Extreme Development Funds Global Partner MDF Program GuideEDF PROGRAM OVERVIEW
PROGRAM OVERVIEW
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting
and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration
and Support 10
EDF Activity Matrix 11
How to Use Extreme Development Funds (EDF) to Increase Demand for Your Business The Extreme Development Funds (EDF) program is a plan-based program that
authorized Partners of Extreme Networks Inc (Extreme) may use to support the
development of new and existing customer relationships It enables partners to
grow their Extreme business through external marketing campaigns enablement
andor sales initiatives that generate demand for Extreme products This will
benefit both Extreme and the partner and deliver a return on investment (ROI)
greater than either party could achieve independently Under the terms of the
EDF program Extreme will reimburse partners for a percentage of approved
costs that the partner has incurred Partners participating in the EDF Program
will have access to an EDF Portal through PartnerNet that allows management of
participation in the EDF Program including viewing fund availability submitting
requests for Pre-Approvals (PA) and initiating claims for executed activities
Participating partners must accept the EDF Program Terms and Conditions in the
EDF Portal prior to participating in the EDF Program
A partner that meets the following criteria during a particular fund period may
participate in the EDF Program during that fund period
EDF Program Overview
Under Eligibility and UsageAll Diamond and Platinum level partners in good standing are eligible to participate
in the EDF program A partner in good standing will be compliant with EPN program
level requirements such as training certifications business plans Extreme Networks
partnership promotion on company website and minimum sales revenue goals The
partner should schedule a marketing planning meeting with their Extreme Channel
Representative to review past activities and results as well as review the current
proposed marketing plan The marketing plan will include strategic goals proposed
activities and the ROI metrics by which the activities will be measured Business
Marketing Plan templates can be found on PartnerNet Marketing plans must be
submitted in advance of EDF usage
Funding periods begin on the 15th of each fiscal quarter EDF accruals will be split into
two buckets based on the percentages below EDF Funds are available for approximately
9 months and expire on the 15th of the expiring month Training funds are available for
approximately 3 months Activities under each category are outlined in the EDF Matrix
and will be pulled automatically from the corresponding bucket of funds Funds can not
be transferred from one bucket to the other
For questions please contact extremeedfchannel-fusioncom
EDF ACTIVITY TYPE USAGE
80 Extreme Development Funds Demand Gen Enablement Awareness
20 Training Funds eLearning Only
Pre-Approval of ActivitiesPartners are required to obtain Pre-Approval (PA) of activities for which they intend to
seek reimbursement A Pre-Approval request must be approved via the EDF portal prior
to any financial commitment of activity and will not be approved after an activity has
taken place The process for obtaining a PA is described in more detail in the General
Rules for Requesting and Claiming Funds section Costs associated with activities
undertaken without Prior Approval may not be reimbursed at Extremersquos discretion
Activities may be granted a PA based upon Extreme Networks strategic objectives the
activities ability to deliver incremental pipeline net new sales opportunities and the
expected return on investment (ROI)
Proof of Performance (PoP) and Return on Investment (ROI) MetricsPartners must also provide proof of the funds spent against the claimed activity and
must provide information regarding the ROI PoP may be used by Extreme to capture
ROI for each funded activity Each activity has different PoP requirements and ROI
metrics and further details are provided below under the EDF Eligible Activity Matrix
Expiration of Allocated EDFEDF will expire on the listed expiration date typically after 9 months Funds may be
claimed by partners at any time throughout the funding period but the funds expire on
their listed expiration date
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting
and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration
and Support 10
EDF Activity Matrix 11
Funds Eligibility
EDF Program Overview 4
Activities currently eligible for EDF reimbursement along with their maximum reimbursement percentage proof of performance requirements and ROI metrics are outlined in section 10 in the EDF Eligibility Activity Matrix
Funding for Eligible Activities is not guaranteed and is subject to approval by your Extreme Networks representative The final eligible reimbursable amount will be reflected in the approved PA request Extreme Networks reserves the right to change the Eligible Activities from time to time and partners should always refer to the EDF Program Guide published on PartnerNet to ensure they are using the latest version
Use of the Extreme Networks logo or branding in an Eligible Activity (ex promo item direct mail piece etc) must first be reviewed and approved by your Extreme Networks representative prior to final production to confirm the logo is used in accordance with Extreme Networks branding guidelines
Unless otherwise noted reimbursement per activity is typically reimbursed beginning at 50 but the percentage can increase as determined by the EDF Eligible Activity Matrix the partner businessmarketing plan and your Extreme Networks
representative and is reflected in the Pre-Approval
Extreme Networks offers partners ready-made marketing solutions and assets to leverage
Visit Demand Center on PartnerNet to view available programs tools and marketing services
Extreme Development Funds (80)DEMAND GENERATION ACTIVITIES
bull Customer Partner Event (DG)
bull Executive Briefing Center Visit (DG)
bull Direct Email Social Media Campaign (DG)
bull Extreme Networks Executive Briefing (DG)
bull Integrated Sales amp Marketing Campaign (DG)
bull List Purchase subscription (DG)
bull Sales Incentives (DG)
bull Telemarketing Campaign (DG)
bull Tradeshow (DG)
ENABLEMENT AND BRAND AWARENESS
bull NFR Demo Equipment (E)
bull Sales Tools Development (E)
bull Funded Headcount (E)
bull Business Consulting Workshops (E)
bull Extreme Specialization Program Certification Requirements (E)
bull Extreme Partner Certification Training - Class Room Training (E)
bull Search Engine Campaign (E)
bull Advertising Catalog Sponsorship Banners (BA)
bull Customer Literature Collateral (BA)
bull Content Syndication (BA)
bull Extreme Networks Promotional Merchandise (BA)
bull Extreme Networks Customer Case Study (BA)
bull Web Page Creation (BA)
Training Funds (20)Extreme Networks Partner Certification Training mdash eLearning only (please use new eLearning voucher numbers only for reimbursement)
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting
and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration
and Support 10
EDF Activity Matrix 11
Eligible Activities
EDF Program Overview 5
EDF Will NOT Be Used to Reimburse the FollowingTRAVELEDF cannot be used to reimburse any travel and associated travel expenses such as
hotel rental car etc except for the reasonable and customary expenses for end customer
travel associated with Extreme Networks Executive Briefings at the San Jose CA Raleigh
NC Salem NH locations or at an Extreme Networks approved Solution Demo facility
Reference the EDF Activity Matrix for travel guidelines Travel for any employee of a
state-owned entity or government MUST have the approval of Extreme Networks Legal
representative before the invitation is extended to the customer
PARTNER OPERATING EXPENSES AND FACILITIESEDF cannot be used to reimburse a partnerrsquos day-to-day operating expenses andor cost
of facilities
ALCOHOLIC BEVERAGESExtreme Networks will not reimburse for alcoholic beverages purchased separate from an
event Alcohol invoice must be from a restaurantcatering service and part of the overall
event bill
CONSULTING EXPENSESExpenses incurred by partner sales engineers or partner consultants are not covered
Consulting expenses for lobbying (legislative or procurement) or sales generating
consulting for public sector customers are not permitted and will not be approved
POLITICAL CHARITY ACTIVITIES AND CONTRIBUTIONSThere will be no funding of political or charity activities or contributions
ENTERTAINMENT ACTIVITIESActivities that include meals sporting events concerts or other events that are
predominantly social in nature are not covered by EDF If entertainment is part of
an approved activity and ROI can be measured to the events success then it can be
approved
INFRASTRUCTURE EQUIPMENTEDF cannot be used for the purchase of infrastructure equipment or software unless
its sole purpose is to demonstrate Extreme Networks solutions to end user customers
or prospects
RECLAIMABLE TAXESInvoices should be raised to either Extreme Networks for the US jurisdiction or
Extreme Networks International Limited for the non US jurisdiction Underlying taxes
incurred by a partner are not eligible for reimbursement with EDF and should be
excluded from the reimbursement claim
PAYMENTS TO THIRD PARTIESEDF is strictly prohibited for payments to third parties on behalf of Extreme
Networks for goods or services not ordered by or for the benefit of the partner or
for any special arrangements driven by Extreme Networks employees
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting
and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration
and Support 10
EDF Activity Matrix 11
Ineligible Activities
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration
and Support 10
EDF Activity Matrix 11
A partner with available EDF must follow these procedures to request and receive
reimbursement for eligible activities
bull Submitting PA requests for each activity via Extreme Networks EDF Portal is required A PA must be submitted at least 7 days prior to activity start date Any activity that
takes place before a PA has been approved in the EDF Portal will be denied
bull PA approvals will be reviewed within 3 business days of submission Once
approvedthe PA will be available until 60 days after the Activity end date at
which time the PA will expire It is very important to make sure that accurate activity start and end dates are entered into the PA
bull All requests will be assigned a unique PA Number This PA must be approved by
Extreme Networks before the activity can begin and is valid only for the time
period requested
bull Claims for reimbursement must be accompanied by the required Proof of
Performance and ROI documentation (as specified in this document under
the heading ldquoPoPROI Matrixrdquo) If a claim is not submitted with all required
documentation by the PA expiration date the PA will automatically close and
NOT be paid
bull If the PoP supporting documentation is less than the PA approved or claim
amountthe claim will be paid out at the lesser amount upon receipt of the
Partnerrsquos revised invoice to Extreme Networks
bull Claims can be submitted for up to 25 more than the funds requested in the pre-
approval Any amount exceeding 25 of the original approved amount will need
to go back through the PA process
bull Claims submitted for a prefunded not yet approved activity will not be approved
under any circumstances
bull EDF is currently made available in USD While EDF is made available by Extreme
Networks in USD claims that are submitted in another currency will be translated
to USD and claim reimbursement will be calculated using the appropriate
currency rate at time of claim
bull Reimbursement for approved claims that are accompanied by the required
proof of performance will be paid within 30 business days of claim being
approved for payment
bull Invoice from Partner should be uploaded in the claim for the exact amount
inldquoTotal Claim Amountrdquo Extreme billing address should be
N AMERICA LATAM APAC EMEA
Extreme Networks Inc Extreme Networks Ireland Ltd 6480 Via Del Oro Rineanna House
San Jose CA 95119 USA Shannon Free Zone
Shannon Co Clare Ireland VAT No IE8215318B
bull Invoices for claim reimbursement should ONLY be submitted in the EDF
Portalplease do not submit these to our Accounts Payables department directly
otherwise this will hold up the payment processing
Rules for Requesting and Claiming
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration
and Support 10
EDF Activity Matrix 11
EDF Process at A Glance
ACTION TIMELINE PROCESS
PARTNER SUBMITS PRE-APPROVAL
(PA)
7 days prior to activity start date
Activity start and end dates cannot extend beyond the day before funds are due to expire
PA REVIEWED BY EXTREME
Approximately 2-3 business days from PA submission date
Extreme representatives review PA They may approve deny or request additional information from partner
IF PA APPROVED PARTNER
CONDUCTS ACTIVITY
Partners are notified via emailbull PA is approvedbull Amount percentage of funding
that is approved
PARTNER SUBMITS CLAIM
AGAINST PA
Submit within 60 days after activity end date
Partners are notified via emailbull PA is approvedbull Amount percentage of funding
that is approved
CLAIM VALIDATION
BEGINS
Validation will occur within 5-10 business days of claim submission
bull Partners are notified via email if claim is on hold due to missing or incomplete PoP along with the deadline to provide the information
bull Length of validation process is determined by completeness of required information submitted Incomplete or missing PoP or ROI will delay an approval PoP or ROI that does not align with approved activity details or contains ineligible expenses or other questionable items may also impact the approval timeline
CLAIM AUDIT
COMPLETE
PA Reviewed by Extreme
bull Partner notified via email when claim is validated and payment is on its way
bull Partners will be notified if claim expires before appropriate incomplete or missing PoP is provided or if claim submission is denied
CLAIM IS PAIDPA Reviewed by Extreme
bull Claims are paid within 30 business days from the day the claim is validated
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting
and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration
and Support 10
EDF Activity Matrix 11
Return on Investment (RIO)
Extreme Networks requires partners to provide ROI metrics for marketing activities
to measure the effectiveness of EDF investments Partners must provide metrics
via the EDF Portal twice during the process
bull Initial metric estimate is due at the time the partner submits the PA request
bull Achieved actual metrics are due at the time of claim submission
Measurement of ROI activities under the Demand Generation category is expected
to give 251 Pipeline ROI and 101 on Closed Revenue ROI Please make sure to enter
accurate number of leads For details on deal registration please visit PartnerNet
The submitted ROI may be leveraged to make decisions for future funding Partners
are encouraged to submit accurate results in a timely manner to assist in funding
discussions with your Extreme Networks Manager
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting
and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration
and Support 10
EDF Activity Matrix 11
General Terms and Conditions
As a reminder under the terms of your partner agreement with Extreme Networks
you have an obligation to comply with all applicable laws including but not limited
to the anti-corruption laws such as the US Foreign Corrupt Practices Act This means
that neither you nor any of your agents may make any direct or indirect payments of
anything of value for the purpose of obtaining business to any government official
(including any person holding an executive legislative judicial or administrative
office whether elected or appointed or of any public international organization such
as the United Nations or World Bank or any person acting in any official capacity
for or on behalf of such government public enterprise or state-owned business)
any political party or party official any political candidate or any person or entity
who you know will give part of the payments to any of the previously mentioned
categories of people If you have any further questions about the FCPA you may visit
the Department of Justicersquos website at httpwwwusdojgovcriminalfraudfcpa
Any violation of these rules is subject to immediate termination of the Extreme EDF
program and potentially the Extreme Networks Partner Program
bull Extreme Networks will not directly reimburse any 3rd party vendor on behalf of
a partner This is the sole responsibility of the partner
bull With respect to all personally identifiable information that it collects from
customers and prospective customers partners should understand and follow
all applicable privacy laws and regulations Extreme Networks expects that a
partner will have a posted privacy policy that governs its treatment of such
information and is followed by partner honor any opt-out requests in accordance
with applicable law and contact customers and prospective customers only in
accordance with applicable law
bull If a partner agreement is terminated for any reason Extreme Networks will pay
any outstanding claims if already approved by Extreme Networks up to the date
of actual termination On the date of termination all funds will be removed and
any open Prior Approvals will be closed Termination as an Extreme Networks
partner results in ineligibility in the Extreme Networks EDF Program as of the
date of termination
bull Extreme Networks reserves the right to change the terms of the Extreme
Networks EDF Program or revoke the program at any time for any reason
bull In the event that the partner fails to comply with these Terms Extreme Networks
reserves the right to reclaim any incorrect claims and the costs of an audit
exclude partner from Extreme Networks EDF Program or exclude partner from
the EPN program or other applicable programs
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting
and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration and Support 10
EDF Activity Matrix 11
EDF Training Funds Administration and Support
Extreme has contracted Channel Fusion for global EDF program administration
including management of funds activities and claims via their online portal audits
on claims
When necessary Channel Fusion representatives may contact partners directly
via phone or email and also via automated emails throughout various stages of
the funding life cycle (eg PA-related emails claim related emails fund expiration
notices etc)
All information and documents provided by partners through the DEVELOPMENT
FUNDS Portal are stored on secure servers and shared only between our 3rd party
vendor and Extreme as part of the claims auditing and payment administration
process The information is not shared with third parties except where required by
internal audit andor SOX compliance purposes
Extreme has a dedicated team of specialists available to support the
EDF program All inquiries should be submitted to your local resource or
partnerprogramsextremenetworkscom
Extremersquos goal is to respond to inquiries and resolve issues as quickly as possible
While we aim to respond to inquiries within 24 hours of receipt and resolve issues
within three business days there may be circumstances that prevent us from
meeting those timelines
DEMAND GENERATION
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
CUSTOMER OR
PARTNER EVENT
Customer prospect or Partner Seminar Webinar Event hosted and driven by the partner focused on Extreme Networks or a joint solution with an Extreme Networks Technology Solutions Partner
bull Event must include a presentation by an Extreme Networks employee Partner representative or a customer speaking on behalf of Extreme Networks
bull Minimum 30 minutes of Extreme Networks content speaking time is required
bull Original invitation and detailed agenda for event
bull Identify confirmed Extreme Networks presenter Invitation list
bull Attendee list
bull Copy of itemized 3rd party invoicesreceipts
bull Invoice to Extreme Networks for amount to be reimbursed
bull Photo displaying Extreme Networks name or logo on a presentation banner event booklet etc showing Extreme representation
Event
bull 50 standard reimbursement if Extreme is the sole vendor represented
bull Up to 100 if the following criteria are met
bull Extreme Networks is the sole vendor represented and speaking engagement with an Extreme Networks subject matter expert to present ampor support event
bull If multiple vendors are represented Extreme will reimburse a fair percentage based on the number of vendors
Partner ROI Guidelines Events should consistently meet 20x investment ROI expectations or achievements of ROI expectations set by CAM during business planning
bull The appropriate Extreme logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull Attendee list must contain Company and Customer Names
bull Exceptions made to 30 minute speaking requirement when the event is a table top round table or speed meeting event (Partner must enter
ldquotable top round table or speed meeting eventrdquo in activity description to avoid claim being put on hold)
NOT ELIGIBLE
bull Booth purchase or construction ndash booth rental is eligible
TRADESHOW
Participation in a tradeshow sponsored by a 3rd party industry or partner to promote Extreme Networks and the sale of Extreme Networks products
bull Copy of itemized sponsorship document with dollar amount
bull Identify confirmed Extreme Networks presenter
Copy of itemized 3rd party invoicesreceipts or fully executed sponsorship contract with dollar amount
bull Attendee list if available
bull List of leads generated from event
bull Complete package of collateral - if applicable
bull Photo of booth displaying Extreme Networks branding
bull Invoice to Extreme Networks for amount to be reimbursed
Event
bull bull50 standard reimbursement
bull Up to 100 if the following criteria are met
bull Extreme Networks is the sole vendor represented
bull Speaking Engagement with and Extreme Networks executive (Sr Director or above) or subject matter expert to present and or support event
bull Minimum 30 minutes of Extreme Networks content speaking time is required CAM during business planning
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull Attendee and lead list must contain Company Name Customer Name
NOT ELIGIBLE
bull Booth purchase or construction ndash booth rental is eligible
bull Attendee registration fees
EDF Activity Matrix
DEMAND GENERATION
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
DIRECT MAIL OR EMAIL CAMPAIGN
bull Creative development production printing and postage of direct mail or email pieces product flyers postcard announcements newsletters and campaign materials
bull Specific list purchase for purpose of mailing
bull Copy of itemized 3rd party proposal showing insertion dates publication name and total net cost
bull Copy of itemized 3rd party invoicesreceipts showing insertion dates publication name and total net cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Original samplephoto or screenshot if internet based of directemail campaign components and dates (displaying Extreme Networks name or logo)
bull Recipient list
Free with Demand Center campaign tools
bull bull50 standard reimbursement if developed and executed by partner
Or
bull 50- 100 if delivered with Extreme Networks concierge (USCAN only) or regional marketing support from Extreme Networks
ROI Guidelines
bull Email in order to continuously reimburse email activity partners must consistently meet industry standards for ROI (2 click through rate)
bull 1-2 direct mail response rate or ROI expectations set by CAM during business planning
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull Annual or Quarterly list subscription services from reputable providers will be reimbursed up to 25 of the monthly quarterly invoice
INTEGRATED SALES AND MARKETING CAMPAIGN
Integrated campaigns to drive partner and Extreme Networks objectives including but not limited to direct mail email telemarketing sales incentive seminar or other approved activities
bull List of all activities included in the Integrated Marketing Campaign must be submitted at time of PA and referenced at time of claim
bull At claim Proof of Performance (PoP)for each activity must be submitted
bull Invoice to Extreme Networks for amount to be reimbursed
bull 50 standard reimbursement
bull Up to 100 depending on strength of plan proposed by partner andor delivered with Extreme Networks concierge (USCAN only) or marketing support from Extreme Networks in APAC LATAM and EMEA
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet must be prominently displayed and unaltered
bull AttendeeLeads list must contain Company Name Customer Name
bull Sample(s) must be provided for quarterly activities being claimed
bull All documentation must specifically reference Extreme Networks
TELEMARKETING CAMPAIGN
APPOINTMENT SETTING
Demand generation telemarketing campaigns conducted by an approved third party vendor on behalf of the partner
Must be Extreme Networks focused or promote a joint solution with an Extreme Networks Technology Solutions Partner Telemarketing for the following
bull Appointment setting
bull Event recruitment
bull BANT lead gen
bull ldquoTele-chaserdquo follow up to direct marketing campaigns
bull Guaranteed number of attendees to an event to be delivered by vendor
bull Copy of draft telemarketing script
bull Call list identifying target name company job title (list of resulting leads andor attendees maybe provided in lieu of this)
bull Copy of itemized 3rd party invoicesreceipts
bull Copy of final telemarketing script
bull Invoice to Extreme Networks for amount to be reimbursed
bull 50 standard reimbursement for lead gen to develop BANT qualified leads
bull Up to 100 if delivered with Extreme Networks concierge (USCAN only) or regional marketing support from Extreme Networks
bull For appointment setting campaigns Sliding scale of 50-100 based on performance against guaranteed appointment goal
bull List must contain Company Name Customer Name and
bull Meeting date if appointment setting
bull Registered attendees if event recruitment
bull Lead designations if lead generation
DEMAND GENERATION
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
EXTREME NETWORKS EXECUTIVE BRIEFING
Extreme Networks executive briefings for customers of Extreme Networks partners held in San Jose CA or Salem NH Raleigh NC or an approved Solution Demo facility Customer deal size must be in excess of$200000
bull Number of customers attending
bull Estimated Extreme Networks Pipeline
bull Attendee list
bull Copy of all itemized receipts for lodging and transportation fare showing dates cost and flight class
bull Proof of invitation and detailed agenda for event
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 standard reimbursement
bull Airfare coacheconomy only
bull Maximum reimbursement of 2 nights hotel stay 3 nights for international
bull Maximum 3 days car rental 4 days for international
bull Attendee list must contain Company Name Customer Name
bull Travel reimbursement is for customers only
NOT ELIGIBLE Meals alcohol and entertainment activities outside of EBC visit
SALES INCENTIVES
Partner sales incentive or SPIF to generate incremental revenue for indicated quarter providing the incentive activity complies with Extreme Networks guidelines and policies for reimbursement as well as local and international law
bull Copy of incentive program including rules date of incentive activity anticipated sales revenues awards structure selection criteria sales goals eligibility requirements and award incentives
bull Performance metrics on incentive program with Sales Rep Names attainment and total Payout amounts
bull Copy of itemized invoices or 3rd party invoices receipts andor Point of Sale (POS) report
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 100
bull Maximum of $25K
bull Activities over $25k must obtain Extreme Networks Sr Director approval and email of approval uploaded as proof of performance to claim
bull Partner is liable for applicable income taxes or other as they apply in hisher region
LISTPURCHASE
SUBSCRIPTION
Custom contact discovery list rentals or purchases and subscription based services (Example vendor Rain King)
bull Target market and list parameters
bull Company target list if available
bull Quantity of contacts expected
bull 3rd party rentalpurchase name
bull Custom contact discovery and list purchases actual list of contacts developed
bull List rentals Copy of itemized invoices from rental agency showing insertions dates quantity
Standalone Lists
bull bull50 for standalone list build not part of an integrated campaign
bull 50-100 if part of an integrated campaign (email tele) deployed by Concierge or Extreme Networks
bull 25 for annual list subscriptions (ex Rain King)
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull Annual or Quarterly list subscription services from reputable providers will be reimbursed up to 25 of the monthly quarterly invoice
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
PARTNER SALES TOOL
DEVELOPMENT
Creation of sales tool (eg product guide cheat sheet competitive matrixes) used to educate the partner to enable improved and faster selling of Extreme Networks products and solutions
bull Number of partner rep strainedutilizing tool
bull Draft copy must be reviewed and approved by Extreme Networks
bull Copy of completed sales tool
bull Email verification from Extreme Networks employee of approved copy
bull Copy of itemized 3rd party invoicesreceipts
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 if Extreme Networks is the sole vendor represented in the materials
bull Partial reimbursement if multiple vendors are represented in materials
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
CUSTOMER TRAINING
INCENTIVES
Training voucher incentive to develop customer knowledge and expertise with Extreme products
bull Copy of training incentive program including rules date of incentive activity anticipated sales revenues wards structure selection criteria sales goals eligibility requirements and award incentives
bull Performance metrics on incentive program with Sales Rep Names customer awards
bull Copy of itemized invoices or 3rd party invoices receipts of training voucher purchase
bull Name of Customers awarded training vouchers
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 100
bull Maximum $25K
bull Training voucher orders over $5k must obtain Extreme Networks Channel Director approval and email of approval uploaded as proof of performance to claim
NOT FOR RESALE (NFR)
EQUIPMENT
Extreme equipment to be used for demonstration purposes to drive customer awareness and sales
Approved quote from NFR Desk Request Form found on PartnerNetValue of equipment ordered is in accordance with the NFR program
bull Invoice from Extreme Networks or Extreme Networks Distributor for NFR equipment purchased
bull Invoice to Extreme Networks for amount to be reimbursed
bull List of NFR equipment serial numbers
bull 100 up to $25K net price per Extreme Networks fiscal year
bull Demo gear Reimbursement is not to exceed 30 of overall EDF Funds accrued
bull NFR program is for demo equipment only
bull Internal use equipment and equipment customer proof-of-concept is not reimbursable via EDF please contact your Extreme Account Manager for Proof of Concept process
LOCALIZATION TRANSLATION
Third party translation of Extreme Networks assets and campaigns that are not provided in partnerrsquos local language
bull Asset to be translated
bull Original invoice from3rd party
bull 100 if Extreme Networks marketing resources are not able to provide translation services
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
CONTENT SYNDICATION
3rd Partner Outsourced Content Syndication Services (EXAMPLE TechTarget)
bull Reachnumber of impressionsnumber of views
bull Number of downloaded assets
bull Copy of itemized 3rd party invoicesreceipts or current internal expense rate card on file with Extreme Networks
bull Invoice Summary for amount to be reimbursed
bull Original screenshot of the activity with related asset featuring the components and the dates of the activity(displaying Extreme Networks name or logo)
bull 50 standard reimbursement as an individual activity
bull 50 to 100 if activity is part of a multi touch integrated campaign
bull Full copy of text including featured product(s) or solutions
bull URL links to social sites
bull If applicable the appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
ADVERTISING CATALOG
SPONSORSHIP BANNERS
Promotional activities that involve Advertisements in magazines catalogs newspapers journals online banner advertising and promotions media broadcasts on radio and TV networks videos inserts and flyers in publicationsMust include Extreme Networks mention and or logo and call to action
bull Copy of proposal including insertion dates publication name and total net cost
bull Original sample displaying Extreme Networks name or logo of magazine newspaper script flyer banner or video link featuring the ad and the date of publication
bull Copy of itemized 3rd party invoicesreceipts showing insertion dates publication name and to talnet cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Final sample of advertisement
bull 50 standard reimbursement
bull Up to 100 if part of Extreme Networks campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
bull Extreme Networks audible announcement twice during any
bull 30-second commercial segment is recommended
bull Call to action Web address with complete URL
bull For any advertising sponsorships that exceed a duration of90 days Partner must submit quarterly PAs and claim reimbursement on a quarterly basis
CUSTOMER LITERATURE OR
COLLATERAL
Any type of tool that will aid in the understanding and selling of Extreme Networks products or solution service offerings to end users This can include Brochures product guides data sheets white papers and training presentations
bull Description of how asset will be used
bull Copy of asset
bull Copy of itemized 3rd party invoicesreceipts showing total net cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Sample of original finished literature
bull 50 standard reimbursement
bull Up to 100 if part of Extreme Networks campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
EXTREME NETWORKS
PROMOTIONAL MERCHANDISE
Purchase promotional merchandise to promote Extreme Networks and Extreme Networks products
bull Quantity purchased
bull Description of how merchandise will be used
bull Photo or sample of the final promotional merchandise (must display Extreme Networks logo)
bull Copy of itemized 3rd party invoicesreceipts
bull 50 standard reimbursement
bull Up to 100 reimbursement may be approved if promotional merchandise is part of an approved partner sponsored activity promoting Extreme as the only vendor pending Extremersquos approval
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull For public sector customer gift rules limits must be considered before promotional merchandise can be offered (ex US Federal has a $20limit)
SEARCH ENGINE PLACEMENT
bull Purchase space on Internet search engines to increase hits to site(s) that promotes Extreme Networks and Extreme Networks products
bull Copy of proposal showing insertion dates and total net cost
bull Copy of itemized 3rd party invoicesreceipts showing insertion dates and total net cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Keyword report (impressions clicks click- thru rate costclick etc)
bull Original screenshot of the campaign featuring the components and the dates of the campaign (displaying Extreme name or logo)
bull 50 standard reimbursement
bull 50 ndash 100 if activity is part of a multi touch integrated campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on the PartnerNet and must be prominently displayed and unaltered
bull We recommend your campaign promotes an asset or strong call to action to optimize performance
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
FUNDED HEADCOUNT
PROGRAM
To create focus and dedication at the partner level so that both Extreme and the partner are able to drive key strategic initiatives
bull Copy of the counter signed Funded Head agreement between Extreme and partner
Agreement found on PartnerNet please contact your Channel Account Manager for details on this program prior to submitting the pre-approval
bull Copy of employee pay stub from period seeking reimbursement
bull Copy of quarterly reporting along with documentation of achieved metrics
bull Invoice to Extreme for amount of agreed upon reimbursement
bull Copy of employee pay stub from period seeking reimbursement
bull Copy of quarterly reporting along with documentation of achieved metrics
bull Invoice to Extreme for amount of agreed upon reimbursement
bull Up to 50 of annual salary
bull Reimbursement should not exceed 40 of partners total EDF accrual
bull All funded heads require regional Channel Director approval
bull Program available only to Platinum and Diamond level partners unless otherwise approved in writing by Extreme All partners must meet program requirements set forth in the Funded Head Agreement
bull Pre-Approval to be submitted at beginning of Extreme fiscal quarter and claimed at end of that same fiscal quarter
bull Contract terms are one year with quarterly metrics review and may be terminated with 30 day written notice based on non-performance of objectives
EXTREME NETWORKS CUSTOMER
CASE STUDY
Development of a printed or video case study that details a customerrsquos positive experience with Extreme Networks Must include benefit customer received and customerrsquos endorsement of Extreme Networks
bull Draft copy must be reviewed and approved by Extreme Networks
bull Number of copies to be printed
bull Copy of final version of Case Study
bull Copy of itemized 3rd party invoices
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 reimbursement contingent on review and final approval of case study by Extreme Networks
bull Development and writing of case studies is offered through Extreme Networks Concierge Service in some regions please contact your Extreme Channel Manager for information
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
BUSINESS CONSULTING
Extreme Networks approved workshops to help Extreme initiatives and strategies to the partner
bull Confirmation to attend webinar workshop
bull Confirmation of attendance
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 100 bull All consulting is conducted by an Extreme Networks approved 3rd party vendor
httpwwwextremenetworkscomcontact Phone +1-408-579-2800
WWWEXTREMENETWORKSCOM
copy2017 Extreme Networks Inc All rights reserved Extreme Networks and the Extreme Networks logo are trademarks or registered trademarks of Extreme Networks Inc in the United States andor other countries All other names are the property of their respective owners For additional information on Extreme Networks Trademarks please see httpwwwextremenetworkscomcompanylegaltrademarks Specifications and product availability are subject to change without notice 11547-0217-09
EDF Program Overview 18
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
ASSETS COLLATERAL
Any type of tool that will aid in the understanding and selling of Extreme products to end users This can include brochures product guides white papers and data sheets that are unique and not already available to partners by Extreme Networks
bull Description of how assets will be utilized
bull Draft copy must be reviewed and approved by Extreme Networks
bull Copy of completed sales tool
bull Copy of itemized 3rd party invoicesreceipts or current
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 50 standard reimbursement contingent on review and final approval of asset by Extreme Networks
bull Up to 100 if delivered with Extreme Networks concierge (USCAN only) or regional marketing support from Extreme Networks as part of an integrated campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
WEB PAGE CREATION
Creation of web type tool that will aid in the understanding and selling of Extreme Networks products This includes landing pages and micro sites that are specific to Extreme Networks including downloadable assets such as brochures product guides videos and presentations for end users
bull Third party proposal SOW that describes deliverable related to Extreme Networks
bull Copy of itemized 3rd party invoicesreceipts
bull Invoice to Extreme Networks for amount to be reimbursed
bull Screen shot of the live web page(s) including specific URL
bull Email verification from Extreme Networks employee of approved copy
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 reimbursement if Extreme Networks is the only vendor represented on the web page contingent on review and final approval of content by Extreme Networks
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
NOT ELIGIBLE Company website development (infrastructure)
bull Monthly charges for server usage hardware software required for implementation or online charges
TRAINING
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
EXTREME NETWORKS PARTNER
CERTIFICATION TRAINING
Training and Certification for partner employees Extreme Networks approved eLearning courses only from Extreme Networks education website where Extreme Networks certification is achieved
bull Number names of individuals to be certified
bull Copy of itemized 3rd party invoices receipts
bull Copy of invoice fromExtreme Netw orks Distribution
bullCredit card transaction receipt
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 standard reimbursement
bull All courses must be Extreme Networks eLEarning course offerings
PROGRAM OVERVIEW
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting
and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration
and Support 10
EDF Activity Matrix 11
How to Use Extreme Development Funds (EDF) to Increase Demand for Your Business The Extreme Development Funds (EDF) program is a plan-based program that
authorized Partners of Extreme Networks Inc (Extreme) may use to support the
development of new and existing customer relationships It enables partners to
grow their Extreme business through external marketing campaigns enablement
andor sales initiatives that generate demand for Extreme products This will
benefit both Extreme and the partner and deliver a return on investment (ROI)
greater than either party could achieve independently Under the terms of the
EDF program Extreme will reimburse partners for a percentage of approved
costs that the partner has incurred Partners participating in the EDF Program
will have access to an EDF Portal through PartnerNet that allows management of
participation in the EDF Program including viewing fund availability submitting
requests for Pre-Approvals (PA) and initiating claims for executed activities
Participating partners must accept the EDF Program Terms and Conditions in the
EDF Portal prior to participating in the EDF Program
A partner that meets the following criteria during a particular fund period may
participate in the EDF Program during that fund period
EDF Program Overview
Under Eligibility and UsageAll Diamond and Platinum level partners in good standing are eligible to participate
in the EDF program A partner in good standing will be compliant with EPN program
level requirements such as training certifications business plans Extreme Networks
partnership promotion on company website and minimum sales revenue goals The
partner should schedule a marketing planning meeting with their Extreme Channel
Representative to review past activities and results as well as review the current
proposed marketing plan The marketing plan will include strategic goals proposed
activities and the ROI metrics by which the activities will be measured Business
Marketing Plan templates can be found on PartnerNet Marketing plans must be
submitted in advance of EDF usage
Funding periods begin on the 15th of each fiscal quarter EDF accruals will be split into
two buckets based on the percentages below EDF Funds are available for approximately
9 months and expire on the 15th of the expiring month Training funds are available for
approximately 3 months Activities under each category are outlined in the EDF Matrix
and will be pulled automatically from the corresponding bucket of funds Funds can not
be transferred from one bucket to the other
For questions please contact extremeedfchannel-fusioncom
EDF ACTIVITY TYPE USAGE
80 Extreme Development Funds Demand Gen Enablement Awareness
20 Training Funds eLearning Only
Pre-Approval of ActivitiesPartners are required to obtain Pre-Approval (PA) of activities for which they intend to
seek reimbursement A Pre-Approval request must be approved via the EDF portal prior
to any financial commitment of activity and will not be approved after an activity has
taken place The process for obtaining a PA is described in more detail in the General
Rules for Requesting and Claiming Funds section Costs associated with activities
undertaken without Prior Approval may not be reimbursed at Extremersquos discretion
Activities may be granted a PA based upon Extreme Networks strategic objectives the
activities ability to deliver incremental pipeline net new sales opportunities and the
expected return on investment (ROI)
Proof of Performance (PoP) and Return on Investment (ROI) MetricsPartners must also provide proof of the funds spent against the claimed activity and
must provide information regarding the ROI PoP may be used by Extreme to capture
ROI for each funded activity Each activity has different PoP requirements and ROI
metrics and further details are provided below under the EDF Eligible Activity Matrix
Expiration of Allocated EDFEDF will expire on the listed expiration date typically after 9 months Funds may be
claimed by partners at any time throughout the funding period but the funds expire on
their listed expiration date
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting
and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration
and Support 10
EDF Activity Matrix 11
Funds Eligibility
EDF Program Overview 4
Activities currently eligible for EDF reimbursement along with their maximum reimbursement percentage proof of performance requirements and ROI metrics are outlined in section 10 in the EDF Eligibility Activity Matrix
Funding for Eligible Activities is not guaranteed and is subject to approval by your Extreme Networks representative The final eligible reimbursable amount will be reflected in the approved PA request Extreme Networks reserves the right to change the Eligible Activities from time to time and partners should always refer to the EDF Program Guide published on PartnerNet to ensure they are using the latest version
Use of the Extreme Networks logo or branding in an Eligible Activity (ex promo item direct mail piece etc) must first be reviewed and approved by your Extreme Networks representative prior to final production to confirm the logo is used in accordance with Extreme Networks branding guidelines
Unless otherwise noted reimbursement per activity is typically reimbursed beginning at 50 but the percentage can increase as determined by the EDF Eligible Activity Matrix the partner businessmarketing plan and your Extreme Networks
representative and is reflected in the Pre-Approval
Extreme Networks offers partners ready-made marketing solutions and assets to leverage
Visit Demand Center on PartnerNet to view available programs tools and marketing services
Extreme Development Funds (80)DEMAND GENERATION ACTIVITIES
bull Customer Partner Event (DG)
bull Executive Briefing Center Visit (DG)
bull Direct Email Social Media Campaign (DG)
bull Extreme Networks Executive Briefing (DG)
bull Integrated Sales amp Marketing Campaign (DG)
bull List Purchase subscription (DG)
bull Sales Incentives (DG)
bull Telemarketing Campaign (DG)
bull Tradeshow (DG)
ENABLEMENT AND BRAND AWARENESS
bull NFR Demo Equipment (E)
bull Sales Tools Development (E)
bull Funded Headcount (E)
bull Business Consulting Workshops (E)
bull Extreme Specialization Program Certification Requirements (E)
bull Extreme Partner Certification Training - Class Room Training (E)
bull Search Engine Campaign (E)
bull Advertising Catalog Sponsorship Banners (BA)
bull Customer Literature Collateral (BA)
bull Content Syndication (BA)
bull Extreme Networks Promotional Merchandise (BA)
bull Extreme Networks Customer Case Study (BA)
bull Web Page Creation (BA)
Training Funds (20)Extreme Networks Partner Certification Training mdash eLearning only (please use new eLearning voucher numbers only for reimbursement)
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting
and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration
and Support 10
EDF Activity Matrix 11
Eligible Activities
EDF Program Overview 5
EDF Will NOT Be Used to Reimburse the FollowingTRAVELEDF cannot be used to reimburse any travel and associated travel expenses such as
hotel rental car etc except for the reasonable and customary expenses for end customer
travel associated with Extreme Networks Executive Briefings at the San Jose CA Raleigh
NC Salem NH locations or at an Extreme Networks approved Solution Demo facility
Reference the EDF Activity Matrix for travel guidelines Travel for any employee of a
state-owned entity or government MUST have the approval of Extreme Networks Legal
representative before the invitation is extended to the customer
PARTNER OPERATING EXPENSES AND FACILITIESEDF cannot be used to reimburse a partnerrsquos day-to-day operating expenses andor cost
of facilities
ALCOHOLIC BEVERAGESExtreme Networks will not reimburse for alcoholic beverages purchased separate from an
event Alcohol invoice must be from a restaurantcatering service and part of the overall
event bill
CONSULTING EXPENSESExpenses incurred by partner sales engineers or partner consultants are not covered
Consulting expenses for lobbying (legislative or procurement) or sales generating
consulting for public sector customers are not permitted and will not be approved
POLITICAL CHARITY ACTIVITIES AND CONTRIBUTIONSThere will be no funding of political or charity activities or contributions
ENTERTAINMENT ACTIVITIESActivities that include meals sporting events concerts or other events that are
predominantly social in nature are not covered by EDF If entertainment is part of
an approved activity and ROI can be measured to the events success then it can be
approved
INFRASTRUCTURE EQUIPMENTEDF cannot be used for the purchase of infrastructure equipment or software unless
its sole purpose is to demonstrate Extreme Networks solutions to end user customers
or prospects
RECLAIMABLE TAXESInvoices should be raised to either Extreme Networks for the US jurisdiction or
Extreme Networks International Limited for the non US jurisdiction Underlying taxes
incurred by a partner are not eligible for reimbursement with EDF and should be
excluded from the reimbursement claim
PAYMENTS TO THIRD PARTIESEDF is strictly prohibited for payments to third parties on behalf of Extreme
Networks for goods or services not ordered by or for the benefit of the partner or
for any special arrangements driven by Extreme Networks employees
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting
and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration
and Support 10
EDF Activity Matrix 11
Ineligible Activities
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration
and Support 10
EDF Activity Matrix 11
A partner with available EDF must follow these procedures to request and receive
reimbursement for eligible activities
bull Submitting PA requests for each activity via Extreme Networks EDF Portal is required A PA must be submitted at least 7 days prior to activity start date Any activity that
takes place before a PA has been approved in the EDF Portal will be denied
bull PA approvals will be reviewed within 3 business days of submission Once
approvedthe PA will be available until 60 days after the Activity end date at
which time the PA will expire It is very important to make sure that accurate activity start and end dates are entered into the PA
bull All requests will be assigned a unique PA Number This PA must be approved by
Extreme Networks before the activity can begin and is valid only for the time
period requested
bull Claims for reimbursement must be accompanied by the required Proof of
Performance and ROI documentation (as specified in this document under
the heading ldquoPoPROI Matrixrdquo) If a claim is not submitted with all required
documentation by the PA expiration date the PA will automatically close and
NOT be paid
bull If the PoP supporting documentation is less than the PA approved or claim
amountthe claim will be paid out at the lesser amount upon receipt of the
Partnerrsquos revised invoice to Extreme Networks
bull Claims can be submitted for up to 25 more than the funds requested in the pre-
approval Any amount exceeding 25 of the original approved amount will need
to go back through the PA process
bull Claims submitted for a prefunded not yet approved activity will not be approved
under any circumstances
bull EDF is currently made available in USD While EDF is made available by Extreme
Networks in USD claims that are submitted in another currency will be translated
to USD and claim reimbursement will be calculated using the appropriate
currency rate at time of claim
bull Reimbursement for approved claims that are accompanied by the required
proof of performance will be paid within 30 business days of claim being
approved for payment
bull Invoice from Partner should be uploaded in the claim for the exact amount
inldquoTotal Claim Amountrdquo Extreme billing address should be
N AMERICA LATAM APAC EMEA
Extreme Networks Inc Extreme Networks Ireland Ltd 6480 Via Del Oro Rineanna House
San Jose CA 95119 USA Shannon Free Zone
Shannon Co Clare Ireland VAT No IE8215318B
bull Invoices for claim reimbursement should ONLY be submitted in the EDF
Portalplease do not submit these to our Accounts Payables department directly
otherwise this will hold up the payment processing
Rules for Requesting and Claiming
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration
and Support 10
EDF Activity Matrix 11
EDF Process at A Glance
ACTION TIMELINE PROCESS
PARTNER SUBMITS PRE-APPROVAL
(PA)
7 days prior to activity start date
Activity start and end dates cannot extend beyond the day before funds are due to expire
PA REVIEWED BY EXTREME
Approximately 2-3 business days from PA submission date
Extreme representatives review PA They may approve deny or request additional information from partner
IF PA APPROVED PARTNER
CONDUCTS ACTIVITY
Partners are notified via emailbull PA is approvedbull Amount percentage of funding
that is approved
PARTNER SUBMITS CLAIM
AGAINST PA
Submit within 60 days after activity end date
Partners are notified via emailbull PA is approvedbull Amount percentage of funding
that is approved
CLAIM VALIDATION
BEGINS
Validation will occur within 5-10 business days of claim submission
bull Partners are notified via email if claim is on hold due to missing or incomplete PoP along with the deadline to provide the information
bull Length of validation process is determined by completeness of required information submitted Incomplete or missing PoP or ROI will delay an approval PoP or ROI that does not align with approved activity details or contains ineligible expenses or other questionable items may also impact the approval timeline
CLAIM AUDIT
COMPLETE
PA Reviewed by Extreme
bull Partner notified via email when claim is validated and payment is on its way
bull Partners will be notified if claim expires before appropriate incomplete or missing PoP is provided or if claim submission is denied
CLAIM IS PAIDPA Reviewed by Extreme
bull Claims are paid within 30 business days from the day the claim is validated
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting
and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration
and Support 10
EDF Activity Matrix 11
Return on Investment (RIO)
Extreme Networks requires partners to provide ROI metrics for marketing activities
to measure the effectiveness of EDF investments Partners must provide metrics
via the EDF Portal twice during the process
bull Initial metric estimate is due at the time the partner submits the PA request
bull Achieved actual metrics are due at the time of claim submission
Measurement of ROI activities under the Demand Generation category is expected
to give 251 Pipeline ROI and 101 on Closed Revenue ROI Please make sure to enter
accurate number of leads For details on deal registration please visit PartnerNet
The submitted ROI may be leveraged to make decisions for future funding Partners
are encouraged to submit accurate results in a timely manner to assist in funding
discussions with your Extreme Networks Manager
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting
and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration
and Support 10
EDF Activity Matrix 11
General Terms and Conditions
As a reminder under the terms of your partner agreement with Extreme Networks
you have an obligation to comply with all applicable laws including but not limited
to the anti-corruption laws such as the US Foreign Corrupt Practices Act This means
that neither you nor any of your agents may make any direct or indirect payments of
anything of value for the purpose of obtaining business to any government official
(including any person holding an executive legislative judicial or administrative
office whether elected or appointed or of any public international organization such
as the United Nations or World Bank or any person acting in any official capacity
for or on behalf of such government public enterprise or state-owned business)
any political party or party official any political candidate or any person or entity
who you know will give part of the payments to any of the previously mentioned
categories of people If you have any further questions about the FCPA you may visit
the Department of Justicersquos website at httpwwwusdojgovcriminalfraudfcpa
Any violation of these rules is subject to immediate termination of the Extreme EDF
program and potentially the Extreme Networks Partner Program
bull Extreme Networks will not directly reimburse any 3rd party vendor on behalf of
a partner This is the sole responsibility of the partner
bull With respect to all personally identifiable information that it collects from
customers and prospective customers partners should understand and follow
all applicable privacy laws and regulations Extreme Networks expects that a
partner will have a posted privacy policy that governs its treatment of such
information and is followed by partner honor any opt-out requests in accordance
with applicable law and contact customers and prospective customers only in
accordance with applicable law
bull If a partner agreement is terminated for any reason Extreme Networks will pay
any outstanding claims if already approved by Extreme Networks up to the date
of actual termination On the date of termination all funds will be removed and
any open Prior Approvals will be closed Termination as an Extreme Networks
partner results in ineligibility in the Extreme Networks EDF Program as of the
date of termination
bull Extreme Networks reserves the right to change the terms of the Extreme
Networks EDF Program or revoke the program at any time for any reason
bull In the event that the partner fails to comply with these Terms Extreme Networks
reserves the right to reclaim any incorrect claims and the costs of an audit
exclude partner from Extreme Networks EDF Program or exclude partner from
the EPN program or other applicable programs
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting
and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration and Support 10
EDF Activity Matrix 11
EDF Training Funds Administration and Support
Extreme has contracted Channel Fusion for global EDF program administration
including management of funds activities and claims via their online portal audits
on claims
When necessary Channel Fusion representatives may contact partners directly
via phone or email and also via automated emails throughout various stages of
the funding life cycle (eg PA-related emails claim related emails fund expiration
notices etc)
All information and documents provided by partners through the DEVELOPMENT
FUNDS Portal are stored on secure servers and shared only between our 3rd party
vendor and Extreme as part of the claims auditing and payment administration
process The information is not shared with third parties except where required by
internal audit andor SOX compliance purposes
Extreme has a dedicated team of specialists available to support the
EDF program All inquiries should be submitted to your local resource or
partnerprogramsextremenetworkscom
Extremersquos goal is to respond to inquiries and resolve issues as quickly as possible
While we aim to respond to inquiries within 24 hours of receipt and resolve issues
within three business days there may be circumstances that prevent us from
meeting those timelines
DEMAND GENERATION
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
CUSTOMER OR
PARTNER EVENT
Customer prospect or Partner Seminar Webinar Event hosted and driven by the partner focused on Extreme Networks or a joint solution with an Extreme Networks Technology Solutions Partner
bull Event must include a presentation by an Extreme Networks employee Partner representative or a customer speaking on behalf of Extreme Networks
bull Minimum 30 minutes of Extreme Networks content speaking time is required
bull Original invitation and detailed agenda for event
bull Identify confirmed Extreme Networks presenter Invitation list
bull Attendee list
bull Copy of itemized 3rd party invoicesreceipts
bull Invoice to Extreme Networks for amount to be reimbursed
bull Photo displaying Extreme Networks name or logo on a presentation banner event booklet etc showing Extreme representation
Event
bull 50 standard reimbursement if Extreme is the sole vendor represented
bull Up to 100 if the following criteria are met
bull Extreme Networks is the sole vendor represented and speaking engagement with an Extreme Networks subject matter expert to present ampor support event
bull If multiple vendors are represented Extreme will reimburse a fair percentage based on the number of vendors
Partner ROI Guidelines Events should consistently meet 20x investment ROI expectations or achievements of ROI expectations set by CAM during business planning
bull The appropriate Extreme logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull Attendee list must contain Company and Customer Names
bull Exceptions made to 30 minute speaking requirement when the event is a table top round table or speed meeting event (Partner must enter
ldquotable top round table or speed meeting eventrdquo in activity description to avoid claim being put on hold)
NOT ELIGIBLE
bull Booth purchase or construction ndash booth rental is eligible
TRADESHOW
Participation in a tradeshow sponsored by a 3rd party industry or partner to promote Extreme Networks and the sale of Extreme Networks products
bull Copy of itemized sponsorship document with dollar amount
bull Identify confirmed Extreme Networks presenter
Copy of itemized 3rd party invoicesreceipts or fully executed sponsorship contract with dollar amount
bull Attendee list if available
bull List of leads generated from event
bull Complete package of collateral - if applicable
bull Photo of booth displaying Extreme Networks branding
bull Invoice to Extreme Networks for amount to be reimbursed
Event
bull bull50 standard reimbursement
bull Up to 100 if the following criteria are met
bull Extreme Networks is the sole vendor represented
bull Speaking Engagement with and Extreme Networks executive (Sr Director or above) or subject matter expert to present and or support event
bull Minimum 30 minutes of Extreme Networks content speaking time is required CAM during business planning
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull Attendee and lead list must contain Company Name Customer Name
NOT ELIGIBLE
bull Booth purchase or construction ndash booth rental is eligible
bull Attendee registration fees
EDF Activity Matrix
DEMAND GENERATION
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
DIRECT MAIL OR EMAIL CAMPAIGN
bull Creative development production printing and postage of direct mail or email pieces product flyers postcard announcements newsletters and campaign materials
bull Specific list purchase for purpose of mailing
bull Copy of itemized 3rd party proposal showing insertion dates publication name and total net cost
bull Copy of itemized 3rd party invoicesreceipts showing insertion dates publication name and total net cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Original samplephoto or screenshot if internet based of directemail campaign components and dates (displaying Extreme Networks name or logo)
bull Recipient list
Free with Demand Center campaign tools
bull bull50 standard reimbursement if developed and executed by partner
Or
bull 50- 100 if delivered with Extreme Networks concierge (USCAN only) or regional marketing support from Extreme Networks
ROI Guidelines
bull Email in order to continuously reimburse email activity partners must consistently meet industry standards for ROI (2 click through rate)
bull 1-2 direct mail response rate or ROI expectations set by CAM during business planning
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull Annual or Quarterly list subscription services from reputable providers will be reimbursed up to 25 of the monthly quarterly invoice
INTEGRATED SALES AND MARKETING CAMPAIGN
Integrated campaigns to drive partner and Extreme Networks objectives including but not limited to direct mail email telemarketing sales incentive seminar or other approved activities
bull List of all activities included in the Integrated Marketing Campaign must be submitted at time of PA and referenced at time of claim
bull At claim Proof of Performance (PoP)for each activity must be submitted
bull Invoice to Extreme Networks for amount to be reimbursed
bull 50 standard reimbursement
bull Up to 100 depending on strength of plan proposed by partner andor delivered with Extreme Networks concierge (USCAN only) or marketing support from Extreme Networks in APAC LATAM and EMEA
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet must be prominently displayed and unaltered
bull AttendeeLeads list must contain Company Name Customer Name
bull Sample(s) must be provided for quarterly activities being claimed
bull All documentation must specifically reference Extreme Networks
TELEMARKETING CAMPAIGN
APPOINTMENT SETTING
Demand generation telemarketing campaigns conducted by an approved third party vendor on behalf of the partner
Must be Extreme Networks focused or promote a joint solution with an Extreme Networks Technology Solutions Partner Telemarketing for the following
bull Appointment setting
bull Event recruitment
bull BANT lead gen
bull ldquoTele-chaserdquo follow up to direct marketing campaigns
bull Guaranteed number of attendees to an event to be delivered by vendor
bull Copy of draft telemarketing script
bull Call list identifying target name company job title (list of resulting leads andor attendees maybe provided in lieu of this)
bull Copy of itemized 3rd party invoicesreceipts
bull Copy of final telemarketing script
bull Invoice to Extreme Networks for amount to be reimbursed
bull 50 standard reimbursement for lead gen to develop BANT qualified leads
bull Up to 100 if delivered with Extreme Networks concierge (USCAN only) or regional marketing support from Extreme Networks
bull For appointment setting campaigns Sliding scale of 50-100 based on performance against guaranteed appointment goal
bull List must contain Company Name Customer Name and
bull Meeting date if appointment setting
bull Registered attendees if event recruitment
bull Lead designations if lead generation
DEMAND GENERATION
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
EXTREME NETWORKS EXECUTIVE BRIEFING
Extreme Networks executive briefings for customers of Extreme Networks partners held in San Jose CA or Salem NH Raleigh NC or an approved Solution Demo facility Customer deal size must be in excess of$200000
bull Number of customers attending
bull Estimated Extreme Networks Pipeline
bull Attendee list
bull Copy of all itemized receipts for lodging and transportation fare showing dates cost and flight class
bull Proof of invitation and detailed agenda for event
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 standard reimbursement
bull Airfare coacheconomy only
bull Maximum reimbursement of 2 nights hotel stay 3 nights for international
bull Maximum 3 days car rental 4 days for international
bull Attendee list must contain Company Name Customer Name
bull Travel reimbursement is for customers only
NOT ELIGIBLE Meals alcohol and entertainment activities outside of EBC visit
SALES INCENTIVES
Partner sales incentive or SPIF to generate incremental revenue for indicated quarter providing the incentive activity complies with Extreme Networks guidelines and policies for reimbursement as well as local and international law
bull Copy of incentive program including rules date of incentive activity anticipated sales revenues awards structure selection criteria sales goals eligibility requirements and award incentives
bull Performance metrics on incentive program with Sales Rep Names attainment and total Payout amounts
bull Copy of itemized invoices or 3rd party invoices receipts andor Point of Sale (POS) report
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 100
bull Maximum of $25K
bull Activities over $25k must obtain Extreme Networks Sr Director approval and email of approval uploaded as proof of performance to claim
bull Partner is liable for applicable income taxes or other as they apply in hisher region
LISTPURCHASE
SUBSCRIPTION
Custom contact discovery list rentals or purchases and subscription based services (Example vendor Rain King)
bull Target market and list parameters
bull Company target list if available
bull Quantity of contacts expected
bull 3rd party rentalpurchase name
bull Custom contact discovery and list purchases actual list of contacts developed
bull List rentals Copy of itemized invoices from rental agency showing insertions dates quantity
Standalone Lists
bull bull50 for standalone list build not part of an integrated campaign
bull 50-100 if part of an integrated campaign (email tele) deployed by Concierge or Extreme Networks
bull 25 for annual list subscriptions (ex Rain King)
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull Annual or Quarterly list subscription services from reputable providers will be reimbursed up to 25 of the monthly quarterly invoice
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
PARTNER SALES TOOL
DEVELOPMENT
Creation of sales tool (eg product guide cheat sheet competitive matrixes) used to educate the partner to enable improved and faster selling of Extreme Networks products and solutions
bull Number of partner rep strainedutilizing tool
bull Draft copy must be reviewed and approved by Extreme Networks
bull Copy of completed sales tool
bull Email verification from Extreme Networks employee of approved copy
bull Copy of itemized 3rd party invoicesreceipts
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 if Extreme Networks is the sole vendor represented in the materials
bull Partial reimbursement if multiple vendors are represented in materials
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
CUSTOMER TRAINING
INCENTIVES
Training voucher incentive to develop customer knowledge and expertise with Extreme products
bull Copy of training incentive program including rules date of incentive activity anticipated sales revenues wards structure selection criteria sales goals eligibility requirements and award incentives
bull Performance metrics on incentive program with Sales Rep Names customer awards
bull Copy of itemized invoices or 3rd party invoices receipts of training voucher purchase
bull Name of Customers awarded training vouchers
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 100
bull Maximum $25K
bull Training voucher orders over $5k must obtain Extreme Networks Channel Director approval and email of approval uploaded as proof of performance to claim
NOT FOR RESALE (NFR)
EQUIPMENT
Extreme equipment to be used for demonstration purposes to drive customer awareness and sales
Approved quote from NFR Desk Request Form found on PartnerNetValue of equipment ordered is in accordance with the NFR program
bull Invoice from Extreme Networks or Extreme Networks Distributor for NFR equipment purchased
bull Invoice to Extreme Networks for amount to be reimbursed
bull List of NFR equipment serial numbers
bull 100 up to $25K net price per Extreme Networks fiscal year
bull Demo gear Reimbursement is not to exceed 30 of overall EDF Funds accrued
bull NFR program is for demo equipment only
bull Internal use equipment and equipment customer proof-of-concept is not reimbursable via EDF please contact your Extreme Account Manager for Proof of Concept process
LOCALIZATION TRANSLATION
Third party translation of Extreme Networks assets and campaigns that are not provided in partnerrsquos local language
bull Asset to be translated
bull Original invoice from3rd party
bull 100 if Extreme Networks marketing resources are not able to provide translation services
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
CONTENT SYNDICATION
3rd Partner Outsourced Content Syndication Services (EXAMPLE TechTarget)
bull Reachnumber of impressionsnumber of views
bull Number of downloaded assets
bull Copy of itemized 3rd party invoicesreceipts or current internal expense rate card on file with Extreme Networks
bull Invoice Summary for amount to be reimbursed
bull Original screenshot of the activity with related asset featuring the components and the dates of the activity(displaying Extreme Networks name or logo)
bull 50 standard reimbursement as an individual activity
bull 50 to 100 if activity is part of a multi touch integrated campaign
bull Full copy of text including featured product(s) or solutions
bull URL links to social sites
bull If applicable the appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
ADVERTISING CATALOG
SPONSORSHIP BANNERS
Promotional activities that involve Advertisements in magazines catalogs newspapers journals online banner advertising and promotions media broadcasts on radio and TV networks videos inserts and flyers in publicationsMust include Extreme Networks mention and or logo and call to action
bull Copy of proposal including insertion dates publication name and total net cost
bull Original sample displaying Extreme Networks name or logo of magazine newspaper script flyer banner or video link featuring the ad and the date of publication
bull Copy of itemized 3rd party invoicesreceipts showing insertion dates publication name and to talnet cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Final sample of advertisement
bull 50 standard reimbursement
bull Up to 100 if part of Extreme Networks campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
bull Extreme Networks audible announcement twice during any
bull 30-second commercial segment is recommended
bull Call to action Web address with complete URL
bull For any advertising sponsorships that exceed a duration of90 days Partner must submit quarterly PAs and claim reimbursement on a quarterly basis
CUSTOMER LITERATURE OR
COLLATERAL
Any type of tool that will aid in the understanding and selling of Extreme Networks products or solution service offerings to end users This can include Brochures product guides data sheets white papers and training presentations
bull Description of how asset will be used
bull Copy of asset
bull Copy of itemized 3rd party invoicesreceipts showing total net cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Sample of original finished literature
bull 50 standard reimbursement
bull Up to 100 if part of Extreme Networks campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
EXTREME NETWORKS
PROMOTIONAL MERCHANDISE
Purchase promotional merchandise to promote Extreme Networks and Extreme Networks products
bull Quantity purchased
bull Description of how merchandise will be used
bull Photo or sample of the final promotional merchandise (must display Extreme Networks logo)
bull Copy of itemized 3rd party invoicesreceipts
bull 50 standard reimbursement
bull Up to 100 reimbursement may be approved if promotional merchandise is part of an approved partner sponsored activity promoting Extreme as the only vendor pending Extremersquos approval
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull For public sector customer gift rules limits must be considered before promotional merchandise can be offered (ex US Federal has a $20limit)
SEARCH ENGINE PLACEMENT
bull Purchase space on Internet search engines to increase hits to site(s) that promotes Extreme Networks and Extreme Networks products
bull Copy of proposal showing insertion dates and total net cost
bull Copy of itemized 3rd party invoicesreceipts showing insertion dates and total net cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Keyword report (impressions clicks click- thru rate costclick etc)
bull Original screenshot of the campaign featuring the components and the dates of the campaign (displaying Extreme name or logo)
bull 50 standard reimbursement
bull 50 ndash 100 if activity is part of a multi touch integrated campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on the PartnerNet and must be prominently displayed and unaltered
bull We recommend your campaign promotes an asset or strong call to action to optimize performance
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
FUNDED HEADCOUNT
PROGRAM
To create focus and dedication at the partner level so that both Extreme and the partner are able to drive key strategic initiatives
bull Copy of the counter signed Funded Head agreement between Extreme and partner
Agreement found on PartnerNet please contact your Channel Account Manager for details on this program prior to submitting the pre-approval
bull Copy of employee pay stub from period seeking reimbursement
bull Copy of quarterly reporting along with documentation of achieved metrics
bull Invoice to Extreme for amount of agreed upon reimbursement
bull Copy of employee pay stub from period seeking reimbursement
bull Copy of quarterly reporting along with documentation of achieved metrics
bull Invoice to Extreme for amount of agreed upon reimbursement
bull Up to 50 of annual salary
bull Reimbursement should not exceed 40 of partners total EDF accrual
bull All funded heads require regional Channel Director approval
bull Program available only to Platinum and Diamond level partners unless otherwise approved in writing by Extreme All partners must meet program requirements set forth in the Funded Head Agreement
bull Pre-Approval to be submitted at beginning of Extreme fiscal quarter and claimed at end of that same fiscal quarter
bull Contract terms are one year with quarterly metrics review and may be terminated with 30 day written notice based on non-performance of objectives
EXTREME NETWORKS CUSTOMER
CASE STUDY
Development of a printed or video case study that details a customerrsquos positive experience with Extreme Networks Must include benefit customer received and customerrsquos endorsement of Extreme Networks
bull Draft copy must be reviewed and approved by Extreme Networks
bull Number of copies to be printed
bull Copy of final version of Case Study
bull Copy of itemized 3rd party invoices
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 reimbursement contingent on review and final approval of case study by Extreme Networks
bull Development and writing of case studies is offered through Extreme Networks Concierge Service in some regions please contact your Extreme Channel Manager for information
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
BUSINESS CONSULTING
Extreme Networks approved workshops to help Extreme initiatives and strategies to the partner
bull Confirmation to attend webinar workshop
bull Confirmation of attendance
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 100 bull All consulting is conducted by an Extreme Networks approved 3rd party vendor
httpwwwextremenetworkscomcontact Phone +1-408-579-2800
WWWEXTREMENETWORKSCOM
copy2017 Extreme Networks Inc All rights reserved Extreme Networks and the Extreme Networks logo are trademarks or registered trademarks of Extreme Networks Inc in the United States andor other countries All other names are the property of their respective owners For additional information on Extreme Networks Trademarks please see httpwwwextremenetworkscomcompanylegaltrademarks Specifications and product availability are subject to change without notice 11547-0217-09
EDF Program Overview 18
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
ASSETS COLLATERAL
Any type of tool that will aid in the understanding and selling of Extreme products to end users This can include brochures product guides white papers and data sheets that are unique and not already available to partners by Extreme Networks
bull Description of how assets will be utilized
bull Draft copy must be reviewed and approved by Extreme Networks
bull Copy of completed sales tool
bull Copy of itemized 3rd party invoicesreceipts or current
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 50 standard reimbursement contingent on review and final approval of asset by Extreme Networks
bull Up to 100 if delivered with Extreme Networks concierge (USCAN only) or regional marketing support from Extreme Networks as part of an integrated campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
WEB PAGE CREATION
Creation of web type tool that will aid in the understanding and selling of Extreme Networks products This includes landing pages and micro sites that are specific to Extreme Networks including downloadable assets such as brochures product guides videos and presentations for end users
bull Third party proposal SOW that describes deliverable related to Extreme Networks
bull Copy of itemized 3rd party invoicesreceipts
bull Invoice to Extreme Networks for amount to be reimbursed
bull Screen shot of the live web page(s) including specific URL
bull Email verification from Extreme Networks employee of approved copy
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 reimbursement if Extreme Networks is the only vendor represented on the web page contingent on review and final approval of content by Extreme Networks
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
NOT ELIGIBLE Company website development (infrastructure)
bull Monthly charges for server usage hardware software required for implementation or online charges
TRAINING
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
EXTREME NETWORKS PARTNER
CERTIFICATION TRAINING
Training and Certification for partner employees Extreme Networks approved eLearning courses only from Extreme Networks education website where Extreme Networks certification is achieved
bull Number names of individuals to be certified
bull Copy of itemized 3rd party invoices receipts
bull Copy of invoice fromExtreme Netw orks Distribution
bullCredit card transaction receipt
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 standard reimbursement
bull All courses must be Extreme Networks eLEarning course offerings
Under Eligibility and UsageAll Diamond and Platinum level partners in good standing are eligible to participate
in the EDF program A partner in good standing will be compliant with EPN program
level requirements such as training certifications business plans Extreme Networks
partnership promotion on company website and minimum sales revenue goals The
partner should schedule a marketing planning meeting with their Extreme Channel
Representative to review past activities and results as well as review the current
proposed marketing plan The marketing plan will include strategic goals proposed
activities and the ROI metrics by which the activities will be measured Business
Marketing Plan templates can be found on PartnerNet Marketing plans must be
submitted in advance of EDF usage
Funding periods begin on the 15th of each fiscal quarter EDF accruals will be split into
two buckets based on the percentages below EDF Funds are available for approximately
9 months and expire on the 15th of the expiring month Training funds are available for
approximately 3 months Activities under each category are outlined in the EDF Matrix
and will be pulled automatically from the corresponding bucket of funds Funds can not
be transferred from one bucket to the other
For questions please contact extremeedfchannel-fusioncom
EDF ACTIVITY TYPE USAGE
80 Extreme Development Funds Demand Gen Enablement Awareness
20 Training Funds eLearning Only
Pre-Approval of ActivitiesPartners are required to obtain Pre-Approval (PA) of activities for which they intend to
seek reimbursement A Pre-Approval request must be approved via the EDF portal prior
to any financial commitment of activity and will not be approved after an activity has
taken place The process for obtaining a PA is described in more detail in the General
Rules for Requesting and Claiming Funds section Costs associated with activities
undertaken without Prior Approval may not be reimbursed at Extremersquos discretion
Activities may be granted a PA based upon Extreme Networks strategic objectives the
activities ability to deliver incremental pipeline net new sales opportunities and the
expected return on investment (ROI)
Proof of Performance (PoP) and Return on Investment (ROI) MetricsPartners must also provide proof of the funds spent against the claimed activity and
must provide information regarding the ROI PoP may be used by Extreme to capture
ROI for each funded activity Each activity has different PoP requirements and ROI
metrics and further details are provided below under the EDF Eligible Activity Matrix
Expiration of Allocated EDFEDF will expire on the listed expiration date typically after 9 months Funds may be
claimed by partners at any time throughout the funding period but the funds expire on
their listed expiration date
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting
and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration
and Support 10
EDF Activity Matrix 11
Funds Eligibility
EDF Program Overview 4
Activities currently eligible for EDF reimbursement along with their maximum reimbursement percentage proof of performance requirements and ROI metrics are outlined in section 10 in the EDF Eligibility Activity Matrix
Funding for Eligible Activities is not guaranteed and is subject to approval by your Extreme Networks representative The final eligible reimbursable amount will be reflected in the approved PA request Extreme Networks reserves the right to change the Eligible Activities from time to time and partners should always refer to the EDF Program Guide published on PartnerNet to ensure they are using the latest version
Use of the Extreme Networks logo or branding in an Eligible Activity (ex promo item direct mail piece etc) must first be reviewed and approved by your Extreme Networks representative prior to final production to confirm the logo is used in accordance with Extreme Networks branding guidelines
Unless otherwise noted reimbursement per activity is typically reimbursed beginning at 50 but the percentage can increase as determined by the EDF Eligible Activity Matrix the partner businessmarketing plan and your Extreme Networks
representative and is reflected in the Pre-Approval
Extreme Networks offers partners ready-made marketing solutions and assets to leverage
Visit Demand Center on PartnerNet to view available programs tools and marketing services
Extreme Development Funds (80)DEMAND GENERATION ACTIVITIES
bull Customer Partner Event (DG)
bull Executive Briefing Center Visit (DG)
bull Direct Email Social Media Campaign (DG)
bull Extreme Networks Executive Briefing (DG)
bull Integrated Sales amp Marketing Campaign (DG)
bull List Purchase subscription (DG)
bull Sales Incentives (DG)
bull Telemarketing Campaign (DG)
bull Tradeshow (DG)
ENABLEMENT AND BRAND AWARENESS
bull NFR Demo Equipment (E)
bull Sales Tools Development (E)
bull Funded Headcount (E)
bull Business Consulting Workshops (E)
bull Extreme Specialization Program Certification Requirements (E)
bull Extreme Partner Certification Training - Class Room Training (E)
bull Search Engine Campaign (E)
bull Advertising Catalog Sponsorship Banners (BA)
bull Customer Literature Collateral (BA)
bull Content Syndication (BA)
bull Extreme Networks Promotional Merchandise (BA)
bull Extreme Networks Customer Case Study (BA)
bull Web Page Creation (BA)
Training Funds (20)Extreme Networks Partner Certification Training mdash eLearning only (please use new eLearning voucher numbers only for reimbursement)
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting
and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration
and Support 10
EDF Activity Matrix 11
Eligible Activities
EDF Program Overview 5
EDF Will NOT Be Used to Reimburse the FollowingTRAVELEDF cannot be used to reimburse any travel and associated travel expenses such as
hotel rental car etc except for the reasonable and customary expenses for end customer
travel associated with Extreme Networks Executive Briefings at the San Jose CA Raleigh
NC Salem NH locations or at an Extreme Networks approved Solution Demo facility
Reference the EDF Activity Matrix for travel guidelines Travel for any employee of a
state-owned entity or government MUST have the approval of Extreme Networks Legal
representative before the invitation is extended to the customer
PARTNER OPERATING EXPENSES AND FACILITIESEDF cannot be used to reimburse a partnerrsquos day-to-day operating expenses andor cost
of facilities
ALCOHOLIC BEVERAGESExtreme Networks will not reimburse for alcoholic beverages purchased separate from an
event Alcohol invoice must be from a restaurantcatering service and part of the overall
event bill
CONSULTING EXPENSESExpenses incurred by partner sales engineers or partner consultants are not covered
Consulting expenses for lobbying (legislative or procurement) or sales generating
consulting for public sector customers are not permitted and will not be approved
POLITICAL CHARITY ACTIVITIES AND CONTRIBUTIONSThere will be no funding of political or charity activities or contributions
ENTERTAINMENT ACTIVITIESActivities that include meals sporting events concerts or other events that are
predominantly social in nature are not covered by EDF If entertainment is part of
an approved activity and ROI can be measured to the events success then it can be
approved
INFRASTRUCTURE EQUIPMENTEDF cannot be used for the purchase of infrastructure equipment or software unless
its sole purpose is to demonstrate Extreme Networks solutions to end user customers
or prospects
RECLAIMABLE TAXESInvoices should be raised to either Extreme Networks for the US jurisdiction or
Extreme Networks International Limited for the non US jurisdiction Underlying taxes
incurred by a partner are not eligible for reimbursement with EDF and should be
excluded from the reimbursement claim
PAYMENTS TO THIRD PARTIESEDF is strictly prohibited for payments to third parties on behalf of Extreme
Networks for goods or services not ordered by or for the benefit of the partner or
for any special arrangements driven by Extreme Networks employees
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting
and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration
and Support 10
EDF Activity Matrix 11
Ineligible Activities
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration
and Support 10
EDF Activity Matrix 11
A partner with available EDF must follow these procedures to request and receive
reimbursement for eligible activities
bull Submitting PA requests for each activity via Extreme Networks EDF Portal is required A PA must be submitted at least 7 days prior to activity start date Any activity that
takes place before a PA has been approved in the EDF Portal will be denied
bull PA approvals will be reviewed within 3 business days of submission Once
approvedthe PA will be available until 60 days after the Activity end date at
which time the PA will expire It is very important to make sure that accurate activity start and end dates are entered into the PA
bull All requests will be assigned a unique PA Number This PA must be approved by
Extreme Networks before the activity can begin and is valid only for the time
period requested
bull Claims for reimbursement must be accompanied by the required Proof of
Performance and ROI documentation (as specified in this document under
the heading ldquoPoPROI Matrixrdquo) If a claim is not submitted with all required
documentation by the PA expiration date the PA will automatically close and
NOT be paid
bull If the PoP supporting documentation is less than the PA approved or claim
amountthe claim will be paid out at the lesser amount upon receipt of the
Partnerrsquos revised invoice to Extreme Networks
bull Claims can be submitted for up to 25 more than the funds requested in the pre-
approval Any amount exceeding 25 of the original approved amount will need
to go back through the PA process
bull Claims submitted for a prefunded not yet approved activity will not be approved
under any circumstances
bull EDF is currently made available in USD While EDF is made available by Extreme
Networks in USD claims that are submitted in another currency will be translated
to USD and claim reimbursement will be calculated using the appropriate
currency rate at time of claim
bull Reimbursement for approved claims that are accompanied by the required
proof of performance will be paid within 30 business days of claim being
approved for payment
bull Invoice from Partner should be uploaded in the claim for the exact amount
inldquoTotal Claim Amountrdquo Extreme billing address should be
N AMERICA LATAM APAC EMEA
Extreme Networks Inc Extreme Networks Ireland Ltd 6480 Via Del Oro Rineanna House
San Jose CA 95119 USA Shannon Free Zone
Shannon Co Clare Ireland VAT No IE8215318B
bull Invoices for claim reimbursement should ONLY be submitted in the EDF
Portalplease do not submit these to our Accounts Payables department directly
otherwise this will hold up the payment processing
Rules for Requesting and Claiming
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration
and Support 10
EDF Activity Matrix 11
EDF Process at A Glance
ACTION TIMELINE PROCESS
PARTNER SUBMITS PRE-APPROVAL
(PA)
7 days prior to activity start date
Activity start and end dates cannot extend beyond the day before funds are due to expire
PA REVIEWED BY EXTREME
Approximately 2-3 business days from PA submission date
Extreme representatives review PA They may approve deny or request additional information from partner
IF PA APPROVED PARTNER
CONDUCTS ACTIVITY
Partners are notified via emailbull PA is approvedbull Amount percentage of funding
that is approved
PARTNER SUBMITS CLAIM
AGAINST PA
Submit within 60 days after activity end date
Partners are notified via emailbull PA is approvedbull Amount percentage of funding
that is approved
CLAIM VALIDATION
BEGINS
Validation will occur within 5-10 business days of claim submission
bull Partners are notified via email if claim is on hold due to missing or incomplete PoP along with the deadline to provide the information
bull Length of validation process is determined by completeness of required information submitted Incomplete or missing PoP or ROI will delay an approval PoP or ROI that does not align with approved activity details or contains ineligible expenses or other questionable items may also impact the approval timeline
CLAIM AUDIT
COMPLETE
PA Reviewed by Extreme
bull Partner notified via email when claim is validated and payment is on its way
bull Partners will be notified if claim expires before appropriate incomplete or missing PoP is provided or if claim submission is denied
CLAIM IS PAIDPA Reviewed by Extreme
bull Claims are paid within 30 business days from the day the claim is validated
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting
and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration
and Support 10
EDF Activity Matrix 11
Return on Investment (RIO)
Extreme Networks requires partners to provide ROI metrics for marketing activities
to measure the effectiveness of EDF investments Partners must provide metrics
via the EDF Portal twice during the process
bull Initial metric estimate is due at the time the partner submits the PA request
bull Achieved actual metrics are due at the time of claim submission
Measurement of ROI activities under the Demand Generation category is expected
to give 251 Pipeline ROI and 101 on Closed Revenue ROI Please make sure to enter
accurate number of leads For details on deal registration please visit PartnerNet
The submitted ROI may be leveraged to make decisions for future funding Partners
are encouraged to submit accurate results in a timely manner to assist in funding
discussions with your Extreme Networks Manager
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting
and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration
and Support 10
EDF Activity Matrix 11
General Terms and Conditions
As a reminder under the terms of your partner agreement with Extreme Networks
you have an obligation to comply with all applicable laws including but not limited
to the anti-corruption laws such as the US Foreign Corrupt Practices Act This means
that neither you nor any of your agents may make any direct or indirect payments of
anything of value for the purpose of obtaining business to any government official
(including any person holding an executive legislative judicial or administrative
office whether elected or appointed or of any public international organization such
as the United Nations or World Bank or any person acting in any official capacity
for or on behalf of such government public enterprise or state-owned business)
any political party or party official any political candidate or any person or entity
who you know will give part of the payments to any of the previously mentioned
categories of people If you have any further questions about the FCPA you may visit
the Department of Justicersquos website at httpwwwusdojgovcriminalfraudfcpa
Any violation of these rules is subject to immediate termination of the Extreme EDF
program and potentially the Extreme Networks Partner Program
bull Extreme Networks will not directly reimburse any 3rd party vendor on behalf of
a partner This is the sole responsibility of the partner
bull With respect to all personally identifiable information that it collects from
customers and prospective customers partners should understand and follow
all applicable privacy laws and regulations Extreme Networks expects that a
partner will have a posted privacy policy that governs its treatment of such
information and is followed by partner honor any opt-out requests in accordance
with applicable law and contact customers and prospective customers only in
accordance with applicable law
bull If a partner agreement is terminated for any reason Extreme Networks will pay
any outstanding claims if already approved by Extreme Networks up to the date
of actual termination On the date of termination all funds will be removed and
any open Prior Approvals will be closed Termination as an Extreme Networks
partner results in ineligibility in the Extreme Networks EDF Program as of the
date of termination
bull Extreme Networks reserves the right to change the terms of the Extreme
Networks EDF Program or revoke the program at any time for any reason
bull In the event that the partner fails to comply with these Terms Extreme Networks
reserves the right to reclaim any incorrect claims and the costs of an audit
exclude partner from Extreme Networks EDF Program or exclude partner from
the EPN program or other applicable programs
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting
and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration and Support 10
EDF Activity Matrix 11
EDF Training Funds Administration and Support
Extreme has contracted Channel Fusion for global EDF program administration
including management of funds activities and claims via their online portal audits
on claims
When necessary Channel Fusion representatives may contact partners directly
via phone or email and also via automated emails throughout various stages of
the funding life cycle (eg PA-related emails claim related emails fund expiration
notices etc)
All information and documents provided by partners through the DEVELOPMENT
FUNDS Portal are stored on secure servers and shared only between our 3rd party
vendor and Extreme as part of the claims auditing and payment administration
process The information is not shared with third parties except where required by
internal audit andor SOX compliance purposes
Extreme has a dedicated team of specialists available to support the
EDF program All inquiries should be submitted to your local resource or
partnerprogramsextremenetworkscom
Extremersquos goal is to respond to inquiries and resolve issues as quickly as possible
While we aim to respond to inquiries within 24 hours of receipt and resolve issues
within three business days there may be circumstances that prevent us from
meeting those timelines
DEMAND GENERATION
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
CUSTOMER OR
PARTNER EVENT
Customer prospect or Partner Seminar Webinar Event hosted and driven by the partner focused on Extreme Networks or a joint solution with an Extreme Networks Technology Solutions Partner
bull Event must include a presentation by an Extreme Networks employee Partner representative or a customer speaking on behalf of Extreme Networks
bull Minimum 30 minutes of Extreme Networks content speaking time is required
bull Original invitation and detailed agenda for event
bull Identify confirmed Extreme Networks presenter Invitation list
bull Attendee list
bull Copy of itemized 3rd party invoicesreceipts
bull Invoice to Extreme Networks for amount to be reimbursed
bull Photo displaying Extreme Networks name or logo on a presentation banner event booklet etc showing Extreme representation
Event
bull 50 standard reimbursement if Extreme is the sole vendor represented
bull Up to 100 if the following criteria are met
bull Extreme Networks is the sole vendor represented and speaking engagement with an Extreme Networks subject matter expert to present ampor support event
bull If multiple vendors are represented Extreme will reimburse a fair percentage based on the number of vendors
Partner ROI Guidelines Events should consistently meet 20x investment ROI expectations or achievements of ROI expectations set by CAM during business planning
bull The appropriate Extreme logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull Attendee list must contain Company and Customer Names
bull Exceptions made to 30 minute speaking requirement when the event is a table top round table or speed meeting event (Partner must enter
ldquotable top round table or speed meeting eventrdquo in activity description to avoid claim being put on hold)
NOT ELIGIBLE
bull Booth purchase or construction ndash booth rental is eligible
TRADESHOW
Participation in a tradeshow sponsored by a 3rd party industry or partner to promote Extreme Networks and the sale of Extreme Networks products
bull Copy of itemized sponsorship document with dollar amount
bull Identify confirmed Extreme Networks presenter
Copy of itemized 3rd party invoicesreceipts or fully executed sponsorship contract with dollar amount
bull Attendee list if available
bull List of leads generated from event
bull Complete package of collateral - if applicable
bull Photo of booth displaying Extreme Networks branding
bull Invoice to Extreme Networks for amount to be reimbursed
Event
bull bull50 standard reimbursement
bull Up to 100 if the following criteria are met
bull Extreme Networks is the sole vendor represented
bull Speaking Engagement with and Extreme Networks executive (Sr Director or above) or subject matter expert to present and or support event
bull Minimum 30 minutes of Extreme Networks content speaking time is required CAM during business planning
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull Attendee and lead list must contain Company Name Customer Name
NOT ELIGIBLE
bull Booth purchase or construction ndash booth rental is eligible
bull Attendee registration fees
EDF Activity Matrix
DEMAND GENERATION
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
DIRECT MAIL OR EMAIL CAMPAIGN
bull Creative development production printing and postage of direct mail or email pieces product flyers postcard announcements newsletters and campaign materials
bull Specific list purchase for purpose of mailing
bull Copy of itemized 3rd party proposal showing insertion dates publication name and total net cost
bull Copy of itemized 3rd party invoicesreceipts showing insertion dates publication name and total net cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Original samplephoto or screenshot if internet based of directemail campaign components and dates (displaying Extreme Networks name or logo)
bull Recipient list
Free with Demand Center campaign tools
bull bull50 standard reimbursement if developed and executed by partner
Or
bull 50- 100 if delivered with Extreme Networks concierge (USCAN only) or regional marketing support from Extreme Networks
ROI Guidelines
bull Email in order to continuously reimburse email activity partners must consistently meet industry standards for ROI (2 click through rate)
bull 1-2 direct mail response rate or ROI expectations set by CAM during business planning
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull Annual or Quarterly list subscription services from reputable providers will be reimbursed up to 25 of the monthly quarterly invoice
INTEGRATED SALES AND MARKETING CAMPAIGN
Integrated campaigns to drive partner and Extreme Networks objectives including but not limited to direct mail email telemarketing sales incentive seminar or other approved activities
bull List of all activities included in the Integrated Marketing Campaign must be submitted at time of PA and referenced at time of claim
bull At claim Proof of Performance (PoP)for each activity must be submitted
bull Invoice to Extreme Networks for amount to be reimbursed
bull 50 standard reimbursement
bull Up to 100 depending on strength of plan proposed by partner andor delivered with Extreme Networks concierge (USCAN only) or marketing support from Extreme Networks in APAC LATAM and EMEA
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet must be prominently displayed and unaltered
bull AttendeeLeads list must contain Company Name Customer Name
bull Sample(s) must be provided for quarterly activities being claimed
bull All documentation must specifically reference Extreme Networks
TELEMARKETING CAMPAIGN
APPOINTMENT SETTING
Demand generation telemarketing campaigns conducted by an approved third party vendor on behalf of the partner
Must be Extreme Networks focused or promote a joint solution with an Extreme Networks Technology Solutions Partner Telemarketing for the following
bull Appointment setting
bull Event recruitment
bull BANT lead gen
bull ldquoTele-chaserdquo follow up to direct marketing campaigns
bull Guaranteed number of attendees to an event to be delivered by vendor
bull Copy of draft telemarketing script
bull Call list identifying target name company job title (list of resulting leads andor attendees maybe provided in lieu of this)
bull Copy of itemized 3rd party invoicesreceipts
bull Copy of final telemarketing script
bull Invoice to Extreme Networks for amount to be reimbursed
bull 50 standard reimbursement for lead gen to develop BANT qualified leads
bull Up to 100 if delivered with Extreme Networks concierge (USCAN only) or regional marketing support from Extreme Networks
bull For appointment setting campaigns Sliding scale of 50-100 based on performance against guaranteed appointment goal
bull List must contain Company Name Customer Name and
bull Meeting date if appointment setting
bull Registered attendees if event recruitment
bull Lead designations if lead generation
DEMAND GENERATION
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
EXTREME NETWORKS EXECUTIVE BRIEFING
Extreme Networks executive briefings for customers of Extreme Networks partners held in San Jose CA or Salem NH Raleigh NC or an approved Solution Demo facility Customer deal size must be in excess of$200000
bull Number of customers attending
bull Estimated Extreme Networks Pipeline
bull Attendee list
bull Copy of all itemized receipts for lodging and transportation fare showing dates cost and flight class
bull Proof of invitation and detailed agenda for event
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 standard reimbursement
bull Airfare coacheconomy only
bull Maximum reimbursement of 2 nights hotel stay 3 nights for international
bull Maximum 3 days car rental 4 days for international
bull Attendee list must contain Company Name Customer Name
bull Travel reimbursement is for customers only
NOT ELIGIBLE Meals alcohol and entertainment activities outside of EBC visit
SALES INCENTIVES
Partner sales incentive or SPIF to generate incremental revenue for indicated quarter providing the incentive activity complies with Extreme Networks guidelines and policies for reimbursement as well as local and international law
bull Copy of incentive program including rules date of incentive activity anticipated sales revenues awards structure selection criteria sales goals eligibility requirements and award incentives
bull Performance metrics on incentive program with Sales Rep Names attainment and total Payout amounts
bull Copy of itemized invoices or 3rd party invoices receipts andor Point of Sale (POS) report
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 100
bull Maximum of $25K
bull Activities over $25k must obtain Extreme Networks Sr Director approval and email of approval uploaded as proof of performance to claim
bull Partner is liable for applicable income taxes or other as they apply in hisher region
LISTPURCHASE
SUBSCRIPTION
Custom contact discovery list rentals or purchases and subscription based services (Example vendor Rain King)
bull Target market and list parameters
bull Company target list if available
bull Quantity of contacts expected
bull 3rd party rentalpurchase name
bull Custom contact discovery and list purchases actual list of contacts developed
bull List rentals Copy of itemized invoices from rental agency showing insertions dates quantity
Standalone Lists
bull bull50 for standalone list build not part of an integrated campaign
bull 50-100 if part of an integrated campaign (email tele) deployed by Concierge or Extreme Networks
bull 25 for annual list subscriptions (ex Rain King)
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull Annual or Quarterly list subscription services from reputable providers will be reimbursed up to 25 of the monthly quarterly invoice
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
PARTNER SALES TOOL
DEVELOPMENT
Creation of sales tool (eg product guide cheat sheet competitive matrixes) used to educate the partner to enable improved and faster selling of Extreme Networks products and solutions
bull Number of partner rep strainedutilizing tool
bull Draft copy must be reviewed and approved by Extreme Networks
bull Copy of completed sales tool
bull Email verification from Extreme Networks employee of approved copy
bull Copy of itemized 3rd party invoicesreceipts
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 if Extreme Networks is the sole vendor represented in the materials
bull Partial reimbursement if multiple vendors are represented in materials
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
CUSTOMER TRAINING
INCENTIVES
Training voucher incentive to develop customer knowledge and expertise with Extreme products
bull Copy of training incentive program including rules date of incentive activity anticipated sales revenues wards structure selection criteria sales goals eligibility requirements and award incentives
bull Performance metrics on incentive program with Sales Rep Names customer awards
bull Copy of itemized invoices or 3rd party invoices receipts of training voucher purchase
bull Name of Customers awarded training vouchers
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 100
bull Maximum $25K
bull Training voucher orders over $5k must obtain Extreme Networks Channel Director approval and email of approval uploaded as proof of performance to claim
NOT FOR RESALE (NFR)
EQUIPMENT
Extreme equipment to be used for demonstration purposes to drive customer awareness and sales
Approved quote from NFR Desk Request Form found on PartnerNetValue of equipment ordered is in accordance with the NFR program
bull Invoice from Extreme Networks or Extreme Networks Distributor for NFR equipment purchased
bull Invoice to Extreme Networks for amount to be reimbursed
bull List of NFR equipment serial numbers
bull 100 up to $25K net price per Extreme Networks fiscal year
bull Demo gear Reimbursement is not to exceed 30 of overall EDF Funds accrued
bull NFR program is for demo equipment only
bull Internal use equipment and equipment customer proof-of-concept is not reimbursable via EDF please contact your Extreme Account Manager for Proof of Concept process
LOCALIZATION TRANSLATION
Third party translation of Extreme Networks assets and campaigns that are not provided in partnerrsquos local language
bull Asset to be translated
bull Original invoice from3rd party
bull 100 if Extreme Networks marketing resources are not able to provide translation services
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
CONTENT SYNDICATION
3rd Partner Outsourced Content Syndication Services (EXAMPLE TechTarget)
bull Reachnumber of impressionsnumber of views
bull Number of downloaded assets
bull Copy of itemized 3rd party invoicesreceipts or current internal expense rate card on file with Extreme Networks
bull Invoice Summary for amount to be reimbursed
bull Original screenshot of the activity with related asset featuring the components and the dates of the activity(displaying Extreme Networks name or logo)
bull 50 standard reimbursement as an individual activity
bull 50 to 100 if activity is part of a multi touch integrated campaign
bull Full copy of text including featured product(s) or solutions
bull URL links to social sites
bull If applicable the appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
ADVERTISING CATALOG
SPONSORSHIP BANNERS
Promotional activities that involve Advertisements in magazines catalogs newspapers journals online banner advertising and promotions media broadcasts on radio and TV networks videos inserts and flyers in publicationsMust include Extreme Networks mention and or logo and call to action
bull Copy of proposal including insertion dates publication name and total net cost
bull Original sample displaying Extreme Networks name or logo of magazine newspaper script flyer banner or video link featuring the ad and the date of publication
bull Copy of itemized 3rd party invoicesreceipts showing insertion dates publication name and to talnet cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Final sample of advertisement
bull 50 standard reimbursement
bull Up to 100 if part of Extreme Networks campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
bull Extreme Networks audible announcement twice during any
bull 30-second commercial segment is recommended
bull Call to action Web address with complete URL
bull For any advertising sponsorships that exceed a duration of90 days Partner must submit quarterly PAs and claim reimbursement on a quarterly basis
CUSTOMER LITERATURE OR
COLLATERAL
Any type of tool that will aid in the understanding and selling of Extreme Networks products or solution service offerings to end users This can include Brochures product guides data sheets white papers and training presentations
bull Description of how asset will be used
bull Copy of asset
bull Copy of itemized 3rd party invoicesreceipts showing total net cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Sample of original finished literature
bull 50 standard reimbursement
bull Up to 100 if part of Extreme Networks campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
EXTREME NETWORKS
PROMOTIONAL MERCHANDISE
Purchase promotional merchandise to promote Extreme Networks and Extreme Networks products
bull Quantity purchased
bull Description of how merchandise will be used
bull Photo or sample of the final promotional merchandise (must display Extreme Networks logo)
bull Copy of itemized 3rd party invoicesreceipts
bull 50 standard reimbursement
bull Up to 100 reimbursement may be approved if promotional merchandise is part of an approved partner sponsored activity promoting Extreme as the only vendor pending Extremersquos approval
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull For public sector customer gift rules limits must be considered before promotional merchandise can be offered (ex US Federal has a $20limit)
SEARCH ENGINE PLACEMENT
bull Purchase space on Internet search engines to increase hits to site(s) that promotes Extreme Networks and Extreme Networks products
bull Copy of proposal showing insertion dates and total net cost
bull Copy of itemized 3rd party invoicesreceipts showing insertion dates and total net cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Keyword report (impressions clicks click- thru rate costclick etc)
bull Original screenshot of the campaign featuring the components and the dates of the campaign (displaying Extreme name or logo)
bull 50 standard reimbursement
bull 50 ndash 100 if activity is part of a multi touch integrated campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on the PartnerNet and must be prominently displayed and unaltered
bull We recommend your campaign promotes an asset or strong call to action to optimize performance
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
FUNDED HEADCOUNT
PROGRAM
To create focus and dedication at the partner level so that both Extreme and the partner are able to drive key strategic initiatives
bull Copy of the counter signed Funded Head agreement between Extreme and partner
Agreement found on PartnerNet please contact your Channel Account Manager for details on this program prior to submitting the pre-approval
bull Copy of employee pay stub from period seeking reimbursement
bull Copy of quarterly reporting along with documentation of achieved metrics
bull Invoice to Extreme for amount of agreed upon reimbursement
bull Copy of employee pay stub from period seeking reimbursement
bull Copy of quarterly reporting along with documentation of achieved metrics
bull Invoice to Extreme for amount of agreed upon reimbursement
bull Up to 50 of annual salary
bull Reimbursement should not exceed 40 of partners total EDF accrual
bull All funded heads require regional Channel Director approval
bull Program available only to Platinum and Diamond level partners unless otherwise approved in writing by Extreme All partners must meet program requirements set forth in the Funded Head Agreement
bull Pre-Approval to be submitted at beginning of Extreme fiscal quarter and claimed at end of that same fiscal quarter
bull Contract terms are one year with quarterly metrics review and may be terminated with 30 day written notice based on non-performance of objectives
EXTREME NETWORKS CUSTOMER
CASE STUDY
Development of a printed or video case study that details a customerrsquos positive experience with Extreme Networks Must include benefit customer received and customerrsquos endorsement of Extreme Networks
bull Draft copy must be reviewed and approved by Extreme Networks
bull Number of copies to be printed
bull Copy of final version of Case Study
bull Copy of itemized 3rd party invoices
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 reimbursement contingent on review and final approval of case study by Extreme Networks
bull Development and writing of case studies is offered through Extreme Networks Concierge Service in some regions please contact your Extreme Channel Manager for information
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
BUSINESS CONSULTING
Extreme Networks approved workshops to help Extreme initiatives and strategies to the partner
bull Confirmation to attend webinar workshop
bull Confirmation of attendance
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 100 bull All consulting is conducted by an Extreme Networks approved 3rd party vendor
httpwwwextremenetworkscomcontact Phone +1-408-579-2800
WWWEXTREMENETWORKSCOM
copy2017 Extreme Networks Inc All rights reserved Extreme Networks and the Extreme Networks logo are trademarks or registered trademarks of Extreme Networks Inc in the United States andor other countries All other names are the property of their respective owners For additional information on Extreme Networks Trademarks please see httpwwwextremenetworkscomcompanylegaltrademarks Specifications and product availability are subject to change without notice 11547-0217-09
EDF Program Overview 18
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
ASSETS COLLATERAL
Any type of tool that will aid in the understanding and selling of Extreme products to end users This can include brochures product guides white papers and data sheets that are unique and not already available to partners by Extreme Networks
bull Description of how assets will be utilized
bull Draft copy must be reviewed and approved by Extreme Networks
bull Copy of completed sales tool
bull Copy of itemized 3rd party invoicesreceipts or current
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 50 standard reimbursement contingent on review and final approval of asset by Extreme Networks
bull Up to 100 if delivered with Extreme Networks concierge (USCAN only) or regional marketing support from Extreme Networks as part of an integrated campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
WEB PAGE CREATION
Creation of web type tool that will aid in the understanding and selling of Extreme Networks products This includes landing pages and micro sites that are specific to Extreme Networks including downloadable assets such as brochures product guides videos and presentations for end users
bull Third party proposal SOW that describes deliverable related to Extreme Networks
bull Copy of itemized 3rd party invoicesreceipts
bull Invoice to Extreme Networks for amount to be reimbursed
bull Screen shot of the live web page(s) including specific URL
bull Email verification from Extreme Networks employee of approved copy
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 reimbursement if Extreme Networks is the only vendor represented on the web page contingent on review and final approval of content by Extreme Networks
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
NOT ELIGIBLE Company website development (infrastructure)
bull Monthly charges for server usage hardware software required for implementation or online charges
TRAINING
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
EXTREME NETWORKS PARTNER
CERTIFICATION TRAINING
Training and Certification for partner employees Extreme Networks approved eLearning courses only from Extreme Networks education website where Extreme Networks certification is achieved
bull Number names of individuals to be certified
bull Copy of itemized 3rd party invoices receipts
bull Copy of invoice fromExtreme Netw orks Distribution
bullCredit card transaction receipt
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 standard reimbursement
bull All courses must be Extreme Networks eLEarning course offerings
EDF Program Overview 4
Activities currently eligible for EDF reimbursement along with their maximum reimbursement percentage proof of performance requirements and ROI metrics are outlined in section 10 in the EDF Eligibility Activity Matrix
Funding for Eligible Activities is not guaranteed and is subject to approval by your Extreme Networks representative The final eligible reimbursable amount will be reflected in the approved PA request Extreme Networks reserves the right to change the Eligible Activities from time to time and partners should always refer to the EDF Program Guide published on PartnerNet to ensure they are using the latest version
Use of the Extreme Networks logo or branding in an Eligible Activity (ex promo item direct mail piece etc) must first be reviewed and approved by your Extreme Networks representative prior to final production to confirm the logo is used in accordance with Extreme Networks branding guidelines
Unless otherwise noted reimbursement per activity is typically reimbursed beginning at 50 but the percentage can increase as determined by the EDF Eligible Activity Matrix the partner businessmarketing plan and your Extreme Networks
representative and is reflected in the Pre-Approval
Extreme Networks offers partners ready-made marketing solutions and assets to leverage
Visit Demand Center on PartnerNet to view available programs tools and marketing services
Extreme Development Funds (80)DEMAND GENERATION ACTIVITIES
bull Customer Partner Event (DG)
bull Executive Briefing Center Visit (DG)
bull Direct Email Social Media Campaign (DG)
bull Extreme Networks Executive Briefing (DG)
bull Integrated Sales amp Marketing Campaign (DG)
bull List Purchase subscription (DG)
bull Sales Incentives (DG)
bull Telemarketing Campaign (DG)
bull Tradeshow (DG)
ENABLEMENT AND BRAND AWARENESS
bull NFR Demo Equipment (E)
bull Sales Tools Development (E)
bull Funded Headcount (E)
bull Business Consulting Workshops (E)
bull Extreme Specialization Program Certification Requirements (E)
bull Extreme Partner Certification Training - Class Room Training (E)
bull Search Engine Campaign (E)
bull Advertising Catalog Sponsorship Banners (BA)
bull Customer Literature Collateral (BA)
bull Content Syndication (BA)
bull Extreme Networks Promotional Merchandise (BA)
bull Extreme Networks Customer Case Study (BA)
bull Web Page Creation (BA)
Training Funds (20)Extreme Networks Partner Certification Training mdash eLearning only (please use new eLearning voucher numbers only for reimbursement)
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting
and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration
and Support 10
EDF Activity Matrix 11
Eligible Activities
EDF Program Overview 5
EDF Will NOT Be Used to Reimburse the FollowingTRAVELEDF cannot be used to reimburse any travel and associated travel expenses such as
hotel rental car etc except for the reasonable and customary expenses for end customer
travel associated with Extreme Networks Executive Briefings at the San Jose CA Raleigh
NC Salem NH locations or at an Extreme Networks approved Solution Demo facility
Reference the EDF Activity Matrix for travel guidelines Travel for any employee of a
state-owned entity or government MUST have the approval of Extreme Networks Legal
representative before the invitation is extended to the customer
PARTNER OPERATING EXPENSES AND FACILITIESEDF cannot be used to reimburse a partnerrsquos day-to-day operating expenses andor cost
of facilities
ALCOHOLIC BEVERAGESExtreme Networks will not reimburse for alcoholic beverages purchased separate from an
event Alcohol invoice must be from a restaurantcatering service and part of the overall
event bill
CONSULTING EXPENSESExpenses incurred by partner sales engineers or partner consultants are not covered
Consulting expenses for lobbying (legislative or procurement) or sales generating
consulting for public sector customers are not permitted and will not be approved
POLITICAL CHARITY ACTIVITIES AND CONTRIBUTIONSThere will be no funding of political or charity activities or contributions
ENTERTAINMENT ACTIVITIESActivities that include meals sporting events concerts or other events that are
predominantly social in nature are not covered by EDF If entertainment is part of
an approved activity and ROI can be measured to the events success then it can be
approved
INFRASTRUCTURE EQUIPMENTEDF cannot be used for the purchase of infrastructure equipment or software unless
its sole purpose is to demonstrate Extreme Networks solutions to end user customers
or prospects
RECLAIMABLE TAXESInvoices should be raised to either Extreme Networks for the US jurisdiction or
Extreme Networks International Limited for the non US jurisdiction Underlying taxes
incurred by a partner are not eligible for reimbursement with EDF and should be
excluded from the reimbursement claim
PAYMENTS TO THIRD PARTIESEDF is strictly prohibited for payments to third parties on behalf of Extreme
Networks for goods or services not ordered by or for the benefit of the partner or
for any special arrangements driven by Extreme Networks employees
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting
and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration
and Support 10
EDF Activity Matrix 11
Ineligible Activities
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration
and Support 10
EDF Activity Matrix 11
A partner with available EDF must follow these procedures to request and receive
reimbursement for eligible activities
bull Submitting PA requests for each activity via Extreme Networks EDF Portal is required A PA must be submitted at least 7 days prior to activity start date Any activity that
takes place before a PA has been approved in the EDF Portal will be denied
bull PA approvals will be reviewed within 3 business days of submission Once
approvedthe PA will be available until 60 days after the Activity end date at
which time the PA will expire It is very important to make sure that accurate activity start and end dates are entered into the PA
bull All requests will be assigned a unique PA Number This PA must be approved by
Extreme Networks before the activity can begin and is valid only for the time
period requested
bull Claims for reimbursement must be accompanied by the required Proof of
Performance and ROI documentation (as specified in this document under
the heading ldquoPoPROI Matrixrdquo) If a claim is not submitted with all required
documentation by the PA expiration date the PA will automatically close and
NOT be paid
bull If the PoP supporting documentation is less than the PA approved or claim
amountthe claim will be paid out at the lesser amount upon receipt of the
Partnerrsquos revised invoice to Extreme Networks
bull Claims can be submitted for up to 25 more than the funds requested in the pre-
approval Any amount exceeding 25 of the original approved amount will need
to go back through the PA process
bull Claims submitted for a prefunded not yet approved activity will not be approved
under any circumstances
bull EDF is currently made available in USD While EDF is made available by Extreme
Networks in USD claims that are submitted in another currency will be translated
to USD and claim reimbursement will be calculated using the appropriate
currency rate at time of claim
bull Reimbursement for approved claims that are accompanied by the required
proof of performance will be paid within 30 business days of claim being
approved for payment
bull Invoice from Partner should be uploaded in the claim for the exact amount
inldquoTotal Claim Amountrdquo Extreme billing address should be
N AMERICA LATAM APAC EMEA
Extreme Networks Inc Extreme Networks Ireland Ltd 6480 Via Del Oro Rineanna House
San Jose CA 95119 USA Shannon Free Zone
Shannon Co Clare Ireland VAT No IE8215318B
bull Invoices for claim reimbursement should ONLY be submitted in the EDF
Portalplease do not submit these to our Accounts Payables department directly
otherwise this will hold up the payment processing
Rules for Requesting and Claiming
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration
and Support 10
EDF Activity Matrix 11
EDF Process at A Glance
ACTION TIMELINE PROCESS
PARTNER SUBMITS PRE-APPROVAL
(PA)
7 days prior to activity start date
Activity start and end dates cannot extend beyond the day before funds are due to expire
PA REVIEWED BY EXTREME
Approximately 2-3 business days from PA submission date
Extreme representatives review PA They may approve deny or request additional information from partner
IF PA APPROVED PARTNER
CONDUCTS ACTIVITY
Partners are notified via emailbull PA is approvedbull Amount percentage of funding
that is approved
PARTNER SUBMITS CLAIM
AGAINST PA
Submit within 60 days after activity end date
Partners are notified via emailbull PA is approvedbull Amount percentage of funding
that is approved
CLAIM VALIDATION
BEGINS
Validation will occur within 5-10 business days of claim submission
bull Partners are notified via email if claim is on hold due to missing or incomplete PoP along with the deadline to provide the information
bull Length of validation process is determined by completeness of required information submitted Incomplete or missing PoP or ROI will delay an approval PoP or ROI that does not align with approved activity details or contains ineligible expenses or other questionable items may also impact the approval timeline
CLAIM AUDIT
COMPLETE
PA Reviewed by Extreme
bull Partner notified via email when claim is validated and payment is on its way
bull Partners will be notified if claim expires before appropriate incomplete or missing PoP is provided or if claim submission is denied
CLAIM IS PAIDPA Reviewed by Extreme
bull Claims are paid within 30 business days from the day the claim is validated
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting
and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration
and Support 10
EDF Activity Matrix 11
Return on Investment (RIO)
Extreme Networks requires partners to provide ROI metrics for marketing activities
to measure the effectiveness of EDF investments Partners must provide metrics
via the EDF Portal twice during the process
bull Initial metric estimate is due at the time the partner submits the PA request
bull Achieved actual metrics are due at the time of claim submission
Measurement of ROI activities under the Demand Generation category is expected
to give 251 Pipeline ROI and 101 on Closed Revenue ROI Please make sure to enter
accurate number of leads For details on deal registration please visit PartnerNet
The submitted ROI may be leveraged to make decisions for future funding Partners
are encouraged to submit accurate results in a timely manner to assist in funding
discussions with your Extreme Networks Manager
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting
and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration
and Support 10
EDF Activity Matrix 11
General Terms and Conditions
As a reminder under the terms of your partner agreement with Extreme Networks
you have an obligation to comply with all applicable laws including but not limited
to the anti-corruption laws such as the US Foreign Corrupt Practices Act This means
that neither you nor any of your agents may make any direct or indirect payments of
anything of value for the purpose of obtaining business to any government official
(including any person holding an executive legislative judicial or administrative
office whether elected or appointed or of any public international organization such
as the United Nations or World Bank or any person acting in any official capacity
for or on behalf of such government public enterprise or state-owned business)
any political party or party official any political candidate or any person or entity
who you know will give part of the payments to any of the previously mentioned
categories of people If you have any further questions about the FCPA you may visit
the Department of Justicersquos website at httpwwwusdojgovcriminalfraudfcpa
Any violation of these rules is subject to immediate termination of the Extreme EDF
program and potentially the Extreme Networks Partner Program
bull Extreme Networks will not directly reimburse any 3rd party vendor on behalf of
a partner This is the sole responsibility of the partner
bull With respect to all personally identifiable information that it collects from
customers and prospective customers partners should understand and follow
all applicable privacy laws and regulations Extreme Networks expects that a
partner will have a posted privacy policy that governs its treatment of such
information and is followed by partner honor any opt-out requests in accordance
with applicable law and contact customers and prospective customers only in
accordance with applicable law
bull If a partner agreement is terminated for any reason Extreme Networks will pay
any outstanding claims if already approved by Extreme Networks up to the date
of actual termination On the date of termination all funds will be removed and
any open Prior Approvals will be closed Termination as an Extreme Networks
partner results in ineligibility in the Extreme Networks EDF Program as of the
date of termination
bull Extreme Networks reserves the right to change the terms of the Extreme
Networks EDF Program or revoke the program at any time for any reason
bull In the event that the partner fails to comply with these Terms Extreme Networks
reserves the right to reclaim any incorrect claims and the costs of an audit
exclude partner from Extreme Networks EDF Program or exclude partner from
the EPN program or other applicable programs
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting
and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration and Support 10
EDF Activity Matrix 11
EDF Training Funds Administration and Support
Extreme has contracted Channel Fusion for global EDF program administration
including management of funds activities and claims via their online portal audits
on claims
When necessary Channel Fusion representatives may contact partners directly
via phone or email and also via automated emails throughout various stages of
the funding life cycle (eg PA-related emails claim related emails fund expiration
notices etc)
All information and documents provided by partners through the DEVELOPMENT
FUNDS Portal are stored on secure servers and shared only between our 3rd party
vendor and Extreme as part of the claims auditing and payment administration
process The information is not shared with third parties except where required by
internal audit andor SOX compliance purposes
Extreme has a dedicated team of specialists available to support the
EDF program All inquiries should be submitted to your local resource or
partnerprogramsextremenetworkscom
Extremersquos goal is to respond to inquiries and resolve issues as quickly as possible
While we aim to respond to inquiries within 24 hours of receipt and resolve issues
within three business days there may be circumstances that prevent us from
meeting those timelines
DEMAND GENERATION
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
CUSTOMER OR
PARTNER EVENT
Customer prospect or Partner Seminar Webinar Event hosted and driven by the partner focused on Extreme Networks or a joint solution with an Extreme Networks Technology Solutions Partner
bull Event must include a presentation by an Extreme Networks employee Partner representative or a customer speaking on behalf of Extreme Networks
bull Minimum 30 minutes of Extreme Networks content speaking time is required
bull Original invitation and detailed agenda for event
bull Identify confirmed Extreme Networks presenter Invitation list
bull Attendee list
bull Copy of itemized 3rd party invoicesreceipts
bull Invoice to Extreme Networks for amount to be reimbursed
bull Photo displaying Extreme Networks name or logo on a presentation banner event booklet etc showing Extreme representation
Event
bull 50 standard reimbursement if Extreme is the sole vendor represented
bull Up to 100 if the following criteria are met
bull Extreme Networks is the sole vendor represented and speaking engagement with an Extreme Networks subject matter expert to present ampor support event
bull If multiple vendors are represented Extreme will reimburse a fair percentage based on the number of vendors
Partner ROI Guidelines Events should consistently meet 20x investment ROI expectations or achievements of ROI expectations set by CAM during business planning
bull The appropriate Extreme logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull Attendee list must contain Company and Customer Names
bull Exceptions made to 30 minute speaking requirement when the event is a table top round table or speed meeting event (Partner must enter
ldquotable top round table or speed meeting eventrdquo in activity description to avoid claim being put on hold)
NOT ELIGIBLE
bull Booth purchase or construction ndash booth rental is eligible
TRADESHOW
Participation in a tradeshow sponsored by a 3rd party industry or partner to promote Extreme Networks and the sale of Extreme Networks products
bull Copy of itemized sponsorship document with dollar amount
bull Identify confirmed Extreme Networks presenter
Copy of itemized 3rd party invoicesreceipts or fully executed sponsorship contract with dollar amount
bull Attendee list if available
bull List of leads generated from event
bull Complete package of collateral - if applicable
bull Photo of booth displaying Extreme Networks branding
bull Invoice to Extreme Networks for amount to be reimbursed
Event
bull bull50 standard reimbursement
bull Up to 100 if the following criteria are met
bull Extreme Networks is the sole vendor represented
bull Speaking Engagement with and Extreme Networks executive (Sr Director or above) or subject matter expert to present and or support event
bull Minimum 30 minutes of Extreme Networks content speaking time is required CAM during business planning
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull Attendee and lead list must contain Company Name Customer Name
NOT ELIGIBLE
bull Booth purchase or construction ndash booth rental is eligible
bull Attendee registration fees
EDF Activity Matrix
DEMAND GENERATION
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
DIRECT MAIL OR EMAIL CAMPAIGN
bull Creative development production printing and postage of direct mail or email pieces product flyers postcard announcements newsletters and campaign materials
bull Specific list purchase for purpose of mailing
bull Copy of itemized 3rd party proposal showing insertion dates publication name and total net cost
bull Copy of itemized 3rd party invoicesreceipts showing insertion dates publication name and total net cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Original samplephoto or screenshot if internet based of directemail campaign components and dates (displaying Extreme Networks name or logo)
bull Recipient list
Free with Demand Center campaign tools
bull bull50 standard reimbursement if developed and executed by partner
Or
bull 50- 100 if delivered with Extreme Networks concierge (USCAN only) or regional marketing support from Extreme Networks
ROI Guidelines
bull Email in order to continuously reimburse email activity partners must consistently meet industry standards for ROI (2 click through rate)
bull 1-2 direct mail response rate or ROI expectations set by CAM during business planning
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull Annual or Quarterly list subscription services from reputable providers will be reimbursed up to 25 of the monthly quarterly invoice
INTEGRATED SALES AND MARKETING CAMPAIGN
Integrated campaigns to drive partner and Extreme Networks objectives including but not limited to direct mail email telemarketing sales incentive seminar or other approved activities
bull List of all activities included in the Integrated Marketing Campaign must be submitted at time of PA and referenced at time of claim
bull At claim Proof of Performance (PoP)for each activity must be submitted
bull Invoice to Extreme Networks for amount to be reimbursed
bull 50 standard reimbursement
bull Up to 100 depending on strength of plan proposed by partner andor delivered with Extreme Networks concierge (USCAN only) or marketing support from Extreme Networks in APAC LATAM and EMEA
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet must be prominently displayed and unaltered
bull AttendeeLeads list must contain Company Name Customer Name
bull Sample(s) must be provided for quarterly activities being claimed
bull All documentation must specifically reference Extreme Networks
TELEMARKETING CAMPAIGN
APPOINTMENT SETTING
Demand generation telemarketing campaigns conducted by an approved third party vendor on behalf of the partner
Must be Extreme Networks focused or promote a joint solution with an Extreme Networks Technology Solutions Partner Telemarketing for the following
bull Appointment setting
bull Event recruitment
bull BANT lead gen
bull ldquoTele-chaserdquo follow up to direct marketing campaigns
bull Guaranteed number of attendees to an event to be delivered by vendor
bull Copy of draft telemarketing script
bull Call list identifying target name company job title (list of resulting leads andor attendees maybe provided in lieu of this)
bull Copy of itemized 3rd party invoicesreceipts
bull Copy of final telemarketing script
bull Invoice to Extreme Networks for amount to be reimbursed
bull 50 standard reimbursement for lead gen to develop BANT qualified leads
bull Up to 100 if delivered with Extreme Networks concierge (USCAN only) or regional marketing support from Extreme Networks
bull For appointment setting campaigns Sliding scale of 50-100 based on performance against guaranteed appointment goal
bull List must contain Company Name Customer Name and
bull Meeting date if appointment setting
bull Registered attendees if event recruitment
bull Lead designations if lead generation
DEMAND GENERATION
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
EXTREME NETWORKS EXECUTIVE BRIEFING
Extreme Networks executive briefings for customers of Extreme Networks partners held in San Jose CA or Salem NH Raleigh NC or an approved Solution Demo facility Customer deal size must be in excess of$200000
bull Number of customers attending
bull Estimated Extreme Networks Pipeline
bull Attendee list
bull Copy of all itemized receipts for lodging and transportation fare showing dates cost and flight class
bull Proof of invitation and detailed agenda for event
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 standard reimbursement
bull Airfare coacheconomy only
bull Maximum reimbursement of 2 nights hotel stay 3 nights for international
bull Maximum 3 days car rental 4 days for international
bull Attendee list must contain Company Name Customer Name
bull Travel reimbursement is for customers only
NOT ELIGIBLE Meals alcohol and entertainment activities outside of EBC visit
SALES INCENTIVES
Partner sales incentive or SPIF to generate incremental revenue for indicated quarter providing the incentive activity complies with Extreme Networks guidelines and policies for reimbursement as well as local and international law
bull Copy of incentive program including rules date of incentive activity anticipated sales revenues awards structure selection criteria sales goals eligibility requirements and award incentives
bull Performance metrics on incentive program with Sales Rep Names attainment and total Payout amounts
bull Copy of itemized invoices or 3rd party invoices receipts andor Point of Sale (POS) report
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 100
bull Maximum of $25K
bull Activities over $25k must obtain Extreme Networks Sr Director approval and email of approval uploaded as proof of performance to claim
bull Partner is liable for applicable income taxes or other as they apply in hisher region
LISTPURCHASE
SUBSCRIPTION
Custom contact discovery list rentals or purchases and subscription based services (Example vendor Rain King)
bull Target market and list parameters
bull Company target list if available
bull Quantity of contacts expected
bull 3rd party rentalpurchase name
bull Custom contact discovery and list purchases actual list of contacts developed
bull List rentals Copy of itemized invoices from rental agency showing insertions dates quantity
Standalone Lists
bull bull50 for standalone list build not part of an integrated campaign
bull 50-100 if part of an integrated campaign (email tele) deployed by Concierge or Extreme Networks
bull 25 for annual list subscriptions (ex Rain King)
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull Annual or Quarterly list subscription services from reputable providers will be reimbursed up to 25 of the monthly quarterly invoice
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
PARTNER SALES TOOL
DEVELOPMENT
Creation of sales tool (eg product guide cheat sheet competitive matrixes) used to educate the partner to enable improved and faster selling of Extreme Networks products and solutions
bull Number of partner rep strainedutilizing tool
bull Draft copy must be reviewed and approved by Extreme Networks
bull Copy of completed sales tool
bull Email verification from Extreme Networks employee of approved copy
bull Copy of itemized 3rd party invoicesreceipts
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 if Extreme Networks is the sole vendor represented in the materials
bull Partial reimbursement if multiple vendors are represented in materials
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
CUSTOMER TRAINING
INCENTIVES
Training voucher incentive to develop customer knowledge and expertise with Extreme products
bull Copy of training incentive program including rules date of incentive activity anticipated sales revenues wards structure selection criteria sales goals eligibility requirements and award incentives
bull Performance metrics on incentive program with Sales Rep Names customer awards
bull Copy of itemized invoices or 3rd party invoices receipts of training voucher purchase
bull Name of Customers awarded training vouchers
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 100
bull Maximum $25K
bull Training voucher orders over $5k must obtain Extreme Networks Channel Director approval and email of approval uploaded as proof of performance to claim
NOT FOR RESALE (NFR)
EQUIPMENT
Extreme equipment to be used for demonstration purposes to drive customer awareness and sales
Approved quote from NFR Desk Request Form found on PartnerNetValue of equipment ordered is in accordance with the NFR program
bull Invoice from Extreme Networks or Extreme Networks Distributor for NFR equipment purchased
bull Invoice to Extreme Networks for amount to be reimbursed
bull List of NFR equipment serial numbers
bull 100 up to $25K net price per Extreme Networks fiscal year
bull Demo gear Reimbursement is not to exceed 30 of overall EDF Funds accrued
bull NFR program is for demo equipment only
bull Internal use equipment and equipment customer proof-of-concept is not reimbursable via EDF please contact your Extreme Account Manager for Proof of Concept process
LOCALIZATION TRANSLATION
Third party translation of Extreme Networks assets and campaigns that are not provided in partnerrsquos local language
bull Asset to be translated
bull Original invoice from3rd party
bull 100 if Extreme Networks marketing resources are not able to provide translation services
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
CONTENT SYNDICATION
3rd Partner Outsourced Content Syndication Services (EXAMPLE TechTarget)
bull Reachnumber of impressionsnumber of views
bull Number of downloaded assets
bull Copy of itemized 3rd party invoicesreceipts or current internal expense rate card on file with Extreme Networks
bull Invoice Summary for amount to be reimbursed
bull Original screenshot of the activity with related asset featuring the components and the dates of the activity(displaying Extreme Networks name or logo)
bull 50 standard reimbursement as an individual activity
bull 50 to 100 if activity is part of a multi touch integrated campaign
bull Full copy of text including featured product(s) or solutions
bull URL links to social sites
bull If applicable the appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
ADVERTISING CATALOG
SPONSORSHIP BANNERS
Promotional activities that involve Advertisements in magazines catalogs newspapers journals online banner advertising and promotions media broadcasts on radio and TV networks videos inserts and flyers in publicationsMust include Extreme Networks mention and or logo and call to action
bull Copy of proposal including insertion dates publication name and total net cost
bull Original sample displaying Extreme Networks name or logo of magazine newspaper script flyer banner or video link featuring the ad and the date of publication
bull Copy of itemized 3rd party invoicesreceipts showing insertion dates publication name and to talnet cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Final sample of advertisement
bull 50 standard reimbursement
bull Up to 100 if part of Extreme Networks campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
bull Extreme Networks audible announcement twice during any
bull 30-second commercial segment is recommended
bull Call to action Web address with complete URL
bull For any advertising sponsorships that exceed a duration of90 days Partner must submit quarterly PAs and claim reimbursement on a quarterly basis
CUSTOMER LITERATURE OR
COLLATERAL
Any type of tool that will aid in the understanding and selling of Extreme Networks products or solution service offerings to end users This can include Brochures product guides data sheets white papers and training presentations
bull Description of how asset will be used
bull Copy of asset
bull Copy of itemized 3rd party invoicesreceipts showing total net cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Sample of original finished literature
bull 50 standard reimbursement
bull Up to 100 if part of Extreme Networks campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
EXTREME NETWORKS
PROMOTIONAL MERCHANDISE
Purchase promotional merchandise to promote Extreme Networks and Extreme Networks products
bull Quantity purchased
bull Description of how merchandise will be used
bull Photo or sample of the final promotional merchandise (must display Extreme Networks logo)
bull Copy of itemized 3rd party invoicesreceipts
bull 50 standard reimbursement
bull Up to 100 reimbursement may be approved if promotional merchandise is part of an approved partner sponsored activity promoting Extreme as the only vendor pending Extremersquos approval
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull For public sector customer gift rules limits must be considered before promotional merchandise can be offered (ex US Federal has a $20limit)
SEARCH ENGINE PLACEMENT
bull Purchase space on Internet search engines to increase hits to site(s) that promotes Extreme Networks and Extreme Networks products
bull Copy of proposal showing insertion dates and total net cost
bull Copy of itemized 3rd party invoicesreceipts showing insertion dates and total net cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Keyword report (impressions clicks click- thru rate costclick etc)
bull Original screenshot of the campaign featuring the components and the dates of the campaign (displaying Extreme name or logo)
bull 50 standard reimbursement
bull 50 ndash 100 if activity is part of a multi touch integrated campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on the PartnerNet and must be prominently displayed and unaltered
bull We recommend your campaign promotes an asset or strong call to action to optimize performance
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
FUNDED HEADCOUNT
PROGRAM
To create focus and dedication at the partner level so that both Extreme and the partner are able to drive key strategic initiatives
bull Copy of the counter signed Funded Head agreement between Extreme and partner
Agreement found on PartnerNet please contact your Channel Account Manager for details on this program prior to submitting the pre-approval
bull Copy of employee pay stub from period seeking reimbursement
bull Copy of quarterly reporting along with documentation of achieved metrics
bull Invoice to Extreme for amount of agreed upon reimbursement
bull Copy of employee pay stub from period seeking reimbursement
bull Copy of quarterly reporting along with documentation of achieved metrics
bull Invoice to Extreme for amount of agreed upon reimbursement
bull Up to 50 of annual salary
bull Reimbursement should not exceed 40 of partners total EDF accrual
bull All funded heads require regional Channel Director approval
bull Program available only to Platinum and Diamond level partners unless otherwise approved in writing by Extreme All partners must meet program requirements set forth in the Funded Head Agreement
bull Pre-Approval to be submitted at beginning of Extreme fiscal quarter and claimed at end of that same fiscal quarter
bull Contract terms are one year with quarterly metrics review and may be terminated with 30 day written notice based on non-performance of objectives
EXTREME NETWORKS CUSTOMER
CASE STUDY
Development of a printed or video case study that details a customerrsquos positive experience with Extreme Networks Must include benefit customer received and customerrsquos endorsement of Extreme Networks
bull Draft copy must be reviewed and approved by Extreme Networks
bull Number of copies to be printed
bull Copy of final version of Case Study
bull Copy of itemized 3rd party invoices
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 reimbursement contingent on review and final approval of case study by Extreme Networks
bull Development and writing of case studies is offered through Extreme Networks Concierge Service in some regions please contact your Extreme Channel Manager for information
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
BUSINESS CONSULTING
Extreme Networks approved workshops to help Extreme initiatives and strategies to the partner
bull Confirmation to attend webinar workshop
bull Confirmation of attendance
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 100 bull All consulting is conducted by an Extreme Networks approved 3rd party vendor
httpwwwextremenetworkscomcontact Phone +1-408-579-2800
WWWEXTREMENETWORKSCOM
copy2017 Extreme Networks Inc All rights reserved Extreme Networks and the Extreme Networks logo are trademarks or registered trademarks of Extreme Networks Inc in the United States andor other countries All other names are the property of their respective owners For additional information on Extreme Networks Trademarks please see httpwwwextremenetworkscomcompanylegaltrademarks Specifications and product availability are subject to change without notice 11547-0217-09
EDF Program Overview 18
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
ASSETS COLLATERAL
Any type of tool that will aid in the understanding and selling of Extreme products to end users This can include brochures product guides white papers and data sheets that are unique and not already available to partners by Extreme Networks
bull Description of how assets will be utilized
bull Draft copy must be reviewed and approved by Extreme Networks
bull Copy of completed sales tool
bull Copy of itemized 3rd party invoicesreceipts or current
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 50 standard reimbursement contingent on review and final approval of asset by Extreme Networks
bull Up to 100 if delivered with Extreme Networks concierge (USCAN only) or regional marketing support from Extreme Networks as part of an integrated campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
WEB PAGE CREATION
Creation of web type tool that will aid in the understanding and selling of Extreme Networks products This includes landing pages and micro sites that are specific to Extreme Networks including downloadable assets such as brochures product guides videos and presentations for end users
bull Third party proposal SOW that describes deliverable related to Extreme Networks
bull Copy of itemized 3rd party invoicesreceipts
bull Invoice to Extreme Networks for amount to be reimbursed
bull Screen shot of the live web page(s) including specific URL
bull Email verification from Extreme Networks employee of approved copy
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 reimbursement if Extreme Networks is the only vendor represented on the web page contingent on review and final approval of content by Extreme Networks
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
NOT ELIGIBLE Company website development (infrastructure)
bull Monthly charges for server usage hardware software required for implementation or online charges
TRAINING
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
EXTREME NETWORKS PARTNER
CERTIFICATION TRAINING
Training and Certification for partner employees Extreme Networks approved eLearning courses only from Extreme Networks education website where Extreme Networks certification is achieved
bull Number names of individuals to be certified
bull Copy of itemized 3rd party invoices receipts
bull Copy of invoice fromExtreme Netw orks Distribution
bullCredit card transaction receipt
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 standard reimbursement
bull All courses must be Extreme Networks eLEarning course offerings
EDF Program Overview 5
EDF Will NOT Be Used to Reimburse the FollowingTRAVELEDF cannot be used to reimburse any travel and associated travel expenses such as
hotel rental car etc except for the reasonable and customary expenses for end customer
travel associated with Extreme Networks Executive Briefings at the San Jose CA Raleigh
NC Salem NH locations or at an Extreme Networks approved Solution Demo facility
Reference the EDF Activity Matrix for travel guidelines Travel for any employee of a
state-owned entity or government MUST have the approval of Extreme Networks Legal
representative before the invitation is extended to the customer
PARTNER OPERATING EXPENSES AND FACILITIESEDF cannot be used to reimburse a partnerrsquos day-to-day operating expenses andor cost
of facilities
ALCOHOLIC BEVERAGESExtreme Networks will not reimburse for alcoholic beverages purchased separate from an
event Alcohol invoice must be from a restaurantcatering service and part of the overall
event bill
CONSULTING EXPENSESExpenses incurred by partner sales engineers or partner consultants are not covered
Consulting expenses for lobbying (legislative or procurement) or sales generating
consulting for public sector customers are not permitted and will not be approved
POLITICAL CHARITY ACTIVITIES AND CONTRIBUTIONSThere will be no funding of political or charity activities or contributions
ENTERTAINMENT ACTIVITIESActivities that include meals sporting events concerts or other events that are
predominantly social in nature are not covered by EDF If entertainment is part of
an approved activity and ROI can be measured to the events success then it can be
approved
INFRASTRUCTURE EQUIPMENTEDF cannot be used for the purchase of infrastructure equipment or software unless
its sole purpose is to demonstrate Extreme Networks solutions to end user customers
or prospects
RECLAIMABLE TAXESInvoices should be raised to either Extreme Networks for the US jurisdiction or
Extreme Networks International Limited for the non US jurisdiction Underlying taxes
incurred by a partner are not eligible for reimbursement with EDF and should be
excluded from the reimbursement claim
PAYMENTS TO THIRD PARTIESEDF is strictly prohibited for payments to third parties on behalf of Extreme
Networks for goods or services not ordered by or for the benefit of the partner or
for any special arrangements driven by Extreme Networks employees
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting
and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration
and Support 10
EDF Activity Matrix 11
Ineligible Activities
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration
and Support 10
EDF Activity Matrix 11
A partner with available EDF must follow these procedures to request and receive
reimbursement for eligible activities
bull Submitting PA requests for each activity via Extreme Networks EDF Portal is required A PA must be submitted at least 7 days prior to activity start date Any activity that
takes place before a PA has been approved in the EDF Portal will be denied
bull PA approvals will be reviewed within 3 business days of submission Once
approvedthe PA will be available until 60 days after the Activity end date at
which time the PA will expire It is very important to make sure that accurate activity start and end dates are entered into the PA
bull All requests will be assigned a unique PA Number This PA must be approved by
Extreme Networks before the activity can begin and is valid only for the time
period requested
bull Claims for reimbursement must be accompanied by the required Proof of
Performance and ROI documentation (as specified in this document under
the heading ldquoPoPROI Matrixrdquo) If a claim is not submitted with all required
documentation by the PA expiration date the PA will automatically close and
NOT be paid
bull If the PoP supporting documentation is less than the PA approved or claim
amountthe claim will be paid out at the lesser amount upon receipt of the
Partnerrsquos revised invoice to Extreme Networks
bull Claims can be submitted for up to 25 more than the funds requested in the pre-
approval Any amount exceeding 25 of the original approved amount will need
to go back through the PA process
bull Claims submitted for a prefunded not yet approved activity will not be approved
under any circumstances
bull EDF is currently made available in USD While EDF is made available by Extreme
Networks in USD claims that are submitted in another currency will be translated
to USD and claim reimbursement will be calculated using the appropriate
currency rate at time of claim
bull Reimbursement for approved claims that are accompanied by the required
proof of performance will be paid within 30 business days of claim being
approved for payment
bull Invoice from Partner should be uploaded in the claim for the exact amount
inldquoTotal Claim Amountrdquo Extreme billing address should be
N AMERICA LATAM APAC EMEA
Extreme Networks Inc Extreme Networks Ireland Ltd 6480 Via Del Oro Rineanna House
San Jose CA 95119 USA Shannon Free Zone
Shannon Co Clare Ireland VAT No IE8215318B
bull Invoices for claim reimbursement should ONLY be submitted in the EDF
Portalplease do not submit these to our Accounts Payables department directly
otherwise this will hold up the payment processing
Rules for Requesting and Claiming
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration
and Support 10
EDF Activity Matrix 11
EDF Process at A Glance
ACTION TIMELINE PROCESS
PARTNER SUBMITS PRE-APPROVAL
(PA)
7 days prior to activity start date
Activity start and end dates cannot extend beyond the day before funds are due to expire
PA REVIEWED BY EXTREME
Approximately 2-3 business days from PA submission date
Extreme representatives review PA They may approve deny or request additional information from partner
IF PA APPROVED PARTNER
CONDUCTS ACTIVITY
Partners are notified via emailbull PA is approvedbull Amount percentage of funding
that is approved
PARTNER SUBMITS CLAIM
AGAINST PA
Submit within 60 days after activity end date
Partners are notified via emailbull PA is approvedbull Amount percentage of funding
that is approved
CLAIM VALIDATION
BEGINS
Validation will occur within 5-10 business days of claim submission
bull Partners are notified via email if claim is on hold due to missing or incomplete PoP along with the deadline to provide the information
bull Length of validation process is determined by completeness of required information submitted Incomplete or missing PoP or ROI will delay an approval PoP or ROI that does not align with approved activity details or contains ineligible expenses or other questionable items may also impact the approval timeline
CLAIM AUDIT
COMPLETE
PA Reviewed by Extreme
bull Partner notified via email when claim is validated and payment is on its way
bull Partners will be notified if claim expires before appropriate incomplete or missing PoP is provided or if claim submission is denied
CLAIM IS PAIDPA Reviewed by Extreme
bull Claims are paid within 30 business days from the day the claim is validated
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting
and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration
and Support 10
EDF Activity Matrix 11
Return on Investment (RIO)
Extreme Networks requires partners to provide ROI metrics for marketing activities
to measure the effectiveness of EDF investments Partners must provide metrics
via the EDF Portal twice during the process
bull Initial metric estimate is due at the time the partner submits the PA request
bull Achieved actual metrics are due at the time of claim submission
Measurement of ROI activities under the Demand Generation category is expected
to give 251 Pipeline ROI and 101 on Closed Revenue ROI Please make sure to enter
accurate number of leads For details on deal registration please visit PartnerNet
The submitted ROI may be leveraged to make decisions for future funding Partners
are encouraged to submit accurate results in a timely manner to assist in funding
discussions with your Extreme Networks Manager
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting
and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration
and Support 10
EDF Activity Matrix 11
General Terms and Conditions
As a reminder under the terms of your partner agreement with Extreme Networks
you have an obligation to comply with all applicable laws including but not limited
to the anti-corruption laws such as the US Foreign Corrupt Practices Act This means
that neither you nor any of your agents may make any direct or indirect payments of
anything of value for the purpose of obtaining business to any government official
(including any person holding an executive legislative judicial or administrative
office whether elected or appointed or of any public international organization such
as the United Nations or World Bank or any person acting in any official capacity
for or on behalf of such government public enterprise or state-owned business)
any political party or party official any political candidate or any person or entity
who you know will give part of the payments to any of the previously mentioned
categories of people If you have any further questions about the FCPA you may visit
the Department of Justicersquos website at httpwwwusdojgovcriminalfraudfcpa
Any violation of these rules is subject to immediate termination of the Extreme EDF
program and potentially the Extreme Networks Partner Program
bull Extreme Networks will not directly reimburse any 3rd party vendor on behalf of
a partner This is the sole responsibility of the partner
bull With respect to all personally identifiable information that it collects from
customers and prospective customers partners should understand and follow
all applicable privacy laws and regulations Extreme Networks expects that a
partner will have a posted privacy policy that governs its treatment of such
information and is followed by partner honor any opt-out requests in accordance
with applicable law and contact customers and prospective customers only in
accordance with applicable law
bull If a partner agreement is terminated for any reason Extreme Networks will pay
any outstanding claims if already approved by Extreme Networks up to the date
of actual termination On the date of termination all funds will be removed and
any open Prior Approvals will be closed Termination as an Extreme Networks
partner results in ineligibility in the Extreme Networks EDF Program as of the
date of termination
bull Extreme Networks reserves the right to change the terms of the Extreme
Networks EDF Program or revoke the program at any time for any reason
bull In the event that the partner fails to comply with these Terms Extreme Networks
reserves the right to reclaim any incorrect claims and the costs of an audit
exclude partner from Extreme Networks EDF Program or exclude partner from
the EPN program or other applicable programs
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting
and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration and Support 10
EDF Activity Matrix 11
EDF Training Funds Administration and Support
Extreme has contracted Channel Fusion for global EDF program administration
including management of funds activities and claims via their online portal audits
on claims
When necessary Channel Fusion representatives may contact partners directly
via phone or email and also via automated emails throughout various stages of
the funding life cycle (eg PA-related emails claim related emails fund expiration
notices etc)
All information and documents provided by partners through the DEVELOPMENT
FUNDS Portal are stored on secure servers and shared only between our 3rd party
vendor and Extreme as part of the claims auditing and payment administration
process The information is not shared with third parties except where required by
internal audit andor SOX compliance purposes
Extreme has a dedicated team of specialists available to support the
EDF program All inquiries should be submitted to your local resource or
partnerprogramsextremenetworkscom
Extremersquos goal is to respond to inquiries and resolve issues as quickly as possible
While we aim to respond to inquiries within 24 hours of receipt and resolve issues
within three business days there may be circumstances that prevent us from
meeting those timelines
DEMAND GENERATION
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
CUSTOMER OR
PARTNER EVENT
Customer prospect or Partner Seminar Webinar Event hosted and driven by the partner focused on Extreme Networks or a joint solution with an Extreme Networks Technology Solutions Partner
bull Event must include a presentation by an Extreme Networks employee Partner representative or a customer speaking on behalf of Extreme Networks
bull Minimum 30 minutes of Extreme Networks content speaking time is required
bull Original invitation and detailed agenda for event
bull Identify confirmed Extreme Networks presenter Invitation list
bull Attendee list
bull Copy of itemized 3rd party invoicesreceipts
bull Invoice to Extreme Networks for amount to be reimbursed
bull Photo displaying Extreme Networks name or logo on a presentation banner event booklet etc showing Extreme representation
Event
bull 50 standard reimbursement if Extreme is the sole vendor represented
bull Up to 100 if the following criteria are met
bull Extreme Networks is the sole vendor represented and speaking engagement with an Extreme Networks subject matter expert to present ampor support event
bull If multiple vendors are represented Extreme will reimburse a fair percentage based on the number of vendors
Partner ROI Guidelines Events should consistently meet 20x investment ROI expectations or achievements of ROI expectations set by CAM during business planning
bull The appropriate Extreme logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull Attendee list must contain Company and Customer Names
bull Exceptions made to 30 minute speaking requirement when the event is a table top round table or speed meeting event (Partner must enter
ldquotable top round table or speed meeting eventrdquo in activity description to avoid claim being put on hold)
NOT ELIGIBLE
bull Booth purchase or construction ndash booth rental is eligible
TRADESHOW
Participation in a tradeshow sponsored by a 3rd party industry or partner to promote Extreme Networks and the sale of Extreme Networks products
bull Copy of itemized sponsorship document with dollar amount
bull Identify confirmed Extreme Networks presenter
Copy of itemized 3rd party invoicesreceipts or fully executed sponsorship contract with dollar amount
bull Attendee list if available
bull List of leads generated from event
bull Complete package of collateral - if applicable
bull Photo of booth displaying Extreme Networks branding
bull Invoice to Extreme Networks for amount to be reimbursed
Event
bull bull50 standard reimbursement
bull Up to 100 if the following criteria are met
bull Extreme Networks is the sole vendor represented
bull Speaking Engagement with and Extreme Networks executive (Sr Director or above) or subject matter expert to present and or support event
bull Minimum 30 minutes of Extreme Networks content speaking time is required CAM during business planning
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull Attendee and lead list must contain Company Name Customer Name
NOT ELIGIBLE
bull Booth purchase or construction ndash booth rental is eligible
bull Attendee registration fees
EDF Activity Matrix
DEMAND GENERATION
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
DIRECT MAIL OR EMAIL CAMPAIGN
bull Creative development production printing and postage of direct mail or email pieces product flyers postcard announcements newsletters and campaign materials
bull Specific list purchase for purpose of mailing
bull Copy of itemized 3rd party proposal showing insertion dates publication name and total net cost
bull Copy of itemized 3rd party invoicesreceipts showing insertion dates publication name and total net cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Original samplephoto or screenshot if internet based of directemail campaign components and dates (displaying Extreme Networks name or logo)
bull Recipient list
Free with Demand Center campaign tools
bull bull50 standard reimbursement if developed and executed by partner
Or
bull 50- 100 if delivered with Extreme Networks concierge (USCAN only) or regional marketing support from Extreme Networks
ROI Guidelines
bull Email in order to continuously reimburse email activity partners must consistently meet industry standards for ROI (2 click through rate)
bull 1-2 direct mail response rate or ROI expectations set by CAM during business planning
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull Annual or Quarterly list subscription services from reputable providers will be reimbursed up to 25 of the monthly quarterly invoice
INTEGRATED SALES AND MARKETING CAMPAIGN
Integrated campaigns to drive partner and Extreme Networks objectives including but not limited to direct mail email telemarketing sales incentive seminar or other approved activities
bull List of all activities included in the Integrated Marketing Campaign must be submitted at time of PA and referenced at time of claim
bull At claim Proof of Performance (PoP)for each activity must be submitted
bull Invoice to Extreme Networks for amount to be reimbursed
bull 50 standard reimbursement
bull Up to 100 depending on strength of plan proposed by partner andor delivered with Extreme Networks concierge (USCAN only) or marketing support from Extreme Networks in APAC LATAM and EMEA
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet must be prominently displayed and unaltered
bull AttendeeLeads list must contain Company Name Customer Name
bull Sample(s) must be provided for quarterly activities being claimed
bull All documentation must specifically reference Extreme Networks
TELEMARKETING CAMPAIGN
APPOINTMENT SETTING
Demand generation telemarketing campaigns conducted by an approved third party vendor on behalf of the partner
Must be Extreme Networks focused or promote a joint solution with an Extreme Networks Technology Solutions Partner Telemarketing for the following
bull Appointment setting
bull Event recruitment
bull BANT lead gen
bull ldquoTele-chaserdquo follow up to direct marketing campaigns
bull Guaranteed number of attendees to an event to be delivered by vendor
bull Copy of draft telemarketing script
bull Call list identifying target name company job title (list of resulting leads andor attendees maybe provided in lieu of this)
bull Copy of itemized 3rd party invoicesreceipts
bull Copy of final telemarketing script
bull Invoice to Extreme Networks for amount to be reimbursed
bull 50 standard reimbursement for lead gen to develop BANT qualified leads
bull Up to 100 if delivered with Extreme Networks concierge (USCAN only) or regional marketing support from Extreme Networks
bull For appointment setting campaigns Sliding scale of 50-100 based on performance against guaranteed appointment goal
bull List must contain Company Name Customer Name and
bull Meeting date if appointment setting
bull Registered attendees if event recruitment
bull Lead designations if lead generation
DEMAND GENERATION
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
EXTREME NETWORKS EXECUTIVE BRIEFING
Extreme Networks executive briefings for customers of Extreme Networks partners held in San Jose CA or Salem NH Raleigh NC or an approved Solution Demo facility Customer deal size must be in excess of$200000
bull Number of customers attending
bull Estimated Extreme Networks Pipeline
bull Attendee list
bull Copy of all itemized receipts for lodging and transportation fare showing dates cost and flight class
bull Proof of invitation and detailed agenda for event
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 standard reimbursement
bull Airfare coacheconomy only
bull Maximum reimbursement of 2 nights hotel stay 3 nights for international
bull Maximum 3 days car rental 4 days for international
bull Attendee list must contain Company Name Customer Name
bull Travel reimbursement is for customers only
NOT ELIGIBLE Meals alcohol and entertainment activities outside of EBC visit
SALES INCENTIVES
Partner sales incentive or SPIF to generate incremental revenue for indicated quarter providing the incentive activity complies with Extreme Networks guidelines and policies for reimbursement as well as local and international law
bull Copy of incentive program including rules date of incentive activity anticipated sales revenues awards structure selection criteria sales goals eligibility requirements and award incentives
bull Performance metrics on incentive program with Sales Rep Names attainment and total Payout amounts
bull Copy of itemized invoices or 3rd party invoices receipts andor Point of Sale (POS) report
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 100
bull Maximum of $25K
bull Activities over $25k must obtain Extreme Networks Sr Director approval and email of approval uploaded as proof of performance to claim
bull Partner is liable for applicable income taxes or other as they apply in hisher region
LISTPURCHASE
SUBSCRIPTION
Custom contact discovery list rentals or purchases and subscription based services (Example vendor Rain King)
bull Target market and list parameters
bull Company target list if available
bull Quantity of contacts expected
bull 3rd party rentalpurchase name
bull Custom contact discovery and list purchases actual list of contacts developed
bull List rentals Copy of itemized invoices from rental agency showing insertions dates quantity
Standalone Lists
bull bull50 for standalone list build not part of an integrated campaign
bull 50-100 if part of an integrated campaign (email tele) deployed by Concierge or Extreme Networks
bull 25 for annual list subscriptions (ex Rain King)
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull Annual or Quarterly list subscription services from reputable providers will be reimbursed up to 25 of the monthly quarterly invoice
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
PARTNER SALES TOOL
DEVELOPMENT
Creation of sales tool (eg product guide cheat sheet competitive matrixes) used to educate the partner to enable improved and faster selling of Extreme Networks products and solutions
bull Number of partner rep strainedutilizing tool
bull Draft copy must be reviewed and approved by Extreme Networks
bull Copy of completed sales tool
bull Email verification from Extreme Networks employee of approved copy
bull Copy of itemized 3rd party invoicesreceipts
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 if Extreme Networks is the sole vendor represented in the materials
bull Partial reimbursement if multiple vendors are represented in materials
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
CUSTOMER TRAINING
INCENTIVES
Training voucher incentive to develop customer knowledge and expertise with Extreme products
bull Copy of training incentive program including rules date of incentive activity anticipated sales revenues wards structure selection criteria sales goals eligibility requirements and award incentives
bull Performance metrics on incentive program with Sales Rep Names customer awards
bull Copy of itemized invoices or 3rd party invoices receipts of training voucher purchase
bull Name of Customers awarded training vouchers
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 100
bull Maximum $25K
bull Training voucher orders over $5k must obtain Extreme Networks Channel Director approval and email of approval uploaded as proof of performance to claim
NOT FOR RESALE (NFR)
EQUIPMENT
Extreme equipment to be used for demonstration purposes to drive customer awareness and sales
Approved quote from NFR Desk Request Form found on PartnerNetValue of equipment ordered is in accordance with the NFR program
bull Invoice from Extreme Networks or Extreme Networks Distributor for NFR equipment purchased
bull Invoice to Extreme Networks for amount to be reimbursed
bull List of NFR equipment serial numbers
bull 100 up to $25K net price per Extreme Networks fiscal year
bull Demo gear Reimbursement is not to exceed 30 of overall EDF Funds accrued
bull NFR program is for demo equipment only
bull Internal use equipment and equipment customer proof-of-concept is not reimbursable via EDF please contact your Extreme Account Manager for Proof of Concept process
LOCALIZATION TRANSLATION
Third party translation of Extreme Networks assets and campaigns that are not provided in partnerrsquos local language
bull Asset to be translated
bull Original invoice from3rd party
bull 100 if Extreme Networks marketing resources are not able to provide translation services
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
CONTENT SYNDICATION
3rd Partner Outsourced Content Syndication Services (EXAMPLE TechTarget)
bull Reachnumber of impressionsnumber of views
bull Number of downloaded assets
bull Copy of itemized 3rd party invoicesreceipts or current internal expense rate card on file with Extreme Networks
bull Invoice Summary for amount to be reimbursed
bull Original screenshot of the activity with related asset featuring the components and the dates of the activity(displaying Extreme Networks name or logo)
bull 50 standard reimbursement as an individual activity
bull 50 to 100 if activity is part of a multi touch integrated campaign
bull Full copy of text including featured product(s) or solutions
bull URL links to social sites
bull If applicable the appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
ADVERTISING CATALOG
SPONSORSHIP BANNERS
Promotional activities that involve Advertisements in magazines catalogs newspapers journals online banner advertising and promotions media broadcasts on radio and TV networks videos inserts and flyers in publicationsMust include Extreme Networks mention and or logo and call to action
bull Copy of proposal including insertion dates publication name and total net cost
bull Original sample displaying Extreme Networks name or logo of magazine newspaper script flyer banner or video link featuring the ad and the date of publication
bull Copy of itemized 3rd party invoicesreceipts showing insertion dates publication name and to talnet cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Final sample of advertisement
bull 50 standard reimbursement
bull Up to 100 if part of Extreme Networks campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
bull Extreme Networks audible announcement twice during any
bull 30-second commercial segment is recommended
bull Call to action Web address with complete URL
bull For any advertising sponsorships that exceed a duration of90 days Partner must submit quarterly PAs and claim reimbursement on a quarterly basis
CUSTOMER LITERATURE OR
COLLATERAL
Any type of tool that will aid in the understanding and selling of Extreme Networks products or solution service offerings to end users This can include Brochures product guides data sheets white papers and training presentations
bull Description of how asset will be used
bull Copy of asset
bull Copy of itemized 3rd party invoicesreceipts showing total net cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Sample of original finished literature
bull 50 standard reimbursement
bull Up to 100 if part of Extreme Networks campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
EXTREME NETWORKS
PROMOTIONAL MERCHANDISE
Purchase promotional merchandise to promote Extreme Networks and Extreme Networks products
bull Quantity purchased
bull Description of how merchandise will be used
bull Photo or sample of the final promotional merchandise (must display Extreme Networks logo)
bull Copy of itemized 3rd party invoicesreceipts
bull 50 standard reimbursement
bull Up to 100 reimbursement may be approved if promotional merchandise is part of an approved partner sponsored activity promoting Extreme as the only vendor pending Extremersquos approval
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull For public sector customer gift rules limits must be considered before promotional merchandise can be offered (ex US Federal has a $20limit)
SEARCH ENGINE PLACEMENT
bull Purchase space on Internet search engines to increase hits to site(s) that promotes Extreme Networks and Extreme Networks products
bull Copy of proposal showing insertion dates and total net cost
bull Copy of itemized 3rd party invoicesreceipts showing insertion dates and total net cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Keyword report (impressions clicks click- thru rate costclick etc)
bull Original screenshot of the campaign featuring the components and the dates of the campaign (displaying Extreme name or logo)
bull 50 standard reimbursement
bull 50 ndash 100 if activity is part of a multi touch integrated campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on the PartnerNet and must be prominently displayed and unaltered
bull We recommend your campaign promotes an asset or strong call to action to optimize performance
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
FUNDED HEADCOUNT
PROGRAM
To create focus and dedication at the partner level so that both Extreme and the partner are able to drive key strategic initiatives
bull Copy of the counter signed Funded Head agreement between Extreme and partner
Agreement found on PartnerNet please contact your Channel Account Manager for details on this program prior to submitting the pre-approval
bull Copy of employee pay stub from period seeking reimbursement
bull Copy of quarterly reporting along with documentation of achieved metrics
bull Invoice to Extreme for amount of agreed upon reimbursement
bull Copy of employee pay stub from period seeking reimbursement
bull Copy of quarterly reporting along with documentation of achieved metrics
bull Invoice to Extreme for amount of agreed upon reimbursement
bull Up to 50 of annual salary
bull Reimbursement should not exceed 40 of partners total EDF accrual
bull All funded heads require regional Channel Director approval
bull Program available only to Platinum and Diamond level partners unless otherwise approved in writing by Extreme All partners must meet program requirements set forth in the Funded Head Agreement
bull Pre-Approval to be submitted at beginning of Extreme fiscal quarter and claimed at end of that same fiscal quarter
bull Contract terms are one year with quarterly metrics review and may be terminated with 30 day written notice based on non-performance of objectives
EXTREME NETWORKS CUSTOMER
CASE STUDY
Development of a printed or video case study that details a customerrsquos positive experience with Extreme Networks Must include benefit customer received and customerrsquos endorsement of Extreme Networks
bull Draft copy must be reviewed and approved by Extreme Networks
bull Number of copies to be printed
bull Copy of final version of Case Study
bull Copy of itemized 3rd party invoices
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 reimbursement contingent on review and final approval of case study by Extreme Networks
bull Development and writing of case studies is offered through Extreme Networks Concierge Service in some regions please contact your Extreme Channel Manager for information
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
BUSINESS CONSULTING
Extreme Networks approved workshops to help Extreme initiatives and strategies to the partner
bull Confirmation to attend webinar workshop
bull Confirmation of attendance
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 100 bull All consulting is conducted by an Extreme Networks approved 3rd party vendor
httpwwwextremenetworkscomcontact Phone +1-408-579-2800
WWWEXTREMENETWORKSCOM
copy2017 Extreme Networks Inc All rights reserved Extreme Networks and the Extreme Networks logo are trademarks or registered trademarks of Extreme Networks Inc in the United States andor other countries All other names are the property of their respective owners For additional information on Extreme Networks Trademarks please see httpwwwextremenetworkscomcompanylegaltrademarks Specifications and product availability are subject to change without notice 11547-0217-09
EDF Program Overview 18
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
ASSETS COLLATERAL
Any type of tool that will aid in the understanding and selling of Extreme products to end users This can include brochures product guides white papers and data sheets that are unique and not already available to partners by Extreme Networks
bull Description of how assets will be utilized
bull Draft copy must be reviewed and approved by Extreme Networks
bull Copy of completed sales tool
bull Copy of itemized 3rd party invoicesreceipts or current
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 50 standard reimbursement contingent on review and final approval of asset by Extreme Networks
bull Up to 100 if delivered with Extreme Networks concierge (USCAN only) or regional marketing support from Extreme Networks as part of an integrated campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
WEB PAGE CREATION
Creation of web type tool that will aid in the understanding and selling of Extreme Networks products This includes landing pages and micro sites that are specific to Extreme Networks including downloadable assets such as brochures product guides videos and presentations for end users
bull Third party proposal SOW that describes deliverable related to Extreme Networks
bull Copy of itemized 3rd party invoicesreceipts
bull Invoice to Extreme Networks for amount to be reimbursed
bull Screen shot of the live web page(s) including specific URL
bull Email verification from Extreme Networks employee of approved copy
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 reimbursement if Extreme Networks is the only vendor represented on the web page contingent on review and final approval of content by Extreme Networks
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
NOT ELIGIBLE Company website development (infrastructure)
bull Monthly charges for server usage hardware software required for implementation or online charges
TRAINING
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
EXTREME NETWORKS PARTNER
CERTIFICATION TRAINING
Training and Certification for partner employees Extreme Networks approved eLearning courses only from Extreme Networks education website where Extreme Networks certification is achieved
bull Number names of individuals to be certified
bull Copy of itemized 3rd party invoices receipts
bull Copy of invoice fromExtreme Netw orks Distribution
bullCredit card transaction receipt
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 standard reimbursement
bull All courses must be Extreme Networks eLEarning course offerings
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration
and Support 10
EDF Activity Matrix 11
A partner with available EDF must follow these procedures to request and receive
reimbursement for eligible activities
bull Submitting PA requests for each activity via Extreme Networks EDF Portal is required A PA must be submitted at least 7 days prior to activity start date Any activity that
takes place before a PA has been approved in the EDF Portal will be denied
bull PA approvals will be reviewed within 3 business days of submission Once
approvedthe PA will be available until 60 days after the Activity end date at
which time the PA will expire It is very important to make sure that accurate activity start and end dates are entered into the PA
bull All requests will be assigned a unique PA Number This PA must be approved by
Extreme Networks before the activity can begin and is valid only for the time
period requested
bull Claims for reimbursement must be accompanied by the required Proof of
Performance and ROI documentation (as specified in this document under
the heading ldquoPoPROI Matrixrdquo) If a claim is not submitted with all required
documentation by the PA expiration date the PA will automatically close and
NOT be paid
bull If the PoP supporting documentation is less than the PA approved or claim
amountthe claim will be paid out at the lesser amount upon receipt of the
Partnerrsquos revised invoice to Extreme Networks
bull Claims can be submitted for up to 25 more than the funds requested in the pre-
approval Any amount exceeding 25 of the original approved amount will need
to go back through the PA process
bull Claims submitted for a prefunded not yet approved activity will not be approved
under any circumstances
bull EDF is currently made available in USD While EDF is made available by Extreme
Networks in USD claims that are submitted in another currency will be translated
to USD and claim reimbursement will be calculated using the appropriate
currency rate at time of claim
bull Reimbursement for approved claims that are accompanied by the required
proof of performance will be paid within 30 business days of claim being
approved for payment
bull Invoice from Partner should be uploaded in the claim for the exact amount
inldquoTotal Claim Amountrdquo Extreme billing address should be
N AMERICA LATAM APAC EMEA
Extreme Networks Inc Extreme Networks Ireland Ltd 6480 Via Del Oro Rineanna House
San Jose CA 95119 USA Shannon Free Zone
Shannon Co Clare Ireland VAT No IE8215318B
bull Invoices for claim reimbursement should ONLY be submitted in the EDF
Portalplease do not submit these to our Accounts Payables department directly
otherwise this will hold up the payment processing
Rules for Requesting and Claiming
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration
and Support 10
EDF Activity Matrix 11
EDF Process at A Glance
ACTION TIMELINE PROCESS
PARTNER SUBMITS PRE-APPROVAL
(PA)
7 days prior to activity start date
Activity start and end dates cannot extend beyond the day before funds are due to expire
PA REVIEWED BY EXTREME
Approximately 2-3 business days from PA submission date
Extreme representatives review PA They may approve deny or request additional information from partner
IF PA APPROVED PARTNER
CONDUCTS ACTIVITY
Partners are notified via emailbull PA is approvedbull Amount percentage of funding
that is approved
PARTNER SUBMITS CLAIM
AGAINST PA
Submit within 60 days after activity end date
Partners are notified via emailbull PA is approvedbull Amount percentage of funding
that is approved
CLAIM VALIDATION
BEGINS
Validation will occur within 5-10 business days of claim submission
bull Partners are notified via email if claim is on hold due to missing or incomplete PoP along with the deadline to provide the information
bull Length of validation process is determined by completeness of required information submitted Incomplete or missing PoP or ROI will delay an approval PoP or ROI that does not align with approved activity details or contains ineligible expenses or other questionable items may also impact the approval timeline
CLAIM AUDIT
COMPLETE
PA Reviewed by Extreme
bull Partner notified via email when claim is validated and payment is on its way
bull Partners will be notified if claim expires before appropriate incomplete or missing PoP is provided or if claim submission is denied
CLAIM IS PAIDPA Reviewed by Extreme
bull Claims are paid within 30 business days from the day the claim is validated
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting
and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration
and Support 10
EDF Activity Matrix 11
Return on Investment (RIO)
Extreme Networks requires partners to provide ROI metrics for marketing activities
to measure the effectiveness of EDF investments Partners must provide metrics
via the EDF Portal twice during the process
bull Initial metric estimate is due at the time the partner submits the PA request
bull Achieved actual metrics are due at the time of claim submission
Measurement of ROI activities under the Demand Generation category is expected
to give 251 Pipeline ROI and 101 on Closed Revenue ROI Please make sure to enter
accurate number of leads For details on deal registration please visit PartnerNet
The submitted ROI may be leveraged to make decisions for future funding Partners
are encouraged to submit accurate results in a timely manner to assist in funding
discussions with your Extreme Networks Manager
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting
and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration
and Support 10
EDF Activity Matrix 11
General Terms and Conditions
As a reminder under the terms of your partner agreement with Extreme Networks
you have an obligation to comply with all applicable laws including but not limited
to the anti-corruption laws such as the US Foreign Corrupt Practices Act This means
that neither you nor any of your agents may make any direct or indirect payments of
anything of value for the purpose of obtaining business to any government official
(including any person holding an executive legislative judicial or administrative
office whether elected or appointed or of any public international organization such
as the United Nations or World Bank or any person acting in any official capacity
for or on behalf of such government public enterprise or state-owned business)
any political party or party official any political candidate or any person or entity
who you know will give part of the payments to any of the previously mentioned
categories of people If you have any further questions about the FCPA you may visit
the Department of Justicersquos website at httpwwwusdojgovcriminalfraudfcpa
Any violation of these rules is subject to immediate termination of the Extreme EDF
program and potentially the Extreme Networks Partner Program
bull Extreme Networks will not directly reimburse any 3rd party vendor on behalf of
a partner This is the sole responsibility of the partner
bull With respect to all personally identifiable information that it collects from
customers and prospective customers partners should understand and follow
all applicable privacy laws and regulations Extreme Networks expects that a
partner will have a posted privacy policy that governs its treatment of such
information and is followed by partner honor any opt-out requests in accordance
with applicable law and contact customers and prospective customers only in
accordance with applicable law
bull If a partner agreement is terminated for any reason Extreme Networks will pay
any outstanding claims if already approved by Extreme Networks up to the date
of actual termination On the date of termination all funds will be removed and
any open Prior Approvals will be closed Termination as an Extreme Networks
partner results in ineligibility in the Extreme Networks EDF Program as of the
date of termination
bull Extreme Networks reserves the right to change the terms of the Extreme
Networks EDF Program or revoke the program at any time for any reason
bull In the event that the partner fails to comply with these Terms Extreme Networks
reserves the right to reclaim any incorrect claims and the costs of an audit
exclude partner from Extreme Networks EDF Program or exclude partner from
the EPN program or other applicable programs
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting
and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration and Support 10
EDF Activity Matrix 11
EDF Training Funds Administration and Support
Extreme has contracted Channel Fusion for global EDF program administration
including management of funds activities and claims via their online portal audits
on claims
When necessary Channel Fusion representatives may contact partners directly
via phone or email and also via automated emails throughout various stages of
the funding life cycle (eg PA-related emails claim related emails fund expiration
notices etc)
All information and documents provided by partners through the DEVELOPMENT
FUNDS Portal are stored on secure servers and shared only between our 3rd party
vendor and Extreme as part of the claims auditing and payment administration
process The information is not shared with third parties except where required by
internal audit andor SOX compliance purposes
Extreme has a dedicated team of specialists available to support the
EDF program All inquiries should be submitted to your local resource or
partnerprogramsextremenetworkscom
Extremersquos goal is to respond to inquiries and resolve issues as quickly as possible
While we aim to respond to inquiries within 24 hours of receipt and resolve issues
within three business days there may be circumstances that prevent us from
meeting those timelines
DEMAND GENERATION
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
CUSTOMER OR
PARTNER EVENT
Customer prospect or Partner Seminar Webinar Event hosted and driven by the partner focused on Extreme Networks or a joint solution with an Extreme Networks Technology Solutions Partner
bull Event must include a presentation by an Extreme Networks employee Partner representative or a customer speaking on behalf of Extreme Networks
bull Minimum 30 minutes of Extreme Networks content speaking time is required
bull Original invitation and detailed agenda for event
bull Identify confirmed Extreme Networks presenter Invitation list
bull Attendee list
bull Copy of itemized 3rd party invoicesreceipts
bull Invoice to Extreme Networks for amount to be reimbursed
bull Photo displaying Extreme Networks name or logo on a presentation banner event booklet etc showing Extreme representation
Event
bull 50 standard reimbursement if Extreme is the sole vendor represented
bull Up to 100 if the following criteria are met
bull Extreme Networks is the sole vendor represented and speaking engagement with an Extreme Networks subject matter expert to present ampor support event
bull If multiple vendors are represented Extreme will reimburse a fair percentage based on the number of vendors
Partner ROI Guidelines Events should consistently meet 20x investment ROI expectations or achievements of ROI expectations set by CAM during business planning
bull The appropriate Extreme logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull Attendee list must contain Company and Customer Names
bull Exceptions made to 30 minute speaking requirement when the event is a table top round table or speed meeting event (Partner must enter
ldquotable top round table or speed meeting eventrdquo in activity description to avoid claim being put on hold)
NOT ELIGIBLE
bull Booth purchase or construction ndash booth rental is eligible
TRADESHOW
Participation in a tradeshow sponsored by a 3rd party industry or partner to promote Extreme Networks and the sale of Extreme Networks products
bull Copy of itemized sponsorship document with dollar amount
bull Identify confirmed Extreme Networks presenter
Copy of itemized 3rd party invoicesreceipts or fully executed sponsorship contract with dollar amount
bull Attendee list if available
bull List of leads generated from event
bull Complete package of collateral - if applicable
bull Photo of booth displaying Extreme Networks branding
bull Invoice to Extreme Networks for amount to be reimbursed
Event
bull bull50 standard reimbursement
bull Up to 100 if the following criteria are met
bull Extreme Networks is the sole vendor represented
bull Speaking Engagement with and Extreme Networks executive (Sr Director or above) or subject matter expert to present and or support event
bull Minimum 30 minutes of Extreme Networks content speaking time is required CAM during business planning
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull Attendee and lead list must contain Company Name Customer Name
NOT ELIGIBLE
bull Booth purchase or construction ndash booth rental is eligible
bull Attendee registration fees
EDF Activity Matrix
DEMAND GENERATION
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
DIRECT MAIL OR EMAIL CAMPAIGN
bull Creative development production printing and postage of direct mail or email pieces product flyers postcard announcements newsletters and campaign materials
bull Specific list purchase for purpose of mailing
bull Copy of itemized 3rd party proposal showing insertion dates publication name and total net cost
bull Copy of itemized 3rd party invoicesreceipts showing insertion dates publication name and total net cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Original samplephoto or screenshot if internet based of directemail campaign components and dates (displaying Extreme Networks name or logo)
bull Recipient list
Free with Demand Center campaign tools
bull bull50 standard reimbursement if developed and executed by partner
Or
bull 50- 100 if delivered with Extreme Networks concierge (USCAN only) or regional marketing support from Extreme Networks
ROI Guidelines
bull Email in order to continuously reimburse email activity partners must consistently meet industry standards for ROI (2 click through rate)
bull 1-2 direct mail response rate or ROI expectations set by CAM during business planning
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull Annual or Quarterly list subscription services from reputable providers will be reimbursed up to 25 of the monthly quarterly invoice
INTEGRATED SALES AND MARKETING CAMPAIGN
Integrated campaigns to drive partner and Extreme Networks objectives including but not limited to direct mail email telemarketing sales incentive seminar or other approved activities
bull List of all activities included in the Integrated Marketing Campaign must be submitted at time of PA and referenced at time of claim
bull At claim Proof of Performance (PoP)for each activity must be submitted
bull Invoice to Extreme Networks for amount to be reimbursed
bull 50 standard reimbursement
bull Up to 100 depending on strength of plan proposed by partner andor delivered with Extreme Networks concierge (USCAN only) or marketing support from Extreme Networks in APAC LATAM and EMEA
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet must be prominently displayed and unaltered
bull AttendeeLeads list must contain Company Name Customer Name
bull Sample(s) must be provided for quarterly activities being claimed
bull All documentation must specifically reference Extreme Networks
TELEMARKETING CAMPAIGN
APPOINTMENT SETTING
Demand generation telemarketing campaigns conducted by an approved third party vendor on behalf of the partner
Must be Extreme Networks focused or promote a joint solution with an Extreme Networks Technology Solutions Partner Telemarketing for the following
bull Appointment setting
bull Event recruitment
bull BANT lead gen
bull ldquoTele-chaserdquo follow up to direct marketing campaigns
bull Guaranteed number of attendees to an event to be delivered by vendor
bull Copy of draft telemarketing script
bull Call list identifying target name company job title (list of resulting leads andor attendees maybe provided in lieu of this)
bull Copy of itemized 3rd party invoicesreceipts
bull Copy of final telemarketing script
bull Invoice to Extreme Networks for amount to be reimbursed
bull 50 standard reimbursement for lead gen to develop BANT qualified leads
bull Up to 100 if delivered with Extreme Networks concierge (USCAN only) or regional marketing support from Extreme Networks
bull For appointment setting campaigns Sliding scale of 50-100 based on performance against guaranteed appointment goal
bull List must contain Company Name Customer Name and
bull Meeting date if appointment setting
bull Registered attendees if event recruitment
bull Lead designations if lead generation
DEMAND GENERATION
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
EXTREME NETWORKS EXECUTIVE BRIEFING
Extreme Networks executive briefings for customers of Extreme Networks partners held in San Jose CA or Salem NH Raleigh NC or an approved Solution Demo facility Customer deal size must be in excess of$200000
bull Number of customers attending
bull Estimated Extreme Networks Pipeline
bull Attendee list
bull Copy of all itemized receipts for lodging and transportation fare showing dates cost and flight class
bull Proof of invitation and detailed agenda for event
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 standard reimbursement
bull Airfare coacheconomy only
bull Maximum reimbursement of 2 nights hotel stay 3 nights for international
bull Maximum 3 days car rental 4 days for international
bull Attendee list must contain Company Name Customer Name
bull Travel reimbursement is for customers only
NOT ELIGIBLE Meals alcohol and entertainment activities outside of EBC visit
SALES INCENTIVES
Partner sales incentive or SPIF to generate incremental revenue for indicated quarter providing the incentive activity complies with Extreme Networks guidelines and policies for reimbursement as well as local and international law
bull Copy of incentive program including rules date of incentive activity anticipated sales revenues awards structure selection criteria sales goals eligibility requirements and award incentives
bull Performance metrics on incentive program with Sales Rep Names attainment and total Payout amounts
bull Copy of itemized invoices or 3rd party invoices receipts andor Point of Sale (POS) report
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 100
bull Maximum of $25K
bull Activities over $25k must obtain Extreme Networks Sr Director approval and email of approval uploaded as proof of performance to claim
bull Partner is liable for applicable income taxes or other as they apply in hisher region
LISTPURCHASE
SUBSCRIPTION
Custom contact discovery list rentals or purchases and subscription based services (Example vendor Rain King)
bull Target market and list parameters
bull Company target list if available
bull Quantity of contacts expected
bull 3rd party rentalpurchase name
bull Custom contact discovery and list purchases actual list of contacts developed
bull List rentals Copy of itemized invoices from rental agency showing insertions dates quantity
Standalone Lists
bull bull50 for standalone list build not part of an integrated campaign
bull 50-100 if part of an integrated campaign (email tele) deployed by Concierge or Extreme Networks
bull 25 for annual list subscriptions (ex Rain King)
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull Annual or Quarterly list subscription services from reputable providers will be reimbursed up to 25 of the monthly quarterly invoice
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
PARTNER SALES TOOL
DEVELOPMENT
Creation of sales tool (eg product guide cheat sheet competitive matrixes) used to educate the partner to enable improved and faster selling of Extreme Networks products and solutions
bull Number of partner rep strainedutilizing tool
bull Draft copy must be reviewed and approved by Extreme Networks
bull Copy of completed sales tool
bull Email verification from Extreme Networks employee of approved copy
bull Copy of itemized 3rd party invoicesreceipts
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 if Extreme Networks is the sole vendor represented in the materials
bull Partial reimbursement if multiple vendors are represented in materials
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
CUSTOMER TRAINING
INCENTIVES
Training voucher incentive to develop customer knowledge and expertise with Extreme products
bull Copy of training incentive program including rules date of incentive activity anticipated sales revenues wards structure selection criteria sales goals eligibility requirements and award incentives
bull Performance metrics on incentive program with Sales Rep Names customer awards
bull Copy of itemized invoices or 3rd party invoices receipts of training voucher purchase
bull Name of Customers awarded training vouchers
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 100
bull Maximum $25K
bull Training voucher orders over $5k must obtain Extreme Networks Channel Director approval and email of approval uploaded as proof of performance to claim
NOT FOR RESALE (NFR)
EQUIPMENT
Extreme equipment to be used for demonstration purposes to drive customer awareness and sales
Approved quote from NFR Desk Request Form found on PartnerNetValue of equipment ordered is in accordance with the NFR program
bull Invoice from Extreme Networks or Extreme Networks Distributor for NFR equipment purchased
bull Invoice to Extreme Networks for amount to be reimbursed
bull List of NFR equipment serial numbers
bull 100 up to $25K net price per Extreme Networks fiscal year
bull Demo gear Reimbursement is not to exceed 30 of overall EDF Funds accrued
bull NFR program is for demo equipment only
bull Internal use equipment and equipment customer proof-of-concept is not reimbursable via EDF please contact your Extreme Account Manager for Proof of Concept process
LOCALIZATION TRANSLATION
Third party translation of Extreme Networks assets and campaigns that are not provided in partnerrsquos local language
bull Asset to be translated
bull Original invoice from3rd party
bull 100 if Extreme Networks marketing resources are not able to provide translation services
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
CONTENT SYNDICATION
3rd Partner Outsourced Content Syndication Services (EXAMPLE TechTarget)
bull Reachnumber of impressionsnumber of views
bull Number of downloaded assets
bull Copy of itemized 3rd party invoicesreceipts or current internal expense rate card on file with Extreme Networks
bull Invoice Summary for amount to be reimbursed
bull Original screenshot of the activity with related asset featuring the components and the dates of the activity(displaying Extreme Networks name or logo)
bull 50 standard reimbursement as an individual activity
bull 50 to 100 if activity is part of a multi touch integrated campaign
bull Full copy of text including featured product(s) or solutions
bull URL links to social sites
bull If applicable the appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
ADVERTISING CATALOG
SPONSORSHIP BANNERS
Promotional activities that involve Advertisements in magazines catalogs newspapers journals online banner advertising and promotions media broadcasts on radio and TV networks videos inserts and flyers in publicationsMust include Extreme Networks mention and or logo and call to action
bull Copy of proposal including insertion dates publication name and total net cost
bull Original sample displaying Extreme Networks name or logo of magazine newspaper script flyer banner or video link featuring the ad and the date of publication
bull Copy of itemized 3rd party invoicesreceipts showing insertion dates publication name and to talnet cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Final sample of advertisement
bull 50 standard reimbursement
bull Up to 100 if part of Extreme Networks campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
bull Extreme Networks audible announcement twice during any
bull 30-second commercial segment is recommended
bull Call to action Web address with complete URL
bull For any advertising sponsorships that exceed a duration of90 days Partner must submit quarterly PAs and claim reimbursement on a quarterly basis
CUSTOMER LITERATURE OR
COLLATERAL
Any type of tool that will aid in the understanding and selling of Extreme Networks products or solution service offerings to end users This can include Brochures product guides data sheets white papers and training presentations
bull Description of how asset will be used
bull Copy of asset
bull Copy of itemized 3rd party invoicesreceipts showing total net cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Sample of original finished literature
bull 50 standard reimbursement
bull Up to 100 if part of Extreme Networks campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
EXTREME NETWORKS
PROMOTIONAL MERCHANDISE
Purchase promotional merchandise to promote Extreme Networks and Extreme Networks products
bull Quantity purchased
bull Description of how merchandise will be used
bull Photo or sample of the final promotional merchandise (must display Extreme Networks logo)
bull Copy of itemized 3rd party invoicesreceipts
bull 50 standard reimbursement
bull Up to 100 reimbursement may be approved if promotional merchandise is part of an approved partner sponsored activity promoting Extreme as the only vendor pending Extremersquos approval
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull For public sector customer gift rules limits must be considered before promotional merchandise can be offered (ex US Federal has a $20limit)
SEARCH ENGINE PLACEMENT
bull Purchase space on Internet search engines to increase hits to site(s) that promotes Extreme Networks and Extreme Networks products
bull Copy of proposal showing insertion dates and total net cost
bull Copy of itemized 3rd party invoicesreceipts showing insertion dates and total net cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Keyword report (impressions clicks click- thru rate costclick etc)
bull Original screenshot of the campaign featuring the components and the dates of the campaign (displaying Extreme name or logo)
bull 50 standard reimbursement
bull 50 ndash 100 if activity is part of a multi touch integrated campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on the PartnerNet and must be prominently displayed and unaltered
bull We recommend your campaign promotes an asset or strong call to action to optimize performance
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
FUNDED HEADCOUNT
PROGRAM
To create focus and dedication at the partner level so that both Extreme and the partner are able to drive key strategic initiatives
bull Copy of the counter signed Funded Head agreement between Extreme and partner
Agreement found on PartnerNet please contact your Channel Account Manager for details on this program prior to submitting the pre-approval
bull Copy of employee pay stub from period seeking reimbursement
bull Copy of quarterly reporting along with documentation of achieved metrics
bull Invoice to Extreme for amount of agreed upon reimbursement
bull Copy of employee pay stub from period seeking reimbursement
bull Copy of quarterly reporting along with documentation of achieved metrics
bull Invoice to Extreme for amount of agreed upon reimbursement
bull Up to 50 of annual salary
bull Reimbursement should not exceed 40 of partners total EDF accrual
bull All funded heads require regional Channel Director approval
bull Program available only to Platinum and Diamond level partners unless otherwise approved in writing by Extreme All partners must meet program requirements set forth in the Funded Head Agreement
bull Pre-Approval to be submitted at beginning of Extreme fiscal quarter and claimed at end of that same fiscal quarter
bull Contract terms are one year with quarterly metrics review and may be terminated with 30 day written notice based on non-performance of objectives
EXTREME NETWORKS CUSTOMER
CASE STUDY
Development of a printed or video case study that details a customerrsquos positive experience with Extreme Networks Must include benefit customer received and customerrsquos endorsement of Extreme Networks
bull Draft copy must be reviewed and approved by Extreme Networks
bull Number of copies to be printed
bull Copy of final version of Case Study
bull Copy of itemized 3rd party invoices
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 reimbursement contingent on review and final approval of case study by Extreme Networks
bull Development and writing of case studies is offered through Extreme Networks Concierge Service in some regions please contact your Extreme Channel Manager for information
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
BUSINESS CONSULTING
Extreme Networks approved workshops to help Extreme initiatives and strategies to the partner
bull Confirmation to attend webinar workshop
bull Confirmation of attendance
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 100 bull All consulting is conducted by an Extreme Networks approved 3rd party vendor
httpwwwextremenetworkscomcontact Phone +1-408-579-2800
WWWEXTREMENETWORKSCOM
copy2017 Extreme Networks Inc All rights reserved Extreme Networks and the Extreme Networks logo are trademarks or registered trademarks of Extreme Networks Inc in the United States andor other countries All other names are the property of their respective owners For additional information on Extreme Networks Trademarks please see httpwwwextremenetworkscomcompanylegaltrademarks Specifications and product availability are subject to change without notice 11547-0217-09
EDF Program Overview 18
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
ASSETS COLLATERAL
Any type of tool that will aid in the understanding and selling of Extreme products to end users This can include brochures product guides white papers and data sheets that are unique and not already available to partners by Extreme Networks
bull Description of how assets will be utilized
bull Draft copy must be reviewed and approved by Extreme Networks
bull Copy of completed sales tool
bull Copy of itemized 3rd party invoicesreceipts or current
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 50 standard reimbursement contingent on review and final approval of asset by Extreme Networks
bull Up to 100 if delivered with Extreme Networks concierge (USCAN only) or regional marketing support from Extreme Networks as part of an integrated campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
WEB PAGE CREATION
Creation of web type tool that will aid in the understanding and selling of Extreme Networks products This includes landing pages and micro sites that are specific to Extreme Networks including downloadable assets such as brochures product guides videos and presentations for end users
bull Third party proposal SOW that describes deliverable related to Extreme Networks
bull Copy of itemized 3rd party invoicesreceipts
bull Invoice to Extreme Networks for amount to be reimbursed
bull Screen shot of the live web page(s) including specific URL
bull Email verification from Extreme Networks employee of approved copy
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 reimbursement if Extreme Networks is the only vendor represented on the web page contingent on review and final approval of content by Extreme Networks
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
NOT ELIGIBLE Company website development (infrastructure)
bull Monthly charges for server usage hardware software required for implementation or online charges
TRAINING
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
EXTREME NETWORKS PARTNER
CERTIFICATION TRAINING
Training and Certification for partner employees Extreme Networks approved eLearning courses only from Extreme Networks education website where Extreme Networks certification is achieved
bull Number names of individuals to be certified
bull Copy of itemized 3rd party invoices receipts
bull Copy of invoice fromExtreme Netw orks Distribution
bullCredit card transaction receipt
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 standard reimbursement
bull All courses must be Extreme Networks eLEarning course offerings
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration
and Support 10
EDF Activity Matrix 11
EDF Process at A Glance
ACTION TIMELINE PROCESS
PARTNER SUBMITS PRE-APPROVAL
(PA)
7 days prior to activity start date
Activity start and end dates cannot extend beyond the day before funds are due to expire
PA REVIEWED BY EXTREME
Approximately 2-3 business days from PA submission date
Extreme representatives review PA They may approve deny or request additional information from partner
IF PA APPROVED PARTNER
CONDUCTS ACTIVITY
Partners are notified via emailbull PA is approvedbull Amount percentage of funding
that is approved
PARTNER SUBMITS CLAIM
AGAINST PA
Submit within 60 days after activity end date
Partners are notified via emailbull PA is approvedbull Amount percentage of funding
that is approved
CLAIM VALIDATION
BEGINS
Validation will occur within 5-10 business days of claim submission
bull Partners are notified via email if claim is on hold due to missing or incomplete PoP along with the deadline to provide the information
bull Length of validation process is determined by completeness of required information submitted Incomplete or missing PoP or ROI will delay an approval PoP or ROI that does not align with approved activity details or contains ineligible expenses or other questionable items may also impact the approval timeline
CLAIM AUDIT
COMPLETE
PA Reviewed by Extreme
bull Partner notified via email when claim is validated and payment is on its way
bull Partners will be notified if claim expires before appropriate incomplete or missing PoP is provided or if claim submission is denied
CLAIM IS PAIDPA Reviewed by Extreme
bull Claims are paid within 30 business days from the day the claim is validated
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting
and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration
and Support 10
EDF Activity Matrix 11
Return on Investment (RIO)
Extreme Networks requires partners to provide ROI metrics for marketing activities
to measure the effectiveness of EDF investments Partners must provide metrics
via the EDF Portal twice during the process
bull Initial metric estimate is due at the time the partner submits the PA request
bull Achieved actual metrics are due at the time of claim submission
Measurement of ROI activities under the Demand Generation category is expected
to give 251 Pipeline ROI and 101 on Closed Revenue ROI Please make sure to enter
accurate number of leads For details on deal registration please visit PartnerNet
The submitted ROI may be leveraged to make decisions for future funding Partners
are encouraged to submit accurate results in a timely manner to assist in funding
discussions with your Extreme Networks Manager
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting
and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration
and Support 10
EDF Activity Matrix 11
General Terms and Conditions
As a reminder under the terms of your partner agreement with Extreme Networks
you have an obligation to comply with all applicable laws including but not limited
to the anti-corruption laws such as the US Foreign Corrupt Practices Act This means
that neither you nor any of your agents may make any direct or indirect payments of
anything of value for the purpose of obtaining business to any government official
(including any person holding an executive legislative judicial or administrative
office whether elected or appointed or of any public international organization such
as the United Nations or World Bank or any person acting in any official capacity
for or on behalf of such government public enterprise or state-owned business)
any political party or party official any political candidate or any person or entity
who you know will give part of the payments to any of the previously mentioned
categories of people If you have any further questions about the FCPA you may visit
the Department of Justicersquos website at httpwwwusdojgovcriminalfraudfcpa
Any violation of these rules is subject to immediate termination of the Extreme EDF
program and potentially the Extreme Networks Partner Program
bull Extreme Networks will not directly reimburse any 3rd party vendor on behalf of
a partner This is the sole responsibility of the partner
bull With respect to all personally identifiable information that it collects from
customers and prospective customers partners should understand and follow
all applicable privacy laws and regulations Extreme Networks expects that a
partner will have a posted privacy policy that governs its treatment of such
information and is followed by partner honor any opt-out requests in accordance
with applicable law and contact customers and prospective customers only in
accordance with applicable law
bull If a partner agreement is terminated for any reason Extreme Networks will pay
any outstanding claims if already approved by Extreme Networks up to the date
of actual termination On the date of termination all funds will be removed and
any open Prior Approvals will be closed Termination as an Extreme Networks
partner results in ineligibility in the Extreme Networks EDF Program as of the
date of termination
bull Extreme Networks reserves the right to change the terms of the Extreme
Networks EDF Program or revoke the program at any time for any reason
bull In the event that the partner fails to comply with these Terms Extreme Networks
reserves the right to reclaim any incorrect claims and the costs of an audit
exclude partner from Extreme Networks EDF Program or exclude partner from
the EPN program or other applicable programs
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting
and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration and Support 10
EDF Activity Matrix 11
EDF Training Funds Administration and Support
Extreme has contracted Channel Fusion for global EDF program administration
including management of funds activities and claims via their online portal audits
on claims
When necessary Channel Fusion representatives may contact partners directly
via phone or email and also via automated emails throughout various stages of
the funding life cycle (eg PA-related emails claim related emails fund expiration
notices etc)
All information and documents provided by partners through the DEVELOPMENT
FUNDS Portal are stored on secure servers and shared only between our 3rd party
vendor and Extreme as part of the claims auditing and payment administration
process The information is not shared with third parties except where required by
internal audit andor SOX compliance purposes
Extreme has a dedicated team of specialists available to support the
EDF program All inquiries should be submitted to your local resource or
partnerprogramsextremenetworkscom
Extremersquos goal is to respond to inquiries and resolve issues as quickly as possible
While we aim to respond to inquiries within 24 hours of receipt and resolve issues
within three business days there may be circumstances that prevent us from
meeting those timelines
DEMAND GENERATION
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
CUSTOMER OR
PARTNER EVENT
Customer prospect or Partner Seminar Webinar Event hosted and driven by the partner focused on Extreme Networks or a joint solution with an Extreme Networks Technology Solutions Partner
bull Event must include a presentation by an Extreme Networks employee Partner representative or a customer speaking on behalf of Extreme Networks
bull Minimum 30 minutes of Extreme Networks content speaking time is required
bull Original invitation and detailed agenda for event
bull Identify confirmed Extreme Networks presenter Invitation list
bull Attendee list
bull Copy of itemized 3rd party invoicesreceipts
bull Invoice to Extreme Networks for amount to be reimbursed
bull Photo displaying Extreme Networks name or logo on a presentation banner event booklet etc showing Extreme representation
Event
bull 50 standard reimbursement if Extreme is the sole vendor represented
bull Up to 100 if the following criteria are met
bull Extreme Networks is the sole vendor represented and speaking engagement with an Extreme Networks subject matter expert to present ampor support event
bull If multiple vendors are represented Extreme will reimburse a fair percentage based on the number of vendors
Partner ROI Guidelines Events should consistently meet 20x investment ROI expectations or achievements of ROI expectations set by CAM during business planning
bull The appropriate Extreme logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull Attendee list must contain Company and Customer Names
bull Exceptions made to 30 minute speaking requirement when the event is a table top round table or speed meeting event (Partner must enter
ldquotable top round table or speed meeting eventrdquo in activity description to avoid claim being put on hold)
NOT ELIGIBLE
bull Booth purchase or construction ndash booth rental is eligible
TRADESHOW
Participation in a tradeshow sponsored by a 3rd party industry or partner to promote Extreme Networks and the sale of Extreme Networks products
bull Copy of itemized sponsorship document with dollar amount
bull Identify confirmed Extreme Networks presenter
Copy of itemized 3rd party invoicesreceipts or fully executed sponsorship contract with dollar amount
bull Attendee list if available
bull List of leads generated from event
bull Complete package of collateral - if applicable
bull Photo of booth displaying Extreme Networks branding
bull Invoice to Extreme Networks for amount to be reimbursed
Event
bull bull50 standard reimbursement
bull Up to 100 if the following criteria are met
bull Extreme Networks is the sole vendor represented
bull Speaking Engagement with and Extreme Networks executive (Sr Director or above) or subject matter expert to present and or support event
bull Minimum 30 minutes of Extreme Networks content speaking time is required CAM during business planning
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull Attendee and lead list must contain Company Name Customer Name
NOT ELIGIBLE
bull Booth purchase or construction ndash booth rental is eligible
bull Attendee registration fees
EDF Activity Matrix
DEMAND GENERATION
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
DIRECT MAIL OR EMAIL CAMPAIGN
bull Creative development production printing and postage of direct mail or email pieces product flyers postcard announcements newsletters and campaign materials
bull Specific list purchase for purpose of mailing
bull Copy of itemized 3rd party proposal showing insertion dates publication name and total net cost
bull Copy of itemized 3rd party invoicesreceipts showing insertion dates publication name and total net cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Original samplephoto or screenshot if internet based of directemail campaign components and dates (displaying Extreme Networks name or logo)
bull Recipient list
Free with Demand Center campaign tools
bull bull50 standard reimbursement if developed and executed by partner
Or
bull 50- 100 if delivered with Extreme Networks concierge (USCAN only) or regional marketing support from Extreme Networks
ROI Guidelines
bull Email in order to continuously reimburse email activity partners must consistently meet industry standards for ROI (2 click through rate)
bull 1-2 direct mail response rate or ROI expectations set by CAM during business planning
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull Annual or Quarterly list subscription services from reputable providers will be reimbursed up to 25 of the monthly quarterly invoice
INTEGRATED SALES AND MARKETING CAMPAIGN
Integrated campaigns to drive partner and Extreme Networks objectives including but not limited to direct mail email telemarketing sales incentive seminar or other approved activities
bull List of all activities included in the Integrated Marketing Campaign must be submitted at time of PA and referenced at time of claim
bull At claim Proof of Performance (PoP)for each activity must be submitted
bull Invoice to Extreme Networks for amount to be reimbursed
bull 50 standard reimbursement
bull Up to 100 depending on strength of plan proposed by partner andor delivered with Extreme Networks concierge (USCAN only) or marketing support from Extreme Networks in APAC LATAM and EMEA
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet must be prominently displayed and unaltered
bull AttendeeLeads list must contain Company Name Customer Name
bull Sample(s) must be provided for quarterly activities being claimed
bull All documentation must specifically reference Extreme Networks
TELEMARKETING CAMPAIGN
APPOINTMENT SETTING
Demand generation telemarketing campaigns conducted by an approved third party vendor on behalf of the partner
Must be Extreme Networks focused or promote a joint solution with an Extreme Networks Technology Solutions Partner Telemarketing for the following
bull Appointment setting
bull Event recruitment
bull BANT lead gen
bull ldquoTele-chaserdquo follow up to direct marketing campaigns
bull Guaranteed number of attendees to an event to be delivered by vendor
bull Copy of draft telemarketing script
bull Call list identifying target name company job title (list of resulting leads andor attendees maybe provided in lieu of this)
bull Copy of itemized 3rd party invoicesreceipts
bull Copy of final telemarketing script
bull Invoice to Extreme Networks for amount to be reimbursed
bull 50 standard reimbursement for lead gen to develop BANT qualified leads
bull Up to 100 if delivered with Extreme Networks concierge (USCAN only) or regional marketing support from Extreme Networks
bull For appointment setting campaigns Sliding scale of 50-100 based on performance against guaranteed appointment goal
bull List must contain Company Name Customer Name and
bull Meeting date if appointment setting
bull Registered attendees if event recruitment
bull Lead designations if lead generation
DEMAND GENERATION
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
EXTREME NETWORKS EXECUTIVE BRIEFING
Extreme Networks executive briefings for customers of Extreme Networks partners held in San Jose CA or Salem NH Raleigh NC or an approved Solution Demo facility Customer deal size must be in excess of$200000
bull Number of customers attending
bull Estimated Extreme Networks Pipeline
bull Attendee list
bull Copy of all itemized receipts for lodging and transportation fare showing dates cost and flight class
bull Proof of invitation and detailed agenda for event
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 standard reimbursement
bull Airfare coacheconomy only
bull Maximum reimbursement of 2 nights hotel stay 3 nights for international
bull Maximum 3 days car rental 4 days for international
bull Attendee list must contain Company Name Customer Name
bull Travel reimbursement is for customers only
NOT ELIGIBLE Meals alcohol and entertainment activities outside of EBC visit
SALES INCENTIVES
Partner sales incentive or SPIF to generate incremental revenue for indicated quarter providing the incentive activity complies with Extreme Networks guidelines and policies for reimbursement as well as local and international law
bull Copy of incentive program including rules date of incentive activity anticipated sales revenues awards structure selection criteria sales goals eligibility requirements and award incentives
bull Performance metrics on incentive program with Sales Rep Names attainment and total Payout amounts
bull Copy of itemized invoices or 3rd party invoices receipts andor Point of Sale (POS) report
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 100
bull Maximum of $25K
bull Activities over $25k must obtain Extreme Networks Sr Director approval and email of approval uploaded as proof of performance to claim
bull Partner is liable for applicable income taxes or other as they apply in hisher region
LISTPURCHASE
SUBSCRIPTION
Custom contact discovery list rentals or purchases and subscription based services (Example vendor Rain King)
bull Target market and list parameters
bull Company target list if available
bull Quantity of contacts expected
bull 3rd party rentalpurchase name
bull Custom contact discovery and list purchases actual list of contacts developed
bull List rentals Copy of itemized invoices from rental agency showing insertions dates quantity
Standalone Lists
bull bull50 for standalone list build not part of an integrated campaign
bull 50-100 if part of an integrated campaign (email tele) deployed by Concierge or Extreme Networks
bull 25 for annual list subscriptions (ex Rain King)
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull Annual or Quarterly list subscription services from reputable providers will be reimbursed up to 25 of the monthly quarterly invoice
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
PARTNER SALES TOOL
DEVELOPMENT
Creation of sales tool (eg product guide cheat sheet competitive matrixes) used to educate the partner to enable improved and faster selling of Extreme Networks products and solutions
bull Number of partner rep strainedutilizing tool
bull Draft copy must be reviewed and approved by Extreme Networks
bull Copy of completed sales tool
bull Email verification from Extreme Networks employee of approved copy
bull Copy of itemized 3rd party invoicesreceipts
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 if Extreme Networks is the sole vendor represented in the materials
bull Partial reimbursement if multiple vendors are represented in materials
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
CUSTOMER TRAINING
INCENTIVES
Training voucher incentive to develop customer knowledge and expertise with Extreme products
bull Copy of training incentive program including rules date of incentive activity anticipated sales revenues wards structure selection criteria sales goals eligibility requirements and award incentives
bull Performance metrics on incentive program with Sales Rep Names customer awards
bull Copy of itemized invoices or 3rd party invoices receipts of training voucher purchase
bull Name of Customers awarded training vouchers
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 100
bull Maximum $25K
bull Training voucher orders over $5k must obtain Extreme Networks Channel Director approval and email of approval uploaded as proof of performance to claim
NOT FOR RESALE (NFR)
EQUIPMENT
Extreme equipment to be used for demonstration purposes to drive customer awareness and sales
Approved quote from NFR Desk Request Form found on PartnerNetValue of equipment ordered is in accordance with the NFR program
bull Invoice from Extreme Networks or Extreme Networks Distributor for NFR equipment purchased
bull Invoice to Extreme Networks for amount to be reimbursed
bull List of NFR equipment serial numbers
bull 100 up to $25K net price per Extreme Networks fiscal year
bull Demo gear Reimbursement is not to exceed 30 of overall EDF Funds accrued
bull NFR program is for demo equipment only
bull Internal use equipment and equipment customer proof-of-concept is not reimbursable via EDF please contact your Extreme Account Manager for Proof of Concept process
LOCALIZATION TRANSLATION
Third party translation of Extreme Networks assets and campaigns that are not provided in partnerrsquos local language
bull Asset to be translated
bull Original invoice from3rd party
bull 100 if Extreme Networks marketing resources are not able to provide translation services
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
CONTENT SYNDICATION
3rd Partner Outsourced Content Syndication Services (EXAMPLE TechTarget)
bull Reachnumber of impressionsnumber of views
bull Number of downloaded assets
bull Copy of itemized 3rd party invoicesreceipts or current internal expense rate card on file with Extreme Networks
bull Invoice Summary for amount to be reimbursed
bull Original screenshot of the activity with related asset featuring the components and the dates of the activity(displaying Extreme Networks name or logo)
bull 50 standard reimbursement as an individual activity
bull 50 to 100 if activity is part of a multi touch integrated campaign
bull Full copy of text including featured product(s) or solutions
bull URL links to social sites
bull If applicable the appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
ADVERTISING CATALOG
SPONSORSHIP BANNERS
Promotional activities that involve Advertisements in magazines catalogs newspapers journals online banner advertising and promotions media broadcasts on radio and TV networks videos inserts and flyers in publicationsMust include Extreme Networks mention and or logo and call to action
bull Copy of proposal including insertion dates publication name and total net cost
bull Original sample displaying Extreme Networks name or logo of magazine newspaper script flyer banner or video link featuring the ad and the date of publication
bull Copy of itemized 3rd party invoicesreceipts showing insertion dates publication name and to talnet cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Final sample of advertisement
bull 50 standard reimbursement
bull Up to 100 if part of Extreme Networks campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
bull Extreme Networks audible announcement twice during any
bull 30-second commercial segment is recommended
bull Call to action Web address with complete URL
bull For any advertising sponsorships that exceed a duration of90 days Partner must submit quarterly PAs and claim reimbursement on a quarterly basis
CUSTOMER LITERATURE OR
COLLATERAL
Any type of tool that will aid in the understanding and selling of Extreme Networks products or solution service offerings to end users This can include Brochures product guides data sheets white papers and training presentations
bull Description of how asset will be used
bull Copy of asset
bull Copy of itemized 3rd party invoicesreceipts showing total net cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Sample of original finished literature
bull 50 standard reimbursement
bull Up to 100 if part of Extreme Networks campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
EXTREME NETWORKS
PROMOTIONAL MERCHANDISE
Purchase promotional merchandise to promote Extreme Networks and Extreme Networks products
bull Quantity purchased
bull Description of how merchandise will be used
bull Photo or sample of the final promotional merchandise (must display Extreme Networks logo)
bull Copy of itemized 3rd party invoicesreceipts
bull 50 standard reimbursement
bull Up to 100 reimbursement may be approved if promotional merchandise is part of an approved partner sponsored activity promoting Extreme as the only vendor pending Extremersquos approval
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull For public sector customer gift rules limits must be considered before promotional merchandise can be offered (ex US Federal has a $20limit)
SEARCH ENGINE PLACEMENT
bull Purchase space on Internet search engines to increase hits to site(s) that promotes Extreme Networks and Extreme Networks products
bull Copy of proposal showing insertion dates and total net cost
bull Copy of itemized 3rd party invoicesreceipts showing insertion dates and total net cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Keyword report (impressions clicks click- thru rate costclick etc)
bull Original screenshot of the campaign featuring the components and the dates of the campaign (displaying Extreme name or logo)
bull 50 standard reimbursement
bull 50 ndash 100 if activity is part of a multi touch integrated campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on the PartnerNet and must be prominently displayed and unaltered
bull We recommend your campaign promotes an asset or strong call to action to optimize performance
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
FUNDED HEADCOUNT
PROGRAM
To create focus and dedication at the partner level so that both Extreme and the partner are able to drive key strategic initiatives
bull Copy of the counter signed Funded Head agreement between Extreme and partner
Agreement found on PartnerNet please contact your Channel Account Manager for details on this program prior to submitting the pre-approval
bull Copy of employee pay stub from period seeking reimbursement
bull Copy of quarterly reporting along with documentation of achieved metrics
bull Invoice to Extreme for amount of agreed upon reimbursement
bull Copy of employee pay stub from period seeking reimbursement
bull Copy of quarterly reporting along with documentation of achieved metrics
bull Invoice to Extreme for amount of agreed upon reimbursement
bull Up to 50 of annual salary
bull Reimbursement should not exceed 40 of partners total EDF accrual
bull All funded heads require regional Channel Director approval
bull Program available only to Platinum and Diamond level partners unless otherwise approved in writing by Extreme All partners must meet program requirements set forth in the Funded Head Agreement
bull Pre-Approval to be submitted at beginning of Extreme fiscal quarter and claimed at end of that same fiscal quarter
bull Contract terms are one year with quarterly metrics review and may be terminated with 30 day written notice based on non-performance of objectives
EXTREME NETWORKS CUSTOMER
CASE STUDY
Development of a printed or video case study that details a customerrsquos positive experience with Extreme Networks Must include benefit customer received and customerrsquos endorsement of Extreme Networks
bull Draft copy must be reviewed and approved by Extreme Networks
bull Number of copies to be printed
bull Copy of final version of Case Study
bull Copy of itemized 3rd party invoices
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 reimbursement contingent on review and final approval of case study by Extreme Networks
bull Development and writing of case studies is offered through Extreme Networks Concierge Service in some regions please contact your Extreme Channel Manager for information
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
BUSINESS CONSULTING
Extreme Networks approved workshops to help Extreme initiatives and strategies to the partner
bull Confirmation to attend webinar workshop
bull Confirmation of attendance
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 100 bull All consulting is conducted by an Extreme Networks approved 3rd party vendor
httpwwwextremenetworkscomcontact Phone +1-408-579-2800
WWWEXTREMENETWORKSCOM
copy2017 Extreme Networks Inc All rights reserved Extreme Networks and the Extreme Networks logo are trademarks or registered trademarks of Extreme Networks Inc in the United States andor other countries All other names are the property of their respective owners For additional information on Extreme Networks Trademarks please see httpwwwextremenetworkscomcompanylegaltrademarks Specifications and product availability are subject to change without notice 11547-0217-09
EDF Program Overview 18
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
ASSETS COLLATERAL
Any type of tool that will aid in the understanding and selling of Extreme products to end users This can include brochures product guides white papers and data sheets that are unique and not already available to partners by Extreme Networks
bull Description of how assets will be utilized
bull Draft copy must be reviewed and approved by Extreme Networks
bull Copy of completed sales tool
bull Copy of itemized 3rd party invoicesreceipts or current
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 50 standard reimbursement contingent on review and final approval of asset by Extreme Networks
bull Up to 100 if delivered with Extreme Networks concierge (USCAN only) or regional marketing support from Extreme Networks as part of an integrated campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
WEB PAGE CREATION
Creation of web type tool that will aid in the understanding and selling of Extreme Networks products This includes landing pages and micro sites that are specific to Extreme Networks including downloadable assets such as brochures product guides videos and presentations for end users
bull Third party proposal SOW that describes deliverable related to Extreme Networks
bull Copy of itemized 3rd party invoicesreceipts
bull Invoice to Extreme Networks for amount to be reimbursed
bull Screen shot of the live web page(s) including specific URL
bull Email verification from Extreme Networks employee of approved copy
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 reimbursement if Extreme Networks is the only vendor represented on the web page contingent on review and final approval of content by Extreme Networks
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
NOT ELIGIBLE Company website development (infrastructure)
bull Monthly charges for server usage hardware software required for implementation or online charges
TRAINING
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
EXTREME NETWORKS PARTNER
CERTIFICATION TRAINING
Training and Certification for partner employees Extreme Networks approved eLearning courses only from Extreme Networks education website where Extreme Networks certification is achieved
bull Number names of individuals to be certified
bull Copy of itemized 3rd party invoices receipts
bull Copy of invoice fromExtreme Netw orks Distribution
bullCredit card transaction receipt
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 standard reimbursement
bull All courses must be Extreme Networks eLEarning course offerings
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting
and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration
and Support 10
EDF Activity Matrix 11
Return on Investment (RIO)
Extreme Networks requires partners to provide ROI metrics for marketing activities
to measure the effectiveness of EDF investments Partners must provide metrics
via the EDF Portal twice during the process
bull Initial metric estimate is due at the time the partner submits the PA request
bull Achieved actual metrics are due at the time of claim submission
Measurement of ROI activities under the Demand Generation category is expected
to give 251 Pipeline ROI and 101 on Closed Revenue ROI Please make sure to enter
accurate number of leads For details on deal registration please visit PartnerNet
The submitted ROI may be leveraged to make decisions for future funding Partners
are encouraged to submit accurate results in a timely manner to assist in funding
discussions with your Extreme Networks Manager
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting
and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration
and Support 10
EDF Activity Matrix 11
General Terms and Conditions
As a reminder under the terms of your partner agreement with Extreme Networks
you have an obligation to comply with all applicable laws including but not limited
to the anti-corruption laws such as the US Foreign Corrupt Practices Act This means
that neither you nor any of your agents may make any direct or indirect payments of
anything of value for the purpose of obtaining business to any government official
(including any person holding an executive legislative judicial or administrative
office whether elected or appointed or of any public international organization such
as the United Nations or World Bank or any person acting in any official capacity
for or on behalf of such government public enterprise or state-owned business)
any political party or party official any political candidate or any person or entity
who you know will give part of the payments to any of the previously mentioned
categories of people If you have any further questions about the FCPA you may visit
the Department of Justicersquos website at httpwwwusdojgovcriminalfraudfcpa
Any violation of these rules is subject to immediate termination of the Extreme EDF
program and potentially the Extreme Networks Partner Program
bull Extreme Networks will not directly reimburse any 3rd party vendor on behalf of
a partner This is the sole responsibility of the partner
bull With respect to all personally identifiable information that it collects from
customers and prospective customers partners should understand and follow
all applicable privacy laws and regulations Extreme Networks expects that a
partner will have a posted privacy policy that governs its treatment of such
information and is followed by partner honor any opt-out requests in accordance
with applicable law and contact customers and prospective customers only in
accordance with applicable law
bull If a partner agreement is terminated for any reason Extreme Networks will pay
any outstanding claims if already approved by Extreme Networks up to the date
of actual termination On the date of termination all funds will be removed and
any open Prior Approvals will be closed Termination as an Extreme Networks
partner results in ineligibility in the Extreme Networks EDF Program as of the
date of termination
bull Extreme Networks reserves the right to change the terms of the Extreme
Networks EDF Program or revoke the program at any time for any reason
bull In the event that the partner fails to comply with these Terms Extreme Networks
reserves the right to reclaim any incorrect claims and the costs of an audit
exclude partner from Extreme Networks EDF Program or exclude partner from
the EPN program or other applicable programs
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting
and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration and Support 10
EDF Activity Matrix 11
EDF Training Funds Administration and Support
Extreme has contracted Channel Fusion for global EDF program administration
including management of funds activities and claims via their online portal audits
on claims
When necessary Channel Fusion representatives may contact partners directly
via phone or email and also via automated emails throughout various stages of
the funding life cycle (eg PA-related emails claim related emails fund expiration
notices etc)
All information and documents provided by partners through the DEVELOPMENT
FUNDS Portal are stored on secure servers and shared only between our 3rd party
vendor and Extreme as part of the claims auditing and payment administration
process The information is not shared with third parties except where required by
internal audit andor SOX compliance purposes
Extreme has a dedicated team of specialists available to support the
EDF program All inquiries should be submitted to your local resource or
partnerprogramsextremenetworkscom
Extremersquos goal is to respond to inquiries and resolve issues as quickly as possible
While we aim to respond to inquiries within 24 hours of receipt and resolve issues
within three business days there may be circumstances that prevent us from
meeting those timelines
DEMAND GENERATION
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
CUSTOMER OR
PARTNER EVENT
Customer prospect or Partner Seminar Webinar Event hosted and driven by the partner focused on Extreme Networks or a joint solution with an Extreme Networks Technology Solutions Partner
bull Event must include a presentation by an Extreme Networks employee Partner representative or a customer speaking on behalf of Extreme Networks
bull Minimum 30 minutes of Extreme Networks content speaking time is required
bull Original invitation and detailed agenda for event
bull Identify confirmed Extreme Networks presenter Invitation list
bull Attendee list
bull Copy of itemized 3rd party invoicesreceipts
bull Invoice to Extreme Networks for amount to be reimbursed
bull Photo displaying Extreme Networks name or logo on a presentation banner event booklet etc showing Extreme representation
Event
bull 50 standard reimbursement if Extreme is the sole vendor represented
bull Up to 100 if the following criteria are met
bull Extreme Networks is the sole vendor represented and speaking engagement with an Extreme Networks subject matter expert to present ampor support event
bull If multiple vendors are represented Extreme will reimburse a fair percentage based on the number of vendors
Partner ROI Guidelines Events should consistently meet 20x investment ROI expectations or achievements of ROI expectations set by CAM during business planning
bull The appropriate Extreme logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull Attendee list must contain Company and Customer Names
bull Exceptions made to 30 minute speaking requirement when the event is a table top round table or speed meeting event (Partner must enter
ldquotable top round table or speed meeting eventrdquo in activity description to avoid claim being put on hold)
NOT ELIGIBLE
bull Booth purchase or construction ndash booth rental is eligible
TRADESHOW
Participation in a tradeshow sponsored by a 3rd party industry or partner to promote Extreme Networks and the sale of Extreme Networks products
bull Copy of itemized sponsorship document with dollar amount
bull Identify confirmed Extreme Networks presenter
Copy of itemized 3rd party invoicesreceipts or fully executed sponsorship contract with dollar amount
bull Attendee list if available
bull List of leads generated from event
bull Complete package of collateral - if applicable
bull Photo of booth displaying Extreme Networks branding
bull Invoice to Extreme Networks for amount to be reimbursed
Event
bull bull50 standard reimbursement
bull Up to 100 if the following criteria are met
bull Extreme Networks is the sole vendor represented
bull Speaking Engagement with and Extreme Networks executive (Sr Director or above) or subject matter expert to present and or support event
bull Minimum 30 minutes of Extreme Networks content speaking time is required CAM during business planning
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull Attendee and lead list must contain Company Name Customer Name
NOT ELIGIBLE
bull Booth purchase or construction ndash booth rental is eligible
bull Attendee registration fees
EDF Activity Matrix
DEMAND GENERATION
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
DIRECT MAIL OR EMAIL CAMPAIGN
bull Creative development production printing and postage of direct mail or email pieces product flyers postcard announcements newsletters and campaign materials
bull Specific list purchase for purpose of mailing
bull Copy of itemized 3rd party proposal showing insertion dates publication name and total net cost
bull Copy of itemized 3rd party invoicesreceipts showing insertion dates publication name and total net cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Original samplephoto or screenshot if internet based of directemail campaign components and dates (displaying Extreme Networks name or logo)
bull Recipient list
Free with Demand Center campaign tools
bull bull50 standard reimbursement if developed and executed by partner
Or
bull 50- 100 if delivered with Extreme Networks concierge (USCAN only) or regional marketing support from Extreme Networks
ROI Guidelines
bull Email in order to continuously reimburse email activity partners must consistently meet industry standards for ROI (2 click through rate)
bull 1-2 direct mail response rate or ROI expectations set by CAM during business planning
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull Annual or Quarterly list subscription services from reputable providers will be reimbursed up to 25 of the monthly quarterly invoice
INTEGRATED SALES AND MARKETING CAMPAIGN
Integrated campaigns to drive partner and Extreme Networks objectives including but not limited to direct mail email telemarketing sales incentive seminar or other approved activities
bull List of all activities included in the Integrated Marketing Campaign must be submitted at time of PA and referenced at time of claim
bull At claim Proof of Performance (PoP)for each activity must be submitted
bull Invoice to Extreme Networks for amount to be reimbursed
bull 50 standard reimbursement
bull Up to 100 depending on strength of plan proposed by partner andor delivered with Extreme Networks concierge (USCAN only) or marketing support from Extreme Networks in APAC LATAM and EMEA
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet must be prominently displayed and unaltered
bull AttendeeLeads list must contain Company Name Customer Name
bull Sample(s) must be provided for quarterly activities being claimed
bull All documentation must specifically reference Extreme Networks
TELEMARKETING CAMPAIGN
APPOINTMENT SETTING
Demand generation telemarketing campaigns conducted by an approved third party vendor on behalf of the partner
Must be Extreme Networks focused or promote a joint solution with an Extreme Networks Technology Solutions Partner Telemarketing for the following
bull Appointment setting
bull Event recruitment
bull BANT lead gen
bull ldquoTele-chaserdquo follow up to direct marketing campaigns
bull Guaranteed number of attendees to an event to be delivered by vendor
bull Copy of draft telemarketing script
bull Call list identifying target name company job title (list of resulting leads andor attendees maybe provided in lieu of this)
bull Copy of itemized 3rd party invoicesreceipts
bull Copy of final telemarketing script
bull Invoice to Extreme Networks for amount to be reimbursed
bull 50 standard reimbursement for lead gen to develop BANT qualified leads
bull Up to 100 if delivered with Extreme Networks concierge (USCAN only) or regional marketing support from Extreme Networks
bull For appointment setting campaigns Sliding scale of 50-100 based on performance against guaranteed appointment goal
bull List must contain Company Name Customer Name and
bull Meeting date if appointment setting
bull Registered attendees if event recruitment
bull Lead designations if lead generation
DEMAND GENERATION
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
EXTREME NETWORKS EXECUTIVE BRIEFING
Extreme Networks executive briefings for customers of Extreme Networks partners held in San Jose CA or Salem NH Raleigh NC or an approved Solution Demo facility Customer deal size must be in excess of$200000
bull Number of customers attending
bull Estimated Extreme Networks Pipeline
bull Attendee list
bull Copy of all itemized receipts for lodging and transportation fare showing dates cost and flight class
bull Proof of invitation and detailed agenda for event
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 standard reimbursement
bull Airfare coacheconomy only
bull Maximum reimbursement of 2 nights hotel stay 3 nights for international
bull Maximum 3 days car rental 4 days for international
bull Attendee list must contain Company Name Customer Name
bull Travel reimbursement is for customers only
NOT ELIGIBLE Meals alcohol and entertainment activities outside of EBC visit
SALES INCENTIVES
Partner sales incentive or SPIF to generate incremental revenue for indicated quarter providing the incentive activity complies with Extreme Networks guidelines and policies for reimbursement as well as local and international law
bull Copy of incentive program including rules date of incentive activity anticipated sales revenues awards structure selection criteria sales goals eligibility requirements and award incentives
bull Performance metrics on incentive program with Sales Rep Names attainment and total Payout amounts
bull Copy of itemized invoices or 3rd party invoices receipts andor Point of Sale (POS) report
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 100
bull Maximum of $25K
bull Activities over $25k must obtain Extreme Networks Sr Director approval and email of approval uploaded as proof of performance to claim
bull Partner is liable for applicable income taxes or other as they apply in hisher region
LISTPURCHASE
SUBSCRIPTION
Custom contact discovery list rentals or purchases and subscription based services (Example vendor Rain King)
bull Target market and list parameters
bull Company target list if available
bull Quantity of contacts expected
bull 3rd party rentalpurchase name
bull Custom contact discovery and list purchases actual list of contacts developed
bull List rentals Copy of itemized invoices from rental agency showing insertions dates quantity
Standalone Lists
bull bull50 for standalone list build not part of an integrated campaign
bull 50-100 if part of an integrated campaign (email tele) deployed by Concierge or Extreme Networks
bull 25 for annual list subscriptions (ex Rain King)
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull Annual or Quarterly list subscription services from reputable providers will be reimbursed up to 25 of the monthly quarterly invoice
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
PARTNER SALES TOOL
DEVELOPMENT
Creation of sales tool (eg product guide cheat sheet competitive matrixes) used to educate the partner to enable improved and faster selling of Extreme Networks products and solutions
bull Number of partner rep strainedutilizing tool
bull Draft copy must be reviewed and approved by Extreme Networks
bull Copy of completed sales tool
bull Email verification from Extreme Networks employee of approved copy
bull Copy of itemized 3rd party invoicesreceipts
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 if Extreme Networks is the sole vendor represented in the materials
bull Partial reimbursement if multiple vendors are represented in materials
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
CUSTOMER TRAINING
INCENTIVES
Training voucher incentive to develop customer knowledge and expertise with Extreme products
bull Copy of training incentive program including rules date of incentive activity anticipated sales revenues wards structure selection criteria sales goals eligibility requirements and award incentives
bull Performance metrics on incentive program with Sales Rep Names customer awards
bull Copy of itemized invoices or 3rd party invoices receipts of training voucher purchase
bull Name of Customers awarded training vouchers
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 100
bull Maximum $25K
bull Training voucher orders over $5k must obtain Extreme Networks Channel Director approval and email of approval uploaded as proof of performance to claim
NOT FOR RESALE (NFR)
EQUIPMENT
Extreme equipment to be used for demonstration purposes to drive customer awareness and sales
Approved quote from NFR Desk Request Form found on PartnerNetValue of equipment ordered is in accordance with the NFR program
bull Invoice from Extreme Networks or Extreme Networks Distributor for NFR equipment purchased
bull Invoice to Extreme Networks for amount to be reimbursed
bull List of NFR equipment serial numbers
bull 100 up to $25K net price per Extreme Networks fiscal year
bull Demo gear Reimbursement is not to exceed 30 of overall EDF Funds accrued
bull NFR program is for demo equipment only
bull Internal use equipment and equipment customer proof-of-concept is not reimbursable via EDF please contact your Extreme Account Manager for Proof of Concept process
LOCALIZATION TRANSLATION
Third party translation of Extreme Networks assets and campaigns that are not provided in partnerrsquos local language
bull Asset to be translated
bull Original invoice from3rd party
bull 100 if Extreme Networks marketing resources are not able to provide translation services
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
CONTENT SYNDICATION
3rd Partner Outsourced Content Syndication Services (EXAMPLE TechTarget)
bull Reachnumber of impressionsnumber of views
bull Number of downloaded assets
bull Copy of itemized 3rd party invoicesreceipts or current internal expense rate card on file with Extreme Networks
bull Invoice Summary for amount to be reimbursed
bull Original screenshot of the activity with related asset featuring the components and the dates of the activity(displaying Extreme Networks name or logo)
bull 50 standard reimbursement as an individual activity
bull 50 to 100 if activity is part of a multi touch integrated campaign
bull Full copy of text including featured product(s) or solutions
bull URL links to social sites
bull If applicable the appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
ADVERTISING CATALOG
SPONSORSHIP BANNERS
Promotional activities that involve Advertisements in magazines catalogs newspapers journals online banner advertising and promotions media broadcasts on radio and TV networks videos inserts and flyers in publicationsMust include Extreme Networks mention and or logo and call to action
bull Copy of proposal including insertion dates publication name and total net cost
bull Original sample displaying Extreme Networks name or logo of magazine newspaper script flyer banner or video link featuring the ad and the date of publication
bull Copy of itemized 3rd party invoicesreceipts showing insertion dates publication name and to talnet cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Final sample of advertisement
bull 50 standard reimbursement
bull Up to 100 if part of Extreme Networks campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
bull Extreme Networks audible announcement twice during any
bull 30-second commercial segment is recommended
bull Call to action Web address with complete URL
bull For any advertising sponsorships that exceed a duration of90 days Partner must submit quarterly PAs and claim reimbursement on a quarterly basis
CUSTOMER LITERATURE OR
COLLATERAL
Any type of tool that will aid in the understanding and selling of Extreme Networks products or solution service offerings to end users This can include Brochures product guides data sheets white papers and training presentations
bull Description of how asset will be used
bull Copy of asset
bull Copy of itemized 3rd party invoicesreceipts showing total net cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Sample of original finished literature
bull 50 standard reimbursement
bull Up to 100 if part of Extreme Networks campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
EXTREME NETWORKS
PROMOTIONAL MERCHANDISE
Purchase promotional merchandise to promote Extreme Networks and Extreme Networks products
bull Quantity purchased
bull Description of how merchandise will be used
bull Photo or sample of the final promotional merchandise (must display Extreme Networks logo)
bull Copy of itemized 3rd party invoicesreceipts
bull 50 standard reimbursement
bull Up to 100 reimbursement may be approved if promotional merchandise is part of an approved partner sponsored activity promoting Extreme as the only vendor pending Extremersquos approval
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull For public sector customer gift rules limits must be considered before promotional merchandise can be offered (ex US Federal has a $20limit)
SEARCH ENGINE PLACEMENT
bull Purchase space on Internet search engines to increase hits to site(s) that promotes Extreme Networks and Extreme Networks products
bull Copy of proposal showing insertion dates and total net cost
bull Copy of itemized 3rd party invoicesreceipts showing insertion dates and total net cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Keyword report (impressions clicks click- thru rate costclick etc)
bull Original screenshot of the campaign featuring the components and the dates of the campaign (displaying Extreme name or logo)
bull 50 standard reimbursement
bull 50 ndash 100 if activity is part of a multi touch integrated campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on the PartnerNet and must be prominently displayed and unaltered
bull We recommend your campaign promotes an asset or strong call to action to optimize performance
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
FUNDED HEADCOUNT
PROGRAM
To create focus and dedication at the partner level so that both Extreme and the partner are able to drive key strategic initiatives
bull Copy of the counter signed Funded Head agreement between Extreme and partner
Agreement found on PartnerNet please contact your Channel Account Manager for details on this program prior to submitting the pre-approval
bull Copy of employee pay stub from period seeking reimbursement
bull Copy of quarterly reporting along with documentation of achieved metrics
bull Invoice to Extreme for amount of agreed upon reimbursement
bull Copy of employee pay stub from period seeking reimbursement
bull Copy of quarterly reporting along with documentation of achieved metrics
bull Invoice to Extreme for amount of agreed upon reimbursement
bull Up to 50 of annual salary
bull Reimbursement should not exceed 40 of partners total EDF accrual
bull All funded heads require regional Channel Director approval
bull Program available only to Platinum and Diamond level partners unless otherwise approved in writing by Extreme All partners must meet program requirements set forth in the Funded Head Agreement
bull Pre-Approval to be submitted at beginning of Extreme fiscal quarter and claimed at end of that same fiscal quarter
bull Contract terms are one year with quarterly metrics review and may be terminated with 30 day written notice based on non-performance of objectives
EXTREME NETWORKS CUSTOMER
CASE STUDY
Development of a printed or video case study that details a customerrsquos positive experience with Extreme Networks Must include benefit customer received and customerrsquos endorsement of Extreme Networks
bull Draft copy must be reviewed and approved by Extreme Networks
bull Number of copies to be printed
bull Copy of final version of Case Study
bull Copy of itemized 3rd party invoices
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 reimbursement contingent on review and final approval of case study by Extreme Networks
bull Development and writing of case studies is offered through Extreme Networks Concierge Service in some regions please contact your Extreme Channel Manager for information
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
BUSINESS CONSULTING
Extreme Networks approved workshops to help Extreme initiatives and strategies to the partner
bull Confirmation to attend webinar workshop
bull Confirmation of attendance
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 100 bull All consulting is conducted by an Extreme Networks approved 3rd party vendor
httpwwwextremenetworkscomcontact Phone +1-408-579-2800
WWWEXTREMENETWORKSCOM
copy2017 Extreme Networks Inc All rights reserved Extreme Networks and the Extreme Networks logo are trademarks or registered trademarks of Extreme Networks Inc in the United States andor other countries All other names are the property of their respective owners For additional information on Extreme Networks Trademarks please see httpwwwextremenetworkscomcompanylegaltrademarks Specifications and product availability are subject to change without notice 11547-0217-09
EDF Program Overview 18
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
ASSETS COLLATERAL
Any type of tool that will aid in the understanding and selling of Extreme products to end users This can include brochures product guides white papers and data sheets that are unique and not already available to partners by Extreme Networks
bull Description of how assets will be utilized
bull Draft copy must be reviewed and approved by Extreme Networks
bull Copy of completed sales tool
bull Copy of itemized 3rd party invoicesreceipts or current
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 50 standard reimbursement contingent on review and final approval of asset by Extreme Networks
bull Up to 100 if delivered with Extreme Networks concierge (USCAN only) or regional marketing support from Extreme Networks as part of an integrated campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
WEB PAGE CREATION
Creation of web type tool that will aid in the understanding and selling of Extreme Networks products This includes landing pages and micro sites that are specific to Extreme Networks including downloadable assets such as brochures product guides videos and presentations for end users
bull Third party proposal SOW that describes deliverable related to Extreme Networks
bull Copy of itemized 3rd party invoicesreceipts
bull Invoice to Extreme Networks for amount to be reimbursed
bull Screen shot of the live web page(s) including specific URL
bull Email verification from Extreme Networks employee of approved copy
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 reimbursement if Extreme Networks is the only vendor represented on the web page contingent on review and final approval of content by Extreme Networks
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
NOT ELIGIBLE Company website development (infrastructure)
bull Monthly charges for server usage hardware software required for implementation or online charges
TRAINING
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
EXTREME NETWORKS PARTNER
CERTIFICATION TRAINING
Training and Certification for partner employees Extreme Networks approved eLearning courses only from Extreme Networks education website where Extreme Networks certification is achieved
bull Number names of individuals to be certified
bull Copy of itemized 3rd party invoices receipts
bull Copy of invoice fromExtreme Netw orks Distribution
bullCredit card transaction receipt
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 standard reimbursement
bull All courses must be Extreme Networks eLEarning course offerings
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting
and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration
and Support 10
EDF Activity Matrix 11
General Terms and Conditions
As a reminder under the terms of your partner agreement with Extreme Networks
you have an obligation to comply with all applicable laws including but not limited
to the anti-corruption laws such as the US Foreign Corrupt Practices Act This means
that neither you nor any of your agents may make any direct or indirect payments of
anything of value for the purpose of obtaining business to any government official
(including any person holding an executive legislative judicial or administrative
office whether elected or appointed or of any public international organization such
as the United Nations or World Bank or any person acting in any official capacity
for or on behalf of such government public enterprise or state-owned business)
any political party or party official any political candidate or any person or entity
who you know will give part of the payments to any of the previously mentioned
categories of people If you have any further questions about the FCPA you may visit
the Department of Justicersquos website at httpwwwusdojgovcriminalfraudfcpa
Any violation of these rules is subject to immediate termination of the Extreme EDF
program and potentially the Extreme Networks Partner Program
bull Extreme Networks will not directly reimburse any 3rd party vendor on behalf of
a partner This is the sole responsibility of the partner
bull With respect to all personally identifiable information that it collects from
customers and prospective customers partners should understand and follow
all applicable privacy laws and regulations Extreme Networks expects that a
partner will have a posted privacy policy that governs its treatment of such
information and is followed by partner honor any opt-out requests in accordance
with applicable law and contact customers and prospective customers only in
accordance with applicable law
bull If a partner agreement is terminated for any reason Extreme Networks will pay
any outstanding claims if already approved by Extreme Networks up to the date
of actual termination On the date of termination all funds will be removed and
any open Prior Approvals will be closed Termination as an Extreme Networks
partner results in ineligibility in the Extreme Networks EDF Program as of the
date of termination
bull Extreme Networks reserves the right to change the terms of the Extreme
Networks EDF Program or revoke the program at any time for any reason
bull In the event that the partner fails to comply with these Terms Extreme Networks
reserves the right to reclaim any incorrect claims and the costs of an audit
exclude partner from Extreme Networks EDF Program or exclude partner from
the EPN program or other applicable programs
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting
and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration and Support 10
EDF Activity Matrix 11
EDF Training Funds Administration and Support
Extreme has contracted Channel Fusion for global EDF program administration
including management of funds activities and claims via their online portal audits
on claims
When necessary Channel Fusion representatives may contact partners directly
via phone or email and also via automated emails throughout various stages of
the funding life cycle (eg PA-related emails claim related emails fund expiration
notices etc)
All information and documents provided by partners through the DEVELOPMENT
FUNDS Portal are stored on secure servers and shared only between our 3rd party
vendor and Extreme as part of the claims auditing and payment administration
process The information is not shared with third parties except where required by
internal audit andor SOX compliance purposes
Extreme has a dedicated team of specialists available to support the
EDF program All inquiries should be submitted to your local resource or
partnerprogramsextremenetworkscom
Extremersquos goal is to respond to inquiries and resolve issues as quickly as possible
While we aim to respond to inquiries within 24 hours of receipt and resolve issues
within three business days there may be circumstances that prevent us from
meeting those timelines
DEMAND GENERATION
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
CUSTOMER OR
PARTNER EVENT
Customer prospect or Partner Seminar Webinar Event hosted and driven by the partner focused on Extreme Networks or a joint solution with an Extreme Networks Technology Solutions Partner
bull Event must include a presentation by an Extreme Networks employee Partner representative or a customer speaking on behalf of Extreme Networks
bull Minimum 30 minutes of Extreme Networks content speaking time is required
bull Original invitation and detailed agenda for event
bull Identify confirmed Extreme Networks presenter Invitation list
bull Attendee list
bull Copy of itemized 3rd party invoicesreceipts
bull Invoice to Extreme Networks for amount to be reimbursed
bull Photo displaying Extreme Networks name or logo on a presentation banner event booklet etc showing Extreme representation
Event
bull 50 standard reimbursement if Extreme is the sole vendor represented
bull Up to 100 if the following criteria are met
bull Extreme Networks is the sole vendor represented and speaking engagement with an Extreme Networks subject matter expert to present ampor support event
bull If multiple vendors are represented Extreme will reimburse a fair percentage based on the number of vendors
Partner ROI Guidelines Events should consistently meet 20x investment ROI expectations or achievements of ROI expectations set by CAM during business planning
bull The appropriate Extreme logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull Attendee list must contain Company and Customer Names
bull Exceptions made to 30 minute speaking requirement when the event is a table top round table or speed meeting event (Partner must enter
ldquotable top round table or speed meeting eventrdquo in activity description to avoid claim being put on hold)
NOT ELIGIBLE
bull Booth purchase or construction ndash booth rental is eligible
TRADESHOW
Participation in a tradeshow sponsored by a 3rd party industry or partner to promote Extreme Networks and the sale of Extreme Networks products
bull Copy of itemized sponsorship document with dollar amount
bull Identify confirmed Extreme Networks presenter
Copy of itemized 3rd party invoicesreceipts or fully executed sponsorship contract with dollar amount
bull Attendee list if available
bull List of leads generated from event
bull Complete package of collateral - if applicable
bull Photo of booth displaying Extreme Networks branding
bull Invoice to Extreme Networks for amount to be reimbursed
Event
bull bull50 standard reimbursement
bull Up to 100 if the following criteria are met
bull Extreme Networks is the sole vendor represented
bull Speaking Engagement with and Extreme Networks executive (Sr Director or above) or subject matter expert to present and or support event
bull Minimum 30 minutes of Extreme Networks content speaking time is required CAM during business planning
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull Attendee and lead list must contain Company Name Customer Name
NOT ELIGIBLE
bull Booth purchase or construction ndash booth rental is eligible
bull Attendee registration fees
EDF Activity Matrix
DEMAND GENERATION
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
DIRECT MAIL OR EMAIL CAMPAIGN
bull Creative development production printing and postage of direct mail or email pieces product flyers postcard announcements newsletters and campaign materials
bull Specific list purchase for purpose of mailing
bull Copy of itemized 3rd party proposal showing insertion dates publication name and total net cost
bull Copy of itemized 3rd party invoicesreceipts showing insertion dates publication name and total net cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Original samplephoto or screenshot if internet based of directemail campaign components and dates (displaying Extreme Networks name or logo)
bull Recipient list
Free with Demand Center campaign tools
bull bull50 standard reimbursement if developed and executed by partner
Or
bull 50- 100 if delivered with Extreme Networks concierge (USCAN only) or regional marketing support from Extreme Networks
ROI Guidelines
bull Email in order to continuously reimburse email activity partners must consistently meet industry standards for ROI (2 click through rate)
bull 1-2 direct mail response rate or ROI expectations set by CAM during business planning
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull Annual or Quarterly list subscription services from reputable providers will be reimbursed up to 25 of the monthly quarterly invoice
INTEGRATED SALES AND MARKETING CAMPAIGN
Integrated campaigns to drive partner and Extreme Networks objectives including but not limited to direct mail email telemarketing sales incentive seminar or other approved activities
bull List of all activities included in the Integrated Marketing Campaign must be submitted at time of PA and referenced at time of claim
bull At claim Proof of Performance (PoP)for each activity must be submitted
bull Invoice to Extreme Networks for amount to be reimbursed
bull 50 standard reimbursement
bull Up to 100 depending on strength of plan proposed by partner andor delivered with Extreme Networks concierge (USCAN only) or marketing support from Extreme Networks in APAC LATAM and EMEA
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet must be prominently displayed and unaltered
bull AttendeeLeads list must contain Company Name Customer Name
bull Sample(s) must be provided for quarterly activities being claimed
bull All documentation must specifically reference Extreme Networks
TELEMARKETING CAMPAIGN
APPOINTMENT SETTING
Demand generation telemarketing campaigns conducted by an approved third party vendor on behalf of the partner
Must be Extreme Networks focused or promote a joint solution with an Extreme Networks Technology Solutions Partner Telemarketing for the following
bull Appointment setting
bull Event recruitment
bull BANT lead gen
bull ldquoTele-chaserdquo follow up to direct marketing campaigns
bull Guaranteed number of attendees to an event to be delivered by vendor
bull Copy of draft telemarketing script
bull Call list identifying target name company job title (list of resulting leads andor attendees maybe provided in lieu of this)
bull Copy of itemized 3rd party invoicesreceipts
bull Copy of final telemarketing script
bull Invoice to Extreme Networks for amount to be reimbursed
bull 50 standard reimbursement for lead gen to develop BANT qualified leads
bull Up to 100 if delivered with Extreme Networks concierge (USCAN only) or regional marketing support from Extreme Networks
bull For appointment setting campaigns Sliding scale of 50-100 based on performance against guaranteed appointment goal
bull List must contain Company Name Customer Name and
bull Meeting date if appointment setting
bull Registered attendees if event recruitment
bull Lead designations if lead generation
DEMAND GENERATION
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
EXTREME NETWORKS EXECUTIVE BRIEFING
Extreme Networks executive briefings for customers of Extreme Networks partners held in San Jose CA or Salem NH Raleigh NC or an approved Solution Demo facility Customer deal size must be in excess of$200000
bull Number of customers attending
bull Estimated Extreme Networks Pipeline
bull Attendee list
bull Copy of all itemized receipts for lodging and transportation fare showing dates cost and flight class
bull Proof of invitation and detailed agenda for event
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 standard reimbursement
bull Airfare coacheconomy only
bull Maximum reimbursement of 2 nights hotel stay 3 nights for international
bull Maximum 3 days car rental 4 days for international
bull Attendee list must contain Company Name Customer Name
bull Travel reimbursement is for customers only
NOT ELIGIBLE Meals alcohol and entertainment activities outside of EBC visit
SALES INCENTIVES
Partner sales incentive or SPIF to generate incremental revenue for indicated quarter providing the incentive activity complies with Extreme Networks guidelines and policies for reimbursement as well as local and international law
bull Copy of incentive program including rules date of incentive activity anticipated sales revenues awards structure selection criteria sales goals eligibility requirements and award incentives
bull Performance metrics on incentive program with Sales Rep Names attainment and total Payout amounts
bull Copy of itemized invoices or 3rd party invoices receipts andor Point of Sale (POS) report
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 100
bull Maximum of $25K
bull Activities over $25k must obtain Extreme Networks Sr Director approval and email of approval uploaded as proof of performance to claim
bull Partner is liable for applicable income taxes or other as they apply in hisher region
LISTPURCHASE
SUBSCRIPTION
Custom contact discovery list rentals or purchases and subscription based services (Example vendor Rain King)
bull Target market and list parameters
bull Company target list if available
bull Quantity of contacts expected
bull 3rd party rentalpurchase name
bull Custom contact discovery and list purchases actual list of contacts developed
bull List rentals Copy of itemized invoices from rental agency showing insertions dates quantity
Standalone Lists
bull bull50 for standalone list build not part of an integrated campaign
bull 50-100 if part of an integrated campaign (email tele) deployed by Concierge or Extreme Networks
bull 25 for annual list subscriptions (ex Rain King)
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull Annual or Quarterly list subscription services from reputable providers will be reimbursed up to 25 of the monthly quarterly invoice
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
PARTNER SALES TOOL
DEVELOPMENT
Creation of sales tool (eg product guide cheat sheet competitive matrixes) used to educate the partner to enable improved and faster selling of Extreme Networks products and solutions
bull Number of partner rep strainedutilizing tool
bull Draft copy must be reviewed and approved by Extreme Networks
bull Copy of completed sales tool
bull Email verification from Extreme Networks employee of approved copy
bull Copy of itemized 3rd party invoicesreceipts
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 if Extreme Networks is the sole vendor represented in the materials
bull Partial reimbursement if multiple vendors are represented in materials
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
CUSTOMER TRAINING
INCENTIVES
Training voucher incentive to develop customer knowledge and expertise with Extreme products
bull Copy of training incentive program including rules date of incentive activity anticipated sales revenues wards structure selection criteria sales goals eligibility requirements and award incentives
bull Performance metrics on incentive program with Sales Rep Names customer awards
bull Copy of itemized invoices or 3rd party invoices receipts of training voucher purchase
bull Name of Customers awarded training vouchers
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 100
bull Maximum $25K
bull Training voucher orders over $5k must obtain Extreme Networks Channel Director approval and email of approval uploaded as proof of performance to claim
NOT FOR RESALE (NFR)
EQUIPMENT
Extreme equipment to be used for demonstration purposes to drive customer awareness and sales
Approved quote from NFR Desk Request Form found on PartnerNetValue of equipment ordered is in accordance with the NFR program
bull Invoice from Extreme Networks or Extreme Networks Distributor for NFR equipment purchased
bull Invoice to Extreme Networks for amount to be reimbursed
bull List of NFR equipment serial numbers
bull 100 up to $25K net price per Extreme Networks fiscal year
bull Demo gear Reimbursement is not to exceed 30 of overall EDF Funds accrued
bull NFR program is for demo equipment only
bull Internal use equipment and equipment customer proof-of-concept is not reimbursable via EDF please contact your Extreme Account Manager for Proof of Concept process
LOCALIZATION TRANSLATION
Third party translation of Extreme Networks assets and campaigns that are not provided in partnerrsquos local language
bull Asset to be translated
bull Original invoice from3rd party
bull 100 if Extreme Networks marketing resources are not able to provide translation services
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
CONTENT SYNDICATION
3rd Partner Outsourced Content Syndication Services (EXAMPLE TechTarget)
bull Reachnumber of impressionsnumber of views
bull Number of downloaded assets
bull Copy of itemized 3rd party invoicesreceipts or current internal expense rate card on file with Extreme Networks
bull Invoice Summary for amount to be reimbursed
bull Original screenshot of the activity with related asset featuring the components and the dates of the activity(displaying Extreme Networks name or logo)
bull 50 standard reimbursement as an individual activity
bull 50 to 100 if activity is part of a multi touch integrated campaign
bull Full copy of text including featured product(s) or solutions
bull URL links to social sites
bull If applicable the appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
ADVERTISING CATALOG
SPONSORSHIP BANNERS
Promotional activities that involve Advertisements in magazines catalogs newspapers journals online banner advertising and promotions media broadcasts on radio and TV networks videos inserts and flyers in publicationsMust include Extreme Networks mention and or logo and call to action
bull Copy of proposal including insertion dates publication name and total net cost
bull Original sample displaying Extreme Networks name or logo of magazine newspaper script flyer banner or video link featuring the ad and the date of publication
bull Copy of itemized 3rd party invoicesreceipts showing insertion dates publication name and to talnet cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Final sample of advertisement
bull 50 standard reimbursement
bull Up to 100 if part of Extreme Networks campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
bull Extreme Networks audible announcement twice during any
bull 30-second commercial segment is recommended
bull Call to action Web address with complete URL
bull For any advertising sponsorships that exceed a duration of90 days Partner must submit quarterly PAs and claim reimbursement on a quarterly basis
CUSTOMER LITERATURE OR
COLLATERAL
Any type of tool that will aid in the understanding and selling of Extreme Networks products or solution service offerings to end users This can include Brochures product guides data sheets white papers and training presentations
bull Description of how asset will be used
bull Copy of asset
bull Copy of itemized 3rd party invoicesreceipts showing total net cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Sample of original finished literature
bull 50 standard reimbursement
bull Up to 100 if part of Extreme Networks campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
EXTREME NETWORKS
PROMOTIONAL MERCHANDISE
Purchase promotional merchandise to promote Extreme Networks and Extreme Networks products
bull Quantity purchased
bull Description of how merchandise will be used
bull Photo or sample of the final promotional merchandise (must display Extreme Networks logo)
bull Copy of itemized 3rd party invoicesreceipts
bull 50 standard reimbursement
bull Up to 100 reimbursement may be approved if promotional merchandise is part of an approved partner sponsored activity promoting Extreme as the only vendor pending Extremersquos approval
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull For public sector customer gift rules limits must be considered before promotional merchandise can be offered (ex US Federal has a $20limit)
SEARCH ENGINE PLACEMENT
bull Purchase space on Internet search engines to increase hits to site(s) that promotes Extreme Networks and Extreme Networks products
bull Copy of proposal showing insertion dates and total net cost
bull Copy of itemized 3rd party invoicesreceipts showing insertion dates and total net cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Keyword report (impressions clicks click- thru rate costclick etc)
bull Original screenshot of the campaign featuring the components and the dates of the campaign (displaying Extreme name or logo)
bull 50 standard reimbursement
bull 50 ndash 100 if activity is part of a multi touch integrated campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on the PartnerNet and must be prominently displayed and unaltered
bull We recommend your campaign promotes an asset or strong call to action to optimize performance
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
FUNDED HEADCOUNT
PROGRAM
To create focus and dedication at the partner level so that both Extreme and the partner are able to drive key strategic initiatives
bull Copy of the counter signed Funded Head agreement between Extreme and partner
Agreement found on PartnerNet please contact your Channel Account Manager for details on this program prior to submitting the pre-approval
bull Copy of employee pay stub from period seeking reimbursement
bull Copy of quarterly reporting along with documentation of achieved metrics
bull Invoice to Extreme for amount of agreed upon reimbursement
bull Copy of employee pay stub from period seeking reimbursement
bull Copy of quarterly reporting along with documentation of achieved metrics
bull Invoice to Extreme for amount of agreed upon reimbursement
bull Up to 50 of annual salary
bull Reimbursement should not exceed 40 of partners total EDF accrual
bull All funded heads require regional Channel Director approval
bull Program available only to Platinum and Diamond level partners unless otherwise approved in writing by Extreme All partners must meet program requirements set forth in the Funded Head Agreement
bull Pre-Approval to be submitted at beginning of Extreme fiscal quarter and claimed at end of that same fiscal quarter
bull Contract terms are one year with quarterly metrics review and may be terminated with 30 day written notice based on non-performance of objectives
EXTREME NETWORKS CUSTOMER
CASE STUDY
Development of a printed or video case study that details a customerrsquos positive experience with Extreme Networks Must include benefit customer received and customerrsquos endorsement of Extreme Networks
bull Draft copy must be reviewed and approved by Extreme Networks
bull Number of copies to be printed
bull Copy of final version of Case Study
bull Copy of itemized 3rd party invoices
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 reimbursement contingent on review and final approval of case study by Extreme Networks
bull Development and writing of case studies is offered through Extreme Networks Concierge Service in some regions please contact your Extreme Channel Manager for information
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
BUSINESS CONSULTING
Extreme Networks approved workshops to help Extreme initiatives and strategies to the partner
bull Confirmation to attend webinar workshop
bull Confirmation of attendance
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 100 bull All consulting is conducted by an Extreme Networks approved 3rd party vendor
httpwwwextremenetworkscomcontact Phone +1-408-579-2800
WWWEXTREMENETWORKSCOM
copy2017 Extreme Networks Inc All rights reserved Extreme Networks and the Extreme Networks logo are trademarks or registered trademarks of Extreme Networks Inc in the United States andor other countries All other names are the property of their respective owners For additional information on Extreme Networks Trademarks please see httpwwwextremenetworkscomcompanylegaltrademarks Specifications and product availability are subject to change without notice 11547-0217-09
EDF Program Overview 18
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
ASSETS COLLATERAL
Any type of tool that will aid in the understanding and selling of Extreme products to end users This can include brochures product guides white papers and data sheets that are unique and not already available to partners by Extreme Networks
bull Description of how assets will be utilized
bull Draft copy must be reviewed and approved by Extreme Networks
bull Copy of completed sales tool
bull Copy of itemized 3rd party invoicesreceipts or current
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 50 standard reimbursement contingent on review and final approval of asset by Extreme Networks
bull Up to 100 if delivered with Extreme Networks concierge (USCAN only) or regional marketing support from Extreme Networks as part of an integrated campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
WEB PAGE CREATION
Creation of web type tool that will aid in the understanding and selling of Extreme Networks products This includes landing pages and micro sites that are specific to Extreme Networks including downloadable assets such as brochures product guides videos and presentations for end users
bull Third party proposal SOW that describes deliverable related to Extreme Networks
bull Copy of itemized 3rd party invoicesreceipts
bull Invoice to Extreme Networks for amount to be reimbursed
bull Screen shot of the live web page(s) including specific URL
bull Email verification from Extreme Networks employee of approved copy
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 reimbursement if Extreme Networks is the only vendor represented on the web page contingent on review and final approval of content by Extreme Networks
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
NOT ELIGIBLE Company website development (infrastructure)
bull Monthly charges for server usage hardware software required for implementation or online charges
TRAINING
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
EXTREME NETWORKS PARTNER
CERTIFICATION TRAINING
Training and Certification for partner employees Extreme Networks approved eLearning courses only from Extreme Networks education website where Extreme Networks certification is achieved
bull Number names of individuals to be certified
bull Copy of itemized 3rd party invoices receipts
bull Copy of invoice fromExtreme Netw orks Distribution
bullCredit card transaction receipt
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 standard reimbursement
bull All courses must be Extreme Networks eLEarning course offerings
TABLE OF CONTENTS
EDF Program Overview 2
Funds Eligibility 3
Eligibility and Usage
Pre-Approval of Activities
Proof of Performance and Return
on Investment Metrics
Expiration of Allocated EDF
Eligible Activities 4
Ineligible Activities 5
Rules for Requesting
and Claiming 6
EDF Process At A Glance 7
Return on Investment 8
General Terms and Conditions 9
EDFTraining Funds Administration and Support 10
EDF Activity Matrix 11
EDF Training Funds Administration and Support
Extreme has contracted Channel Fusion for global EDF program administration
including management of funds activities and claims via their online portal audits
on claims
When necessary Channel Fusion representatives may contact partners directly
via phone or email and also via automated emails throughout various stages of
the funding life cycle (eg PA-related emails claim related emails fund expiration
notices etc)
All information and documents provided by partners through the DEVELOPMENT
FUNDS Portal are stored on secure servers and shared only between our 3rd party
vendor and Extreme as part of the claims auditing and payment administration
process The information is not shared with third parties except where required by
internal audit andor SOX compliance purposes
Extreme has a dedicated team of specialists available to support the
EDF program All inquiries should be submitted to your local resource or
partnerprogramsextremenetworkscom
Extremersquos goal is to respond to inquiries and resolve issues as quickly as possible
While we aim to respond to inquiries within 24 hours of receipt and resolve issues
within three business days there may be circumstances that prevent us from
meeting those timelines
DEMAND GENERATION
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
CUSTOMER OR
PARTNER EVENT
Customer prospect or Partner Seminar Webinar Event hosted and driven by the partner focused on Extreme Networks or a joint solution with an Extreme Networks Technology Solutions Partner
bull Event must include a presentation by an Extreme Networks employee Partner representative or a customer speaking on behalf of Extreme Networks
bull Minimum 30 minutes of Extreme Networks content speaking time is required
bull Original invitation and detailed agenda for event
bull Identify confirmed Extreme Networks presenter Invitation list
bull Attendee list
bull Copy of itemized 3rd party invoicesreceipts
bull Invoice to Extreme Networks for amount to be reimbursed
bull Photo displaying Extreme Networks name or logo on a presentation banner event booklet etc showing Extreme representation
Event
bull 50 standard reimbursement if Extreme is the sole vendor represented
bull Up to 100 if the following criteria are met
bull Extreme Networks is the sole vendor represented and speaking engagement with an Extreme Networks subject matter expert to present ampor support event
bull If multiple vendors are represented Extreme will reimburse a fair percentage based on the number of vendors
Partner ROI Guidelines Events should consistently meet 20x investment ROI expectations or achievements of ROI expectations set by CAM during business planning
bull The appropriate Extreme logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull Attendee list must contain Company and Customer Names
bull Exceptions made to 30 minute speaking requirement when the event is a table top round table or speed meeting event (Partner must enter
ldquotable top round table or speed meeting eventrdquo in activity description to avoid claim being put on hold)
NOT ELIGIBLE
bull Booth purchase or construction ndash booth rental is eligible
TRADESHOW
Participation in a tradeshow sponsored by a 3rd party industry or partner to promote Extreme Networks and the sale of Extreme Networks products
bull Copy of itemized sponsorship document with dollar amount
bull Identify confirmed Extreme Networks presenter
Copy of itemized 3rd party invoicesreceipts or fully executed sponsorship contract with dollar amount
bull Attendee list if available
bull List of leads generated from event
bull Complete package of collateral - if applicable
bull Photo of booth displaying Extreme Networks branding
bull Invoice to Extreme Networks for amount to be reimbursed
Event
bull bull50 standard reimbursement
bull Up to 100 if the following criteria are met
bull Extreme Networks is the sole vendor represented
bull Speaking Engagement with and Extreme Networks executive (Sr Director or above) or subject matter expert to present and or support event
bull Minimum 30 minutes of Extreme Networks content speaking time is required CAM during business planning
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull Attendee and lead list must contain Company Name Customer Name
NOT ELIGIBLE
bull Booth purchase or construction ndash booth rental is eligible
bull Attendee registration fees
EDF Activity Matrix
DEMAND GENERATION
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
DIRECT MAIL OR EMAIL CAMPAIGN
bull Creative development production printing and postage of direct mail or email pieces product flyers postcard announcements newsletters and campaign materials
bull Specific list purchase for purpose of mailing
bull Copy of itemized 3rd party proposal showing insertion dates publication name and total net cost
bull Copy of itemized 3rd party invoicesreceipts showing insertion dates publication name and total net cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Original samplephoto or screenshot if internet based of directemail campaign components and dates (displaying Extreme Networks name or logo)
bull Recipient list
Free with Demand Center campaign tools
bull bull50 standard reimbursement if developed and executed by partner
Or
bull 50- 100 if delivered with Extreme Networks concierge (USCAN only) or regional marketing support from Extreme Networks
ROI Guidelines
bull Email in order to continuously reimburse email activity partners must consistently meet industry standards for ROI (2 click through rate)
bull 1-2 direct mail response rate or ROI expectations set by CAM during business planning
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull Annual or Quarterly list subscription services from reputable providers will be reimbursed up to 25 of the monthly quarterly invoice
INTEGRATED SALES AND MARKETING CAMPAIGN
Integrated campaigns to drive partner and Extreme Networks objectives including but not limited to direct mail email telemarketing sales incentive seminar or other approved activities
bull List of all activities included in the Integrated Marketing Campaign must be submitted at time of PA and referenced at time of claim
bull At claim Proof of Performance (PoP)for each activity must be submitted
bull Invoice to Extreme Networks for amount to be reimbursed
bull 50 standard reimbursement
bull Up to 100 depending on strength of plan proposed by partner andor delivered with Extreme Networks concierge (USCAN only) or marketing support from Extreme Networks in APAC LATAM and EMEA
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet must be prominently displayed and unaltered
bull AttendeeLeads list must contain Company Name Customer Name
bull Sample(s) must be provided for quarterly activities being claimed
bull All documentation must specifically reference Extreme Networks
TELEMARKETING CAMPAIGN
APPOINTMENT SETTING
Demand generation telemarketing campaigns conducted by an approved third party vendor on behalf of the partner
Must be Extreme Networks focused or promote a joint solution with an Extreme Networks Technology Solutions Partner Telemarketing for the following
bull Appointment setting
bull Event recruitment
bull BANT lead gen
bull ldquoTele-chaserdquo follow up to direct marketing campaigns
bull Guaranteed number of attendees to an event to be delivered by vendor
bull Copy of draft telemarketing script
bull Call list identifying target name company job title (list of resulting leads andor attendees maybe provided in lieu of this)
bull Copy of itemized 3rd party invoicesreceipts
bull Copy of final telemarketing script
bull Invoice to Extreme Networks for amount to be reimbursed
bull 50 standard reimbursement for lead gen to develop BANT qualified leads
bull Up to 100 if delivered with Extreme Networks concierge (USCAN only) or regional marketing support from Extreme Networks
bull For appointment setting campaigns Sliding scale of 50-100 based on performance against guaranteed appointment goal
bull List must contain Company Name Customer Name and
bull Meeting date if appointment setting
bull Registered attendees if event recruitment
bull Lead designations if lead generation
DEMAND GENERATION
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
EXTREME NETWORKS EXECUTIVE BRIEFING
Extreme Networks executive briefings for customers of Extreme Networks partners held in San Jose CA or Salem NH Raleigh NC or an approved Solution Demo facility Customer deal size must be in excess of$200000
bull Number of customers attending
bull Estimated Extreme Networks Pipeline
bull Attendee list
bull Copy of all itemized receipts for lodging and transportation fare showing dates cost and flight class
bull Proof of invitation and detailed agenda for event
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 standard reimbursement
bull Airfare coacheconomy only
bull Maximum reimbursement of 2 nights hotel stay 3 nights for international
bull Maximum 3 days car rental 4 days for international
bull Attendee list must contain Company Name Customer Name
bull Travel reimbursement is for customers only
NOT ELIGIBLE Meals alcohol and entertainment activities outside of EBC visit
SALES INCENTIVES
Partner sales incentive or SPIF to generate incremental revenue for indicated quarter providing the incentive activity complies with Extreme Networks guidelines and policies for reimbursement as well as local and international law
bull Copy of incentive program including rules date of incentive activity anticipated sales revenues awards structure selection criteria sales goals eligibility requirements and award incentives
bull Performance metrics on incentive program with Sales Rep Names attainment and total Payout amounts
bull Copy of itemized invoices or 3rd party invoices receipts andor Point of Sale (POS) report
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 100
bull Maximum of $25K
bull Activities over $25k must obtain Extreme Networks Sr Director approval and email of approval uploaded as proof of performance to claim
bull Partner is liable for applicable income taxes or other as they apply in hisher region
LISTPURCHASE
SUBSCRIPTION
Custom contact discovery list rentals or purchases and subscription based services (Example vendor Rain King)
bull Target market and list parameters
bull Company target list if available
bull Quantity of contacts expected
bull 3rd party rentalpurchase name
bull Custom contact discovery and list purchases actual list of contacts developed
bull List rentals Copy of itemized invoices from rental agency showing insertions dates quantity
Standalone Lists
bull bull50 for standalone list build not part of an integrated campaign
bull 50-100 if part of an integrated campaign (email tele) deployed by Concierge or Extreme Networks
bull 25 for annual list subscriptions (ex Rain King)
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull Annual or Quarterly list subscription services from reputable providers will be reimbursed up to 25 of the monthly quarterly invoice
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
PARTNER SALES TOOL
DEVELOPMENT
Creation of sales tool (eg product guide cheat sheet competitive matrixes) used to educate the partner to enable improved and faster selling of Extreme Networks products and solutions
bull Number of partner rep strainedutilizing tool
bull Draft copy must be reviewed and approved by Extreme Networks
bull Copy of completed sales tool
bull Email verification from Extreme Networks employee of approved copy
bull Copy of itemized 3rd party invoicesreceipts
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 if Extreme Networks is the sole vendor represented in the materials
bull Partial reimbursement if multiple vendors are represented in materials
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
CUSTOMER TRAINING
INCENTIVES
Training voucher incentive to develop customer knowledge and expertise with Extreme products
bull Copy of training incentive program including rules date of incentive activity anticipated sales revenues wards structure selection criteria sales goals eligibility requirements and award incentives
bull Performance metrics on incentive program with Sales Rep Names customer awards
bull Copy of itemized invoices or 3rd party invoices receipts of training voucher purchase
bull Name of Customers awarded training vouchers
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 100
bull Maximum $25K
bull Training voucher orders over $5k must obtain Extreme Networks Channel Director approval and email of approval uploaded as proof of performance to claim
NOT FOR RESALE (NFR)
EQUIPMENT
Extreme equipment to be used for demonstration purposes to drive customer awareness and sales
Approved quote from NFR Desk Request Form found on PartnerNetValue of equipment ordered is in accordance with the NFR program
bull Invoice from Extreme Networks or Extreme Networks Distributor for NFR equipment purchased
bull Invoice to Extreme Networks for amount to be reimbursed
bull List of NFR equipment serial numbers
bull 100 up to $25K net price per Extreme Networks fiscal year
bull Demo gear Reimbursement is not to exceed 30 of overall EDF Funds accrued
bull NFR program is for demo equipment only
bull Internal use equipment and equipment customer proof-of-concept is not reimbursable via EDF please contact your Extreme Account Manager for Proof of Concept process
LOCALIZATION TRANSLATION
Third party translation of Extreme Networks assets and campaigns that are not provided in partnerrsquos local language
bull Asset to be translated
bull Original invoice from3rd party
bull 100 if Extreme Networks marketing resources are not able to provide translation services
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
CONTENT SYNDICATION
3rd Partner Outsourced Content Syndication Services (EXAMPLE TechTarget)
bull Reachnumber of impressionsnumber of views
bull Number of downloaded assets
bull Copy of itemized 3rd party invoicesreceipts or current internal expense rate card on file with Extreme Networks
bull Invoice Summary for amount to be reimbursed
bull Original screenshot of the activity with related asset featuring the components and the dates of the activity(displaying Extreme Networks name or logo)
bull 50 standard reimbursement as an individual activity
bull 50 to 100 if activity is part of a multi touch integrated campaign
bull Full copy of text including featured product(s) or solutions
bull URL links to social sites
bull If applicable the appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
ADVERTISING CATALOG
SPONSORSHIP BANNERS
Promotional activities that involve Advertisements in magazines catalogs newspapers journals online banner advertising and promotions media broadcasts on radio and TV networks videos inserts and flyers in publicationsMust include Extreme Networks mention and or logo and call to action
bull Copy of proposal including insertion dates publication name and total net cost
bull Original sample displaying Extreme Networks name or logo of magazine newspaper script flyer banner or video link featuring the ad and the date of publication
bull Copy of itemized 3rd party invoicesreceipts showing insertion dates publication name and to talnet cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Final sample of advertisement
bull 50 standard reimbursement
bull Up to 100 if part of Extreme Networks campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
bull Extreme Networks audible announcement twice during any
bull 30-second commercial segment is recommended
bull Call to action Web address with complete URL
bull For any advertising sponsorships that exceed a duration of90 days Partner must submit quarterly PAs and claim reimbursement on a quarterly basis
CUSTOMER LITERATURE OR
COLLATERAL
Any type of tool that will aid in the understanding and selling of Extreme Networks products or solution service offerings to end users This can include Brochures product guides data sheets white papers and training presentations
bull Description of how asset will be used
bull Copy of asset
bull Copy of itemized 3rd party invoicesreceipts showing total net cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Sample of original finished literature
bull 50 standard reimbursement
bull Up to 100 if part of Extreme Networks campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
EXTREME NETWORKS
PROMOTIONAL MERCHANDISE
Purchase promotional merchandise to promote Extreme Networks and Extreme Networks products
bull Quantity purchased
bull Description of how merchandise will be used
bull Photo or sample of the final promotional merchandise (must display Extreme Networks logo)
bull Copy of itemized 3rd party invoicesreceipts
bull 50 standard reimbursement
bull Up to 100 reimbursement may be approved if promotional merchandise is part of an approved partner sponsored activity promoting Extreme as the only vendor pending Extremersquos approval
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull For public sector customer gift rules limits must be considered before promotional merchandise can be offered (ex US Federal has a $20limit)
SEARCH ENGINE PLACEMENT
bull Purchase space on Internet search engines to increase hits to site(s) that promotes Extreme Networks and Extreme Networks products
bull Copy of proposal showing insertion dates and total net cost
bull Copy of itemized 3rd party invoicesreceipts showing insertion dates and total net cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Keyword report (impressions clicks click- thru rate costclick etc)
bull Original screenshot of the campaign featuring the components and the dates of the campaign (displaying Extreme name or logo)
bull 50 standard reimbursement
bull 50 ndash 100 if activity is part of a multi touch integrated campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on the PartnerNet and must be prominently displayed and unaltered
bull We recommend your campaign promotes an asset or strong call to action to optimize performance
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
FUNDED HEADCOUNT
PROGRAM
To create focus and dedication at the partner level so that both Extreme and the partner are able to drive key strategic initiatives
bull Copy of the counter signed Funded Head agreement between Extreme and partner
Agreement found on PartnerNet please contact your Channel Account Manager for details on this program prior to submitting the pre-approval
bull Copy of employee pay stub from period seeking reimbursement
bull Copy of quarterly reporting along with documentation of achieved metrics
bull Invoice to Extreme for amount of agreed upon reimbursement
bull Copy of employee pay stub from period seeking reimbursement
bull Copy of quarterly reporting along with documentation of achieved metrics
bull Invoice to Extreme for amount of agreed upon reimbursement
bull Up to 50 of annual salary
bull Reimbursement should not exceed 40 of partners total EDF accrual
bull All funded heads require regional Channel Director approval
bull Program available only to Platinum and Diamond level partners unless otherwise approved in writing by Extreme All partners must meet program requirements set forth in the Funded Head Agreement
bull Pre-Approval to be submitted at beginning of Extreme fiscal quarter and claimed at end of that same fiscal quarter
bull Contract terms are one year with quarterly metrics review and may be terminated with 30 day written notice based on non-performance of objectives
EXTREME NETWORKS CUSTOMER
CASE STUDY
Development of a printed or video case study that details a customerrsquos positive experience with Extreme Networks Must include benefit customer received and customerrsquos endorsement of Extreme Networks
bull Draft copy must be reviewed and approved by Extreme Networks
bull Number of copies to be printed
bull Copy of final version of Case Study
bull Copy of itemized 3rd party invoices
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 reimbursement contingent on review and final approval of case study by Extreme Networks
bull Development and writing of case studies is offered through Extreme Networks Concierge Service in some regions please contact your Extreme Channel Manager for information
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
BUSINESS CONSULTING
Extreme Networks approved workshops to help Extreme initiatives and strategies to the partner
bull Confirmation to attend webinar workshop
bull Confirmation of attendance
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 100 bull All consulting is conducted by an Extreme Networks approved 3rd party vendor
httpwwwextremenetworkscomcontact Phone +1-408-579-2800
WWWEXTREMENETWORKSCOM
copy2017 Extreme Networks Inc All rights reserved Extreme Networks and the Extreme Networks logo are trademarks or registered trademarks of Extreme Networks Inc in the United States andor other countries All other names are the property of their respective owners For additional information on Extreme Networks Trademarks please see httpwwwextremenetworkscomcompanylegaltrademarks Specifications and product availability are subject to change without notice 11547-0217-09
EDF Program Overview 18
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
ASSETS COLLATERAL
Any type of tool that will aid in the understanding and selling of Extreme products to end users This can include brochures product guides white papers and data sheets that are unique and not already available to partners by Extreme Networks
bull Description of how assets will be utilized
bull Draft copy must be reviewed and approved by Extreme Networks
bull Copy of completed sales tool
bull Copy of itemized 3rd party invoicesreceipts or current
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 50 standard reimbursement contingent on review and final approval of asset by Extreme Networks
bull Up to 100 if delivered with Extreme Networks concierge (USCAN only) or regional marketing support from Extreme Networks as part of an integrated campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
WEB PAGE CREATION
Creation of web type tool that will aid in the understanding and selling of Extreme Networks products This includes landing pages and micro sites that are specific to Extreme Networks including downloadable assets such as brochures product guides videos and presentations for end users
bull Third party proposal SOW that describes deliverable related to Extreme Networks
bull Copy of itemized 3rd party invoicesreceipts
bull Invoice to Extreme Networks for amount to be reimbursed
bull Screen shot of the live web page(s) including specific URL
bull Email verification from Extreme Networks employee of approved copy
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 reimbursement if Extreme Networks is the only vendor represented on the web page contingent on review and final approval of content by Extreme Networks
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
NOT ELIGIBLE Company website development (infrastructure)
bull Monthly charges for server usage hardware software required for implementation or online charges
TRAINING
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
EXTREME NETWORKS PARTNER
CERTIFICATION TRAINING
Training and Certification for partner employees Extreme Networks approved eLearning courses only from Extreme Networks education website where Extreme Networks certification is achieved
bull Number names of individuals to be certified
bull Copy of itemized 3rd party invoices receipts
bull Copy of invoice fromExtreme Netw orks Distribution
bullCredit card transaction receipt
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 standard reimbursement
bull All courses must be Extreme Networks eLEarning course offerings
DEMAND GENERATION
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
CUSTOMER OR
PARTNER EVENT
Customer prospect or Partner Seminar Webinar Event hosted and driven by the partner focused on Extreme Networks or a joint solution with an Extreme Networks Technology Solutions Partner
bull Event must include a presentation by an Extreme Networks employee Partner representative or a customer speaking on behalf of Extreme Networks
bull Minimum 30 minutes of Extreme Networks content speaking time is required
bull Original invitation and detailed agenda for event
bull Identify confirmed Extreme Networks presenter Invitation list
bull Attendee list
bull Copy of itemized 3rd party invoicesreceipts
bull Invoice to Extreme Networks for amount to be reimbursed
bull Photo displaying Extreme Networks name or logo on a presentation banner event booklet etc showing Extreme representation
Event
bull 50 standard reimbursement if Extreme is the sole vendor represented
bull Up to 100 if the following criteria are met
bull Extreme Networks is the sole vendor represented and speaking engagement with an Extreme Networks subject matter expert to present ampor support event
bull If multiple vendors are represented Extreme will reimburse a fair percentage based on the number of vendors
Partner ROI Guidelines Events should consistently meet 20x investment ROI expectations or achievements of ROI expectations set by CAM during business planning
bull The appropriate Extreme logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull Attendee list must contain Company and Customer Names
bull Exceptions made to 30 minute speaking requirement when the event is a table top round table or speed meeting event (Partner must enter
ldquotable top round table or speed meeting eventrdquo in activity description to avoid claim being put on hold)
NOT ELIGIBLE
bull Booth purchase or construction ndash booth rental is eligible
TRADESHOW
Participation in a tradeshow sponsored by a 3rd party industry or partner to promote Extreme Networks and the sale of Extreme Networks products
bull Copy of itemized sponsorship document with dollar amount
bull Identify confirmed Extreme Networks presenter
Copy of itemized 3rd party invoicesreceipts or fully executed sponsorship contract with dollar amount
bull Attendee list if available
bull List of leads generated from event
bull Complete package of collateral - if applicable
bull Photo of booth displaying Extreme Networks branding
bull Invoice to Extreme Networks for amount to be reimbursed
Event
bull bull50 standard reimbursement
bull Up to 100 if the following criteria are met
bull Extreme Networks is the sole vendor represented
bull Speaking Engagement with and Extreme Networks executive (Sr Director or above) or subject matter expert to present and or support event
bull Minimum 30 minutes of Extreme Networks content speaking time is required CAM during business planning
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull Attendee and lead list must contain Company Name Customer Name
NOT ELIGIBLE
bull Booth purchase or construction ndash booth rental is eligible
bull Attendee registration fees
EDF Activity Matrix
DEMAND GENERATION
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
DIRECT MAIL OR EMAIL CAMPAIGN
bull Creative development production printing and postage of direct mail or email pieces product flyers postcard announcements newsletters and campaign materials
bull Specific list purchase for purpose of mailing
bull Copy of itemized 3rd party proposal showing insertion dates publication name and total net cost
bull Copy of itemized 3rd party invoicesreceipts showing insertion dates publication name and total net cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Original samplephoto or screenshot if internet based of directemail campaign components and dates (displaying Extreme Networks name or logo)
bull Recipient list
Free with Demand Center campaign tools
bull bull50 standard reimbursement if developed and executed by partner
Or
bull 50- 100 if delivered with Extreme Networks concierge (USCAN only) or regional marketing support from Extreme Networks
ROI Guidelines
bull Email in order to continuously reimburse email activity partners must consistently meet industry standards for ROI (2 click through rate)
bull 1-2 direct mail response rate or ROI expectations set by CAM during business planning
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull Annual or Quarterly list subscription services from reputable providers will be reimbursed up to 25 of the monthly quarterly invoice
INTEGRATED SALES AND MARKETING CAMPAIGN
Integrated campaigns to drive partner and Extreme Networks objectives including but not limited to direct mail email telemarketing sales incentive seminar or other approved activities
bull List of all activities included in the Integrated Marketing Campaign must be submitted at time of PA and referenced at time of claim
bull At claim Proof of Performance (PoP)for each activity must be submitted
bull Invoice to Extreme Networks for amount to be reimbursed
bull 50 standard reimbursement
bull Up to 100 depending on strength of plan proposed by partner andor delivered with Extreme Networks concierge (USCAN only) or marketing support from Extreme Networks in APAC LATAM and EMEA
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet must be prominently displayed and unaltered
bull AttendeeLeads list must contain Company Name Customer Name
bull Sample(s) must be provided for quarterly activities being claimed
bull All documentation must specifically reference Extreme Networks
TELEMARKETING CAMPAIGN
APPOINTMENT SETTING
Demand generation telemarketing campaigns conducted by an approved third party vendor on behalf of the partner
Must be Extreme Networks focused or promote a joint solution with an Extreme Networks Technology Solutions Partner Telemarketing for the following
bull Appointment setting
bull Event recruitment
bull BANT lead gen
bull ldquoTele-chaserdquo follow up to direct marketing campaigns
bull Guaranteed number of attendees to an event to be delivered by vendor
bull Copy of draft telemarketing script
bull Call list identifying target name company job title (list of resulting leads andor attendees maybe provided in lieu of this)
bull Copy of itemized 3rd party invoicesreceipts
bull Copy of final telemarketing script
bull Invoice to Extreme Networks for amount to be reimbursed
bull 50 standard reimbursement for lead gen to develop BANT qualified leads
bull Up to 100 if delivered with Extreme Networks concierge (USCAN only) or regional marketing support from Extreme Networks
bull For appointment setting campaigns Sliding scale of 50-100 based on performance against guaranteed appointment goal
bull List must contain Company Name Customer Name and
bull Meeting date if appointment setting
bull Registered attendees if event recruitment
bull Lead designations if lead generation
DEMAND GENERATION
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
EXTREME NETWORKS EXECUTIVE BRIEFING
Extreme Networks executive briefings for customers of Extreme Networks partners held in San Jose CA or Salem NH Raleigh NC or an approved Solution Demo facility Customer deal size must be in excess of$200000
bull Number of customers attending
bull Estimated Extreme Networks Pipeline
bull Attendee list
bull Copy of all itemized receipts for lodging and transportation fare showing dates cost and flight class
bull Proof of invitation and detailed agenda for event
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 standard reimbursement
bull Airfare coacheconomy only
bull Maximum reimbursement of 2 nights hotel stay 3 nights for international
bull Maximum 3 days car rental 4 days for international
bull Attendee list must contain Company Name Customer Name
bull Travel reimbursement is for customers only
NOT ELIGIBLE Meals alcohol and entertainment activities outside of EBC visit
SALES INCENTIVES
Partner sales incentive or SPIF to generate incremental revenue for indicated quarter providing the incentive activity complies with Extreme Networks guidelines and policies for reimbursement as well as local and international law
bull Copy of incentive program including rules date of incentive activity anticipated sales revenues awards structure selection criteria sales goals eligibility requirements and award incentives
bull Performance metrics on incentive program with Sales Rep Names attainment and total Payout amounts
bull Copy of itemized invoices or 3rd party invoices receipts andor Point of Sale (POS) report
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 100
bull Maximum of $25K
bull Activities over $25k must obtain Extreme Networks Sr Director approval and email of approval uploaded as proof of performance to claim
bull Partner is liable for applicable income taxes or other as they apply in hisher region
LISTPURCHASE
SUBSCRIPTION
Custom contact discovery list rentals or purchases and subscription based services (Example vendor Rain King)
bull Target market and list parameters
bull Company target list if available
bull Quantity of contacts expected
bull 3rd party rentalpurchase name
bull Custom contact discovery and list purchases actual list of contacts developed
bull List rentals Copy of itemized invoices from rental agency showing insertions dates quantity
Standalone Lists
bull bull50 for standalone list build not part of an integrated campaign
bull 50-100 if part of an integrated campaign (email tele) deployed by Concierge or Extreme Networks
bull 25 for annual list subscriptions (ex Rain King)
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull Annual or Quarterly list subscription services from reputable providers will be reimbursed up to 25 of the monthly quarterly invoice
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
PARTNER SALES TOOL
DEVELOPMENT
Creation of sales tool (eg product guide cheat sheet competitive matrixes) used to educate the partner to enable improved and faster selling of Extreme Networks products and solutions
bull Number of partner rep strainedutilizing tool
bull Draft copy must be reviewed and approved by Extreme Networks
bull Copy of completed sales tool
bull Email verification from Extreme Networks employee of approved copy
bull Copy of itemized 3rd party invoicesreceipts
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 if Extreme Networks is the sole vendor represented in the materials
bull Partial reimbursement if multiple vendors are represented in materials
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
CUSTOMER TRAINING
INCENTIVES
Training voucher incentive to develop customer knowledge and expertise with Extreme products
bull Copy of training incentive program including rules date of incentive activity anticipated sales revenues wards structure selection criteria sales goals eligibility requirements and award incentives
bull Performance metrics on incentive program with Sales Rep Names customer awards
bull Copy of itemized invoices or 3rd party invoices receipts of training voucher purchase
bull Name of Customers awarded training vouchers
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 100
bull Maximum $25K
bull Training voucher orders over $5k must obtain Extreme Networks Channel Director approval and email of approval uploaded as proof of performance to claim
NOT FOR RESALE (NFR)
EQUIPMENT
Extreme equipment to be used for demonstration purposes to drive customer awareness and sales
Approved quote from NFR Desk Request Form found on PartnerNetValue of equipment ordered is in accordance with the NFR program
bull Invoice from Extreme Networks or Extreme Networks Distributor for NFR equipment purchased
bull Invoice to Extreme Networks for amount to be reimbursed
bull List of NFR equipment serial numbers
bull 100 up to $25K net price per Extreme Networks fiscal year
bull Demo gear Reimbursement is not to exceed 30 of overall EDF Funds accrued
bull NFR program is for demo equipment only
bull Internal use equipment and equipment customer proof-of-concept is not reimbursable via EDF please contact your Extreme Account Manager for Proof of Concept process
LOCALIZATION TRANSLATION
Third party translation of Extreme Networks assets and campaigns that are not provided in partnerrsquos local language
bull Asset to be translated
bull Original invoice from3rd party
bull 100 if Extreme Networks marketing resources are not able to provide translation services
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
CONTENT SYNDICATION
3rd Partner Outsourced Content Syndication Services (EXAMPLE TechTarget)
bull Reachnumber of impressionsnumber of views
bull Number of downloaded assets
bull Copy of itemized 3rd party invoicesreceipts or current internal expense rate card on file with Extreme Networks
bull Invoice Summary for amount to be reimbursed
bull Original screenshot of the activity with related asset featuring the components and the dates of the activity(displaying Extreme Networks name or logo)
bull 50 standard reimbursement as an individual activity
bull 50 to 100 if activity is part of a multi touch integrated campaign
bull Full copy of text including featured product(s) or solutions
bull URL links to social sites
bull If applicable the appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
ADVERTISING CATALOG
SPONSORSHIP BANNERS
Promotional activities that involve Advertisements in magazines catalogs newspapers journals online banner advertising and promotions media broadcasts on radio and TV networks videos inserts and flyers in publicationsMust include Extreme Networks mention and or logo and call to action
bull Copy of proposal including insertion dates publication name and total net cost
bull Original sample displaying Extreme Networks name or logo of magazine newspaper script flyer banner or video link featuring the ad and the date of publication
bull Copy of itemized 3rd party invoicesreceipts showing insertion dates publication name and to talnet cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Final sample of advertisement
bull 50 standard reimbursement
bull Up to 100 if part of Extreme Networks campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
bull Extreme Networks audible announcement twice during any
bull 30-second commercial segment is recommended
bull Call to action Web address with complete URL
bull For any advertising sponsorships that exceed a duration of90 days Partner must submit quarterly PAs and claim reimbursement on a quarterly basis
CUSTOMER LITERATURE OR
COLLATERAL
Any type of tool that will aid in the understanding and selling of Extreme Networks products or solution service offerings to end users This can include Brochures product guides data sheets white papers and training presentations
bull Description of how asset will be used
bull Copy of asset
bull Copy of itemized 3rd party invoicesreceipts showing total net cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Sample of original finished literature
bull 50 standard reimbursement
bull Up to 100 if part of Extreme Networks campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
EXTREME NETWORKS
PROMOTIONAL MERCHANDISE
Purchase promotional merchandise to promote Extreme Networks and Extreme Networks products
bull Quantity purchased
bull Description of how merchandise will be used
bull Photo or sample of the final promotional merchandise (must display Extreme Networks logo)
bull Copy of itemized 3rd party invoicesreceipts
bull 50 standard reimbursement
bull Up to 100 reimbursement may be approved if promotional merchandise is part of an approved partner sponsored activity promoting Extreme as the only vendor pending Extremersquos approval
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull For public sector customer gift rules limits must be considered before promotional merchandise can be offered (ex US Federal has a $20limit)
SEARCH ENGINE PLACEMENT
bull Purchase space on Internet search engines to increase hits to site(s) that promotes Extreme Networks and Extreme Networks products
bull Copy of proposal showing insertion dates and total net cost
bull Copy of itemized 3rd party invoicesreceipts showing insertion dates and total net cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Keyword report (impressions clicks click- thru rate costclick etc)
bull Original screenshot of the campaign featuring the components and the dates of the campaign (displaying Extreme name or logo)
bull 50 standard reimbursement
bull 50 ndash 100 if activity is part of a multi touch integrated campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on the PartnerNet and must be prominently displayed and unaltered
bull We recommend your campaign promotes an asset or strong call to action to optimize performance
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
FUNDED HEADCOUNT
PROGRAM
To create focus and dedication at the partner level so that both Extreme and the partner are able to drive key strategic initiatives
bull Copy of the counter signed Funded Head agreement between Extreme and partner
Agreement found on PartnerNet please contact your Channel Account Manager for details on this program prior to submitting the pre-approval
bull Copy of employee pay stub from period seeking reimbursement
bull Copy of quarterly reporting along with documentation of achieved metrics
bull Invoice to Extreme for amount of agreed upon reimbursement
bull Copy of employee pay stub from period seeking reimbursement
bull Copy of quarterly reporting along with documentation of achieved metrics
bull Invoice to Extreme for amount of agreed upon reimbursement
bull Up to 50 of annual salary
bull Reimbursement should not exceed 40 of partners total EDF accrual
bull All funded heads require regional Channel Director approval
bull Program available only to Platinum and Diamond level partners unless otherwise approved in writing by Extreme All partners must meet program requirements set forth in the Funded Head Agreement
bull Pre-Approval to be submitted at beginning of Extreme fiscal quarter and claimed at end of that same fiscal quarter
bull Contract terms are one year with quarterly metrics review and may be terminated with 30 day written notice based on non-performance of objectives
EXTREME NETWORKS CUSTOMER
CASE STUDY
Development of a printed or video case study that details a customerrsquos positive experience with Extreme Networks Must include benefit customer received and customerrsquos endorsement of Extreme Networks
bull Draft copy must be reviewed and approved by Extreme Networks
bull Number of copies to be printed
bull Copy of final version of Case Study
bull Copy of itemized 3rd party invoices
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 reimbursement contingent on review and final approval of case study by Extreme Networks
bull Development and writing of case studies is offered through Extreme Networks Concierge Service in some regions please contact your Extreme Channel Manager for information
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
BUSINESS CONSULTING
Extreme Networks approved workshops to help Extreme initiatives and strategies to the partner
bull Confirmation to attend webinar workshop
bull Confirmation of attendance
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 100 bull All consulting is conducted by an Extreme Networks approved 3rd party vendor
httpwwwextremenetworkscomcontact Phone +1-408-579-2800
WWWEXTREMENETWORKSCOM
copy2017 Extreme Networks Inc All rights reserved Extreme Networks and the Extreme Networks logo are trademarks or registered trademarks of Extreme Networks Inc in the United States andor other countries All other names are the property of their respective owners For additional information on Extreme Networks Trademarks please see httpwwwextremenetworkscomcompanylegaltrademarks Specifications and product availability are subject to change without notice 11547-0217-09
EDF Program Overview 18
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
ASSETS COLLATERAL
Any type of tool that will aid in the understanding and selling of Extreme products to end users This can include brochures product guides white papers and data sheets that are unique and not already available to partners by Extreme Networks
bull Description of how assets will be utilized
bull Draft copy must be reviewed and approved by Extreme Networks
bull Copy of completed sales tool
bull Copy of itemized 3rd party invoicesreceipts or current
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 50 standard reimbursement contingent on review and final approval of asset by Extreme Networks
bull Up to 100 if delivered with Extreme Networks concierge (USCAN only) or regional marketing support from Extreme Networks as part of an integrated campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
WEB PAGE CREATION
Creation of web type tool that will aid in the understanding and selling of Extreme Networks products This includes landing pages and micro sites that are specific to Extreme Networks including downloadable assets such as brochures product guides videos and presentations for end users
bull Third party proposal SOW that describes deliverable related to Extreme Networks
bull Copy of itemized 3rd party invoicesreceipts
bull Invoice to Extreme Networks for amount to be reimbursed
bull Screen shot of the live web page(s) including specific URL
bull Email verification from Extreme Networks employee of approved copy
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 reimbursement if Extreme Networks is the only vendor represented on the web page contingent on review and final approval of content by Extreme Networks
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
NOT ELIGIBLE Company website development (infrastructure)
bull Monthly charges for server usage hardware software required for implementation or online charges
TRAINING
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
EXTREME NETWORKS PARTNER
CERTIFICATION TRAINING
Training and Certification for partner employees Extreme Networks approved eLearning courses only from Extreme Networks education website where Extreme Networks certification is achieved
bull Number names of individuals to be certified
bull Copy of itemized 3rd party invoices receipts
bull Copy of invoice fromExtreme Netw orks Distribution
bullCredit card transaction receipt
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 standard reimbursement
bull All courses must be Extreme Networks eLEarning course offerings
DEMAND GENERATION
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
DIRECT MAIL OR EMAIL CAMPAIGN
bull Creative development production printing and postage of direct mail or email pieces product flyers postcard announcements newsletters and campaign materials
bull Specific list purchase for purpose of mailing
bull Copy of itemized 3rd party proposal showing insertion dates publication name and total net cost
bull Copy of itemized 3rd party invoicesreceipts showing insertion dates publication name and total net cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Original samplephoto or screenshot if internet based of directemail campaign components and dates (displaying Extreme Networks name or logo)
bull Recipient list
Free with Demand Center campaign tools
bull bull50 standard reimbursement if developed and executed by partner
Or
bull 50- 100 if delivered with Extreme Networks concierge (USCAN only) or regional marketing support from Extreme Networks
ROI Guidelines
bull Email in order to continuously reimburse email activity partners must consistently meet industry standards for ROI (2 click through rate)
bull 1-2 direct mail response rate or ROI expectations set by CAM during business planning
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull Annual or Quarterly list subscription services from reputable providers will be reimbursed up to 25 of the monthly quarterly invoice
INTEGRATED SALES AND MARKETING CAMPAIGN
Integrated campaigns to drive partner and Extreme Networks objectives including but not limited to direct mail email telemarketing sales incentive seminar or other approved activities
bull List of all activities included in the Integrated Marketing Campaign must be submitted at time of PA and referenced at time of claim
bull At claim Proof of Performance (PoP)for each activity must be submitted
bull Invoice to Extreme Networks for amount to be reimbursed
bull 50 standard reimbursement
bull Up to 100 depending on strength of plan proposed by partner andor delivered with Extreme Networks concierge (USCAN only) or marketing support from Extreme Networks in APAC LATAM and EMEA
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet must be prominently displayed and unaltered
bull AttendeeLeads list must contain Company Name Customer Name
bull Sample(s) must be provided for quarterly activities being claimed
bull All documentation must specifically reference Extreme Networks
TELEMARKETING CAMPAIGN
APPOINTMENT SETTING
Demand generation telemarketing campaigns conducted by an approved third party vendor on behalf of the partner
Must be Extreme Networks focused or promote a joint solution with an Extreme Networks Technology Solutions Partner Telemarketing for the following
bull Appointment setting
bull Event recruitment
bull BANT lead gen
bull ldquoTele-chaserdquo follow up to direct marketing campaigns
bull Guaranteed number of attendees to an event to be delivered by vendor
bull Copy of draft telemarketing script
bull Call list identifying target name company job title (list of resulting leads andor attendees maybe provided in lieu of this)
bull Copy of itemized 3rd party invoicesreceipts
bull Copy of final telemarketing script
bull Invoice to Extreme Networks for amount to be reimbursed
bull 50 standard reimbursement for lead gen to develop BANT qualified leads
bull Up to 100 if delivered with Extreme Networks concierge (USCAN only) or regional marketing support from Extreme Networks
bull For appointment setting campaigns Sliding scale of 50-100 based on performance against guaranteed appointment goal
bull List must contain Company Name Customer Name and
bull Meeting date if appointment setting
bull Registered attendees if event recruitment
bull Lead designations if lead generation
DEMAND GENERATION
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
EXTREME NETWORKS EXECUTIVE BRIEFING
Extreme Networks executive briefings for customers of Extreme Networks partners held in San Jose CA or Salem NH Raleigh NC or an approved Solution Demo facility Customer deal size must be in excess of$200000
bull Number of customers attending
bull Estimated Extreme Networks Pipeline
bull Attendee list
bull Copy of all itemized receipts for lodging and transportation fare showing dates cost and flight class
bull Proof of invitation and detailed agenda for event
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 standard reimbursement
bull Airfare coacheconomy only
bull Maximum reimbursement of 2 nights hotel stay 3 nights for international
bull Maximum 3 days car rental 4 days for international
bull Attendee list must contain Company Name Customer Name
bull Travel reimbursement is for customers only
NOT ELIGIBLE Meals alcohol and entertainment activities outside of EBC visit
SALES INCENTIVES
Partner sales incentive or SPIF to generate incremental revenue for indicated quarter providing the incentive activity complies with Extreme Networks guidelines and policies for reimbursement as well as local and international law
bull Copy of incentive program including rules date of incentive activity anticipated sales revenues awards structure selection criteria sales goals eligibility requirements and award incentives
bull Performance metrics on incentive program with Sales Rep Names attainment and total Payout amounts
bull Copy of itemized invoices or 3rd party invoices receipts andor Point of Sale (POS) report
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 100
bull Maximum of $25K
bull Activities over $25k must obtain Extreme Networks Sr Director approval and email of approval uploaded as proof of performance to claim
bull Partner is liable for applicable income taxes or other as they apply in hisher region
LISTPURCHASE
SUBSCRIPTION
Custom contact discovery list rentals or purchases and subscription based services (Example vendor Rain King)
bull Target market and list parameters
bull Company target list if available
bull Quantity of contacts expected
bull 3rd party rentalpurchase name
bull Custom contact discovery and list purchases actual list of contacts developed
bull List rentals Copy of itemized invoices from rental agency showing insertions dates quantity
Standalone Lists
bull bull50 for standalone list build not part of an integrated campaign
bull 50-100 if part of an integrated campaign (email tele) deployed by Concierge or Extreme Networks
bull 25 for annual list subscriptions (ex Rain King)
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull Annual or Quarterly list subscription services from reputable providers will be reimbursed up to 25 of the monthly quarterly invoice
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
PARTNER SALES TOOL
DEVELOPMENT
Creation of sales tool (eg product guide cheat sheet competitive matrixes) used to educate the partner to enable improved and faster selling of Extreme Networks products and solutions
bull Number of partner rep strainedutilizing tool
bull Draft copy must be reviewed and approved by Extreme Networks
bull Copy of completed sales tool
bull Email verification from Extreme Networks employee of approved copy
bull Copy of itemized 3rd party invoicesreceipts
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 if Extreme Networks is the sole vendor represented in the materials
bull Partial reimbursement if multiple vendors are represented in materials
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
CUSTOMER TRAINING
INCENTIVES
Training voucher incentive to develop customer knowledge and expertise with Extreme products
bull Copy of training incentive program including rules date of incentive activity anticipated sales revenues wards structure selection criteria sales goals eligibility requirements and award incentives
bull Performance metrics on incentive program with Sales Rep Names customer awards
bull Copy of itemized invoices or 3rd party invoices receipts of training voucher purchase
bull Name of Customers awarded training vouchers
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 100
bull Maximum $25K
bull Training voucher orders over $5k must obtain Extreme Networks Channel Director approval and email of approval uploaded as proof of performance to claim
NOT FOR RESALE (NFR)
EQUIPMENT
Extreme equipment to be used for demonstration purposes to drive customer awareness and sales
Approved quote from NFR Desk Request Form found on PartnerNetValue of equipment ordered is in accordance with the NFR program
bull Invoice from Extreme Networks or Extreme Networks Distributor for NFR equipment purchased
bull Invoice to Extreme Networks for amount to be reimbursed
bull List of NFR equipment serial numbers
bull 100 up to $25K net price per Extreme Networks fiscal year
bull Demo gear Reimbursement is not to exceed 30 of overall EDF Funds accrued
bull NFR program is for demo equipment only
bull Internal use equipment and equipment customer proof-of-concept is not reimbursable via EDF please contact your Extreme Account Manager for Proof of Concept process
LOCALIZATION TRANSLATION
Third party translation of Extreme Networks assets and campaigns that are not provided in partnerrsquos local language
bull Asset to be translated
bull Original invoice from3rd party
bull 100 if Extreme Networks marketing resources are not able to provide translation services
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
CONTENT SYNDICATION
3rd Partner Outsourced Content Syndication Services (EXAMPLE TechTarget)
bull Reachnumber of impressionsnumber of views
bull Number of downloaded assets
bull Copy of itemized 3rd party invoicesreceipts or current internal expense rate card on file with Extreme Networks
bull Invoice Summary for amount to be reimbursed
bull Original screenshot of the activity with related asset featuring the components and the dates of the activity(displaying Extreme Networks name or logo)
bull 50 standard reimbursement as an individual activity
bull 50 to 100 if activity is part of a multi touch integrated campaign
bull Full copy of text including featured product(s) or solutions
bull URL links to social sites
bull If applicable the appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
ADVERTISING CATALOG
SPONSORSHIP BANNERS
Promotional activities that involve Advertisements in magazines catalogs newspapers journals online banner advertising and promotions media broadcasts on radio and TV networks videos inserts and flyers in publicationsMust include Extreme Networks mention and or logo and call to action
bull Copy of proposal including insertion dates publication name and total net cost
bull Original sample displaying Extreme Networks name or logo of magazine newspaper script flyer banner or video link featuring the ad and the date of publication
bull Copy of itemized 3rd party invoicesreceipts showing insertion dates publication name and to talnet cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Final sample of advertisement
bull 50 standard reimbursement
bull Up to 100 if part of Extreme Networks campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
bull Extreme Networks audible announcement twice during any
bull 30-second commercial segment is recommended
bull Call to action Web address with complete URL
bull For any advertising sponsorships that exceed a duration of90 days Partner must submit quarterly PAs and claim reimbursement on a quarterly basis
CUSTOMER LITERATURE OR
COLLATERAL
Any type of tool that will aid in the understanding and selling of Extreme Networks products or solution service offerings to end users This can include Brochures product guides data sheets white papers and training presentations
bull Description of how asset will be used
bull Copy of asset
bull Copy of itemized 3rd party invoicesreceipts showing total net cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Sample of original finished literature
bull 50 standard reimbursement
bull Up to 100 if part of Extreme Networks campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
EXTREME NETWORKS
PROMOTIONAL MERCHANDISE
Purchase promotional merchandise to promote Extreme Networks and Extreme Networks products
bull Quantity purchased
bull Description of how merchandise will be used
bull Photo or sample of the final promotional merchandise (must display Extreme Networks logo)
bull Copy of itemized 3rd party invoicesreceipts
bull 50 standard reimbursement
bull Up to 100 reimbursement may be approved if promotional merchandise is part of an approved partner sponsored activity promoting Extreme as the only vendor pending Extremersquos approval
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull For public sector customer gift rules limits must be considered before promotional merchandise can be offered (ex US Federal has a $20limit)
SEARCH ENGINE PLACEMENT
bull Purchase space on Internet search engines to increase hits to site(s) that promotes Extreme Networks and Extreme Networks products
bull Copy of proposal showing insertion dates and total net cost
bull Copy of itemized 3rd party invoicesreceipts showing insertion dates and total net cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Keyword report (impressions clicks click- thru rate costclick etc)
bull Original screenshot of the campaign featuring the components and the dates of the campaign (displaying Extreme name or logo)
bull 50 standard reimbursement
bull 50 ndash 100 if activity is part of a multi touch integrated campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on the PartnerNet and must be prominently displayed and unaltered
bull We recommend your campaign promotes an asset or strong call to action to optimize performance
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
FUNDED HEADCOUNT
PROGRAM
To create focus and dedication at the partner level so that both Extreme and the partner are able to drive key strategic initiatives
bull Copy of the counter signed Funded Head agreement between Extreme and partner
Agreement found on PartnerNet please contact your Channel Account Manager for details on this program prior to submitting the pre-approval
bull Copy of employee pay stub from period seeking reimbursement
bull Copy of quarterly reporting along with documentation of achieved metrics
bull Invoice to Extreme for amount of agreed upon reimbursement
bull Copy of employee pay stub from period seeking reimbursement
bull Copy of quarterly reporting along with documentation of achieved metrics
bull Invoice to Extreme for amount of agreed upon reimbursement
bull Up to 50 of annual salary
bull Reimbursement should not exceed 40 of partners total EDF accrual
bull All funded heads require regional Channel Director approval
bull Program available only to Platinum and Diamond level partners unless otherwise approved in writing by Extreme All partners must meet program requirements set forth in the Funded Head Agreement
bull Pre-Approval to be submitted at beginning of Extreme fiscal quarter and claimed at end of that same fiscal quarter
bull Contract terms are one year with quarterly metrics review and may be terminated with 30 day written notice based on non-performance of objectives
EXTREME NETWORKS CUSTOMER
CASE STUDY
Development of a printed or video case study that details a customerrsquos positive experience with Extreme Networks Must include benefit customer received and customerrsquos endorsement of Extreme Networks
bull Draft copy must be reviewed and approved by Extreme Networks
bull Number of copies to be printed
bull Copy of final version of Case Study
bull Copy of itemized 3rd party invoices
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 reimbursement contingent on review and final approval of case study by Extreme Networks
bull Development and writing of case studies is offered through Extreme Networks Concierge Service in some regions please contact your Extreme Channel Manager for information
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
BUSINESS CONSULTING
Extreme Networks approved workshops to help Extreme initiatives and strategies to the partner
bull Confirmation to attend webinar workshop
bull Confirmation of attendance
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 100 bull All consulting is conducted by an Extreme Networks approved 3rd party vendor
httpwwwextremenetworkscomcontact Phone +1-408-579-2800
WWWEXTREMENETWORKSCOM
copy2017 Extreme Networks Inc All rights reserved Extreme Networks and the Extreme Networks logo are trademarks or registered trademarks of Extreme Networks Inc in the United States andor other countries All other names are the property of their respective owners For additional information on Extreme Networks Trademarks please see httpwwwextremenetworkscomcompanylegaltrademarks Specifications and product availability are subject to change without notice 11547-0217-09
EDF Program Overview 18
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
ASSETS COLLATERAL
Any type of tool that will aid in the understanding and selling of Extreme products to end users This can include brochures product guides white papers and data sheets that are unique and not already available to partners by Extreme Networks
bull Description of how assets will be utilized
bull Draft copy must be reviewed and approved by Extreme Networks
bull Copy of completed sales tool
bull Copy of itemized 3rd party invoicesreceipts or current
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 50 standard reimbursement contingent on review and final approval of asset by Extreme Networks
bull Up to 100 if delivered with Extreme Networks concierge (USCAN only) or regional marketing support from Extreme Networks as part of an integrated campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
WEB PAGE CREATION
Creation of web type tool that will aid in the understanding and selling of Extreme Networks products This includes landing pages and micro sites that are specific to Extreme Networks including downloadable assets such as brochures product guides videos and presentations for end users
bull Third party proposal SOW that describes deliverable related to Extreme Networks
bull Copy of itemized 3rd party invoicesreceipts
bull Invoice to Extreme Networks for amount to be reimbursed
bull Screen shot of the live web page(s) including specific URL
bull Email verification from Extreme Networks employee of approved copy
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 reimbursement if Extreme Networks is the only vendor represented on the web page contingent on review and final approval of content by Extreme Networks
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
NOT ELIGIBLE Company website development (infrastructure)
bull Monthly charges for server usage hardware software required for implementation or online charges
TRAINING
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
EXTREME NETWORKS PARTNER
CERTIFICATION TRAINING
Training and Certification for partner employees Extreme Networks approved eLearning courses only from Extreme Networks education website where Extreme Networks certification is achieved
bull Number names of individuals to be certified
bull Copy of itemized 3rd party invoices receipts
bull Copy of invoice fromExtreme Netw orks Distribution
bullCredit card transaction receipt
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 standard reimbursement
bull All courses must be Extreme Networks eLEarning course offerings
DEMAND GENERATION
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
EXTREME NETWORKS EXECUTIVE BRIEFING
Extreme Networks executive briefings for customers of Extreme Networks partners held in San Jose CA or Salem NH Raleigh NC or an approved Solution Demo facility Customer deal size must be in excess of$200000
bull Number of customers attending
bull Estimated Extreme Networks Pipeline
bull Attendee list
bull Copy of all itemized receipts for lodging and transportation fare showing dates cost and flight class
bull Proof of invitation and detailed agenda for event
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 standard reimbursement
bull Airfare coacheconomy only
bull Maximum reimbursement of 2 nights hotel stay 3 nights for international
bull Maximum 3 days car rental 4 days for international
bull Attendee list must contain Company Name Customer Name
bull Travel reimbursement is for customers only
NOT ELIGIBLE Meals alcohol and entertainment activities outside of EBC visit
SALES INCENTIVES
Partner sales incentive or SPIF to generate incremental revenue for indicated quarter providing the incentive activity complies with Extreme Networks guidelines and policies for reimbursement as well as local and international law
bull Copy of incentive program including rules date of incentive activity anticipated sales revenues awards structure selection criteria sales goals eligibility requirements and award incentives
bull Performance metrics on incentive program with Sales Rep Names attainment and total Payout amounts
bull Copy of itemized invoices or 3rd party invoices receipts andor Point of Sale (POS) report
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 100
bull Maximum of $25K
bull Activities over $25k must obtain Extreme Networks Sr Director approval and email of approval uploaded as proof of performance to claim
bull Partner is liable for applicable income taxes or other as they apply in hisher region
LISTPURCHASE
SUBSCRIPTION
Custom contact discovery list rentals or purchases and subscription based services (Example vendor Rain King)
bull Target market and list parameters
bull Company target list if available
bull Quantity of contacts expected
bull 3rd party rentalpurchase name
bull Custom contact discovery and list purchases actual list of contacts developed
bull List rentals Copy of itemized invoices from rental agency showing insertions dates quantity
Standalone Lists
bull bull50 for standalone list build not part of an integrated campaign
bull 50-100 if part of an integrated campaign (email tele) deployed by Concierge or Extreme Networks
bull 25 for annual list subscriptions (ex Rain King)
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull Annual or Quarterly list subscription services from reputable providers will be reimbursed up to 25 of the monthly quarterly invoice
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
PARTNER SALES TOOL
DEVELOPMENT
Creation of sales tool (eg product guide cheat sheet competitive matrixes) used to educate the partner to enable improved and faster selling of Extreme Networks products and solutions
bull Number of partner rep strainedutilizing tool
bull Draft copy must be reviewed and approved by Extreme Networks
bull Copy of completed sales tool
bull Email verification from Extreme Networks employee of approved copy
bull Copy of itemized 3rd party invoicesreceipts
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 if Extreme Networks is the sole vendor represented in the materials
bull Partial reimbursement if multiple vendors are represented in materials
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
CUSTOMER TRAINING
INCENTIVES
Training voucher incentive to develop customer knowledge and expertise with Extreme products
bull Copy of training incentive program including rules date of incentive activity anticipated sales revenues wards structure selection criteria sales goals eligibility requirements and award incentives
bull Performance metrics on incentive program with Sales Rep Names customer awards
bull Copy of itemized invoices or 3rd party invoices receipts of training voucher purchase
bull Name of Customers awarded training vouchers
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 100
bull Maximum $25K
bull Training voucher orders over $5k must obtain Extreme Networks Channel Director approval and email of approval uploaded as proof of performance to claim
NOT FOR RESALE (NFR)
EQUIPMENT
Extreme equipment to be used for demonstration purposes to drive customer awareness and sales
Approved quote from NFR Desk Request Form found on PartnerNetValue of equipment ordered is in accordance with the NFR program
bull Invoice from Extreme Networks or Extreme Networks Distributor for NFR equipment purchased
bull Invoice to Extreme Networks for amount to be reimbursed
bull List of NFR equipment serial numbers
bull 100 up to $25K net price per Extreme Networks fiscal year
bull Demo gear Reimbursement is not to exceed 30 of overall EDF Funds accrued
bull NFR program is for demo equipment only
bull Internal use equipment and equipment customer proof-of-concept is not reimbursable via EDF please contact your Extreme Account Manager for Proof of Concept process
LOCALIZATION TRANSLATION
Third party translation of Extreme Networks assets and campaigns that are not provided in partnerrsquos local language
bull Asset to be translated
bull Original invoice from3rd party
bull 100 if Extreme Networks marketing resources are not able to provide translation services
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
CONTENT SYNDICATION
3rd Partner Outsourced Content Syndication Services (EXAMPLE TechTarget)
bull Reachnumber of impressionsnumber of views
bull Number of downloaded assets
bull Copy of itemized 3rd party invoicesreceipts or current internal expense rate card on file with Extreme Networks
bull Invoice Summary for amount to be reimbursed
bull Original screenshot of the activity with related asset featuring the components and the dates of the activity(displaying Extreme Networks name or logo)
bull 50 standard reimbursement as an individual activity
bull 50 to 100 if activity is part of a multi touch integrated campaign
bull Full copy of text including featured product(s) or solutions
bull URL links to social sites
bull If applicable the appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
ADVERTISING CATALOG
SPONSORSHIP BANNERS
Promotional activities that involve Advertisements in magazines catalogs newspapers journals online banner advertising and promotions media broadcasts on radio and TV networks videos inserts and flyers in publicationsMust include Extreme Networks mention and or logo and call to action
bull Copy of proposal including insertion dates publication name and total net cost
bull Original sample displaying Extreme Networks name or logo of magazine newspaper script flyer banner or video link featuring the ad and the date of publication
bull Copy of itemized 3rd party invoicesreceipts showing insertion dates publication name and to talnet cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Final sample of advertisement
bull 50 standard reimbursement
bull Up to 100 if part of Extreme Networks campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
bull Extreme Networks audible announcement twice during any
bull 30-second commercial segment is recommended
bull Call to action Web address with complete URL
bull For any advertising sponsorships that exceed a duration of90 days Partner must submit quarterly PAs and claim reimbursement on a quarterly basis
CUSTOMER LITERATURE OR
COLLATERAL
Any type of tool that will aid in the understanding and selling of Extreme Networks products or solution service offerings to end users This can include Brochures product guides data sheets white papers and training presentations
bull Description of how asset will be used
bull Copy of asset
bull Copy of itemized 3rd party invoicesreceipts showing total net cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Sample of original finished literature
bull 50 standard reimbursement
bull Up to 100 if part of Extreme Networks campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
EXTREME NETWORKS
PROMOTIONAL MERCHANDISE
Purchase promotional merchandise to promote Extreme Networks and Extreme Networks products
bull Quantity purchased
bull Description of how merchandise will be used
bull Photo or sample of the final promotional merchandise (must display Extreme Networks logo)
bull Copy of itemized 3rd party invoicesreceipts
bull 50 standard reimbursement
bull Up to 100 reimbursement may be approved if promotional merchandise is part of an approved partner sponsored activity promoting Extreme as the only vendor pending Extremersquos approval
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull For public sector customer gift rules limits must be considered before promotional merchandise can be offered (ex US Federal has a $20limit)
SEARCH ENGINE PLACEMENT
bull Purchase space on Internet search engines to increase hits to site(s) that promotes Extreme Networks and Extreme Networks products
bull Copy of proposal showing insertion dates and total net cost
bull Copy of itemized 3rd party invoicesreceipts showing insertion dates and total net cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Keyword report (impressions clicks click- thru rate costclick etc)
bull Original screenshot of the campaign featuring the components and the dates of the campaign (displaying Extreme name or logo)
bull 50 standard reimbursement
bull 50 ndash 100 if activity is part of a multi touch integrated campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on the PartnerNet and must be prominently displayed and unaltered
bull We recommend your campaign promotes an asset or strong call to action to optimize performance
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
FUNDED HEADCOUNT
PROGRAM
To create focus and dedication at the partner level so that both Extreme and the partner are able to drive key strategic initiatives
bull Copy of the counter signed Funded Head agreement between Extreme and partner
Agreement found on PartnerNet please contact your Channel Account Manager for details on this program prior to submitting the pre-approval
bull Copy of employee pay stub from period seeking reimbursement
bull Copy of quarterly reporting along with documentation of achieved metrics
bull Invoice to Extreme for amount of agreed upon reimbursement
bull Copy of employee pay stub from period seeking reimbursement
bull Copy of quarterly reporting along with documentation of achieved metrics
bull Invoice to Extreme for amount of agreed upon reimbursement
bull Up to 50 of annual salary
bull Reimbursement should not exceed 40 of partners total EDF accrual
bull All funded heads require regional Channel Director approval
bull Program available only to Platinum and Diamond level partners unless otherwise approved in writing by Extreme All partners must meet program requirements set forth in the Funded Head Agreement
bull Pre-Approval to be submitted at beginning of Extreme fiscal quarter and claimed at end of that same fiscal quarter
bull Contract terms are one year with quarterly metrics review and may be terminated with 30 day written notice based on non-performance of objectives
EXTREME NETWORKS CUSTOMER
CASE STUDY
Development of a printed or video case study that details a customerrsquos positive experience with Extreme Networks Must include benefit customer received and customerrsquos endorsement of Extreme Networks
bull Draft copy must be reviewed and approved by Extreme Networks
bull Number of copies to be printed
bull Copy of final version of Case Study
bull Copy of itemized 3rd party invoices
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 reimbursement contingent on review and final approval of case study by Extreme Networks
bull Development and writing of case studies is offered through Extreme Networks Concierge Service in some regions please contact your Extreme Channel Manager for information
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
BUSINESS CONSULTING
Extreme Networks approved workshops to help Extreme initiatives and strategies to the partner
bull Confirmation to attend webinar workshop
bull Confirmation of attendance
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 100 bull All consulting is conducted by an Extreme Networks approved 3rd party vendor
httpwwwextremenetworkscomcontact Phone +1-408-579-2800
WWWEXTREMENETWORKSCOM
copy2017 Extreme Networks Inc All rights reserved Extreme Networks and the Extreme Networks logo are trademarks or registered trademarks of Extreme Networks Inc in the United States andor other countries All other names are the property of their respective owners For additional information on Extreme Networks Trademarks please see httpwwwextremenetworkscomcompanylegaltrademarks Specifications and product availability are subject to change without notice 11547-0217-09
EDF Program Overview 18
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
ASSETS COLLATERAL
Any type of tool that will aid in the understanding and selling of Extreme products to end users This can include brochures product guides white papers and data sheets that are unique and not already available to partners by Extreme Networks
bull Description of how assets will be utilized
bull Draft copy must be reviewed and approved by Extreme Networks
bull Copy of completed sales tool
bull Copy of itemized 3rd party invoicesreceipts or current
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 50 standard reimbursement contingent on review and final approval of asset by Extreme Networks
bull Up to 100 if delivered with Extreme Networks concierge (USCAN only) or regional marketing support from Extreme Networks as part of an integrated campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
WEB PAGE CREATION
Creation of web type tool that will aid in the understanding and selling of Extreme Networks products This includes landing pages and micro sites that are specific to Extreme Networks including downloadable assets such as brochures product guides videos and presentations for end users
bull Third party proposal SOW that describes deliverable related to Extreme Networks
bull Copy of itemized 3rd party invoicesreceipts
bull Invoice to Extreme Networks for amount to be reimbursed
bull Screen shot of the live web page(s) including specific URL
bull Email verification from Extreme Networks employee of approved copy
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 reimbursement if Extreme Networks is the only vendor represented on the web page contingent on review and final approval of content by Extreme Networks
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
NOT ELIGIBLE Company website development (infrastructure)
bull Monthly charges for server usage hardware software required for implementation or online charges
TRAINING
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
EXTREME NETWORKS PARTNER
CERTIFICATION TRAINING
Training and Certification for partner employees Extreme Networks approved eLearning courses only from Extreme Networks education website where Extreme Networks certification is achieved
bull Number names of individuals to be certified
bull Copy of itemized 3rd party invoices receipts
bull Copy of invoice fromExtreme Netw orks Distribution
bullCredit card transaction receipt
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 standard reimbursement
bull All courses must be Extreme Networks eLEarning course offerings
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
PARTNER SALES TOOL
DEVELOPMENT
Creation of sales tool (eg product guide cheat sheet competitive matrixes) used to educate the partner to enable improved and faster selling of Extreme Networks products and solutions
bull Number of partner rep strainedutilizing tool
bull Draft copy must be reviewed and approved by Extreme Networks
bull Copy of completed sales tool
bull Email verification from Extreme Networks employee of approved copy
bull Copy of itemized 3rd party invoicesreceipts
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 if Extreme Networks is the sole vendor represented in the materials
bull Partial reimbursement if multiple vendors are represented in materials
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
CUSTOMER TRAINING
INCENTIVES
Training voucher incentive to develop customer knowledge and expertise with Extreme products
bull Copy of training incentive program including rules date of incentive activity anticipated sales revenues wards structure selection criteria sales goals eligibility requirements and award incentives
bull Performance metrics on incentive program with Sales Rep Names customer awards
bull Copy of itemized invoices or 3rd party invoices receipts of training voucher purchase
bull Name of Customers awarded training vouchers
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 100
bull Maximum $25K
bull Training voucher orders over $5k must obtain Extreme Networks Channel Director approval and email of approval uploaded as proof of performance to claim
NOT FOR RESALE (NFR)
EQUIPMENT
Extreme equipment to be used for demonstration purposes to drive customer awareness and sales
Approved quote from NFR Desk Request Form found on PartnerNetValue of equipment ordered is in accordance with the NFR program
bull Invoice from Extreme Networks or Extreme Networks Distributor for NFR equipment purchased
bull Invoice to Extreme Networks for amount to be reimbursed
bull List of NFR equipment serial numbers
bull 100 up to $25K net price per Extreme Networks fiscal year
bull Demo gear Reimbursement is not to exceed 30 of overall EDF Funds accrued
bull NFR program is for demo equipment only
bull Internal use equipment and equipment customer proof-of-concept is not reimbursable via EDF please contact your Extreme Account Manager for Proof of Concept process
LOCALIZATION TRANSLATION
Third party translation of Extreme Networks assets and campaigns that are not provided in partnerrsquos local language
bull Asset to be translated
bull Original invoice from3rd party
bull 100 if Extreme Networks marketing resources are not able to provide translation services
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
CONTENT SYNDICATION
3rd Partner Outsourced Content Syndication Services (EXAMPLE TechTarget)
bull Reachnumber of impressionsnumber of views
bull Number of downloaded assets
bull Copy of itemized 3rd party invoicesreceipts or current internal expense rate card on file with Extreme Networks
bull Invoice Summary for amount to be reimbursed
bull Original screenshot of the activity with related asset featuring the components and the dates of the activity(displaying Extreme Networks name or logo)
bull 50 standard reimbursement as an individual activity
bull 50 to 100 if activity is part of a multi touch integrated campaign
bull Full copy of text including featured product(s) or solutions
bull URL links to social sites
bull If applicable the appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
ADVERTISING CATALOG
SPONSORSHIP BANNERS
Promotional activities that involve Advertisements in magazines catalogs newspapers journals online banner advertising and promotions media broadcasts on radio and TV networks videos inserts and flyers in publicationsMust include Extreme Networks mention and or logo and call to action
bull Copy of proposal including insertion dates publication name and total net cost
bull Original sample displaying Extreme Networks name or logo of magazine newspaper script flyer banner or video link featuring the ad and the date of publication
bull Copy of itemized 3rd party invoicesreceipts showing insertion dates publication name and to talnet cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Final sample of advertisement
bull 50 standard reimbursement
bull Up to 100 if part of Extreme Networks campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
bull Extreme Networks audible announcement twice during any
bull 30-second commercial segment is recommended
bull Call to action Web address with complete URL
bull For any advertising sponsorships that exceed a duration of90 days Partner must submit quarterly PAs and claim reimbursement on a quarterly basis
CUSTOMER LITERATURE OR
COLLATERAL
Any type of tool that will aid in the understanding and selling of Extreme Networks products or solution service offerings to end users This can include Brochures product guides data sheets white papers and training presentations
bull Description of how asset will be used
bull Copy of asset
bull Copy of itemized 3rd party invoicesreceipts showing total net cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Sample of original finished literature
bull 50 standard reimbursement
bull Up to 100 if part of Extreme Networks campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
EXTREME NETWORKS
PROMOTIONAL MERCHANDISE
Purchase promotional merchandise to promote Extreme Networks and Extreme Networks products
bull Quantity purchased
bull Description of how merchandise will be used
bull Photo or sample of the final promotional merchandise (must display Extreme Networks logo)
bull Copy of itemized 3rd party invoicesreceipts
bull 50 standard reimbursement
bull Up to 100 reimbursement may be approved if promotional merchandise is part of an approved partner sponsored activity promoting Extreme as the only vendor pending Extremersquos approval
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull For public sector customer gift rules limits must be considered before promotional merchandise can be offered (ex US Federal has a $20limit)
SEARCH ENGINE PLACEMENT
bull Purchase space on Internet search engines to increase hits to site(s) that promotes Extreme Networks and Extreme Networks products
bull Copy of proposal showing insertion dates and total net cost
bull Copy of itemized 3rd party invoicesreceipts showing insertion dates and total net cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Keyword report (impressions clicks click- thru rate costclick etc)
bull Original screenshot of the campaign featuring the components and the dates of the campaign (displaying Extreme name or logo)
bull 50 standard reimbursement
bull 50 ndash 100 if activity is part of a multi touch integrated campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on the PartnerNet and must be prominently displayed and unaltered
bull We recommend your campaign promotes an asset or strong call to action to optimize performance
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
FUNDED HEADCOUNT
PROGRAM
To create focus and dedication at the partner level so that both Extreme and the partner are able to drive key strategic initiatives
bull Copy of the counter signed Funded Head agreement between Extreme and partner
Agreement found on PartnerNet please contact your Channel Account Manager for details on this program prior to submitting the pre-approval
bull Copy of employee pay stub from period seeking reimbursement
bull Copy of quarterly reporting along with documentation of achieved metrics
bull Invoice to Extreme for amount of agreed upon reimbursement
bull Copy of employee pay stub from period seeking reimbursement
bull Copy of quarterly reporting along with documentation of achieved metrics
bull Invoice to Extreme for amount of agreed upon reimbursement
bull Up to 50 of annual salary
bull Reimbursement should not exceed 40 of partners total EDF accrual
bull All funded heads require regional Channel Director approval
bull Program available only to Platinum and Diamond level partners unless otherwise approved in writing by Extreme All partners must meet program requirements set forth in the Funded Head Agreement
bull Pre-Approval to be submitted at beginning of Extreme fiscal quarter and claimed at end of that same fiscal quarter
bull Contract terms are one year with quarterly metrics review and may be terminated with 30 day written notice based on non-performance of objectives
EXTREME NETWORKS CUSTOMER
CASE STUDY
Development of a printed or video case study that details a customerrsquos positive experience with Extreme Networks Must include benefit customer received and customerrsquos endorsement of Extreme Networks
bull Draft copy must be reviewed and approved by Extreme Networks
bull Number of copies to be printed
bull Copy of final version of Case Study
bull Copy of itemized 3rd party invoices
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 reimbursement contingent on review and final approval of case study by Extreme Networks
bull Development and writing of case studies is offered through Extreme Networks Concierge Service in some regions please contact your Extreme Channel Manager for information
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
BUSINESS CONSULTING
Extreme Networks approved workshops to help Extreme initiatives and strategies to the partner
bull Confirmation to attend webinar workshop
bull Confirmation of attendance
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 100 bull All consulting is conducted by an Extreme Networks approved 3rd party vendor
httpwwwextremenetworkscomcontact Phone +1-408-579-2800
WWWEXTREMENETWORKSCOM
copy2017 Extreme Networks Inc All rights reserved Extreme Networks and the Extreme Networks logo are trademarks or registered trademarks of Extreme Networks Inc in the United States andor other countries All other names are the property of their respective owners For additional information on Extreme Networks Trademarks please see httpwwwextremenetworkscomcompanylegaltrademarks Specifications and product availability are subject to change without notice 11547-0217-09
EDF Program Overview 18
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
ASSETS COLLATERAL
Any type of tool that will aid in the understanding and selling of Extreme products to end users This can include brochures product guides white papers and data sheets that are unique and not already available to partners by Extreme Networks
bull Description of how assets will be utilized
bull Draft copy must be reviewed and approved by Extreme Networks
bull Copy of completed sales tool
bull Copy of itemized 3rd party invoicesreceipts or current
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 50 standard reimbursement contingent on review and final approval of asset by Extreme Networks
bull Up to 100 if delivered with Extreme Networks concierge (USCAN only) or regional marketing support from Extreme Networks as part of an integrated campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
WEB PAGE CREATION
Creation of web type tool that will aid in the understanding and selling of Extreme Networks products This includes landing pages and micro sites that are specific to Extreme Networks including downloadable assets such as brochures product guides videos and presentations for end users
bull Third party proposal SOW that describes deliverable related to Extreme Networks
bull Copy of itemized 3rd party invoicesreceipts
bull Invoice to Extreme Networks for amount to be reimbursed
bull Screen shot of the live web page(s) including specific URL
bull Email verification from Extreme Networks employee of approved copy
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 reimbursement if Extreme Networks is the only vendor represented on the web page contingent on review and final approval of content by Extreme Networks
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
NOT ELIGIBLE Company website development (infrastructure)
bull Monthly charges for server usage hardware software required for implementation or online charges
TRAINING
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
EXTREME NETWORKS PARTNER
CERTIFICATION TRAINING
Training and Certification for partner employees Extreme Networks approved eLearning courses only from Extreme Networks education website where Extreme Networks certification is achieved
bull Number names of individuals to be certified
bull Copy of itemized 3rd party invoices receipts
bull Copy of invoice fromExtreme Netw orks Distribution
bullCredit card transaction receipt
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 standard reimbursement
bull All courses must be Extreme Networks eLEarning course offerings
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
CONTENT SYNDICATION
3rd Partner Outsourced Content Syndication Services (EXAMPLE TechTarget)
bull Reachnumber of impressionsnumber of views
bull Number of downloaded assets
bull Copy of itemized 3rd party invoicesreceipts or current internal expense rate card on file with Extreme Networks
bull Invoice Summary for amount to be reimbursed
bull Original screenshot of the activity with related asset featuring the components and the dates of the activity(displaying Extreme Networks name or logo)
bull 50 standard reimbursement as an individual activity
bull 50 to 100 if activity is part of a multi touch integrated campaign
bull Full copy of text including featured product(s) or solutions
bull URL links to social sites
bull If applicable the appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
ADVERTISING CATALOG
SPONSORSHIP BANNERS
Promotional activities that involve Advertisements in magazines catalogs newspapers journals online banner advertising and promotions media broadcasts on radio and TV networks videos inserts and flyers in publicationsMust include Extreme Networks mention and or logo and call to action
bull Copy of proposal including insertion dates publication name and total net cost
bull Original sample displaying Extreme Networks name or logo of magazine newspaper script flyer banner or video link featuring the ad and the date of publication
bull Copy of itemized 3rd party invoicesreceipts showing insertion dates publication name and to talnet cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Final sample of advertisement
bull 50 standard reimbursement
bull Up to 100 if part of Extreme Networks campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
bull Extreme Networks audible announcement twice during any
bull 30-second commercial segment is recommended
bull Call to action Web address with complete URL
bull For any advertising sponsorships that exceed a duration of90 days Partner must submit quarterly PAs and claim reimbursement on a quarterly basis
CUSTOMER LITERATURE OR
COLLATERAL
Any type of tool that will aid in the understanding and selling of Extreme Networks products or solution service offerings to end users This can include Brochures product guides data sheets white papers and training presentations
bull Description of how asset will be used
bull Copy of asset
bull Copy of itemized 3rd party invoicesreceipts showing total net cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Sample of original finished literature
bull 50 standard reimbursement
bull Up to 100 if part of Extreme Networks campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
EXTREME NETWORKS
PROMOTIONAL MERCHANDISE
Purchase promotional merchandise to promote Extreme Networks and Extreme Networks products
bull Quantity purchased
bull Description of how merchandise will be used
bull Photo or sample of the final promotional merchandise (must display Extreme Networks logo)
bull Copy of itemized 3rd party invoicesreceipts
bull 50 standard reimbursement
bull Up to 100 reimbursement may be approved if promotional merchandise is part of an approved partner sponsored activity promoting Extreme as the only vendor pending Extremersquos approval
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull For public sector customer gift rules limits must be considered before promotional merchandise can be offered (ex US Federal has a $20limit)
SEARCH ENGINE PLACEMENT
bull Purchase space on Internet search engines to increase hits to site(s) that promotes Extreme Networks and Extreme Networks products
bull Copy of proposal showing insertion dates and total net cost
bull Copy of itemized 3rd party invoicesreceipts showing insertion dates and total net cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Keyword report (impressions clicks click- thru rate costclick etc)
bull Original screenshot of the campaign featuring the components and the dates of the campaign (displaying Extreme name or logo)
bull 50 standard reimbursement
bull 50 ndash 100 if activity is part of a multi touch integrated campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on the PartnerNet and must be prominently displayed and unaltered
bull We recommend your campaign promotes an asset or strong call to action to optimize performance
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
FUNDED HEADCOUNT
PROGRAM
To create focus and dedication at the partner level so that both Extreme and the partner are able to drive key strategic initiatives
bull Copy of the counter signed Funded Head agreement between Extreme and partner
Agreement found on PartnerNet please contact your Channel Account Manager for details on this program prior to submitting the pre-approval
bull Copy of employee pay stub from period seeking reimbursement
bull Copy of quarterly reporting along with documentation of achieved metrics
bull Invoice to Extreme for amount of agreed upon reimbursement
bull Copy of employee pay stub from period seeking reimbursement
bull Copy of quarterly reporting along with documentation of achieved metrics
bull Invoice to Extreme for amount of agreed upon reimbursement
bull Up to 50 of annual salary
bull Reimbursement should not exceed 40 of partners total EDF accrual
bull All funded heads require regional Channel Director approval
bull Program available only to Platinum and Diamond level partners unless otherwise approved in writing by Extreme All partners must meet program requirements set forth in the Funded Head Agreement
bull Pre-Approval to be submitted at beginning of Extreme fiscal quarter and claimed at end of that same fiscal quarter
bull Contract terms are one year with quarterly metrics review and may be terminated with 30 day written notice based on non-performance of objectives
EXTREME NETWORKS CUSTOMER
CASE STUDY
Development of a printed or video case study that details a customerrsquos positive experience with Extreme Networks Must include benefit customer received and customerrsquos endorsement of Extreme Networks
bull Draft copy must be reviewed and approved by Extreme Networks
bull Number of copies to be printed
bull Copy of final version of Case Study
bull Copy of itemized 3rd party invoices
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 reimbursement contingent on review and final approval of case study by Extreme Networks
bull Development and writing of case studies is offered through Extreme Networks Concierge Service in some regions please contact your Extreme Channel Manager for information
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
BUSINESS CONSULTING
Extreme Networks approved workshops to help Extreme initiatives and strategies to the partner
bull Confirmation to attend webinar workshop
bull Confirmation of attendance
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 100 bull All consulting is conducted by an Extreme Networks approved 3rd party vendor
httpwwwextremenetworkscomcontact Phone +1-408-579-2800
WWWEXTREMENETWORKSCOM
copy2017 Extreme Networks Inc All rights reserved Extreme Networks and the Extreme Networks logo are trademarks or registered trademarks of Extreme Networks Inc in the United States andor other countries All other names are the property of their respective owners For additional information on Extreme Networks Trademarks please see httpwwwextremenetworkscomcompanylegaltrademarks Specifications and product availability are subject to change without notice 11547-0217-09
EDF Program Overview 18
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
ASSETS COLLATERAL
Any type of tool that will aid in the understanding and selling of Extreme products to end users This can include brochures product guides white papers and data sheets that are unique and not already available to partners by Extreme Networks
bull Description of how assets will be utilized
bull Draft copy must be reviewed and approved by Extreme Networks
bull Copy of completed sales tool
bull Copy of itemized 3rd party invoicesreceipts or current
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 50 standard reimbursement contingent on review and final approval of asset by Extreme Networks
bull Up to 100 if delivered with Extreme Networks concierge (USCAN only) or regional marketing support from Extreme Networks as part of an integrated campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
WEB PAGE CREATION
Creation of web type tool that will aid in the understanding and selling of Extreme Networks products This includes landing pages and micro sites that are specific to Extreme Networks including downloadable assets such as brochures product guides videos and presentations for end users
bull Third party proposal SOW that describes deliverable related to Extreme Networks
bull Copy of itemized 3rd party invoicesreceipts
bull Invoice to Extreme Networks for amount to be reimbursed
bull Screen shot of the live web page(s) including specific URL
bull Email verification from Extreme Networks employee of approved copy
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 reimbursement if Extreme Networks is the only vendor represented on the web page contingent on review and final approval of content by Extreme Networks
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
NOT ELIGIBLE Company website development (infrastructure)
bull Monthly charges for server usage hardware software required for implementation or online charges
TRAINING
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
EXTREME NETWORKS PARTNER
CERTIFICATION TRAINING
Training and Certification for partner employees Extreme Networks approved eLearning courses only from Extreme Networks education website where Extreme Networks certification is achieved
bull Number names of individuals to be certified
bull Copy of itemized 3rd party invoices receipts
bull Copy of invoice fromExtreme Netw orks Distribution
bullCredit card transaction receipt
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 standard reimbursement
bull All courses must be Extreme Networks eLEarning course offerings
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
EXTREME NETWORKS
PROMOTIONAL MERCHANDISE
Purchase promotional merchandise to promote Extreme Networks and Extreme Networks products
bull Quantity purchased
bull Description of how merchandise will be used
bull Photo or sample of the final promotional merchandise (must display Extreme Networks logo)
bull Copy of itemized 3rd party invoicesreceipts
bull 50 standard reimbursement
bull Up to 100 reimbursement may be approved if promotional merchandise is part of an approved partner sponsored activity promoting Extreme as the only vendor pending Extremersquos approval
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull For public sector customer gift rules limits must be considered before promotional merchandise can be offered (ex US Federal has a $20limit)
SEARCH ENGINE PLACEMENT
bull Purchase space on Internet search engines to increase hits to site(s) that promotes Extreme Networks and Extreme Networks products
bull Copy of proposal showing insertion dates and total net cost
bull Copy of itemized 3rd party invoicesreceipts showing insertion dates and total net cost
bull Invoice to Extreme Networks for amount to be reimbursed
bull Keyword report (impressions clicks click- thru rate costclick etc)
bull Original screenshot of the campaign featuring the components and the dates of the campaign (displaying Extreme name or logo)
bull 50 standard reimbursement
bull 50 ndash 100 if activity is part of a multi touch integrated campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on the PartnerNet and must be prominently displayed and unaltered
bull We recommend your campaign promotes an asset or strong call to action to optimize performance
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
FUNDED HEADCOUNT
PROGRAM
To create focus and dedication at the partner level so that both Extreme and the partner are able to drive key strategic initiatives
bull Copy of the counter signed Funded Head agreement between Extreme and partner
Agreement found on PartnerNet please contact your Channel Account Manager for details on this program prior to submitting the pre-approval
bull Copy of employee pay stub from period seeking reimbursement
bull Copy of quarterly reporting along with documentation of achieved metrics
bull Invoice to Extreme for amount of agreed upon reimbursement
bull Copy of employee pay stub from period seeking reimbursement
bull Copy of quarterly reporting along with documentation of achieved metrics
bull Invoice to Extreme for amount of agreed upon reimbursement
bull Up to 50 of annual salary
bull Reimbursement should not exceed 40 of partners total EDF accrual
bull All funded heads require regional Channel Director approval
bull Program available only to Platinum and Diamond level partners unless otherwise approved in writing by Extreme All partners must meet program requirements set forth in the Funded Head Agreement
bull Pre-Approval to be submitted at beginning of Extreme fiscal quarter and claimed at end of that same fiscal quarter
bull Contract terms are one year with quarterly metrics review and may be terminated with 30 day written notice based on non-performance of objectives
EXTREME NETWORKS CUSTOMER
CASE STUDY
Development of a printed or video case study that details a customerrsquos positive experience with Extreme Networks Must include benefit customer received and customerrsquos endorsement of Extreme Networks
bull Draft copy must be reviewed and approved by Extreme Networks
bull Number of copies to be printed
bull Copy of final version of Case Study
bull Copy of itemized 3rd party invoices
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 reimbursement contingent on review and final approval of case study by Extreme Networks
bull Development and writing of case studies is offered through Extreme Networks Concierge Service in some regions please contact your Extreme Channel Manager for information
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
BUSINESS CONSULTING
Extreme Networks approved workshops to help Extreme initiatives and strategies to the partner
bull Confirmation to attend webinar workshop
bull Confirmation of attendance
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 100 bull All consulting is conducted by an Extreme Networks approved 3rd party vendor
httpwwwextremenetworkscomcontact Phone +1-408-579-2800
WWWEXTREMENETWORKSCOM
copy2017 Extreme Networks Inc All rights reserved Extreme Networks and the Extreme Networks logo are trademarks or registered trademarks of Extreme Networks Inc in the United States andor other countries All other names are the property of their respective owners For additional information on Extreme Networks Trademarks please see httpwwwextremenetworkscomcompanylegaltrademarks Specifications and product availability are subject to change without notice 11547-0217-09
EDF Program Overview 18
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
ASSETS COLLATERAL
Any type of tool that will aid in the understanding and selling of Extreme products to end users This can include brochures product guides white papers and data sheets that are unique and not already available to partners by Extreme Networks
bull Description of how assets will be utilized
bull Draft copy must be reviewed and approved by Extreme Networks
bull Copy of completed sales tool
bull Copy of itemized 3rd party invoicesreceipts or current
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 50 standard reimbursement contingent on review and final approval of asset by Extreme Networks
bull Up to 100 if delivered with Extreme Networks concierge (USCAN only) or regional marketing support from Extreme Networks as part of an integrated campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
WEB PAGE CREATION
Creation of web type tool that will aid in the understanding and selling of Extreme Networks products This includes landing pages and micro sites that are specific to Extreme Networks including downloadable assets such as brochures product guides videos and presentations for end users
bull Third party proposal SOW that describes deliverable related to Extreme Networks
bull Copy of itemized 3rd party invoicesreceipts
bull Invoice to Extreme Networks for amount to be reimbursed
bull Screen shot of the live web page(s) including specific URL
bull Email verification from Extreme Networks employee of approved copy
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 reimbursement if Extreme Networks is the only vendor represented on the web page contingent on review and final approval of content by Extreme Networks
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
NOT ELIGIBLE Company website development (infrastructure)
bull Monthly charges for server usage hardware software required for implementation or online charges
TRAINING
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
EXTREME NETWORKS PARTNER
CERTIFICATION TRAINING
Training and Certification for partner employees Extreme Networks approved eLearning courses only from Extreme Networks education website where Extreme Networks certification is achieved
bull Number names of individuals to be certified
bull Copy of itemized 3rd party invoices receipts
bull Copy of invoice fromExtreme Netw orks Distribution
bullCredit card transaction receipt
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 standard reimbursement
bull All courses must be Extreme Networks eLEarning course offerings
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
FUNDED HEADCOUNT
PROGRAM
To create focus and dedication at the partner level so that both Extreme and the partner are able to drive key strategic initiatives
bull Copy of the counter signed Funded Head agreement between Extreme and partner
Agreement found on PartnerNet please contact your Channel Account Manager for details on this program prior to submitting the pre-approval
bull Copy of employee pay stub from period seeking reimbursement
bull Copy of quarterly reporting along with documentation of achieved metrics
bull Invoice to Extreme for amount of agreed upon reimbursement
bull Copy of employee pay stub from period seeking reimbursement
bull Copy of quarterly reporting along with documentation of achieved metrics
bull Invoice to Extreme for amount of agreed upon reimbursement
bull Up to 50 of annual salary
bull Reimbursement should not exceed 40 of partners total EDF accrual
bull All funded heads require regional Channel Director approval
bull Program available only to Platinum and Diamond level partners unless otherwise approved in writing by Extreme All partners must meet program requirements set forth in the Funded Head Agreement
bull Pre-Approval to be submitted at beginning of Extreme fiscal quarter and claimed at end of that same fiscal quarter
bull Contract terms are one year with quarterly metrics review and may be terminated with 30 day written notice based on non-performance of objectives
EXTREME NETWORKS CUSTOMER
CASE STUDY
Development of a printed or video case study that details a customerrsquos positive experience with Extreme Networks Must include benefit customer received and customerrsquos endorsement of Extreme Networks
bull Draft copy must be reviewed and approved by Extreme Networks
bull Number of copies to be printed
bull Copy of final version of Case Study
bull Copy of itemized 3rd party invoices
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 reimbursement contingent on review and final approval of case study by Extreme Networks
bull Development and writing of case studies is offered through Extreme Networks Concierge Service in some regions please contact your Extreme Channel Manager for information
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
BUSINESS CONSULTING
Extreme Networks approved workshops to help Extreme initiatives and strategies to the partner
bull Confirmation to attend webinar workshop
bull Confirmation of attendance
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 100 bull All consulting is conducted by an Extreme Networks approved 3rd party vendor
httpwwwextremenetworkscomcontact Phone +1-408-579-2800
WWWEXTREMENETWORKSCOM
copy2017 Extreme Networks Inc All rights reserved Extreme Networks and the Extreme Networks logo are trademarks or registered trademarks of Extreme Networks Inc in the United States andor other countries All other names are the property of their respective owners For additional information on Extreme Networks Trademarks please see httpwwwextremenetworkscomcompanylegaltrademarks Specifications and product availability are subject to change without notice 11547-0217-09
EDF Program Overview 18
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
ASSETS COLLATERAL
Any type of tool that will aid in the understanding and selling of Extreme products to end users This can include brochures product guides white papers and data sheets that are unique and not already available to partners by Extreme Networks
bull Description of how assets will be utilized
bull Draft copy must be reviewed and approved by Extreme Networks
bull Copy of completed sales tool
bull Copy of itemized 3rd party invoicesreceipts or current
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 50 standard reimbursement contingent on review and final approval of asset by Extreme Networks
bull Up to 100 if delivered with Extreme Networks concierge (USCAN only) or regional marketing support from Extreme Networks as part of an integrated campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
WEB PAGE CREATION
Creation of web type tool that will aid in the understanding and selling of Extreme Networks products This includes landing pages and micro sites that are specific to Extreme Networks including downloadable assets such as brochures product guides videos and presentations for end users
bull Third party proposal SOW that describes deliverable related to Extreme Networks
bull Copy of itemized 3rd party invoicesreceipts
bull Invoice to Extreme Networks for amount to be reimbursed
bull Screen shot of the live web page(s) including specific URL
bull Email verification from Extreme Networks employee of approved copy
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 reimbursement if Extreme Networks is the only vendor represented on the web page contingent on review and final approval of content by Extreme Networks
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
NOT ELIGIBLE Company website development (infrastructure)
bull Monthly charges for server usage hardware software required for implementation or online charges
TRAINING
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
EXTREME NETWORKS PARTNER
CERTIFICATION TRAINING
Training and Certification for partner employees Extreme Networks approved eLearning courses only from Extreme Networks education website where Extreme Networks certification is achieved
bull Number names of individuals to be certified
bull Copy of itemized 3rd party invoices receipts
bull Copy of invoice fromExtreme Netw orks Distribution
bullCredit card transaction receipt
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 standard reimbursement
bull All courses must be Extreme Networks eLEarning course offerings
httpwwwextremenetworkscomcontact Phone +1-408-579-2800
WWWEXTREMENETWORKSCOM
copy2017 Extreme Networks Inc All rights reserved Extreme Networks and the Extreme Networks logo are trademarks or registered trademarks of Extreme Networks Inc in the United States andor other countries All other names are the property of their respective owners For additional information on Extreme Networks Trademarks please see httpwwwextremenetworkscomcompanylegaltrademarks Specifications and product availability are subject to change without notice 11547-0217-09
EDF Program Overview 18
BRAND AWARENESS ENABLEMENT
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
ASSETS COLLATERAL
Any type of tool that will aid in the understanding and selling of Extreme products to end users This can include brochures product guides white papers and data sheets that are unique and not already available to partners by Extreme Networks
bull Description of how assets will be utilized
bull Draft copy must be reviewed and approved by Extreme Networks
bull Copy of completed sales tool
bull Copy of itemized 3rd party invoicesreceipts or current
bull Invoice to Extreme Networks for amount to be reimbursed
bull Up to 50 standard reimbursement contingent on review and final approval of asset by Extreme Networks
bull Up to 100 if delivered with Extreme Networks concierge (USCAN only) or regional marketing support from Extreme Networks as part of an integrated campaign
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
bull All documentation must specifically reference Extreme Networks
WEB PAGE CREATION
Creation of web type tool that will aid in the understanding and selling of Extreme Networks products This includes landing pages and micro sites that are specific to Extreme Networks including downloadable assets such as brochures product guides videos and presentations for end users
bull Third party proposal SOW that describes deliverable related to Extreme Networks
bull Copy of itemized 3rd party invoicesreceipts
bull Invoice to Extreme Networks for amount to be reimbursed
bull Screen shot of the live web page(s) including specific URL
bull Email verification from Extreme Networks employee of approved copy
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 reimbursement if Extreme Networks is the only vendor represented on the web page contingent on review and final approval of content by Extreme Networks
bull The appropriate Extreme Networks logo must be used in accordance with guidelines found on PartnerNet and must be prominently displayed and unaltered
NOT ELIGIBLE Company website development (infrastructure)
bull Monthly charges for server usage hardware software required for implementation or online charges
TRAINING
CATEGORY QUALIFICATIONPRE-APPROVAL
ROI REQCLAIM REQUIREMENTS HOW MUCH IS REIMBURSED NOTES
EXTREME NETWORKS PARTNER
CERTIFICATION TRAINING
Training and Certification for partner employees Extreme Networks approved eLearning courses only from Extreme Networks education website where Extreme Networks certification is achieved
bull Number names of individuals to be certified
bull Copy of itemized 3rd party invoices receipts
bull Copy of invoice fromExtreme Netw orks Distribution
bullCredit card transaction receipt
bull Invoice to Extreme Networks for amount to be reimbursed
bull 100 standard reimbursement
bull All courses must be Extreme Networks eLEarning course offerings