Updates Q1FY16 - hpi-mdf.com · Co-Marketing and sales enablement programs. Can only be used to...

Updates Q1FY16Market Development Funds

November 2015

Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.2

Agenda

Access MDF Tool

Process Overview

Your Contacts

What is MDF?

Q1FY16 Process Updates


What is MDF?

A program that helps grow your business by boosting the marketing & sales investment with HP.Discretionary funds not linked to your revenue or performance.Objective is to grow your business and drive demand for HP products, solutions and services.

MDF stands for Market Development Funds and is invested into Co-Marketing and sales enablement programs.

Can only be used to fund Eligible Activities available in the Co-Marketing Program terms.

MDF

What is MDF? Access MDF ToolYour Contact Process Overview Process Updates


Agenda

Access MDF Tool

Process Overview

Your Contacts

What is MDF?



Get support on MDF Process MDF Process Guidance

MDF Specialist

MDF process guidance

Claiming assistance

Payment queriesPARTNER

Unison Partner Portal (Get Support button)


https://partner.hp.com/


Get support on MDF Process | Unison

Log in to the HP Unison Partner Portal

Get Support

Start your search

2

Step 1

Log into UPP with User ID and Password

Click on Get Support button which is on every page of UPP

Select support category

Refine the search by selecting the right option

Step 2

Click Start Here drop down to reveal the support categories



Get support on MDF Process| Unison Submit a Case Populate required fields Submit your case

TIP: Once your case is submitted you have a

comments & attachments section where you can add

additional information at any time

Step 1 Step 2 Step 3

Click on Submit a support case button.

Fill in all the fields marked with * (Case Reason & Scenario-prepopulated; Subject;

Description) and then click on Submit button

Case ID is created and you will receive an email to confirm case submission

You may add justifying screenshots or documents for your case (Browse & Attach File)



Access MDF Tool | HP Unison Portal

Step 1 Access My Workspace Benefits & Rewards Market Development Funds

Click

Step 2 Access click on GOMDF TOOLMake sure you review the MDF

Program Terms that are valid for your activities

Other useful information can be found on this page.

Click



Agenda

Access MDF Tool

Process Overview

Your Contacts

What is MDF?

Q1FY16 Process Highlights


Access MDF Tool | HP Unison Portal Customize

Step 1

Step 2

Access Customize your Dashboard

Access Benefits and rewards Add MDF Tool

The MDF Tool widget will be displayed on the Dashboard

Click on GO to access the MDF Tool directly

My Dashboard area you will find the MDF Tool widget


Click

Click


Access MDF Tool

Process Overview

Your Contacts

What is MDF?

Q1FY16 Process Highlights


Process Overview

Email notification

Steps in MDF Tool

Email Notification: Will announce that activity has been created and you need to access the MDF Tool to approve/reject it. IMPORTANTDo not execute any activity until this notification is received.

Claim reminder: You will receive a series of reminders prior to the claiming deadline

Status updates: You will be notified when the status of your activity is changed, i.e. validated or rejected.

Payment notification: Your payment contact will receive invoice instruction for payment execution.

Partner

Activity is created

Activity approved

Activity execution

Claim documentation

uploaded in MDF Tool

Documents are checked by HP Claim paid


For the validated Claims

payment is initiated


Process steps

Process Steps

Timeline


Planning Execution Claiming Validation Payment


Planning

Process Steps | Planning

Consult with your HP Contact before planning an activity to make sure that it meets the MDF Terms and Conditions.The activity performed must match with the activity type planned in the tool.Check all the details of the activity before approving it. If the activity is not executed, please reject it in the MDF tool. If you want to re-plan, inform your HP contact to resubmit

a new correct activity.Dont start performing the activity before it is created and approved in the MDF Tool.

Valid for Q415 activities.

Q4FY15 Q1FY16 Valid for Q116 activities.



MD

F Pr

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m T

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https://partner.hp.com/group/upp-emea/eservice/-/l4-display/l4displayportlet_WAR_l4displayportlet/content/id/397505https://partner.hp.com/group/upp-emea/eservice/-/l4-display/l4displayportlet_WAR_l4displayportlet/content/id/397505


Planning Execution Validation

The MDF activity must be executed in the execution period always check the timelines.An MDF activity can be performed only after it was approved by HP and also by you in the MDF tool (please check all the

details before approving).MDF activities need to be performed in accordance to MDF terms and conditions.Once execution is done, please claim immediately.

Process Steps | Execution

Planning

Execution and Claiming

February

15th January Planning deadline

November December January March April

30th April Execution & Claiming deadline

Q4 Q1

Tim

elin

e




Do not claim at the very last day before the deadline, the faster the better.Documents needed for claiming: Proof of Performance and Proof of Cost. In case you submitted an incomplete claim, you can cancel and resubmit it correctly.The claiming pack (POP & POC) can be no larger than 20 MB and 20 files.Please comply with the claiming deadlines.

Process Steps | Claiming and Validation

Attach documentation: the required documents are available on the page to guide you to claim correctly according to the Activity Type.

Before uploading the documents please check the description of the required documents that is published down on the page.El

igib

ility

Mat

rix Q4FY15 Q1FY16



https://partner.hp.com/group/upp-emea/eservice/-/l4-display/l4displayportlet_WAR_l4displayportlet/content/id/397505


Process Steps | Payment

Follow the invoice instructions; if no instruction is received, please contact your MDF Specialist .

Do not issue the invoice before you receive the notification that the claim has been approved in MDF tool.

The vendor details and invoice contact can be changed only by you directly in the MDF Tool.

After the claim is submitted, HP will review your documentation as per the Eligibility Matrix.If it is correct, your payment contact will receive via email an invoice notification with the details for those valid claim(s) as well as instructions for payment. You will be in copy of this email.Once paid, the Activity status will be changed to Claim Paid in MDF Tool.

In My account page Check the bank details or create the account Make sure the bank details are always up-to-date You can add more than 1 payment contact to receive invoice notifications If applicable, you can add more than 1 vendor.




NEW Eligibility Matrix

Terminology

Access MDF Tool

Process Overview

Your Contacts

What is MDF?



Q1FY16 Activity Type Key Updates

Advertising PrintAdvertising Television / Radio / CinemaAdvertising DigitalSearch Engine MarketingSocial MediaCatalogs PrintCatalogs DigitalDirect Mail PrintDirect Mail Digital TelemarketingCustomer AssessmentEventTrainingIn-store Marketing ActivitiesHP ChampionMerchandisePartner Sales IncentiveEquipment (demo/dev)

Event Meals/Catering for attendees not to exceed $150 per person per day of the

event.

Merchandise Low value promotional items ($50 max per item) such as pens,pencils, lighters,

caps, t-shirts, mugs, pen drives (with HP Logo) used as customer giveaway at eligible events, trade shows, conferences, open houses promoting HP products.

Partner Sales Incentive All partners / MSAs are responsible for complying with local legal and tax

legislation requirements. They should ensure that incentives are set up under appropriate terms and conditions (e.g. targets/criteria that need to be met to win the award, timeframe, promoter details etc.) and that the rewards are not lavish or inappropriate.



Q1FY16 Activity Type Key HighlightsAdvertising DigitalPrint screen including web link is mandatory.

Advertising Television / Radio / CinemaCinema- ad Videos displayed in the cinemas before the movie.

Direct Mail Digital E-shot has been removed from the activity name, but the automated way of sending the direct mail (E-shot) is still eligible and is in the activity description.

Equipment (demo/dev)Partner co-investment is required for this activity type. HP cannot finance the equipment 100%.

Event with reference to HP products, solutions or services Entertainment and Sponsorship are not eligible for MDF. Partner hosted- Please provide the number of customers invited by you. HP hosted- Please provide the name(s) of your company representative(s)

who attended the event. Third party hosted- Please provide your the name(s) of your company

representative(s) who attended the event.

Search Engine Marketing Keyword Ad relevant for HP products, solutions and services on Search

Engines linking to partner website. Search optimization on partner site is not eligible under this activity type.

Partner Sales Incentive The prize cannot be cash. Your HP contacts e-mail approval/physical signature on the form is

mandatory.

Social Media Involves the creation of new content or adaptation of HP-provided content

for use on social media sites. For Social Media, Advertising on partner site is not valid for this activity

type, it should be planned under Advertising Digital.

Telemarketing Is a separate activity Type. Please dont plan it within a Direct Mail

Print/Digital activity



FY16 Eligible Activities

Sales Focused ActivitiesCustomer AssessmentPartner Sales IncentiveHP ChampionEquipment (demo/dev)TrainingIn-store Marketing Activities

Marketing Focused ActivitiesAdvertising DigitalAdvertising PrintAdvertising Television / Radio / CinemaSearch Engine MarketingSocial MediaCatalogs DigitalCatalogs PrintDirect Mail Digital Direct Mail Print Telemarketing EventMerchandise



Limitations

Affect product price, promotional cash discounts for HP Products Enhance Partner margin Pay for shipping fees for delivery of HP Products Pay for HP Care Packs Pay for personal expenses (e.g.: costs for visa procedures) Pay for packing, warehousing costs for distribution of HP Products Fund marketing initiatives driven by HP Fund HP directly competitive products in any activity scenario Pass through funds from Distributors to Resellers. Distributors must handle the execution of the

activity and assume responsibility for all costs incurred Provide charitable contributions Fund Partners infrastructure costs (i.e. general operating costs, capital expenditures, building

fixtures, remodels, furniture) Fund Sponsorship or Entertainment activities. Fund any other purpose which is not consistent with the general aim of subsidizing your costs

for marketing activities which drive demand for HP products, solutions and services.NO

T in

sco

pe fo

r M

DF



Gift with product purchase The related activity supports demand and sales of HP products or brand It does not affect product price Gifts are of reasonable value and subject to local legal review; it may also be subject to additional HP approvals All details regarding the gifts must be clearly described in the activity description field (value of product and

product offered as gift) The Product chosen as gift must comply with all rules mentioned in section 7 Limitation. Distributors may not execute any gift with purchase activities to reward final tier partners Cash is not allowed as a gift with purchase The gift may not be an Ink or Toner Product

NOT Allowed Partner Sales Incentive Equipment (demo/dev) Customer Assessment In-store Marketing Activities HP Champion Training Event

Allowed Advertising Digital Advertising Print Advertising Television / Radio / Cinema Search Engine Marketing Social Media Catalogs Digital Catalogs Print Direct Mail Digital Direct Mail Print Telemarketing Merchandise

CON

DIT

ION

S



Eligibility Matrix | Advertising Advertising Print Examples of Ineligible Expenses Proof of Cost (PoC) Proof of Performance (PoP)

Newspaper or magazine print advertisingBillboardsBannersFlyers

or other general advertising of HP products, solutions or services to end user

Distribution of marketing deliverables (e.g.: shipping fees, postage) is eligible.

Meal, accommodation, travel costs Product shipment fee Partners infrastructure costs such as furniture

(chairs, desks, tables etc.) Sponsorship activities Penalties or cancellation charges Entertainment/hospitality events are not in

scope for MDF funding Visa related costs

If marketing activity is performed by Partner in-house, Partner must provide letter head statement which includes date, ad placement and itemized costs If there are external costs partners must provide invoices or receipts from third-party suppliers which clearly associate to the activity including date(s) when activity was conducted.

Note: Itemized cost breakdown format to be used is available in the MDF Tool POC itemized template

Print advertising: Copy/ PDF of print advertising (with publication name and date), sample of flyerOutdoor advertising: Photograph of the billboard.

Advertising Television / Radio / Cinema Examples of Ineligible Expenses Proof of Cost (PoC) Proof of Performance (PoP)

Radio or Television Spots Meal, accommodation, travel costs Product shipment fee Partners infrastructure costs such as furniture



If marketing activity is performed by Partner in-house, Partner must provide letter head statement which includes date, ad placement and itemized costs If there are external costs partners must provide invoices or receipts from third-party suppliers which clearly associate to the activity including date(s) when activity was conducted.


Radio advertising: Copy of the script, length of spot, time and date.Television advertising: Copy of the spot, channel name, time and date.Video spot: copy of the spot with creation date (with reason for creation).

Advertising Digital Examples of Ineligible Expenses Proof of Cost (PoC) Proof of Performance (PoP)

Web-based advertising Electronic banner ads Pop-up ad or Web-content which features HP

products, solutions or services SMS campaigns

Meal, accommodation, travel costs Product shipment fee Partners infrastructure costs such as furniture



If activity is performed in-house partners must provide letter head statement of itemized costs including the Website address for the Web-content or example of e-advertising content with the date(s) activity was conducted.If there are external costs partners must provide invoices or receipts from third-party suppliers which clearly associate to the activity including date(s) when activity was conducted.


Screenshot of the Web Page showing the digital advert and the Web link / URL of the Web PageORThe Web link / URL where the digital advert is located

Video spot: copy of the spot with creation date (with reason for creation).SMS campaign: text of the message with date and list or number of recipients.

Please make sure that you make the difference between the print and digital version of this activity type.


Advertising Print | Proof of PerformancePrint advertising Outdoor advertising

Photograph of the

billboard

Partner name and logo

Sample of the Print material

(Publication name & date)

Publication name and date


Advertising Print | Proof of Cost

AND | OR

Cost breakdown

With Quarter, Date, HP Product / description,

Total amount, Currency

Third party invoice

With date, Ad placement and itemized costs

With letterhead statement


Advertising Television/Radio/Cinema | Proof of Performance

Radio advertising

OR

Copy of the spot script,

length, time and date.

Television advertising

Copy of the spot, channel

name, time and date.

OR

Video spot

Copy of the spot with

creation date (with reason for creation).


Advertising Television/Radio/Cinema | Proof of Cost

AND | OR

Cost breakdown

With Quarter, Date, HP Product

/description,Total amount,

Currency

Third party invoice




Advertising Digital | Proof of performance

Screenshot of the web-page with Web-Link

SMS Campaign

Text message with date and list or number of recipients

OR OR

Copy of the spot with

creation date (with reason for creation).

Video spotVisible Link to Website


Advertising Digital | Proof of Cost

Third party invoice

AND | OR

Cost breakdown

which clearly associate to the

activity including date(s) activity was conducted.




Search Engine Marketing Examples of Ineligible Expenses Proof of Cost (PoC) Proof of Performance (PoP)

A form of online advertising that involves the purchasing of ads on search engines to promote websites and gain traffic by increasing their visibility in search engine results pages (SERPs)

Search ads should be focused on demand generation and link back to partners website.

See regional MDF guidelines for partner eligibility to perform SEM activities.

Search Engine OptimizationPenalties or cancellation chargesLogistical costsSponsorships

Partners must provide itemized invoices or receipts from third-party suppliers such as Google AdWords, Bing Ads etcwhich clearly associate to the activity.

Note: For Alliance co-funded activities, please refer to the Alliances terms for required documentation.

Screenshot of the full Web Page content showing the search and its results.

Note: HP reserves the right to request additional proof documentation.

Social Media Examples of Ineligible Expenses Proof of Cost (PoC) Proof of Performance (PoP)

Social media marketing programs including creation of new content or adaptation of HP-provided content for use on social media sites and publishing of social content onto social media sites for the purpose of attracting attention, generating traffic and spreading electronic word of mouth (eWoM) about HPs products or services.

Social media posts should be focused on demand generation and link back to partners website. The amount of social media activity must be quantifiable.

See regional MDF guidelines for partner eligibility to perform Social Media activities.

Accessing or receiving social content provided by HP Penalties or cancellation charges Travel, meal, or entertainment costsLogistical costsSponsorships

Partners must provide itemized invoices or receipts from third-party suppliers which clearly associate to the activity.

If marketing activity is performed by partner in-house, partner must provide letterhead statement or invoice which includes dates, social media posts / activity and itemized costs Partners performing activities in-house should also refer to their regional MDF guidelines for any additional proof documentation required for claim submission.

Note: For Alliance co-funded activities, please refer to the Alliances terms for required documentation.

Screenshot of the content showing where the post links with HP contents demonstrated

Note: HP reserves the right to request additional proof documentation.

Eligibility Matrix | Search Engine Marketing & Social Media


Search Engine Marketing | Proof of performance

Screenshot of the full Web Page

content showing the search and its

results.

Visible Link to Website


Search Engine Marketing | Proof of Cost

Third party invoice

AND | OR

Cost breakdownWith

letterhead statement


from third-party suppliers such as Google AdWords,

Bing Ads etc which clearly associate to

the activity

Search Engine Platform


Social Media | Proof of performance

Screenshot of the content showing

where the post links with HP contents

demonstrated

Visible Link to Website Visible Link to Website


Social Media | Proof of Cost

Third party invoice

AND | OR

Cost breakdown

which clearly associate to the

activity including date(s) activity was conducted.




Catalogs Print Examples of Ineligible Expenses Proof of Cost (PoC) Proof of Performance (PoP)

Print catalogs Catalogue page Product brochures

NewslettersFlyers developed for mass distribution to

potential customers which features HP products, solutions or services.

Distribution of marketing deliverables (e.g.: shipping fees, postage) is eligible.

Meal, accommodation, travel costsProduct shipment fee

Partners infrastructure costs such as furniture (chairs, desks, tables etc.)Sponsorship activitiesPenalties or cancellation chargesEntertainment/hospitality events are not in scope for

MDF fundingVisa related costs

If marketing activity is performed by Partner in-house, Partner must provide letter head statement which includes dates, name of catalog and itemized costs If there are external costs partners must provide invoices or receipts from third-party suppliers which clearly associate to the activity including date(s) when activity was conducted.


Sample of catalog, brochure, flyer, newsletter in PDF.

Catalogs Digital Examples of Ineligible Expenses Proof of Cost (PoC) Proof of Performance (PoP)

Electronic catalogs which features HP products, solutions or services.

Meal, accommodation, travel costsProduct shipment feePartners infrastructure costs such as furniture

(chairs, desks, tables etc.)Sponsorship activities Penalties or cancellation chargesEntertainment/hospitality events are not in scope for

MDF fundingVisa related costs

If marketing activity is performed by Partner in-house, Partner must provide letter head statement which includes dates, name of catalog and itemized costs If there are external costs partners must provide invoices or receipts from third-party suppliers which clearly associate to the activity including date(s) when activity was conducted.


Web link ORPrint Screen with readable Web link/ URL showing digital catalog.

Eligibility Matrix | Catalogs



Catalogs Print | Proof of Performance

OR

Sample of

catalog

Sample of newsletter /

flyerin PDF

Sample of brochure

OR


Catalogs Print | Proof of Cost

AND | OR

Cost breakdown

With Quarter, Date,Product/description,


Third party invoice With letterhead statement

With date, name of catalog

and itemized costs


Catalogs Digital | Proof of Performance

Web-link or Print-Screen with

Web-link showing digital catalog

Visible Link to Website


Catalogs Digital | Proof of Cost

AND | OR

Cost breakdownThird party invoice

With Quarter, Date, HP Product, description,


With date, name of

catalog and itemized costs



Eligibility Matrix | Direct Mail Direct Mail Print Examples of Ineligible Expenses Proof of Cost (PoC) Proof of Performance (PoP)

Direct Mail (print) marketing campaignsPrinted Flyers

Distribution of marketing deliverables (e.g.: shipping fees, postage) are eligible.

Meal, accommodation, travel costsProduct shipment feePartners infrastructure costs such as

furniture (chairs, desks, tables etc.)Sponsorship activities Penalties or

cancellation chargesEntertainment/hospitality events are not in

scope for MDF fundingVisa related costs

If activity is performed in-house, partners must provide letter head statement of itemized costs including number of pieces sent with the date(s) activity was conducted. If there are external costs partners must provide invoices or receipts from third-party suppliers which clearly associate to the activity including date(s) when activity was conducted.


1. PDF Copy of direct mail, sample of flyer with date and promoted HP products, solutions or services.2. List or number of recipients.

Note: Customer related confidential data (name & other personal info) are not mandatory.

Direct Mail Digital Examples of Ineligible Expenses Proof of Cost (PoC) Proof of Performance (PoP)

Direct Mail (email) marketing campaignsE-shotsElectronic flyers


furniture (chairs, desks, tables etc.)Sponsorship activities Penalties or

cancellation chargesEntertainment/hospitality events are not in

scope for MDF fundingVisa related costs

If activity is performed in-house, partners must provide letter head statement of itemized costs including number of pieces sent with the date(s) activity was conducted. If there are external costs partners must provide invoices or receipts from third-party suppliers which clearly associate to the activity including date(s) when activity was conducted.


1. Copy of email, sample of flyer with date and promoted HP products, solutions or services.2. List or number of recipients.



Telemarketing has been separated from Direct Mail. Please check the Telemarketing requirements.


Direct Mail Print | Proof of Performance

List or number of recipients

Sample of Mailing peace


Direct Mail Print | Proof of Cost

AND | OR

Cost breakdown

Third party invoice

With Quarter, Date, HPProduct description,


With number of pieces sent or calls

made and the date(s) activity was conducted


Direct Mail Digital | Proof of Performance

List or number of recipients

Sample ofe-mailing/ e-shot

Sender address Receiver address


Direct Mail Digital | Proof of Cost


With Quarter, Date, HP Product

description,Total amount,

Currency

AND | OR

With number of pieces sent or calls made and

the date(s) activity was conducted


Eligibility Matrix | TelemarketingTelemarketing Examples of Ineligible Expenses Proof of Cost (PoC) Proof of Performance (PoP)

Telemarketing call campaigns for lead generation, marketing campaign follow-ups, end-customer updates on HP products and services and end-customer data management/analysis


furniture (chairs, desks, tables etc.)Sponsorship activities Penalties or cancellation chargesEntertainment/hospitality events are

not in scope for MDF fundingVisa related cost

If activity is performed in-house, partners must provide letter head statement of itemized costs including number of calls made with the date(s) activity was conducted. If there are external costs partners must provide invoices or receipts from third-party suppliers which clearly associate to the activity including date(s) when activity was conducted.


1. Telemarketing script with date and promoted HP products, solutions or services.2. List or number of calls/contacts made.


Telemarketing is a separate activity type from Direct Mail


Telemarketing | Proof of Performance

List or number of calls made

Copy of telemarketing

script

Company Name


Telemarketing | Proof of Cost

AND | OR

Cost breakdown

Third party invoice



With number of pieces sent or calls

made and the date(s) activity was conducted


Eligibility Matrix | Customer AssessmentCustomer assessment Examples of Ineligible Expenses Proof of Cost (PoC) Proof of Performance (PoP)

A customer-requested or partner-requested customer consultation or assessment with targeted strategy plan developed for the purpose of displacing an HP competitor, driving incremental HP business with a new customer account or a new division within an existing customer account. The assessment would typically be delivered by a 3rd party consultant or system integrator. Note: If travel is necessary for activity, travel and accommodation costs are eligible for reimbursement.

Trainings for end-customers Partner / MSA employee out of office time Travel or accommodation expenses for HP employees Product shipment fee Fees paid to an HP employee Airfare expenses are limited to economy class only Any travel costs deemed as excessive by HP Sponsorship activities Penalties or cancellation charges Entertainment/hospitality events are not in scope for MDF

funding Visa related costs

Partners must provide third-party invoice or itemized (internally generated) breakdown from partner if assessment was completed by the partner with dates activity was conducted.


Copy of assessment feedback with dates when assessment was conducted


Customer assessment POP template

Gift with Purchase is not reimbursable under this activity


Customer assessment | Proof of performance

Copy of assessment feedback with dates

when assessment was conducted

Customer assessment POP template


Customer assessment | Proof of Cost

AND | OR




With costs breakdown and

dates when activity was conducted


Eligibility Matrix | EventEvent Examples of Ineligible Expenses Proof of Cost (PoC) Proof of Performance (PoP)

Partner hosted: Briefings/Seminars/Webinars to educate customers about HP

products, solutions and services. Shows/Events/Exhibitions/Conferences/ Roadshows or Trade

Shows to highlight HP products, services and solutions for customers.

If travel is necessary for the activity, travel and accommodation costs are eligible for reimbursement

HP led/hosted:HP led/hosted Events in which partners participate. Reimbursement is limited to participants and HP approved customers travel costs, accommodations and participation fees only.Mandatory to provide the participant names

Third Party Hosted event:IT Fairs/Events/Trade Fairs/International Trade Show/Roadshows where partner highlights/presents/promotes HP products, services and solutions for customers.

Meals/Catering for attendees not to exceed $150 per person per day of the event.

Partner / MSA employee out of office time Travel or accommodation expenses for HP

employees Product shipment fee Fees paid to an HP employee Airfare expenses are limited to economy class

only Any travel costs deemed as excessive by HP Sponsorship activities Penalties or cancellation charges Entertainment/hospitality events are not in

scope for MDF funding Visa related costs Partners may not use MDF to pay for public

sector customers to travel to any event, without advance approval of HP Legal.

If marketing activity is performed by Partner in-house, Partner must provide letter head statement which includes dates and itemized costs, date(s) of the activity performed. If there are external costs partners must provide invoices or receipts from third-party suppliers which clearly associate to the activity including date(s) when activity was conducted.


1. Copy of agenda OR invite OR event details with date of the activity being conducted. 2. List / names attendees.




Event | Proof of performance

List or number of invites+Copy of invite

Copy of event

details

Copy of agenda

For HP Led and Third Party events the list of partner participants is required


Event | Proof of Cost

Third party invoice

AND | OR

Cost breakdown

With Quarter, Date,HP Product / description,

Total amount, Currency With itemized costs

and date(s) of the event/show


Merchandise Examples of Ineligible Expenses Proof of Cost (PoC) Proof of Performance (PoP)

Low value promotional items ($50 max per item) such as pens,pencils, lighters, caps, t-shirts, mugs, pen drives (with HP Logo) used as customer giveaway at eligible events, trade shows, conferences, open houses promoting HP products.

Partners infrastructure costs such as furniture (chairs, desks, tables etc.)Product shipment feeHP logo branding provided via a stickerHP Products

If activity is performed in-house, Partners mustprovide letter head statement of itemized costsincluding date(s) when the activity was conductedIf there are external costs partners must provideinvoices or receipts from third-party supplierswhich clearly associate to the activity includingdate(s) when activity was conducted.


Photograph of the HP branded merchandise used.

Eligibility Matrix | Merchandise



Merchandise | Proof of Performance

Photograph of the HP branded

merchandise used


Merchandise | Proof of Cost

Third-party invoice/receipts


Eligibility Matrix | Training

Training Examples of Ineligible Expenses Proof of Cost (PoC) Proof of Performance (PoP)

Technical, Sales or other Certification training for Partner. Employees. HP courses and training (classroom training delivered by a HP authorized trainer, webinar or web-based training , self study materials) that lead to a technical or sales certification or qualification provided by HP.Exam vouchers are also eligible if used to obtain a Partner One/Service One certification (or qualification)

Lunch and Learn, Knowledge transfer, Sales skills, Coaching. Formal training performed by a HP trainer to Partner employees to ensure their readiness to promote HPs Products and Services.

Note: If travel is necessary for training activity, travel and accommodation costs are eligible for reimbursement

Trainings for end-customers Partner employee out of office time Travel or accommodation expenses for HP

employees Product shipment fee Fees paid to an HP employee Airfare expenses are limited to economy class only Any travel costs deemed as excessive by HP Sponsorship activities Penalties or cancellation charges Entertainment/hospitality events are not in scope

for MDF funding Visa related costs

Partners must provide dated itemized invoices or receipts from third-party suppliers which clearly associate to the activity including date(s) activity was conducted.Note: Itemized cost breakdown format to be used is available in the MDF Tool POC itemized template

1.Training certificate OR copy of the agenda OR training content OR copy of exam vouchers OR self-study guides2.List of people trained /certified



Training | Proof of Performance

Training agenda

Training content

OROR

Training certificate


Training | Proof of CostInvoice/Receipts from Third party

With the date the activity

was conducted


In-store Marketing Activities Examples of Ineligible Expenses Proof of Cost (PoC) Proof of Performance (PoP)

In-store/POS product displays/End caps in windows, floor bays, wall bay or end-cap to demonstrate and generate demand of HP products. Specific HP POS (displays, podiums, pallet wraps, shelf trays, accessory racks, cross-selling displays, shippers, baskets) to generate demand of HP productsDemo Days - Expenses for in-store demo activities conducted by partner, promoter or outsourced third party service.Services or tools to help Partners evaluate and manage store assortment,Product placement (planogram), product replenishment, product introductions, promotions management or other activities designed to attract consumers and maximize category performance (sales) in the Partners stores.CatMan/Spaceman - Pilot, analysis and or evaluate store assortment, product introductions, promotions and other activities (home & business office segmentation, Fact Tag presence) designed to attract consumers and maximize category performance (sales) in the Partners storesRack jobbing - Maximizing sales using HP products, packaging (placeholder cards, empty packaging, stickering), pricing, and display to stimulate end-users to spend more (driven by the partner)

Partners infrastructure costs such as building fixtures, building remodels, furniture (chairs, desks, tables etc.)MDF can NOT be used to fund promotional cash

discounts, vouchers or products. MDF can only be used to fund POS to create awareness of the promotionThis activity-type cannot be used to reimburse

demo equipmentSponsorship activitiesPenalties or cancellation charges.Entertainment/hospitality events are not in scope

for MDF fundingProduct shipment

If marketing activity is performed by Partner in-house, Partner must provide letter head statement with itemized costs, date(s) of activityIf there are external costs partners must provide invoices or receipts from third-party suppliers which clearly associate to the activity including date(s) when activity was conducted.Note: Itemized cost breakdown format to be used is available in the MDF Tool POC itemized template

Photographs of the aisle/ shelf. Copy of the planogram, of the POS on site. ORPhotograph of the Point of Sales merchandise on-site promoting HP products.

Eligibility Matrix | In-store Marketing Activities



In-store Marketing Activities | Proof of Performance

Photographs of the aisle/shelf.

Copy of the planogram, of the

POS on-site

OR

Photograph of the Point of Sales

merchandise on-site promoting HP

products


In-store Marketing Activities | Proof of Cost

Third party invoice

OR

Cost breakdown

With Quarter, Date, HP Product/description,Total amount, Currency With itemized

costs and date(s) of the event/show


Eligibility Matrix | Partner Sales IncentivePartner Sales Incentive Examples of Ineligible Expenses Proof of Cost (PoC) Proof of Performance (PoP)

Incentive benefit paid by partners to their employees, or by a Distributor to a Reseller or non HP-contracted reseller, for sales of specified HP product during pre-determined short-term timeframe. Examples of rewards include but are not limited to: prize, gift certificates/vouchers, trips, HP products, hotel stays (all non-cash)Examples of activities include but are not limited to:1. Resellers / Buying Resellers/MSAs may run sales incentives to reward Reseller/Buying Reseller employees for sales made to end user customers2. Distributors / MSAs may run sales incentives to reward Distributor employees for sales made to Business Partners and non-PartnerOnePartners 3. Distributors / MSAs may run sales incentive programs for Business Partners and non-PartnerOne Partners. Distributors may only receive MDF for incentives with Business Partners and non-Partners One partners that reward sell in to those partners and not sell out to final tier customers

All partners / MSAs are responsible for complying with local legal and tax legislation requirements.

A request for funding for an incentive is subject to local HP legal review.

Partners / MSAs must handle the execution of the activity and assume responsibility for all costs incurred.

Electronic salary payment is allowed for Distributor Partner Employees and final tier employees where MDF is paid directly to the partner

Please contact your DBM | PBM for further details regarding the eligibility of sales incentives for distributors

Product discounts, end of life discounts,product rebatesEnd customer sales incentivesHP managed incentive programsHP competitive Product as a rewardGift for purchasePrize draw

Any HP product provided as a reward cannot be resold by the Reseller

If marketing activity is performed by Partner in-house, Partner must provide letter head statement which includes dates and itemized costs

If there are external costs partners must provide invoices or receipts from third-party suppliers which clearly associate to the activity including date(s) when activity was conducted.


1. Detailed description of contest or sales incentive including:a. terms and conditions with target of contest or incentiveb. Business Unit and products featuredc. dates/timeframe for incentived. The reward (description including value)2. Achievement/results including a list of winning sales representatives names (or employee number) with product SKU, quantity sold unit amount and total payout for each representative.3. PBM e-mail approving POP content must be supplied.NOTE: All above requirements are mandatory. Items 1 and 2 can be supplied via the Sales Incentive POP template on the MDF Tool.



Partner Sales Incentive | Proof of Performance

Terms and conditions with target of contest; BU and products featured;

dates/timeframe; the reward (description including value); results

including a list of winning sales representatives names (or employee number) or reseller with product SKU,

quantity sold unit amount and total payout for each.

Partner Sales incentive POP Template


Partner Sales Incentive | Proof of Cost

Invoice | Receipts from supplier

With Quarter, Date, HP Product/description,Total amount, Currency


Eligibility Matrix | HP ChampionHP Champion Examples of Ineligible Expenses Proof of Cost (PoC) Proof of Performance (PoP)

Partner resource (Marketing, Technical or Sales) focused on planning, implementing and evaluating the effectiveness of programs for promoting, selling and supporting HP products and services.

Note: If travel is necessary for activity, travel and accommodation costs are eligible for reimbursement. Airfare expenses are limited to economy class only

Any travel costs deemed as excessive by HP Partner employee out of office time Travel or accommodation expenses for HP employees Product shipment Fees paid to an HP employee Sponsorship activities Entertainment/hospitality events are not in scope for

MDF funding Visa related costs

Not Applicable Partner must supply the completed HP Champion POP Template along with approval from themselves and the PBM (email or form signature)HP Champion POP Template Is available on the Partner Portal and MDF Tool.

HP Champion Form

Gift with Purchase are not reimbursable under this activity


HP Champion | PPS Requirements HP Champion Form

Activity detailsfilled in as in the MDF Tool

are mandatory

Tactical activitys details fields are

mandatory

Partner and PBM Confirmation on the details of the

form


Eligibility Matrix | Equipment (demo/dev)Equipment (demo/dev) Examples of Ineligible Expenses Proof of Cost (PoC) Proof of Performance (PoP)

Investments made in purchasing, renting or leasing of HP hardware or software for demonstration, application development or customer evaluation purposes.The following terms and conditions apply:A partner co-investment is required for this activity. HPs co-investment in partners demo equipment cannot materially exceed the depreciated value of the unit while it is used as demo equipment: Equipment must be used by the partner for demonstration purposes only

and can be resold at either : Purchase date plus 6 months (PPS)/12 months (EG)

or End Of Sale status has been reached

When demo units are sold to Customers, partners must include all manufacturers original equipment, including but not limited to, all parts, documentation and software. Failure to include all items will void the warranty

Partner is responsible for complying with all laws and regulations governing the sale of such systems when demo equipment is sold to an end-user customer

The channel partner must advise end users that the product was a demonstration model.

Eligible product cannot be sold to another reseller or broker.Partners must document the use and disposition of demo equipment, by way of tracking serialized units, for a minimum of 2 years in the event of an HP audit.

Non-HP equipment and products Renovation costs for demo rooms Equipment repair costs Supplies costs such as paper and ink Meals, accommodations, travel costs, or

airfare Partners infrastructure costs such as

furniture (chairs, desks, tables etc.) Product shipment fee Demo units obtained under Demo Starter

Program

Partners must provide supplier invoice showing price paid for hardware or software.

Partners must provide product serial numbers.

NOTE: if the HP Serial numbers are displayed on the POC no need to create an additional POP



Equipment (demo/dev) | Proof of Performance

Provide the serial number

of the product


Equipment (demo/dev) | Proof of Cost

Invoice | Receipts from supplier

With price paid for

hardware or software


Terminology | Activity status

Pending partner approval New Activity has been set up and is awaiting your companys approval.

Activity approved Both you and HP approved the activity and you are free to go ahead and execute.

Claim submitted Your claim has been received and is awaiting for HP validation.

Claim rejected Claim is incorrect or incomplete. Re-submit a new Claim with valid documents.

Claim paid Your claim has been processed for payment. Click on the claim ID to view payment details.

Claim validated HP approved your claim and will send an invoice request to your payment contact.

Claim Payment Start Your claim has been validated and you will receive the Invoice Notification.

Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.

Thank you

Slide Number 1AgendaWhat is MDF?AgendaGet support on MDF Process Get support on MDF Process | Unison Get support on MDF Process| Unison Access MDF Tool | HP Unison PortalAgendaAccess MDF Tool | HP Unison Portal Customize Slide Number 11Process OverviewProcess StepsProcess Steps | Planning Process Steps | ExecutionProcess Steps | Claiming and ValidationProcess Steps | PaymentSlide Number 18Q1FY16 Activity Type Key UpdatesQ1FY16 Activity Type Key HighlightsFY16 Eligible Activities LimitationsGift with product purchase Eligibility Matrix | Advertising Advertising Print | Proof of PerformanceAdvertising Print | Proof of CostAdvertising Television/Radio/Cinema | Proof of PerformanceAdvertising Television/Radio/Cinema | Proof of CostAdvertising Digital | Proof of performanceAdvertising Digital | Proof of CostEligibility Matrix | Search Engine Marketing & Social MediaSearch Engine Marketing | Proof of performanceSearch Engine Marketing | Proof of CostSocial Media | Proof of performanceSocial Media | Proof of CostEligibility Matrix | Catalogs Catalogs Print | Proof of PerformanceCatalogs Print | Proof of CostCatalogs Digital | Proof of PerformanceCatalogs Digital | Proof of CostEligibility Matrix | Direct Mail Direct Mail Print | Proof of PerformanceDirect Mail Print | Proof of CostDirect Mail Digital | Proof of PerformanceDirect Mail Digital | Proof of CostEligibility Matrix | TelemarketingTelemarketing | Proof of PerformanceTelemarketing | Proof of CostEligibility Matrix | Customer AssessmentCustomer assessment | Proof of performanceCustomer assessment | Proof of CostEligibility Matrix | EventEvent | Proof of performanceEvent | Proof of CostEligibility Matrix | MerchandiseMerchandise | Proof of PerformanceMerchandise | Proof of CostEligibility Matrix | TrainingTraining | Proof of PerformanceTraining | Proof of CostEligibility Matrix | In-store Marketing ActivitiesIn-store Marketing Activities | Proof of PerformanceIn-store Marketing Activities | Proof of CostEligibility Matrix | Partner Sales IncentivePartner Sales Incentive | Proof of PerformancePartner Sales Incentive | Proof of CostEligibility Matrix | HP ChampionHP Champion | PPS Requirements Eligibility Matrix | Equipment (demo/dev)Equipment (demo/dev) | Proof of PerformanceEquipment (demo/dev) | Proof of CostTerminology | Activity statusThank you

Customer Assesment

FY16 CUSTOMER ASSESSMENT POP TemplateFUNDQuarter

Design HWQ116

FundDesign SuppliesQ216

QuarterScitexQ316

Activity IDSuppliesQ416

Name and adderss of the custemer receiving the assessmentPrint HardwareQ315

Date when the assesment was performedPL30Q415

HP Product | Service | Solution assessedPEA HQ

Third party Name and address delivering assessment (when applicable)PEA Country

Potential Competitor displaced (when applicable)PC Hardware

Objective of the AssesmentIndigo

Result

*Note-1. I confirm that the fees paid by HP are fully used for advertising or promoting HPs products or services.2.We agree to participate to audit on those activities and/or to provide additional evidence, if required by HP

Please make sure that you will comply with all the requirements for this activity type

Descriptions and ExamplesExamples of Ineligible ExpensesProof of Cost (PoC)Proof of Performance (PoP)

A customer-requested or partner-requested customer

consultation or assessment with targeted strategy plan

developed for the purpose of displacing an HP competitor,

driving incremental HP business with a new customer account

or a new division within an existing customer account. The

assessment would typically be delivered by a 3rd party

consultant or system integrator.

Note: If travel is necessary for activity, travel and

accommodation costs are eligible for reimbursement.

Trainings for end-customers

Partner / MSA employee out of office time

Travel or accommodation expenses for HP

employees

Product shipment fee

Fees paid to an HP employee

Airfare expenses are limited to economy class

only

Any travel costs deemed as excessive by HP

Sponsorship activities

Penalties or cancellation charges

Partners must provide third-party invoice or itemized (internally

generated) breakdown from partner if assessment was completed

by the partner with dates activity was conducted.

Note: Itemized cost breakdown format to be used is available in

the MDF Tool POC itemized template

Copy of assessment

feedback with dates when

assessment was conducted

Note: Customer related

confidential data (name &

other personal info) are not

mandatory.

BU

Click here to OPEN

Planning Guide - EG

HPChampionActivity Details to eligibility matrix and requirements in the MDF T&Cs Pre-requisite : the Joint Business Plan

ELIGIBILITY MATRIX



EG Requirement only Partner resource (Sales) link to a Growth Initiative jointly agree during the Joint Business Plan exercise Partner Sales resource focused on BU to specify (ISS, HPSD, HPN,TS, BCS) start Q1FY15 carrying minimum 1 and maximum of 3 targets described in HP Champions Template Appendix (1a for distributor or 1b for reseller) Activities and targets are agreed and approved at allocation stage 2 weeks before HPs quarter start T&Cs as Addendum of the Resellers and Distributors contract are available (link to Smart Portal https://h20375.www2.hp.com/portal/site/smartportal/menuitem.d948ffe4e6c24dbc0508e1108303ce01/)

Note: If travel is necessary for activity, travel and accommodation costs are eligible for reimbursement. Airfare expenses are limited to economy class only Any travel costs deemed as excessive by HP Partner employee out of office time Travel or accommodation expenses for HP employees Product shipment Fees paid to an HP employee Sponsorship activities Entertainment/hospitality events are not in scope for MDF funding VISA related costsNot ApplicablePartners must fill in the HP Champion Form available in MDF Tool with PBM approval (email or on the Form)

Step 1

Whatare HPChampion Activities?

HPChampion activities are partner resources focused on promoting, sellingandsupportingHP Productsandservices. HPChampion activitiesareCo-fundedthroughthe EMEA Co-Marketing Program.Partners work with their Partner Business Manager (PBM) toidentify opportunities during the Joint Business plan exercise

Define minimum 1 - maximum 3 targets 2 weeks before the Q start

The Joint business plan is the starting point Your minimum 1 and maximum 3 targets will be selected in the form of available targets in Appendix 1-a and 1-b . Your Targets could be set for the Half split per Q. Define the list of activities needed to allow you to be successful. Use the Champion Tactical activities sheet

Step 2

HowdoIrequestHPChampion Activities funding?

During the Joint Business plan exercise, you identified growth business areas generated incremental business for HP and for the partner. To deliver on these growth opportunities this could require a HP Champion co-funded by the partner and HP for a limited period of time minimum of 6 months maximum of 12 months.

Tracking execution: Actuals versus targets minimum 1- maximum 3

WeeklyreviewsareconductedbyyourHPPBMand the HP Champion toassess accomplishments - HP Tracking reports will be provided based on sellout reporting information - Selection of minimum 1 - maximum 3 targets are available on distributor sheet (Appendix 1-a) or reseller sheet (Appendix 1-b). To deliver as per those targets, the HP Champion needs to agree with the HP PBM on all activities that allow him / her on delivering those targets.

Step 3

WhendoIrequestHPChampion Activities funding?

Latest 2 weeks before the Q start with the selection of minimum 1 and maximum 3 targets from Appendix 1-a or 1-b

HPChampion Activities reimbursements

HP Champion Activities Reimbursement Form needs to be submitted to your PBM or HP Channel Sales Manager for HP approval before claiming your HP Champion Activities.

HP Champion Form - EG

EG HP Champion Form

Activity ID in MDF Tool:

Madalina Danescu: MANDATORY FIELDS

Execution Quarter:


Partner Type:

Region

HP Partner Name:


HP Champion Name:


Champion Tactical Activities Planning to be completed by PBM during the 1st week of the Q | Claiming after the execution by PBM & Partner

identify the activities you will need to implement during the quarter to achieve the target

This is part of your overall MDF PLAN - activities selection done based on Quarterly MDF Guidelines Numbers of activities needed will be define by the PBM

The Planning Part should be filled in by the PBMs after the activity is uploaded in the MDF Tool and uploaded in on the SharePoint at the Partner typ and Country level with the activity name and HP Champion name.

Link to the :SharePoint

Fill activities needed to achieve the targets.

Tactical Activities 1 Tactical Activities 2Tactical Activities 3

Planning

Madalina Danescu: Planning to be completed by PBM during the 1st week of the QStrategic Initiative short description from JBP

Madalina Danescu: Planning to be completed by PBM during the 1st week of the Q

TACTICS

Madalina Danescu: Planning to be completed by PBM during the 1st week of the QWhat are the specific activities that will support your strategies and help you achieve your targets?

TIMELINESMonth in the quarter

Results

Madalina Danescu: Claiming after the execution by PBM & PartnerRESULTS

COMMENTSUse this section to expand on which activities worked well and why, which activities did not work, resources needed to successfully implement the plan, modifications, etc

Madalina Danescu: Claiming after the execution by PBM & Partner

Appendix 1- c HP Champion Activity reimbursement form This part will be prefilled 1 month after Q end on the SharePoint link. PBMs will provide the Form to the Partner to be signed and uploaded in the MDF Tool

Local Currency Currency code:

ClaimingTotal Allocated Amount of HP Champion

Total Amount of HP champion Activity Reimbursement- 0

Madalina Danescu: this is the amount to be reimbursed It is the sum of the fix and the variable part

Base Fee - 60% Allocated Amount- 0

Fixe Part 60% Reimbursement Amount- 0

Conditional Fee - Max. 40% of Allocated Amount - paid in proportion to the % achievement for the 3 targets Allocated Amount- 0

Calculated Conditional Fee in proportion to the % achievement for the 3 targets (NB : cap at 100%!)- 0

Madalina Danescu: this is the variable part calculated according to the achievement


Madalina Danescu: 1 activity per HP Champion





Madalina Danescu: Please add the name of the HP Champion in the Internal Description in the MDF Tool




Madalina Danescu: Planning to be completed by PBM during the 1st week of the QStrategic Initiative short description from JBP must be included in the MDF Tool.


Madalina Danescu: Planning to be completed by PBM during the 1st week of the QStrategic Initiative short description from JBP must be included in the MDF Tool.

Madalina Danescu: Planning to be completed by PBM during the 1st week of the QStrategic Initiative short description from JBP must be included in the MDF Tool.ERROR:#DIV/0!

TARGET 1 % Achievement > 60% if 60% if 60% if >>

TARGET 2 >>>ERROR:#DIV/0!

TARGET 3 >>>ERROR:#DIV/0!

ERROR:#DIV/0!

Claiming The below fields are mandatory for validationPartner uploads the Form in the MDF Tool after this final part is filled in

I confirm that the resources used by our company to undertake HP Champion activities are employees of:

ClaimingHP Champion Activities Quarterly Review - submitted by Partner:

Partner Claiming responsible Name:

Madalina Danescu: Before uploading in the MDF tool please make sure that this field is filled in


Madalina Danescu: Claiming after the execution by PBM & PartnerPartner Claiming responsible Signature:

Madalina Danescu: Before uploading in the MDF tool please make sure that this field is filled in

Madalina Danescu: Claiming after the execution by PBM & PartnerHP Champion Activities Quarterly Review - accepted by HP Channel Sales:

HP Partner Business Manager:

Madalina Danescu: Before uploading in the MDF tool please make sure that this field is filled in.Alternative confirmation email from the PBM. - it has to be uploaded in the MDF tool together with the Form

Madalina Danescu: this is the amount to be reimbursed It is the sum of the fix and the variable partif confirmation is via email, please upload the approval email with the HP Champion Form in the MDF Tool

HP Partner Business Manager Signature:

Accepted date:

Comments

Please note that this is a protected file.The areas that you have to fill in are marked with gray

https://www.hp-mdf.com/Forms/AllItems.aspx?RootFolder=%2Fteams%2FEMEA%20MDF%20Team%20SharePoint%2FContacts%2FBOC%20Team%2FHP%20Champions%20FY14https://www.hp-mdf.com/Forms/AllItems.aspx?RootFolder=%2Fteams%2FEMEA%20MDF%20Team%20SharePoint%2FContacts%2FBOC%20Team%2FHP%20Champions%20FY14https://www.hp-mdf.com/Forms/AllItems.aspx?RootFolder=%2Fteams%2FEMEA%20MDF%20Team%20SharePoint%2FContacts%2FBOC%20Team%2FHP%20Champions%20FY14

Planning Guide - PPS

EMEA Co-Marketing Program HPChampionPlanningGuide

Whatare HPChampion Activities?HowdoIrequestHPChampion Activities funding?

HPChampion activities are partner resources focussed on promoting, sellingandsupportingHP productsandservices. HPChampion activitiesarefundedthroughthe EMEA Co-Marketing Program.Partners work with their Partner Business Manager (PBM) toidentify opportunities. DiscussyourneedsandrequirementswithyourHPPartner Business Manager (PBM). If there is sufficient justification and available Market Development Funds to support HP Champion Activities, your HP PBM will ask you to complete the HP Champion Business Plan

HP Champion BusinessPlantemplateQuarterlyreviewsandHPChampion Activities reimbursements

The business plan is the cornerstone and road map for your tactical activities during the planning period. Your business plan also contains the goals for your quarterly reviews. Make sure your objectives are specific and measurable. Objectives describe the big picture. See the examples in "HP Champion Business plan" Sheet. QuarterlyreviewsareconductedbyyourHPPBMtoassess your accomplishments and progress as they relate to planned activities and objectives. The completed HP Champion Business Plan (HP Champion Business Plan sheet) and HP Champion Activities Reimbursement Form (Reimbursement Form Sheet) need to be submitted to your PBM for HP approval before claiming your HP Champion Activities Quarterly Reimbursement.

HPChampionActivity Types

HP Champion activities can be divided into three types

HPMarketingChampionActivitiesHPSalesDevelopmentChampionActivitiesHPServiceandSupportChampionActivities

Develop,implement,andadministermarketingand educationalprograms,productpromotions,andother projectstoincreasesalesofHPproducts.ManageeffectiveuseofDemandGenerationFundsto implementplans.Maintainknowledgeofcompetitiveproductsvia informationprovidedbyHPanddevelopstrategiesfor increasingHP'ssalesrelativetothecompetition.Managetheintroductionofnewproductsandassociated training.Meetatleastonceamonthwith localpartner salesteamstocommunicateallHPproduct,pricing,andprogram information.ServeasliaisonwithHPsalesrepresentative.Coordinatelocaltrainings.AdviseandcounselpartnerssalesrepresentativesonHP productstoassistwithsalesopportunities.DevelopstrategiestoincreaseHPsales.Partner will have an assigned quota for HP sales.Forservice/supportbusinessexperts:DevelopandimplementanHPservice/supportbusinessplanwithmeasurablegoals(partoftheoverallHPChampionplan).Tacticsmayincludedesigninganeffectivesupportagreementsalesprocess,implementingacustomersatisfactionprogramordevelopingnewsupportservicestomeetevolvingcustomerneeds.DevelopandmanageaneffectiveHPservice/supportcommunicationsprocess.ProvidetrainingonallaspectsofHPsservice/support programs,includingpoliciesandprocedures,sellingskillsforsupportcontractsandwarrantyupgrades,andtechnicalinformation.Performnewproductevaluationsanddetermineappropriatesupport strategy.Fortechnicalexperts: Provide pre- or post-sales technical support on HP products. Pre-salessupportincludessystemdesignandconfiguration,networksupport/design,solutionsintegration,networkdemos,andsystemsconsulting. Postsalessupportincludestechnicalsupportinnetworking,CAD,ormulti-userenvironmentsandcomplextroubleshooting. Provide technical training and consultation to your sales representatives, technical support engineers, and service technicians.

ELIGIBILITY MATRIX



Note: If travel is necessary for activity, travel and accommodation costs are eligible for reimbursement. Airfare expenses are limited to economy class only Any travel costs deemed as excessive by HP Partner employee out of office time Travel or accommodation expenses for HP employees Product shipment Fees paid to an HP employee Sponsorship activities Entertainment/hospitality events are not in scope for MDF funding VISA related costsNot ApplicablePartners must fill in the HP Champion Form available in MDF Tool with PBM approval (email or on the Form)

HP Champion Form - PPS

FY16 HP Champion Form

Activity ID in MDF Tool:

Execution Quarter:

Partner Type:

Fund:

MPS Activity:

Country:

HP Partner Name:

HP Champion Name:

ERROR:#N/AERROR:#N/A

OBJECTIVE 1OBJECTIVE 2OBJECTIVE 3

PlanningDESCRIPTIONWhat is the scope of the HP Champion? (indicate: sales Objective if applicable, or non-sales Objectives with associate measure of success)

STRATEGIESHowdoyouplantoreachyourObjectives?

Whatareaswillyoufocusontogetthere?

TACTICSWhat are the specific activities that will support your strategies and help you achieve your Objectives?

Applicable for the selected Quarter.

ClaimingRESULTSWere the objectives met? YES/NOIf NO, Explain why?

If the objective is sales based indicate sales achieved.

COMMENTSUse this section to expand on which activities worked well and why, which activities did not work, what products were sold.

Local Currency Currency code:

Total Claimed Amount of HP Champion- Please select -

HP Champion Activities Quarterly Review - submitted by Partner:

Partner Claiming responsible Name:

Partner Claiming responsible Signature:

HP Champion Activities Quarterly Review - accepted by HP Channel Sales:

HP Partner Business Manager: if confirmation is via email, please upload the approval email with the HP Champion Form in the MDF Tool

HP Partner Business Manager Signature:

Accepted date:

Comments

targets&strategicinitiatives

FY14 EG Strategic InitiativesBUDistributor TargetBUReseller TargetCurrencyPartner TypeReseller or DistributionRegionCountryPartner IDPartner NamePartnerRTM&ORGCountryRTM&ORGPartner&PPIDROWRTM&ORGPartner116Fund Name FilterComment

EG - Channel Business TransformationDistributor At least 4 Sales Plays completionReseller TargetAt least 4 Sales Plays completion- Please select -ResellerDistributorCEEPoland1-34M-1461AB SA WROCLAWAB SA WROCLAW | 1-34M-1461DistributorCEECEEDistributorCEEAB SA WROCLAW | 1-34M-1461AB SA WROCLAW | 1-34M-14611DistributorCEEAB SA WROCLAW | 1-34M-1461Design HWResellerPrint HardwareProvide a minimum of 3 Objectives.Your Objectives must be specific, achievable and measurable

Cloud - Hybrid Cloud; Public, Private, and ManagedDistributor CEE/MEMA_EG Distribution led $Reseller TargetBCS Reseller $CHFDistributorDistributorCEEPoland1-34M-1ABC DATA S AABC DATA S A | 1-34M-1DistributorCEEEMEADistributorCEEABC DATA S A | 1-34M-1ABC DATA S A | 1-34M-12DistributorCEEABC DATA S A | 1-34M-1Design SuppliesResellerPC HardwareProvide a minimum of 3 Objectives.Your Objectives must be specific, achievable and measurable

Converged - CS500 and CS900 for SAP HANA; HP OneviewDistributor WIP - CEE/MEMA_EG Distribution led PR %Reseller TargetBCS Reseller PR%CZKDistributorCEEPoland1-CR2U6WACTION WARSZAWAACTION WARSZAWA | 1-CR2U6WDistributorCEEFranceDistributorCEEACTION WARSZAWA | 1-CR2U6WACTION WARSZAWA | 1-CR2U6W3DistributorCEEACTION WARSZAWA | 1-CR2U6WSuppliesDistributorSuppliesMinimum 1 Objective

Converged - CS300 or CS700 for VirtualizationDistributor WIP_WE_EG Distribution PR%Reseller TargetHPN - Wireless Reseller $DKKDistributorCEESlovakia1-2BC-160ASBIS SK spol. s r.o.ASBIS SK spol. s r.o. | 1-2BC-160DistributorCEEGermanyDistributorCEEASBIS SK spol. s r.o. | 1-2BC-160ASBIS SK spol. s r.o. | 1-2BC-1604DistributorCEEASBIS SK spol. s r.o. | 1-2BC-160Print HardwareDistributorPrint HardwareMinimum 1 Objective

Converged - CS100 and CS300 for server and client VirtualizationDistributor CEE/MEMA_BCS Distribution led $Reseller TargetHPN Reseller $EURDistributorCEESlovakia1-2B8-1058AT Computer, s.r.o.AT Computer, s.r.o. | 1-2B8-1058DistributorCEEGWEDistributorCEEAT Computer, s.r.o. | 1-2B8-1058AT Computer, s.r.o. | 1-2B8-10585DistributorCEEAT Computer, s.r.o. | 1-2B8-1058PL30Distributor7AMinimum 1 Objective

Converged - CS100 for Hosted desktopsDistributor WIP - CEE/MEMA_BCS Distribution led PR%Reseller TargetHPN Reseller PR %GBPDistributorCEECzech Republic1-H0HJRAAvnet Europe CommAvnet Europe Comm | 1-H0HJRADistributorCEEIBERIADistributorCEEAvnet Europe Comm | 1-H0HJRAAvnet Europe Comm | 1-H0HJRA6DistributorCEEAvnet Europe Comm | 1-H0HJRASupp PEA& focusDistributorPL30Minimum 1 Objective

Converged - CS300 for VerticaDistributor WE_BCS Distribution $ to Silver and belowReseller TargetHPS - Blades - Moonshot Reseller $HUFDistributorCEECZECHIA1-HOHJRAAVNET EUROPE COMM VAAVNET EUROPE COMM VA | 1-HOHJRADistributorCEEItalyDistributorCEEAvnet Europe Comm Va | 1-H0LTLWAvnet Europe Comm Va | 1-H0LTLW7DistributorCEEAvnet Europe Comm Va | 1-H0LTLWPEA HQDistributorSupp PEA& focusMinimum 1 Objective

Converged - CS300 for Virtualization Distributor WIP_WE_BCS Distribution PR%Reseller TargetHPS - HP OneView Reseller $NOKDistributorCEESlovakia1-H0LTLWAvnet Europe Comm VaAvnet Europe Comm Va | 1-H0LTLWDistributorCEEMEMADistributorCEEAVNET EUROPE COMM VA | 1-HOHJRAAVNET EUROPE COMM VA | 1-HOHJRA8DistributorCEEAVNET EUROPE COMM VA | 1-HOHJRAPEA CountryDistributorPEA HQMinimum 1 Objective

Converged - CS700 for Virtualization or CS700xDistributor CEE/MEMA_ISS Distribution led $Reseller TargetISS Reseller $PLNDistributorCEECzech Republic1-37V-3DNS a.s.DNS a.s. | 1-37V-3DistributorCEEUK & IDistributorCEEDNS a.s. | 1-37V-3DNS a.s. | 1-37V-39DistributorCEEDNS a.s. | 1-37V-3PC HardwareDistributorPEA CountryMinimum 1 Objective

HPS - SmartChoiceDistributor CEE/MEMA_ISS Blades Distribution led $Reseller TargetISS Reseller PR%RUBDistributorCEESLOVENIA1-271-102DSIS D.O.ODSIS D.O.O | 1-271-102DistributorCEERUSSIADistributorCEEDSIS D.O.O | 1-271-102DSIS D.O.O | 1-271-10210DistributorCEEDSIS D.O.O | 1-271-102DistributorPC HardwareMinimum 1 Objective

HPS - Windows Server 2003Distributor WIP - CEE/MEMA_ISS Distribution led PR %Reseller TargetHPSD - 3PAR Reseller $SEKDistributorCEESlovakia1-2B8-833eD system Slovakia, s.r.o.eD system Slovakia, s.r.o. | 1-2B8-833DistributorCEEDistributorCEEeD system Slovakia, s.r.o. | 1-2B8-833eD system Slovakia, s.r.o. | 1-2B8-83311DistributorCEEeD system Slovakia, s.r.o. | 1-2B8-833ResellerDesign HWMinimum 1 Objective

HPS - Gen 9Distributor WE_HPS - HP OnevIew Distribution $ to Silver and belowReseller TargetHPSD - BURA Reseller $ZARDistributorRUSSIARussia1-2R-12JSC INFOCOMEXIMJSC INFOCOMEXIM | 1-2R-12DistributorRUSSIADistributorCEEMSAN group d.o.o. | 1-26H-370MSAN group d.o.o. | 1-26H-37012DistributorCEEMSAN group d.o.o. | 1-26H-370ResellerDesign SuppliesMinimum 1 Objective

HPS - Apollo Next Generation Density PlatformDistributor WE_ISS Focus PL's Distribution $ to Silver and belowReseller TargetHPSD Reseller $USDDistributorCEECROATIA1-26H-370MSAN group d.o.o.MSAN group d.o.o. | 1-26H-370DistributorCEEDistributorCEENETWORK ONE DISTRIBUTION SRL | 1-1AR2VZNETWORK ONE DISTRIBUTION SRL | 1-1AR2VZ13DistributorCEENETWORK ONE DISTRIBUTION SRL | 1-1AR2VZReseller7AMinimum 1 Objective

HPS - BladeSystem, CloudSystem for private or Hybrid CloudDistributor WE_HPS Distribution Breadth FeeReseller TargetHPSD Reseller PR%TRYDistributorCEEROMANIA1-1AR2VZNETWORK ONE DISTRIBUTION SRLNETWORK ONE DISTRIBUTION SRL | 1-1AR2VZDistributorCEEDistributorCEEPOLYCOMP | 1-275-1782POLYCOMP | 1-275-178214DistributorCEEPOLYCOMP | 1-275-1782ResellerPL30Minimum 1 Objective

HPS - BladeSystem, Virtual Connect for VirtualizationDistributor WIP_WE_ISS Distribution PR%Reseller TargetTS Reseller $DistributorRUSSIARussia1-2R-889Office Computer Systems Distribution Ltd.Office Computer Systems Distribution Ltd. | 1-2R-889DistributorRUSSIADistributorCEETECH DATA POLSKA SP Z O O | 1-34M-11TECH DATA POLSKA SP Z O O | 1-34M-1115DistributorCEETECH DATA POLSKA SP Z O O | 1-34M-11ResellerSupp PEA& focusMinimum 1 Objective

HPS - HP ServeIT Solutions for SMBDistributor CEE/MEMA_HPN Wireless Distribution led $Reseller TargetEG Reseller $DistributorRUSSIARussia1-2Z-1275OOO MARCOOOO MARCO | 1-2Z-1275DistributorRUSSIADistributorCEEVERACOMP S A | 1-34M-176VERACOMP S A | 1-34M-17616DistributorCEEVERACOMP S A | 1-34M-176ResellerPEA HQMinimum 1 Objective

HPS - IntegrityDistributor CEE/MEMA_HPN Distribution led $Reseller TargetEG Reseller PR %DistributorRUSSIARussia1-2V-46OOO Pik FormiOOO Pik Formi | 1-2V-46DistributorRUSSIADistributorCEEVISUAL D.G. LTD | 1-UB-172VISUAL D.G. LTD | 1-UB-17217DistributorCEEVISUAL D.G. LTD | 1-UB-172ResellerPEA CountryMinimum 1 Objective

HPS - MoonshotDistributor WIP - CEE/MEMA_HPN Distribution led PR %Reseller TargetSFDC activity monitoringDistributorCEEBULGARIA1-275-1782POLYCOMPPOLYCOMP | 1-275-1782DistributorCEEDistributorEMEAALSO Holding AG | 1-BRA64GALSO Holding AG | 1-BRA64G18DistributorEMEAALSO Holding AG | 1-BRA64GResellerSuppliesMinimum 1 Objective

HPS - Moonshot for Client VirtualizationDistributor WE_HPN - Wireless Distribution $ to Silver and belowReseller TargetHPFS activity monitoringDistributorCEEPoland1-34M-11TECH DATA POLSKA SP Z O OTECH DATA POLSKA SP Z O O | 1-34M-11DistributorCEEDistributorEMEAAvnet Technology Solutions GmbH - Business Plan - EG FY 14 - DE | 1-B2459UAvnet Technology Solutions GmbH - Business Plan - EG FY 14 - DE | 1-B2459U19DistributorEMEAAvnet Technology Solutions GmbH - Business Plan - EG FY 14 - DE | 1-B2459UDistributorDesign SuppliesMinimum 1 Objective

HPS - ProLiant Rack & TowerDistributor WE_HPN Distribution Breadth FeeDistributorCEEPoland1-34M-176VERACOMP S A

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