February 22, 2017

• Common Challenges

• Build

• Empower

• Support

• Transform

• Questions

48%

| COMMON CHALLENGES

48%| BUILD, EMPOWER, SUPPORT & TRANSFORM YOUR PARTNER FUNDING PROGRAMS |

| ESTABLISHING A STRONG PROGRAM FOUNDATION |

• Be Inclusive in Development

• Include Key Provisions:

✓ How Funds are Earned (including any caps)

✓ Funding Period

✓ Percentage of Reimbursement for Activities

✓ The Funding Process

✓ Eligible Activities

✓ Prohibited Activities

✓ Documentation Requirements

✓ Cycle Times Expectations

• Recognize Guidelines Are Not Static

| GUIDELINES

| BENCHMARKING

Studies show that companies that benchmark outperform those that don’t in customer satisfaction, return on

investment, profitability, and market effectiveness.

1. Key Performance Measures

2. Drivers of Performance

3. Quantify Gaps

4. Identify Best Practices

5. Implement & Measure

| COMMUNICATION

• Goals & Objectives

• Target Audiences

• Key Messages

• Timelines and Tasks

| PARTNERS & FIELD PERSONNEL FOR GREATER PROGRAM SUCCESS |

• Enablement isn’t a one time event

• Work to overcome partner challenges

(time, focus, resources)

• Use the program to build a stronger

relationship with partners

| ONBOARDING

| STRATEGIES TO GROW PARTNER PARTICIPATION |

| LEVERAGING PARTNERS

| LEVERAGING THE FIELD

| LEVERAGING VENDORS

| PARTNER BEHAVIOR THROUGH METRICS AND MEASURE |

| CONTINUOUS IMPROVEMENT THROUGH DATA

Continuous improvement is a gradual never-ending

process, focused on increasing the effectiveness and/or

efficiency of your MDF & CO-OP program.

4 Steps to Continuous Improvement

1. Identify Improvements

2. Develop Inefficiency Plans

3. Implement Plans and Measure

4. Iterate for incremental improvement

Be collaborative by including not only leaders,

but also those who struggle to get the full

picture of program performance.

| WE HAVE ANSWERS TO YOUR QUESTIONS |