Marketing Development Funds (MDF) Program for Partners

Transcription

1 Marketing Development Funds (MDF) Program for Partners

2 Contents OVERVIEW...3 MDF CLAIM REQUEST PROCESS...4 KEEP IN MIND...5 EXPIRY RULES...5 MDF ACTIVITIES Direct Marketing Telemarketing Trade Shows In-Person Seminars and Road Shows Webinars SANGOMA-Led Events and Product Seminars General and Industry-Specific Events Advertising Promotional Literature Promotional Items and Giveaways (at an Approved Event) Training and Certification (of Channel Partner Employees) Keyword Advertising or On-Line Banners Success Stories (with an Approved Activity) Public Relations Agency Fees...21 ACTIVITIES NOT ELIGIBLE FOR MDF...22 PRE-APPROVAL FORM

3 OVERVIEW Sangoma s MDF Program is exclusively for Top Tier Distribution Partners. The primary objective of the program is to assist our Distribution Partners grow their Sangoma business by investing in Sangoma-based marketing initiatives. The Program enables our silver and gold Top Tier Distributors to accumulate MDF on all purchases from Sangoma. name #### XX.XX YYYY-MM-DD Manage My MDF 0% 2% 3% MDF To view your available MDF, please follow these simple steps: 1. Go to 2. Log in to your account 3. Your available MDF amount is displayed at the top of the right side bar 4. Click the link to download the MDF claim request package This guide will help you understand how to claim your MDF, activities you can spend MDF on, and what to do to ensure a smooth process from start to finish. We have included guidelines and tips for planning and making the most of your marketing programs. Partners have full access to MDF funds as soon as they are posted in the Partner Portal generally 30 days after the quarter has finished. Sangoma defines the quarters as: FISCAL QUARTERS Q1 July 1 September 30 Q2 October 1 December 31 Q3 January 1 March 31 Q4 April 1 June 30 3

4 MDF CLAIM REQUEST PROCESS Step 1: Complete and submit the MDF form to your regional Sales Director Ensure your account has adequate MDF available to support the amount you are requesting. Allow at least four weeks before the activity start date to ensure that approvals can be completed within the correct time frame. Tip: It s important to fill in the entire form to ensure we have full information on your activity. To ensure our goals are properly aligned, it s a good idea to have a discussion and collaborate on MDF spending with your Regional Sales Director, prior to submitting the MDF request form. Step 2: Your regional Sales Director starts the approval process and return the MDF request to you within 3 business days. Once approved, proceed with your marketing activity with assurance. Region APAC LATAM NA EMEA Sales Director Udi Delgoshen Ernesto Casas Tom Ray Doug Vilim Step 3: Within 30 days of your activity end date, submit your pre-approved claim to the Sangoma Finance Department. You MUST INCLUDE the following items: The pre-approved MDF form A copy of all expenses for reimbursement, including all invoices and receipts Your invoice to Sangoma for the total being claimed Tip: The maximum claimable amount is the originally pre-approved amount or less, if the total costs of the activity was lower than planned. Submit your claim to: Terry Cherry Sangoma Accounts Payable in FINANCE terry@sangoma.com 4

5 KEEP IN MIND Each MDF request form may include only one claim. A claim may include multiple invoices. EXPIRY RULES MDF accumalation starts on July 1 and expires at the end of Sangoma s fiscal year or June 30. To be eligible for new MDF activity, you must keep your accounts payable with SANGOMA in good standing. Partners may not deduct the amount of an MDF claim from SANGOMA invoices for products or services. Sangoma will credit your account after the event has concluded. The default currency of a partner s MDF account is in $USD. 5

6 MDF ACTIVITIES Guidelines and Requirements The following section provides a details of the types of activities that are eligible for MDF use. This includes details on the types of costs that are claimable, the information needed when requesting MDF, and requirements for proof of performance. If you are interested in pursuing an activity or function that is not listed or funded, please let us know by providing a proposal and plan. 1. Direct Marketing Direct Marketing campaigns are effective to increase your SANGOMA business. The campaign can include postal mailing, ing, or a combination of both. In many cases, you can augment the effort with telemarketing. The success of a marketing campaign is heavily driven by the marketing plan, including the quality of the addressee list and an attractive response concept. If you combine a direct marketing campaign with telemarketing to maximize the response with an integrated concept, you can claim MDF for both parts of the campaign in one request. Partner campaigns must meet at least one of the following criteria: Designed to create a direct sales action such as a request for a product demonstration or a request for specific sales literature Scheduled relative to a trade show where you will have a booth, and designed to increased booth traffic Designed to invite companies to an event hosted by your company and SANGOMA Claimable Costs: Agency for creative or graphic design work Printing, letter shop Postage (if provided by third party) Purchase or rental of lists Telemarketing or third-party fulfillment All third-party-associated invoices must show the net amount. Provide these for MDF Request: Planned target audience (number of mailing address s, type of company, title of address s) Source of address data Key message, product, or solution to be promoted Response elements (mail, fax, Web page) Expected outcome of the campaign: number of responders, estimated revenue within first six months SANGOMA net revenue only Start and end dates Required Proof of Performance: Partner invoices, all third-party invoices Original or photocopy of direct mail piece Required material for telemarketing For or fax blasts: hard copy of the content and creative as well as a report indicating the number of recipients 6

7 2. Telemarketing Proactive/Outbound calling a targeted audience is an excellent method of generating leads or following up on promotions to potential or existing customers. Direct phone allows feedback to your offer, and you can learn many details about your target group and the individual prospect. Claimable Costs: Provide these for MDF Request: Required Proof of Performance: Partner campaigns must meet at least one of the following criteria: The telemarketing campaign is designed to create a direct sales action such as a request for a product demonstration or a request for specific sales literature. The telemarketing campaign is scheduled relative to a trade show where you will have a booth, and is designed to increase booth traffic, or is relative to an event hosted by your company or SANGOMA. The telemarketing campaign is designed to identify the relevant contacts, current situation, and potential opportunities in your target group Call center for concept and project setup Amount per call or payment based on working hours or qualified opportunity Fulfillment (if provided by third party) Purchase or rental of address lists Planned target audience (number of contacts to be called, type of company, title of addressees) Defined follow-up steps (call by salesperson, event attendance, sales literature to be sent out) Expected outcome of the telemarketing campaign - estimated revenue within the first six months Start and end dates Partner invoices, all third-party invoices Copy of the telemarketing script Date(s) of call campaign Summary of the number of dials, connections, presentations, quotes generated 7

8 3. Trade Shows Trade shows are a great opportunity to reach new target groups and meet prospects and customers. Trade shows offer the opportunity for personal discussions and real-time demonstrations of SANGOMA solutions. Trade shows allow you to spend time with prospects in a nonthreatening and cost-effective manner when they are just beginning the decision-making process. Trade shows can be a valuable part of a comprehensive marketing plan. Claimable Costs: Required for MDF Request: Required Proof of Performance (post- event): The trade show is primarily targeting business people and provides an adequate environment to meet target audience(s) You have your own booth appropriate for showing SANGOMA products and solutions The show is promoting to a regional/local SANGOMA audience SANGOMA is actively participating and promoting in your booth space, with no other competitive solutions or products Booth (floor rental, booth itself, signage) Attendance or registration fee and associated sponsoring costs Entry in trade show catalog PR activities to invite prospects Speaking slot in event forum Audiovisual and electrical equipment rental Printing and mailing of invitations (eligible for funding and covered under the direct marketing guidelines) Production costs or purchase price of show giveaways Planned target audience (number of prospects to be directly reached and documented via lead form, type of company, titles of target contacts) Information on the trade show (typical audience, regional coverage, expected number of visitors) Planned activities at the show (promotions, speaking, demos) or event invitation Topic of speaking slot Expected outcome of the trade show (number of responders or prospects Start and end dates Partner invoices, all third-party invoices Photos of the event highlighting SANGOMA placement on-site 8

9 4. In-Person Seminars and Road Shows In-person seminars and road shows are very effective methods of introducing new products to a targeted audience as well as acquainting your existing customers with SANGOMA solutions. They provide a means for intensive question-and- answer opportunities not available in other forums. Claimable Costs: Provide these for MDF Request: Required Proof of Performance: The seminar or road show is promoting SANGOMA solutions or related content applicable to creating prospects and sales leads for SANGOMA solutions You are hosting the event You are not promoting competitive solutions or products Rental of the room or conference space and required audiovisual equipment Printing and mailing of invitations eligible for funding and covered under the direct marketing guidelines Food, catering, and beverage costs eligible for funding depending on the venue and event Gift CDs or production costs or purchase price of giveaways All third party associated invoices must show the net amount Planned target audience (number of prospects to be directly reached and documented via lead form, type of company, title of target contacts, source of addressee list) Proposed location(s) (e.g. in-house or external, schedule) Proposed agenda Speaker bios Expected outcome Start and end dates Partner invoices, all third-party invoices Event notification (actual invitation, invitation, or Web advertisement) Number of attendees at the seminar and a copy of the presentation List of any SANGOMA employees in attendance If an SANGOMA person is not in attendance, a photo of tradeshow booth or event displaying SANGOMA information 9

10 5. Webinars Webinars, held online using the Internet and telephone, present a special opportunity to introduce new products to a targeted audience or to acquaint your existing customers with SANGOMA solutions. Webinars are less personal than face-to-face meetings but present a good alternative for a small target group spread across a broad region. Additionally, they are typically less expensive and can be recorded too. Claimable Costs: Provide these for MDF Request: Required Proof of Performance: The Webinar is promoting SANGOMA solutions or related content applicable to creating prospects and sales leads for SANGOMA solutions. You are hosting the event. You are not promoting competitive solutions or products Cost of the required equipment to host a Webinar, including online services and fees CDs of the Webinar Planned target audience (number of prospects to be directly reached, type of company, title of target contacts, source of addressee list) Proposed agenda Speaker bios Defined follow-up steps (call by salesperson, sales literature to be sent out) Expected outcome Start and end dates Partner invoices, all third-party invoices Webinar date Number of attendees at the seminar Copy of the presentation 10

11 6. SANGOMA-Led Events and Product Seminars SANGOMA-specific events allow you to participate in a marketing activity hosted and promoted by SANGOMA. Typically, SANGOMA will offer event packages for partners that might include a demo opportunity, admission for attendees, or event-related services. Additionally, you may invite your own prospects and customers to the event. Direct marketing campaigns might be included in the overall package or offered as an à-la-carte option or you can do it yourself. In the latter case, you would have to request MDF for the direct marketing activity separately. SANGOMA is hosting the event You are participating by purchasing a partner package (not a sponsorship package) Your participation includes the active presence of at least one person at the event (demo presentation, speaker slot) Claimable Costs: Costs for SANGOMA partner package or registration/participation fee Only third-party costs of the following services, if they are not part of the partner package provided by SANGOMA Booth (booth itself, signage) Audiovisual and electrical equipment rental Phone, T1, Internet lines Shipping costs All third-party-associated invoices must show the net amount and VAT separately. See also Activities Not Qualified for MDF for non-claimable costs. Provide these for MDF Request: Date and type of participation Defined follow-up steps (call by salesperson, event attendance, sales literature to be sent out) Expected outcome of the event (number of responders and prospects with follow-up agreement, estimated revenue within the first six months SANGOMA net software revenue only) Start and end dates Critical for approval: The approver will check these details and may reject the request but advise what should be optimized Required Proof of Performance: Partner invoices, all third-party invoices Keep on file for a random audit: Invoice from SANGOMA for channel partner package Critical for approval: The approver will check these details and may reject the claim or reduce the claimable amount based on program rules What to Avoid: Lack of active participation in the event Mixture of claimable and non-claimable costs 11

12 7. General and Industry-Specific Events General and industry-specific events, such as those hosted by a magazine or industry association, can provide a very good opportunity to reach a specific target group. Often you can participate with a demo presentation in an affiliated exhibition or speaker slot. A combination of both typically offers the most value. The event is primarily targeting business people and provides an adequate environment to meet your target audience You have your own booth appropriate for showing SANGOMA solutions or a speaker slot of at least 30 minutes to present SANGOMA solutions. You are promoting no competitive solutions or products The event is promoting to a new, regional, or local SANGOMA audience in which SANGOMA is not also participating Claimable Costs: Only third-party costs of the following services: Booth expenses (floor rental, booth itself, signage) Attendance or registration fee Entry in event catalog or brochure PR activities to invite prospects Speaking slot in show forum Audiovisual and electrical equipment rental Phone, T1, internet lines Shipping costs All third-party-associated invoices must show the net amount and VAT separately. See also Activities Not Qualified for MDF for non-claimable costs. Provide these for MDF Request: Planned target audience (number of prospects to be directly reached and documented via lead form, type of company, title of target contacts) Information on the event (typical audience, regional coverage, expected number of attendees) Topic of speaking slot Defined follow-up steps (call by salesperson, event attendance, sales literature to be sent out) Expected outcome of the event (number of responders and prospects with follow-up agreement, estimated revenue within the first six months SANGOMA net software revenue only) Start and end dates Critical for approval: The approver will check these details and may reject the request but advise what should be optimized 12

13 Required Proof of Performance: Partner invoices, all third-party invoices Keep on file for a random audit: Number of quotes generated Photo of the event highlighting SANGOMA product placement on-site or your presentation held in a speaker slot Critical for approval: The approver will check these details and may reject the claim or reduce the claimable amount based on program rules Tips for Success: Carefully choose the right industry events based on local coverage, vertical focus, reached target audience (business decision maker versus a more technically oriented audience) Plan ahead order literature and other handouts at least four weeks in advance If possible, take advantage of a meaningful entry in the event catalog Take advantage of speaking opportunities in show forums Plan activity at your booth: Show a video or use your creativity to call attention to your exhibits Make sure that all prospects will be contacted immediately after the event for further qualification and follow-up (salesperson prepared, fulfillment material available, process understood by all involved parties) What to Avoid: Competitive messages Mixture of claimable and non-claimable costs 13

14 8. Advertising Locally placed advertising (print, outdoor posters) is an integral part of reaching new and expanding markets. Print advertising in appropriate industry magazines is an excellent means of supporting a vertical approach. Including the SANGOMA channel partner logo in your ad associates you with the industry leader. SANGOMA offers several templates for your use. Claimable Costs: Provide these for MDF Request: The advertising material follows SANGOMA brand guidelines or uses SANGOMA partner- specific advertising templates Adaptation of existing templates, printing, and placement costs Development of completely new advertisements will NOT be funded All third-party-associated invoices must show the net amount and VAT separately. Media data (depends on medium, such as target audience or circulation numbers; please provide a copy or link) Written explanation of why this medium is appropriate to address your target audience Key message, product, or solution to be promoted Defined follow-up steps (call by salesperson, sales literature to be sent out) Expected outcome (number of responders or prospects with follow-up agreement, estimated revenue within the first six months SANGOMA net software revenue only) Publication date Critical for approval: The approver will check these details and may reject the request but advise what should be optimized 14

15 Required Proof of Performance: Partner invoices, all third-party invoices Keep on file for a random audit: Date of issuing the ad Dates of placement period, if applicable Print Hard copy of final ad creative along with copy of the publication(s) where it ran Any associated paid third-party invoices for advertising space and creative (if applicable) showing net amount and VAT separately Banner ads Dated screen shot(s) of the SANGOMA Web banner Any associated paid third-party invoices for the media space and creative work (if applicable) showing net amount and VAT separately Radio and TV Copy of the script along with media schedule Outdoor posters, billboards, or banners Photo of placed poster or billboard and date of issue Critical for approval: The approver will check these details and may reject the claim or reduce the claimable amount based on program rules Any associated paid third-party invoices for media space showing net amount and VAT separately Tips for Success: Select media carefully to precisely reach your target audience special-interest formats, business channels, billboards in a business area, for example. Keep your message simple and on-topic too many points dilute the key message Plan for a consistent run; the longer and more often you can afford to run an ad, the better Success in advertising is about reach (number of people) and frequency (how often they see your ad) Include a way to track responses from the ad such as a direct phone number, extension, or special offer for mentioning a code phrase What to Avoid: Competitive messages Placement in unspecific media Incorrect usage of SANGOMA logos Mixture of claimable and non-claimable costs 15

16 9. Promotional Literature Literature, such as brochures, product flyers, and solution guides, are useful to send ahead or leave behind after a sales call, to use at events, and to get in touch with or refresh a relationship with a prospect. You should focus on business-oriented material, clearly promoting the benefits of a solution for the prospect. More technically-oriented messages can often be published in white papers available on demand or on your website. Some literature may be appropriate as a response multiplier for a mailing for example, presenting a new market study related to your business or vertical segment. The material is designed to fulfill sales literature requests from a mailing, telemarketing campaign, or trade show The material is a business-oriented brochure to promote your SANGOMA partner solutions and follows the special SANGOMA guidelines for those materials Claimable Costs: Only third-party costs of the following services: Agency for creative or graphic design work, printing, postage (if provided by third party), marketing coordination, or project management Provide these for MDF Request: Planned target audience Key message, product, or solution to be promoted Use of SANGOMA channel partner or SANGOMA product logo Response elements (mail, fax, web page) Start and end dates Critical for approval: The approver will check these details and may reject the request but advise what should be optimized Required Proof of Performance: Partner invoices, all third-party invoices Copy of the brochure Statement of the total quantity of pieces produced Critical for approval: The approver will check these details and may reject the claim or reduce the claimable amount based on program rules Tips for Success: Write content to be clear and to the point, but communicate the real business value of your products and solutions Use diagrams, charts, and other visual tools to make your points easy to understand and break up the text Include contact points for responses such as addresses, phone numbers and WEB links What to Avoid: Competitive messages Incorrect usage of SANGOMA logos 16

17 10. Promotional Items and Giveaways (at an Approved Event) You may decide to use promotional items or giveaways at trade shows or events. These expenses are claimable only if they are related to an approved activity. The approval of the request and the claim for the promotional items depends on approvals for the activity. The promotional item will be used for an activity approved under the MDF program according to this guide for channel partners The promotional item is designed to appeal to a business audience. It has value but can be purchased for a fair price Claimable Costs: Agency for creative or graphic design work, printing, marketing coordination, or project management Printing or production costs or purchase price of giveaways separately Provide these for MDF Request: Planned target audience Key message, product, or solution to be promoted Use of SANGOMA channel partner or SANGOMA product logo Response elements (mail, fax, web page) Start and end dates Critical for approval: The approver will check these details and may reject the request but advise what should be optimized Required Proof of Performance: Partner invoices, all third-party invoices Hard copy or photo of the promotional item Statement of the total quantity of pieces produced Tips for Success: Choose very carefully which promotional item will be considered of value for your target group Use it as a personal gift, presented in a personal conversation, not as something for anonymous take-away What to Avoid: Competitive messages Incorrect usage of SANGOMA logos 17

18 11. Training and Certification (of Channel Partner Employees) SANGOMA has a strong interest in having well qualified partners to sell SANGOMA solutions and ensure SANGOMA quality standards in all customer projects. Therefore, training even if it is not a typical marketing activity is eligible for MDF according to this guide. The training is provided by SANGOMA to build your capability The training is provided by a third party authorized by SAN- GOMA to train on SANGOMA products and solutions or to give certification exam Claimable Costs: Only third-party costs of the following services: Training fees for SANGOMA-hosted training Third-party invoices for training and examination fees Provide these for MDF Request: Training title or specification Planned date of participation Planned certification to be gained (if applicable) Required Proof of Performance: Partner invoices, all third-party invoices List of attendees Confirmation of participation for each attendee or copy of certificates Copy of paid invoice What to Avoid: Placement in unspecific media Incorrect usage of SANGOMA logos 18

19 12. Keyword Advertising or On-Line Banners Partners may include the Empowered by SANGOMA logo in their online e-marketing tactics, such as online banners or keyword advertising (if applicable), to associate them with an industry leader. SANGOMA may have several templates available for your use. The advertising material follows SANGOMA brand guidelines or uses SANGOMA partner-specific advertising templates Claimable Costs: Adaptation of existing templates, printing, and placement costs Development of completely new advertisements will NOT be funded All third-party-associated invoices must show the net amount and VAT separately. Provide these for MDF Request: Media data (depends on the medium for example, target audience, average click rates; please provide a copy or link) Planned edition or time frame for placement Logo that will be used at least one: SANGOMA Partner Key message, product, or solution to be promoted Expected outcome (number of responders or prospects with follow up agreement, estimated revenue within first six months SANGOMA net software revenue only) Submission date Required Proof of Performance: Partner invoices, all third-party invoices Date of issuing the advertorial Date of issuing the e-marketing campaign Dates of placement period, if applicable Link to copy of banner, keyword advertising What to Avoid: Competitive messages Placement in unspecific media Incorrect usage of SANGOMA logos Mixture of claimable and non-claimable costs 19

20 13. Success Stories (with an Approved Activity) Success stories are an important tool in demonstrating proof-of-concept projects. It is therefore necessary to provide detailed descriptions about the project and the benefits for the customers, and how a partner solution or offer was supportive for this project. Partners can provide a detailed description of their success stories by submitting them through SANGOMA Channel Partner Portal. User-friendly templates guide partners in providing all necessary data. The advertising material follows SANGOMA brand guidelines or uses SANGOMA partner- specific advertising templates Claimable Costs: Third-party costs of following services: Agency for creative or graphic design work Printing, editorial work, postage (if provided by third party) Marketing coordination or project management Provide these for MDF Request: Planned target audience Key message, product, or solution to be promoted Usage of SANGOMA channel partner or product logo Response elements (for example, mail, fax, or Web page) Starting and end date Required Proof of Performance: Partner invoices, all third-party invoices Copy of the success story What to Avoid: Competitive messages Incorrect usage of SANGOMA logos Mixture of claimable and non-claimable costs 20

21 14. Public Relations Agency Fees Public relations activities are an important means of creating and maintaining a positive image. Partners may use their MDF for services obtained from PR to publicize their business and highlight their SANGOMA successes to the press and other sources. The PR agency services are used as part of a comprehensive lead generation plan The PR activity is promoting your SANGOMA partner solutions or related SANGOMA content applicable to creating awareness or prospects and sales leads for your SANGOMA solutions You are not promoting competitive solutions or products Claimable Costs: Third-party costs of following services: Copy of invoice from PR agency for plan development and execution (in limited cases would approve agency retainer fees); Printing, editorial work, interview or press tour costs, competitive and market monitoring costs, marketing coordination or project management All third-party-associated invoices must show the net amount. Provide these for MDF Request: Planned target audience Key message and talking points Correct use of SANGOMA logos Start and end dates Required Proof of Performance: Type of editorial work, interview, or press tour conducted Any project management work that was undertaken What to Avoid: Competitive messages Placement in unspecific media Use of SANGOMA quotes or employee names without prior approval Incorrect usage of SANGOMA logos Mixture of claimable and non-claimable costs 21

22 ACTIVITIES NOT ELIGIBLE FOR MDF The following expenses do NOT qualify for reimbursement by SANGOMA from MDF. Meetings with end users intended for relationship building Fees for hardware or software implementation Equipment for support or resale Meetings with SANGOMA or internal meetings Equipment for support or resale Penalty or cancellation charges for missed, late, or changed bookings Legal, tax consulting, or accounting fees, unless specifically identified as allowable Competitive content or training Expenses eligible for reimbursement under a separate SANGOMA program Equipment for support of normal business operations Standard office stationery costs, such as business cards or other business forms Entertainment events for you or your customers, such as concerts, theater performances, sightseeing tours, or sponsorships Programs such as incentive programs, salesperson incentives or recognition events, or any efforts related to your own employee programs or competitions Development for Web sites to be used for advertising Employee salaries Services that support normal business operations (e.g. conference calls or corporate signage) Social events not associated with an approved, focused marketing activity, including venue expenses, meals, and beverages Charges that have already been claimed for reimbursement through SANGOMA Working with Outside Agencies You may also use MDF to fund the services of an advertising or marketing agency. Creative, telemarketing, or event management services, for example, may be eligible for reimbursement. Of course, creative development by outside agencies must follow SANGOMA branding and logo usage guidelines for partners, and be pre-approved by SANGOMA. 22

23 PRE-APPROVAL FORM Step 1 Complete and submit the MDF form to your regional Sales Director Step 2 Step 3 Your regional Sales Director starts the approval process and return the MDF request to you within 3 business days Within 30 days of your activity end date, submit your pre-approved claim to the Sangoma Finance Department Please direct any questions to your regional Sangoma Sales Director. Contact Information Company Name Street Address City Province/State Zip/Postal Code Country Contact Person Phone Fax Submit your claim to: Terry Cherry Sangoma Accounts Payable in FINANCE terry@sangoma.com Marketing Activity Description Start Date (MM/DD/YYYY) End Date (MM/DD/YYYY) Activity Type Direct Marketing Sangoma-Led Events/Seminars Training/Certification Telemarketing Industry-Specific Events On-line Advertising Trade Shows Advertising Success Stories Seminars/Road Shows Promotional Literature PR Firm Fees Webinars Promotional Items/Giveaways Other: Activity Description You may attach additional information to this form. Objectives Target Audience Sangoma products to be promoted Have you received funding from another vendor? No Yes Indicate name of vendor and amount: Total Cost of Activity $ Amount Requested $ Total Amount Approved $ Terms and Conditions: 1. All instructions outlined in this MDF document must be followed, in order to be eligible to participate. 2. Claims submitted without complete documentation or after the 30 days will not be processed. 3. Sangoma reserves the right to decline reimbursement of activities at its discretion. Sangoma Internal Use Only Approved Rejected By: MDF No. Date 23