Juniper Market Development Funds (MDF) is discretionary and made directly available to registered, certified Partners at the Elite, and Distributor-level in the Juniper Partner Advantage

INTENDED FOR JUNIPER FIELD AND PARTNERS

Juniper Market Development Funds (MDF)

2019 Program Requirements

Version 1.0 December 2018

MDF Program Contacts MDF Systems https://partners.juniper.net/partnercenter/tools-resources/generate- opportunity/mdf/index.page

MDF Program Support [email protected]

MDF Systems Support [email protected]

Global Business Lead Christina Khayat [email protected]

Theater Program Management APAC: Michelle Yip [email protected]

AMER: Marie Primicias [email protected]

EMEA: Penny Jones [email protected]

Global Alliance: Christina Khayat [email protected]

https://partners.juniper.net/partnercenter/tools-resources/generate-opportunity/mdf/index.page


mailto:[email protected]





2019 MDF Program Guidelines © Juniper Networks, Inc. JUNIPER NETWORKS PROPRIETARY 2

Table of Contents

1. PROGRAM OBJECTIVE ......................................................................................................................................... 3

2. GUIDING PRINCIPLES ........................................................................................................................................... 3

3. PARTNER ELIGIBILITY .......................................................................................................................................... 3

4. GENERAL RULES ................................................................................................................................................... 3

5. MDF PROJECT LIFE CYCLE ................................................................................................................................. 4

6. REIMBURSEMENT PROCESS .............................................................................................................................. 5

7. INTEGRITY & COMPLIANCE ................................................................................................................................. 7

8. ELIGIBLE ACTIVITY DEFINITIONS ...................................................................................................................... 8

9. REQUIRED ACTIVITY RETURN ON INVESTMENT (ROI) METRICS ............................................................. 18

10. PARTNER ENABLING .......................................................................................................................................... 19


1. Program Objective

The Juniper Networks (“Juniper”) Market Development Funds (MDF) Program is designed to foster joint Juniper / Juniper Partner Go-To-Market (GTM) strategies, enabling demand generation for Juniper solutions and services by utilizing discretionary funding allocations for marketing; and development activities and initiatives. Juniper Partners should leverage MDF to plan, develop, and execute enablement initiatives and marketing activities. By working closely with their Juniper account management teams to do so, Juniper Partners are to mobilize MDF in their Territory (as defined under the Juniper Partner Registration Agreement) to significantly grow their business and market share.

2. Guiding Principles

o Aligned enablement and lead generation o Improved Partner satisfaction and an increase in market share o Net new partners and end customers, with increased sales growth The activities and initiatives must be compliant with Juniper policies and are always reimbursements of amounts the Juniper Partner has spent on such activities. Any Claims (defined under Reimbursement Process below) which do not meet the requirements are not eligible for reimbursement and any Claim in violation of the requirements will result in, at minimum, repayment from the Partner and could result in the termination of the relationship with Juniper. Communication and agreement within Juniper and with the Partners are critical, so that clear accountability exists when funding Partner-driven projects that are dynamic, strategic and provide the best return on investment.

3. Partner Eligibility

MDF is discretionary and made directly available to certain (i) Alliance Partners; (ii) registered, certified Partners at the Elite level, and (iii) Distributor level in the Juniper Partner Advantage (JPA) program, as well as indirectly, through programs driven by Juniper’s authorized distributors to partners at the Select and Reseller levels. All eligible Partners must comply with Juniper’s Business Partner Code of Conduct.

4. General Rules

Details for all projects must be submitted in the MDF Tool (defined under Project Approval & Reimbursement below) and approved by Juniper before they are initiated. Juniper will only reimburse Partners for projects that have received prior approval. A system generated email notification will be sent to the Partner indicating that the project is approved. In order to be reimbursed, Projects MUST:

• Receive status “Approved – Final” in the MDF Tool prior to activity start date

• Meet the Project Approval and POP Requirements stated in this document

• Start within the Juniper-approved quarter

• Be completed within the approved project start and completion date timeframe (maximum of 90 days)

• Be Partner-led with minimal direction/supervision from Juniper; and for Events, Juniper attendees should not exceed 10% of the total attendees, with the exception of Partner Sales Kick-Offs

• Not use funds in connection with a deal the Partner is actively bidding for or recently won, or to obtain improper or illegal favors

• Not exceed the following hospitality thresholds, should there be any government recipients:

• Gifts: $50.00 USD per person maximum

• Meals (including alcohol): $150.00 USD per person maximum

• Entertainment: $100.00 USD per person maximum

https://core.juniper.net/policy/Docs/Legal/Code_Bus_Partner/Code_Bus_Partner_English.pdf


• BE AWARE THAT OTHER COUNTRIES OR ORGANIZATIONS MAY IMPOSE LOWER LIMITS, AND PARTNERS MUST KNOW AND COMPLY WITH THOSE LOWER LIMITS, FOR EXAMPLE US FEDERAL GOVERNMENT.

5. MDF Project Life Cycle

Partners are encouraged to work with their Juniper contacts to plan their quarterly activities before submitting projects for approval.

• The last day to enter projects for approval for any given quarter is the first Friday of the last month of the funding quarter. However, this deadline may be brought forward at the discretion of the respective theatre MDF Investment Manager.

• Reimbursement must be requested and fully approved by Juniper before the project expiry date, which is automatically calculated at 60 days from the Project Completion Date.

• The claim will be cancelled on the 60th day after completion date, if the claim is not submitted.

Eligible Partners work with their Juniper team to develop a plan for their allocated MDF budget. The partner will receive an Activity Plan ID # (a 7-digit number that is pre-populated into the projects in the tool or manually obtained from their Juniper account manager, marketing contact or MDF Investment Manager) for each activity in the plan. The partner then uses this activity plan ID when they access the project entry page of the MDF system (“MDF Tool”) via the Partner Center, using the following link: https://partners.juniper.net/partnercenter/tools-resources/generate-opportunity/mdf/index.page.

Partners are required to provide detailed information about the activity they wish to execute. The required activity details include the Activity Plan ID #, project name, activity type, description, the start and completion dates, total cost, and estimated return on investment, along with other information required by Juniper to expedite approval, which are described later in this document. All supporting documentation should also be uploaded, including a Statement of Work (SOW) or other documentation relating to the activity as requested. For all projects that are marked with an incomplete status, the Partner must re-submit all outstanding details as outlined here in the MDF Requirements for project approval and respond to any requests for additional information included in the incomplete notice in a timely manner and no later than the last day of the quarter. Otherwise, the project will be closed, and the funds will be forfeited. Juniper, at its sole discretion and following a review of the activity details and, if applicable, the documentation, may grant authorization to Partners to carry out the activity, at the cost included within the project submission (or otherwise determined by Juniper), and up to the maximum MDF amount set forth in the project approval. Upon receipt of an automated ‘project approval’ email, Partners may perform such activity. Partners must contract with vendors directly for the approved activity, pay such vendors for services provided and then submit a Claim to Juniper for reimbursement using MDF. When the activity is completed, Partners will submit in the manner determined by Juniper, a Claim for the reimbursement of expenses based on what was requested and approved during the project submission phase. Only activities completed within the approved project timeframe (not to exceed 90 days) shall be subject to reimbursement. All reimbursements are paid based on the preferred payment currency the Partner has designated, which is pulled from the banking details the Partner originally provided to Juniper at the time of enabling.

Budget Allocation

Identify Project Plan ID Submit Project Approve Project Execute Project Submit Claim Approve Claim Reimbursement



Reimbursements will be paid from Juniper, or its authorized agent, and will appear on the Partner’s bank statement as a transfer of funds from Juniper. The Claim will be paid in the Partner’s preferred currency using the Juniper Treasury exchange rate at the time of project submission. Juniper will NOT, on Partner’s behalf or at Partner’s request, reimburse or otherwise pay MDF to any party other than the Partner. To the extent the Partner wants to change its banking details from that which it originally provided to Juniper, it should submit this request to the marketing contact or MDF Investment Manager with as much advance notice as possible. See section on Partner Enabling.

6. Reimbursement Process

All banking details and applicable tax documentation requested by Juniper must be submitted to Juniper prior to submitting a Claim for reimbursement for the approved activities (each, as applicable, a “Claim”). Juniper will not reimburse Partners until all banking details and documentation have been received. Claims cannot be submitted until the approved activity has been completed and paid for by the Partner. If a Partner intends to seek reimbursement from Juniper for an approved activity, then the Partner must submit to Juniper:

• A Claim, and

• All supporting details/documentation requested by Juniper to support the Claim in order to allow the Claim to be fully audited and approved, no later than sixty (60) days after the completion date of the approved activity. The supporting details/documentation must include, at a minimum:

o The required activity Proof of Performance (POP) o The ROI Metrics o Invoice to Juniper for the appropriate reimbursement amount. The Partner shall raise a valid

invoice under applicable law(s) and regulations within the prescribed time limit and shall state such Taxes separately on the valid invoice. The Partner shall charge applicable VAT or GST (“Taxes”) that it is legally obligated to charge under the applicable legislation. If at any time the credit for Taxes is denied to Juniper or payment of Taxes is sought from Juniper on account of the issuance of deficient invoice by the Partner, the Partner shall reimburse the said Taxes to Juniper against any denied credits or Taxes recovered.

o For Partners located in: ▪ Countries in the Americas, the invoice should be addressed to the following:

Juniper Networks Accounts Payable 1133 Innovation Way, Sunnyvale, CA 94089 USA

▪ EMEA (outside of UK and Netherlands) and APAC (outside of Australia and India), the

invoice should be addressed to the following Juniper Netherlands entity. The corresponding Juniper entities for UK, Australia and India are listed below. Note that both the Juniper and the Partner VAT (Netherlands or UK)/GST (Australia)/PAN or TDS (India) ID numbers should be indicated on the invoice. Partners are responsible to file claims for VAT or GST according to EU regulations and Australia/India regulations respectively. Juniper Networks International B.V. Boeing Avenue 240, 1119 PZ Schiphol-Rijk The Netherlands VAT ID: NL851699492B01

▪ Israel, the Partner should send the original invoice to:

F.A.O. Amit Bar Dagan Cohen Juniper Networks 9 Hamenofim Street PO Box 12440 Akerstein Towers Herzelia 46733 Israel


▪ India:

• The Partner should invoice in INR only

• If in the Karnataka State, the tax invoice should be broken out as follows: CGST 9% + SGST 9%, adding up to be 18%

• If outside the Karnataka State (e.g. Mumbai or Delhi), the tax invoice should state: IGST 18%

Partner is responsible for all taxes on MDF activities. Certain tax payments incurred with MDF activities are eligible for reimbursement. Taxes eligible for reimbursement are limited to the following and should be included within the Project estimate and Claim documentation:

• USA Sales tax

• Netherlands and UK VAT

• Australia and India GST A reimbursement of transaction taxes will be provided, where charged by Partners to the Juniper entity residing in the same jurisdiction, as may be required by applicable law. The VAT/GST amount for reimbursement must be shown in local currency and US Dollars, where applicable. Partners must ensure their invoices comply with VAT/GST invoicing requirements, otherwise the invoices will be rejected.

Summary: TaxVAT/GST applicable countries. Note that “VAT Live” date indicates the date after which all MDF projects are Tax-applicable for Partners in that country

Juniper Networks

Accounts Payable,

1133 Innovation Way,

Sunnyvale, CA 94089

USA

Juniper Networks International B.V.,

Boeing Avenue 240,

1119 PZ Schiphol-Rijk,

The Netherlands.

VAT ID NL851699492B01

Juniper Networks (UK) Limited

I Aviator Park, Station Road

Addlestone

Surrey

K15 2PG

United Kingdom

VAT ID GB733660045

Juniper Networks Australia Pty Ltd

LEVEL 26 55 COLLINS STREET

MELBOURNE VICTORIA 3000

AUSTRALIA

ABN: 36 091 016 312

JUNIPER NETWORKS SOLUTION INDIA PRIVATE LIMITED

2nd Floor, Elnath-Exora Business Park,

Survey No.111/1 to 115/4, Wing ,A & B Wing,

Amane Belandur Khane Village, Marathahalli,

Sarjapur Outer Ring Road, Bangalore - 560-103

GST Code: 29AAECJ1345A1ZZ

Local state tax rate

10%

Partners located in India

(VAT Live May 1, 2018) Partners outside Karnataka (Example Mumbai or Delhi) the tax

invoice should state: IGST 18%

Partners located in

Australia

(VAT Live November 1,

2017)

Partners located in

United Kingdom

(VAT live August 1, 2017)

20%

Partner Location Juniper Billable Address Tax Rate

Partners located in

Netherlands 21%

Partners located in Karnataka State (Bangalore city is Capital of

Karnataka State) the tax invoice should be broken out as follows:

CGST 9% + SGST 9% which the total tax will be 18%

Partners located in USA

Unless authorized in advance and in writing by Juniper, MDF will only be reimbursed to a Partner in accordance with the principle that the supporting details/documentation for a Claim are sufficient to enable Juniper:

• To verify that the Partner paid for the activity

• To determine that the amount claimed is equal to or less than the amount the Partner paid. Claims may not be for more than the total amount of the final approved activity and/or for more than the amount the Partner


paid for the activity. Claims will only be reimbursed for up to the approved amount. The value of all claims is calculated using the Juniper Treasury exchange rate at the time of project submission. This exchange rate can be found in the ‘Help and Documentation’ section of the MDF tool.

• To validate that the activity was executed (i) after the project was approved, and (ii) on or before the completion date approved by Juniper.

Only eligible activities will be processed for reimbursement. All approved projects require specific POP documents for valid Partner reimbursement, including invoices addressed to the Partner detailing activities conducted by third-party vendors. Any reimbursement Claim using internal resources must fulfill the following criteria. The POP in this instance must include an internal Partner-to-Juniper invoice with itemization of how such charges are determined, which can be compared to the information submitted in the Project description. Juniper approval of self-conducted, in-house activities is provided on a case-by-case basis.

• Have been approved when the Project was submitted

• Use of internal resources is noted in the Project description

• Include a quotation giving a breakdown of the costs

• State how such costs have been determined (third-party invoice or internal cost breakdown). No project will be approved without the Partner specifying what costs will be charged and specifically how such costs will be determined.

Activities may not take place outside of the Project start and Project completion date timeframe (as indicated at time of Project entry); unless an alternate start date is listed in the project description field and approved by Juniper, or an email noting approval from Finance and/or Integrity & Compliance (ICG) is uploaded to the Project. Juniper reserves the right to (i) inspect or audit the Partner’s records and any information submitted by the Partner in connection with the MDF Program, (ii) verify, including, but not limited to, the Claims, (iii) request additional details and documentation for a Claim, and (iv) make the final determination as to whether or not a Claim complies with the Program and Terms and Conditions. Partner agrees to reasonably cooperate, at Partner’s own cost, with the inspection or audit. Unless otherwise prohibited by law, such audit may include contacting the vendor who delivered the services or activities or the customers/partners who attended events or otherwise participated in such activities. At any time, Juniper can request confirmation/sign off by at least 1 Juniper employee who participated in or attended an MDF funded event. Under no circumstances may a Partner deduct the amount of the Claim from an invoice payment to Juniper.

7. Integrity & Compliance

As part of Juniper’s anti-corruption policy, certain items, including but not limited to the following, are not permitted and will not be reimbursed:

• Travel (air, taxi, shuttle, etc.)

• Hotel/lodging accommodations

• Telecommunications costs In addition, Juniper refrains from providing excessive gifts, hospitality and entertainment to Public Officials or employees of any government agency or government-controlled organizations, collectively known as “government recipients” (see definition below). Consequently, we recommend the following standards when planning and executing Projects, as well as reimbursing Claims:

• No gifts to government recipients of more than $50 (USD value), per event

• No meals (including food and all beverages) to government recipients of more than $150/person (USD value), per day, per event

• No entertainment expense (e.g. sporting events, golf, leisure activities) for government recipients of more than $100/person (USD value), per event

For purposes of the Program requirements, wherever the term “government recipient” or Public Official is used, it refers to not merely any elected or appointed official or employee of a government agency but also any employee of


a commercial entity that is government-controlled or owned; i.e. a state-owned entity (SOE). It is important that all participants in the MDF Program recognize that employees of many types of organizations meet this definition of “government recipient” or Public Official. Notable examples include public schools and universities, telecommunication companies, hospitals and healthcare organizations, military, and police. Participants in the Program will be expected to accurately identify and disclose the proposed attendance of any “government recipient” or Public Official at a Juniper MDF-funded program. The invitation of a “government recipient” or Public Official to an event where the cost per person is in excess of the gift, meal, or entertainment thresholds for government recipients is non-compliant, and may not be reimbursed at the time of claim. In line with Juniper’s policy, Juniper requires full transparency into all business events and amenities provided in conjunction with its MDF Program. For projects in which Juniper’s MDF Program only funds a portion of a submitted project or event, participants in the MDF Program are required to submit complete project details, including to the extent possible, all associated business amenities that are funded via means other than Juniper’s MDF funds. In addition, as per Juniper’s policy, all MDF expenditures must be thoroughly documented and accurately recorded. Juniper MDF funds must be expended on the activities proposed and approved and not for any other purposes or activities. If a change to the proposed activity is necessary, it must be disclosed immediately, and the actual event conducted must be consistent with the record. To make a change to a proposed activity, please email your Theatre MDF Investment Manager.

8. Eligible Activity Definitions

The table below lists each eligible activity type and the detail required in relation to: reimbursable expenses, project description requirements, and proof of performance (POP) requirements. For each project, Partner will be required to certify compliance with the MDF Terms & Conditions, MDF Program requirements, and, if applicable, Salesperson Incentives Requirements. External Juniper branded content approval process: External facing content with Juniper branding to include but not limited to ads, collateral, sales tool (video, case studies, and podcasts) projects will require review by Juniper’s Marcom/Brand team. Ads and collateral will require review before projects are entered into the MDF tool for approval. Your PAM/FMM/Theatre MDF Investment Manager will forward this request to Juniper’s branding team at [email protected]. Once content is approved, the approval must be attached to the project submission. Mockups that are produced for brand review and incur a cost are permitted as long as all invoicing is dated after MDF project is approved final. Sales tool activity types can proceed with normal project entry and approval process, it is specifically right before activity is completed that Juniper will require review by a Juniper’s Marcom/Brand team. Send semi-finished content to your PAM/FMM (ccing your Theatre MDF Investment Manager) who will forward this request to Juniper’s branding team at [email protected]. Once content is approved, the approval must be attached to the project submission as well as by partner during claiming to ensure branding has approved production of content. Please allow minimum 2 weeks prior to project completion for submissions for brand review, should edits be required.

Tips to make your approval process easier: If the partner is simply using the Juniper logo, and no other Juniper product references or Juniper branded elements, please reference the logo usage guidelines here: Help/Documentation section of MDF tool > Juniper Usage guidelines. You should be able to review the requirements prior to submitting to Marcom, and thus ensuring approval is quick. The Brand team has supplied many ready-to-use ads, banners and collateral on be https://BrandConnect.Juniper.net Encouraging partners to leverage these resources will save them time & money, and guarantee approval. If you are utilizing Brand created assets, please reference the BrandConnect link in your submission to Marcom to ensure quick approval.



https://brandconnect.juniper.net/


If the partner is referencing Juniper products, please take the time to review the Product Naming Guidelines to ensure that on first reference the full proper product name is used. Juniper brand and naming guidelines to expedite review process:

• Brand Guidelines- Help/Documentation section of MDF tool > Juniper Branding Guidelines or https:/brandconnect.juniper.netbp/#/brandguidelines/134

• Naming Guidelines- Help/Documentation section of MDF tool > Juniper Naming Guidelines or https://brandconnect.juniper.net/bp/#/folder/509955/50014604

Activity Definition & Reimbursable Project Description Proof of Performance (POP)

Advertising Print & Broadcast

Advertising, billboards, television, radio, newspapers, catalogs, press releases. Assets must include the Juniper logo. Reimbursable Up to 100% of agency fees, concept development, design, copy writing, web space fees, search engine marketing fees, image purchases, media placement costs, script development, and production costs. Note: See external ad requirements

• Describe media type (e.g. billboard, television or magazine) and provide the name(s) of the publication(s) if applicable (e.g. Infosec Magazine)

• Target audience of publication (e.g. Industry (finance, government, public, heath), executives, technical, sales)

• Estimated timeframe (e.g. running July 2019 through September 2019

• or one-off)

• Quotation for media and/or production costs, showing net rate less all discounts and rebates

• Third party invoice or official document showing ad date, net rate less all discounts and rebates, total cost of media space and development costs with detail of service(s) supplied.

• Copy of final print advertisement or broadcast script

Advertising Web

Advertising via the web, banners, search engines. Assets must include the Juniper logo or reference Juniper in the content. Reimbursable Up to 100% of agency fees, concept development, design, copy writing, web space fees, search engine marketing fees, image purchases, media placement costs, script development, and production costs Note: See external ad requirements

• Describe the type of web advertising (e.g. banner ads)

• Target audience (e.g. Industry (finance, government, public, heath), executives, technical, sales)

• Estimated timeframe (e.g. running July 2019 through September 2019)

• Quotation for media and/or development costs, showing net rate less all discounts and rebates. Or detailed cost breakdown if using own in-house resources.


• Copy of final internet ad or web content or screen shots featuring Juniper in Google AdWords.

Advertising Social

Marketing using social media, to include: concept development, design, copy writing, web space fees, search engine marketing fees, image purchases, media placement costs, script development, and production costs. Reimbursable Up to 100% of agency fees, concept development, design, copy writing, web space fees, search engine marketing fees, image purchases, media placement costs, script development, and production costs. Note: See external ad requirements

• Describe type of social media being used (e.g. Twitter, Facebook, Linked-In, Blogs)

• Target audience, subject matter being included

• Estimated timeframe (e.g. one-off, spread over a period of time) Indicate if there will be one invoice for multiple claims.

• Quotation for media and/or production costs, showing net rate less all discounts and rebates. Or detailed cost breakdown if using own in-house resources


• Copy of content created, which must include a Juniper logo or reference Juniper in the content.

Collateral Printed materials used to promote Juniper’s products, services, and solutions. Examples include brochures, data sheets, reference cards, case studies, and white papers. Assets must include the Juniper logo. Reimbursable Concept, design, production costs to purchase existing Juniper or develop co- branded collateral Note: See external ad requirements

• Content (e.g. brochures, data sheets, reference cards, case studies, and white papers)

• Title/subject being printed (e.g. link to sales play, strategic initiative, solution, product)

• Target audience for printed material • Use (e.g. distributed by Partner at

trade show, event, or customer site)

• Quotation for production costs including quantity produced

• Third party invoice, detailing costs associated with the collateral.

• Copy of the relevant collateral and supporting developed materials.

Traditional Mail The delivery of co-branded printed marketing material via postal mail that promote Juniper’s products, services, and/or solutions. Assets must include the Juniper logo. Examples include fact sheets, postcards, invites,

• Describe the content/objective of the mailing (e.g. fact sheet, postcard, invite, announcement, promotion, letter, brochures)

• Third party invoice, detailing cost associated with the direct mail, quantity printed, quantity mailed and vendor used.

• Original example of the direct mail piece

https://brandconnect.juniper.net/bp/#/brandguidelines/134

https://brandconnect.juniper.net/bp/#/folder/509955/50014604



announcements, promotions, letters, and brochures. Reimbursable Design, development, and fulfillment costs including copy writing, photography, printing, postage, list rental or list purchase fees, and mailing fees. Note: See external ad requirements

• Target audience (e.g. specific industry sector, job function, geography, customer type)

• Estimated mailing date • Quotation for costs associated with

production, postage, including quantity distributed. Or detailed cost breakdown if using own in-house resources

Email The delivery of co-branded marketing material via electronic mail that promote Juniper’s products, services, and/or solutions. Assets must include the Juniper logo. Contact lists should include first name, last name, company, title, postal address, email address, and telephone number. Reimbursable Production costs including agency fees, design, copy writing, image purchase, web development, distribution lists, and campaign reports. Note: See external ad requirements

• Describe the objective/content of the email

• Target audience (e.g. specific industry sector, job function, geography, customer type)

• Estimated date of email distribution. • If activity is being performed using

internal resources, this must be stated in the project description field.

• Quotation for costs associated with production and email distribution, including quantity distributed. Or detailed cost breakdown if using own in-house resources.

• Third party invoice, detailing cost associated with e-mail campaign including quantity mailed and vendor used. If this is an in-house campaign, an internal invoice is acceptable.

• Original example of the e-mail.

Events Customer

Seminars, webinars, conferences, road shows, charity events or other events organized and planned by Partners and attended by customers (excludes business meetings at a customer’s or prospect’s offices and Training & Certifications as defined below). These activities, which may include general training, must provide the Partner an opportunity to showcase, promote, market, sell, and/or demonstrate Juniper’s products, services, and/or solutions to prospective customers. Gifts, Giveaways, and Prizes or Promotional Merchandise should be submitted on a separate MDF request and referenced in the Project Description as an associated Project. Family members should not be invited as guests to MDF sponsored Events. Reimbursable Facility rental, audio-visual equipment rental, food, and beverage. Cost of developing printed/electronic material required to promote/ support the event, or telemarketing and list purchase costs related to recruiting attendees to the event.

• Type (e.g. seminar, webinar, conference), dates, and location (e.g. venue, city) of event

• Objective, subject matter/content, and agenda

• Target audience and expected number of attendees o Public officials or State or

entities, if known o If individual invitees are

known: List of all invitees, including their names, titles, and full company names.

o If all individual invitees are not yet known: List of full company names

o If attendees or companies are not known: Target industry segment and number of participants must be included

• Itemized meal and entertainment costs per attendee per day (total cost of each expense per day divided by estimated number of attendees)

• List number of Juniper employees expected to participate in or attend the event (Not to exceed 10% of total partner participants)

• Breakdown of costs or quotation for other components being purchased to promote the event. (Cost breakdown for entire event, not just Juniper-related costs).

• Project ID number for any Gifts, Giveaways, and Prizes or Promotional Merchandise related to this Event

• Third-party invoices with detail of service(s) provided and cost per attendee for refreshments and entertainment

• Event description, location, and dates.

• List of all attendees, including their names, and full company names, and identification of any Public Official attendees.

One of the following: • Image, signage sample or

display used, showing the Juniper logo.

• Copy of event presentation featuring Juniper.

• Copy of event invitation and agenda showing Juniper’s participation in the event.

Events Partner

Events organized, planned, and attended by Partner employees, not customers (excludes Training & Certifications as defined below). These activities, which may include general training, provide the opportunity to showcase, promote, market, sell, and/or demonstrate Juniper’s off meetings are included if they meet the criteria above. Floor Days and Partner Workshops are included if they meet the criteria above.

• Type (e.g. Floor days, Partner workshops), dates, and location (e.g. venue, city) of event

• Objective, subject matter/content, and agenda

• Expected number of attendees o List of all invitees that are

Public Officials o If all individual invitees are

known: List of all invitees,

• Third-party invoices with detail of service(s) provided and cost per attendee for refreshments and entertainment

• Event description, location, and dates.

• List of all attendees, including their and identification of any Public Official attendees.

One of the following:



Gifts, Giveaways, and Prizes or Promotional Merchandise should be submitted on a separate MDF request and referenced in the Project Description as an associated Project. Family members should not be invited as guests to MDF sponsored Events. Reimbursable Facility rental, audio-visual equipment rental, food, and beverage. Cost of developing printed/electronic material required to promote/support the event, or telemarketing and list purchase costs related to recruiting attendees to the event.

including their names, titles, and full company names.

o If all individual invitees are not yet known: List of full company names.

• Itemized meal and entertainment costs per attendee per day (total cost of each expense per day divided by estimated number of attendees)

• Breakdown of costs or quotation for other components being purchased to promote the event (Cost breakdown for entire event, not just Juniper-related costs).

• List number of Juniper employees expected to participate in or attend the event. (Not to exceed 10% of total partner participation)

• Project ID number for any Gifts, Giveaways, and Prizes or Promotional Merchandise related to this Event.

• Image, signage sample or display used, showing the Juniper logo.



•

Events Customer Tradeshow

Tradeshows and other shows attended by end customers not sponsored or organized by Partner (excludes business meetings at a customer’s or prospect’s offices and Training & Certifications as defined below). These activities must provide the Partner an opportunity to showcase, promote, market, sell, and/or demonstrate Juniper’s products, services, and/or solutions to employees of the Partner or prospective customers. Gifts, Giveaways, and Prizes or Promotional Merchandise should be submitted on a separate MDF request and referenced in the Project Description as an associated Project. Reimbursable Booth rental, leads retrieval system, audio- visual equipment rental, food, and beverage. Costs of developing printed/electronic material required to promote and/or support the event.

• Event title, objective, subject matter/content, target audience, dates, and location (e.g. venue, city) of event

• Partner involvement (e.g. booth, presentation) and any Juniper involvement or participation

• List number of Juniper employees expected to participate in or attend the event. (Not to exceed 10% of total partner participation)

• Itemized meal and entertainment costs per attendee per day, provided by Partner (total cost of each expense per day divided by estimated number of attendees)

• Project ID number for any Gifts, Giveaways, and Prizes or Promotional Merchandise related to this Event

• Provide support documentation associated to amount being requested

• Third-party invoice with detail of service(s) provided.

• Itemized meal and entertainment costs per attendee per day, provided by Partner (total cost of each expense per day divided by number of attendees)

• Event title, description, location, and dates.

One of the following: • Image, signage sample or

display used, showing Juniper logo.



•

Events Sponsorship

Payment of sponsorship of a tradeshow attended by customers, Partner business event, or sports activity promoting both Partner and Juniper. To include cost of sponsorship package only. This sponsorship must allow the Partner an opportunity to showcase, promote, market, sell and/or demonstrate Juniper’s products, services, and/or solutions to employees of the Partner or prospective customers. The contract must be between the Partner and the Sponsor only. Family members should not be invited as guests to MDF sponsored Events. Reimbursable Cost of sponsorship package only. Additional cost relating to promoting the event must be raised under a separate project. (suggested to be under Activity Type: Events-Customer- Tradeshows)

• If requesting funds for sponsorship, include partnership sponsor levels and what is included:

• Provide supporting documentation containing information regarding the sponsorship levels

• Identify the level of sponsorship requested

• List of benefits/items included as part of sponsorship and recipients of benefits/items

• Detailed supporting documentation of amount requested

• Location of activity • Duration of activity • List of benefit items as part of

sponsorship if given to 3rd parties, i.e. golf passes, tickets, etc.

• Detailed partner involvement • Date of payment due to 3rd party

• Third-party invoice with detail of services

• Event, title, description, location and dates



Events Partner Sales Kick-Off

Partner Sales Kick-Off organized, planned, and attended by Partner employees, not customers. The Sales Kick-Off participation or sponsorship should include the opportunity to provide general training and the opportunity to showcase, promote, market, sell, and/or demonstrate Juniper’s products, services, and/or solutions to employees of the Partner with the inclusion of a table-top or booth presence, or a designated speaking slot, and physical collateral and materials to educate the Partner employees. The Juniper logo should appear on the event website and/or in the event program. If Awards and Prizes are included in the activity, total awards or prizes should not exceed 20% of the total activity cost, and no one employee should be awarded more than 10% of the total activity cost. Gifts, Giveaways, and or Promotional Merchandise should be submitted on a separate MDF request and reference in the Project Description as an associated Project. Reimbursable See Sponsorship details MDF inappropriate SKOs • Solely meal sponsorship • Happy-hour sponsorship • Golf/sporting event sponsorship

should be a Project created as an event - partner.

• Dates, and location (e.g. venue, city) of event

• Include partnership sponsor levels and what is included, if applicable, or detail of Juniper's involvement

• Provide supporting documentation containing information regarding the sponsorship levels, if applicable, or detail of Juniper's involvement

• List of benefits/items included as part of sponsorship, if applicable, or Juniper's involvement and/or attendance at the event, and recipients of benefits/items

• If a designated speaker slot is part of the event, ensure it is called out in sponsorship/project details with the approximate time allotted

• Detailed Juniper involvement • Date of payment due to partner • Confirm costs are only going to the

benefit of partner/Juniper

• In-house invoice detailing sponsorship level and benefits

• Event description, location, and dates

• List of Juniper attendees present or if prepayment is required, a list of intended Juniper participants

One of the following: • Image, signage sample or display

used, showing the Juniper logo • Copy of event presentation featuring

Juniper • Copy of event program and agenda

showing Juniper’s participation in the event, including designated speaking slot if this was part of the event

Promotional Merchandise

Merchandise, items, or gifts permanently imprinted with the Juniper logo or Juniper-Partner co-branded logo including, but not limited to, t-shirts, sweatshirts, golf shirts, hats, pens, key rings, backpacks, messenger bags, duffle bags, notebooks, coffee mugs, and calendars. Promotional merchandise may not exceed fifty ($50.00) US dollars per person if it is: • For an event not organized or planned

by the Partner (e.g. Events-Customer Tradeshow)

• For a Government Recipient • For stocking purposes and not

associated with a specified event Reimbursable Promotional Merchandise/ shipping costs to the event (if applicable)

• Detailed description of Promotional Merchandise - must be branded with Juniper Logo in a permanent fashion

• Use (e.g. stocking purposes, distribution at Events-Customer, Events-Partner, or Events-Customer Tradeshow) and intended recipient

• Cost per item and any fees which may be paid to acquire such promotional merchandise

• Cost of shipment of items to related tradeshow or event.

• Project ID number for any event or activity associated with the Promotional Merchandise

• Third-party invoice, detailing quantity and costs of Promotional Merchandise item purchased (e.g. shirts, pens) and other related costs.

• If items changed from project entry to execution please denote with brief explanation

• Image of the Promotional Merchandise showing the Juniper logo (designs are not acceptable – image of final product is required and logo must be permanently affixed to the item; e.g., not affixed via sticker)

Gifts, Giveaways or Prizes

Merchandise, items, or gifts not permanently imprinted with the Juniper logo or Juniper-Partner co-branded logo. Cash and cash equivalents (e.g. Visa/AMEX gift cards) are not allowed. Reimbursable Gifts, Giveaways or Prizes and shipping costs to the event (if applicable)

• Detailed description of Gifts, Giveaways or Prizes

• Use (e.g. distribution at Events -Customer, Events-Partner, Events-Customer Tradeshow,) and intended recipient

• Cost of shipment of items to related tradeshow/event.

• Project ID number for any event or activity associated with this Gift, Giveaway or Prize

• Third-party invoice, detailing quantity and costs of Gifts, Giveaways or Prizes purchased

• If items changed from project entry to execution please provide a brief description as to the reasoning

• Statement of how the winner or recipient of any Gifts, Giveaways, or Prizes was selected and identification of any winner’s or recipient’s name, title, full company name

• Project Number and Claim number for the event or other MDF activity associated with the Gifts, Giveaways or Prizes

• Image of the Gifts, Giveaways or Prizes merchandise



• Serial number/s, if the item is more than $250 and contains a serial number

Telemarketing The delivery of co-branded advertising messages via telephone that promotes Juniper’s products, services, and/or solutions. Telemarketing scripts should mention Juniper Networks by name at least twice. If the telemarketing campaign features more than one vendor, Juniper must be mentioned the same number of times as the other vendors at a minimum. Contact lists should include first name, last name, company, title, postal address, email address, and telephone number. Reimbursable Agency fees, script development, telephone list rentals or purchase, charges for placing calls (including long distance or toll-free numbers), campaign reports.

• Objective (e.g. recruit new resellers, sell a specific product/solution)

• Target audience • Estimated time frame (e.g. one-off,

spread over a period of time) • Quotation for services offered, to

include number of person-hours; estimated number of calls to be made.

• If activity is being carried out using internal resources, this must be stated in the project description field

• Identify the entity/individual to conduct the campaign and how will results be measured

• Third-party invoice with detail of service(s) provided.

• Copy of campaign brief. • Report showing results of activity,

including dates the calls were made

Network Assessments

Proactive presale network assessments are aimed at uncovering incremental opportunities for Juniper technology in a customer’s infrastructure. The opportunities uncovered should be a substantial multiple of the costs to do the assessment. MDF cannot be used to subsidize an engagement the Partner is charging to deliver or has quoted to the customer as a fee based service. Reimbursable Cost of professional services required to carry out an assessment of the Customer’s existing network. This cannot be delivered or reimbursed if it is part of a larger engagement for which the customer is being billed, or to deliver free services as part of a product sale.

• Target customer(s) and if any such customer is a government entity, SOE or funded by a government entity

• Outline Partner approach to increase customer comfort level with and transition to Juniper technology

• Potential sales opportunities/pipeline expected to result from the assessment

• Estimated time frame (e.g. one-off, spread over a period of time)

• The assessment is not to be used to deliver services for which the Partner earns revenue or to provide to a customer to subsidize a revenue opportunity

• A copy of the statement of work between the Partner and the customer outlining the scope of the assessment.

• Proof of completion of assessment from the beneficiary of assessment; the customer (including date of completion).

• A copy of the Partner’s formal report to the customer following the completion of the network assessment

• Partner cost of the assessment, not the price which would be charged to a customer

Multi-Element Campaign

More than one activity included in a single plan. However, these programs are still restricted to commitments lasting no more than 90 days. The project description must define each activity included in the Multi-Element Campaign along with the required supporting documentation for each activity. Reimbursable Agency fees, concept development, design, copy writing, web space fees, search engine marketing fees, image purchases, media placement costs, script development, list rental, production costs, printed/electronic campaign material.

• Target audience, including estimated number of customers being targeted

• Content, overall objective(s) (e.g. breakdown of each activity and how they fit together)

• Cost breakdown and estimated ROI for each activity of the Multi-element Campaign and all items required under each MDF activity included in the Multi-element Campaign (i.e. if a Events-Customer is included, all items in the Events-Customer category must be provided in the project submittal)

• Copy of the marketing agreement detailing campaign activities completed and associated costs.

• All documentation and relevant Proof of Performance for all activities included in the Multi-element Campaign

• Any third party invoices for any activity of the Multi-element Campaign

Funded Head Sales & Program Management

Partner’s headcount (employed by or contract employee of the Partners) dedicated to selling, marketing or managing Juniper products within the Partner activities. This includes sales engineers, sales, and professional services personnel as well as marketing or sales program specialists. The Funded Head cannot take direction from Juniper, have access to Juniper systems and offices, attend Juniper staff meetings on a regular basis, etc. Funded Heads must work solely at the direction of the Partner and be treated by Juniper as we do any employee of a

• SOW, describing the role and responsibilities of the Funded Head, including specific MBOs for the quarter

• Itemize the elements of compensation (salary and benefits, including benefit rates)

• Unless otherwise prohibited by law from providing such information, name of Funded Head if known and expected time of employment

• Provide original date individual became a Funded Head

• If the Funded Head exceeds twelve months of MDF funding, must have

• Itemized invoice indicating the total amount of the Funded Head(s) for the quarter with a calculation showing how the Funded Head costs have been established (proof of costs for given time period).

• Approved MBOs and progression made against the MBOs for the quarter. The document must clearly show the progression against the original objectives.

• Evidence of the amount paid to the Funded Head, which must equal or exceed the amount billed to Juniper, and, unless otherwise prohibited by law from providing



Partner in a similar role. It is anticipated that such funding will be temporary (less than twelve months) as the employee ramps to full productivity. Reimbursable Cost of funded head sales employee’s salary and benefits (at benefit rate provided and approved in the project description) based on a percentage of dedication to Juniper-only activities. Travel and expenses will not be reimbursed

written approval of extension from Juniper Theater Channel lead

• If the Funded Head is replaced by another individual, provide names of both individuals

• If the MBOs for a Funded Head are changed, Partner must seek written approval/confirmation from PAM and attach email showing approval/confirmation with claim submission

such information, includes Funded Head name and period of employment during the project period. Pay stubs are preferred. A letter signed by an authorized Partner Human Resources representative, or someone of a similar position, on Partner stationery stating that Partner paid the Funded Head more than or equal to the amount Partner is billing Juniper is also acceptable. If the Human Resources letter is delivered to Juniper via email, such email must be sent from a Partner registered email address. Third party invoice if the Funded Head is a contractor

Funded Head Technical

Partner’s headcount (employed by or contract employee of the Partners) dedicated to solution development incorporating Juniper and third party products with Partners services. The Funded Head cannot take direction from Juniper, have access to Juniper systems and offices, attend Juniper staff meetings on a regular basis, etc. These Funded Heads must work solely at the direction of the Partner and be treated by Juniper as we do any employee of a Partner in a similar role. It is anticipated that such funding will be temporary (less than twelve months) as the employee ramps to full productivity. Reimbursable Cost of funded head technical employee’s salary and benefits (at benefit rate provided and approved in the project description) based on a percentage of dedication to Juniper-only activities. Travel and expenses will not be reimbursed.

• SOW, describing the role and responsibilities of the Funded Head, including specific MBOs for the quarter

• Itemize the elements of compensation (salary and benefits, including benefit rates)

• Unless otherwise prohibited by law from providing such information, name of Funded Head if known and expected time of employment

• Provide original date individual became a Funded Head

• If the Funded Head exceeds twelve months of MDF funding, must have written approval of extension from Juniper Theater Channel Sales lead.

• If the Funded Head is replaced by another individual, provide names of both individuals

• If the MBOs for a Funded Head are changed, Partner must seek written approval/confirmation from the PAM and attach email showing approval/confirmation with claim submission

• Itemized invoice indicating the total amount of the Funded Head(s) for the quarter with a calculation showing how the Funded Head costs have been established (proof of costs for given time period).

• Approved MBOs and progression made against the MBOs or sales achieved for the quarter. The document must clearly show the progression against the original objectives.

• Evidence of the amount paid to the Funded Head, which must equal or exceed the amount billed to Juniper, and, unless otherwise prohibited by law from providing such information, includes Funded Head name and period of employment during the project period. Pay stubs are preferred. A letter signed by an authorized Partner Human Resources representative, or someone of a similar position, on Partner stationery stating that Partner paid the Funded Head more than or equal to the amount Partner is billing Juniper is also acceptable. If the Human Resources letter is delivered to Juniper via email, such email must be sent from a Partner registered email address. Third party invoice if the Funded Head is a contractor.

Sales Tools Any web-based, software based, or printed tool developed to assist Partners in their efforts to promote Juniper products, services, and/or solutions. Examples include case studies, ROI calculators, account-based marketing licenses, and mobile applications. Promotional Merchandise is not considered a Sales Tool Reimbursable Costs associated with developing and maintaining Sales Tools dedicated exclusively to Juniper Note: See external ad requirements

• Type of Sales Tool being produced, target audience

• Volume being produced and timeline for production

• If license for a Sales Tool is to be purchased, time period license is valid (perpetual, 1-year subscription, etc.)

• If Sales Tool is developed, state how the estimated costs of development were determined and costs will be tracked and submitted for Claim

• Original third-party invoice with details of service(s) provided.

• Link to website with screenshot of the website, image of tool(s) created

Seed Units or Software / Demonstration Equipment

Partner’s purchases of Juniper hardware and software products to be used in Partner’s labs for customer engagements, solutions testing, or demonstration purposes. Partners must utilize Juniper’s NFR or seed unit program. The products

• Bill of Material, including COGS for Alliance Partners

• Quote from Juniper or a Juniper Distributor with net price after all discounts for the Bill of Materials. It is expected the Partner will utilize

• Original or copy of the itemized invoice from Juniper or authorized Juniper distributor showing the equipment purchased which at minimum must have utilized the not



cannot be used in a production environment to deliver services for which the Partner earns revenue or to provide to a customer to subsidize a revenue opportunity and cannot be resold within 18 months of Partner purchase. Used product may not be represented or sold as new product. Software is not for resale. Reimbursable Juniper equipment or software that is not intended for use in a production environment or for resale and is intended to be used for more than one opportunity and purchased from Juniper or one of its authorized distributors

Juniper’s “Not for Resale (NFR)” program to purchase any such products and at a minimum the NFR discount will be reflected in the quote.

• Provide information regarding expected use of the product and confirm the product will not be used in a production environment to provide services, resold within 18 months, or represented as new if resold

for resale or demonstration discount offered by Juniper.

Seed Units Reporting Only

Internal to Juniper only to track COGS. The products cannot be used in a production environment to deliver services for which the Partner earns revenue or to provide to a customer to subsidize a revenue opportunity and cannot be resold within 18 months of Partner purchase. Used product may not be represented or sold as new product. Software is not for resale.

Seed Unit Services

Professional and maintenance services used for installation, maintenance, and interop testing of Seed Units or Software/Demonstration Equipment and training of Partner professional services employees in the design and implementation of Juniper solutions by qualified and certified professionals. These services cannot be used to subsidize a specific opportunity and cannot be provided to any government, or state-owned entity. Reimbursable Cost of the professional and/or maintenance services used for the installation, maintenance and interop testing of Seed Units or Software/Demonstration Equipment and training of Partner professional services employees in the design and implementation of Juniper solutions by qualified and Juniper certified professionals.

• Detail of how professional or maintenance services will be used (e.g. installation, testing or training of MDF gear etc.)

• Estimated time frame (e.g. one off or over a specific period of time)

• Provide confirmation Seed Unit Services will not be used to subsidize a specific opportunity and will not be provided to any government or state-owned entity.

• Quotation for services offered, or seed units supplied. If activity is being carried out using internal resources, this must be stated in the project description field

• Identification of any intended customer or third party who will receive benefit from Seed Unit Services other than the Partner

• Original third-party itemized invoice(s) from Juniper or Juniper certified professional detailing Partner cost of maintenance/professional service

• Provide confirmation these services were not used to subsidize a specific opportunity and were not provided to benefit any government, SOE or government owned entity.

Seed Unit Services Reporting Only

Internal to Juniper only to track COGS for services specifically used for Seed Units purchased in compliance with Juniper’s MDF Program (not to be used to subsidize a specific opportunity, or to provide services for which Partner earns revenue).

Training with Certification

Partners training & certifications expenses, including registration and testing fees, testing voucher fees, instructor fees, webcast, telecommunications, video conference, and facility costs only for Juniper product and services sales, technical, and process training (offered by Juniper and Partners authorized by Juniper to provide such courses), or anti-corruption and anti-trust training offered or endorsed by Juniper. Such training is for Juniper Partners and/or their customers only. Floor days, Partners workshops, are not considered Training with Certifications, but instead shall be considered Events-Partner.

• Type (e.g. technical training, course type) title, objective, and content of training. Training credits and/or certification vouchers from an approved Juniper training vendor is also acceptable.

• Target audience and expected number of attendees o List of all invitees that are




• Third-party itemized invoice with detail of service(s) provided. Multiple invoices covering different students attending one training class may be submitted for the same Claim. If food and beverage is provided, itemized invoice for such items, total cost, and cost per attendee must be provided.

• Dates and locations of the training must be provided. NOTE: If the training venue is a Juniper training facility, then such costs related to the venue must NOT be reimbursed.

• List of all attendees, including their names, titles, and full company names and identification of any Public Official attendees.



Juniper employee training is excluded. Training & Certifications invitees that are employed by any government or state-owned entity must be noted in the project description. Gifts, Giveaways, and Prizes or Promotional Merchandise should be submitted on a separate MDF request and referenced in the Project Description as an associated Project. Reimbursable Tuition for Juniper training courses or the costs associated with delivering Juniper Partners training, including costs related to the purchase of training manuals or materials. Not Reimbursable Excessive food and beverage costs beyond $30/pp/day and any entertainment

• Itemized training cost per person and meal cost per person per day, if any

• Breakdown of costs or quotation for other components being purchased for training, such as training manuals.

• Description of Certification or other testing included as part of the course

• Estimated month/time frame over which activity will take place

• Project ID number for any Gifts, Giveaways, and Prizes or Promotional Merchandise related to this Training & Certification

NOTE: If project is for the purchase of training credits and/or certification vouchers from an approved Juniper training vendor, then only the third-party invoice to evidence the cost paid is necessary. (Training dates/locations & attendee lists not required for claim submission.)

• NOTE: If project is training provided from an approved Juniper training vendor, a corresponding Juniper Education Services (ES) invoice must be provided. Otherwise, the use of ‘Juniper Training Credit’ vouchers or confirmation from the training vendor that the material is provided from ‘book inventory’ must be provided.

Training without Certification

Partners training expenses where certification is not present to include instructor fees, webcast, telecommunications, video conference, and facility costs only for Juniper product and services sales, technical, and process training (can be internally held trainings or hosted by Juniper/Juniper approved vendor), or anti-corruption and anti-trust training offered or endorsed by Juniper. Such training is for Juniper Partners and/or their customers only. Invitees that are employed by a government or state-owned entity must be noted in the project description. Gifts, Giveaways, and Prizes or Promotional Merchandise should be submitted on a separate MDF request and referenced in the Project Description as an associated Project. Reimbursable Tuition for Juniper training courses/classes or the costs associated with delivering Juniper Partners training.

Not Reimbursable Excessive food and beverage costs beyond $30/pp/day and any entertainment

• Type (e.g. informal training, education and enablement of partners which does not include certification,

• Who will be hosting training • How will training be conducted

and with what materials (ex: PPT, webinar)

• Target audience and expected number of attendees o List of all invitees that are




• Itemized training cost per person and meal cost per person per day, if any

• Estimated month/time frame over which activity will take place

• Project ID number for any Gifts, Giveaways, and Prizes or Promotional Merchandise related to this Training without certification

• Third-party itemized invoice showing all cost elements, multiple invoices covering different students attending one training class may be submitted for the same Claim. If food and beverage is provided, itemized invoice for such items, total cost, and cost per attendee must be provided.

• Dates and locations of the training must be provided. NOTE: If the training venue is a Juniper training facility, then such costs related to the venue must NOT be reimbursed.

• List of all attendees, including their names, titles, and full company names and identification of any Public Official attendees.

• NOTE: If project is training provided from an approved Juniper training vendor, a corresponding Juniper Education Services (ES) invoice must be provided. Otherwise, the use of ‘Juniper Training Credit’ vouchers or confirmation from the training vendor that the material is provided from ‘book inventory’ must be provided.

Salesperson Incentives

Awards or financial incentives provided to Partners’ Sales organizations for successfully selling Juniper products, services or solutions. Incentives can take the form of spiffs, bonuses, vouchers, prizes, and contest rewards. Partners must provide the awards directly to individual members of their sales organization. Incentive programs should not exceed 90 days. Partners that are owned or funded by any government, SOE or government owned entity are not eligible for Salesperson Incentives. Salesperson Incentives should not duplicate partner incentives provided by Juniper. Awards in the form of trips, travel, or paid vacations are not eligible for MDF reimbursement. Incentives to train or certify Partners’ sales organization are also not eligible for MDF reimbursement. Tracking and reporting of results must be performed by the Partner.

• Objective (i.e. what is the Partner trying to achieve?)

• Measurement (i.e. how is the Partner going to measure the success of the Salesperson Incentive?)

• Eligibility (i.e. who is going to participate and how many people are eligible to receive the Incentive payout?)

• Type (i.e. what type of reward - spiffs, bonuses, vouchers, prizes, contest rewards; travel expenses not included)

• Estimated time frame the incentive a period of time)

• Must attach the template which has been pre-approved by Juniper Finance

• Description of the Salesperson Incentive and objectives agreed upon with Juniper.

• List of all employees receiving an incentive payment, the results by employee which qualifies the employee for the payment and the date such payment was made to the employee.

• Provide written confirmation from your Juniper representative that the mutually agreed upon objectives of the incentive have been achieved.

• Original third party itemized invoice(s) detailing cost of rewards. or if internal to the Partner, invoice showing how much was paid out, date paid, with the attached list of all participants earning the incentive



REQUIRED: pre-approval of all Salesperson Incentives activities by Juniper Finance prior to project entry in the MDF Tool. Partners must print and complete the following Salesperson Incentive document, with assistance from their Juniper PAM: https://www.juniper- mdf.com/Documents/EN/2014SalespersonI ncentiveGuidelines.pdf then upload it to the project before project submission. Reimbursable Cost of rewards associated with salesperson Incentive programs devoted exclusively to increasing sales of Juniper products and solutions. The cost of promoting the incentive should be submitted on a separate MDF request and referenced in the Project Description as an associated Project.

• Provide confirmation the Partner is not funded or owned by any government or state-owned entity

Virtual Hosting Services

To support partner demonstration of Juniper software, virtualized platforms (e.g. vSRX), SDN, SDSN, NFV and Juniper based Cloud Services. Partners purchases of services and co-location space to support the demonstration of virtual, cloud-based systems, in a POC environment, for customer engagements, solutions testing or demonstration purposes. These services cannot be used to subsidize a specific opportunity and cannot be provided to any government, or state-owned entity. Reimbursable Up to 100% of services, including space rental or co-location fees related to hosting virtual demonstrations.

• Detail of services being provided and how they will be used

• Estimated time frame (1 off or 1 year subscription)

• Provide confirmation that the Virtual Hosting Services will not be used to subsidize a specific opportunity and will not be provided to any government or state-owned entity

• Identification of any intended customer or third party who will receive benefit from Virtual Hosting Services other than the Partner

• Original third-party invoice detailing services provided

• High level diagram of specific POC

https://www.juniper-mdf.com/Documents/EN/2014SalespersonIncentiveGuidelines.pdf




9. Required Activity Return on Investment (ROI) Metrics

The table below lists the metrics Juniper requires for each activity type when entered in the MDF Tool.

Activity Type

Metric 1

Metric 2 Metric 3

M: Advertising – Print & # ads run/ copies distributed # responses # of qualified leads Broadcast

M: Advertising - Web # downloads # views # of qualified leads

M: Advertising – Social # responses # qualified leads

M: Collateral # assets created # distributed

M: Traditional Mail # mails sent # responses # qualified leads

M: E-mail # emails sent # responses # qualified leads

M: Events-Customer # attendees # qualified leads

M: Events-Partner # attendees # qualified leads

M: Events –Customer Tradeshows

# attendees # qualified leads

M: Events - Sponsorship # attendees # qualified leads

M: Events – Partner Sales Kick-Off

# attendees

M: Promotional Merchandise # items ordered # items distributed Other MDF Claim # for

associated Project

M: Gifts, Giveaways or Prizes # items ordered # items distributed Other MDF Claim # for associated Project

M: Telemarketing # calls made # qualified leads

PD: Network Assessments # new target customers $ value of estimated future revenue from each assessment

M: Multi-element Campaign # qualified leads Other metrics dependent upon the elements of the campaign as shown on this schedule

PD: Funded Head - Sales # of Funded Heads % MBO achieved $ value of revenue achieved

PD: Funded Head – Technical # of Funded Heads % MBO achieved $ value of revenue achieved

PD: Sales Tools # assets created # downloaded or distributed

PD: Seed Units or Software/Demonstration Equipment

# units

PD: Seed Units – Reporting Only

# units

PD: Seed Unit Services # units installed or other quantity metric based on the service provided

PD: Seed Unit Services – Reporting Only

# units installed or other quantity metric based on the service provided

PD: Training & Certifications # individuals trained # of certifications or authorizations achieved

PD: Training without Certification

# individuals trained

PD: Salesperson Incentives # participants $ revenue claimed from Incentive or number of leads/ pipelines for inside sales

$ value of revenue generated or number of opportunities registered

PD:Virtual Hosting Services # SDN/NFV demonstrations


10. Partner Enabling

• The Partner needs to set-up a Partner Center account, before accessing the MDF tool to activate the MDF account, if the Partner is invited to participate in the MDF Program. Refer to the ‘Partner Enabling Reference Guide’.

• Partner completes the following documents: o AMER: Process Unity Vendor Master Survey Form, W-9 Form, US Withholding tax questionnaire o EMEA: Process Unity Vendor Master Survey Form o APAC: Process Unity Vendor Master Survey Form or Process Unity Vendor Master Survey Form –

India

• Partner submits completed documents as attachments via email to the Juniper Supplier Maintenance: o AMER: [email protected] o EMEA: [email protected] o APAC: [email protected]

• Within 2 days of submitting the form, the Juniper Supplier Maintenance assigns an SAP Vendor Code and informs the Partner and the Juniper MDF Investment Manager.

• The Juniper MDF Investment Manager will complete the MDF new partner set-up form, including the Partner SAP Vendor Code for set-up within the MDF tool. Additionally, the Juniper MDF Investment Manager will notify the theater SFDC (Salesforce.com) administrator and the associated Juniper Partner Account Manager (PAM), advising them to mark the SFDC Partner as ‘MDF Approved’. The SFDC administrator will respond to the Juniper MDF Investment Manager within 2 days.

• The Partner, with a valid Partner Center login, will then be able to launch the MDF tool.

https://partners.juniper.net/partnercenter/assets/mdf/mdf-partner-enabling-reference-guide.pdf

https://partners.juniper.net/partnercenter/assets/mdf/mdf-partner-enabling-reference-guide.pdf

mailto:[email protected][email protected]



