CONNECT IP + Program for SMBs

Value Added Distributors Sales INCENTIVE

PROGRAM
To help drive cross selling growth on the SMB market, we are pleased to introduce
an incentive program rewarding your IP sales growth in Q2, Q3 and Q4 2015
compared to Q2, Q3 and Q4 2014. This incentive consists in a quarterly refund in
free training vouchers of your quarterly SMB IP Software Licenses revenue as
soon as qualification criteria are met.
Scope is the revenue associated to the IP software licenses listed below : it
encounters IP software suites , IP trunk software licenses, IP users software
licenses, IP DECT user software licenses, mobile IP user software licenses, SIP
Open pack software licenses, SIP companion software licenses, PIMphony IP
media software licenses.
New sales as well as add-ons revenue are considered.
This incentive program is open to:
-

Value Added Distributors, with a valid Alcatel-Lucent Enterprise

Distributorship Agreement,
Accredited and having achieved the OmniPCX Office RCE Specialization, or
Registered and being in the ramp up period for the OmniPCX Office RCE
Specialization.

The program is valid Worldwide except for:

-

Business Partners located in North America and China and revenue linked
to Sales to customers in North America and China;

In addition, countries already benefiting from a specific SMB Boost plan might not
be eligible for this one. Contact your Channel Sales Manager to check your
eligibility.
Program duration: April 1st 2015 till December 31st 2015

SALES INCENTIVE
Per quarter
Minimum
eligible revenue
(Sales Out)

AN
D

Eligible
Revenue
Growth

IP SWL
Revenue(1)
growth
QoQ > 0%
IP SWL
Revenue(1)

Existing
Partner

AND
AND

Reward

Free training vouchers as 100%

of eligible
IP SWL revenue (1) Sales Out /(Sales
Out Ratio used for Business Plan) (4)

>= 5 k
Total
Revenue (2)
growth
QoQ > 0%
New
Business
Partner in
2015(3)

(1)

IP SWL
Revenue(1)
>= 5 k

Free training vouchers as 100%

of eligible
IP SWL revenue(1) Sales Out /(Sales
Out Ratio used for Business Plan) (4)

Where eligible IP SWL Revenue is based on IP Software Licenses

purchased price, all taxes excluded)

above 5 K

listed in the table below, (net

(Software licenses items are based on current OmniPCX Office RCE release and are subject to
modification for each new release)

(2) Where eligible Total Revenue is the revenue associated to the OmniPCX Office RCE Specialization: it
encounters Systems,, applications excluding sets, services and data equipments, (net purchased price, all taxes
excluded)

(3)A new Business Partner is :

one having signed its Alcatel-Lucent Enterprise Distributorship
Agreement AFTER December 31th 2013
AND having never delivered first revenue, in Q12014 or (Q12014 +
Q22014) or (Q12014 + Q22014 + Q32014).
(4 )Minimum Sales Out ratio compared to Sales In, as defined in the VAD 2015
Incentive Program available on the BP website

TERMS AND CONDITIONS

Enrolment and Business Partner status:
If the Business Partner didnt enroll last year, he has to enroll for this incentive
plan by filling in this document with the support of the Alcatel-Lucent Enterprise
Channel Sales Manager. This document will be sent back to Mrs Blandine LURIN
before April 30st, 2015 for registration purpose:
mailto:Blandine.lurin@alcatel-lucent.com
Revenue reference
For existing and new Business Partners, the reference period to measure the
eligible revenues and incremental growth is based on Q2 2015, Q3 2015 and Q4
2015 achieved revenue figures compared to Q2 2014, Q3 2014 and Q4 2014
achieved revenue figures (point of Sales). The figures are issued by AlcatelLucent Enterprise Partner Program Team. Figures are logistic figures. Both parties
agree to use these figures as the sole reference. Figures refer to Net Purchase
price all taxes excluded.
As a result, to take part to this incentive, Q2 2014, Q3 2014 and Q4 2014 Point of
Sales should have been reported on time.
2015 Point of Sales will be required as well:
o
o
o

Q2 2015 Point of Sales before July 31st 2015,

Q3 2015 Point of Sales before October 31st 2015
Q4 2015 Point of Sales before January 31st 2016

No revenue will be counted for target achievement after these deadlines.

3

Free training calculation

For Value Added Distributors, as soon as qualification criteria are met, the
calculation of the free training vouchers will be based on the amount of Sales out
of IP Software Licenses invoiced to Indirect Resellers (and reported through the
monthly on-line Point of Sales following the Point of Sales Guide) divided by the
Sales Out Ratio used for Business Plan. This amount of Sales out of IP Software
Licenses will be will be communicated on a quarterly basis, by email, by the
Channel Sales Manager in charge of your account
The free training voucher amount is capped at 10K per quarter per Business
Partner. The vouchers will be eligible for a period of 12 months (gliding year, e.g.
vouchers granted for Q2 2015 will be eligible for free training till end of Q2 2016).
The amount of free training vouchers should be divided as follow: 40% granted to
the value added distributor, 60% for his/her indirect resellers. However this ratio
might be revised with the agreement of your ALE Channel Sales Manager.
.

Other
The benefit of any Incentive Program may be cancelled by Alcatel-Lucent
Enterprise at any time by written notice for a given Business Partner, without any
liability to such Business Partner, in case:
-

such Business Partner does not, under the Distributorship

Agreement, pay Alcatel-Lucent Enterprise invoices which are not
disputed in good faith, or is in breach of any of its obligations under
the Distributorship Agreement; this shall include the case where the
Distributorship Agreement is terminated by Alcatel-Lucent
Enterprise for breach; and/or
- such Business Partner fails to comply with the Incentive Program
Terms and/or the Incentive Program Special Terms.
For the avoidance of doubt, in the event of such a cancellation, there will be no
pro rata benefit of the Incentive or the Incentive Program, which will be null and
void for such defaulting Business Partner as if it had not been put in place;
Calculation of the Incentive and of the revenue generated by Business Partner
and eligible to the Incentive Program shall be made by Alcatel-Lucent Enterprise
only on the basis of the information available in Alcatel-Lucent Enterprise
information systems at the time the calculation is made, which the Business
Partner hereby accepts as being true and accurate;
Notwithstanding the foregoing, Business Partner may be required to provide
additional information to Alcatel-Lucent Enterprise as necessary to allow AlcatelLucent Enterprise to verify that the calculation of the Incentive is correct; such
information must in such case be provided by Business Partner to the AlcatelLucent Enterprise Channel Manager upon request;
Incentive calculation is made in Euro; in case for whatever reason the Incentive
has to be calculated on the basis of another currency, Alcatel-Lucent Enterprise
shall at its option choose to effect that calculation on the basis of the AlcatelLucent Enterprise internal exchange rate prevailing at the time the calculation is
made, or any other relevant rate published by the European Central Bank; in case
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the exchange rate has significantly fluctuated during the Incentive Program
duration, Alcatel-Lucent Enterprise may at its option either effect such calculation
in average or per month;
Revenues eligible for the Incentive Program shall not include, and shall therefore
be reduced by the following:
- The amount of all credit notes issued by Alcatel-Lucent Enterprise on any
invoices which were issued by Alcatel-Lucent Enterprise to Business
Partner for eligible products to the Incentive Program;
- The amount of all invoices unpaid by Business Partner at the time the
Incentive is calculated provided such invoices which remain unpaid were
issued for eligible products to the Incentive Program.
- Logistic fees (freight cost)
- The credit notes issued during the Incentive program duration but
corresponding to a former Incentive program shall not be taken into
consideration for the calculation of the revenue for the current Incentive
programs
For the avoidance of doubt, the Revenue eligible for the Incentive Program is only
made of the direct purchases of Contractual Products and/or Services from
Alcatel-Lucent Enterprise. No indirect purchase, through distributors can be
eligible.
Alcatel-Lucent Enterprise may, at any time, in its sole discretion and without
notice or liability in relation to their Business Partners modify the Terms &
Conditions of the above Plan.

----------------------------------------------------------------------------------------------------------------------------------Business Partner Company name:

Business Partner CRD ID:
Eligible Applicant Numbers (check these numbers with your ALE contact):
Country:
Business Partner representative:
Title:

Email address:

Alcatel-Lucent Enterprise Channel Sales Representative:

Date:

Date:

Business Partner

Alcatel-Lucent Enterprise

Representative signature

Representative signature