partner advantage program shared trust shared experience shared success

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1 partner advantage program shared trust shared experience shared success

2 Table of Contents (page 1) Shared Trust, Shared Experience, Shared Success! Membership Levels Dedicated Resources Advanced Marketing Tools and Web Portal Privileged Programs Membership Levels Diamond Partner Membership Criteria Membership Benefits Platinum Partner Membership Criteria Membership Benefits Gold Partner Membership Criteria Membership Benefits Silver Partner Membership Criteria Membership Benefits ISV Partner Membership Criteria Membership Benefits System Integrator Membership Criteria Membership Benefits

3 Contents (page 2) General Information Partner Portal Marketing Funds Requests & Guidelines Activities Qualifying for MDF Funds Loyalty League Program

4 Shared Trust, Shared Experience, Shared Success! A successful Partnership has only one unit of measure; the growth of each Partner s business. Datalogic Partners are recognized for providing unique business value and points of strength to complement our technology offerings. Ensuring the success of these partners through consistent pricing, protected margins, channel - and strong commitment are keys to deliver value to our partners. We feel that by providing our partners with an advantage, we create an environment that promotes growth and rewards commitment. Whether your business is project driven, solution based or service oriented, you can find in our Partner Advantage Program, the appropriate benefits to reward your loyalty and cooperation with us to drive the growth of your business. Membership Levels The logos below represent the different partner levels offered by Datalogic. Each level is described in detail on the following pages. 1

5 Our program will give you multiple advantages, such as: Dedicated Resources A Datalogic Executive to ensure the relationship exceeds your expectations Marketing assistance, to enhance and assist with your marketing activities Technical support assistance, for a profound understanding of our products and solutions Advanced Marketing Tools and Web Portal A partner specific web site will provide you with product & pricing information, support services and marketing tools Partner Program Logo & Certificate adds the power of a leading brand manufacturer to your company image. Training materials and programs accelerate your knowledge of Datalogic product lines Custom programs provide early access to new products (New Product Advance Notification) Privileged Programs Deal Registration Demo Units Program allows you to purchase products at significantly reduced prices to support your application development and testing. Partner and Deal protected pricing Marketing funds are available to support your Datalogic demand generation activities Loyalty League Marketing Incentive Program 2

6 Membership Levels 3

7 Diamond Partner Membership Criteria Signed Channel Partner Agreement Mandatory Yearly Business Plan & Quarterly Business Review Minimum Sales Commitment Annual Revenue threshold minimum 500K to 1M, regional threshold applies Direct or Indirect Fulfillment Strategy Commitment to sending end-user sales out reports To qualify, the partner must provide value-added services and its internet/online/phone sales may not exceed 10% of revenue Membership Benefits Collaboration with Datalogic Executive Sponsorship Rebate Program 2% on quarterly target achievement 1% for monthly end-user reporting - paid out quarterly - conditional Demo Units Program Access to Promotions Deal Registration & Protection Programs Loyalty League Marketing Incentive Program promotions Datalogic Partner Events Technical Support Technical Support Assistance Online Training and Education Sales Tools Datalogic Partner Portal Partner Program Logo & Certificate Price Book App New Product Advance Notification Extensive Co-Marketing Support Marketing Assistance & Market Development Funds upon Datalogic acceptance 4

8 Platinum Partner Membership Criteria Signed Channel Partner Agreement Mandatory Yearly Business Plan & Quarterly Business Review Minimum Sales Commitment Tier Level Retention Annual Revenue threshold minimum150k to 300K, regional threshold applies Direct or Indirect Fulfillment Strategy Commitment to sending end-user sales out reports To qualify, the partner must provide vlaue-added services and its internet/online / phone sales may not exceed 10% of revenue Membership Benefits Collaboration with Datalogic Rebate Program 1.5% on quarterly target achievement 1% on monthly end-user reporting - paid out quarterly - conditional Demo Units Program Access to Promotions Deal Registration & Protection Programs Loyalty League Marketing Incentive Program promotions Technical Support Technical Support Assistance Online Training and Education Sales Tools Datalogic Partner Portal Partner Program Logo & Certificate Price Book App New Product Advance Notification Extensive Co-Marketing Support Marketing Assistance & Market Development Funds upon Datalogic acceptance 5

9 Gold Partner Membership Criteria Signed Channel Partner Agreement Online Registration Mandatory Yearly Business Plan Minimum Sales Commitment Annual Revenue threshold minimum 50K to 100K, regional threshold applies Direct or Indirect Fulfillment Strategy Commitment to sending end-user sales out reports To qualify, the partner must provide vlaue-added services and its internet/online / phone sales may not exceed 10% of revenue Membership Benefits Collaboration with Datalogic Rebate Program 0.5% on quarterly target achievement 1% on monthly end-user reporting - paid out quarterly - conditional Demo Units Program Access to Promotions Deal Registration & Protection Programs Loyalty League Marketing Incentive Program promotions Technical Support Online Training and Education Sales Tools Datalogic Partner Portal Partner Program Logo & Certificate Price Book App New Product Advance Notification Extensive Co-Marketing Support Marketing Assistance & Market Development Funds upon Datalogic acceptance 6

10 Silver Partner Membership Criteria Online Registration Indirect Fulfillment Strategy Membership Benefits Collaboration with Datalogic Deal Registration Loyalty League Marketing Incentive Program promotions Technical Support Online Training and Education Sales Tools Datalogic Partner Portal Partner Program Logo & Certificate 7

11 ISV Partner The purpose of our Independent Software Vendor package is to reward our software partners, stimulate business and collaborate to bring solutions to market. Membership Criteria Majority of company revenue is from software or software services Datalogic devices certified operation on ISV software Support Datalogic sales teams in presentation of ISV software solutions Schedule training of ISV sales team on Datalogic products Training and materials provided by Datalogic Provide technical support of ISV solutions directly to Datalogic customers Promote Datalogic products through marketing campaigns, co-branded campaigns, sales referrals and more Complete jointly approved business plan to co-promote solutions to target markets Provide good faith sales forecasts of Datalogic products throughout the year Provide reporting of Datalogic products you have influenced Membership Benefits Collaboration with Datalogic Participation at the Datalogic Business Partner Meeting Participation at the Datalogic Partner Advisory Counsel Access to pre-released devices Technical Support Technical support and technical software development kit Access to technical training Extensive Co-Marketing Support Joint event, press relations, and case study creation support Market Development Funds Demo units for certified software products (Limited to 5) Seed units at new product launches Sales Referral Payments Quarterly payments provided only for projects registered and approved in advance by Datalogic 8

12 System Integrator The Datalogic Systems Integrator package was developed to reward Systems Integrators that set the gold standard for technology management and customer service. Membership Criteria Minimum 65% of sales from system integration Market focused on enterprise solutions to major customers Lead with Datalogic Financial resources to support large Tier One projects Dedicated business development contact to Datalogic Established technical & sales training program Feedback to Datalogic on customer needs Technical internal resources to support technical, business process and integration Sales & Technical experience with Datalogic products Participation in periodic sales & technical training No outsourcing of pre-sales or post-sales services Annual business & marketing plan development Membership Benefits Collaboration with Datalogic Superior discounts & Joint sales engagement Deal protection through Price Exception management & Sales support Business development & co-marketing support Dedicated Datalogic executive manager contact Technical Support Technical Access to technical 1st line support, pre/post-sales Access to technical documentation, sales/technical training & certification Access to software development kits & to beta test units Extensive Co-Marketing Support Marketing, co-marketing activities Sponsorship support at system integrator events Inclusion in product development counsels 9

13 General Information Partner Portal Datalogic s Partner Portal gives you access to all the information you need to grow your business and fulfill your customers needs. It s a main reference source where you can find: Product Information Sales Information Technical Information Marketing Information It provides access to a multitude of different file formats such as: presentations, brochures, competitive information, videos, images and much more. Marketing Fund Requests & Guidelines Datalogic is financially supporting your business with marketing funds to help you grow our mutual business. These marketing funds are available according to your channel membership status and Datalogic s approved marketing plan. By granting marketing funds to support our partners we seek to maximize the Return On Investment. Therefore, we have a few guidelines set forth for you to consider when preparing a marketing fund request. The management of these funds is under Datalogic s Group Channel Marketing Manager Senior Manager s responsibility. All activities qualifying for MDF are planned and coordinated by the Regional Channel Marketing Manager, together with the partner. Qualifying activities for MDF need to be approved by Datalogic s Group Channel Marketing Senior Manager, prior to execution with the amount that will be funded after execution. The MDF Request form must be filled out, sent for approval and signed by both parties partner and Datalogic. After execution of the activity, proof for the carried out activities must be sent to the Datalogic Marketing Team, together with the actual invoice of the activities and all the leads gathered. 10

14 Activities must be Marketing activities and in line with Datalogic s regional strategy, in terms of vertical market approaches, brand awareness activities and demand creation processes. Activities qualifying for MDF Direct Marketing Campaigns such as, mailings, telemarketing, costs for databases, web campaigns Trade Shows -Only those shows in which Datalogic is not directly present - Commitment to lead sharing with Datalogic Roadshows, Conferences and Events - Attendees list must be shared with Datalogic - Datalogic sales people allowed to be present Advertisements - Online & print advertisements must always be included in a call to action - Results must be shared with Datalogic Press Work, such as success stories and product news - Layout needs to be approved by Datalogic Dedicated Sales Incentives only in the regions where the Loyalty League Marketing Incentive Program does not apply - With clear measurement goals Note: Activities can only be accepted if they were agreed upon before execution. All activities must be discussed with the Datalogic Regional Channel Marketing supervisor together with the details of the activities such as: campaign content, timeline, details of the approach, graphic layout and funding amount. Any other activities that are not listed can be qualified if both parties agree. The following examples of activities that do not qualify for MDF: Personnel travel and accommodation costs Costs for product repair and spare parts Cost of demo units Other product related costs Tradeshows, Roadshows, Conferences and events where Datalogic has a direct presence 11

15 Loyalty League Program The Datalogic Loyalty League is a new marketing incentive program aimed at giving our resellers the opportunity to earn great prizes. It is the fastest way to earn points for fabulous gifts! Selling selected Datalogic products earns points that can be redeemed at our gift shop for fabulous items. You decide how to redeem your points; choose from consumer electronics, luxury goods and many more items. We work with a leading supplier of over 150 top brands in more than 25 product categories. Whatever you decide, your item will be delivered quickly. Getting started is easy, register and start earning your points today! Partner Advantage Program Datalogic S.p.A. and its group companies All rights reserved. Protected to the fullest extent under U.S. and international laws. Copying or altering of this document is prohibited without express written consent from Datalogic S.p.A. Datalogic and the Datalogic logo are registered trademarks of Datalogic S.p.A. in many countries, including the U.S. 12