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Indirect Reseller Management CPP Refunding Calculation Process Information for VADs and IRs

Indirect Reseller Management CPP Refunding Calculation Process Information for VADs and IRs. Rémi Schulz, Partner Program Operations November 19th 2009. Agenda. Pre-Requisites Main Rules Calculation Process Payment Process Display and Follow Up. Pre-Requisites. 1.

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Indirect Reseller Management CPP Refunding Calculation Process Information for VADs and IRs

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  1. Indirect Reseller ManagementCPP Refunding Calculation ProcessInformation for VADs and IRs • Rémi Schulz, Partner Program Operations • November 19th 2009

  2. Agenda • Pre-Requisites • Main Rules • Calculation Process • Payment Process • Display and Follow Up

  3. Pre-Requisites 1

  4. Pre-requisites for VADs and IRs Requirements for VADs: • Has already signed a CPP contract and one charter with each IR; • Reports POS through the dedicated website page on a monthly basis (www.businesspartner.alcatel-lucent.com); • Has provided all the mandatory fields within the POS report; Requirements for IRs: • Has already signed the CPP charter, together with one VAD (one per VAD if buying from several VADs); • Is Accredited: • IR fulfills the requirements for one or several specializations; • IR has been granted Standard or Advanced level in a monthly ACR meeting.

  5. Main Rules 2

  6. Main Rules (1/2) • IR refunding represents 2% of the revenue declared for each standard specialization achieved; • IR refunding represents 4% of the revenue declared for each advanced specialization achieved; • Calculation made specialization per specialization; • Considered revenue includes services but not taxes and logistic fees; • With at least 1 standard specialization: IR is “Certified”; • With at least 1 advanced specialization: IR is “Expert”; • With at least 3 specializations at advanced level and above 1 M€ revenue (on a rolling 12 months basis): IR is “Premium”;

  7. Main Rules (2/2) • Partner becomes compliant: • The month following the ACR decision to grant the standard or advanced level to a specialization is the starting date of any calculation; • No retroactivity; • Partner is not anymore compliant: • The yearly ACR will then ask him to recover and allow 3 months to do so; • If not, ACR committee will downgrade the specialization level and reduce or suppress the relevant incentive; • If yes, ACR committee will confirm specialization level and confirm incentive rate; • The month following the ACR decision the rate is updated accordingly; • No retroactivity

  8. Calculation Process 3

  9. Calculation process, based on POS (1/2) • 1: Check CRD ID and invoice date, to know if and since when the partner is accredited • 2: Check the product reference to know the status of the matching specialization • 3: Proceed to the calculation: IR Purchase Price x Quantity x Rate (2 or 4%) 1 2 1 3

  10. Calculation process, based on POS (2/2) • Same process made line by line; • Same process made POS by POS; • More than 60 POS per month, up to 60 000 lines to check • POS must be uploaded by the 8th of each month • Calculation is to be processed around the 15th of each month • If a POS is reported with delay, the calculation will be processed together with the following months • Once processed it is not possible anymore to change the POS data • All errors must be corrected before calculation otherwise no fund will be distributed

  11. Payment Process 4

  12. Timeline POS M+1 POS M POS M-1 • POS Reporting • From each VAD, before the 8th of each month for the previous month revenue • IR Accreditation Review • By accreditation committee, before the end of each month • IR Refunding Calculation • Depending on POS quality, around each 15th of the month • IR Refunding Display and Payment • Displayed on BPWS each month • Payment to VAD, via credit note, each quarter M+1 M M+2 ACR ACR ACR M+1 Fund Calculation M Fund displayed M-2 Fund displayed M Fund Calculation M-1 Fund displayed M-1 Fund Calculation Credit Note to VAD (M-2 + M-1 + M)

  13. Display and Follow Up 5

  14. Display on IR dedicated page • Through the “My IR Accreditation Fund” • Past 12 months calculated fund

  15. Follow Up for the IRs • Through the “IR Accreditation Fund – Sales Analysis” • Detail of the fund/revenue by VAD (1) • Full detail of declared revenue, available by months (2) 1 2

  16. Display and Follow Up for VADs • Together with the credit note, Alcatel-Lucent will provide an excel file with: • Detail of considered revenue per IR • Detail of paid funds per IR • In a second step, a dedicated page will be available on the dashboard with same kind of information.

  17. Questions For any questions regarding this process Please contact the Helpdesk

  18. www.alcatel-lucent.com

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