2011-2012 Mdf Program Guide - Emea Nov11

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2011-2012 NetApp Partner Program: EMEA

Market Development Funds Guidefor Distributors, OEMs, Global Partners,and ResellersNovember 2011, Version 6.0


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2 Market Development Funds Guide for Distributors, OEMs, Global Partners, and Resellers.

Proprietary and Confidential. Restricted to NetApp employees and channel partners, each of whom is under NDA obligations. This document may not beshared with customers without prior written permission from NetApp, Inc. Terms and conditions subject to change with or without notice.

TABLE OF CONTENTS (Important changes highlighted in purple)

MARKET DEVELOPMENT FUNDS GUIDE FOR DISTRIBUTORS, OEMS, GLOBAL PARTNERS,

AND RESELLERS ................................................................................................................................. 11 OVERVIEW ............................................................................................................................................ 4

ELIGIBILITY .......................................................................................................................................................................... 4MDF PROGRAM AND CHANNEL FUNDS MANAGER ......................................................................................................... 4MDF PROGRAM AT A GLANCE ........................................................................................................................................... 5

2 THE MDF PROCESS ............................................................................................................................. 63 ACTIVITY AND CLAIM SCHEDULE ..................................................................................................... 74 TERMS AND CONDITIONS ................................................................................................................... 8

ACTIVITY METRICS .............................................................................................................................................................. 8CLAIMING YOUR REQUEST ................................................................................................................................................ 8ACTIVITIES WITH MULTIPLE PARTIAL CLAIMS ................................................................................................................ 8BANKING AND BENEFICIARY INFORMATION ................................................................................................................... 8CLAIM AUDITING .................................................................................................................................................................. 9CLAIM INCOMPLETE STATUS............................................................................................................................................. 9PAYMENT OF CLAIMS OVER THE APPROVED REQUEST AMOUNT ............................................................................... 9CURRENCY POLICY ............................................................................................................................................................. 9TAXES 11EDITING A REQUEST ......................................................................................................................................................... 12ELIGIBLE EXPENSE TIMING .............................................................................................................................................. 12ELIGIBLE MARKETING ACTIVITIES .................................................................................................................................. 12MARKETING ACTIVITIES WITH LIMITED MDF COVERAGE............................................................................................. 13TRAVEL POLICY ................................................................................................................................................................. 14INELIGIBLE MARKETING ACTIVITIES .............................................................................................................................. 15HELD FOR LACK OF FUNDS ............................................................................................................................................. 16PROGRAM TERM AND MODIFICATIONS .......................................................................................................................... 16REQUEST CANCELLATION ............................................................................................................................................... 16REQUEST PENDING/ON HOLD STATUS........................................................................................................................... 16GOVERNANCE ................................................................................................................................................................... 16DATA PRIVACY .................................................................................................................................................................. 16

5 USER ACCESS .................................................................................................................................... 176 NETAPP MDF PROGRAM ADMINISTRATION .................................................................................. 17

HELP DESK INFORMATION ............................................................................................................................................... 17SUBMITTING CLAIM PACKAGE BY POST OR FAX .......................................................................................................... 17

7 RESOURCES ....................................................................................................................................... 18
http://c/Documents%20and%20Settings/arbana/My%20Documents/MDF/MDF%20Guides/EMEA/2011-12_EMEA_MDF_Program_Guide_12SEP11%20V%205%209%20draft.docx%23_Toc307472435http://c/Documents%20and%20Settings/arbana/My%20Documents/MDF/MDF%20Guides/EMEA/2011-12_EMEA_MDF_Program_Guide_12SEP11%20V%205%209%20draft.docx%23_Toc307472435http://c/Documents%20and%20Settings/arbana/My%20Documents/MDF/MDF%20Guides/EMEA/2011-12_EMEA_MDF_Program_Guide_12SEP11%20V%205%209%20draft.docx%23_Toc307472435http://c/Documents%20and%20Settings/arbana/My%20Documents/MDF/MDF%20Guides/EMEA/2011-12_EMEA_MDF_Program_Guide_12SEP11%20V%205%209%20draft.docx%23_Toc307472435http://c/Documents%20and%20Settings/arbana/My%20Documents/MDF/MDF%20Guides/EMEA/2011-12_EMEA_MDF_Program_Guide_12SEP11%20V%205%209%20draft.docx%23_Toc307472435


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8 APPENDICES ...................................................................................................................................... 19APPENDIX A: PROOF OF PERFORMANCE ...................................................................................................................... 19APPENDIX B: TAX REIMBURSEMENT POLICY ................................................................................................................ 24APPENDIX C: ACTIVITY METRICS .................................................................................................................................... 27APPENDIX D: GLOSSARY OF MDF TERMS ...................................................................................................................... 30


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1 OVERVIEW

NetApp is committed to providing the solutions and programs you need to drive revenue. As a NetApp

Channel Partner, you benefit from our dedication to the channel and our focus on your success. ChannelPartners are a key component of the NetApp business model. We give you the marketing tools andsupport you need to deliver industry-leading solutions to your customers.

To help meet our partners and our own business objectives, we offer the Market Development Funds(MDF) Program, which delivers benefits that complement your companys unique marketing strategy and

plans. Achieving the highest degree of customer satisfaction and success is our number one priority.

This guide explains how to access, use, and claim market development funds to help you developrevenue opportunities and secure new business.

The NetApp Market Development Funds Program provides money to support Channel Partner marketingand sales initiatives. These funds are reserved for activities requested by partners and are subject to aformal NetApp approval process, as outlined in this guide.

ELIGIBILITY

NetApp provides MDF to itseligibleNetApp Partner Program members and distributors for activities thatgenerate demand and create awareness of NetApp

solutions, including demand generation, presales

and post sales NetApp training, accreditation, equipment, and certification. NetApp distributors andresellers who have a signed and valid contract and are in compliance with all NetApp Partner Program

requirements are eligible to participate in the MDF Program.

For more information about eligibility requirements and allocation amounts, see the NetApp Partner

Program Guideon the NetApp Field Portal.

All market development funds must be used for approved activities and may not be used for general-purpose spending. Your participation in the MDF Program and use of MDF must be in accordance withthe guidelines provided by NetApp. Payment of claims is based solely on your compliance with theprogram rules in this guide.

MDF PROGRAM AND CHANNEL FUNDS MANAGER

The NetApp MDF Program and Channel Funds Manager are designed to help you increase revenue and drive newbusiness.

Feature Benefit

Allocation-BasedProgram

The allocation-based program, available to distributors and to Star and PlatinumPartners, is based on a partners performance in the previous quarter. Budget isallotted on a quarterly basis, and uncommitted budget is at risk of being removed fromthe partners budget.

Proposal-BasedProgram

The proposal-based program is available to all partners and offers greater flexibility inhow MDF can be used. The MDF budget that is allotted to a partner is based onfuture earnings potential and opportunities, not on past performance.

Intuitive and Easy-to-Use ChannelFunds Manager

Easy navigation and simple user interface.

Reduced workload and increased productivity.

To-do list and workflows keep you informed of activity status and next steps.

ComprehensiveActivity and ClaimTracking

Instant access to activity usage and metrics.

Detailed status of claims and payments in process.

Up-to-date metrics help you refine your activities for increased effectiveness.


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MDF PROGRAM AT A GLANCE

The following table summarizes the key MDF Program elements.

Element Description

Program Type Proposal or allocation based. Depending on your partner type or level attained withNetApp, you may be eligible for the allocation program, the proposal program, or both. Theprogram or programs for which you are eligible have already been set up in the ChannelFunds Manager.

Requests For both the proposal and allocation programs, requests for activities must be entered intothe Channel Funds Manager and approved before you incur any expenses for theseactivities.

Request approval depends on the business objective of the activity, alignment with yourNetApp marketing plan, and availability of funds. You must comply with the rules andpolicies in this guide to be reimbursed.

For the allocation program, you have 3 months from the beginning of the quarter to submityour requests in the Channel Funds Manager. This deadline is the Last Request Datenoted for the budget in the Channel Funds Manager. Any uncommitted budget has the riskof being removed from the partner budget after that date.

Claim Auditing Both the allocation and proposal programs are reimbursement programs and claims arepaid after the activity occurs with proper proof of performance. All claims are audited andapproved according to the MDF guidelines.

Payment Claims that you submit against your requests are paid based solely on your compliancewith the program as outlined in this guide.

Localized First-Level Support

E-mail and telephone support are available in French, Italian, English, German, andSpanish.

Administration The NetApp MDF Program is administered by Birch Worldwide.

Online MDF

System

You manage your MDF budget and activities through the Web-based Channel Funds

Manager.


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2 THE MDF PROCESS

Using the Channel Funds Manager, you can request market development funds for a specific activity. The

request must support the NetApp business strategy as well as your approved annual business andquarterly marketing plans.

This section is an overview of the MDF process.

Activity Description

1. Create yourbusiness andmarketing plan

Working with your NetApp channel development manager or distributor, create aquarterly business and marketing plan that supports your NetApp business objectives.Your plans should be developed to use the available MDF budget.

2. Create your MDFrequest

Before starting the activity, create and submit an online request by using the ChannelFunds Manager.

NetApp or your distributor reviews the request and notifies you by e-mail if yourrequest is approved.

Approval is based on activity goals, strategy, projected activity metrics, and availablemarket development funds.

3. Conduct youractivity Your activity must occur between your activity start and end dates, and it must notbegin until NetApp has approved your request.

4. Submit your MDFclaim and proof ofperformance(PoP)

To receive reimbursement for a specific activity, you must submit a claim request,along with the required proof of performance, through the NetApp Channel FundsManager, and the claim must be approved by NetApp.

Your activity becomes claimable one day after the stated start date.

Supporting documentation, activity metrics, and proof of performance as outlined inAppendix A must be included with the claim request.

You can submit your claim electronically by uploading claim documentation directlyto the Channel Funds Manager Web site; or you can submit your claim anddocumentation by fax or post.

Documentation must clearly support the activity being claimed. Failure to supplyclear supporting documentation will result in the claim failing to pass audit.

5. Receive yourpayment

Your claim and supporting documentation are reviewed by the MDF Programadministrator. All claims are audited for program compliance and completeness beforereimbursements are granted.

NetApp reimburses up to but not exceeding the funding amount approved by NetApp.The sum to be reimbursed is also limited to the value of funds available in your MDFaccount. It is your responsibility to be aware of fund expiry dates and not to exceedtheir balance.


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Note: All activities must be preapproved by NetApp in the Channel Funds Manager before they occur.You are responsible for the cost of activities that are not preapproved. Preapprovals do notprevent funds from expiring, and they do not guarantee reimbursement. Verbal agreements donot constitute approval and will not be reimbursed.

Use the Channel Funds Manager to help keep track of your activity end date and other importantdates. Use the To Do List feature in the system to keep track of when claims are due.

3 ACTIVITY AND CLAIM SCHEDULE

Date Description

BUDGET1

BudgetAvailable Date

1

The date that NetApp allots funds into a partner budget.

Last RequestDate

1

The last date you can submit your MDF budget requests. Unused allocationprogram budgets are at risk of being removed by NetApp.

BudgetExpirationDate

1

The date that all market development funds are removed from the partners budget.All budgets expire 12 months from the date the budget is available.

Expiration occurs whether or not there is a commitment against an approved

request.

REQUEST

RequestSubmit Date

The date that the request is submitted via the Channel Funds Manager for approval.Activity costs must not be incurred prior to this date. If the request is denied, partnerruns the risk of covering incurred costs without NetApp support.

RequestApproval Date

The date that NetApp has approved your request.

ActivityStart Date

The date that an activity is expected to begin. This date cannot be before the dateyour request is submitted. This date reflects the beginning of your activity includingwhen you expect to begin to incur costs.

ActivityEnd Date

The last date you can complete your activity. This date must be within 120 daysfrom the date the request is submitted.

CLAIM Claim

Submit DateThe first day you can submit a claim against a request. This date must be at least 1day after the Activity Start Date.

Claim Due Date The date when the complete claim is due. This date is sixty days after the ActivityEnd Date. New claims cannot be created after this date.

1Allocation program only.


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Note: The activity can begin on the day that the MDF request is approved, and it must be completedwithin 120 days from the Request Submit Date.

Note: All invoices and proof of performance must reflect activities that occur between the requestapproval date and the activity end date.

4 TERMS AND CONDITIONS

ACTIVITY METRICS

NetApp requires you to provide metrics for your marketing activities. NetApp and our partners use this

information to measure the effectiveness of our MDF investments. NetApp bases continued approvals foryour requests upon the accuracy and completeness of this information. If you are in arrears of completingyour activity metrics or have provided us with inaccurate data, you may risk being provided approval for

future activity requests.

You must provide metrics to NetApp, using the Channel Funds Manager, three times during the process:

Initial metrics estimate is due at the time you submit the request and is used by NetApp during therequest approval process

Preliminary (near final) metrics data is due at the time you submit the claim.

Final metrics data is due within 90 days after you receive your final claim payment, you will be notifiedwith a to-do list action.

For a complete list of activity metrics by objective and activity type, see Appendix C.

Note: Use your activity metrics to measure your own campaign and activity success. If you needassistance in completing this section, contact your channel development manager.

CLAIMING YOUR REQUEST

NetApp audits each claim for completeness, using the guidelines described in this guide. All claims

require third-party invoices, with converted currency if necessary (see Currency Policy, later in thissection), as well as proof of performance, as described in Appendix A.

Note: You can submit your entire claim package, including proof of performance and receipts,through the Channel Funds Manager or by fax or post.

ACTIVITIES WITH MULTIPLE PARTIAL CLAIMS

NetApp recognizes that on occasion you may incur expenses related to executing an activity that

constitutes part of an overall MDF preapproval. In these situations you may submit multiple partial claimsagainst the activity. If you submit partial claims, it must be on the basis of costs incurred as part of the

activity delivery and be supported by proof of performance showing those costs. Claims for prefunding ofactivity costs will not be approved under any circumstances.

BANKING AND BENEFICIARY INFORMATION

The NetApp MDF Program is a partner reimbursement program where NetApp will reimburse partners

directly for their approved claims. NetApp will reimburse you and you will need to pay your suppliersdirectly for the marketing services they provide on your behalf.

New partners to the program must provide NetApp your companys beneficiary details (bankinginformation), which will be used to issue reimbursements. The user designated as the primary NetApp

contact is the only person within your company who can update this information during your first claim


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process. You are allowed to have multiple beneficiaries but all must be bank accounts used by your

company.

NETAPP APPROVED BENEFICIARIES (THIRD PARTY BENEFICIARIES)

As part of the NetApp Partner Program, NetApp makes available to our partners marketing agency

resources who assist you with generating marketing assets for your campaigns. As a service to our

partner community, where applicable, NetApp has added these agencies to your MDF company profileand you can opt to directly pay for those services they have provided you. Payment to these agencies

directly from your MDF account is solely at your discretion and can only be related to claims and invoicesfrom these agencies. In the event that your claim is not approved for payment, you will need to makeother accommodations to reimburse these agencies for the services they have provided you. NetApp

holds no contractual obligation to third parties. NetApp Marketing Agencies are the only third partybeneficiaries that are allowed in our program. NetApp Program Operations is the only organization who

can authorize the use of these agencies.

CLAIM AUDITING

The NetApp MDF Program administrator, Birch Worldwide, audits activities and claims for compliance

with the MDF Program terms. If an activity or claim does not meet the program requirements, NetApp willnot reimburse the claim. Any such decision is at NetApps sole discretion and is final. For example, if the

proof of performance that you provide does not match the activity listed on the claim, the costs for theactivity will not be reimbursed.

CLAIM INCOMPLETE STATUS

If NetApp determines that a claim is incomplete, you must submit further information, either receipts or

additional proof of performance. If the incomplete status is not resolved before the Claim Expiration Date,the claim will not be paid.

PAYMENT OF CLAIMS OVER THE APPROVED REQUEST AMOUNT

NetApp expects partners to accurately represent the not to exceed value of their request during the

request submission process, but we do understand that occasionally a partner may exceed the originalapproved request amount or that currency fluctuation may cause a partner to claim more than the original

approved request amount. NetApp will reimburse partners up to 10% over the approved request amountto cover eligible activity expenses or currency fluctuation.

The total combined overage cannot exceed 10% of the total approved request amount. This coverage willapply if the total converted invoice value exceeds the approved request amount, and if the associated

budget has enough uncommitted funds to cover the incremental cost.

Coverage is based entirely on net-available funds in the budget assigned to the request, must pass audit,

cannot exceed 10%, and is at the discretion of the NetApp MDF program administrator.

Note: If you submit multiple claims, the 10% coverage benefit for all claims will not exceed 10% of the

approved request amount.

CURRENCY POLICY

NetApps policy is to reimburse claims in the same currency in which we transact our business in each

country.


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If the Channel Funds Manager designates a currency for a country that is different from the standard

currency that is used in that country, then you must convert the value of your requests and invoices to thecurrency that is supported by the tool.

DETERMINING THE VALUE OF YOUR REQUESTS AND CLAIMS

When determining the value of requests and claims, NetApp uses the information atwww.xe.com. The

date of the exchange rate to be used is based on the third-party invoice date and not the date of theactivity.

NetApp recommends that you use the following process to determine your request and claim amounts.This process helps you to accurately plan and estimate your costs and reimbursements.

Activity Description

1. Calculate the value ofyour request

Convert the estimated cost of your activity from your local currency to thecurrency that is listed in the Channel Funds Manager for your country and submityour request using this amount. NetApp recommends using the online currencyconversion tool atwww.xe.com. Be sure to use the exchange rate that is in effecton the date you submit your request.

2. Calculate the value ofyour claim

Convert the cost of your invoices from your local currency to the currency that islisted in the Channel Funds Manager for your country and submit your claim usingthis amount. NetApp recommends using the online currency conversion tool atwww.xe.com.

Be sure to use the exchange rate that is in effect on the dates of each of yourinvoices. NetApp recommends using the online currency conversion tool atwww.xe.comto determine the currency conversion for the date or dates of yourinvoices. If you have more than one invoice, you must calculate each invoiceseparately and total them for your claim amount.
http://www.xe.com/http://www.xe.com/http://www.xe.com/http://www.xe.com/http://www.xe.com/http://www.xe.com/http://www.xe.com/http://www.xe.com/http://www.xe.com/http://www.xe.com/http://www.xe.com/http://www.xe.com/http://www.xe.com/


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Example 1) Typical currency fluctuation.

Typical Currency Fluctuation ExampleLocal CurrencyEuro

Transaction CurrencyUSD

Exchange Rate

Request approved amount 6,735.00 10,000.00 0.673500

Invoice total (for submitted claim) 6,735.00 10,187.68 0.661093

Difference due to currency fluctuation (187.68)10% currency allowance (maximum) 1,000.00

Claim amount paid 10,187.68

Example 2) Extreme currency fluctuation.

Extreme Currency Fluctuation ExampleLocal CurrencyEuro

Transaction CurrencyUSD

Exchange Rate



Difference due to currency fluctuation (4,216.47)

10% currency allowance (maximum) 1,000.00


Example 3) Reverse fluctuation.

Reverse Fluctuation ExampleLocalCurrency Euro

Transaction Currency

USD

Exchange Rate



Difference due to currency fluctuation 209.49

10% currency allowance (maximum) 1,000.00


TAXES

NetApp works with you to minimize the financial outlay of all costs associated with your marketing

activities performed on our behalf. Tax treatment for marketing services varies from country to country, asdoes our ability to reimburse you directly for your tax outlay. NetApps tax policy is to reimburse partnersfor their taxes associated with NetApp marketing activities if the partner, because of their countrys tax

laws, does not have an alternative reimbursement mechanism.

When submitting a request or a claim, include the tax amount that your country does not allow you toreclaim directly.

Payment includes any taxes that partners are not otherwise able to reclaim, up to the approvedrequest amount.

Note: For more information about country tax policies, see Appendix B, Tax Reimbursement Policy.


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EDITING A REQUEST

You can edit your request in the Channel Funds Manager until it is approved. You can make changes toany field except for the Activity Type, Objective, and Activity Metrics fields. To change the information in

these fields, you must cancel your request and submit a new one. A cancellation releases the funds thatwere reserved for the request. NetApp cannot guarantee that these funds will be available for another

activity that you request.

ELIGIBLE EXPENSE TIMING

As described in this guide, the MDF program is a reimbursement program where NetApp will reimburse

expenses after the activity has been completed. Eligible expenses typically occur within the Activitywindow and should not include expenses incurred prior to the Request Submit Date. If a partner incursexpense prior to the activity being approved by NetApp, then they assume the risk if the activity is denied.

ELIGIBLE MARKETING ACTIVITIES

NetApp market development funds are available to fund marketing programs that promote both NetApp

and your solutions and brands. MDF can be used for activities that support the objectives described in thefollowing table.

Activity Objective Definition

CustomerAcquisition

Activities with a call to action that are designed to generate leads and move prospectsthrough the sales cycle.

CustomerAwareness

Activities that drive and promote awareness of the NetApp brand without a specific callto action.

CustomerDevelopment

Activities that help partners develop or retain existing NetApp customer relationships.

Partner Enablement Joint NetApp and partner activities that increase collaboration and help partnersbecome self-sufficient in selling NetApp products and solutions.

Partner Recruitment Activities with a call to action that are designed to attract prospective resellers intoNetApp's channel program. Available for distributors only.

ACTIVITY TYPES BY OBJECTIVE

The following table shows the activities that are permitted under each category in the MDF Program.

ActivityCustomerAcquisition

CustomerAwareness

CustomerDevelopment

PartnerEnablement

PartnerRecruitment

Account Planning

Advertising andBranding Programs

Briefings

Collateral and SalesTools

Corporate Sponsorship

Direct Mail

E-Mail


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ActivityCustomerAcquisition

CustomerAwareness

CustomerDevelopment

PartnerEnablement

PartnerRecruitment

Equipment/Solution Development

Partner Sales Kickoffs

Promotional Items Promotions

Public Relations

Seminars

Team Building

Telemarketing

Trade Shows

Training

Webcasts

Note: The Incentive Headcount Partner Program benefit is no longer managed through the Channel

Funds Manager.

MARKETING ACTIVITIES WITH LIMITED MDF COVERAGE

Exceptions and Limitations for MDF

Activity deposits and down payments. There are rare events where down payments, such as thosefor large activity venues, must be made outside of the four-month activity window supported in our

program. Include these expenses as part of your primary activity by adding their cost to your requestand documenting both the cost and the reason for the extension within the comment section of the

request. These expenses are reimbursable only after the primary activity has occurred as substantiatedwith that activitys proof of performance.

Partial claims will not be supported for the reimbursement of deposits only. Costs extending beyond theactivity window that are not documented within your request as noted above will not be reimbursed.

Deposit-only activities where the primary purpose of the activity is to reimburse down payments will notbe supported. NetApp will not reimburse any advance expenses if the overall activity request has been

either denied by NetApp or canceled by the partner.

Partner Sales kickoffs and sales meetings. Partners may be allowed to use MDF toward the costsassociated with their own partner-driven sales kickoffs or sales meetings, where the partner representsthemselves and NetApp co-branding. Costs must be associated with the portion of expense supporting theco-branded solution.


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Exceptions and Limitations for MDF

Training

Costs incurred for training must be directly associated with the entry fee for the NetApp training course(including training units), or the logistics costs of securing a location, renting AV equipment, presentation,or onsite catering for food and beverages.

The MDF Program does not cover the cost of additional promotional events or activities that occur inconjunction with the training. Distributors reseller program support. For distributors only. Distributors maybe reimbursed for their cost associated with the purchase of training units they supply at no cost to theirresellers when this benefit is documented as a standard offering in their reseller program. Training unitspurchased in advance for distributor internal training are not covered under this exception.

TRAVEL POLICY

Travel is not typically an eligible expense for any activity in the MDF program with the followingexceptions:

1. Travel to NetApp Corporate Events. NetApp may offer, from time to time, travel coverage as part ofa larger NetApp corporate event. In these cases, the program offering outlining these specific eventswill specify parameters for travel coverage for that event.

2. Travel to NetApp Partner Program Training.A partners travel expenses may be eligible forreimbursement under the MDF program if they were incurred specifically for NetApp training eventsrequired for the partner to either meet minimum NetApp Partner Program eligibility requirements orattend NetApps 5-day FastTrack ILT training and cause the partner to fly to participate in the training.The number of participants covered for minimum NetApp Partner Program requirements cannotexceed the minimum number of trained resources required in the NetApp Partner Program Guide.Partners should submit a request for the activity: Training and include these costs within that activity.

3. Travel to NetApp Headquarter Executive Briefing Center (EBC). As part of the sales closeprocess, a partner may wish to bring their end customer (or distributor bring their reseller) to NetAppscorporate headquarters in the United States. If the partner decides to pay for their prospects travelexpenses, a portion of those expenses may be reimbursed to the partner under the MDF program.Eligible coverage is limited to the end customer or prospective reseller expenses only. Partnersshould submit a request for the activity: Briefing, specify a NetApp Headquarter EBC in the activitydescription, and include these costs within that activity.

4. Travel Coverage for Guest Speakers. There are times when partners may wish to provide a thirdparty guest speaker to strengthen their joint solution message during an activity. A partner can bereimbursed through MDF for the air travel and accommodation of the guest speaker. Eligiblecoverage is limited to the guest speaker expenses only. Partners should submit a request for theoverall activity and include these costs within your request.

ELIGIBLE EXPENSES

Eligible expenses for all authorized travel are limited to one airline round trip economy class ticket and

accommodation expenses for activity attendees not to exceed the following maximum values:

Travel within EMEA: Not to exceed 1,000USD air fare plus 200USD per diem accommodation

expense per eligible individual Travel to NetApp Headquarters Executive Briefing Center (EBC): Not to exceed 1,500USD air

fare, plus 200USD accommodation expense per eligible individual


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TRAVEL POLICY CLAIMS

1. Travel expenses for partner employees or guests of the end customer, prospective reseller, or guestspeaker will not be covered.

2. Guest speakers cannot be affiliated with either the partner or NetApp.

3. Travel expenses are reimbursable only after the primary activity has occurred as substantiated withthat activitys proof of performance.

4. All travel expenses must be supplied as itemized costs against the overall activity they support.

5. Partial claims will not be supported for the reimbursement of travel expenses only. Travel onlyactivities where the primary purpose of the activity is to reimburse travel costs only will not besupported.

6. If the overall activity fails audit, travel expenses as part of the overall activity will not be reimbursed.

TRAVEL PROOF OF PERFORMANCE

In addition to the required activity proof of performance, the following specific proof of performance isrequired to substantiate reimbursement of the travel portion of the activity.

1. Activity Attendee list including attendee name, title, company name, company address

2. Hotel and Air receipts matched to the list of attendees or individual authorized to travel.

3. Guest speakers will need to be presented on a detailed agenda with the topic covering co-brandedsolutions

INELIGIBLE MARKETING ACTIVITIES

The following activities are not eligible to receive MDF reimbursement, even if the activity supports theobjectives.

Activities Not Eligible to Receive MDF

Consulting expenses. Expenses incurred by partner sales engineers and partner consultants are notcovered.

End-user cash incentives and rebates. NetApp Partner Program participants are not allowed to use MDF

for end-user cash incentives or rebates.

Entertainment activities. Activities that include meals, sporting events, concerts, or other events that aresolely social in nature are not covered. Entertainment activities may be eligible for reimbursement under theMDF Program if they are part of a wider event that promotes co-branded products and solutions and areexpected to stimulate NetApp demand generation or close NetApp business. The majority of the activity mustbe spent on the promotional aspects of the co-branded solution. To be eligible, the entertainment activity must

Be identified in the activity request description and include its strategic value to the activity and its cost

Occur either during the time of the primary activity, or immediately precede or follow the primary activity

Be shown in the event agenda.

Attendee list for the event

Proof of performance must show the co-branded business reason for the activity, and detailed agenda alongwith the other proof of performance required by the primary activity.

NetApp Events.NetApp driven activities including NetApp events and sponsorships of NetApp eventsare not eligible for MDF reimbursement.

Production equipment. TheMDF Program is not intended for the purchase of partners productionenvironment or equipment that is not associated with the ability to demonstrate NetApp solutions.

Partner operating expenses. The MDF Program is intended for market development activities and cannot beused to cover the partners day-to-day operating expenses, including salaries of regular or alternative workersor travel and entertainment. Exceptions to this policy require approval by a NetApp vice president.


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Note: If you have questions about the validity of a marketing activity, consult your NetApp channeldevelopment manager or distributor.

HELD FOR LACK OF FUNDS

Although its unlikely, there may be instances when the budget is not sufficient to pay your approved

claim or VAT. In that case, your claim will be held for up to 6 months for future payment and will be paidas soon as new allotments are entered into the budget.

PROGRAM TERM AND MODIFICATIONS

The 2011-2012 Market Development Funds Guide for Distributors, OEMs, Global Partners, and Resellers

is effective beginning November 1, 2011. NetApp reserves the right to modify; cancel, or eliminate theMDF Program, in whole or in part, at any time. In addition, NetApp reserves the right to terminate anyChannel Partners access to MDF benefits, at any time, for any reason, with 30 days written notice.

REQUEST CANCELLATION

You can cancel both approved and unapproved requests at any time before a claim is submitted, using

the Channel Funds Manager. A cancellation releases NetApps obligation to reimburse for any activity-

related expenses. A cancellation releases the funds reserved for the request. NetApp cannot guaranteethat funds will be available for another activity that you request.

REQUEST PENDING/ON HOLD STATUS

Requests that NetApp puts on hold require you to edit, update, or correct information online and resubmitthe request before it can be approved.

GOVERNANCE

This guide describes all MDF Program rules. Inappropriate use of funds could result in program forfeiture

and may cause your removal from the NetApp Partner Program. NetApp is not liable for any expensesthat you incur for unapproved requests. NetApp can modify, change, or eliminate the program at any time

with a 30 day notice.

DATA PRIVACY

By participating in the NetApp MDF Program, you acknowledge and agree that:

You will abide by relevant laws and legislation concerning, and will obtain all necessary consent toeffect, the collection, use, processing, and transfer of data, including without limitation, personal datafor purposes arising out of or in connection with the NetApp MDF Program or your use of the ChannelFunds Manager.

Any such data communicated to NetApp may be used by authorized employees or agents of NetAppand affiliates of NetApp responsible for processing such data and may be communicated ortransferred, if necessary, to commercial partners of NetApp. Such recipients may be located interritories that do not guarantee the protection of personal data in a manner identical to thatapplicable in the territory from which the data is being collected.

Note: For additional terms and conditions, see the NetApp Partner Program Guideon the NetApp FieldPortal.


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5 USER ACCESS

The NetApp Channel Funds Manager is a secure online portal, accessible only to NetApp Channel

Partners, through which you can easily request, claim, and track your marketing development funds. Toaccess the Channel Funds Manager, go tohttps://www.channelfundsmanager.com/netappemeamdf.

Note: You must have a NetApp Support Account to access the Channel Funds Manager. To register

for NetApp Support Account access, go tohttps://now.netapp.com/eservice/public/now.do.

6 NETAPP MDF PROGRAM ADMINISTRATION

NetApp contracts with Birch Worldwide for global MDF Program administration.

HELP DESK INFORMATION

Program support is available to answer questions about the NetApp MDF Program and the Channel

Funds Manager.

Language Telephone Number E-Mail

English +44/ 118 912 1304 [email protected]

French +44 118 912 1305 [email protected]

Italian +44 118 912 1306 [email protected]

German +44 118 912 1307 [email protected]

Spanish +44 118 912 1308 [email protected]

SUBMITTING CLAIM PACKAGE BY POST OR FAX

In addition to submitting your claims and proof of performance (PoP) through the Channel Funds

Manager, you can also submit by post or fax. Be sure to include receipts and PoP in your claim package.

CLAIM PACKAGE POSTAL ADDRESS

NetApp MDF Program

Birch WorldwideILEX, Unit 16

Mulberry Business ParkFishponds RoadWokingham

Berkshire, RG41 2GYUnited Kingdom

CLAIM PACKAGE FAX NUMBER

Fax Tel #: +44 (0) 118 912 1201

Note: Please be sure to write NetApp MDF Program on the fax cover page of the claim package toensure proper handling of your claim.
https://www.channelfundsmanager.com/netappapacmdfhttps://www.channelfundsmanager.com/netappapacmdfhttps://now.netapp.com/eservice/public/now.dohttps://now.netapp.com/eservice/public/now.dohttps://now.netapp.com/eservice/public/now.domailto:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]://now.netapp.com/eservice/public/now.dohttps://www.channelfundsmanager.com/netappapacmdf


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7 RESOURCES

The following resources are available to answer your questions about the NetApp Partner Program and

systems

Resource On the WebNetApp Partner Program Guide NetApp Field Portal NetApp MDF Program Section

http://fieldportal.netapp.com/

Channel Funds Manager Training NetApp Field Portal NetApp MDF Program Section

http://fieldportal.netapp.com/
http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/


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8 APPENDICES

APPENDIX A: PROOF OF PERFORMANCE

NetApps MDF program and documentation must stand up to external financial audit review. One of the

key criteria for audit is to validate that the activities for which we reimburse our partners did indeed take

place. This proof is required for our funding model. Proof of performance provides this validation.There are a few key things that we look for in proof-of-performance.

1. We check all of your itemized invoices to verify that the types of expenses you are submitting areappropriate for the activity you requested and eligible for reimbursement. We check thoseinvoices and receipts to make certain that their dates are aligned with your activity request -when you would have been planning and incurring expenses.

2. Your proof of performance should give us a clear understanding that the activity did take place.The documentation you submit should clearly the same activity you have requested and showdate elements that help us determine that it represents the activity requested. As an example, ifyou take a picture of an equipment display at a tradeshow without any reference in the photo ofyour surroundings or date reference, NetApp will be unable to count this as valid proof ofperformance and will ask you for another example.

3. Your proof of performance will also need to show us the use of our brand or our joint solutions.We ask this to verify that you are representing your partnership with us.

4. Activities that include travel or entertainment may require additional proof of performanceparticularly if these events are not called out and included in your activity description.

SUBMITTING PROOF OF PERFORMANCE

To receive reimbursement, you must submit proof of performance (PoP) for an activity.

To submit your claim documentation by post, print a claim form using the Channel Funds Manager and

include it with your claim documentation and a summary invoice. Your claim form must be signed by anauthorized individual at your company.

Note: All proof of performance submitted must include date references that align to the activity

requested. An example might be a photograph with time stamp embedded, or an advertisementpage with the date printed on the page.

Note: Activity Metrics are not a component of proof of performance or the claim audit process.

SUMMARY INVOICE

In addition to the third-party invoices described in the next subsection, the claim package for each activity

must include an original summary invoice. This is an invoice from your organization with a bill to NetAppthat includes all the costs and applicable taxes for the total amount of all of your third-party invoices. Your

summary invoice must include your VAT number and the items listed in the following table. Summaryinvoices submitted with claims should be billed as listed in the table.

NetApp can accept an original summary invoice in the following formats:

A soft copy if directly downloaded from the invoicing system as a PDF (not scanned)

A hard copy invoice sent via post

NetApp cannot accept scanned copies of the summary invoice.
http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/


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SUMMARY INVOICE INSTRUCTIONS

Partner CountrySummaryInvoice Billing

Send Original Summary

Invoices to

Netherlands Bill To:NetApp BVBoeing Avenue 3001119 PZ Schiphol-RijkThe Netherlands

Invoice:

Description: Marketing Services

NetApp VAT #: 8066.72.225.B.01

Partner Summary VAT: Include VAT on yoursummary invoice

Invoice:NetApp BV

Remittance:C/O Birch WorldwideUnit 16, IlexMulberry Business ParkFishponds RoadWokinghamBerkshire, RG41 2GYUnited Kingdom

Norway, Switzerland,and all other countries ofthe European Union

Bill To:NetApp BVBoeing Avenue 300119 PZ Schiphol-Rijk

The NetherlandsInvoice:

Description: Marketing Services

NetApp VAT #: 8066.72.225.B.01

Partner Summary VAT:

Do not include VAT on your summaryinvoice

Invoice:NetApp BV

Remittance:C/O Birch WorldwideUnit 16, IlexMulberry Business ParkFishponds RoadWokinghamBerkshire, RG41 2GYUnited Kingdom

Israel Bill To:NetApp Israel25 Bazel St.Samucha Building, 5th floor(Kiryat Arie Industrial Zone)

Petach Tikva 49001Israel

Invoice Description: Marketing Services

NetApp Israel VAT #: 512955055

Partner Summary VAT: Include VAT on yoursummary invoice

Invoice:NetApp Israel

Remittance:25 Bazel St.Samucha Building, 5th floor

(Kiryat Arie Industrial Zone)Petach Tikva 49001Israel

ITEMIZED THIRD-PARTY RECEIPTS AND INVOICES

Itemized third-party supplier receipts are required to show out-of-pocket expenses for all claims. Receipts

validate the amount to be reimbursed and include costs for activities such as creative and editorialdevelopment, printing, meeting space rental, catering, shipping and drayage, Web development, agency

services, mailing lists, event setup, event administration, and equipment invoices. Third-party receipts must:

Be itemized in sufficient detail to allow NetApp to determine that the costs are appropriate for therequested activity

Include dates on the receipt or invoice that fall within the approved activity window

Capture the partner named in the request as the billing party

NetApp reviews all MDF claims and documentation for completeness and accuracy based on theguidelines described in this guide and in the following table.
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PROOF OF PERFORMANCE REQUIREMENTS BY ACTIVITY TYPE

Activity Type/Description Proof of Performance

Account Planning

A partner driven activity where Partner,NetApp, and possibly alliance partners

meet to build joint end customerstrategies; or distributor and NetAppmeet to develop NetApp reseller or end

customer strategies.

1. Summary invoice. For instructions on preparing a summaryinvoice, see Summary Invoice, earlier in this section.

2. Copy of itemized third-party invoice(s) showing all eligibleexpenses3. A copy of the invitation, agenda, or equivalent stating the

purpose of the meeting4. Attendee list that includes contact name and company for

all participants; and role for all participants except NetAppemployees and the requesting partner

Advertising and Branding

Campaigns designed to create

awareness of the partner and NetAppbrands including but not limited toadvertisement in print media and

catalogs; broadcast media such asradio and TV networks; and online

media including web-based banners,buttons, brand microsites, search site

words and the like.


2. Copy of itemized third-party creative and productioninvoice(s) showing all eligible expenses

3. Original sample of the advertisement or screen print of theweb page featuring the branding including the URL and

date of publication. Sample provided must show NetAppsolutions, messaging and / or brand

Briefings

Partner/customer meetings organizedby the Partner with the express

purpose to drive the sale of NetApp co-branded solutions

1. Summary invoice. For instructions on preparing asummary invoice, see Summary Invoice, earlier in thissection.

2. Copy of itemized third-party invoice(s)showing all eligibleexpenses

3. A copy of the invitation, agenda, or equivalent stating thepurpose of the meeting

4. Attendee list that includes contact name and company for

all participants; and role for all participants except NetAppemployees and the requesting partner

Collateral and Sales Tools

Any collateral or sales tool that will aid

in the understanding and selling of jointNetApp and partner solutions. This

includes, but is not limited to suchitems as brochures, product guides,competitive matrices, training

presentations, newsletters, and partnerpresentations.


2. Copy of itemized third-party invoice(s) showing all eligibleexpenses such as total production, printing and mailingcosts.

3. A sample of the literature piece or tool showing theintegration of NetApp solutions, messaging and/or brand

Corporate Sponsorship

Opportunity where the Partner is thesponsor of a third party activity or eventwhere they represent NetApp co-

branded solutions


2. Copy of itemized third-party invoice(s) or third-partysponsorship document showing all eligible expenses andassociated activities

3. A copy of the invitation, detailed agenda, or equivalent forthe event that shows the integration of NetApp solutions,messaging and/or brand
http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/http://fieldportal.netapp.com/


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Direct Mail

Postal campaign with a call to action

to drive awareness andconsideration for joint Partner and

NetApp solutions.


2. Copy of itemized third-party invoice(s) showing all eligible

expenses3. An electronic version or hardcopy sample of the direct mail

piece showing the integration of NetApp solutions, messagingand/or brand

E-Mail

Electronic mailing campaign with acall to action to drive awareness and

consideration for joint Partner andNetApp solutions.


2. Copy of itemized third-party invoice(s) showing all eligibleexpenses

3. An electronic version or hardcopy sample of direct mail pieceshowing the date of publication and the integration of NetAppsolutions, messaging and/or brand

Equipment / Solution Development

NetApp demo equipment andassociated costs necessary todemonstrate NetApp solutions to

customers.

1. Summary invoice. For instructions on preparing a summaryinvoice, see Summary Invoice, earlierin this section.

2. Copy of itemized NetApp or distributor invoice(s) showing alleligible expenses

Funded Resource

Fees associated with Distributor

programs supporting NetApppartners where the distributor funds

dedicated or partially dedicatedindividuals focused on NetApp

marketing, sales, or technicalenablement within their reseller

companies.


2. Copy of itemized third-party invoice(s) or contractualdocumentation showing all eligible expenses and agreed tocosts

3. Copy of job description with key performance indicators aswell as performance and achievements against theseindicators that drive NetApp business. Performanceindicators must map to the activity date window in the

approved request.4. Validation from NetApp employee that individual is stillemployed with reseller company

Partner Sales Kickoffs

Activities intended to buildawareness and preference for

NetApp with Partner sales andtechnical staff.



3. A copy of the invitation, detailed agenda, or equivalent for theevent that shows the integration of NetApp solutions,messaging and/or brand

Promotional Items

Co-branded items which promoteNetApp/Partner brands including but

not limited to: gifts, clothing, andgiveaways



3. An electronic sample or diagram of the promotional itemshowing the integration of NetApp brand
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Promotions

Activities designed to create demand

for the Partner and NetApp solutions

with customers or partner sales andtechnical personnel


2. Copy of itemized third-party or Partner invoice(s) showing alleligible expenses

3. A copy of the promotion announcement showing the dateparameters, objectives of the promotion, the incentive, andthe integration of NetApp solutions, messaging and/or brand.

4. Sales Performance Incentive Fund (SPIF) must include aperformance tracking report, individual results, and paymentper individual

Public Relations

Third party expenses for contentgeneration associated with the

publishing and distribution of jointsolution news and announcements



3. A copy of press release or communication showing the dateof distribution and the integration of NetApp solutions,messaging, with cobranding

4. The distribution list of all publications and media outlets this

release was distributed to and dates sentSeminars

A meeting intended to drive demandfor joint Partner and NetApp

solutions to many customers at onetime



3. A copy of the invitation, detailed agenda, or equivalent for theevent that shows the integration of NetApp solutions,messaging and/or brand

4. Attendee list that includes contact name and company for allparticipants; and role for all participants except NetAppemployees and the requesting partner

Team Building

Partner-driven activities focused on

building strategic alliance andstronger sales relationships between

the Partner and NetApp


2. Copy of itemized third-party invoice(s) showing all eligible

expenses3. Attendee list that includes contact name and company.4. A copy of the invitation, detailed agenda, or equivalent for the

event

Telemarketing

Demand generation outcallcampaigns conducted by a third

party on behalf of the Partner



3. A copy of the telemarketing script or brief showing theintegration of NetApp solutions, messaging and/or brand

Tradeshows

Event sponsored by a third partyindustry group or partner to promote

technology or solutions. Partnerrepresents joint NetApp solutions.


2. Copy of itemized third-party invoice(s) showing all eligibletradeshow expenses

3. A copy of the invitation to the booth or other relevantdocumentation that shows the integration of NetApp solutions,messaging and/or brand
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Training

Training fees and associated costs

for the enablement of partner

employees to better understand andrepresent NetApp products and

solutions



3. Course title and date, and course agenda, invitation, orequivalent showing integration of NetApp solutions,messaging and/or brand

4. Attendee list that includes contact name and company for allparticipants; and role for all participants except NetAppemployees and the requesting partner

Webcasts

Webcasts are the electronic deliveryof sales and technical presentations

and training. Eligible expensesinclude artwork, content creation, call

lists , invitations and web cast costs



3. An invitation, agenda or equivalent for the event that showsthe integration of NetApp solutions, messaging and/or brand.

4. Webcast generated attendee list that includes contact nameand company

1For distribution partners only.

2This activity type is no longer supported for new requests.

Note: For a list of activities that are not eligible, see Ineligible Marketing Activities in section 4, Termsand Conditions.

Note: If required, you must submita minimum of one samplethat shows both branding and messaging.If one sample does not show both of these elements, then a second sample is required.

Note: Attendee lists are for proof of performance only; they will not be used in connection with anyNetApp outreach program.

APPENDIX B: TAX REIMBURSEMENT POLICY

TAX PROCESS OVERVIEW

Submit your claim and include the tax amount that NetApp allows you to claim based on the followingtable. Your claim amount, including tax, must not exceed the total approved request amount plus theallowable 10% overage.

The NetApp program administrator audits the claim and confirms that the taxes are not reclaimable.The following table summarizes tax obligation for partners by country.

Payment from NetApp includes any taxes that partners are not able to reclaim and any taxes to whichthe reimbursement transaction is subject.

Any portion of payment that exceeds your available budget, whether part of your claim or VAT, will beplaced on held for lack of funds status (summarized on page 14) and paid to you when you receive

your next allotment. These payments reduce your new available allotment.
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EMEACountry

Which VAT Are PartnersAble to Reclaim?

Which VAT ShouldPartners Include inClaims to NetApp?

SummaryInvoiceSubject toVAT?

Which Taxes WillNetAppReimburse?

Austria All except VAT onentertainment

VAT on entertainment No VAT included inclaim

Belgium 50% VAT on parking andVAT on travel.

All other VAT included inthird-party invoices

No VAT included inclaim

Croatia 30% VAT on entertainment,VAT on travel andhotel/accommodation

All other VAT included inthird-party invoices

No VAT included inclaim

CzechRepublic

VAT on hotel/accommodation, parking,

2011-2012 Mdf Program Guide - Emea Nov11

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