRAINING Distributor-hosted training for resellers that is specific to Motorola EMb products, services, solutions, sales and/or marketing. Travel Reimbursement Policy: Travel Reimbursement permitted for a maximum of two distributor associates who are instrumental to training. Travel and lodging must be approved by DCAM and marketing representative in the theatre. Reasonable expenses for requisite training are as follows: per diem of $75, roundtrip coach fare up to $700, hotel up to $150 per night, car rental of $50 per day., including: - Training room costs - Audio visual costs - Cost of training production - Consulting speaker costs Training description, goals, and objectives; including: - Motorola EMb solutions - Supplier name - Location, dates, and venue - # and type of participants Participant list OR information on number and type of attendees Electronic picture of the event OR of the attendees WEBINARS Webinars are to be used as a training tool and to promote Motorola products to current customers and/or prospects. This activity would cover all associated costs such as hosting fees, invitations, and event advertising. Published rate card or 3rd party invoices Detailed project scope Type and size of target audience Topic/Industry/Solution Focus Expected number of participants Date and time of Webinar 3rd Party invoices or distributor rate card List of attendees Proof of Motorola content, e.g. copy of presentation CONSULTING Consulting Services (marketing, sales, finance, operation, etc.) to support a specific partner business area that helps promote and sell Motorola EMb products. Exclusions: Related travel expenses are not reimbursable. - Goals and objectives - Solution/answer needs - Expected results Written scope of work Any performance-based document that supports the performance metrics DISTRIBUTOR NOTES: 1. Distributors that in source marketing support: internal invoices and their rate card are sufficient for proof of performance. This includes: webinars, blasts, newsletters, telemarketing, and creative work: building brochures, art work, web sales; for themselves or their partners. 2. Travel expenses for business development activities require DCAM prior approval in writing. Reasonable expenses for requisite development/training are as follows: per diem of $75, round trip coach airfare up to $700, hotel up to $150 per night, car rental of $50 per day. 3. Annual fees to buy into our distributor's Marketing Program web sites and portal's for banners/visibility require prior DCAM approval in writing. 4. Exceptions will be limited, but all exceptions will require DCAM approval in writing. NALA Co-op Proof of Performance Guidelines 8