The Fujitsu Marketing Development Fund Program

The Fujitsu Marketing Development Fund Program

Welcome to the Fujitsu America, Inc. Marketing Development Fund (MDF) Program,

our solution for ensuring valued MDF program participants/reseller accounts receive

innovative tools and resources to promote their company, services, and relationship

with Fujitsu. Our goal is mutual success and continued strong partnership.

Fujitsu MDF Program Guidelines

Table of Contents

Fujitsu MDF Program Guidelines Introduction ............................................................................. 1MDF Program for Mobile Resellers.............................................................................................. 1MDF Program for Enterprise Resellers ........................................................................................ 1MDF Program Calendar ............................................................................................................... 2Marketing Development Plan .................................................................................................... 3Fujitsu Program Process Flow Chart ............................................................................................. 4Submitting a MDF Planner Form ................................................................................................. 5Submitting a MDF Claim Form .................................................................................................... 6Marketing Activities & Claim Documentation Requirements ...................................................... 7Advertising .................................................................................................................................. 8 Demo CDs or Videos ..................................................................................................................... 9Fujitsu Demo Equipment ............................................................................................................. 9 Direct Marketing .......................................................................................................................... 10Floor Days .................................................................................................................................... 10Hospitality ................................................................................................................................... 11Internet Development ............................................................................................................. 12Opportunities to Co-market with Fujitsu America ..................................................................... 12Reseller Produced Collateral ...................................................................................................... 13Promotional Merchandise ........................................................................................................... 13Public Relations ........................................................................................................................... 14Sales Incentive Programs ............................................................................................................. 14Sales/Marketing Consultancy Services ......................................................................................... 15Telemarketing .............................................................................................................................. 15Trade Shows and Seminars .......................................................................................................... 16Fujitsu Training ............................................................................................................................ 16MDF Processing ........................................................................................................................... 17MDF Contact Information ............................................................................................................. 17Claims Reimbursement ........................................................................................................... 17Fujitsu MDF Program Terms and Conditions ................................................................................ 18


Fujitsu MDF Program Guidelines IntroductionWelcome to the Fujitsu America, Inc. Marketing Development Fund (MDF) Program, our solution for ensuring valued MDF program participants/reseller accounts receive innovative tools and resources to promote their company, services, and relationship with Fujitsu. Our goal is mutual success and continued strong partnership.

Fujitsu MDF Program funds are distributed based on maximum expected return on investment from specific joint-marketing activities. This program will allow MDF participant accounts the flexibility of funding many joint-marketing activities proposed to Fujitsu. Eligibility requirements are detailed below.

MDF Program for Mobile ResellersMDF Program funds accrue from your very first mobile purchase. The MDF Program funds are available at the following Reseller purchase levels:

Mobile Purchase per Quarter | Mobile MDF Program Funds %

$200,000 - $999,000 = 1%

$1,000,000+ = 2%

The MDF Program funds are accrued automatically based on sell-in and are available to Resellers for marketing and sales activities incurred in the promotion of Fujitsu products. Fujitsu America will calculate and pay the MDF funds on a monthly basis via credit memo. All Authorized Fujitsu Resellers are eligible to receive MDF funds.

MDF Program for Enterprise ResellersYour MDF accrual is available once you reach the minimum $10,000 revenue level for sales of qualified Server and Storage products and software.

Enterprise MDF is accrued for sales of Server and Storage hardware and software only.

Enterprise Purchase per Quarter | Enterprise MDF Accrual %

$10,000+ = 3%

Apply your MDF funds to the various programs and activities that best match your business growth goals.• Meet Your Minimum Program Contractual and Revenue Commitments• Complete All Required Program Education

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MDF Program CalendarThe MDF Program is based on the Fujitsu fiscal calendar quarters. At the beginning of the first month of each quarter, each MDF participant should meet with a Fujitsu CDE (Channel Development Executive) to plan quarterly marketing activities.

The marketing development plan includes review and approval by the Fujitsu CDE/Fujitsu Channel Sales Director/Fujitsu Channel Marketing team to determine MDF funding, if any, on a case-by-case basis. Approved marketing plans are returned to MDF participant at the beginning of each quarter with an approval number and approved dollar amount.

MDF funds can be used for up to six months within the scheduled quarters, with effective start and expiration dates corresponding to those quarters. MDF funds expire four times annually, as shown on the matrix below. Plans must be executed within the scheduled quarters and MDF claims can be submitted as early as the following quarter but must not exceed 1 month after the last activity execution quarter. To claim MDF using the online Fujitsu MDF Tool, select the quarter in which the MDF activity was planned. Unused funds will be forfeited and cannot be reinstated. No special exceptions will be made for activity deadline extensions.

The following matrix details the marketing development planning process, noting effective and expiration dates:

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Budgets Planners Claims

MDF is Accrued in the Quarter Prior to Budget:

MDF Budgets Awarded On:Final Date To

Submit Planner:Final Date To

Complete Activity:

Final Date To Submit Claim For

Reimbursement:

First Quarter Q1Apr, May, Jun

August 1(loaded as Q2 budget in portal)

September 30 December 31 January 31

Second Quarter Q2Jul, Aug, Sept

November 1(loaded as Q3 budget in portal)

December 31 March 31 April 30

Third Quarter Q3Oct, Nov, Dec

February 1(loaded as Q4 budget in portal)

March 31 June 31 July 31

Fourth Quarter Q4Jan, Feb, Mar

May 1(loaded as Q1 budget in portal)

June 30 September 30 October 31


Marketing Development PlanThe planning process starts at Fujitsu. The MDF participant fills out the Fujitsu MDF Planner Form online at www.FujitsuMDF.com. During the planner approval process, it is determined whether future marketing program activities proposed by the MDF participant are valid under MDF program guidelines. Fujitsu CDE, Fujitsu Channel Sales Director, and Fujitsu Channel Marketing reviews and approves all MDF planners and proposed activities. Once the participant receives the final approved planner notification with a corresponding approval number, the participant can execute planned activities.

All activities must start within the scheduled Fujitsu fiscal calendar quarters. If an activity does not start within the given timeframe, the approved funds do not roll over to the new quarter and are forfeited.

If the participant was not provided with a username and password, submit a request for log in information to Fujitsu Channel Marketing at [email protected]. Initial log in requests will not be processed unless the following information is provided:

Corporate name (including DBA if different from corporate name)• Address• Contact name (First and Last)• Contact Email• Customer ID Number (optional)

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MDF Program Process Flow Chart

Request log in info from Fujitsu Channel

Marketing at [email protected]

Build planner form online and submit

for approval

Planner Approved?

Revise planner and resubmit

online

Email notification of planner

approval and planner approval

number

Complete and execute Marketing

activity

Log-on to the MDF website – www.FujitsuMDF.com – and create a claim with required

proof of performance against the applicable planner.

Claim Approved?

Revise claim and resubmit online

with the appropriate proof documentation

Reimbursement issued by Fujitsu

Yes

Yes

No

No

Quarterly requirements, based on Fujitsu’s fiscal year (April 1 through

March 31)

PROCESS TIMELINE

Fujitsu CDE & Channel Marketing receives email

notification

Planner is approved by product track Director, CDE and Channel

Marketing contact

Execute within the scheduled quarter

Submit by end of quarter after “scheduled” planner quarter

Allow 3-5 weeksfor claim processing

Log-on to the MDF website –

www.FujitsuMDF.com

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Submitting a MDF Planner Form

Log on using your User ID and Password

1

Click on View Plans – This will show an overview of each quarters budget

The top part of the screen will detail your budget for the quarter

2

You can change the Year and quarter by choosing your selection in the drop down boxes and clicking Change Period.

The bottom part of the screen is where you enter a new plan

3

Enter your plan information by using the drop down lists and boxes provided.

After plan details have been entered you may attach documentation to the claim by pressing the Press to Upload Files.

4

You will then be able to Browseyour computer to find the files to upload.

5

Your new plan will be displayed at the bottom of the page.

6

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Submitting a MDF Claim Form

9

To claim, click on the Claimicon, find desired portion and click on the Claim icon below that dollar amount.

9

Enter Amount Claimed and Invoice Number and click Submit this Claim.

10

Click on

Upload Proof of Performance

11

Click on Return to Plans for this Partner will direct you back to the summary page.

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Marketing Activities and Claim Documentation RequirementsAll Fujitsu MDF-funded activities must promote Fujitsu products and solutions.

All activities must be presented to the Fujitsu CDE (Channel Development Executive) and Fujitsu Channel Sales Director for pre-approval to qualify for funding.

All activities that incorporate the Fujitsu name, logo, trademarks, service marks, or branding must adhere to the guidelines provided on the Fujitsu Reseller site under Marketing Tools.

All activities must be paid for in advance by the MDF participant and a claim must be submitted for reimbursement to the Fujitsu Channel Marketing.

Fujitsu will not provide reimbursement for activities that features products of Fujitsu competitors.

The following activities are eligible applications under the Fujitsu MDF Program:• Advertising• Demo CDs or Videos• Fujitsu Demo Equipment• Direct Marketing• Floor Days• Hospitality• Internet Development• Opportunities to co-market with Fujitsu America• Reseller-produced literature, newsletters, brochures, etc.• Promotional Merchandise• Public Relations• Sales Incentive Program• Sales/Marketing Consultancy Services• Telemarketing• Trade Shows and Seminar• Fujitsu Training

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Fujitsu AdvertisingAdvertising increases awareness and helps communicate important messages about the participant’s company and products. To gain maximum benefit from advertising, identify publications aimed at company’s target audience and repeat advertising campaigns over a period of time in various publications.

Fujitsu Advertising — Eligible Media

• General interest news or business publications. For example: The Wall Street Journal, USA Today, and Time Magazine.• Internet advertising. For example: banner ads, splash pages, and key word placement.• Trade publications: For example: PC Week, PC Magazine, VAR Business, Computer Reseller News, InfoWorld, Computerworld, and Communications Week.• Local and college newspapers. These publications must be accredited, regularly published media that are distributed in your local trading area.• FCC-licensed radio and television stations and cable systems.• Billboards (traveling billboards and banners included) and other authorized outdoor venues. Fujitsu Advertising — Guidelines

• Ads must prominently feature the Fujitsu logo and product name(s).• Ads must contain descriptive copy about the Fujitsu product(s) or solutions.• Advertising developed by the MDF participant that integrates ad copy, camera-ready logo, and art provided by Fujitsu will be reimbursed at 100 percent (up to participant’s maximum accrued MDF funds) if ad is devoted exclusively to Fujitsu.• Any use of camera-ready art or logos provided by Fujitsu must be reviewed by a Fujitsu CDE or Fujitsu Channel Marketing program manager prior to printing.• Fujitsu logo must appear in color if other logos in ad appear in color.• Fujitsu logo must not be smaller than any other logo that appears in a logo strip.• Duplicate color film of Fujitsu ads will be reimbursed at 100 percent (up to participant’s maximum accrued MDF funds) if ad is devoted exclusively to Fujitsu. All duplication will be done by agency designated by Fujitsu.• If an ad will appear multiple times, the reseller may submit separate claims for the ad space cost each time that the ad runs.• Radio and television air time charges and production costs are covered at 100 percent (up to participant’s maximum accrued MDF funds) if the airtime is devoted exclusively to Fujitsu products and the audible identification of Fujitsu and its product name must be made at least as often as the MDF participant’s name.• Fujitsu will not reimburse for ads that feature products of Fujitsu competitors.• All activities must be paid for in advance by the MDF participate and a claim must be submitted for reimbursement to Fujitsu. Fujitsu Advertising — Claim Documentation

Claims should include:• An itemized invoice showing ad date, net rate less all discounts and rebates, and total cost of media space.• A photocopy of the advertisement.• Additional documentation.• Newspapers and magazines: Tear sheet for each time the approved advertisement runs.• Radio and television: An approved script with ANA/TVB, RAB, and affidavit signed by a station official; station or agency invoice with net media cost per commercial spot run, length of the sport, time, and date that each spot was placed, and when the spot actually ran.• Outdoor: Photograph or sample of approved advertisement and placement documentation.• Internet: Banner placement schedule and photocopy of final banner.

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Fujitsu Demo CDs or Videos – Solutions running on FCS platformsDemo CDs or videos are excellent ways to inform and promote Fujitsu products and services to targeted audiences or to broader audiences. They have a wide range of uses, from promotions to training; they can provide complex information, solution demos, etc., and can contain a variety of files and file types, including documents, video, audio, web pages, etc.

Fujitsu Demo CDs or Videos — Guidelines

• All demo CDs or videos must prominently feature Fujitsu logos and product and service name(s), and follow Fujitsu guidelines regarding collateral and advertising use.• Fujitsu will reimburse 100 percent (up to participant’s maximum accrued MDF funds) of design, development, and production costs, as well as distribution fees, if the demo CD or video is devoted exclusively to Fujitsu products and solutions.• Fujitsu will not provide reimbursement for demo CD or video that features products of Fujitsu competitors. Fujitsu Demo CDs or Videos — Documentation

Photocopy of itemized invoice detailing costs associated with video design, development, production, and distribution.

An original copy of the demo CD or video material must be mailed to the following:• Fujitsu Channel Marketing• 1250 East Arques Avenue, M/S 122• Sunnyvale, CA 94085• All activities must be paid for by the MDF participant in advance and a claim must be submitted for reimbursement to Fujitsu.

Fujitsu Demo EquipmentFujitsu Demo Program offers competitive discounts to Fujitsu reseller accounts. All MDF participants are encouraged to maintain a Fujitsu demo equipment lab in order to provide “hands-on” systems engineer training or provide a demo to customers.

Fujitsu Demo Equipment — Guidelines

• Order demo equipment from Fujitsu through the normal ordering procedure. When MDF participant receives invoice for demo equipment, contact Fujitsu Accounts Receivable to request that the MDF credit be applied against the invoice. Reference the MDF Planner Approval Number with your request. Please be sure to note on the P.O.s that they are for demo purposes.

Fujitsu Demo Equipment — Claim Documentation

• Copy of Fujitsu invoice.• Quote copy with text “Units purchased for demo purposes only” included. Please see CDE for quote generation (quote must be attached to PO initially submitted for transaction).

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Fujitsu Direct MarketingDirect marketing is a simple and effective tool for delivering specific messages to a large number of customers. Direct marketing can be used to generate leads, to announce new Fujitsu products, to follow-up on sales calls and seminars, and to promote Fujitsu products and solutions. Direct marketing can take the form of web pages, email blasts, fact sheets, product literature, letters, promotional giveaways, or brochures. Fujitsu Direct Marketing — Guidelines

• All direct marketing must prominently feature Fujitsu logos and product and service name(s), and follow Fujitsu guidelines regarding printed or online collateral and use.• Fujitsu will reimburse 100 percent (up to participant’s maximum accrued MDF funds) of development costs, Search Engine Optimization, Search Engine Marketing placement and list rental fees, if the direct marketing campaign is devoted exclusively to Fujitsu products and solutions.• Fujitsu will reimburse 100 percent (up to participant’s maximum accrued MDF funds) of production costs such as Web design, copy writing, typesetting, photography, paste-up, mechanical, and engraving, if direct marketing is devoted exclusively to Fujitsu products and solutions.• Fujitsu will not provide reimbursement for direct marketing that features products of Fujitsu competitors. Fujitsu Direct Marketing — Claim Documentation

• Photocopy of itemized invoice detailing cost associated with direct marketing.• An original copy of the direct marketing material must accompany the claim.• All activities must be paid for by the MDF participant in advance and a claim must be submitted for reimbursement to Fujitsu. Floor DaysFloor days provide a key opportunity to educate and interact with reseller sales people. Floor days may include training, collateral, table-top displays, giveaways, presentations, and the like.

Floor Days — Guidelines

• Floor days must be detailed in the reseller’s MDF plan, including schedule, program outline, and deliverables.• Booths or table tops must prominently display Fujitsu logos.• Fujitsu will reimburse 100 percent (up to participant’s maximum accrued MDF funds) of marketing, promotional and/or training delivery costs if devoted exclusively to Fujitsu products and services.

Floor Days — Claim Documentation

• Photocopy of itemized invoice detailing costs associated with floor days setup, collateral production, and training.• All activities must be paid for by the MDF participant in advance and a claim must be submitted for reimbursement to Fujitsu.

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Fujitsu HospitalitySeminars, breakfast meetings, showcases, forums, and other events can be excellent activities to build awareness, interest, and preference for Fujitsu products and services among key target customer segments. Hospitality may include hotel bookings, catering and other hospitality service fees associated with scheduled events.

Fujitsu Hospitality — Guidelines

• Hospitality must be directly associated with a planned and approved Fujitsu sponsored event where Fujitsu products and services are the focus.• Fujitsu will reimburse 100 percent (up to participant’s maximum accrued MDF funds) of hospitality costs as long as the event content is devoted exclusively to Fujitsu products and solutions or the speakers are featured Fujitsu company experts.• Fujitsu will not provide reimbursement for hospitality that features products and/or services of Fujitsu competitors.• All activities must be paid for in advance by the MDF participant and a claim must be submitted for reimbursement to Fujitsu.• Fujitsu Hospitality Claim Documentation• Photocopy of itemized invoice detailing costs associated with hospitality.• An original copy of the event communication or program must accompany the claim.

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Fujitsu Internet Development-Portion Detailing Reseller Value and Integration of Fujitsu America Products and ServicesWeb pages and micro sites can be an excellent way to communicate and educate a broad range of customers and prospects about Fujitsu products and services. These pages may be created and mounted on the reseller’s website or may be custom-created, unique online micro sites created for a specific product, event, promotion, etc. Fujitsu Internet Development-Portion Detailing Reseller Value and Integration of Fujitsu America Products and Services — Guidelines

• All internet development must prominently feature Fujitsu logos and product and service name(s), and follow Fujitsu guidelines regarding collateral and advertising use.• Fujitsu will reimburse 100 percent (up to participant’s maximum accrued MDF funds) of the internet design, development costs and hosting or placement fees if the internet development is devoted exclusively to detailing Reseller Value and integration of Fujitsu products and solutions.• Fujitsu will not provide reimbursement for internet development that features products of Fujitsu competitors. Fujitsu Internet Development-Portion Detailing Reseller Value and Integration of Fujitsu America Products and Services — Claim Documentation

• Photocopies of itemized invoices detailing costs associated with internet development.• An original copy of all html code, image files, and other files or directories associated with the internet development.• All activities must be paid for by the MDF participant in advance and a claim must be submitted for reimbursement to Fujitsu.

Opportunities to Co-market with Fujitsu AmericaCo-marketing opportunities are a superior way to build preference for Fujitsu products, solutions, and services. It allows Fujitsu and resellers to work together in various ways to build business,including business development activities, events, training, integrated marketing, and the like. These opportunities are detailed in each Reseller’s MDF plan and agreed to by Fujitsu in advance.

Opportunities to Co-market with Fujitsu America — Guidelines

• Co-marketing opportunities must prominently feature Fujitsu logos and product and service name(s), and follow Fujitsu guidelines regarding collateral and advertising use.• Co-marketing activities must be detailed in the MDF plan, submitted and agreed to by Fujitsu in advance, including Fujitsu’s participation, responsibilities, and funding level(s) for the activity or activities.• Fujitsu will reimburse the reseller for the agreed-to portion or percentage of its responsibilities --business development, marketing, or events expenses-- based on the previously agreed-to MDF plan.• Fujitsu will not provide reimbursement for co-marketing opportunities that feature products and services of Fujitsu competitors.

Opportunities to Co-market with Fujitsu America — Claim Documentation

• Photocopies of itemized invoices detailing costs associated with co-marketing opportunities.• Original copies of all materials, html code, image files, customer and prospect lists, and other files or materials associated with the co-marketing activities.• All activities must be paid for by the MDF participant in advance and a claim must be submitted for reimbursement to Fujitsu.

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Fujitsu Reseller-Produced CollateralCollateral, such as newsletters, brochures and catalogues, etc. that promote Fujitsu products and solutions. Fujitsu Reseller-Produced Collateral — Guidelines

• Collateral, including product literature, newsletters, brochures, catalogues, etc. must prominently feature Fujitsu logo and product name(s).• Collateral, including product literature, newsletters, brochures, catalogues, etc. must contain descriptive copy about the Fujitsu product(s) or solutions.• Any use of camera-ready art or logo provided by Fujitsu must be reviewed by a Fujitsu CDE or Fujitsu Channel Marketing program manager prior to printing.• Product literature, newsletters, brochures, catalogues, etc. that incorporate the Fujitsu name, logo, trademarks, service marks, or branding must adhere to Fujitsu guidelines.• Fujitsu will reimburse 100 percent (up to participant’s maximum accrued MDF funds) of printing and production costs so long as the literature, newsletters, brochures, catalogues, etc. is devoted exclusively to Fujitsu products and solutions.• Fujitsu must be featured in equal proportion to other manufacturer’s products. For example, if the catalogue includes products of five manufacturers, the Fujitsu products must also receive at least 20 percent of the total catalogue space.• Fujitsu will not provide reimbursement for product literature, newsletters, brochures, catalogues, etc. that feature products of Fujitsu competitors.• All activities must be paid for in advance by the MDF participant and a claim must be submitted for reimbursement to Fujitsu.• Fujitsu Reseller-Produced Collateral Claim Documentation• A photocopy of the itemized invoice detailing costs associated with product literature, newsletters, brochures, catalogues, etc.• An original copy of the product literature, newsletters, brochures, catalogues, etc. must accompany the claim.

Fujitsu Promotional MerchandisePromotional merchandise items in the form of T-shirts, sweat-shirts, pens, key rings, computer bags, calendars, balloons, and items stocked by Fujitsu. Fujitsu Promotional Merchandise — Guidelines

• Fujitsu will reimburse 100 percent (up to participant’s maximum accrued MDF funds) of the invoice for promotional items, such as T-shirts, pens, key rings, calendars, and balloons; if items feature the Fujitsu logo and are devoted exclusively to Fujitsu and identification of the MDF participant.• Fujitsu will not reimburse for promotional items that do not prominently feature the Fujitsu logo.• Fujitsu will not provide reimbursement for promotional items that features products of Fujitsu competitors.• All activities must be paid for in advance by the MDF participant and a claim must be submitted for reimbursement to Fujitsu.

Fujitsu Promotional Merchandise — Claim Documentation

• Photocopy of itemized invoice detailing costs associated with promotional merchandise.• A sample, photocopy, or photograph of the promotional merchandise must accompany the claim.

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Fujitsu Public RelationsPublic Relations – including joint press releases and public awareness activities can be an excellent way to inform customers and prospects and build brand awareness for Fujitsu products and services. Fujitsu Public Relations — Guidelines

• All public relations announcements and materials must prominently feature Fujitsu logos and product and service name(s), and follow Fujitsu guidelines regarding collateral and advertising use.• Fujitsu will reimburse 100 percent of the costs associated with the writing, production, and distribution of the press release or announcement if it prominently features Fujitsu products or services.• Fujitsu will not reimburse for press releases or announcements that feature the products or services of Fujitsu competitors.

Fujitsu Public Relations — Claim Documentation

• A photocopy of the itemized invoice detailing costs associated with press releases or announcements.• An original copy of the press release or announcement must accompany the claim.

Fujitsu Sales Incentive Programs MDF can be used to run in-house sales incentives if the incentive program is designed to increase sales of Fujitsu products. A time limit on the program must be set, which may not exceed 90 days. Fujitsu Sales Incentive — Guidelines

• The MDF participant must provide to Fujitsu details such as reward structures, sales goals, eligibility requirements, and reward incentives for either sales rep or team achievements within the company prior to beginning the incentive program. Rewards may be distributed per unit sold, merchandise, travel packages, or similar incentives. The MDF participant must provide the awards directly to sales personnel and provide award recipients with tax information for awards won.• Fujitsu will reimburse 100 percent (up to participant’s maximum accrued MDF funds) for any contest or sales incentive program devoted exclusively to increasing understanding and awareness of Fujitsu products and solutions.• Fujitsu will reimburse 100 percent (up to participant’s maximum accrued MDF funds) of the incentive paid to a sales rep for the sale of Fujitsu products only.• The MDF participant must clearly differentiate program costs such as promotion, tracking, and incentive amounts. Costs must be documented separately.• MDF participant’s customers are not allowed to receive incentive awards.• Sales incentives programs cannot be used to lower street prices.• MDF cannot be applied to “buy-one, get-one-free” offers or similar promotions.• Fujitsu will not provide reimbursement for sales incentive programs that feature products of Fujitsu competitors.• All activities must be paid for in advance by the MDF participant and a claim must be submitted for reimbursement to Fujitsu.

Fujitsu Sales Incentive — Claim Documentation

• Claims should include a description of the program, start and stop dates, awards given, and award winners. Please include examples such as sales goals or eligible products.• Claims must clearly differentiate program costs, including the costs of promotion, tracking, and Sales Promotion Incentive Fund (SPIF) amounts. Costs must be separately documented.

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Fujitsu Sales/Marketing Consultancy ServicesFujitsu may provide the use of third party sales or marketing consulting services to build awareness, lead generation programs, marketing promotions, product and solution-related demos, etc. as part of an MDF plan. These services can bring an additional level of expertise or resource to projects and programs that will increase awareness and promote preference for Fujitsu products and services.

Fujitsu Sales/Marketing Consultancy Services — Guidelines

• A full description of sales/marketing consulting services to be provided must be outlined in the MDF plan including specific objectives, deliverables, timeframes and budget required.• Fujitsu will reimburse 100 percent (up to participant’s maximum accrued MDF funds) of the costs associated with these services if they focus primarily Fujitsu products or services.• Fujitsu will not reimburse for sales and marketing services that feature the products or services of Fujitsu competitors.

Fujitsu Sales/Marketing Consultancy — Claim Documentation

• Photocopy of itemized invoice detailing costs associated with services provided.• All activities must be paid for by the MDF participant in advance and a claim must be submitted for reimbursement to Fujitsu.

Fujitsu Telemarketing Telemarketing can be an effective method for reaching and achieving instant results from hundreds or thousands of end-user customers. The telemarketing campaign must be organized, maintain relationships with continuing customers, and include a specific offer to new ones. Fujitsu Telemarketing — Guidelines

A third-party telemarketing agency must be used to implement the MDF participant’s telemarketing campaigns.• Scripts must mention the Fujitsu name at least twice when the campaign is for Fujitsu products or services only. If the campaign includes multiple vendors (must be non-competitors), the Fujitsu name must be mentioned at least as often as other vendors. Fujitsu must approve the script in advance.• Fujitsu will reimburse up to 100 percent (up to participant’s maximum accrued MDF funds) of agency fees, script development, telephone list rentals, costs and charges for placing calls (including long distance or 800 number charges), and campaign reports when Fujitsu is featured exclusively.• Fujitsu will not reimburse reseller for the salaries for telemarketing agency personnel.• Fujitsu will not provide reimbursement for telemarketing that features products of Fujitsu competitors.• All activities must be paid for in advance by the MDF participant and a claim must be submitted for reimbursement to Fujitsu.

Fujitsu Telemarketing — Claim Documentation

• Photocopy of the telemarketing script must accompany claim.• Photocopy of itemized invoice detailing costs associated with telemarketing campaign.• Telemarketing agency invoice must include detailed information, including number of calls and contacts made, and number of orders placed or expected success rate.

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Fujitsu Trade Shows and SeminarsParticipation in trade shows, customer events, and seminars provide customer visibility in the IT industry. These events are attended only by customers who are interested in learning more about mobile or enterprise products and are ready to make purchases. This is an excellent way to reach target markets.

Fujitsu Trade Shows and Seminars — Guidelines

• Booth space must prominently display the Fujitsu logo.• Invitations and the agenda must prominently feature Fujitsu and/or Fujitsu products.• Fujitsu will reimburse 100 percent (up to participant’s maximum accrued MDF funds) of the cost of the booth and rental space, audio-visual equipment rental, promotional items used at events, and refreshments, if the event is devoted exclusively to Fujitsu products and services.• Fujitsu will reimburse 100 percent (up to participant’s maximum accrued MDF funds) of printing, postage, mailing, and list rental costs, if the invitations and the agenda are devoted exclusively to Fujitsu.• Fujitsu will not reimburse for personal expenses such as transportation, accommodations, meals, or telephone charges incurred by MDF participants.• Fujitsu will not provide reimbursement for events that feature products of Fujitsu competitors.• All activities must be paid for in advance by the MDF participant and a claim must be submitted for reimbursement to Fujitsu.

Fujitsu Trade Shows and Seminars — Claim Documentation

• A photograph or sample of the signage or display used at the event showing the Fujitsu logo must accompany the claim.• A description of the event, including the location, dates, industries represented, attendance, and target audience, and original copy of the invitation and/or a photocopy of the seminar presentation must accompany the claim.• A photocopy of the itemized productions invoice detailing costs associated with trade show or seminar event, such as signage, displays, or relevant joint marketing pieces.• Multiple invoices covering different students attending one training class may be submitted on the same claim form.• Claims must clearly differentiate Fujitsu training classroom costs and travel training cost and must be separately documented.

Fujitsu Training

Fujitsu Training — Guidelines

• Fujitsu will reimburse 100 percent of the tuition for Fujitsu training courses take by an MDF participant employee.• Enterprise MDF participants must use ¼ of their accrued funds for training.• Fujitsu will not reimburse for tuition paid when a student does not attend the class or fails to cancel within the required time frame before the course begins.• All Fujitsu training activities must be paid for by the MDF participant in advance and a claim must be submitted for reimbursement to Fujitsu.• Travel expenses, such as hotel, airfare, and meals related to Fujitsu training are reimbursable. Original or photocopies of receipts for all expenses for which reimbursement is sought must accompany the claim.

Fujitsu Training — Claim Documentation

• When submitting a claim for Fujitsu training, include a photocopy of the certificate of completion.• Multiple invoices covering different students attending one training class may be submitted on the same claim form.• Claims must clearly differentiate Fujitsu training classroom costs and travel training cost and must be separately documented.

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MDF ProcessingFujitsu MDF — Planner Form

In order for an MDF participant to submit marketing proposals and be considered by Fujitsu for MDF, a planner form must be filled out online (sample process pg 5) by the MDF participant at www.FujitsuMDF.com. Once approval is received from the Fujitsu CDE (Channel Development Executive), Fujitsu Channel Sales Director, and Channel Marketing, the MDF participant will receive confirmation of planner approval along with the new planner form number.

Fujitsu MDF — Claim Form

The MDF participant must submit all claim reimbursement requests online (sample process pg 6) for processing at www.FujitsuMDF.com.

MDF Contact InformationShould you need to speak with someone regarding your Fujitsu MDF account, please refer to the following:

Account Information/Login Requests:

Fujitsu Channel Marketing Email: [email protected] Fax Number: 408-764-2753

Portal Technical Support:

ACB - Payment Services Group Email: [email protected] Toll-free Number: 1-866-933-8851

Claims ReimbursementAll claims must be submitted online at www.FujitsuMDF.com

• Following completion of the proposed marketing activity, the MDF participant should submit a Fujitsu MDF claim form with substantiating documentation online.• Claims and supporting documents can be uploaded in .doc, .xls, .csv and .pdf format. If hard copy proof of performance is required, mail-in address is provided in the applicable documentation requirements (pp 8-20).• Claims cannot be submitted until the proposed marketing activity has been completed. Claims must include supporting documentation to substantiate that the MDF participant paid for the activity and that the activity was executed and completed.• Claims may not be for more than the total amount approved on the MDF planner. Claims will only be reimbursed for up to the approved planner amount. Only eligible marketing activities and Fujitsu-approved MDF planners with corresponding MDF planner approval numbers will be processed for claim reimbursement.• Approved MDF marketing activities must be executed within the scheduled fiscal quarter and claims must be submitted by the end of the following fiscal quarter. Therefore, claims must be submitted within nine months from the beginning of the scheduled quarter. Allow six to eight weeks for claim processing. Refer to the MDF Calendar section of this guide for more detail information.• Unused funds do not rollover from quarter-to-quarter and cannot be claimed after funds have expired.• If a claim is deemed invalid and denied, the MDF participant will be notified by Fujitsu. If the rejected claim is not substantiated by the MDF participant within two weeks from the time of the notification, the claim is rejected from the system and returned to the MDF participant with an acknowledgement letter via email.• Fujitsu will not reimburse any supplier or vendor directly for costs incurred by a MDF participant.

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Fujitsu MDF Program Terms and Conditions• Fujitsu reserves the right to modify or terminate the Fujitsu MDF Program upon 15 days advance written notice to its MDF participants. Such termination or modification will not affect approved claims for activities that ran prior to the effective date of the modification or termination, as well as approved plans in progress at the time of the change.• The Fujitsu MDF Program terminates immediately upon termination of the Reseller Agreement between Fujitsu and the MDF participant; provided that all benefits accrued up to the date of termination shall be available to the MDF participant.• The primary purpose of all activities should be to increase awareness and sales of Fujitsu products and services.• MDF participants with a direct purchasing relationship (who have a contract to purchase products directly from Fujitsu) with Fujitsu will receive a credit memo for claim reimbursements.• All MDF must be expended within a scheduled fiscal quarter. Effective dates and expiration dates are fixed to a scheduled fiscal quarter. Plans must be executed within the scheduled fiscal quarter and MDF claims submitted by the end of following fiscal quarter. Expired MDF will be forfeited and cannot be reinstated.• MDF participants may deduct the amount of claim from a Fujitsu invoice for qualifying merchandise (e.g., promotional merchandise that features the Fujitsu logo and Fujitsu demo equipment).• All programs for which the MDF participant will seek compensation under the Fujitsu MDF Program must be conducted in accordance with all applicable federal, state and local laws and regulations.• Fujitsu will not provide reimbursement for activities that feature products of Fujitsu competitors.• Extensions to MDF accruals may be made on a case-by-case basis based on approved MDF Planner. Examples of possible extensions include high-cost Enterprise demo equipment and high-cost marketing events.• MDF is not to be used for capital expenses or the normal cost of doing business.• Fujitsu reserves the right to audit and verify all claims and request additional documentation at any time. Fujitsu may deny any claim that it believes, in its sole discretion, does not conform to these guidelines. Submissions of false claims will cause the MDF participant to be removed from the Fujitsu MDF Program.• Special Pricing – Fujitsu may offer special pricing to its channel partners in pursuit of a sales opportunity. Fujitsu reserves the right to exclude the revenue from these specially-priced transactions from the MDF accrual. Notification of such exceptions shall be made in writing from a Fujitsu Channel Sales Director or a Fujitsu CDE at the time of Fujitsu granting the special pricing request.• Equivalent Programs – Fujitsu may offer a channel partner financial support for an “equivalent program” (e.g., marketing funds in support of a government or vertical market contract or special project). Support for equivalent programs of this nature will be considered to be in lieu of MDF. Notification of such exceptions shall be made in writing from a Fujitsu Channel Sales Director or a Fujitsu CDE at the time of Fujitsu granting the financial support for an equivalent program or during planning for MDF activities.

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Step by step claiming process Log in Go to Reseller Listing Select the Quarter and Fiscal Year Go to View/Edit Plan for the appropriate reseller Click on the icon – A plan has to be committed or claimed partial for the icon to be

displayed Select an activity to be claimed by clicking on the icon again Enter the amount to be claimed – Less than or equal to the total cost of the activity Enter the corresponding invoice number – duplicate invoice numbers are not allowed in case

an activity is claimed with more than one invoice Click on the “Submit this Claim – Step 1” button

Click on the “Upload proof(s) of performance” link – Opens a new window Click on the “Browse…” button to choose a file on your computer – remember to select “File

of type: All Files (*.*)” when browsing files located on your computer Repeat the above operation as many times as needed Click on the “Submit” button – the uploaded files will be displayed below In case you get an error, make sure the type of file you are trying to upload are among the

file types listed at the top of the page: “gif, jpg, pdf, ppt, doc, txt, xls” – no other file types will be accepted – you can view or delete the uploaded files by clicking on the corresponding icons

Click on the “Close Window” button The list of files you uploaded will be displayed below the “Upload proof(s) of performance”

link You can view or edit the uploaded files by clicking on the corresponding icons Click on the “Submit this Claim – Step 2” button

Return to the “Activities List” or “Plans for this Reseller” by clicking on the links at the top of the page

In order to check the status of your claim, click on the “Audit info” link on the main menu under the category “Activities”

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How to Create a Coop Plan in the Fujitsu Planning Tool Log in Go to View Plans (If you are a Manager, Go to Distributor Listing to View a Plan) Select the Quarter and Fiscal Year for your Plan Make sure you have a budget to build a plan on (only managers can create budgets) Click on Create New Program (If you are editing an existing Plan, click on the Edit Icon) Select a Fund Type for the Plan (Coop) Select the Program Select an Activity Input an Amount for the Activity Select a Product Input a Start Date Input an End Date Input ROI Input Activity Description Upload a file if you need to attach a document to the activity by clicking on the Upload File

link. Browse for your file on your computer. Files allowed have extensions pgp, txt, xls, doc, bmp, jpg, or gif

Press Save Activity Notice your new activity is displayed at the bottom of the page Press New Activity to add a new activity To edit an activity, simply click on the link of the activity at the bottom, make your

corrections, and press Save Activity When you are done, click on “Return to Plans for this Partner” which will direct you to the

summary page From the summary page you can View or Edit you Plan by clicking on the links (if you are a

manager, you can duplicate or delete a plan altogether)

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Copyright© Copyright 2011 Fujitsu AmericaFujitsu and the Fujitsu logo are trademarks or registered trademarks of Fujitsu Limited in Japan and other countries. Other company, product and service names may be trademarks or registered trademarks of their respective owners.

ContactFujitsu America1250 East Arques Avenue, Sunnyvale, CA 94085-3470, U.S.A.Phone: 1.800.FUJITSUE-mail: [email protected]: www.Channel.ShopFujitsu.com/Reseller2011-10-01 US ENG

Documents

The Fujitsu Marketing Development Fund Program