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Federal Application Program
Russ Colbert, US Federal Government Market Director
Polycom, Inc. All rights reserved.
Program Overview
• What is the “Federal Applications Program”?
• Objectives of the program
• Program eligibility
• Where can this program be offered - duration?
• What are the program components (the offer)?
• How does it work – end-user, channel scenarios
• Product details
Polycom, Inc. All rights reserved.
Program Elements
• A long-term comprehensive market program designed to
serve the US Federal Government segment
• Intended for government organizations, agencies and
departments to promote the use of Polycom equipment
through our channels at an affordable rate while providing
meaningful “value-add” applications training,
memberships, service options, content and green screens
(for use during People on Content) presentations
• Designed to increase the utilization, adoption and
optimization of solutions
Polycom, Inc. All rights reserved.
Program Objectives
• To increase awareness of Polycom solutions in the
Federal Government segment that can create higher
utilization, enhance content design, facilitate comfort and
confidence with users, stimulate professional
development and increase return upon investment
• Offer a combination of technology (with discount
structure) and other operational critical elements
• Create more customer success!
Polycom, Inc. All rights reserved.
Program Eligibility
• This program will be offered through our channel partners
to the following organizations:
− Any US Federal Government Agency
− Any US Federal Government Department
− Non US Federal Government non profit entities who
provide government services
Polycom, Inc. All rights reserved.
Program Duration and Location
• Duration
− Launch August 1, 2011
− Ongoing Federal Government program with quarterly reviews
• Location
− US Procurement
Polycom, Inc. All rights reserved.
Program Components
• A “Manufacturers Discount” offered as a pass through the
channel for Federal Government end-users
• Membership in a national collaborative interest group or
distance/E-Learning association. Examples…VCI-G,
IMCCA or Federal Government Distance Learning
• Specialized applications training
• Green Screens (for use with the Polycom exclusive
People on Content capability)
Polycom, Inc. All rights reserved.
Applications Training: Mission Critical
• Goal: Increase utilization of the equipment and customer
No longer will equipment sit in the corner with low utilization
− Applications training (IVC, RealPresence®, VTC, VTT,
Telepresence awareness session)
− Delivered on-location, via RealPresence videoconferencing and in
the Herndon, VA Solution Center
− Provides electronic curriculum guide without copy restrictions
− Custom elements can be added as required (flexible curriculum)
− Hands-on activities building user demand, understanding and
Polycom, Inc. All rights reserved.
Eligible Products and Services
A discount is offered on certain products from the areas
below. An extensive equipment list can be found at:
• Network Infrastructure (RealPresence Platform)
• Voice Solutions
• RealPresence (series) Solutions
• Custom Solutions
• Firewall Solutions
• Services
Polycom, Inc. All rights reserved.
Program Process
1. Federal Specialized Polycom Reseller obtains approval for the additional 3% discount directly from the Polycom Territory
Manager (email or voice approval is acceptable.)
2. U.S. Federal Government Organization issues a PO to a selected Federal Specialized Polycom Reseller.
3. Federal Specialized Polycom Reseller completes and submits the Application Form on-line. This automated process sends the
application to both Order Management (for order processing) and to the Federal Market Team (for fulfillment of applications
training, membership or green screens.)
4. Federal Specialized Polycom Reseller sends the PO to Polycom Order Management for order fulfillment.
Terms and Conditions
1. Channel Partner must submit a NEW purchase order and application form to Polycom Order Management for order
2. This offer is available only to Federal Specialized Polycom Resellers. This offer is void where prohibited or otherwise restricted
by law.
3. Unless otherwise noted, this offer may be combined with other promotional offers including the Polycom Preferred Program.
4. Polycom reserves the right to cancel or modify this program at any time.
5. Only US Federal Government entities including non-profit entities who provide government services qualify.
6. Sales to non Federal Government entities, Polycom Channel Partners and/or employees or family members do not qualify.
7. Shipping costs of drop shipment are the responsibility of the end user.
8. Polycom has the right to deny all orders that do not meet the criteria outlined in this document.
9. Program commenced August 2011 and shall continue until terminated by Polycom.
Polycom, Inc. All rights reserved.
Source Documents
• Program application
• Approved equipment and services list
• Academic applications training description
• Professional membership information
• Green screen demonstration
• Customer presentation
Polycom, Inc. All rights reserved.
Thank You
Polycom, Inc. All rights reserved.