Microsoft Managed Reseller Cooperative Marketing Fund. Guidebook FY14. Fiscal Year Starts July 1, 2013

Transcription

1 Microsoft Managed Reseller Cooperative ing Fund Guidebook FY14 Fiscal Year Starts July 1, 2013

2 FY14 Table of Contents Managed Reseller Guidebook What s New? A Summary of Guideline Changes from FY PROGRAM OVERVIEW a., Eligibility, Accruing and Using Funds... 4 b. ing... 5 c. Coop Workflow... 6 d. Channel Incentives Platform (CHIP) Coop Web Tool... 7 EXECUTION AND CLAIMING a. Core Requirements... 8 b. Content Guidelines: Taglines, Logo and Graphics Usage... 9 c. Creative Materials Optional Preapproval d. Claim Requirements e. Ineligible Activities and Expenses PARTNER READINESS a. Eligible Activities, Claim Timing Requirements, POE APPENDIX a. Coop ing Plan Recommendations b. Activity Examples c. Payment Processing and Tax Requirements d. ing and Training Resources e. Certification Statement Report (CSR) f. Logo Guidelines g. Glossary DEMAND GENERATION a., Activity Guidelines, Creative Preapproval b. Quick Reference c. Direct Mail, and Mobile SMS d. Web/Online Advertising MARKET DEVELOPMENT a. Activity Guidelines and MD Activity Plans b. Claims c. Quick Reference d. Microsoft Focused Customer Seminars e. Floor Days f. Events: Multi-Vendor Expositions g. Tradeshows h. Internal Incentives and SPIFFs i. Telemarketing j. On-Site Champ k. Proof of Concept Services l. E-Commerce m. Web Syndication n. Search Engine Optimization Skyrocket o. Social Media or Mobile Commerce = REMINDER = BEST PRACTICES = CAUTION = FAQ Note: Participation in this program is voluntary. Nothing in this program restricts partners from supporting, marketing or selling non-microsoft products. In the event that you are reading a translated version of this document, the English version is the master copy. IF USING AN ELECTRONIC VERSION OF THIS DOCUMENT, THE TABS ON EACH PAGE WILL QUICK JUMP TO THAT SECTION

3 FY14 Changes 3 Changes from FY13 to FY14 for the Microsoft Managed Reseller Coop This is an overview of notable changes for this year. Please refer to the guidebook content for each section for complete requirements and eligibility. Direct Mail/ Web/Online Advertising Microsoft Focused Customer Seminars Floor Days Multi-Vendor Expositions Tradeshows Telemarketing On-Site Champ Proof of Concept Services E-Commerce Web Syndication The number of targeted partners or customers has been added as a required proof of execution. Screenshots of advertisement on website has been added as a required proof of execution. A list of registered guests has been added as a required proof of execution. A list of registered guests has been added as a required proof of execution. Documentation of an estimated number of attendees or number of people who visited the booth has been added as a required proof of execution. Documentation of an estimated number of attendees or number of people who visited the booth has been added as a required proof of execution. Summary of results is no longer just recommended, but is now a required proof of execution. A required form has been added to document summary of results and sales objectives. Allowance to use coop for the purchase of Windows 8 Tablets is included. Customer reach (# of clicks, click rate, etc.) has been added as a required proof of execution. Customer reach (# of clicks, click rate, etc.) has been added as a required proof of execution. Search Engine Optimization Skyrocket Updated as separate category for FY14. This includes activity specific eligible expenses, proof of execution, etc. Social Media or Mobile Commerce Customer reach (# of clicks, click rate, etc.) has been added as a required proof of execution. Core Requirements Tagline: Addition of brand Taglines can now reference a brand as an alternative to Microsoft software or a specific product. General Ineligible Expenses Ineligible Expenses Itemized third-party invoice Coop funds may not be used to reimburse cash equivalents, such as prepaid credit cards. See page 12 for details. Essential system components as an incentive, giveaway or upgrade offer are no longer considered ineligible expenses. Updated throughout. The term 'invoice' has been replaced with 'itemized third-party invoice'.

4 , Eligibility, Accruing and Using Funds 4 The Channel Incentive Cooperative ing Fund (Coop) for Managed Resellers provides reimbursements to participating Managed Resellers to help differentiate and build channel awareness and preference for Microsoft products. Coop reimburses eligible costs associated with related marketing and readiness activities to support: - Broad reach advertising to increase awareness and preference. - ing and business development activities designed for a specific audience, specifically for channel recruitment, education activities and sales acceleration activities. - Training and readiness of internal personnel to improve Microsoft product sales and technology expertise. Recommended allocation of funds is as follows: The activities described in the guide are eligible everywhere outside of the US. The tools described in the guide are eligible for Asia, LATAM, and Canada. Tiers per Coop Accrued Managed Resellers - Depth $20,000 or more Managed Resellers - Breadth $20,000 - $5,000 $5,000 or less % Coop % Coop % Coop 20% 30% 50% 10% 10% 20% 70% 60% 30% Eligibility Requirements To be eligible to participate in Coop, Managed Resellers must be Microsoft Network ( MPN ) members and meet all other eligibility criteria as specified in the Managed Reseller Incentives Guide (please contact your Sales Executive (PSE) for this document or go to the Activation Kit at These eligibility criteria include minimum annual Open license sales requirements during the 12-month period from June May that are defined by the Microsoft Channel Incentives Team in the Worldwide Group, in conjunction with local field management by a PSE, Tele- Sales Executive (TPSE). In addition, in FY14 there will be a MPN Competency requirement for eligibility. Coop Core Requirements Coop Core Requirements must be met for a or activity to be considered for Coop reimbursement. More information can be found on page 8. Accruing or Earning Funds Eligible Managed Resellers accrue or earn Coop funds in the currency assigned as per the Company s contract with Microsoft. Coop funds are calculated based on the net sales of eligible Microsoft software licenses sold by the Managed Reseller, as reported on Microsoft-Sales salesout reporting that is submitted by an Authorized Distributor. Using Funds Participating Managed Resellers may reimburse the cost of qualifying, and activities against their accrued or earned funds. Usage of funds involves the completion of Coop eligible activities and submission of reimbursement claims for qualifying activity expenses. Earning and Usage Periods Earning periods are the 6 month period in which funds accrue to be used in the following 6 month period. Usage periods are the current 6- month period in which funds must be utilized for activities occurring during the usage period. Coop periods operate on a 6 month fiscal half-year as follows: FY H1: 1 Jul - 31 Dec FY H2: 1 Jan - 30 Jun There is a 45 day grace period at the end of each fiscal half for claims, however, activity must be performed during the usage period. Managed Reseller must meet eligibility requirements for each Coop period. There are earning periods and usage periods. Managed Resellers meeting the requirements in the earning period will be eligible to use the accrued funds in the usage period. Funds accrued or earned in the period of 1 January 2013 to 30 June 2013 can be used within the period of 1 July 2013 to 31 December Funds accrued or earned in the period of 1 July 2013 to 31 December 2013 can be used in the period of 1 January 2014 to 30 June Managed Reseller FY14 Coop Allocation by Campaign Get 2 Modern 40% FY H1 Jul Aug Sep Oct Nov Dec FY H2 Jan Feb Mar Apr May Jun FY H1 Jul Aug Sep Oct Nov Dec Office Best 30% Ahead of the Game 30% For more information, see page 35. FY Earning Period Usage Period FY Earning Period Usage Period Funds Expiration Use It or Lose It 1. Funds earned during the 6 month (half year) period can be used in the next 6 month period. 2. Unused funds are forfeited at the end of the usage period.

5 ing 5 Coop Eligible Activities Definition: Traditional advertising with broad reach that furthers the marketing and promotion of Microsoft software. Results and audience size are measurable. Qualifying activities: Direct Mail, , Mobile SMS Web-based Advertising Online Advertising Key Steps: Submit creative materials for optional preapproval to commpre@microsoft.com. Complete the activity within the 6 month program usage period. Submit a claim and proof of execution (POE) documents on the CHIP Tool before the claim deadline. It is recommended to submit claims within 45 days of completion of activity. Definition: ing activities designed for a specific customer audience that support the sale of Microsoft software licenses. Qualifying activities: Microsoft Focused Customer Seminars Floor Days Multi-Vendor Expositions Tradeshows Internal Incentives (SPIFFs) Telemarketing On-Site Champs Proof of Concept Services E-Commerce Web Syndication Search Engine Optimization Skyrocket Social Media or Mobile Commerce Key Steps: 1. Submit (MD) Activity Plan prior to execution for approval via the CHIP Tool. 2. Submit creative materials for optional preapproval to commpre@microsoft.com. 3. Complete an activity within the 6 month program usage period. 4. Submit a claim and proof of execution (POE) documents on the CHIP Tool before the claim deadline. It is recommended to submit claims within 45 days of completion of activity. Definition: Expenses related to product training, technical certification, and Microsoft event registration that promote the development of Microsoft software sales and technical support expertise of the employees of the Managed Reseller. Qualifying activities: Microsoft Network (MPN) Registration Fees Microsoft Training Tuition Fees Microsoft Exam Fees Microsoft Conference Registration Fees Microsoft On-Site Sales Training Microsoft Conference Travel and Hotel Key Steps: 1. Complete activity within the 6 month program usage period. 2. Submit a claim and proof of execution (POE) documents on the CHIP Tool before the claim deadline. It is recommended to submit claims within 45 days of completion of activity.

6 Coop Workflow 6 Funding, planning and approval, completion of activities, validation and payment follow this process for the Coop : MS Business and Operations Configuration Eligibility and Funds Validation Creative Preapproval (optional) Notify Eligible s Preapproval Review/ Approve Claim Initiate Payment PR Submit Claim Receive Payment Log On Add Users (Admin) View Funds Decide on Activity Category MD DG Submit MD Plan Request Creative Material Preapproval Finish Activity Claim Payment Account Manager, MS Field Teams View Eligible Enrolled s Review/ Approve Plan Preapproval (if authorized) Sign Up MD Plan Review CHANNEL INCENTIVE PLATFORM (CHIP) TOOL USAGE MANUAL PROCESS PROGRAM STEPS PR = PARTNER READINESS DG = DEMAND GENERATION MD = MARKET DEVELOPMENT

7 Channel Incentive Platform (CHIP) Web Tool: 7 Incentive Platform for Claiming Earned Coop Funds Microsoft will provide a technology tool/platform that partners will use to view incentive earnings and claim rebate payments and reimbursement for qualified Coop activities. For eligible Managed Reseller partners in the EMEA region, the incentive platform that is currently in place will be used in FY14. For eligible Managed Reseller partners in Asia, LATAM, and Canada, the Channel Incentives Platform (CHIP) will be used. For newly eligible partners, an invitation will be sent out, and online training offered, to sign on to the appropriate platform. This guide does not cover Coop s in the US. of CHIP Web Tool Use the CHIP Web Tool to submit (MD) Activity Plans, Coop claims and Proof of. You may also view earned rebates, Coop funds, detailed claim transactions, and payouts. Registration 1. User registration invitation s for CHIP are initially sent to the Administrator at the Managed Reseller account: one contains the link to the CHIP Web Tool log-in page. The second contains the authentication invitation code. 2. On the CHIP log-in page, the invited user must enter their Windows Live ID and password. The Windows Live ID and password provided are the credentials to access CHIP going forward. 3. The Administrator must read and accept the Coop Agreement and the CHIP End User License Agreement (EULA). Types of Users Within the tool are two different user profiles: 1. Administrator 2. User Note: Users may receive a separate CHIP Web Tool invitation for each channel incentive program they belong to. Select the "Global Rebates" hyperlink from the landing page to view Managed Reseller Rebate and Coop funds information. Administrator Has access to the organizational profile, enrollment, the payment profile and may add or remove Users. Must be listed in the organization's MPN Profile at Welcome.aspx. Users Do not have access to the organizational profile or the payment profile. Cannot add or remove users. For technical issues regarding CHIP, such as Admin setup, please contact the Regional Operations Center associated to your country. (Contact information can be found on Page 42/Resources section.) Manage Company Profile After enrolling, the Admin is directed to the organization home page. Click on "Manage Company Profile" from the "I Need to" links. Review organization and contact information: Company Name Company Address Contact Information View Earnings and Funds The CHIP Web Tool gives you the opportunity to view earnings by the fiscal half accrual period, as well as filter to view individual adjustments and program specific performance goals. Submit and View Claims and Activity Plans Use the CHIP Web Tool to submit MD Activity Plans. Also, submit claims for all Coop activities within the CHIP Web Tool. Support For assistance, please contact the Regional Operations Center (ROC). Adding Users New users must be invited to access the CHIP Web Tool. The Admin should: Click "Add Users" from the "I Need To" links. Enter the user name, address and select the appropriate role. An invitation will be ed to the selected user. First time users are instructed to associate a Live ID for their CHIP Web Tool account.

8 Core Requirements 8 All three of these core requirements must be met unless otherwise specified in the activity. 1 2 Prominently display Coop tagline The Coop tagline must be present in all and in selected activities to be considered for Coop reimbursement. Prominent display of the tagline demonstrates commitment to marketing and promoting Microsoft software and helps increase channel mindshare on Microsoft and the Managed Reseller's relationship. Only approved local language translations of the taglines below are allowed. To find your local tagline translations, please see Page 42/Resources or commpre@microsoft.com. Include Company/Brand name and contact information Company/Brand name and contact information must be included in all and selected activities. Contact information must include at least one of the following: Your company address and/or phone number Your company Web site URL Coop taglines approved for Managed Resellers. 1. [We/Company name] recommend [Microsoft software/specific product or brand.] Example: [Company name] recommends Windows [We/Company name] sell(s) [Microsoft software/specific product or brand] licenses. Example: [Company name] sells Microsoft software licenses. 3. [We/Company name] recommend Microsoft Online Services (For Cloud Managed Resellers). Example: [Company name] recommends Microsoft Online Services. 3 3 Include a minimum 30% Microsoft content that furthers the marketing and promotion of Microsoft software and activities* should include: A minimum of 30% of the content in and activities that further the marketing and promotion of Microsoft software. An associated partner software graphic, campaign message or element, or other eligible logo for each page that is requesting reimbursement. See (page 9). Note: s will be reimbursed at only 30% for qualifying activities when a non -Microsoft operating system, productivity suite, server solution, collaboration suite software or device are also present (page 12). 2 1 * activities that promote the development of Microsoft software expertise within a Managed Reseller's organization must contain 100% Microsoft-focused content. In addition, some activities require 100% Microsoft-focused content.

9 Content Guidelines: Tagline, Logo and Graphics Usage 9 Tagline Prominence Clear Space. Keep a border of clear space around the Coop tagline. The required border of clear space must be a minimum of the height of the letters. Placement. The Coop tagline must be prominently displayed in the activity. Typically, this is within the upper one-third of a print activity, or is otherwise easily identifiable. The Coop tagline may not appear to be a part of another sentence or graphic. Background. The Coop tagline must appear on a background that adequately contrasts with the tagline text to make the tagline clearly legible. Translation. Use tagline as provided. To find your local tagline translations, please see Page 42/Resources or commpre@microsoft.com. Font. Fonts must be consistent with the core advertisement and text size. Do not mix typefaces or weights. All words must be the same size and color. Approved Logo Usage Logo and Graphics Usage Approved graphical elements may be used in and activities. Any use of logos must comply with logo usage eligibility. You may not use logos for which you have not met requirements. Use of approved logos or graphics must follow guidelines. For details on each type of logo and graphic, please see Page 44. For Trademark Guidelines, Visit: For Graphics and Images Guidelines on MPN, Visit: salesmarketingsection/smgraphics For Brandtools, Visit: default.aspx For Office Brand Guidelines, Visit: For Windows Brand Guidelines, Visit: Windows/Usage%20Document/WIN_V2_Guide_ pdf Using the Microsoft Network Competency Logo One Color. The Microsoft logo can appear in either black or white. The logo with the Microsoft corporate logo and the words Microsoft in black should appear on a white or light colored background. Alternately, it is acceptable to reproduce the logo on a colored background as long as there is sufficient contrast between the logo and the background. When placed on a black or dark colored background, the logo should always appear in white. Incorrect Usage. The Microsoft logo should not be reproduced in any color other than black or reversed out to white. It should not be skewed or modified in any way, and never overlap or connect to any other logo or type. Clear Space and Minimum Size. Always maintain clear space around the logo. The logo should never appear smaller than 1 inch wide in any print application. For online applications, the logo should never be smaller than 135 pixels in width. Always maintain proportional hierarchy between Microsoft Certified logos and the Microsoft logo. The Microsoft logo should be the same height as the Microsoft Certified logos if displayed together. Logo Builder can help you create customized logos featuring the MPN competency you have achieved. To visit this site, go to: Localization. The Microsoft logo must always appear in English and cannot be translated. Use of approved logos or graphics must follow guidelines. Inappropriate use of logos or unapproved graphics may result in claim denial. Examples

10 Creative Materials Optional Preapproval 10 Why Obtain Preapproval? Preapproval on creative materials helps accelerate the claiming process and creates a high level of confidence that creative execution will meet Coop guidelines. Preapproval Recommendation for Creative Materials - Only for Asia, LATAM, and Canada It is recommended that creative material for and activities be submitted for preapproval to ensure compliance with the Coop guidelines. Creative material may be submitted for optional preapproval by to commpre@microsoft.com a minimum of 3 business days before the activity is scheduled to begin. The preapproval team will review the activities and approve or request changes/corrections within 3 business days. Please allow 5 business days if translation to English is required. Approved activities will be assigned a preapproval code which should be entered into the claim form on CHIP along with proof of execution at the time of claim submission. The activities must be conducted exactly as approved. Any deviation, with the exception of dates and pricing, from the approved activities will result in the activities being re-assessed. Activities that run repeatedly should receive a new preapproval number each usage period to ensure the activity continues to meet program requirements. Include the activity type in which the creative material will be used. Including the activity type planned will assist the Preapproval team in accurately evaluating your activity. Do not send plans for preapproval. plans must be entered into CHIP and are approved by your Microsoft Account Manager. The Preapproval team is unable to assist in approving plans. Submitting Claims Approved activities will be assigned a preapproval code which must be provided along with proof of execution at the time of claim submission. Requesting Optional Creative Preapproval 1. Indicate activity type. 2. Include your Managed Reseller ID, found on the CHIP homepage following your company name. 3. Indicate if piece was a template provided by the Microsoft subsidiary. 4. Send to commpre@microsoft.com. 5. Keep preapproval code for claim submission. Core Requirements - page 8 1 Prominently display Coop tagline 2 Include Company/Brand name and contact information. 3 Include a minimum of 30% Microsoft content that furthers the marketing and promotion of Microsoft software.

11 Claim Requirements 11 Coop Funds Claims Requirements Participating Managed Resellers may submit claims for qualifying activities completed within the Coop usage period. Submit claims and proof of execution after the activity has been completed and in line with claim deadlines. For example, claims for Earning period FY13 H2 can be submitted between 16 August 2013 and 15 February 2014 for activities completed by 31 December During the start of each usage period, the should work with their PSE to get MD Activity Plans approved until the CHIP Tool is open for the period. Once CHIP has opened, all MD Activity Plans must be submitted via the CHIP Tool. Approved reimbursement will be PAID in the form of a Microsoft purchase credit or bank transfer issued 30 to 45 days from the end of each month from the claim approval date (depending on region). For a reimbursement to be included in a payment cycle, valid claim and documentation needs to be received no later than 15 days after the end of the month in which the activity was completed. For example, for reimbursement of a valid claim at the end of March, all details and claim need to be received by Microsoft no later than March 15. Claim queries should be sent to commpoe@microsoft.com. The estimated claim reimbursement may be adjusted based on the amount of Coop funds available. The final claim adjustment period will end 30 business days after the final claim date of each semester (February 15 or August 15). All outstanding requirements for claims made by the final claim dates must be resolved within this 30-day business period, or the claim will be rejected. Approvals Timeline 3 business days turnaround time applies to: Creative Preapproval: from Coop Operations Team (5 business days if translation to English is required) Activity Plan Approval or Rejection: from Sales Executive Claim Approval or Rejection: from Coop Operations Team Claims Coop reimburses expenses for both Media Placement and ing Services/Agency Fees (Page 46). They can be claimed at the same time for activity that has taken place within the Coop usage period with proper documentation. ing Services are reimbursable only with proof of distribution of the advertising. Creative materials preapproval is optional but recommended. See page 10 for details. Claims activity claims may only be submitted after the required Activity Plan has concept approval on the CHIP Web Tool by a Microsoft Sales Executive (page 17). Approval of a Activity Plan does not guarantee reimbursement of claims as activities need to meet the Coop core requirements and guidelines. Creative materials preapproval is optional but recommended. planned activities completed in the usage period may be submitted up to the amount of the approved expenses detailed in the Activity Plan. Claims claims may be submitted for any qualifying readiness activity that has been completed within the Coop usage period. Coop Funds Claim Deadlines FY H1 Period (Jul - Dec) FY H2 Period (Jan Jun) Activity completed by: 31 Dec 30 Jun Claim and proof of execution submission deadline: 15 Feb 15 Aug Tools to Support Claiming Activities It is highly recommended that claims are submitted within 45 days of activity completion date. Microsoft reserves the right to request original proof of execution documents. You must maintain all original documents for a period of 24 months from the activity date. The authorized activities are the same in all geographies outside the United States, but the supporting tools and claiming periods differ. Managed Resellers in EMEA use a separate tool for claiming Coop and reviewing reports, and must complete claims by the 15th of the final month of the fiscal half in which the funds are available for claiming. Please connect to ( for supporting tools. For all geographies outside of EMEA and the US, visit for tools to support claiming activities. Proof of All reimbursement claims require proof of execution be submitted for validation to assess program compliance. It is recommended that claims be submitted within 45 days of activity completion. Proof of execution as part of the claim submission may be uploaded directly to the CHIP Web Tool (combined file size limit of 100MB). If unable to submit via the tool, send via to the ROCs. Incomplete or missing documentation may cause delays in processing. For a list of accepted file types please see Page 46. The costs associated with sending and submitting proof of execution are not reimbursable through Coop. Note: Claims submitted after the funds for that period have been fully utilized will not be reimbursed. Notifications are sent when there is a change in claim status. Claims status may also be viewed at the CHIP Web tool. Certification Statement and Report A Certification Statement and Report (CSR) may be used to request reimbursement to offset costs and/or expenses incurred by the Managed Reseller solely in connection with the implementation of certain Coop supported marketing activities. Managed Resellers who develop their Coop advertising and activities through their internal marketing services staff instead of using a third-party agency may use the CSR in lieu of an itemized third-party invoice. The marketing activities covered are listed on the CSR form. For an example of the CSR, see Page 43. The CSR form: Must be completed in its entirety. May not be used to claim expenses that are not eligible for reimbursement. Must be signed by a senior officer of Company and returned to Microsoft. Choose one of two methods to sign: 1) Print out the form, physically sign, and then scan. 2) Sign electronically. Is subject to verification upon request from Microsoft (or Microsoft designated claim validation entity). Is available on Explore.ms or the Managed Reseller Coop Activation Kit ( and has further instructions for claiming.

12 Ineligible Activities and Expenses 12 Ineligible Activities and Expenses Coop funds may not be used to reimburse: Microsoft software, cash, cash equivalents (i.e. prepaid credit cards), store credit or service rebates on any kind of system sold. Discounting or providing cash/service rebates that effectively discount Microsoft price of software. However, there are two exceptions: Giveaways that are a cash equivalent will only be reimbursed for Internal Incentives and SPIFFs. Company may give away up to twenty (20) PCs per program period. These systems must be preinstalled with Microsoft software and are eligible for reimbursement. Costs associated with the manufacture or distribution of customer systems, including costs related to bills of materials and costs of goods (packaging, shipping, freight, etc.). This includes operating expenses on systems sold. Giveaway items that include non-microsoft operating system, productivity suite, server solution, collaboration suite software or device. Infrastructure, overhead, depreciable asset expenses (e.g., vehicles, capital equipment, etc.), or real property. Placement costs associated with advertising on a Web site or telephone on-hold message systems owned or operated by Company or Company Subsidiary(ies). Costs associated with Microsoft joint agreements or marketing agreements by Microsoft or affiliates that require the company to match or otherwise contribute additional marketing funds. (I.e. Company may not use any Coop funds to satisfy any marketing funds contribution requirement by Microsoft or its affiliates as detailed in the said marketing agreement.) Multiple claims for a single activity expense. Submitting the same expense for both Managed Reseller and OEM Local Incentives s. Travel expenses, including flights and hotels (except as specified on page 33), meals, mileage, and any other travel costs. Costs for an activity paid at more than fair market value for that activity. Funds redistribution to 3rd parties (excludes marketing agencies contracted by the Managed Reseller). Coop is a reimbursement for activities executed by the Managed Reseller to engage the customer channel. Inclusion of Non-Microsoft Software For and activities, s will be reimbursed at 100% for qualifying activities that promote only Microsoft operating system, productivity suite, server solution, collaboration suite software or devices. s will be reimbursed at only 30% for qualifying activities when a non-microsoft operating system, productivity suite, server solution, collaboration suite software or device are also present. All marketing activities must contain at least 30% content dedicated to promoting Microsoft software or online services in order to be eligible for reimbursement. If a non-microsoft operating system, productivity suite, server solution, collaboration suite software or devices is present in the activity, Managed Reseller should enter their claim in CHIP for 30% of the itemized third-party invoice amount as claim amounts cannot be altered once submitted. For these activities, Managed Resellers may submit the Microsoft specific cost of activities even if a non-microsoft operating system, productivity suite, server solution, collaboration suite software or device is present: Multi-Vendor Expositions (page 23) Tradeshows (page 24) Approvals For and : Creative materials preapproval is optional but recommended. Send to: commpre@microsoft.com. See page 10 for more details on preapprovals. For : Approval of a MD Activity Plan by the Microsoft Account Manager is required prior to execution. Submit on CHIP. See page 17 for more details on MD Activity Plans. What are Service Vouchers Pre-purchased service vouchers through a third party are eligible expenses. There are two ways to use these: 1. These may include hospitality and travel vouchers as well as technical services such as training, configuration/installation services. 2. If the partner is delivering the technical service, the actual cost of the service delivered may be claimed using a CSR form. The services offered must be fulfilled before claim submission. In such cases, in addition to normal proof of execution, partner must include documentation of the number of services redeemed (hours, classes, etc.).

13 :, Activity Guidelines, Creative Preapproval 13 Definition activities have a broad reach and a defined audience size. They are usually associated with traditional advertising methods such as direct mail, , or online advertising. Eligible Activities These activities are eligible for reimbursement: , Direct Mail, Mobile/SMS Web/Online Advertising Activity Guidelines These guidelines apply to all activities. Specific requirements for each activity are available in the following pages. Creative material may be submitted for optional preapproval before conducting the activity. Activities may include components and messaging from complementary vendors. Activities must adhere to all international, national, regional, corporate, and local guidelines, laws and rules, standards of good taste, and privacy policies. Activities must adhere to standards of good taste and must not be sexually oriented or otherwise offensive or inappropriate. Approved activities will be assigned a preapproval code which must be provided along with proof of execution at the time of claim submission. The creative material must be executed exactly as approved. Any deviation, with the exception of dates and pricing, from the approved materials will result in the claim being re-assessed. Activities that run unchanged (with the exception of dates and pricing) multiple times may use the same preapproval number. See page 10 for more details. Requesting Optional Creative Preapproval 1. Indicate activity type. 2. Include your Managed Reseller ID, found on the CHIP homepage following your company name. 3. Indicate if piece was a template provided by the Microsoft subsidiary. 4. Send to commpre@microsoft.com. 5. Keep preapproval code for claim submission. Claim Timing and Deadlines FY H1 Period (Jul - Dec) FY H2 Period (Jan Jun) Activity completed by: 31 Dec 30 Jun - Creative Materials Optional Preapproval (Recommended) Preapproval of materials is optional, but recommended to ensure compliance with Coop core requirements and guidelines. Creative material may be submitted for preapproval a minimum of 3 business days before the activity is scheduled to begin. Within the 3 business day turnaround time, the Coop preapproval team will review the activity and preapprove or request changes/corrections to achieve compliance. Claim and proof of execution submission deadline: 15 Feb 15 Aug It is highly recommended that claims are submitted within 45 days of activity completion date. Microsoft reserves the right to request original proof of execution documents. You must maintain all original documents for a period of 24 months from the activity date.

14 : Quick Reference 14 Activity Type Reimbursable Expenses Required Proof of Documentation* Direct Mail, , and Mobile SMS Page 15 Web/Online Advertising Page 16 Printing/Postage (direct mail) Media placement Agency fees** (including creative piece development cost) Database Acquisition for Direct Mail/ Media placement Agency fees** (including creative piece development cost) Copy of communication with Postmarked shipping envelope (direct mail) OR Dated header ( ) OR Photo of phone message (mobile) The number of targeted partners or customers Itemized third-party invoice(s) and/or CSR Forms Live link if currently running OR web banner and landing page URL Screenshots of advertisement on website Itemized third-party invoice(s) and/or CSR Forms** Click through report from third-party*** * Claims and proof of execution must be received by the validation team no later than the Coop deadline stated. ** Agency fees and/or creative piece development cost by internal marketing staff are considered reimbursable expenses. Creative development piece executed by internal marketing staff will require a Certification Statement Report (CSR). ***If one document does not demonstrate adequate proof of compliance, or is unavailable, please supply documentation indicated as appropriate. Core Requirements - page 8 1 Prominently display Coop tagline 2 Include Company/Brand name and contact information. Include Company/Brand name and contact information. 3 Include a minimum of 30% Microsoft content that furthers the marketing and promotion of Microsoft software.

15 Direct Mail, , and Mobile SMS 15 Direct mail and and communication pieces that are mailed or delivered electronically to customers. The complete communication piece must meet the core requirements. Individual banners or graphics within an will not be eligible for reimbursement. ELIGIBLE EXPENSES Printing/Postage (direct mail) Media placement Agency fees (including creative piece development cost) Database Acquisition for Direct Mail/ CORE REQUIREMENTS Prominently displayed Coop Tagline Prominently displayed Company/Brand name and contact information 30% minimum Microsoft content that furthers the marketing and promotion of Microsoft software DID YOU REMEMBER TO? (REQUIRED) Deliver mail to a targeted list of new or existing customers? Comply with all international, national, regional, corporate, and local guidelines, laws and rules, standards of good taste, and privacy policies? Add your organization's address to the distribution list to later provide as proof of execution? 1 CREATIVE MATERIALS PREAPPROVAL (OPTIONAL, RECOMMENDED) All communications pieces need to follow requirements described in this worksheet. If the piece changes in any way, it needs to be re-submitted for preapproval. 2 For preapproval, the creative piece to the Coop Operations Contact, commpre@microsoft.com. You will receive preapproval code or changes requested within 3 business days (5 days if translation is required). PROOF OF EXECUTION REQUIREMENTS: KEEP AND SUBMIT THE FOLLOWING: Copy of communication (required) Postmarked shipping envelope (direct mail) OR Dated header ( ) OR Photo of phone message (mobile) The number of targeted partners or customers (required) Itemized third-party invoice(s) (required) CSR for creative development or ing Agency Invoice (if applicable) Submitting your Claim We recommend submitting your claim within 45 days of completing the activity. Deadline is 45 days after the end of the usage period. > Visit the CHIP tool and select Submit a Claim. > From the drop-down menu, select the category. > From the drop-down menu, select the specific activity type. > Complete the claim form and include preapproval codes for creative pieces. > Upload all supporting materials. If unable to upload, send via or postal mail to the ROC.

16 Web/Online Advertising 16 Web/Online advertising includes web banners and advertising placed on a third party site and designed to drive traffic to the Managed Reseller s web site or offer page. The landing page plus the web banners must meet core requirements as a whole (e.g. contact information may be omitted from web banner advertisements if is included on the landing page). ELIGIBLE EXPENSES Media placement Agency fees (including creative piece development cost) CORE REQUIREMENTS Prominently displayed Coop Tagline Prominently displayed Company/Brand name and contact information 30% minimum Microsoft content that furthers the marketing and promotion of Microsoft software DID YOU REMEMBER TO? (REQUIRED) Place the ad on a Web site that has an established advertising rate? Place the ad on a third-party site of which not more than 10% partner/customer owned? Claims utilizing resellerowned engines should be reviewed under /E-Commerce activities and require a plan approval. Place the ad on a site with content adhering to high standards of good taste? 1 CREATIVE MATERIALS PREAPPROVAL (OPTIONAL, RECOMMENDED) All communications pieces need to follow requirements described here. If the piece changes in any way, it needs to be re-submitted for preapproval. 2 For preapproval, the creative piece to the Coop Operations Contact, commpre@microsoft.com. You will receive preapproval code or changes requested within 3 business days (5 days if translation is required). PROOF OF EXECUTION REQUIREMENTS: KEEP AND SUBMIT THE FOLLOWING: Live link if currently running OR web banner and landing page URL (required) Screenshots of advertisement on website (required) Click-through report (recommended) Itemized third-party invoice(s) (required) CSR for creative development or ing Agency Invoice (if applicable) Submitting your Claim We recommend submitting your claim within 45 days of completing the activity. Deadline is 45 days after the end of the usage period. > Visit the CHIP tool and select Submit a Claim. > From the drop-down menu, select the category. > From the drop-down menu, select the specific activity type. > Complete the claim form and include preapproval codes for creative pieces. > Upload all supporting materials. If unable to upload, send via or postal mail to the ROC.

17 : Activity Guidelines and MD Activity Plans 17 activities are customer recruitment and education activities as well as market and business development activities that further the awareness, preference and sale of Microsoft offerings. Examples include customer-facing training events or seminars, business-to-business development tradeshows, and On-Site Champs. Typically, these marketing activities are designed for a specific customer audience. Activity Guidelines These guidelines apply to all activities. See the page for each activity for specific requirements. Activities must be channel/customer focused or targeted activity. Activities may include components and messaging from other complementary vendors. Activities must adhere to all international, national, regional, corporate, and local guidelines, laws and rules, standards of good taste, and privacy policies. Activities must adhere to standards of good taste and must not be sexually oriented or otherwise offensive or inappropriate. Activities must have a clear business impact in the form of Return On Investment (ROI), incremental revenue, leads, or resellers recruited and activated. Approval of Activity Plans Each activity in this category requires concept approval of the MD Activity Plan on CHIP by the Microsoft Sales Executive before activities may begin. Once the plan has been submitted, a Microsoft Managed Reseller Sales Executive will review and render a decision on the plan concept within 3 business days. Notification of the decision will be sent via sent by CHIP. After the plan has concept approval, the activities associated with the plan may be conducted. Approval of the MD Activity Plan does not guarantee reimbursement of claims as activities must also meet Coop core requirements. When a plan is approved, it does not reduce the amount of available funds. However, once a MD claim is submitted the amount of available funds is reduced by the submitted claim amount. During the start of each usage period, the should work with their PSE to get MD Activity Plans approved until the CHIP Tool is open for the semester. Once CHIP has opened, all MD Activity Plans must be submitted via the Tool. How to Complete a MD Activity Plan Follow the marketing guidelines in this guidebook in order to be eligible for reimbursement (page 8). Also review the eligible and ineligible activities and expenses (page 12). Fill out the MD Plan with accurate and complete information. MD Plans cannot be altered once submitted. Completing the Description box of the MD Plan with details pertaining to the Activity Planned will help expedite the review of the plan and resulting claim. Estimate expenses for the total activity cost. Submitting a MD Plan does not commit Coop funds. A MD claim must be submitted for reimbursement of Coop funds. Approval of Activity Plans is based on the plan concept. Plan approval does not guarantee claim approval. Claims must meet the Coop guidelines including the required proof of execution to be approved. Submit creative material for optional preapproval (page 10) to ensure compliance with the program guidelines. MD Activity Plan Approval Activity Plans are required and must be submitted via the CHIP Web Tool no fewer than 30 business days before the planned activities are scheduled to begin to allow time for review by the Microsoft Sales Executive. Requesting Optional Creative Preapproval 1. Indicate activity type. 2. Include your Reseller ID, found on the CHIP homepage following your company name. 3. Indicate if piece was a template provided by the Microsoft subsidiary. 4. Send to commpre@microsoft.com. 5. Keep preapproval code for claim submission.

18 Claims 18 Claim Timing Requirements activity claims may only be submitted after the Activity Plan has concept approval by a Microsoft Sales Executive, and after the planned activity has been completed. The claim submission and proof of execution documentation must be received by the Coop claim validation team no later than the claim submission deadline. For this information, please see chart on (page 11). Claim amounts are limited to the approved plan activity cost and by the available funds at the time the claim is submitted. Claims submitted after the funds for that period have been fully utilized will not be approved. Best Practices Consider the following when planning activities and submitting claims for activities: Plan your activities and enter your Plan into the CHIP Tool early. Activity Plans must be submitted before the end of the fiscal half (31 December for H1 and 30 June for H2). It is recommended to submit MD Activity Plans 30 days before activity begins or no later than 30 November for H1 and 31 May for H2. activities must have a well-defined strategy and provide a compelling marketing ROI and other business growth metrics as discussed and agreed upon by the customer and their account manager. This can be accomplished by helping to ensure a targeted customer message, placing content in media that is targeted to partner specific market segments, having a compelling call-to-action, and providing a way for partners/customers to interact or respond. File claims immediately within 45 days after the activity is complete, and no later than 45 days after the end of the usage period. Coop Funds Claim Submission Process 1. Required: Obtain approval for Activity Plans in CHIP. 2. Recommended (optional): Creative materials preapproval. See (page 10). 3. Complete the activity. 4. Collect required POE documentation for the type of activity completed. 5. Fill out the claim form, including POE and certification of expenses, in CHIP ( channelincentives.microsoft.com). a. Enter claim information. b. Upload POE documents before the Coop claim deadline. Plan Process 1 Plan activities with Sales Executive (PSE). 2 Submit Activity Plan via CHIP well in advance of activity. 3 Receive approval of plan or request to modify 4 Once approval is received complete activity 5 Submit claim by deadline for period with all required Proof of

19 : Quick Reference * Claims and proof of execution must be received by the validation team no later than the Coop deadline stated. ** Found in the invitation to the event or presentation slides. *** Only Company name required. **** 100% focused on driving Microsoft initiatives. 19 Activity Type Coop Tagline Required Company/ Brand name & Contact Information Required Minimum 30% Microsoft Content Reimbursable Expenses Required Proof of Documentation* Additional Proof of (If one document does not demonstrate adequate proof of compliance, or is unavailable, please supply documentation indicated below as appropriate.) Microsoft Focused Customer Seminars Page 21 ** Signage and Display or Printed Materials Registration fees Agency fees External speaker fees Facility fees Equipment rental Catering Giveaways Invitation showing agenda List of registered guests Itemized third-party invoice(s) Event agenda (if not on invitation) Dated event photograph(s) and/or copies of printed materials Presentation deck showing a minimum 30% Microsoft content Floor Days Page 22 ** Signage and Display or Printed Materials Agency fees External speaker fees Equipment rental Catering Giveaways Invitation showing agenda Itemized third-party invoice(s) Event agenda (if not on invitation) Dated event photograph(s) and/or copies of printed materials Presentation deck showing a minimum 30% Microsoft content Events: Multi-Vendor Expositions Page 23 ** Signage and Display or Printed Materials Agency fees Catering Equipment Rental Giveaways External speaker fees Facility fees Registration fees Invitation showing agenda Itemized third-party invoice(s) Event agenda (if not on invitation) Dated event photograph(s) and/or copies of printed materials Presentation deck showing a minimum 30% Microsoft content Documentation of estimated number of attendees or number of people who visited the booth Tradeshows Page 24 Registration fees Signage and display or printed materials Agency Fees External speaker fees Facility fees Equipment rental Catering Giveaways Photograph(s) of booth Itemized third-party invoice(s) Tradeshow agenda Presentation deck showing a minimum 30% Microsoft content Additional photograph(s) Copies of printed materials Documentation of estimated number of attendees or number of people who visited the booth Internal Incentives (SPIFFs) Page 25 Signage and display or printed materials Agency Fees Giveaways Communication materials (printed or electronic) showing offer mechanics Itemized third-party invoice(s) Sample giveaway item(s) Photos Summary of results Telemarketing Page 26 *** ****100% Call center charges Agency Fees Database acquisition Copy of script Itemized third-party invoice(s) Summary of results Number of calls Successful contacts Continued on next page

20 : Quick Reference * Claims and proof of execution must be received by the validation team no later than the Coop deadline stated. ** Found in the invitation to the event or presentation slides. *** Only Company name required. **** 100% focused on driving Microsoft initiatives. 20 Activity Type Coop Tagline Required Company/ Brand name & Contact Information Required Minimum 30% Microsoft Content Reimbursable Expenses Required Proof of Documentation* Additional Proof of (If one document does not demonstrate adequate proof of compliance, or is unavailable, please supply documentation indicated below as appropriate.) On-Site Champ Page 27 ****100% Payment for services provided by On-Site Champ resources One or more samples of deliverables that meet or exceed Coop requirements Itemized third-party invoice(s) Summary of results (using the required form on page 40) Proof of Concept Services Page 28 Printed materials Costs Agency fees Research Copies of developed materials Itemized third-party invoice(s) and/ or CSR form Descriptions of the proposed solution and target audience Description of research, or pilot, or case study (including description of Microsoft component) Description of demonstration or prototype developed (including description of Microsoft component) Copies of supporting documents E-Commerce Page 29 Agency fees ming and development Screen shots or live URL Itemized third-party invoice(s) Customer reach (# of clicks, click rate, etc.) Web Syndication Page 30 Agency fees Placement Costs Main screen shot of URL and location where the syndication asset is located URL of the landing page where the ing Center syndication content is located Itemized third-party invoice(s) Customer reach (# of clicks, click rate, etc.) Search Engine Optimization Skyrocket Page 31 Agency fees ming and development Initial SEO optimization and maintenance Statement of Work from SEMDrive (Skyrocket agency) Itemized third-party invoice(s) Screen shot of landing page or live URL Social Media or Mobile Commerce Page 32 Agency fees Media placement for advertising ming and development Electronic file of the ad, , or tweet (screenshot) and live URL Itemized third-party invoice(s) Click-through report from third-party Customer reach (# of clicks, click rate, etc.)

21 Microsoft Focused Customer Seminars 21 Seminars are customer-facing sales training or solution presentation events. Typically the content presentation is developed by the partner or provided by Microsoft and the attendance list (attendee name and company) is developed by the partner. Podcasts, video on demand, simulcasts, Hands on Lab online, and virtual events are also eligible. The goal is to increase Microsoft software sales by having all sales staff focused on selling Microsoft software for the day. See Activity Example on page 34. ELIGIBLE EXPENSES Signage and Display or Printed Materials Table-top signage and handouts Large table-top sign Product sheets, sales sheets, promotional materials Event binders and attendee materials Registration fees Agency fees External speaker fees Facility fees Equipment rental Catering (excluding alcohol) Giveaway items CORE REQUIREMENTS Prominently displayed Company/Brand name and contact information in the event invitation or presentation slides 30% minimum Microsoft content that furthers the marketing and promotion of Microsoft software DID YOU REMEMBER THAT? (REQUIRED) Ensure that the materials do not mislead audience that the event is sponsored by Microsoft? Best Practices (also for Multi-Vendor Expositions) Provide giveaways to attract attendees, increase participation, and collect customer information. Customize your event or seminar strategy based on the unique needs of your business. Announce an incentive to encourage your attendees to perform follow up actions. Leverage the Microsoft Business Model Transformation consultants to deliver workshops to potential cloud partners. 1 REQUIRED MARKET DEVELOPMENT ACTIVITY PLAN APPROVAL Your MD Activity Plan needs to have a well-defined strategy and Return on Investment (ROI). 2 Submit your MD Activity Plan using the CHIP tool, well before activity scheduled to begin. Your plan needs to be approved by your Microsoft Sales Executive, using the CHIP tool. CREATIVE MATERIALS PREAPPROVAL (OPTIONAL, RECOMMENDED) All communications pieces need to follow requirements described in the corresponding activity (example, advertising for a seminar must follow advertising guidelines). If the piece changes in any way, it needs to be re-submitted for preapproval. 3 For preapproval, the creative piece to the Coop Operations Contact, commpre@microsoft.com. You will receive preapproval code or changes requested within 3 business days (5 if translation is required). PROOF OF EXECUTION REQUIREMENTS: KEEP AND SUBMIT THE FOLLOWING: Invitation showing agenda (required) List of registered guests (required) Event agenda (if not on invitation) and/or presentation deck and/or photos (recommended) Itemized third-party invoice(s) including items contracted for delivery, date delivered, amount (required) CSR for creative development or ing Agency Invoice (if applicable) Submitting your Claim We recommend submitting your claim within 45 days of completing the activity. Deadline is 45 days after the end of the usage period. > Visit the CHIP tool and select Submit a Claim. > From the drop-down menu, select the category. > Select the Activity Plan that is being claimed against. > Complete the claim form and include preapproval codes for creative pieces. > Upload all supporting materials. If unable to upload, send via or postal mail to the ROC. When delivering a seminar for a product with multiple license types (such as Windows Server), can Coop funds be split across programs? For example, 50% OEM Coop funding and 50% Commercial Coop funding. It depends. If there are 2 events, the cost of events can be split by submitting a claim for 1 event under Commercial Coop and the other event under OEM Incentives. However, Submitting the cost for the same event in both OEM and Commercial will likely result in a rejection due to double claiming on the exact same activity.

22 Floor Days 22 Floor Days are days dedicated for the s sales staff to focus on the sale of Microsoft software. They often include specialized activities including Microsoft product trainings, special one-day sales incentives, catering for the sales floor, dedicated call downs, etc. The goal is to increase Microsoft software sales by having all sales staff focused on selling Microsoft software for the day. ELIGIBLE EXPENSES Signage and Display or Printed Materials Table-top signage and handouts Large table-top sign Product sheets, sales sheets, promotional materials Agency fees External speaker fees Equipment rental Catering (excluding alcohol) Giveaway items CORE REQUIREMENTS Prominently displayed Company/Brand name and contact information in the event invitation or presentation slides 30% minimum Microsoft content that furthers the marketing and promotion of Microsoft software DID YOU REMEMBER THAT? (REQUIRED) Ensure that the materials do not mislead audience that the event is sponsored by Microsoft? 1 REQUIRED MARKET DEVELOPMENT ACTIVITY PLAN APPROVAL Your MD Activity Plan needs to have a well-defined strategy and Return on Investment (ROI). 2 Submit your MD Activity Plan using the CHIP tool, well before activity scheduled to begin. Your plan needs to be approved by your Microsoft Sales Executive, using the CHIP tool. CREATIVE MATERIALS PREAPPROVAL (OPTIONAL, RECOMMENDED) All communications pieces need to follow requirements described in the corresponding activity (example, advertising for a floor day must follow advertising guidelines). If the piece changes in any way, it needs to be re-submitted for preapproval. For preapproval, the creative piece to the Coop Operations Contact, commpre@microsoft.com. You will receive preapproval code or changes requested within 3 business days (5 if translation is required). Submitting your Claim We recommend submitting your claim within 45 days of completing the activity. Deadline is 45 days after the end of the usage period. > Visit the CHIP tool and select Submit a Claim. > From the drop-down menu, select the category. > Select the Activity Plan that is being claimed against. > Complete the claim form and include preapproval codes for creative pieces. > Upload all supporting materials. If unable to upload, send via or postal mail to the ROC. Best Practices (also for Multi-Vendor Expositions) Provide giveaways to attract attendees, increase participation, and collect customer information. Customize your event or seminar strategy based on the unique needs of your business. Announce an incentive to encourage your attendees to perform follow up actions. Leverage the Microsoft Business Model Transformation consultants to deliver workshops to potential cloud partners. 3 PROOF OF EXECUTION REQUIREMENTS: KEEP AND SUBMIT THE FOLLOWING: Invitation showing agenda (required) Event agenda (if not on invitation) and/or presentation deck and/or photos (recommended) Itemized third-party invoice(s) including items contracted for delivery, date delivered, amount (required) CSR for creative development or ing Agency Invoice (if applicable) When delivering a floor day for a product with multiple license types (such as Windows Server), can Coop funds be split across programs? For example, 50% OEM Coop funding and 50% Commercial Coop funding. It depends. If there are 2 events, the cost of events can be split by submitting a claim for 1 event under Commercial Coop and the other event under OEM Incentives. However, Submitting the cost for the same event in both OEM and Commercial will likely result in a rejection due to double claiming on the exact same activity.

23 Events: Multi-Vendor Expositions 23 Multi-vendor expositions promote the sale of Microsoft products to a large audience through demonstrations and handouts. They include other vendors and are hosted by the Reseller. Only the Microsoft portion of the event is eligible for reimbursement. See Activity Example on page 38. ELIGIBLE EXPENSES Signage and Display or Printed Materials Booth signage Table-top signage and handouts Large table-top sign Product sheets, sales sheets, promotional materials Event binders and attendee materials Agency fees Equipment rental Catering (excluding alcohol) CORE REQUIREMENTS Giveaway items Registration fees Facility fees External speaker fees Prominently displayed Company/Brand name and contact information in the event invitation or presentation slides 30% minimum Microsoft content that furthers the marketing and promotion of Microsoft software DID YOU REMEMBER TO? (REQUIRED) Ensure that materials do not mislead audience that the event is sponsored by Microsoft? Submit the claim for only the Microsoft portion of the cost? Reimbursement for multi-vendor expositions is based on the percentage of activity that is dedicated to Microsoft content. To calculate reimbursement for general event expenses, divide the total cost of the event by the number of spaces available then multiply by the number of spaces dedicated to Microsoft. For example, a 5-booth event has 2 booths dedicated to Microsoft and contains at least 30% Microsoft content. 2/5 = 40% of the total event cost is eligible. Any item, such as signage or printing, that is exclusively Microsoft, is eligible for 100% reimbursement. 1 REQUIRED MARKET DEVELOPMENT ACTIVITY PLAN APPROVAL Your MD Activity Plan needs to have a well-defined strategy and Return on Investment (ROI). 2 Submit your MD Activity Plan using the CHIP tool, well before activity scheduled to begin. Your plan needs to be approved by your Microsoft Sales Executive, using the CHIP tool. CREATIVE MATERIALS PREAPPROVAL (OPTIONAL, RECOMMENDED) All communications pieces need to follow requirements described in the corresponding activity (example, advertising for a multivendor exposition must follow advertising guidelines). If the piece changes in any way, it needs to be re-submitted for approval. 3 For preapproval, the creative piece to the Coop Operations Contact, commpre@microsoft.com. You will receive preapproval code or changes requested within 3 business days (5 if translation is required). PROOF OF EXECUTION REQUIREMENTS: KEEP AND SUBMIT THE FOLLOWING: Invitation showing agenda (required) Documentation of estimated number of attendees or number of people who visited the booth (required) Event agenda (if not on invitation), presentation deck, additional photos, printed materials (recommended) Itemized third-party invoice(s) including items contracted for delivery, date delivered, amount (required) CSR for creative development or ing Agency Invoice (if applicable) Submitting your Claim We recommend submitting your claim within 45 days of completing the activity. Deadline is 45 days after the end of the usage period. > Visit the CHIP tool and select Submit a Claim. > From the drop-down menu, select the category. > From the drop-down menu, select the specific activity type. > Complete the claim form and include preapproval codes for creative pieces. > Upload all supporting materials. If unable to upload, send via or postal mail to the ROC.

24 Tradeshows 24 Tradeshows are third-party events that are held and participated in by multiple vendors in a specific industry. A Managed Reseller may participate at a third party tradeshow to promote Microsoft products. If a Managed Reseller is hosting the event, the claim should be considered under Multi-Vendor Expositions. See Activity Example on page 39. ELIGIBLE EXPENSES Signage and Display or Printed Materials Booth signage Table-top signage and handouts Large table-top sign Product sheets, sales sheets, promotional materials Tradeshow binders and attendee materials Agency fees External Speaker fees Facility fees Event equipment rental Catering (excluding alcohol) Registration Fees for tradeshow participation and booth Giveaway Items CORE REQUIREMENTS Prominently displayed Company/Brand name and contact information 30% minimum Microsoft content that furthers the marketing and promotion of Microsoft software DID YOU REMEMBER THAT? (REQUIRED) Ensure that the booth and materials do not mislead audience must not mislead audience that the event is sponsored by Microsoft? Microsoft should make up 30% minimum of brands promoted in the booth? Reimbursement for tradeshows is based on the percentage of activity that is dedicated to Microsoft content. Only the costs associated with the promotion of Microsoft software and online services will be reimbursed. If the booth contains at least 30% Microsoft content, then the Microsoft proportion of the registration fee will be eligible. If the booth is 100% dedicated to Microsoft, then the Reseller can claim 100% of booth costs. 1 REQUIRED MARKET DEVELOPMENT ACTIVITY PLAN APPROVAL Your MD Activity Plan needs to have a well-defined strategy and Return on Investment (ROI). 2 Submit your MD Activity Plan using the CHIP tool, well before activity scheduled to begin. Your plan needs to be approved by your Microsoft Sales Executive, using the CHIP tool. CREATIVE MATERIALS PREAPPROVAL (OPTIONAL, RECOMMENDED) Any creative materials need to follow requirements for its activity type. For example, advertising associated with a tradeshow must follow instructions on print advertising. If the materials change in any way, they need to be re-submitted for approval. 3 For preapproval, the creative piece to the Coop Operations Contact, commpre@microsoft.com. You will receive preapproval code or changes requested within 3 business days (5 if translation is required). PROOF OF EXECUTION REQUIREMENTS: KEEP AND SUBMIT THE FOLLOWING: Photo of booth (required) Documentation of estimated number of attendees or number of people who visited the booth (required) Agenda, presentation deck, additional photos, printed materials (recommended) Itemized third-party invoice(s) including items contracted for delivery, date delivered, amount (required) CSR for creative development or ing Agency Invoice (if applicable) Submitting your Claim We recommend submitting your claim within 45 days of completing the activity. Deadline is 45 days after the end of the usage period. > Visit the CHIP tool and select Submit a Claim. > From the drop-down menu, select the category. > Select the Activity Plan that is being claimed against. > Complete the claim form and include preapproval codes for creative pieces. > Ensure claim is for Microsoft portion of expense only. Claim amounts cannot be altered once submitted. > Upload all supporting materials. If unable to upload, send via or postal mail to the ROC. How is 30% Microsoft content determined for a tradeshow booth? If the partner is featuring various brands or products, 1/3 of those should be Microsoft. If 3 companies are featured, one should be Microsoft. If 10 products are featured, 3 should be Microsoft at a minimum.

25 Internal Incentives and SPIFFs 25 SPIFFS are activities in which prizes are awarded to Managed Reseller employees (e.g. sales staff) for achieving specific goals. SPIFF incentive awards may only be determined based on overall achievement relative to a peer group of sales people. See Activity Example on page 40. ELIGIBLE EXPENSES Signage and display or printed materials supporting the offer Agency Fees Giveaway items May include up to twenty (20) systems with preinstalled Microsoft software per program period. Must not include Microsoft software (except as specified above). May include Microsoft Windows Phones. Must not be used to provide cash, store credit, or service rebates on any kind of systems sold. Must be limited to $50,000 USD and should be no more than 25% of total funds accrued per Coop period. CORE REQUIREMENTS Prominently displayed Company/Brand name and contact information. (Internal contest rules will suffice as contact information if the Company/Brand name is included in the communications material.) Giveaway items that cannot physically contain the core requirements must come with supporting communication material that demonstrates the core requirements. Examples include advertisement, direct mail, brochure with a photo or message about giveaway. 30% minimum Microsoft content that furthers the marketing and promotion of Microsoft software DID YOU REMEMBER TO? (REQUIRED) Not include Microsoft software except as specified? SPIFFS must be limited to $50,000 USD and should be no more than 25% of total funds accrued per Coop period. Microsoft will not reimburse for SPIFF incentive awards on a per-unit basis. 1 REQUIRED MARKET DEVELOPMENT ACTIVITY PLAN APPROVAL Your MD Activity Plan needs to have a well-defined strategy and Return on Investment (ROI). 2 Submit your MD Activity Plan using the CHIP tool, well before activity scheduled to begin. Your plan needs to be approved by your Microsoft Sales Executive, using the CHIP tool. CREATIVE MATERIALS PREAPPROVAL (OPTIONAL, RECOMMENDED) All communications pieces need to follow requirements described in the corresponding worksheet (example, advertising for a seminar must follow advertising guidelines). If the piece changes in any way, it needs to be re-submitted for approval. 3 For preapproval, the creative piece to the Coop Operations Contact, commpre@microsoft.com. You will receive preapproval code or changes requested within 3 business days (5 if translation is required). PROOF OF EXECUTION REQUIREMENTS: KEEP AND SUBMIT THE FOLLOWING: Communication materials (printed or electronic) showing offer mechanics (required) Sample giveaway items, photos, and summary of results (recommended) Itemized third-party invoice(s) (required) CSR for creative development or ing Agency Invoice (if applicable) Submitting your Claim We recommend submitting your claim within 45 days of completing the activity. Deadline is 45 days after the end of the usage period. > Visit the CHIP tool and select Submit a Claim. > From the drop-down menu, select the category. > Select the Activity Plan that is being claimed against. > Complete the claim form and include preapproval codes for creative pieces. > Upload all supporting materials. If unable to upload, send via or postal mail to the ROC. Best Practices Internal Incentives/SPIFFS are most effective when clear goals and timelines are set and the incentive is related to the goals.

26 Telemarketing 26 Telemarketing involves calling partners/customers or potential customers to promote and sell Microsoft products. It can be an effective tool to prospect for leads, communicate directly with customers and build a sales pipeline. ELIGIBLE EXPENSES Call Center Charges (third party) Agency Fees Database Acquisition CORE REQUIREMENTS Company/Brand name must be written in the telesales script. Contact information is implied in the call to action. 100% focused on Microsoft content DID YOU REMEMBER TO? (REQUIRED) Indicate that the call is from your company and not from Microsoft? Use the appropriate trademarked names for software in the script? Mention the specific Microsoft product being promoted? Utilize telemarketing for special initiatives? For example, upgrade or competitive campaigns. 1 REQUIRED MARKET DEVELOPMENT ACTIVITY PLAN APPROVAL Your MD Activity Plan needs to have a well-defined strategy and Return on Investment (ROI). 2 Submit your MD Activity Plan using the CHIP tool, well before activity scheduled to begin. Your plan needs to be approved by your Microsoft Sales Executive, using the CHIP tool. CREATIVE MATERIALS PREAPPROVAL (OPTIONAL, RECOMMENDED) All communications pieces need to follow requirements described in the corresponding worksheet. If the piece changes in any way, it needs to be re-submitted for approval. For preapproval, the creative piece to the Coop Operations Contact, commpre@microsoft.com. You will receive preapproval code or changes requested within 3 business days (5 if translation is required). Submitting your Claim We recommend submitting your claim within 45 days of completing the activity. Deadline is 45 days after the end of the usage period. > Visit the CHIP tool and select Submit a Claim. > From the drop-down menu, select the category. > Select the Activity Plan that is being claimed against. Best Practices Focus on communicating the most important message and driving a response. Appeal to partner/customers by meeting a specific need. Have a strong call to action and response mechanism. Use a targeted, focused and clean list. Test multiple lists and offers to determine impact. Use Microsoft Customer Opportunities Insights Tool (SHOOT) to target resellers for contact. 3 PROOF OF EXECUTION REQUIREMENTS: KEEP AND SUBMIT THE FOLLOWING: Copy of Script (required) Summary of Results (Number of Calls/Number of Successful Contacts) (required) Itemized third-party invoice(s) (required) > Complete the claim form and include preapproval codes for creative pieces. > Upload all supporting materials. If unable to upload, send via or postal mail to the ROC.

27 On-Site Champ 27 Special initiatives or strategic incubation projects within a period of less than a year that demonstrate clear business development results such as Microsoft solutions competitive wins and sales uplift. See Activity Example on page 40. ELIGIBLE EXPENSES Payment for services provided by On-Site Champ resource(s) with approval of the Sales Objective documentation as part of the MD Activity Plan. Additional activities driven by the On-Site Champ should follow Coop guidelines for each specific activity and be filed as separate claims. For example: Managed Reseller Blitz Days and kits follow guidelines for events. Sales incentives follow guidelines for offers and incentives. 1 REQUIRED MARKET DEVELOPMENT ACTIVITY PLAN APPROVAL Your MD Activity Plan needs to have a well-defined strategy and Return on Investment (ROI). The sales objective documentation should also be approved. Submit your MD Activity Plan using the CHIP tool, well before activity scheduled to begin. Submitting your Claim We recommend submitting your claim within 45 days of completing the activity. Deadline is 45 days after the end of the usage period. CORE REQUIREMENTS FOR PAYMENT Services that are focused on Microsoft activities DID YOU REMEMBER THAT? (REQUIRED) On-Site Champ driven activities must follow Coop guidelines and requirements for each specific activity? Coop funds are not eligible for administrative or operational tasks, management of Coop funds, and general sales function? 2 Your plan needs to be approved by your Microsoft Sales Executive, using the CHIP tool. PROOF OF EXECUTION REQUIREMENTS: KEEP AND SUBMIT THE FOLLOWING: Samples of deliverables that meet or exceed Coop core requirements (required) Summary of results using the format shown on page 40 (required) Itemized third-party invoice(s) > Visit the CHIP tool and select Submit a Claim. > From the drop-down menu, select the category. > Select the Activity Plan that is being claimed against. > Complete the claim form and include preapproval codes for creative pieces. > Upload all supporting materials. If unable to upload, send via or postal mail to the ROC. Examples of On Site Champ Activities That Would be Eligible for Coop Funds Coop funds DO NOT cover: Administrative or operational tasks Management of Coop Funds General Sales Function Drive Cloud partner Business Model Transformation events and activation. Conduct Office and Windows Server Campaign for targeted partners and follow up with outbound calls. Organize an internal Managed Reseller Sales Rep blitz and training on Windows 8 and Office and/or Windows Server Organize and deliver presentations at Managed Reseller seminars. Arrange a tech talk for Managed Reseller System Engineers. Conduct a sales contest or rewards point system for Managed Reseller Sales Representatives to increase sales of products and licenses determined by Account or Region Manager. Perform data mining (such as using the Microsoft Customer Opportunities Insights Tool (M-COIT) for a special initiative and organizing call-down plans.

28 Proof of Concept Services 28 Proof of Concept Services refer to the work performed by the partner to set up a working model of the solution being proposed to the customer for demonstration and evaluation purposes. PROOF OF CONCEPT SERVICES A Proof of Concept is the realization of a certain method or potential business solution that demonstrates its feasibility. Proofs of Concept can provide justification to customers to reinforce their decision to proceed with a Microsoft-based solution from a Managed Reseller. Coop funds can be used to pay for expenses for activities incurred in the development of a Proof of Concept. CORE REQUIREMENTS Prominently displayed Company/Brand name and contact information 30% minimum Microsoft content that furthers the marketing and promotion of Microsoft software ALLOWABLE EXPENSES Allowable expenses are payment for services provided by the professionals performing the concept services. These include the time incurred in setting up the working model of the solution involving a specific Microsoft product. Setting up a technology demo center (like a Microsoft Technology Center MTC) in the Managed Reseller's office allows resellers to show their customers about the solution, the labor cost to set up the demo center is reimbursable. The cost of the hardware or the venue (building rent, electricity) cannot be reimbursed as it is considered a capital expenditure. The cost of the Microsoft software is not reimbursable as they should get the license rights from their Internal-Use rights benefit. PROOF OF CONCEPT GUIDELINES Include a prominently displayed brand of Managed Reseller. Name and Microsoft product being featured in printed materials. All print materials meet branding and logo usage guidelines (page 9). Must have a target customer audience. ELIGIBLE ACTIVITIES Proof of Concept activities include: Demonstration or Prototype Feasibility Study Solution-focused Research Solution Costs Case Study Pilot Costs ALLOWABLE EXPENSES Third-party expenses associated with: Printed materials Costs Agency fees Research Services Fees Fees for professionals who develop elements of the proof of concept Time incurred in setting up the working model of the solution involving a specific Microsoft product. Set up of a technology demo center (like a Microsoft Technology Center MTC) in the Managed Reseller s office, allowing them to demonstrate the solution Labor cost to set up the demo center is reimbursable. Windows 8 Tablets - Up to $2,400 US or 5% of available coop (whichever is more) can be used per fiscal semester for the purchase of tablets running Windows 8 (and 8.1). NON-ALLOWABLE EXPENSES Cost of the hardware or the venue (building rent, electricity) as it is considered a capital expenditure. The cost of the Microsoft software is not reimbursable as they should get the license rights from their Internal-Use rights benefit. REQUIRED PROOF OF EXECUTION Copies of developed materials Descriptions of the proposed solution and target audience Description of research, or pilot, or case study (including description of Microsoft component) Description of demonstration or prototype developed (including description of Microsoft component) Copies of supporting documents Itemized third party invoice(s) and/or CSR form for payment for services provided by resource(s) (required) Submitting your Claim We recommend submitting your claim within 45 days of completing the activity. Deadline is 45 days after the end of the usage period. > Visit the CHIP tool and select Submit a Claim. > From the drop-down menu, select the category. > Select the Activity Plan that is being claimed against. > Complete the claim form and include preapproval codes for creative pieces. > Upload all supporting materials. If unable to upload, send via or postal mail to the ROC.

29 E-Commerce 29 E-Commerce is an activity to promote solutions or set up online storefronts to drive sales of Microsoft software licenses. ELIGIBLE EXPENSES Actual costs for Agency Fees ming and development CORE REQUIREMENTS Prominently displayed Coop Tagline Prominently displayed Company/Brand name and contact information 30% minimum Microsoft content that furthers the marketing and promotion of Microsoft software Best Practices Web page placement: Key Product pages help create value by showing additional benefits to products. Include an Add to Cart or Buy Now link on the page Include contact information, such as phone number, on the page. Banners: Place banners on key pages, including the home page, that link to product pages. This allows better measurements of results and expands communication opportunities. Configuration drop-down menus: Create up-sell or cross-sell opportunities by configuring drop-down menus with Microsoft products. Put helpful sales and marketing tools from Microsoft on your website such as: Gear Up sales toolkit quick reference sales sheet on each Microsoft product Licensewise helps resellers get the right license and SKU configuration given customers need Demos and online tutorials 1 REQUIRED MARKET DEVELOPMENT ACTIVITY PLAN APPROVAL Your MD Activity Plan needs to have a well-defined strategy and Return on Investment (ROI). Submit your MD Activity Plan using the CHIP tool, well before activity scheduled to begin. Your plan needs to be approved by your Microsoft Sales Executive, using the CHIP tool. 2 CREATIVE MATERIALS PREAPPROVAL (OPTIONAL, RECOMMENDED) Any creative materials need to follow requirements for its activity type. If the materials change in any way, they need to be resubmitted for approval. 3 For preapproval, the creative piece to the Coop Operations Contact, commpre@microsoft.com. You will receive preapproval code or changes requested within 3 business days (5 if translation is required). PROOF OF EXECUTION REQUIREMENTS: KEEP AND SUBMIT THE FOLLOWING: Screen shots or live URL (required) Customer reach (# of clicks, click rate, etc.) (required) Itemized third-party invoice(s) (required) CSR form for payment for services provided by resource(s) (if applicable) Submitting your Claim We recommend submitting your claim within 45 days of completing the activity. Deadline is 45 days after the end of the usage period. > Visit the CHIP tool and select Submit a Claim. > From the drop-down menu, select the category. > Select the Activity Plan that is being claimed against. > Complete the claim form and include preapproval codes for creative pieces. > Upload all supporting materials. If unable to upload, send via or postal mail to the ROC.

30 Web Syndication Web syndication is an activity to promote solutions or set up online storefronts to drive sales of Microsoft software licenses. Web Syndication is the placement of Microsoft created and maintained content on the Managed Reseller s Web site. Easy to use and integrate, syndication can increase the content value of Managed Reseller web sites and help customers learn about Microsoft products. ELIGIBLE EXPENSES Actual costs up to $18,750 per program period for: Agency fees Placement Costs CORE REQUIREMENTS Prominently displayed Coop Tagline Prominently displayed Company/Brand name and contact information 30% minimum Microsoft content that furthers the marketing and promotion of Microsoft software Note: The core requirements can be met on the landing page hosting the syndication. ADDITIONAL REQUIREMENTS The link should be two clicks away from the main page or in the first page of the product page Content must be official syndication from the Microsoft ing Center (PMC) Portal at Best Practices Web page placement: Key Product pages help create value by showing additional benefits to products. Include an Add to Cart or Buy Now link on the page Include contact information, such as phone number, on the page. Banners: Place banners on key pages, including the home page, that link to product pages. This allows better measurements of results and expands communication opportunities. Configuration drop-down menus: Create up-sell or cross-sell opportunities by configuring drop-down menus with Microsoft products. Put helpful sales and marketing tools from Microsoft on your website such as: Gear Up sales toolkit quick reference sales sheet on each Microsoft product Licensewise helps resellers get the right license and SKU configuration given customers need Demos and online tutorials 1 REQUIRED MARKET DEVELOPMENT ACTIVITY PLAN APPROVAL Your MD Activity Plan needs to have a well-defined strategy and Return on Investment (ROI). 2 Submit your MD Activity Plan using the CHIP tool, well before activity scheduled to begin. Your plan needs to be approved by your Microsoft Sales Executive, using the CHIP tool. CREATIVE MATERIALS PREAPPROVAL (OPTIONAL, RECOMMENDED) Any creative materials need to follow requirements for its activity type. If the materials change in any way, they need to be re-submitted for approval. 3 For preapproval, the creative piece to the Coop Operations Contact, commpre@microsoft.com. You will receive preapproval code or changes requested within 3 business days (5 if translation is required). PROOF OF EXECUTION REQUIREMENTS: KEEP AND SUBMIT THE FOLLOWING: Main screen shot of URL and location where the syndication asset is located (required) URL of the landing page where the PMC syndication content is located (required) Customer reach (# of clicks, click rate, etc.) (recommended) Itemized third-party invoice(s) (required) CSR form for web syndication placement costs per standard rate cards (if applicable) Submitting your Claim We recommend submitting your claim within 45 days of completing the activity. Deadline is 45 days after the end of the usage period. > Visit the CHIP tool and select Submit a Claim. > From the drop-down menu, select the category. > Select the Activity Plan that is being claimed against. > Complete the claim form and include preapproval codes for creative pieces. > Upload all supporting materials. If unable to upload, send via or postal mail to the ROC. How do I participate in Web Syndication? Please contact your Sales Executive to see if syndication is available in your area and for additional details.

31 Search Engine Optimization Skyrocket 31 Microsoft Skyrocket is a digital marketing program that helps cloud partners attract customers, lower customer acquisition costs, and increase content relevancy to their site. It also is an important service part of the Digital Baseline project to sell more Office 365. Search Engine Optimization for regular website and mobile website only through Skyrocket. May not be available in all languages - please check at For more information, visit Pages/MSSkyrocket.aspx ELIGIBLE EXPENSES Actual costs up to $3,000 USD per program period for: Agency fees ming and development Initial SEO optimization and maintenance CORE REQUIREMENTS Prominently displayed Coop Tagline Prominently displayed Company/Brand name and contact information 30% minimum Microsoft content that furthers the marketing and promotion of Microsoft software 1 REQUIRED MARKET DEVELOPMENT ACTIVITY PLAN APPROVAL The MD Activity Plan needs to have a well-defined strategy and success metrics that lead to a 10X Return on Investment (ROI), increased sales pipeline and/or sales velocity. 2 Submit your MD Activity Plan using the CHIP tool, well before activity scheduled to begin. Your plan needs to be approved by your Microsoft Sales Executive, using the CHIP tool. CREATIVE MATERIALS PREAPPROVAL (OPTIONAL, RECOMMENDED) Any creative materials need to follow requirements for its activity type. If the materials change in any way, they need to be resubmitted for approval. For preapproval, the creative piece to the Coop Operations Contact, commpre@microsoft.com. You will receive preapproval code or changes requested within 3 business days (5 if translation is required). Submitting your Claim We recommend submitting your claim within 45 days of completing the activity. Deadline is 45 days after the end of the usage period. > Visit the CHIP tool and select Submit a Claim. > From the drop-down menu, select the category. > Select the Activity Plan that is being claimed against. > Complete the claim form and include preapproval codes for creative pieces. > Upload all supporting materials. If unable to upload, send via or postal mail to the ROC. 3 PROOF OF EXECUTION REQUIREMENTS: KEEP AND SUBMIT THE FOLLOWING: Statement of Work from SEMDrive (Skyrocket agency) (required) Itemized third-party invoice(s) (required) Screen shot of landing page or live URL (required)

32 Social Media or Mobile Commerce 32 Social Media or Mobile Advertising is paid placement for advertising within social network sites. Social Media Community and Pages are earned (unpaid placement) within social networking sites. Mobile Commerce is activities that supports mobile E-Commerce efforts such as the development of a mobile-friendly web site or mobile application. ELIGIBLE EXPENSES Media Placement Costs (Social Media Advertising) Agency Fees ming and development CORE REQUIREMENTS Prominently displayed Coop Tagline Prominently displayed Company/Brand name and contact information 30% minimum Microsoft content that furthers the marketing and promotion of Microsoft software Note: For Twitter activities, the core requirements can be met by including a link within the Twitter post to the reseller's landing page where it fulfills the requirements. SELECT THE CORRECT ACTIVITY CATEGORY Social Media or Mobile Ads: Facebook ads, LinkedIn campaign, promoted tweets on Twitter, in-app advertising, and chat box advertising. Social Media Community: Company pages on Facebook, Twitter, etc., Company-owned blog posts, development of a Facebook application, graphic design for online sites. Mobile E-Commerce: of a mobile friendly site, of a mobile application (App), of mobile coupons (QR codes). 1 REQUIRED MARKET DEVELOPMENT ACTIVITY PLAN APPROVAL Your MD Activity Plan needs to have a well-defined strategy and Return on Investment (ROI). 2 Submit your MD Activity Plan using the CHIP tool, well before activity scheduled to begin. Your plan needs to be approved by your Microsoft Sales Executive, using the CHIP tool. CREATIVE MATERIALS PREAPPROVAL (OPTIONAL, RECOMMENDED) Any creative materials need to follow requirements for its activity type. If the materials change in any way, they need to be resubmitted for approval. 3 For preapproval, the creative piece to the Coop Operations Contact, commpre@microsoft.com. You will receive preapproval code or changes requested within 3 business days (5 if translation is required). PROOF OF EXECUTION REQUIREMENTS: KEEP AND SUBMIT THE FOLLOWING: Screen shots or live URL (required) Customer reach (# of clicks, click rate, etc.) (required) Click-through reports (recommended) Itemized third-party invoice(s) (required) CSR form for payment for services provided by on-site resource(s) (if applicable) Submitting your Claim We recommend submitting your claim within 45 days of completing the activity. Deadline is 45 days after the end of the usage period. > Visit the CHIP tool and select Submit a Claim. > From the drop-down menu, select the category. > Select the Activity Plan that is being claimed against. > Complete the claim form and include preapproval codes for creative pieces. > Upload all supporting materials. If unable to upload, send via or postal mail to the ROC. What are examples of Social Media Advertising? Facebook ads, LinkedIn campaign, promoted tweets on Twitter, in-app advertising, and chat box advertising.

33 33 is for the Managed Reseller s internal sales and technical personnel and includes specific expenses related to product training, certification, and Microsoft conferences that help develop the partner s sales and technical expertise on Microsoft software and solutions. activities must be 100% Microsoft focused. Eligible Activities Microsoft Network registration fees and the first set of plaque and DVD Official Microsoft curriculum for training through and exam fees Registration Fees for approved conferences for up to three (3) attendees (Worldwide Conference, Tech Ed, and Microsoft Local Conference) For Worldwide Conference, Tech Ed, and Microsoft Local Conference only, airfare and hotel room rate only (room service, minibar, laundry, etc. are not eligible) up to $3,000 USD per person. Airfare and hotel should be submitted in one claim per person. Limit is three (3) attendees per conference. Microsoft On-Site Training - 100% Microsoft focused training for the Managed Reseller. Third party expenses for catering, equipment rental, external speaker fees, and signage and display or printed materials. The following expenses are not covered: Travel expenses, meals, mileage, and any other travel costs (except as otherwise defined for selected events). Upgrades or add-ons for airfare/hotel. Materials other than predefined course materials. Training or exams not listed on Testing environments and other technology. Claim Timing Requirements claims may be submitted for any qualifying readiness activity that has taken place within the 6 month usage period. Claims are based on completion date of activity. For the Worldwide Conference in July, claims are filed during the H1 usage period. For MPN fees, claims should be filed based on date of enrollment completion (including payment). For training and exam fees, claims should be filed based on the date of completing training or exams. Training vouchers may only be claimed after the completion of a training course. s must submit invoices for the vouchers and provide a certificate, or a completion document, that states the dates of when the course was taken and completed. Claims made for courses taken during H1 must be submitted prior to February 15 while claims made for courses taken during H2 must be submitted prior to August 15. Submit claims at Required Proof of Itemized third-party invoice(s) specific to activity. For example: Microsoft Network Registration Fees Original invoice issued by Microsoft Microsoft Training Tuition fees Invoice with course code and dates of completion Attendee list and per person cost Microsoft Exam fees Invoice with exam number and date of completion Microsoft Conference Registration fees Third-party invoice Microsoft Conference travel fees Flight itinerary with travel dates Third-party invoice for airfare and hotel Microsoft On-Site Sales Training Training Agenda and Microsoft presentation content Itemized third-party invoice(s) for reimbursable expenses and Training Activities Microsoft Network registration fees Reimbursable Expenses Annual enrollment fee First set of plaque and DVD as part of enrollment Microsoft training tuition fees exam fees Microsoft conference registration fees (Worldwide Conference, Tech Ed, Microsoft Local Conference) Microsoft Official Curriculum through Required classes and exams for certifications and competencies Recommended certification exams Tech Ed, Microsoft Local Conference) Registration fee for up to three (3) attendees Microsoft conference airfare/hotel expenses (Worldwide Conference, Tech Ed, Microsoft Local Conference) Microsoft On-site Sales Training Airfare and hotel room rate only up to $3,000 USD per person. Note: Room service, mini-bar, laundry, etc. are not eligible. Airfare and hotel should be submitted in one claim per person. Limit is three (3) attendees per conference. Itemized third-party invoice(s) for catering, equipment rental, external speaker fees, and signage and display or printed materials

34 34 Coop ing Plan Recommendations In this section, guidance is provided to Managed Resellers on how Microsoft recommends their Coop marketing dollars are planned and spent throughout the fiscal year. There are three primary Microsoft campaigns that Microsoft partners can use. The following page explains this in more detail.

35 - FY14 Managed Reseller Priorities & Coop Focus 35 1 Suggested Performance Indicators are not the same as Proof of (POE) requirements. For more information on a specific activity's POE, refer to the individual activity page.

36 - Seminar Example 36 Seminar Invitation Seminar Photo

37 - Multi-Vendor Exposition Example 37 Multi-Vendor Exposition Invitation

38 - Tradeshow Example 38 Booth Agenda Presentation

39 - Internal Incentives/SPIFFs Example 39 Internal Incentives/SPIFF Example

40 - On-Site Champ Example 40 Presentation Name of Person Title Dates of Assignment Activity Focus (Sales, Pre-Sales, or ing) Quarterly Target/Goals (Revenue or Quantity) Achievement for Quarter (Revenue or Quantity) Expense Amount for Quarter* Quarterly Target/Goals (Revenue or Quantity) $ $ Sales Objectives $ $ *Must be substantiated by an itemized third-party invoice. Required Form for Summary of Results

41 - Payment Processing and Tax Requirements 41 Payment Processing Payments for approved claims are processed once a month. Approved reimbursement will be in the form of a Microsoft purchase credit or bank transfer issued 30 to 45 days from the end of each month of the Coop Funds usage period (depending on region). For a reimbursement to be included in a payment cycle, valid claim and documentation needs to be received no later than 15 days after the end of the month the activity was completed in. For example, for reimbursement of a valid claim at the end of March, all details and claim need to be received by Microsoft no later than March 15. Currency Exchange Rates Coop funds will be displayed and paid in the partner's currency per the associated payment profile with Microsoft. Claims can be accepted in multiple currencies and will be paid in the partner s currency. Microsoft will use the foreign exchange mid-range rate published by Reuters in the Financial Times on the Wednesday before the last day of the Microsoft fiscal month before the payment due date. If Reuters does not publish such rate on the Wednesday before the end of the Microsoft fiscal month, Microsoft will use the previously published rate. Exchange Rates Microsoft will use the foreign exchange mid-range rate published by Reuters in the Financial Times on the Wednesday before the last day of the Microsoft fiscal month before the payment due date. Taxes The Rebates and/or Coop Funds a Company receives under this include any applicable goods and services tax, value added tax, sales tax, gross receipts tax, or any other tax that is applicable as a result of the services provided by Company to Microsoft. Consequently, it is solely the Company s responsibility to report and pay all applicable taxes or duties that may be required under any appropriate laws related to the Rebates and/ or Coop Funds it receives. The Company must consult its own tax advisor with any question or concern about the taxes that apply to it. Tax Documentation Requirements for China Before getting reimbursement for claims, partners should provide Microsoft (China) Company Limited with the Notification for Issuing Red VAT Invoice << 开 具 红 字 增 值 税 专 用 发 票 通 知 单 >> issued by its in charge tax bureau and other required documents. Coop partners requiring submission of invoices for tax documentation should refer to the History of Claims report available on the CHIP Web Tool for approved claim amounts. Upon log in to the CHIP Web Tool, select "Claims" from the left menu, and "History of Claims" to access this report. Tax Documentation Requirements for Taiwan and Singapore The Rebates and/or Coop Funds the Company receives under this exclude any applicable goods and services tax, value added tax, sales tax, gross receipts tax, or any other tax that is applicable as a result of the services provided by the Company to Microsoft. Microsoft shall pay to the Company any value added tax or goods and services tax which are required to be collected from Microsoft by the Company under appropriate laws. Company must consult its own tax advisor with any question or concern about the taxes that apply to it. Payments 30 to 45 days from the end of each month in the form of a Microsoft purchase credit note.

42 - ing and Training Resources 42 For Asia, LATAM, and Canada only CHIP Web Tool: For technical issues regarding CHIP, please contact your Regional Operations Center via the Call Logging Tool (CLT) on Explore.ms. Trainings: Managed Reseller Coop Activation Kit: Worksheets, resources, guidelines, more Materials: ing Guidebook Explore.ms, or at Activation Kit CSR (Certification Statement Report) Form Explore.ms, or at Activation Kit Tagline Translations Explore.ms, or contact Contacts Preapproval: POE Assistance: Other Resources: ing Center / Managed Reseller Resource Page ( Business Model Transformation Workshop Guidance or under Cloud at: ( Microsoft Customer Opportunities Insights Tool (SHOOT) and Training

43 - Certification and Statement Report (CSR) 43 Sample of a CSR form: A Certification Statement and Report (CSR) may be used to request reimbursement to offset costs and/or expenses incurred by the Managed Reseller solely in connection with the implementation of certain Coop supported marketing activities and expenses. For more information, see page 11. Please refer to the most updated CSR as currently posted on Explore.ms or the Managed Reseller Coop Activation Kit ( prior to submitting a Report. Best Practices Ensure that the CSR is correctly and fully completed, paying extra attention to the following items: The claim type marked in box 1 and total amount in box 4 must match the submitted claim type and invoice amount entered in CHIP. Select appropriate ing Expense(s) in box 3. If Other is selected, provide an explanation of the specific expense(s) claimed. Please note that restating the claim type is not considered an eligible expense. Be sure to select the currency of the expenses being claimed in the "Select Currency" dropdown. Complete all entries in box 5, including a signature of a senior officer of the Company.

44 - Logo Guidelines 44 Logo Type Description Eligibility Example Microsoft Network Competency Logos Leverage the Microsoft brand, using logos designed specifically for you. Present a polished, professional presence in the marketplace by using your level-specific partner logo. Align your marketing materials with the world-recognized Microsoft brand. Eligible partners may follow this link to access the Logo Builder tool. To access the Logo Builder tool, you must be a member of the Microsoft Network with a Silver or Gold competency. Microsoft Corporate Logo As a general rule, third parties may not use the Microsoft Corporate logo. Third parties may only use the logo without a license under the following limited circumstances: In advertising, marketing collateral, or a website that references your connection with Microsoft provided that the area in which the Microsoft logo is used includes the corporate logo of at least one other company with which you have a similar relationship. In an area of a website, advertising, or marketing collateral exclusively dedicated to the sale of Microsoft products, and in such a manner that associates licensed Microsoft software with the Microsoft Corporate logo. All Microsoft s. Microsoft Product Tiles Microsoft product tiles should be used when products are distributed digitally, through Volume Licensing, or preinstalled on PCs. These tiles are available to partners for limited use in marketing activities, such as advertising and documentation (including educational brochures), in tutorial books, and on videotapes or websites. Guidelines and images can be found here. All Microsoft s. s should be sure to read the usage agreement before downloading the graphics.

45 - Logo Guidelines 45 Logo Type Description Eligibility Example Microsoft Product Box Images Microsoft product box images are complete images of Microsoft product boxes that are used to advertise products that are distributed through retail channels in a physical box. You may make limited use of these images in marketing activities, such as advertising and documentation (including educational brochures), in tutorial books, and on videotapes or websites. These product box images are not appropriate when advertising Microsoft software that is distributed digitally, through Microsoft Volume Licensing, or through preinstallation on a PC. Eligible partners can find the guidelines and images here. To access the Product Box Images, you must be a member of the Microsoft Network. s should be sure to read the usage agreement before downloading the graphics. Screen Images You may want to display images of Microsoft products and services in your marketing communications. For this reason, Microsoft provides access to screen images for limited use in your marketing materials. These images of the product experience are typically placed within photographs of PC screens and must be used as described in the usage guidelines for screen images. To use screen images or Internet pages that contain third-party content, you should contact the content provider directly for permission. Except for Microsoft product startup screens, opening screens, or screens from products that have not been commercially released (including beta versions), you may use screen images in advertising, in documentation (including educational brochures), in tutorial books, in videotapes, or on websites. Eligible partners can find the guidelines and screen images here. To access the Screen Images, you must be a member of the Microsoft Network. This is an example of a screen image featuring the Windows 8 operating system default desktop illustration, the signature wallpaper for the release. Reseller ing Campaigns Leverage Microsoft s marketing investment to drive ongoing customer demand for your solutions. Pre-branded case studies, white papers, marketing templates, and project guides will help you coordinate a campaign across your marketing, sales, and technical staff. Visit the Microsoft ing Center Online Tool. To access the campaign material, you must be a member of the Microsoft Network. Microsoft Certified Professional (MCP) Logos Microsoft Certifications are available for most Microsoft technologies and skill levels from business workers to IT professionals, developers, technology trainers, and system architects. Achieving a Microsoft Certification helps provide you with up-to-date, relevant skills that can help lead to a more fulfilling career, while giving you access to valuable Microsoft Certification benefits. These benefits include access to the Microsoft Certification or the Microsoft Office Specialist (MOS) Certification member site and a vast, global network of other certified professionals. Individuals who pass the relevant exams are eligible to use the MCP logos.