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Additional Revenue Programs from Sun

Additional Revenue Programs from Sun. Target Account Rebate Program (TARP) Vertical Solutions Rebate Program (VSRP) Knock Out (CXO) Influence Commitment Agreement (ICA) Influence base Resell. Target Account Rebate Program (TARP). 10% rebate on list price

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Additional Revenue Programs from Sun

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  1. Additional Revenue Programs from Sun • Target Account Rebate Program (TARP) • Vertical Solutions Rebate Program (VSRP) • Knock Out (CXO) • Influence Commitment Agreement (ICA) • Influence base • Resell

  2. Target Account Rebate Program (TARP) • 10% rebate on list price • 200 accounts listed on the program • Major companies that Sun rewards partners that penetrate these accounts • Register up to 5 opportunities at one time • 60 days period to close, drop or re-register • File claim when deal is closed • Paid upon PSR reported

  3. Vertical Solutions Rebate Program • 10% rebate on list price • Vertical markets Life sciences Healthcare Banking Retail Banking Energy Manufacturing • Qualifications • Account has done less that $100K avg business with Sun in last 3 years • Deal is registered on the Putting Partner First program VSRP registration website • Account fall within the six vertical markets • Register up to 10 deals • Submit claim when deal is closed • Paid upon PSR reported

  4. Competitive Knock-out Program (CXO) • 10% net of discounts and allowances • Deal replacing any competitor's equipment • Register up to 20 deals • Submit claim after deal is closed • Paid upon PSR reported

  5. Dynix iForce Application Provider End Customer Sun Microsystems ICA (Teaming Agreement) Local Sun Team Program Architecture Scenario 1 Dynix Product delivery 2% to 5% $ Influence fee Up to9% $ Influence resell fees & rebates Sun Product delivery

  6. Dynix iForce Application Provider End Customer Sun Microsystems $ Margins from CDP Master CDP (MOCA) Program Architecture Scenario 2 3% Strategic Investment Fund Rebate* 3% Strategic Investment Fund Rebate* 3% Strategic Investment Fund Rebate* Dynix Product Delivery 1% accrued SunFunds Sun Product delivery *must sell the hardware; take the order from the end user,

  7. Influence Commitment Agreements (ICA) • Two types of ICA's • Influence fee • Resell • Influence • 5% fee paid on influence • 2% if customer has a VAR relationship • Partner does not receive SunFunds (1%) and strategic rebate (3%) • Paid upon filing claim after deal is closed. • Resell • Usually used in large account where the customer has VEU contract with Sun but doesn't care who provides hardware as long as they get their discount rate. • Partner is approved to receive customer's discount level plus 5% for profit; SunFunds (1%) and srategic level rebate (3%).

  8. Influence Commitment Agreement (cont'd.) ICA Process • Start early, ICA's are not approved after the deal is closed • Contact Sun account team and let them know about the opportunity • Initiate an ICA and forward electronic copy to Sun account team once approved an approval # is issued. • Resell ICA's need to be approved by Sun sales area management, their area finance manager and Sun legal. • Influence ICA's need to be approved by the Sun sales area management and their area finance manager. • How to get paid • Influence ICA's are paid when a sale is completed and a claim is filed. • Resell ICA's are paid as any direct sale the ICA approval numbermust be on the PO to CDP and is paid upon PSR reported.

  9. FAQs • How do I engage with the Sun account team? • Area iForce sales teams can help you connect to the Sun account teams. • Your Partner Development Rep (PDR), can also help you connect with local sales teams. • What are the keys to successfully involve the Sun sales team to approve ICAs? • Connect with the Sun sales team as early as possible. • Get the ICAs approved before the deal is completed. • Can we do an ICA after the deal is completed? • Sun area esales controllers are reluctant to approve after-the-fact deals, team with the Sun account team early. So, the answer is “maybe” but involves some work with no guarantee of approval.

  10. FAQs • Where can I find more information; registration sites; and claim forms? • Go to website: • http://www.partners.sun.com/US/programs-n-policies/partnerfirst/programdetails.html

  11. Sun Contact For questions and assistance contact your Sun National Partner Development Representative: Evelyn Roberts Phone: (650)688-9929 Mobile: (408)921-6554 Email: evelyn.roberts@sun.com

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