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2020/21

Delivering a Valued Partnership

CONTENTS

Our Vision 02/03

OKI Advantage: Overview 04/05

The Partner Journey 06/07

Partner Benefits 08/09

Welcome to Your Partner Portal 010/011

Partner Portal Features 012/013

Next Steps: Joining the Program 014/015

OUR VISION

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OKI is committed to providing partners with a network of support. We will provide the assistance and tools needed to become a successful OKI partner and continue nurturing the relationship by providing sales and marketing tools, ongoing training and rewards.

The OKI Vision is to be a leadingchannel businessproviding partnerswith a partnershipthat they can trustwill support, nurtureand help grow their business.

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The OKI Advantage partner program is guided by 3 key principles;

Educate - Provide training and support to successfully sell the OKI range.

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Promote - Provide direction and tools for marketing campaigns and promotions.

Reward - A reward structure to thank and recognise partners as valued members of the OKI partner community.

2020/21 OKI Advantage Partner Program Overview

Quarterly Hardware Target $

Quarterly Hardware Rebate %

Quarterly MDF %

GOLD $30k 7% 6%

SILVER $20k 5% 4%

BRONZE $10k 3% 2%

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Created to reward success. Our key focus is in assisting partners for great performance and to develop business opportunities. A channel ecosystem of openness and collaboration with a candid, transparent structure.

PROGRAM TIERS

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The OKI Advantage partner program is designed to reward and provide benefits to partners at each level throughout the program. Our priority is to help develop new opportunities for your business.

Your success is our success.

Each successive level brings with it additional support and benefits, driving growth and rewards.

GOLD

SILVER

BRONZE

The Partner Journey

Partner Benefits Bronze Silver Gold

OKI sales leads

Customised joint lead generation campaigns

Showroom display pack

OKI team kit corporate wear welcome pack

Dealer locator

Sales training events

Dedicated account manager

Quarterly promotions and incentives

Lead generation campaign toolkits (editable contact section)

Access to the merchandise store

Target vs actual tracking

Partner MDF (market development funds) requests

Showroom pricing support

Deal registration

Regular updates - news, sales and marketing tools, events, training etc

POD (print on demand) brochure collateral

Usage of the OKI authorised business partner logo

OKI ADVANTAGE PARTNER PROGRAM

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BUSINESSPARTNER

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Partner BENEFITS

As an OKI Advantage Partner, you will be provided with extensive support as well as access to tools and resources designed to enhance and grow your business.

CUSTOMISED JOINT OKI & PARTNER LEAD GENERATION CAMPAIGNS

OKI Advantage Gold partners can leverage or develop customised lead generation campaigns across various mediums, actively driving targeted sales leads for customer acquisition and retention.

DEDICATED ACCOUNT MANAGER

OKI Advantage Gold and Silver partners will gain a dedicated OKI account manager, providing specialised support that will guide partners to secure maximum value out of the OKI Advantage Program.

OKI SALES LEADS

OKI Advantage Gold partners will receive sales leads that result from the various OKI demand generation campaigns - through advertising, trade shows, direct mailings and other marketing efforts.

SALES TRAINING EVENTS

OKI Advantage Gold and Silver partners will receive invitations to exclusive training events to educate and empower channel teams enabling business growth.

DEALER LOCATOR

OKI Advantage Gold and Silver partners will be listed in the Dealer Locator found on the OKI website. Dealers will receive direct leads from the locator.

OKI ADVANTAGE PARTNER PORTAL

The OKI Advantage partner portal is a dedicated website providing access to all product, sales and marketing resources, sales tracking and MDF.

COMMITTED TO YOUR SUCCESS

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The OKI Advantage Partner Portal will be your go-to for access to all of your partner privileges, making engagement with OKI straightforward and convenient.

Welcome to your Partner Portal

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Target v Actual The Target v Actual feature will give partners a line of sight into quarterly sales tracking and aid in pipeline planning.

Partner pricing informationQuick and easy access to a complete list of products including up to date pricing information.

Lead Generation Campaign Toolkits The Partner lead generation campaign toolkits arms partners with a series of product and vertically focussed assets with the option for co-branding.

Partner Portal features

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Brochures on demandA simplified ordering process of OKI product brochures* to facilitate attending industry events or updating your showroom. Simply select the required material, enter the requested details, and hit submit. OKI will take care of the rest. *Brochure quantities are subject to approval once threshold exceeded.

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Partner MDF information The MDF tracker is a visual tool that affords partners an up-to-date view of available MDF* that can be utilised for further marketing and promoting OKI products in a variety of ways, such as - web banners, direct mail, flyers, posters and advertisements etc. *MDF is available by request and subject to approval.

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Showroom Stock Support Your customers' experience should be effortless and seamless. Having new products in the showroom can encourage sales - Offering the ability to try, test, and touch can accelerate the sales cycle. OKI Advantage partners will have the ability to purchase showroom stock at a discounted rate.

Merchandise StoreIncrease brand awareness and credibility to your sales teams. Partners will have access to a select range of OKI branded merchandise with the option to co-brand, and order seamlessly online.

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Deal registrationProven to be an effective means of mitigating conflict. Partners can confidently work with a client without having to worry about another company trying to offer the same product at a lower price. OKI Advantage partners can be assured of collaboration and support during a sales cycle.

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To join the program today, simply contact your OKI Account manager, or complete the form from the l ink below and an OKI business development manager wil l contact you to introduce you to the OKI Advantage benefits.

Joining the OKI Advantage Partner Program

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Next Steps

BUSINESSPARTNER

1. The 2020/2021 OKI Advantage Partner Program period is 1 Jan 2020 to 31 March 2021. This is a Channel Partner Program and excludes mass merchant retailers. OKI Advantage Partners agree to collaborate with their OKI Data Australia Pty Ltd representative to complete a quarterly Business Plan, subject to review.

2. A target is required to be agreed on with your Channel Sales Manager and submitted for final approval. OKI Data Australia Pty Ltd reserves the right to reject applications. If your application is approved a confirmation certificate will be provided. Once the certificate is issued, it is deemed the partner accepts the target and related program terms and conditions.

3. The target is measured based on sell-in and sell-through purchases from OKI Data Australia Pty Ltd or your authorised OKI Data Australia Pty Ltd Distributor. By agreeing to apply for the Program you are authorising the distributor to provide OKI Data Australia Pty Ltd with your sell-in and sell-through purchases.

4. The target is based on purchases during each quarterly period;

Q4: 1 January 2020 – 31 March 2020

Q1: 1 April 2020 – 30 June 2020

Q2: 1 July 2020 – 30 September 2020

Q3: 1 October 2020 – 31 December 2020

Q4: 1 January 2021 – 31 March 2021

Partners who join the program mid-quarter are still required to meet the minimum quarterly target commitment to receive related rebates, MDF and any other incentives for that quarter.

5. As an OKI Advantage program partner you agree to a hardware target covering the period 1 Jan 2020 to 31 March 2021. There are three tiers with a minimum target for each;

- Bronze $10,000 per quarter

- Silver $20,000 per quarter

- Gold $30,000 per quarter

6. The rebate is measured on a quarterly basis and is based on minimum achievement of 100% or greater of the agreed target for hardware revenue,

-Bronze minimum achievement $10,000 – 3% rebate

-Silver minimum achievement $20,000 - 5% rebate

-Gold minimum achievement $30,000 – 7% rebate

If the agreed quarterly target is missed – the corresponding rebate and MDF in the lower achieved target level will be applied. The maximum rebate and MDF applied is in line with the agreed target level only and will not be scaled up to the next level. In the instance that a partner misses the agreed quarterly target due to an acknowledged back-order fault, adequate consideration will be determined on an individual basis. OKI Data Australia Pty Ltd shall not be liable for any delay in delivery or for non-delivery due to causes beyond reasonable control.

7. The applicable MDF is also measured on a quarterly basis and is based on minimum achievement of 100% or greater of the agreed target for hardware revenue,

- Bronze minimum achievement $10,000 - 2% MDF

- Silver minimum achievement $20,000 - 4% MDF

- Gold minimum achievement $30,000 - 6% MDF

If the agreed quarterly target is missed – the corresponding MDF in the lower achieved target level will be applied. The maximum MDF applied is in line with the agreed target level only and will not be scaled up to the next level.

8. MDF is available by request only. A request form is required to be submitted prior to the activity and is subject to approval by OKI Data Australia Pty Ltd. MDF requests must be submitted for approval within 60 days of the end of the quarter.

End Q4 – 31 March 2020, request must be received by 31 May 2020

End Q1 – 30 June 2020, request must be received by 31 August 2020

End Q2 – 30 September 2020, request must be received by 30 November 2020

End Q3 – 31 December 2020, request must be received by 28 February 2021

End Q4 – 31 March 2021, request must be received by 31 May 2021

Requests received after the 60 day deadline will not be approved.

Partners are also required to submit Proof of Execution on completion of the agreed co-operative marketing activity.

9. OKI Advantage Partners with $300 or less, in available MDF - may opt to utilise the funding within the OKI Advantage Partner Portal on available marketing resources. MDF must be utilised within 60 days of the end of quarter.

10. OKI Advantage Program Partners will be notified of the hardware rebate achievement within 30 days of the month following the end of the quarter.

End Q4 – 31 March 2020, notified by 30 April 2020

End Q1 – 30 June 2020, notified by 31 July 2020

End Q2 – 30 September 2019, notified by 31 October 2020

End Q3 – 31 December 2019, notified by 31 January 2021

End Q4 – 31 March 2020, notified by 30 April 2021

OKI Advantage partners will receive the rebate by either a credit note (Direct Accounts only) or payment into the bank account provided (Indirect Accounts only) within 60 days of the rebate notification.

11. OKI Advantage Program Partners who do not achieve 100% of the minimum hardware target required, for two consecutive quarters - will automatically drop to a lower tier status.

- Bronze minimum achievement per quarter $10,000

- Silver minimum achievement per quarter $20,000

- Gold minimum achievement per quarter $30,000

12. OKI Data Australia Pty Ltd reserves the right to alter or withdraw the OKI Advantage funds at any time. The final decision to pay a rebate rests with the management of OKI Data Australia Pty Ltd. No correspondence will be entered into. OKI Data Australia Pty Ltd has the right to exclude specified special pricing bids from the OKI Advantage partner program.

13. OKI Advantage Program Partners who benefit from the provision of qualified sales leads from various OKI Data Australia Pty Ltd marketing campaigns agree to action (make contact with the customer) within 2 business days from the allocation date. Closed loop details are required to be supplied to OKI Data Australia Pty Ltd for conversion reporting purposes. OKI Data Australia Pty Ltd reserves the right to reroute sales leads not actioned within the 2 business days’ time frame.

14. Gold level OKI Advantage Program Partners will be able to benefit from custom OKI/Partner lead generation campaigns. All OKI Advantage Program Partners will have access to Lead Generation campaign toolkits.

15. Gold level OKI Advantage Program Partners will receive an OKI Team Kit. All OKI corporate branding items are available for purchase via the partner portal.16. The OKI Advantage POD (print on demand) brochure feature is capped at 100 brochures per quarter, per partner. Additional brochures can be purchased via the partner portal.

OKI Advantage Partner Program Application and Agreement 2020/2021

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©2019 OKI Data Australia Pty Ltd is part of the OKI Electric group of companies. Version 3.0 11/2019.

OKI Data Australia Pty. Ltd.Level 1, 67 Epping RoadMacquarie Park, NSW 2113AustraliaT 1800 800 140www.oki.com.au

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