CSI Growth Fund
Program
GROWTH FUND REQUEST FORM
Version: CSI Growth Fund Program Form_v8a_13Aug15_clean.docx
1. General information
Growth Fund Request Name*
*Please fill-in a generic name which will help identifying your request (the name should suggest the content of your request, e.g.: “Storage workshop Madrid 19-20 Oct
2015”,” z Systems Technical University Munchen 10-14 June 2015”, “Cloud Managed Services Education Oct2015 UK”, etc. Try to include the subject, location and period,
as a minimum.
System Integrator (SI) Name
Name SI contact person
Country where requesting SI is located1
IBM Client Manager Name
CSI Growth Fund Reference Number*
The activity should be conducted in the same country as the SI’s country of residence; if they are different, please contact the SISC team for further guidance
fill-inthe field above when the initiative is complete and you wish to claim the Growth Fund Payment.The SI Sales Centre will provide this number to you when
your CSI Growth Fund submission is approved.
1
2Please
Is the Growth Fund request related to a Solution
Business Proposal (SBP) ?
Y/N
If Yes:
1) SBP title
3) IBM SBP contact person
Creation date of this request
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Start date of the proposed activity
End date of the proposed activity (any unused funds will
be lost after this date)
Are your activities supporting an ‘Engagement
Plan/Strategic Project Plan’? If yes, which one ?
2. Growth Fund activity request
Please tick in the tables below the activities that you want to perform and be reimbursed for. The activities are the ones eligible under this
program and you are required to mark with X those that you want to perform. Also with X please also mark if the indicated activities will be
performed by 3rd party companies or by your own personnel (in-house). The “Comments” column is available for you to include additional
description and/or clarifications. If you don’t find your intended activity among the listed ones, it means that our program does not cover your
activity and you cannot use it. If in doubt, please contact your IBM client manager or the SI Sales Centre at the e-mail address provided further.
For guidance on non-eligible activities, please see the end of this form.
Main Spending Category – 1.1. Solutions and Product Support
System Integrator activities that support a specific IBM hardware product or platform or IBM Cloud Managed Services.
Activity
Mark
3rd party
In-house
Your comments
White paper creation for IBM value proposition
(thought leadership), including production and creative
fees attached to a specific approved deliverable (white
papers, case studies, guidelines, technical
presentations and similar)
Analysis and collection of statistical and system data
in support of creating guidelines, white paper, studies,
etc.
IBM Systems Lab Services and associated fees (with
participation of technical advocates, architects)
Benchmarking/Design Centre activity and associated
fees
Creation of customised solutions for customers and
development of new solutions on IBM products and
platforms (including technical architect hours spent to
support development of IBM solutions based on
STGIBM Systems and/or IBM Cloud Managed
Servicestechnology)
Re-engineering of IBM solution to accommodate
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customer's needs
Required documents at claim stage
 Itemized third party invoices from the providers of any of the deliverables mentioned above
 Evidence of the deliverables created in support of the enablement activities
 Worksheets showing itemised costs for in-house activities (services were performed by the SI personnel)
 Written confirmation from the SI’s client manager regarding the in-house activity performed, if there is not enough material evidence to prove it
(e.g.: customer meetings, sales calls, etc.)
Main Spending Category – 1.2. SI Practice Enablement
Education and training provided by IBM or an approved vendor, to develop IBM product-related or business skills for the System Integrator.
Certification services provided by IBM to the SI's technical staff.
Education types include:
 IBM product marketing
 IBM Technical
 Solution Assurance/Quality Best Practices
 Certification
 Conference/seminar attendance including IBM PartnerWorld registration conference fees
 IBM Education Cards (discount or free places on IBM Education Courses, provided byIBM Systems or GBP)
Funds’ payment is contingent upon the IBM System Integrator’s successful completion of the course or certification program. The education or training
must be pertinent to eligible products.
Costs of satellite equipment or services other than the IBM Learning subscription are not eligible. This is related to having access remotely to IBM
hardware and software technology, which the CSI could pay to use using a private virtual connection. IBM would not pay for this if it was being used in
a Production environment, IBM would only pay for such expense for enablement / education benefits, e.g.: testing, development, etc.
Activity
Mark
3rd party
In-house
Your comments
Education and certification seminars, dedicated to SI
personnel, no customer participation
Enrolment fees
Certification testing fees
Course development and materials and their
associated fees (course customised to IBM needs,
especially created on-demand)
Briefing Centre services and associated specific
marketing program / activities (production of
newsletters, sales support materials, etc.)
Facility rental, catering and associated food expense
(no restaurants)
Audio/Video equipment rentals
Related seminar materials such as:
 Brochures
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 Specification sheets
 Catalogues
 Application briefs
IBM product literature
Travel to and from education event
Required documents at claim stage
 Itemized third party invoices for tuition fees and testing fees
 Copy of course certificate (except for courses taken with IBM education cards)
 For conferences, a copy of the registration or online confirmation receipt
 Evidence of successful completion of the course or certification program
 Invoice for course development with description of course content
 Evidence of the deliverables created in support of the enablement activities (e.g.: newsletters, sales support materials, etc.)
 Worksheets showing itemised costs for in-house activities (services were performed by the SI personnel)
Main Spending Category – 1.3. Marketing Campaigns and Events
Marketing campaign services received from IBM or an external agency to drive sales of System Integrator products and services in conjunction with
IBM Systems products and services and IBM Cloud Managed Services.
Sales events with technology content only (no pure social events), where customer participation is allowed. IBM organised technology seminars (e.g.:
in Montpellier, Interchange, etc.) also fit in this spending category.
Such marketing campaigns and events would aim to create awareness of IBM hardware, to gain new customers, to drive sales in general, as a presale activity.
At the time of activity approval, estimated leads and revenue must be provided.
If a seminar covers multiple vendors that compete with an IBM product or service, the IBM product or service must be the primary product marketed.
Communication materials must comply with the IBM Business Partner Program Emblem Usage Guidelines and Guidelines for Marketing Materials.
Marketing Campaigns
Activity
Mark
3rd party
In-house
Your comments
Campaign Designer – IBM campaign offering
(conceptual work)
Sales and marketing activities for creation of
marketing proposition (customer meetings,
presentations, videos, etc.)
Development of targeted mailing lists
Telemarketing/Internet Marketing for campaign followup
Direct mail including e-mail
Internal (IBM is performing) and external production
costs (an external agency is performing), like design
costs, printing costs, distribution costs, etc.
List of qualified prospects
Mail campaign or related collateral materials such as:
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 Brochures/Sales flyers
 Specification sheets
 Catalogues
 Application and solution briefs
 Whitepapers1
 Sales Kits2
 IBM product literature
Technology Seminars
Activity
Mark
3rd party
In-house
Your comments
Events, seminars, web casts, customer briefings
Enrolment fees (Conference/seminar attendance,
including IBM PartnerWorld registration conference
fees)
SI's speaker (own or hired) at end-user conferences
and IT fairs on IBM technology
Facility rental, including the use of restaurants,
catering and associated food expense
List of qualified prospects
Audio/Video equipment rentals
Travel to and from the event
Related seminar materials such as:
* Brochures
* Specification sheets
* Catalogues
* Application briefs
* Sales Kits
* Sales flyers
* IBM product literature
Required documents at claim stage
 Third party invoices for the telemarketing, internet marketing services, direct mail, event organisation, etc.
 Evidence of the deliverables created in support of the enablement activities (e.g.: examples of mail campaign or related collateral materials, IBM
product literature, brochures, etc.)
 Seminar invitation and agenda
 Listing of attendees by company name and title
 Worksheets showing itemised costs for in-house activities (services were performed by the SI personnel)
 Written confirmation from the SI’s client manager regarding the in-house activity performed, if there is not enough material evidence to prove it
Technical / business documents promoting the use of IBM offerings within the SI Company’s solutions
Packaged printed material presenting the company, its products and services; it may include a sales letter, brochures presenting the company, services or products and the industries or types
of consumers the company serves, recent and relevant press releases such as new client acquisitions, new services/products and recently completed projects, white papers and client
testimonials, digital sales presentations on CD or DVD, etc.
1
2
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(e.g.: customer meetings, sales calls, etc.)
Main Spending Category – 1.4. Demo Equipment and Solutions
IBM demonstration equipment to be acquired by the SI, in order to promote IBM product and solutions. Demo solutions and versions associated with
the promoted machineand IBM Cloud Managed Services.
Activity
Mark
3rd party
In-house
Your comments
Hardware demo equipment purchase value
Creation of demo scenarios to accommodate
customer’s needs
Prototype / Showcase development
POC / POT (Proof of Concept / Proof of Technology)
Required documents at claim stage
 IBM invoice with relevant information related to demo equipment
 Written proof of created demo scenarios
 Worksheets showing itemised costs for in-house activities (services were performed by the SI personnel)
 Written confirmation from the SI’s client manager regarding the in-house activity performed, if there is not enough material evidence to prove it
(e.g.: existence of the prototypes, showcases, POCs and/or POTs and their presentation to the customer, etc.)
Main Spending Category – 1.5. Dedicated Resources
SI sales or technical personnel dedicated to IBM business. Typically, a sales dedicated resource would work to create market awareness on IBM
products and services, to develop IBM business, to acquire new customers for IBM products and solutions, etc., while a dedicated technical resource
would work to create new IT solutions around IBM products, analyse the impact of the IBM products in various environments, would test the validity of
IBM solutions for SI’s customers and propose amendments if needed, etc.
The Growth Fund initial application should contain information about the name of the dedicated resource, the scope and duration of his/her
assignment.
Activity
Mark
3rd party
In-house
Your comments
Sales meetings, account planning, business reviews,
etc.
Travel incurred when attending to IBM business and
scope (sales meetings, account planning, business
reviews, etc.)
Cost of materials needed to conduct their work scope
as dedicated resources for IBM business, such as:
 Office supplies
 Audio/video rentals for meetings
 Non-alcoholic beverages and catering for
business meetings, etc. (tips may be included up
to 5%-10% of the meal’s value, according to local
customs)
Required documents at claim stage
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Plane tickets, hotel invoices, taxi receipts
3rd party invoices for office supplies, rentals, catering, etc., used for business meetings
Written agenda and description of the business meetings’ scopes
Worksheets showing itemised costs for in-house activities (typically for the technical dedicated resources)
Proof of deliverables from the dedicated technical resource
Written confirmation from the SI’s client exec that the activities performed by the dedicated resources were delivered
Note: You might be required to provide additional proofs for the performed activities in case the presented ones are considered to not be
sufficient, depending on the specific of the activity you performed.
3. High level info about the Growth Fund activity request
If funding must go to more than one country then complete and submit a request form for each country, have them refer to each other and
submit as one request.
The request must be made in US$, the actual funding will be the equivalent in local currency.
IBM
Products/Services
Mark
(Y or N)
Requested
funding in US$
Expected result (see also next page)
z Systems
Power
Storage
Cloud
4. Summary of content (Business justification)
Detailed description of the activities for which funding is requested.
Explain what will change as a result of executing the activity.
Guidance
 Keep it Simple. Preferably one A4 page
 You need to be IBM brand specific
 Please include your narrative below
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Where and when will the activity take place and
what is the completion date
5. Claims
Please fill in the tables below and submit this form to the SI Sales Centre once the initiative has been completed to claim your CSI Growth
Fund payment.
Remember that when you submit this form to the SI Sales Centre you need to:
 attach proof that each activity has been completed
 update the form with the CSI Growth Fund Reference Number
 complete the tables below
I confirm that the claim(s) I submit and have detailed below do not include payments for any ineligible expenses (see Appendix A of this form
for further details).
Cost split by type of spending(add lines as you need)
Type of
spending1
Cost in
LC2
Cost in
US$
Proof document3
Completion Date
1
Comments
State what you spent the funds for (e.g.: brochures, catering, transport, etc.)
LC = local currency
3 State the name and identification details of the document you submit as a proof of the respective spending (e.g.: Invoice no. 2521/12.10.2013)
2
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Cost split by supporting brands
IBM
Products/Services
Mark
(Y or N)
Cost in
US$
Actual Result*
Completion
Date
Details of activity or activities completed
z Systems
Power
Storage
Cloud
*Refer to generated leads, prospect contracts, number of educated or certified resources, etc., any concrete result of your funded activity
A claim (request for payment) must be submitted within 45 calendar days after the end of the quarter in which the activity was completed. If
request for payment is received beyond this deadline by IBM, IBM will NOT pay any Growth Fund to SI.
Ineligible Expenses
Ineligible Expenses (not eligible for funding) are:
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Entertainment events for IBM Business Partners, such as cruises, musical concerts, theatre tickets, sightseeing tours, etc.
Gifts of any kind
Social events not associated with an approved, focused marketing activity. This includes meals and beverages, venue expenses, etc.
Personal meals and per diems related to travels which are part of a pre-approved activity. The only exception is represented by meals reimbursed
(according to IBM Travel procedures) for CSI business and technical workshops centrally organized by IBM (e.g.: in Montpellier, by an IMT CSI
org., etc.) or catering and business meetings meals related to the pre-approved main activities (e.g.: technology seminars, education, dedicated
resources, etc.). No alcohol or tobacco can be reimbursed.
Penalty or cancellation charges for missed, late or changed bookings
Marketing activities where companies that compete with IBM are also present unless the IBM costs or funding are pre-approved in the registration
phase (e.g total cost of event 10k of which IBM portion 2k)
Legal, tax consulting or accounting fees, unless specifically identified as allowable
Charges for lost assets
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System Integrator fees for Associations
BP personnel salaries and related expense, that supports normal business operations (for example, conference calls, organisation of events,
coordination of events, etc.) and were not engaged especially for the pre-approved activity (e.g.: new hired personnel dedicated to the pre-approved
activity, temporary addition of new tasks on top of the usual job description to support the pre-approved activity, creation effort of the BP technical
staff related to technology solutions and demos, and similar).
Costs for standard office stationery, such as business cards or other business forms that are not used in support of a specific marketing campaign
Fees for hardware or software implementation
Non-IBM features, hardware and/or software
The recoverable VAT or GST portion of expenses
Charges that have already been claimed for reimbursement through a different IBM relationship. If such double payments would come to IBM’s
attention, IBM has the right to clawback.
Any activity that would be perceived to be a sweepstakes, lottery, or element of chance to win a significant prize
Any expense incurred that does not directly support the intent of the spending category.
Relocation and related temporary living expenses
Any element of a claim which is not directly compensating the cost incurred in the execution of the activity, for example any mark up of the
expenses actually incurred or profit element added (e.g.: the SI would claim not only the cost of the 3rd party services, but also the VAT applied to it
or the SI would have a margin included in the in-house costs presented in the claim).
Note: Though designed on a best effort basis, the list above can not include all possible expenses deemed to be non-eligible, therefore IBM reserves
the right to decide if an new expense must should be considered as eligible or not at the time when it is presented to IBM (either at the application or at
the claiming stage), according to IBM‘s internal financial and ethical rules of business.
Please also read the CSI Growth Fund program guide available on the CSI Portal: http://www-304.ibm.com/easyaccess1/cpe/html0/232827.html.
General Terms & Conditions associated with the use of these funds and program
A Business Partner's participation in this Program is subject to the terms and conditions of any applicable agreements, such as the IBM Business Partner
Agreement, IBM PartnerWorld Agreement and this Program.
This offer is void wherever prohibited or restricted by law.
All decisions by IBM are final.
IBM reserves the right to review a Business Partner’s compliance with this offer. In the case of noncompliance, IBM has the right to terminate a Business
Partner’s participation with the offer and recover from the Business Partner any amounts due to IBM.
IBM reserves the right to withhold or adjust, and the Business Partner will refund to IBM any payments, rebates, or incentives paid under the offer in case
of any breach of the IBM Business Partner Agreement.
IBM and Business Partners agree to comply with all withholding tax obligations, as applicable.
The charges / consideration payable under this offering are inclusive of all indirect taxes, not limited to service tax, value added tax, etc.
The IBM CSI Growth Fund Program (the "Program") (which includes the services and materials made available under the Program) is available to eligible
IBM Business Partners (“Business Partner”), as determined by IBM. For those eligible, participation in the Program is governed exclusively under the
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terms and conditions of the IBM agreement(s) establishing their Business Partner relationship with IBM (that is, IBM Business Partner Agreement), in
addition to the CSI Growth Fund Program and the terms and conditions contained in this document.
In the event of a conflict between the terms and conditions set forth in this document and the above mentioned agreement(s) the terms and conditions set
forth in the IBM agreement(s) as they pertain to the Business Partner's participation in the Program shall take precedence over those in this document.
For the avoidance of doubt, any proof of performance for demand generation activities shall be in addition to and not in lieu of such which are included in
the IBM CSI Growth Fund Program, which govern all IBM funded demand generation activities (whether fully or partially funded by IBM).
Participation in the Program is voluntary and is not required by IBM. Participation in the Program, as indicated by the first submission of a CSI Growth
Fund Form to IBM shall signify the Business Partner's acceptance of the terms and conditions contained in this document.
The Program (including the terms and conditions) is subject to change or withdrawal by IBM at any time without prior notice to the Business Partner, and
any such changes or withdrawals may apply retroactively at IBM's sole discretion. IBM reserves the right to resolve any disputes, remove participants
from the Program, withdraw the Program or to make any payment decisions in its own sole discretion.
Notwithstanding any statements or actions to the contrary, IBM makes no warranties, guarantees or representations with regard to the services and
materials provided to the Business Partner under the Program. Such services and materials are provided to the Business Partner on an "as-is" basis.
Any growth funds made available hereunder will be subject to adherence of the marketing activity with applicable law.
IBM assumes no liability for damages or injury caused to any third party or to the Business Partner with respect to the marketing activity. By acceptance
of these terms and conditions the Business Partner agrees to indemnify IBM for any and all claims associated with failure by the Business Partner or by
the marketing activity to meet such terms.
If the IBM agreement(s) under which the Business Partner's eligibility for the Program participation is based is subsequently terminated or not renewed,
the Business Partner will no longer be eligible to participate in the Program upon the effective date of the termination or non-renewal.
IBM reserves the right to reject a transaction or to disqualify the Business Partner from participation in the Program for non-compliance with the terms and
conditions of the Program. Additionally, IBM reserves the right to recover amounts paid to the Business Partner, or otherwise due IBM, as a result of
fraudulent or duplicative claims, incorrect information regarding completed activities, an IBM mistake (including overpayment), or non-compliance with the
terms and conditions of the Program, by offsetting such amounts against Program funds, as well as other credits or amounts owed or available to the
Business Partner under the Program, in addition to any other rights or remedies IBM may have at law or equity. If it is determined that the Business
Partner has breached the terms and conditions of the Program, IBM may, in addition to any other rights or remedies available to IBM at law or equity,
terminate the Business Partner's eligibility to participate in the Program. In addition, and at IBM's sole discretion, such a breach shall also serve as
grounds for IBM to terminate, for cause, the IBM agreement(s) establishing the IBM Business Partner relationship.
Failure by IBM to insist upon strict performance or to exercise a right when entitled, does not prevent IBM from doing so at a later time, either in relation to
that breach or default or any subsequent breaches or defaults. Program funds as well as other credits or amounts available to the Business Partner
under the Program, are the sole property of IBM until such are redeemed for authorised and approved services and materials under the terms and
conditions of the Program.
As such, CSI Growth Funds, including other credits or amounts available to the Business Partner under the Program, are not and should not be
considered an asset of the Business Partner and therefore cannot be bartered, traded, sold, etc. CSI Growth Funds including other credits or amounts
available to the Business Partner under the Program, may only be used in accordance with the terms and conditions of the Program, may only be used in
support of the relationship for which the Business Partner earned the CSI Growth Funds, and cannot be used by the Business Partner to reduce their
accounts payable or any other indebtedness to IBM or for the benefit of any other firm.
It is the Business Partner's responsibility to ensure that any use of a business name or logo does not violate trademarks or infringe copyrights. IBM
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reserves the right to the originals of any paperwork submitted.
If ownership of the Business Partner's business changes, IBM reserves the right to cancel or adjust the CSI Growth Funds as it deems necessary.
Record Keeping and Audit Rights
Business Partner must retain the documentation that demonstrates satisfaction of its obligations under this document for two years from the date of
document creation. IBM, or an auditor that IBM retains, may periodically review and audit compliance with those obligations. Towards that end, Business
Partner agrees to provide IBM or its auditor with such documentation and other relevant records on request, which IBM or its auditor may reproduce and
retain.
If IBM determines at any time that Business Partner has failed to comply with any of its obligations, then in addition to IBM’s rights under the law, IBM
may do any, some or all of the following:
 withdraw CSI Growth Funds that relate to such failure,
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require the Business Partner to promptly refund all amounts paid by IBM that relate to such failure (or IBM may offset such amounts against
payments IBM owes the Business Partner), or
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on written notice terminate with immediate effect the Business Partner’s participation in this CSI Growth Funds Program (upon such termination
marketing funds will no longer be available for the Business Partner’s use).
The terms and conditions set forth above and in the IBM agreement(s) establishing the Business Partner relationship with IBM and the CSI Growth Fund
Program are the complete and exclusive statements of the agreement between the Business Partner and IBM relating to their participation in the
Program, and, as such, supersede all proposals or other prior agreements, oral or written, and all other communications relating to their participation in
the Program.
The terms and conditions of the Program are governed by the law of the country which governs the Business Partner Agreement.
Please send completed form toEMEA_SI_SalesCentre@uk.ibm.com
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