Reseller Program and Policy Guide

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1 Reseller Program and Policy Guide Effective June 1, 2013

2 Contents Introduction to Newcastle Systems Reseller Program Reseller Qualifications Discount Policies Marketing Support & Advertising Restrictions Training Requirements Reseller Support & Resources APPENDIX o Form Samples

3 Introduction First Things First First of all, from all of us at Newcastle Systems, a heart-felt Thank You! for being part of our growing community of suppliers making mobility a reality for our clients. We can t be the best we can be without a team of dedicated Partners like yourself, and your efforts on behalf of our products is deeply appreciated. So once again Thank you! Welcome to a Program About YOU As we ve grown over the last few years and have started to better understand the needs of the marketplace you work with every day, we developed a better understanding of the role Reseller s like yourself play and realized that there was something more we could do to help our Resellers deliver on the high expectations they set for themselves and their suppliers like us. So we went out and talked to many of you and over the last two years and yes, we heard you loud and clear! The results of your feedback and input are what drove the development of this new program designed just for you. What It Means To You Enclosed in this program document (also available online) are the details of a number of new benefits, training and criteria for our Resellers. These are all being designed with one thing in mind how to continue to deliver a quality, high-value experience to our shared client base. Inside you will find changes and new programs that provide some of the following benefits 1 : Dedicated Reseller Only content on More training opportunities and training materials. Sales tools that help you demonstrate expertise with our products. Improved financial incentives that grow as our success grows. Better transparency for establishing Reseller and Client status. More frequent communications and support opportunities. Lead Registration and CRM opportunities. Co-Marketing materials and support. Our Ask Please make yourself familiar with this Program Guide and the additional materials now on our website. As always, please continue to provide the feedback, ideas and input that have already been so valuable to us. Thank you! The Newcastle Systems Team 1 NOTE: Not all benefits available on June 1 st but will be made available during 2013.

4 Reseller Qualifications At Newcastle Systems, we value the partnership we have with all of our Resellers. After nearly a decade in business, we have learned that our biggest asset is not our innovative products, but the quality of our relationships with Resellers like you. Our objective is to be seen by our Resellers as having the highest levels of transparency and integrity in the industry because we understand the value of making things easy and simple where there are many other choices and the delivery of a reliable solution for your client is already complicated enough. For that reason, we also want to ensure we are working with the best Reseller s in the market today, and ask all of our Reseller s to invest a small amount of their time each year to understanding our products and policies so that your business can make the most of what we offer for your solutions. Reseller Requirements for Current Fiscal Year: For ALL Resellers: Provide and update annually a list of your sales team and their contact information (see Appendix for format and link to entry fields). Review of available training materials provided by all staff/sales teams that will be working with Newcastle products. Display of Newcastle Systems Certified Reseller badge on all Newcastle System product and other related pages. (For New Reseller s, please complete this within 4-6 weeks of completing the above steps first). Attend at least TWO (2) of the quarterly review/training meetings provided each year. For Silver, Gold and Platinum Resellers: A minimum of THREE (3) co-marketing events/year which may include: o Co-Branded blast to an active customer list o A joint sales event in your region o Trade show collaboration shared booth, joint event, etc. o Other proposals welcomed. Attendance or certified review of all Training Webinars within 4-6 weeks of availability.

5 Discount Policies & Benefits Newcastle Systems believes in nurturing strong partnerships with our Reseller Community and in rewarding performance. Our intention is to provide a set of discounts and incentives that reward our best performers, motivate our new and up-and-coming Resellers and provide flexibility for sales people to develop competitive pricing strategies when incorporating Newcastle Systems products into the solutions they provide for their clients. Discount rates are in effect for the calendar year 2013 and are subject to review every year. Reseller Discount Rate Criteria 1. Any individual Reseller s discount rate for the current fiscal year (Jan Dec) will be set by the performance of the previous fiscal year. 2. For Reseller s whose sales exceed the upper limit of their current tier in a fiscal year, Discounts will be retroactively applied to all their sales from the current fiscal year and qualify them for that rate for the entirety of the following fiscal year. 3. Resellers who do not meet the qualifications for their current tier in any fiscal year will return to the appropriate tier that matches their sales total until they requalify for a higher tier. 4. For Resellers with multiple offices, the Discount rate will apply across all corporate entities selling under the same Corporate Brand, including international subsidiary offices. Resellers under the same Holding Company but marketing under different Brands will need to qualify separately. Current Discount Rates in Effect for Fiscal 2013 (January December 2013): Criteria Status Discount New Resellers and those <$ 10,000 sales in % Existing Resellers $ 10,000 and <$ 50,000 in 2012 Bronze 20% Existing Resellers $ 50,000 and <$100,000 in 2012 Silver 25% Existing Resellers $ 100,000 and <$300,000 in 2012 Gold 28% Existing Resellers >$ 300,000 in 2012 Platinum 33%

6 Additional Incentives: Large Order Incentive (Silver Partners Only): Single orders for a single customer that exceed $15, % NEW 2013 SPIFFS (Effective June 1 October 31, 2013 for NEW Accounts): Complete a Mobility Audit $ 40 o Audits leading to a sale: $100 Sales to New Accounts o >$5,000 $14,999 Amex Gift Card $150 o >$15,000 $300 Partners achieving a status in the course of any fiscal year that is higher than their current one will be eligible to display an upgraded Certified Reseller badge on their site with the appropriate Bronze, Silver, Gold or Platinum version. Unregistered Direct Sellers who are not part of the Newcastle System will not be able to display a Certified badge which will allow you to provide clarifications to clients when they are introduced as a potential competitor. 2 Single Order is defined as any grouping of orders from the same Account (single company) that is booked within 30 days and totals $15K or more. Shipments to multiple locations are included as long as the sites belong to the same Account as well. Multiple locations may include international locations as well.

7 Marketing Support & Advertising Restrictions Marketing Support Newcastle Systems will be making available to our Reseller Partners a number of resources to assist you with your efforts to market solutions to your clients. These will include (but not be limited to) the following: Co-Branded Campaign Materials we are happy to provide templates and other materials for use in your own or other campaigns. These will usually be existing templates we use that can be customized to include your logo and other co-branding elements. Advertising Restrictions While we appreciate and support the effort of all of our Resellers to generate both Awareness and Demand for our products, Newcastle Systems values the integrity of our business model and the Resellers who work hard with us within that model. For that reason, there are a few restrictions that we request our Resellers adhere to out of respect for our larger Reseller ecosystem and our mutual clients: 1. Display of prices is NOT recommended. However, if a Reseller chooses to advertise prices in any medium (web, print, etc.), they must be no less than the minimum advertised price set by Newcastle each year and communicated to the Reseller network. 2. Same-Day Shipping, Next Day Shipping and other advertising that is misleading or outright false is strictly prohibited. 3. Direct copying of Newcastle Systems web pages or other online properties is prohibited. Note that all content on the Newcastle Systems web site is copyrighted, but IS available for use by ALL of our Resellers with prior permission. 4. Use of Official Reseller badges at levels that the Reseller has not qualified for are also strictly prohibited, as is use of any badge for non-qualified Resellers. IMPORTANT: Violation of any of these restrictions can result in termination of our relationship with a Reseller at the discretion of Newcastle Systems.

8 Training Requirements As we grow our business, it is important to us that we continue to deliver a high-value, personalized level of our service to go with our products. In order to do so, we need our Reseller partners to be well-equipped to speak about our solutions. While there will be additional training materials provided in the coming months, at this time we require all of our Resellers to complete the following: 1. Download and Read this Program and Policies Guide 2. View and browse the rich media presentation on our site at 3. Familiarize yourself with the layout of our site, the resources available (video demonstrations, White Papers, evaluation tools). 4. Make yourself known to your assigned Account Rep at Newcastle Systems and ensure your registration information is up to date and accurate so that we will be able to contact you when needed when passing along new leads or sharing new information and product releases. Look for additional training opportunities in the future including webinars and other live virtual meetings where we can answer your questions discuss your suggestions.

Reseller Support & Resources As part of our efforts to help our Resellers communicate the value proposition of our solutions as part of your solutions, and in an effort to equip our Resellers with

All qualified Resellers will have full access to the Reseller Microsite found at www.newcastlesys.com/reseller.

9 Reseller Support & Resources As part of our efforts to help our Resellers communicate the value proposition of our solutions as part of your solutions, and in an effort to equip our Resellers with the best tools available for closing sales, Newcastle Systems aims to provide a variety of online and offline sales tools to help you meet your objectives. All qualified Resellers will have full access to the Reseller Microsite found at By familiarizing yourself with the resources available there you will be well-equipped to provide expertise on finding the right Newcastle solution for your client. Please register and familiarize yourself with the following content: While the content should be considered dynamic and will continue to grow and evolve over time, you will generally find it organized generally within the framework displayed below: Figure 1: Content Tree for Newcastle's Dedicated Reseller Microsite

10 While there is a large amount of content that will eventually be made available on the site, please prioritize for yourself and your teams the following items: 1. Presentation Materials - The Workplace Mobility Story is an interactive slideshow that can be viewed online and offline. It provides a brief look at the history of Newcastle Systems, a comprehensive overview of our solutions and the workplace challenges they address for your clients and a catalog of critical information required for Resellers including product info, policies, sales aids, etc Portions of this presentation can be shared directly with your clients and contains numerous features to help speed your ability to communicate the value of Newcastle products as part of your solutions. 2. Archives/Manuals these sections will offer you a repository of useful white papers, articles and product manuals (including assembly manuals). 3. Marketing Materials in this area you can find templates for use in Marketing, Case Studies, Price Sheets, Product Profiles, etc. 4. Reseller Program most of the information found in this program guide (including this program guide!) are always available to you online in this section of the Reseller site. 5. Sales Team Support any time you need to contact us and need some questions answered, or an assist with a prospect, find the right resource here. 6. Lead Registration (Future) - sometime in late 2013 or early 2014 we will be adding a form for our Resellers to register their qualified leads to help avoid conflicts.

11 APPENDIX Please use the Quote Request Form on the following page when you have a lead for whom you would like to generate an estimate for:

12 Quote Request Form: Date Name: Company Address Lead Source: City Phone: State Zip **QOTM** How would you source for this type of equipment?(magazine, web blog, etc.) Quantity: Budget in place? Time Line? Product Customer Application Currently using: Printer used watt & amps Computer & Monitor watts& amps Other equipment: (Scanner, box, test equip) Estimated # of hours to be used: Total Wattage Used Est. no of labels printed NOTES: Accessories: B100 Keyboard B109 CPU/Inv Holder B112 Laptop Holder B114 Laptop Secur Bkt Copyright B118 Post 2013 mtd LCD Newcastle Hldr Systems, B122 Binder Inc. Holder B124 2 nd Shelf B128 3 Drawer

RESELLER PROGRAM GUIDE

The Power to Move Your Workplace RESELLER PROGRAM GUIDE CONTENT Introduction to Newcastle Systems Reseller Program Discount Incentives & Qualifications Reseller Benefits Training Opportunities Advertising