hewlett packard enterprise mdf activity matrix...partners are responsible for ensuring that...

Hewlett Packard EnterpriseMDF Activity MatrixFor channel partners—effective 1 May 2019

MDF Activity MatrixFor HPE and Channel Partner internal use only.


Table of contents3 Introduction4 Digital advertising5 Print advertising6 Television/radio/cinema advertising7 Social media8 Search engine marketing8 Digital content9 Print brochure9 Customer assessment10 Electronic direct mail11 Print direct mail12 Telemarketing12 Equipment (Demonstration/Development)13 HPE Champion13 Merchandise14 Partner sales incentive15 Customer event17 Enablement activity18 Certification training19 Appendix20 Public Sector21 Glossary of terms


IntroductionHewlett Packard Enterprise provides market development funds (MDF) to authorized channel partners to subsidize the costs for marketing and sales enablement activities that drive demand for Hewlett Packard Enterprise products, solutions, and services. MDF can be spent by partners or marketing services agencies (MSAs) acting on behalf of partners, on any defined MDF eligible activity type.

This document provides the detailed description of all the available activity types, along with details of the documentation required when partners claim funds from Hewlett Packard Enterprise.

Partners are responsible for ensuring that activities are executed in compliance with the HPE Market Development Funds Activity Matrix. If an activity does not strictly comply with Matrix requirements, or if partners do not provide the required Proof of Cost (PoC) and Proof of Execution (PoE), HPE may reject the claim for reimbursement.

Please note:

For Alliance co-funded activities, please refer to the Alliances terms for required documentation.

For all MDF Terms and Conditions, see the HPE Partner Ready Program Manual and/or separate MDF Program Terms document (this will vary depending on your region).

Hewlett Packard Enterprise reserves the right to request additional proof documentation.


Ineligible expenses Channel partner claim documentation requirements

•Communications that do not meet HPE branding and/or trademark guidelines (e.g., general partner website updates)

•Penalties or cancellation charges

•Sponsorship activities

•Any competitive product/service content

Proof of Cost (PoC) Proof of Execution (PoE)

If partner is leveraging third-party supplier(s) only, partner must provide PoC.

Itemized invoices or receipts from third-party supplier(s), which clearly associate to the activity.

If activity is fully or partially executed in-house by the partner, partner must provide PoC and PoE.

Third-party supplier invoice (if third-party supplier[s] was utilized), plus partner letterhead statement invoice for in-house activity, which includes date(s), ad placement(s), and itemized costs.

Screenshot (including weblink) of the webpage or other digital copy showing the placement of digital advert.• For Alliance co-funded activities,

please refer to the Alliances terms for required documentation.

Note: Hewlett Packard Enterprise reserves the right to request additional proof documentation.

Digital advertisingCo-branded online display advertising (e.g., banner ads), streaming or on-demand video, advertising, and promotions via mobile devices or other general online advertising of Hewlett Packard Enterprise brand, products, solutions, or services.



•Communications that do not meet HPE branding and/or trademark guidelines




PoC PoE


Itemized invoices or receipts from third-party supplier(s) that clearly associate to the activity.



Electronic copy of print advertisement or photograph of billboard/signage.• For Alliance co-funded activities,



Print advertisingCo-branded newspaper, or magazine print advertising, outdoor advertising (e.g., billboards, posters, and banners), or other general print media advertising of Hewlett Packard Enterprise brand, products, solutions, or services.







PoC PoE





Electronic copy of the script and/or media schedule.• For Alliance co-funded activities,


Note: Hewlett Packard Enterprise reserves the right to request additional proof documentation such as audio or video files.

Television/radio/cinema advertisingCo-branded radio, cinema, or television spots advertising Hewlett Packard Enterprise brand, products, solutions, or services.



•Social network gaming

•Social media contests and prizes




PoC PoE




Third-party supplier invoice (if third-party supplier[s] was utilized), plus partner letterhead statement invoice for in-house activity, which includes date(s), social media posts/activity, and itemized costs.

Screenshot(s) of the social media site(s) showing the Hewlett Packard Enterprise published content.• For Alliance co-funded activities,



Social mediaSocial media marketing programs include:

•Creation of new content or adaptation of Hewlett Packard Enterprise provided content for use on social media channels

•Publishing of Hewlett Packard Enterprise posts or adapted/newly created social content onto social media channels

Where the activity supports the purpose of attracting attention, generating traffic, and spreading electronic word of mouth about Hewlett Packard Enterprise products, solutions, or services.

Social media posts are focused on demand generation and link back to co-branded content on the partner’s website. The amount of social media activity must be quantifiable.


Search engine marketingA form of online advertising that involves the purchasing of ads on search engines to promote HPE products, solutions, or services.

Search ads are focused on demand generation and link back to co-branded content on partner’s website or some other call to action.

Refer to your Geography or Country channel team for guidelines and eligibility to perform search engine marketing activities.


•Search engine optimization




•Partner in-house activities

PoC PoE

Partner must provide PoC and PoE.

Itemized invoices or receipts from third-party supplier(s) such as Google™ AdWords, Bing Ads, etc., which clearly associate to the activity.• For Alliance co-funded activities,



Screenshot (including weblink) of the webpage or other digital copy showing the placement of digital advert, or a copy of the ad report, plus weblink to the co-branded content on the partner’s website.• For Alliance co-funded activities,







PoC PoE




Third-party supplier invoice (if third-party supplier[s] was utilized), plus partner letterhead statement invoice for in-house activity, which includes date(s), name of digital content, and itemized costs.

Weblink and screenshot of webpage or other digital copy showing the digital content.• For Alliance co-funded activities,



Digital contentThe creation and publishing of digital marketing content, including electronic catalogs, infographics, e-books, video content, webpages including mobile-ready webpages, digital content within a mobile app, digital marketing brochures or other digital marketing assets, or curation of such content, featuring Hewlett Packard Enterprise products, solutions, or services developed to support the digital buyer’s journey.






PoC PoE




Third-party supplier invoice (if third-party supplier[s] was utilized) plus partner letterhead statement invoice for in-house activity, which includes date(s), name of brochure, and itemized costs.

Electronic copy of brochure.• For Alliance co-funded activities,




•Partner employee wages or out-of-office time

•Travel or accommodation expenses for HPE employees

•Fees paid to an HPE employee


•Passport or travel visa fees

PoC PoE


Itemized third-party invoice or itemized (internally generated) invoice from partner if assessment was completed by the partner with date(s) activity was conducted.

Electronic copy of customer assessment.Note: Hewlett Packard Enterprise reserves the right to request additional proof documentation.

Print brochurePrint catalogs, product brochures, newsletters, or flyers or other printed marketing material featuring Hewlett Packard Enterprise products, solutions, or services developed for distribution to potential customers.

Customer assessmentA customer-requested or partner-requested customer consultation or assessment with targeted strategy plan developed for the purpose of displacing a Hewlett Packard Enterprise competitor or, driving incremental HPE business with a new customer account or a new division within an existing customer account.

The assessment would typically be delivered by a third-party consultant or system integrator, but can be executed by the partner themselves.

If travel is required, refer to travel guidelines in Appendix for eligible travel expenses.





•Telemarketing follow-up, marketing campaign follow-ups, and customer updates

•All database subscriptions

PoC PoE

If partner is leveraging third-party supplier(s) only, partner only needs to provide PoC.



Third-party supplier invoice (if third-party supplier[s] was utilized), plus partner letterhead statement invoice for in-house activity, which includes number of e-DMs sent, the date(s) activity was conducted, and itemized costs.

Copy of e-direct mail.• For Alliance co-funded activities,



Electronic direct mailEmail direct marketing campaigns for lead generation featuring Hewlett Packard Enterprise products, solutions, or services. Includes electronic direct marketing services, email delivery services, list buys, third-party lists, and customer data management/analysis services.





•Telemarketing follow-up, marketing campaign follow-ups, and customer updates


PoC PoE




Third-party supplier invoice (if third-party supplier[s] was utilized), plus partner letterhead statementinvoice for in-house activities,which includes number of mailingssent, the date(s) activity wasconducted, and itemized costs.

Electronic copy of mailing content.• For Alliance co-funded activities,



Print direct mailPrint direct mail marketing campaigns for lead generation featuring Hewlett Packard Enterprise products, solutions, or services. Includes direct marketing services, delivery services (e.g., shipping fees, postage), list buys, third-party list, and customer data management/analysis services.






•All database subscriptions

PoC PoE




Third-party supplier invoice (if third-party supplier[s] was utilized) plus partner letterhead statementinvoice for in-house activities,which includes number of callsmade, the date(s) activity wasconducted, and itemized costs.

• Electronic copy of telemarketing script.

•List of promoted HPE products, solutions, or services.

•Number of calls and/or contacts made.

• For Alliance co-funded activities, please refer to the Alliances terms for required documentation.


TelemarketingTelemarketing call campaigns for lead generation, audience acquisition, marketing campaign follow-up, customer updates on Hewlett Packard Enterprise programs, products, solutions, or services.

Includes list buys, script creation, call center services, and customer data management/analysis services.

Equipment (Demonstration/Development)Investments made in purchasing, renting, or leasing of Hewlett Packard Enterprise hardware or software for demonstration, application development, or customer evaluation purposes.

Equipment must be used by the partner for demonstration purposes only and can be resold at either:

•12 months or

•When end of sale status has been reached

Shipping costs are considered to be included in the equipment purchase.


•Non-HPE equipment and products

•Renovation cost for demo rooms

•Equipment repair costs

•Supplies costs

•Amounts reimbursed through the Demonstration Equipment program (Demo Starter program—if existing in country/region)

PoC PoE


Invoice(s) from equipment supplier(s) showing price paid for hardware and/or software including product serial numbers on applicable products.


Completed signed MDFEquipment Reimbursement Form forboth purchased or leased products.


HPE ChampionBase gross salary, and optionally performance-based variable compensation, for Hewlett Packard Enterprise partner personnel (marketing, technical, or sales) focused on planning, implementing, and evaluating the effectiveness of programs for promoting, selling, and supporting Hewlett Packard Enterprise products, solutions, or services.Note: Partner must submit a separate activity request for each HPE Champion.


•Non-salary costs for HPE Champions

•Any administrative markup costs

PoC PoE

Partner only needs to provide PoC.

Partners must submit a separate HPE Champions Reimbursement Form for each Champion, and each Champion must be submitted as a separate MDF request.

The following must be included in the form:• First/last name

•Type of Champion

•MDF funded cost

• Signature of the authorized partner employee


MerchandiseLow-value promotional items ($50 max. per item) with HPE logo such as pens, pencils, lighters, caps, T-shirts, mugs, and pen drives used as customer giveaways. Items may be co-branded.

Non-HPE items must not compete with Hewlett Packard Enterprise products or services.

Things of value provided for public sector customers must receive written pre-approval from HPE Legal (see Appendix for details).

It is recommended that partners use the HPE approved supplier on merchandise.hpe.com.

Partners must ensure HPE branding and/or trademark guidelines are followed.


•Partner/retailer infrastructure costs such as building fixtures, building remodels, or furniture (chairs, desks, tables, etc.)

•Competitor products

•Items for “gifts with purchase” promotions for end customers

•No “buy 3/pay 2” promotions or similar

•Cash equivalents are not allowed

•Partner in-house activities

•Gift cards which can be converted to cash

PoC PoE


Itemized invoices from third-party supplier(s), which clearly associate to the activity including unit volume.• For Alliance co-funded activities,



Evidence of HPE Legal pre-approval for any merchandise given to public sector customers. (see Public Sector)

http://merchandise.hpe.com



•Product discounts, end-of-life discounts, and product rebates.

•Incentives for end customers.

•Incentives for non-contracted/ non-authorized partners.

•HPE-managed SPIF or SGA incentive programs.

•HPE competitive products as a reward.

•Gifts with customer purchase.

•Physical cash payments.

•Incentives for non-sales activities (e.g., training, achieving certification, lead generation).

•HPE employee expenses.

PoC PoE


• Itemized third-party supplier invoices and receipts (if third-party supplier[s] was utilized) for items such as:

– Contest prizes and giveaways

– Gift cards/certificates

•Partner letterhead statement invoice for in-house activity that includes breakdown of itemized costs

•Partner-led loyalty programs: Payment can only be made for the rewards once the points have been redeemed and third-party invoice provided

•Detailed description of contest or in-house sales incentive including:

– Terms and Conditions (with targets) of contest or incentive – Type and monetary value of incentive benefit (i.e., reward value, gift card, prize) – Hewlett Packard Enterprise Business Unit and products featured – Dates/time frame of incentive

•Achievement/results including a list of winning sales rep names (or employee number) and company name with product SKU, quantity sold, date of sale, unit amount, and total reward details for each winner.

•List of winners who have received the reward or payment.

• For Alliance co-funded activities, please refer to the Alliances terms for required documentation.


Partner sales incentiveDifferent types of incentive programs available:

•Distributor-driven incentive programs to/for:

– Reseller companies

– Reseller management employees or sales employees

– Distributor sales employees

•Reseller-driven incentive program to/for:

- Reseller sales employees

Partner-led sales incentive programs for own employees. Incentive benefit paid by channel partners to their employees, for sales (sell-out and not sell-in) of specified Hewlett Packard Enterprise products, solutions, or services, during predetermined short-term time frame.

Distribution-led sales incentive programs for reseller companies. Incentive benefit paid by distribution partners or ODP to a reseller partner, for sales of specified Hewlett Packard Enterprise product during predetermined short-term time frame.

Examples: SPIFs (performance incentive), floor days, sales contests, or other types of sales activities with incentives (Hewlett Packard Enterprise products, prizes, gift certificates/vouchers, trips, hotel stays, etc.) for partner’s employees or reseller companies to sell Hewlett Packard Enterprise products, solutions, or services.

Examples of incentive programs include:

Partner-led SPIF programs: Programs in which all partner sales representatives (SRs) who meet or exceed required target goals will win a predefined prize or benefit.

Partner-led loyalty programs: Programs in which all partner SRs will receive points for each unit or currency equivalent they sell that can be redeemed for a prize from a predefined benefit list based on the amount of points they earned during the program period.

Partner-led sales contest programs: Programs in which prizes are set for the best-selling partner sales team or partner SRs.

Additional criteria applying to all the above: Incentive payments are eligible for the incentive programs above and must be paid via salary payment method to partner employees.

Raffle/Prize/Lucky Draw is limited to partner employees and must not exceed $1000.

Any Hewlett Packard Enterprise product purchased with MDF funds and

provided as a reward must not be resold by the reseller.

Low-value promotional items can be provided, subject to the terms described in the Merchandise activity type.

Communication costs are eligible.


Customer eventEnvironment that promotes Hewlett Packard Enterprise offerings to end customers.

Customer events may be “partner-led” activities designed to educate customers about and create demand for Hewlett Packard Enterprise products, solutions, and services. “Partner-led” events include partner participation in events organized by third parties such as road shows, exhibitions, conferences, or trade shows to highlight Hewlett Packard Enterprise products, services, or solutions for customers.

MDF reimbursement is also possible for “HPE-led” events where travel and accommodation expenses are incurred by partners who attend HPE customer events, subject to agreement by HPE.

Partner-ledAll claims for “partner-led” events must be supported by an agenda that shows the business nature of the event and details the time spent by attendees on specific business activities.

Agenda requirements vary based on customer segment (commercial sector vs. public sector) in attendance, as follows:

•For events involving only commercial sector customers: Agenda must include at least 60% of the time dedicated to exchange of substantive business content, such as briefings, seminars, or webinars. Not more than 40% of the agenda time may involve leisure or entertainment, such as dinners, drinks, receptions, social or sporting activities. The leisure/ entertainment portion of expenses for attendees may not exceed $150 per person per day of the event.

•For events where one or more public sector customers are in attendance: 100% of the event time must be dedicated to the exchange of substantive business content. Partners are not permitted to offer entertainment or leisure activities at partner-led customer events, which include public sector attendees, under the MDF program.

In addition, the following requirements apply to all partner-led events:

•Business portion of an event may include incidental meals or light refreshments during the business day, such as a comfort break with coffee, a light breakfast, or a brief lunch break.

•Incidental meals/ catering should not exceed $150 per person per day of the event.

•Partners must track attendance and provide the individual participant name(s), including employer for the partner and the customer attendees, as described in PoE section.

• If travel is required, refer to the travel guidelines in Appendix for eligible travel expenses.

•Low-value promotional items can be provided, subject to the terms described in the Merchandise activity type.

•Hewlett Packard Enterprise product equipment rental for demonstration use at the event can be included—Equipment (Demo/Dev) activity type requirements and restrictions apply.

•Venue hire and speaker fees can be included if required, as well as training equipment and materials.

•All meals, travel, accommodations, and any other things of value provided for public sector customers must receive written pre-approval from HPE Legal (see Appendix for details and Public Sector).

•The maximum permitted MDF reimbursement for a single-location customer event is $100,000.

HPE-led•When partner hosts one or more

customers at a customer event organized by Hewlett Packard Enterprise for the purpose of furthering a business opportunity, reimbursement is limited to participant’s travel costs and accommodation only. Refer to the travel guidelines in Appendix for details.

•All meals, travel, accommodations, and any other things of value provided for public sector customers must receive written pre-approval from HPE Legal (see Appendix for details and Public Sector).

(Continued on the next page)



•Partner employee out-of-office time

•Partner expenses including travel when own premises are used

•Mileage reimbursement

•HPE employee expenses

•Charitable contributions or charitable sponsorships associated to show/event


•Entertainment/hospitality stand-alone events

•An event in which the partner (or HPE) is just listed per logo or description without personnel attending the event, or sponsorship activities in which Hewlett Packard Enterprise branding only is offered (such as HPE logo advertising only)

•Partner may not use MDF to pay for public sector customers to attend or travel to any event without written advance approval from HPE Legal

•Anything of value provided to a public sector end customer (including registration fees for public sector attendance at an HPE-led event) without pre-approval from HPE Legal

•Registration fee when event is HPE-led

•Lavish leisure or entertainment

PoC PoE


Itemized invoices or receipts from third-party supplier(s), which clearly associate to the activity (if third-party supplier[s] was utilized) plus partner letterhead statement invoice for in-house activity with itemized costs, date(s) of show/event, and event name.

Partner-led events:•Copy of event agenda•Attendee list must include:

– First/last name, title

– Employer name, city, country

– Amenities received, including cost

Third-party events:•Copy of event agenda or content that

demonstrates how HPE was promoted (e.g., co-branded content, photos of the booth, screenshot of website, etc.)

•Names of partner employee attendees

HPE-led events:•Attendee list with participating

employees and hosted customers: – First/last name, title



Evidence of HPE Legal pre-approval for anything of value (including merchandise, food/ beverages, registration fee, travel, accommodation) given to public sector customers.


Customer event (continued from previous page)



•Partner employee out-of-office time

•Partner expenses for own premises use

•Mileage reimbursement

•Sales kick-off events

•HPE employee expenses

•Charitable contributions or charitable sponsorships associated to show/event


•Entertainment/hospitality stand-alone events

•Lavish leisure or entertainment

•An event in which the partner (or HPE) is just listed per logo or description without personnel attending the event or sponsorship activities in which Hewlett Packard Enterprise branding only is offered (such as HPE logo advertising only)

•A mass event (like any sports event) where no products, services, or solutions can be demonstrated in a meaningful manner

•Enablement activities are limited to partners. Travel costs or other expenses relating to end customers are not eligible

•Registration fee for HPE-led event

PoC PoE


Itemized invoices with cost breakdown plus receipts from third-party supplier(s), which clearly associate to the activity plus partner letterhead statement invoice for in-house activity with itemized costs, name, date(s), and details of enablement activity.

Partner-led events:•Copy of event agenda

•Attendee list must include:

– First/last name, title


– Amenities received, including cost

Third-party events:•Copy of event agenda or content

that demonstrates how HPE was promoted (e.g., co-branded content, photos of the booth, screenshot of website, etc.)

•Names of partner employee attendees

HPE-led events:•Names of partner employee

attendees



Enablement activityEnvironment that provides sales, marketing, and technical information designed to enable partners to market, sell, and/or deliver HPE offerings. Audience is partners and not end customers. Agenda should include at least 80% of the time dedicated to business activities and not to exceed 20% leisure activities/entertainment.

Partner-led: Includes activities to educate and inform partner employees about HPE products, solutions, and services in the format of road shows, trade shows, lunch and learns, other training activities, events, exhibitions, conferences, other coaching activities. The activity may include incidental meals or light refreshments during the business day, such as a comfort break with coffee, a light breakfast, or a brief lunch break. Meals/catering should not exceed $150 per person per day of the event. Leisure/entertainment portion of expenses for attendees may not exceed $150 per person per day of the event. Other eligible costs: training equipment and materials, demo equipment expenses consistent with the Equipment (Demonstration/Development) activity type requirements, communication deliverables. Venue hire and speaker fees can be included, if required. Low-value promotional items can be included, subject to the terms described in the Merchandise activity type.


The maximum permitted MDF reimbursement for a single-location enablement activity is $100,000.

HPE-led: Eligible costs are travel and/or accommodation only for partner attendee(s).


Certification trainingTechnical, sales, or other certification training, taken by a partner’s employee(s) to enable partner to obtain an HPE Partner Ready Program Certification and drive short-term demand for Hewlett Packard Enterprise products, solutions, or services. Training objective for the partner employee is to enable them to take an HPE Certification exam, and/or to achieve specific HPE Knowledge Credits following their attendance and completion of the training.

Agenda must include at least 80% of the time dedicated to business activities and must not exceed 20% leisure activities/entertainment.

HPE Certification training: Formal HPE Certification training is performed by HPE Authorized Learning Partners, including HPE Education Services, for partner employees to ensure their readiness to take an HPE Certification exam and promote Hewlett Packard Enterprise products, solutions, and services.•Includes the registration fee for the training

as published by the authorized training delivery company

•Includes exam voucher costs to enable partner to take Certification exam

•Includes study materials if required

Knowledge credit training: Training that is approved by HPE to award Knowledge Credits to a partner employee following their attendance and completion of identified training sessions.

Agenda must include minimum of 80% of attendee time in Knowledge Credit approved training.


•Trainings for end customers

•Partner employee wages or out-of-office time

•Product shipment fee

•Fees paid to an HPE employee



•Entertainment/hospitality events


PoC PoE




Third-party supplier invoice (if third-party supplier[s] was utilized) plus partner letterhead statement invoice for in-house activity, which includes name and date(s) of training activity and itemized costs.

Copy of the agenda, training content, or certificate of completion.• For Alliance co-funded activities,



•Distributor-led: Audience is resellers. The activity may include incidental meals or light refreshments during the business day, such as a comfort break with coffee, a light breakfast, or a brief lunch break. Meals/catering should not exceed $150 per person per day of the event. Leisure/ entertainment portion of expenses for attendees may not exceed $150 per person per day of the event. Other eligible costs: training equipment and materials, demo equipment expenses consistent with the Equipment

(Demonstration/Development) activity type requirements, communication deliverables. Venue hire and speaker fees can be included, if required. Low-value promotional items can be included, subject to the terms described in the Merchandise activity type.

•HPE-led: Costs covered include registration fee as published by HPE.



AppendixMDF Eligible Travel GuidelinesThe following applies to expenses for travel, when required for an MDF-funded activity:Eligible expenses Ineligible expenses

•Economy class airfare

• Second class train fare

•Rental car, including fuel cost

•Tolls

•Parking cost


•Travel insurance fee

•Air miles redeemed in lieu of cash/credit ticket purchase for travel

General guidance (to be followed to all of the above activities, if applicable)•Expenses pertaining to HPE employees are not eligible for MDF reimbursement (travel and accommodation,

giveaways, registration fees, etc.). Meals for HPE employees who are supporting a partner at an MDF eligible event may qualify as an eligible expense when they can be considered as an incidental/minor cost as part of the total catering expense.

•MDF reimbursement is limited to partner employees and individuals who have a direct business role in the executed activity.

•Periodical subscriptions/membership fees are not MDF eligible expenses.

•Charitable contributions or sponsorships, as well as events in which the partner or HPE is just listed per logo or description without personnel attending the event are not MDF eligible expenses.


Pre-approval for Public Sector Amenities—PoEBefore providing anything of value to a public sector customer, pre-approval needs to be sought through your HPE contact who will secure approval through HPE Amenities Approval Tool. Evidence of approval will need to be provided when the MDF claim is submitted for every public sector recipient. A claim without this evidence of pre-approval will be rejected.

Public SectorA public sector employee is defined as:

•Officers and employees of any (i) national, regional, local, or other government entity or any department or agency thereof, (ii) public international organization, or (iii) entity that is owned or controlled by a government

•Members of royal families

•Candidates for a political office, elected government officials at any level of government, political parties, and political party officials

•Any person acting in an official capacity for or on behalf of any such government or any of the foregoing

•Any other persons as defined by country-specific policies

Additionally, in the United States, HPE considers public and private K-12 educational institutions and all libraries as Public Sector entities.

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Glossary of termsPoC—Proof of Cost

PoE—Proof of Execution

Third-party supplier—An independent supplier or agency that is contracted by the partner or MSA to deliver part or all of the MDF eligible activity on behalf of the partner or MSA

Marketing Services Agency (MSA)—A marketing agency contracted by Hewlett Packard Enterprise to work with partners to plan and execute customized co-marketing activities and campaigns on the partner’s behalf

Partner—HPE first or second tier channel partner

Reseller—HPE second tier channel partner (sells HPE products to end customers)

Distributor—HPE first tier channel partner (sells HPE products to resellers)

ODP—OEM distribution partner

Hosted Customers—Customers that are invited and hosted by the partner at an event (partner-led or HPE-led)

© Copyright 2015–2019 Hewlett Packard Enterprise Development LP. The information contained herein is subject to change without notice. The only warranties for Hewlett Packard Enterprise products and services are set forth in the express warranty statements accompanying such products and services. Nothing herein should be construed as constituting an additional warranty. Hewlett Packard Enterprise shall not be liable for technical or editorial errors or omissions contained herein.

This document contains confidential and/or legally privileged information. It is intended for Hewlett Packard Enterprise and Channel Partner Internal Use only. If you are not an intended recipient as identified on the front cover of this document, you are strictly prohibited from reviewing, redistributing, disseminating, or in any other way using or relying on the contents of this document.

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4AA6-3174ENW, May 2019, Rev. 8

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