Market Development Fund (MDF) Guidelines

1. MDF Program Overview

This document provides guidance and information on Syncro Soft ("Syncro") Market Development Fund ("MDF") Program. The MDF Program is an additional resource available to Syncro Partners (resellers, VARs and distributors) to support external marketing campaigns and/or sales initiatives that generate demand, benefit both parties, and offer a greater return on marketing investment than each company could achieve independently.

The MDF Program functions as a reimbursement program. Syncro will reimburse the Partner up to 100% of the actual amount spent by the Partner for approved marketing campaigns or sales initiatives.

In order to be enrolled into this program, each Syncro Partner must sign a MDF Program Agreement available on request at support@oxygenxml.com

Important

Any activity funded under this program must contain at least 50% content dedicated to promoting Syncro products in order to be eligible for reimbursement.
Partners will be reimbursed at up to 100% for qualifying activities. Partners will not provide reimbursement for activities that features products of Syncro competitors.

Note

Syncro Soft reserves the right to request original proof of execution documents. You must maintain all original documents for a period of 24 months from the activity date.
Funds may not be used to reimburse costs for an activity paid at more than fair market value for that activity. Syncro may deny any claim that it believes, in its sole discretion, does not conform to these guidelines.

2. Activities

The following list describes various components of the marketing mix that Syncro will consider under the MDF program. Proposals will be evaluated based on the viability of the campaign, which should reflect the measurable results and an integrated approach that leverages the most efficient and effective use of the marketing mix.

2.1 Conferences/Trade Shows

Participation in trade shows and conferences provide customer visibility in the IT industry. These events are attended by current or potential customers who are interested in learning more about Syncro products and are ready to make purchases.

Trade shows and conferences can be also done by Partner in conjunction with Syncro. Often the Partner can:

participate at Syncro exhibition booth with a demo presentation or a speaker slot,
have his own exhibition booth appropriate for showing Syncro products or solutions and the Partner is promoting no competitive solutions or products,
have a speaker slot of at least 30 minutes to present Syncro products or solutions,
participate in creation and organization of a seminar (or user meet-up) conducted for the purpose of selling Syncro products in conjunction with Partner’s value add.

2.1.1. Guidelines

Booth space must prominently display the Syncro products logo.
Invitations and the agenda must prominently feature Syncro and/or Syncro products.
Syncro will reimburse up to 100 percent of the cost:
- the booth (floor rental, booth itself, signage) and rental space,
- audio-visual equipment rental,
- promotional items used at events,
- refreshments,
- attendance or registration fee,
- travel costs and associated expenses (hotel room fees),
if the event is devoted exclusively to Syncro products and solutions.
Syncro will not reimburse for personal expenses such as transportation, meals, or telephone charges incurred by Partner.

2.1.2. Claim Documentation

A description of the event, including the location, dates, industries represented, attendance, and target audience, and original copy of the invitation 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 (including airfare ticket limited to economy class only).
A photocopy or sample of the signage or display used at the event showing the Syncro logo must accompany the claim.
Photos of the event highlighting Syncro exhibition booth placement on-site or seminar room and/or your presentation held in a speaker slot.

2.2. Promotional Merchandise

Promotional merchandise items in the form of T-shirts, sweat-shirts, pens, key rings, computer bags, calendars, balloons, and items stocked by Syncro, used as customer giveaways at eligible events, trade shows and conferences.

2.2.1. Guidelines

Syncro will reimburse up to 100 percent of the invoice for promotional items, such as T-shirts, pens, key rings, calendars, and balloons; if items features the Syncro product logos and are devoted exclusively to Syncro products and identification of the Partner.
Syncro will not reimburse for promotional items that do not prominently feature the Syncro product logos.

2.2.2. Claim Documentation

Copy of the itemized invoices or receipts from third-party suppliers detailing costs associated with promotional merchandise.
A sample, photocopy, or photograph of the promotional merchandise must accompany the claim.

2.3. Advertising

Promotional activities that involve advertisements in print or electronic catalogues/magazines.

2.3.1. Guidelines

Advertisements in magazines, catalogs, newspapers and journals (including inserts or flyers in publications)
Web and E-commerce campaigns - Production and distribution of web banners, product spotlights and other web dedicated pages for Syncro products.
Print or electronic catalogs, product brochures, newsletters or flyers developed for mass distribution to potential customers.
Development of collateral, success stories, etc.

2.3.2. Claim Documentation

Copy of the itemized invoices or receipts from third-party suppliers detailing costs associated with advertisements.
A sample, photocopy of the advertisement must accompany the claim.

2.4. Telemarketing

Telemarketing involves calling partners/customers or potential customers to promote and sell Syncro products. It can be an effective tool to prospect for leads and communicate directly with the customers.

2.4.1. Guidelines

The telemarketing campaign is designed to create a direct sales action such as a request for a product demonstration or specific sales literature or update of the license status.
Syncro will reimburse up to 100 percent of script development, costs and charges for placing calls and campaign reports when Syncro is featured exclusively.
The telemarketing campaign could be scheduled relative to a trade show or conference where Syncro will have a booth, and is designed to increase booth traffic, or is relative to an event hosted by Partner or Syncro.
The telemarketing campaign is designed to identify the relevant contacts, current situation, and potential opportunities in your target group.

2.4.2. Claim Documentation

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

2.5. Partner Training

Syncro has a strong interest in having well qualified Partners to sell Syncro products and ensure Syncro quality standards in all customer projects. Therefore, training – even if it is not a typical marketing activity – is eligible for MDF according to this guide. Technical training could be provided directly by Syncro or provided by trainers approved by Syncro and may include formal training, classroom, on-site trainings, web-based training.

2.5.1. Guidelines

Syncro will reimburse 100 percent of the fees for Syncro training courses take by an Partner employee.
Syncro will not reimburse for tuition paid when a Partner employee does not attend the class or fails to cancel within the required time frame before the course begins.
Travel expenses, such as hotel, airfare, and meals related to Syncro training are reimbursable.

2.5.2. Claim Documentation

Original or photocopies of receipts for all expenses for which reimbursement is sought must accompany the claim. When submitting a claim for Syncro training, include a photocopy of the certificate of completion or copy of the agenda or training content.
Multiple invoices covering different Partner employees attending one training class may be submitted on the same claim form.
Claims must clearly differentiate Syncro training classroom costs and travel training cost and must be separately documented.

2.6. Webinars

Webinars, held online using the Internet and telephone, present a special opportunity to introduce new products to a targeted audience or to acquaint your existing customers with Syncro products. Webinars are less personal than face-to-face meetings but present a good alternative for a small target group spread across a broad region. Additionally, they are typically less expensive and can be recorded too.

2.6.1. Guidelines

Your activity must meet the following criteria:

Syncro will reimburse up to 100 percent of the invoice for required equipment to host a Webinar (including online services and fees) if the webinar is promoting Syncro products or solutions.
If Partner is hosting the event, Partner shall provide Syncro information regarding proposed agenda, speaker bios, target audience and webinar date.

2.6.2. Claim Documentation

Copy of the webinar presentation and the number of attendees at the webinar.
If webinar activity is performed by Partner in-house, Partner must provide letter head statement or invoice which includes dates and itemized costs (including fees for webinar online services)

3. Reimbursement Process

All activities must be paid for in advance by the Partner and a claim must be submitted for reimbursement to Syncro. Approved reimbursement will be paid in the form of Syncro purchase credit or bank transfer issued 30 to 45 days from the end of month from the claim approval date. Valid claim and documentation needs to be received no later that 15 days after the end of the month in which the activity was completed. Claim queries should be sent to support@oxygenxml.com.

If a claim is deemed invalid and denied, the Partner will be notified by Syncro. If the rejected claim is not substantiated by the Partner within two weeks from the time of the notification, the claim is rejected from the system and returned to the Partner with an acknowledgement letter via email.