New global ER Principles by Nat Faf

Supporting Document H â&#x20AC;&#x201C; Global ER Principles Index 1. Purpose of the Global ER Principles 2. Managing Disputes in the Global ER Principles 3. Market Access and Communication Process between Entities 3.1 Market Access Definition 3.2 Member Entity Responsibilities 3.2.1 Entity Focus List 3.2.2 Entity Conference List 3.3 AIESEC International Responsibilities 3.3.1 Global Focus List 3.3.2 Global Portfolio 3.4 Communication processes 3.4.1 Engaging with an Organisation listed in the Global Focus List 3.4.2 Engaging with an Organisation listed in an Entity Focus List 3.4.2.1 Between Member Entities 3.4.2.2 Between AIESEC International and a Member Entity

4. Defining Products and Partnerships 4.1 Differentiating Partnerships 4.1.1 Premium Partner Definition 4.1.2 Entity Partner Definition 4.2 Differentiating Products 4.2.1 The Purpose of having Products 4.2.2 Product Definition 4.2.2.1 Global Exchange Products (GEPs) 4.2.2.2 Global Exchange Amplifier Products (GEAPs) 4.2.3 Product Delivery Standards 4.2.3.1 For Global Exchange Products (GEPs) 4.2.3.2 For Global Exchange Amplifier Products (GEAPs) 4.2.4 Delivery Responsibilities 4.2.4.1 For Global Exchange Products (GEPs) 4.2.4.1.1 When AIESEC International is involved 4.2.4.1.2 When AIESEC International is not involved 4.2.4.2 For Global Exchange Amplifier Products (GEAPs) 4.2.4.2.1 For the Plenary Space Product 4.2.4.2.2 For other Global Exchange Amplifier Products

5. Pricing and Revenue Share 5.1 Pricing Tiers 5.1.1 Changing an Entityâ&#x20AC;&#x2122;s Pricing Tier 5.1.2 Global Exchange Product: Global Internship Programme (GIP) 5.1.2.1 Pricing 5.2.2.2 Revenue Sharing Model 5.1.3 Global Exchange Product: Global Entrepreneurs (GE) 5.1.3.1 Pricing 5.2.3.2 Revenue Sharing Model 5.1.4 Global Exchange Product: Global Community Development Programme (GCDP) 5.1.5 Global Exchange Amplifier Products: Plenary Spaces 5.1.5.1 Pricing 5.1.5.2 Revenue Sharing Model 5.1.6 Global Exchange Amplifier Products: Other products

6. Global ER Principles Sales Models 6.1 Co-Selling Sales Model 6.1.1 Definition 6.1.2 Sales Process 6.1.3 Revenue Sharing Model 6.2 Up-Scaling Sales Model 6.2.1 Definition 6.2.2 Sales Process 6.2.3 Revenue Sharing Model H_Global ER Principles

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6.2.3.1 Up-Scaling Significant Entity Partners 6.2.3.1.1 Definition 6.2.3.1.2 Delivery Process and Responsibilities 6.2.3.1.3 Revenue Sharing Model 6.2.3.2 Up-Scaling Non-Significant Entity Partners 6.2.3.2.1 Definition 6.2.3.2.2 Delivery Process and Responsibilities 6.2.3.2.3 Revenue Sharing Model 6.3 Expansion Sales Model 6.3.1 Expansion Sales I 6.3.1.1 Definition 6.3.1.2 Sales Process 6.3.1.3 Revenue Sharing Model 6.3.2 Expansion Sales II 6.3.2.1 Definition 6.3.2.2 Sales Process 6.3.2.3 Revenue Sharing Model 6.4 Cross-Selling Sales Model 6.4.1 Definition 6.4.2 Sales Process 6.4.2.1 Scenario A 6.4.2.1.1 Definition 6.4.2.1.2 Delivery Process and Responsibilities 6.4.2.1.3 Revenue Sharing Model 6.4.2.2 Scenario B 6.4.2.2.1 Definition 6.4.2.2.2 Delivery Process and Responsibilities 6.4.2.2.3 Revenue Sharing Model

7. Glossary

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Purpose of the Global ER Principles

The aim of this document is to establish a framework to enable the overall growth of partnerships across the AIESEC network, whether that be between AIESEC International and Member Entities, or among Member Entities themselves. It outlines the following principles related to enabling a collaboration framework between entities, market access definition, communication processes, partnership classification, product standardization, pricing standardization, revenue share and responsibility share of parties engaged with GEPs and GEAPs (Defined in point 4.2.2 of this document). 2.

Managing Disputes in the Global ER Principles

In the event that the ER principles are breached, the concerned parties should attempt to resolve the dispute between themselves. If no agreement is found, a case can be submitted to the internal control board through the case submission procedure outlined in the internal control board supporting document (G1_Internal Control Board Section 3) 3.

Market Access and Communication Process between entities

3.1 Market Access Definition Market access between Entities, be it among Member Entities themselves or between AIESEC International and Member Entities, shall be defined through the use of Focus Lists. The Global Focus List refers to the list of organisations AIESEC International has the intention of focusing on during the term. The Entity Focus List refers to the list of organisations a Member Entity partners with and/or has the potential of up-scaling during the term. They are both defined in more detail in the points 3.2.1 and 3.3.1 of this document. All Focus Lists must include: the Name of Company, the Current Status of the relationship with that company, the Products taken by the company (for current partners only) and the updated contact information of the AIESEC account manager. These Focus Lists will ensure transparency, alignment and collaboration among Entities, as well as, professionalism when approaching the external market. Entities are expected to consult the Global and Entity Focus Lists before approaching any organisation. 3.2 Member Entity Responsibilities Each Member Entity will ensure that their Local Entities are not prospecting an organisation listed in the Global Focus List without permission from AIESEC International. Each Member Entity is encouraged to notify another Member Entity if their Local Entities are prospecting an organisation listed in said other Member Entityâ&#x20AC;&#x2122;s focus list. Member Entities should update their Entity Focus List each Quarter, on the platform chosen by AIESEC International. 3.2.1 Entity Focus List Member Entities must provide their Entity Focus List to AIESEC International by the end of International Congress every year. The Entity Focus List is created by each Member Entity and comprises of every Member Entityâ&#x20AC;&#x2122;s current Entity Partners, as well as, their top 10 leads (A minimum of 1 lead must be submitted). It should also include all points covered in point 3.1. In order to submit an organisation as a top 10 lead, the following criteria must be met: The Member Entity has a direct contact inside the organisation, and Either the organisation has an interest in purchasing GEPs or GEAPs at a global scale, Or The Member Entity identifies potential for this organisation to become a Premium Partner (defined in point 4.1.1 of this document) and grow on a global scale. 3.2.2 Entity Conference List Member Entities wanting AIESEC International to sell, on their behalf, Plenary Spaces for their Entity Conferences (defined in point 4.2.3.2 of this document) must submit to AIESEC International, their list of conferences for the term. The Entity Conference List must include conference dates, location, objective of the conference, delegate capacity, profile of target delegates, and cost of a plenary space for that conference (minimum delivery standards found in point 4.2.3.2. of this document). The Entity Conference List must be submitted to AIESEC International by the end of International Congress every year. Member Entities that do not submit an Entity Conference List, are expressing that they do not wish to open their Plenary Spaces to Premium Partners.

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3.3 AIESEC International Responsibilities AIESEC International is responsible for collecting Entity Focus Lists and storing them on a platform accessible and editable by all Member Entities. This is in order to enable all Member Entities and AIESEC International to consult the Global and Entity Focus Lists before engaging in sales processes. AIESEC International should also remind Member Entities to update their Entity Focus lists each quarter and equally AIESEC International should update the Global Focus List each Quarter. 3.3.1 The Global Focus List AIESEC International must share the Global Focus List with the network each year 30 days after the end of International Congress. The Global Focus List is created by AIESEC International and should be updated quarterly throughout the term. It comprises of the top 550 organisations AIESEC International has the intention of focusing on during the term, whether it be through new sales, up-scaling Entity Partners and/or expanding existing Premium Partners (detailed in point 6 of this document). The Global Focus List should also include all current Premium Partners, even though AIESEC International may not choose to focus on expanding them during that term. It should also include all points covered in point 3.1 of this document. 3.3.2 The Global Portfolio AIESEC International is encouraged to circulate to the network the Global Portfolio each year, including the AIESEC International GEPs and GEAPs and their prices for the term. This should be circulated at the latest 30 days after the end of the annual International Congress. If AIESEC International does not circulate the Global Portfolio, they are expressing that they do not wish for the Member Entities to sell GEPs and GEAPs managed by AIESEC International. 3.4 Communication Processes The following processes outline the standard behaviors and action steps that should be adopted by the parties depending on the scenario. 3.4.1 Engaging with an organisation listed in the Global Focus List Any Member Entity wanting to work with, or contacted by, an organisation listed in the Global Focus List, must: Before initiating any contact with the organisation, receive written approval from the AIESEC International account manager, stating that this Member Entity has the authorization to engage with this organisation. The AIESEC International account manager must respond within 7 working days of receiving the Member Entityâ&#x20AC;&#x2122;s request. If the AIESEC International account manager responds that the Member Entity should not approach the organisation, they must provide explanations as to why not. In the case where the Member Entity was contacted by the organisation; the Member Entity must refer AIESEC International to the organisation so that AIESEC International can take up the conversation from then onwards. If the AIESEC International account manager gives approval for the Member Entity to engage with the organisation, AIESEC International and the Member Entity must define together whether they will approach the organisation jointly using the Co-Sales, Up-Scale or Expansion Sales process, respectively defined in point 6 of this document, or whether the Member Entity will approach the organisation on their own using the usual Member Entity sales approach. If the AIESEC International account manager does not respond within 7 working days, the Member Entity can proceed with contacting the organisation using the usual Member Entity sales approach. 3.4.2 Engaging with an organisation listed in an Entity Focus List 3.4.2.1 Between Member Entities Any Member Entity X wanting to work with, or contacted by, an organisation listed in another Member Entityâ&#x20AC;&#x2122;s Entity Focus List, must: Before initiating any contact with the organisation, inform (without need of approval) the Member Entity/ies that have listed the organisation in their Entity Focus List, of their intention to approach said organisation and give an overview of the current situation. The Member Entity X and Member Entity/ies that have listed the organisation in their Entity Focus List are encouraged to share their experience with the organisation to date and keep each other updated with the progress of the partnership in their respective entities. 3.4.2.2 Between AIESEC International and a Member Entity When AIESEC International wants to work with, or is contacted by, an organisation listed in an Entity Focus List, that is not a Premium Partner, and whose key contact is based in territory Y, AIESEC International must:

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Before initiating any contact with the organisation, inform the Member Entity/ies that have listed the organisation in their Entity Focus List, of who AIESEC International intends to interact with within the organisation and of what the current situation is. Invite the Member Entity of territory Y to join AIESEC International in the co-sales or up-scale process (Defined in this document in points 6.1 and 6.2 respectively). AIESEC International does not need to wait for a response from Member Entity Y to proceed, however AIESEC International, cannot sell, virtually or physically, in Member Entity Y’s territory without informing them of the intention to do so and without informing of which partner they’re approaching. If the Member Entity Y does not reply within 7 working days regarding joining in the co-sale or up-scale process (Defined in this document in points 6.1 and 6.2 respectively), then AIESEC International shall consider that Member Entity Y has chosen to leave AIESEC International to proceed with the organisation on their own. 4.

Defining Products & Partnerships

4.1 Differentiating Partnerships 4.1.1 Premium Partner Definition Are recognized as Premium Partners, all organisations that sign a contract with AIESEC International to acquire GEPs or GEAPs (defined in point 4.2.2 of this document) with scope at the global and/or entity level. An Organisation will be recognized as a Premium Partner for as long as the contract with AIESEC International lasts. A Memorandum of Understanding (MoU) must be signed between AIESEC International and the Member Entity/ies in which the Premium Partnership is to be delivered, in order to agree on: the duration of the agreement, delivery minimums, responsibilities and revenue share, payment duties any other matters necessary to respond to the Premium Partner’s requests.

4.1.2 Entity Partner Definition Are recognized as an Entity Partner, all organisations that sign a contract with a Member Entity to acquire GEPs or GEAPs (defined in point 4.2.2 of this document) with scope at the entity level. An Organisation will be recognized as an Entity Partner for as long as the contract with the Member Entity lasts. An Entity Partner can take global GEPs and/or GEAPs without becoming a Premium Partner through the ExpansionSales process explained in point 6.3 of this document. An Entity Partner can become a Premium Partner through the Up-Scaling process detailed in point 6.2 of this document. If a Partnership is created across more than one Member Entity, without the involvement of AIESEC International, then a Memorandum of Understanding (MoU) must be signed by the Member Entities in question, to agree on: the duration of the agreement, delivery minimums, responsibilities and revenue share, payment duties any other matters necessary to respond to the Partner’s requests.

4.2 Differentiating Products 4.2.1 The purpose of having Products Products represent the services delivered by Entities (both AIESEC International and Member Entities) to Premium and Entity Partners in order to achieve AIESEC’s vision by driving exchange and raising funds for activities that increase AIESEC’s impact at the Global and Entity level. Products are the basis around which partnerships between AIESEC and external organisations are established. 4.2.2 Product Definition AIESEC’s current products are, but are not limited to, those listed below: 4.2.2.1 Global Exchange Products (GEPs)– These products directly relate to AIESEC’s Global Internship Programme (GIP) (including the Global Entrepreneurs sub-product) and Global Community Development Programme (GCDP). GEPs can be taken by both Premium Partners and Entity Partners. 4.2.2.2 Global Exchange Amplifiers Products (GEAPs) – These are products that increase the appeal, exposure and value of AIESEC’s GEPs. They often include partner Brand Positioning exposure. Such

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exposure can be achieved during, but is not limited to, Plenary Spaces in conferences (further detailed in point 4.2.3.2 of this document). GEAPs can be taken by both Premium Partners and Entity Partners. Entities interested in selling GEAPs other than the Plenary Space product with AIESEC International or a Member Entity are welcome to approach the concerned party to negotiate which activities will be sold, at which prices and how revenue will be split. 4.2.3 Product Delivery Standards 4.2.3.1 For GEPs All entities involved in the delivery of GEPs should fulfill the responsibilities and standards outlined in the Global Compendium_Exhibit X_ Exchange_Programme Policies (XPP) 4.2.3.2 For GEAPs Plenary Space: GEAPs are not limited to the delivery of the Plenary Space product, however, all entities involved in the sales and delivery of the Plenary Spaces Product should fulfill the requirements outlined below: Allocate a minimum of 30 minutes for the duration of a Plenary Space. Ensure the Plenary Space will be delivered to 100% of the Delegates attending the conference or event Guide & support the partner with the creation of the content and review the final version before the Plenary Space is delivered to ensure alignment between the partner and the Entity who is hosting the conference. Create a Partner Engagement Plan that provides the partner with an experience greater than the simple delivery of the Plenary Space and that ensures they will truly engage with the AIESEC network during the conference or event. An agenda detailing the Partnerâ&#x20AC;&#x2122;s experience during the conference or event should be sent to the partner at least 7 days before the start of the conference or event. Provide the right information to the partner minimum 1 month before about the venue, the number of delegates and their profiles, the agenda and the wished content. Collect feedback about the space delivered by the partner from all delegates and communicate the output of the feedback to the partner. Create a report for the partner, showcasing the outcome of their participation in the conference or event. Delivery standards for GEAPs that are not defined in this document will be defined between the entities involved by using an MoU. â&#x2014;?

4.2.4 Delivery Responsibilities 4.2.4.1 For GEPs 4.2.4.1.1 When AIESEC International is Involved: The table below outlines the list of internal responsibilities that must be fulfilled by each entity as part of the delivery of GEPs. Open

In progress

Approved

- Account management - EXPA management - Define JD - S&S (4,5,6) - Promotion & sources

- Notify MC/LC - Shortlisting

- Notify MC/LC - MA on EXPA (GC or AI)

MC & LC

- Open the opportunity on EXPA - Track Standards - Pre Visa Review

Shortlisting

- Track VISA / Work permit - Buddy Assignment - Follow up JD - S&S (9,10,11)

1. 2. 3. 4. 5. 6. 7. 8.

Visa and work permit (HOST) Arrival pickup (HOST) Departure support (HOST) Job description (HOST) Duration (HOST) Working Hours (HOST) First day of work (HOST) Ind. respon. & goals (HOST)

Realized

Completed

Keep contact details

- RE on EXPA - S&S (1,2,3,7, 8,12,13,14,15)

- NPS reminder - Reintegration (Recommended)

9. Insurance (HOME) 10. Accommodation (HOST) 11. Basic living costs (HOST) 12. AIESEC Purpose (HOME) 13. Expectation setting (HOME) 14. Preparation (HOME) 15. Leadership development spaces (HOST) 16. Leadership development spaces (HOME)

*Please refer to the responsibilities and standards outlined in the Global Compendium_Exhibit X_ Exchange_Programme Policies (XPP) H_Global ER Principles

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The table below outlines the different services that are provided to the partner as part of the delivery of GEPs. The responsibility share of each service category is as follows:

Model Type

Global Promotion & Key Account Management Fee

Talent Shortlisting, Selection and Approved Fee

Delivery & Sub Account Management Fee

Model A:

Model B: AI Model C

AI & MC

The decision to use Model A, B or C will depend on either the wishes of the partner, and/or on the agreement made between AIESEC International and the Member Entity/ies involved. Revenue share will be allocated in accordance to the responsibility share model used. 4.2.4.1.2 When AIESEC International is not involved: Responsibility share to deliver a GEP when two or more Member Entities are involved, will be agreed on between the Member Entities involved. The details of the agreement should be expressed in a MoU between the entities, as explained above.

4.2.4.2 For GEAP 4.2.4.2.1 For the Plenary Space product: A Member Entity is the final responsible for ensuring the entire delivery of all GEAPs that have scope within said Member Entity’s territory. AIESEC International is the final responsible for ensuring the entire delivery of all GEAPs that have regional and global scope across any Member Entity’s/ies’ territory. However, when both entities are involved with the partner, they are encouraged to support the final responsible with the delivery process. 4.2.4.2.2 For other GEAPs Delivery responsibility share for GEAPs that are not defined in this document will be defined between the entities involved. 5. Pricing & Revenue Share

The pricing for GEPs and GEAPs with scope at the global level are defined and managed by AIESEC International on behalf of the global plenary, and are published in the Global Portfolio. The prices published in the Global Portfolio plus those listed in this document in points 5.1.2.1; 5.1.3.1 and 5.1.5.1 represent the ‘Global Prices’. All the products mentioned in this document will be sold using Global Prices. 5.1 Pricing Tiers Entities are allocated into different pricing tiers based on market prices and delivery costs in order to be able to maximize sales taking into consideration different markets. 5.1.1 Changing an Entity’s Pricing Tier Any entity can choose to change tiers either on the recommendation of AIESEC International or based on their own decision to do so. Any changes to the tier structure, be it entity allocation across the tiers or changes regarding the price range of each tier can only be made during each physical ILM (International Legislation Meeting) every year. Changes are applicable immediately after having been legislated, however contracts signed before the changes must be respected for their full duration and price changes will only apply when the contract is updated or resigned.

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5.1.2 GEP: GIP 5.1.2.1 Pricing

Tier

Total Cost per trainee

Global Promotion & Key Account Management Fee

Talent Shortlisting, Selection and Approved Fee

Delivery & Sub Account Management Fee

AIESEC Countries & Territories

€ 4,400

€ 400

€ 1,000

€ 3,000

Denmark, USA.

€ 3,900

€ 400

€ 1,000

€ 2,500

United Kingdom, Iceland

€ 3,100

€ 400

€ 1,000

€ 1,700

Australia, Finland, Switzerland

€ 2,700

€ 400

€ 1,000

€ 1,300

Austria, Belgium, Canada, Colombia, France, Germany, Hong Kong, Ireland, Malaysia, The Netherlands, UAE.

€ 2,200

€ 300

€ 900

€ 1,000

Italy, Korea, Malta, New Zealand, Portugal, Russia, Taiwan, Japan, Singapore

€ 1,800

€ 200

€ 800

Azerbaijan, Bahrain, Brazil, Costa Rica, Croatia, Czech Republic, Estonia, Greece, Hungary, Latvia, Lithuania, Mainland of China, Oman, Panama, Poland, Slovakia, South Africa, Spain.

€ 1,500

€ 200

€ 800

€ 500

Algeria, Argentina, Armenia, Bosnia & Herzegovina, Botswana, Bulgaria, Chile, Dominican Republic, Egypt, El Salvador, Gabon, Ghana, Guatemala, Iran, Jordan, Kazakhstan, Lebanon, Mauritius, Mexico, Mongolia, Morocco, Mozambique, Nigeria, Peru, Puerto Rico, Republic of Macedonia, Romania, Slovenia, Tajikistan, Thailand, Tunisia, Turkey, Ukraine, Uruguay, Venezuela

€ 1,000

€ 100

€ 600

€ 300

Afghanistan, Benin, Bolivia, Burkina Faso, Cambodia, Cameroon, Cote d’Ivoire, Ecuador, Ethiopia, Georgia, India, Indonesia, Kenya, Kyrgyzstan, Laos, Liberia, Moldova, Nicaragua, Pakistan, Paraguay, Rwanda, Senegal, Sri Lanka, Tanzania, The Philippines, Togo, Uganda, Vietnam

●

Norway,

Qatar,

Sweden,

Global Promotion & Key Account Management Fee definition: Services which are always delivered by AIESEC International. These include but are not limited to the access to the global AIESEC exchange platform, a promotion space within that platform and extra promotion activities organized by AIESEC International. They also refer to the work invested by AIESEC International in terms of Managing the Account globally. Talent Shortlisting, Selection & Approved Fee definition: This includes but is not limited to the services delivered as part of shortlisting candidates; from the selection process (i.e. interviews) to connecting relevant candidates to the organisation. Delivery Fee & Sub Account Management Fee definition: Services which are always delivered by a Member or Local Entity to ensure the right standards and satisfaction of an exchange experience and to facilitate the leadership development we aim to achieve. They also refer to the work invested by the Member or Local Entity in terms of Managing the Account locally. All entities involved (home and host entities) in the delivery of GEPs should fulfill the responsibilities and standards outlined in the Global Compendium_Exhibit X_ Exchange Programme Policies (XPP).

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●

5.1.2.2 Revenue Sharing Model The Global Promotion & Key Account Management fee will always be allocated to AIESEC International at the exception of when the cross-sales process is used, where the concerned parties will agree on the prices used and the revenue share allocation, (detailed in point 6.4 of this document). The Delivery & Sub Account Management fee, will always be allocated to the Member or Local Entity delivering the product, under the condition that all the minimum standards of delivery, defined in point 4.2.4.1 of this document, are met. The Talent Shortlisting, Selection & Approved fee revenue sharing model will be agreed between the parties according to who will be the final responsible for the activities that make up the fee*

Model Type

Talent Shortlisting, Selection and Approved Fee

Global Promotion & Key Account Management Fee

Delivery & Sub Account Management Fee

Model A

Model B

Model C

AI & MC*

5.1.3 GEP: GE (Global Entrepreneurs) 5.1.3.1 Pricing Tier

Total Cost per trainee

Global Promotion & Key Account Management Fee

Talent Shortlisting, Selection and Approved Fee

Delivery & Sub Account Management Fee

AIESEC Countries & Territories

€ 1,760

€ 160

€ 400

€ 1,200

Denmark, , Iceland, Norway, Qatar, Sweden, USA

€ 1,560

€ 160

€ 400

€ 1,000

United Kingdom

€1,240

€ 160

€ 400

€680

Australia, Finland, Switzerland,

€1,080

€160

€400

€520

Austria, Belgium, Canada, Colombia, France, Germany, Hong Kong, Ireland, Malaysia, The Netherlands, UAE.

€ 880

€120

€360

€400

Greece, Italy, Korea, Malta, New Zealand, Portugal, Russia, Taiwan, Japan, Singapore

€ 320

Azerbaijan, Bahrain, Brazil, Costa Rica, Croatia, Czech Republic, Estonia, Hungary, Latvia, Lithuania, Mainland of China, Oman, Panama, Poland, Slovakia, South Africa, Spain.

€ 200

€120

€720 3

€320

€600 4

€80

€320

€ 400

●

€40

€240

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●

space within that platform and extra promotion activities organized by AIESEC International. They also refer to the work invested by AIESEC International in terms of Managing the Account globally. Talent Shortlisting, Selection & Approved Fee definition: This includes but is not limited to the services delivered as part of shortlisting candidates, from the selection process (i.e. interviews) to connecting relevant candidates to the organisation. Delivery Fee & sub account management Fee definition: Services which are always delivered by a Member or Local Entity to ensure the right standards and satisfaction of an exchange experience and to facilitate the leadership development we aim to achieve. They also refer to the work invested by the Member or Local Entity in terms of Managing the Account locally. All entities involved (home and host entities) in the delivery of GEP should fulfill the responsibilities and standards outlined in the Global Compendium_Exhibit X_ Exchange Programme Policies (XPP). 5.1.3.2 Revenue Sharing Model ● The Global Promotion & Key Account Management fee will always be allocated to AIESEC International at the exception of when the cross sales process is used, where the concerned parties will agree on the prices used and the revenue share allocation, (detailed in point 6.4 of this document). ● The Delivery & Sub Account Management fee, will always be allocated to the Member or Local Entity delivering the product, under the condition that all the minimum standards of delivery, defined in point 4.2.4.1 of this document, are met. ● The Talent Shortlisting, Selection & Approved fee revenue sharing model will be agreed between the parties according to who will be the final responsible for the activities that make up the fee*

Model Type

Global Promotion & Key Account Management Fee

Talent Shortlisting, Selection and Approved Fee

Delivery & Sub Account Management Fee

Model A

Model B

Model C

AI & MC*

5.1.4. GEP: GCDP Prices for GEP: GCDP products are not defined in this document, they are to be defined between the entities involved who are responsible for negotiate which activities will be sold, at which price and how revenue and responsibilities will be split. 5.1.5 GEAPs: Plenary Spaces 5.1.5.1 Pricing Tier

Total Cost per Plenary Session

AIESEC Countries & Territories

€ 4,400

Denmark, Norway, Qatar, United Kingdom, Sweden, USA.

€ 3,100

Australia, Finland, Switzerland

€ 2,700

Austria, Belgium, Canada, France, Germany, Hong Kong, Iceland, Ireland, The Netherlands, UAE.

€ 2,200

Greece, Italy, Korea, Malaysia, Malta, New Zealand, Portugal, Russia, Taiwan, Japan, Singapore

€ 1,800

Azerbaijan, Bahrain, Brazil, Colombia, Costa Rica, Croatia, Czech Republic, Estonia, Hungary, Latvia, Lithuania, Mainland of China, Oman, Panama, Poland, Slovakia, South Africa, Spain.

€ 1,500

€ 1,000

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5.1.5.2 Revenue Sharing Model Revenues will be shared according to the Global ER Principles Sales Model outlined in Point 6 of this document. 5.1.6 GEAPs: Others If a GEAP other than a Plenary Space is sold, AIESEC International and the Member Entity must define the prices and revenue share together depending on the situation. 6. Global ER Principles Sales Models

6.1 Co-Selling Sales Model 6.1.1 Definition Co-sales take place in the case where AIESEC International and a Member Entity identify a joint prospect, present in the territory of the said Member Entity, and choose to attend meetings together (virtually or physically), in order to explore the possibility of establishing a partnership between the prospect and AIESEC by selling GEPs and/or GEAPs. 6.1.2 Sales Process 1. AIESEC International plans on making a visit to the Member Entity’s market, or wants to book virtual meetings, with representatives of organisations whose main office is in the Member Entity’s market, to drive GEP or GEAP sales, Or the Member Entity identifies a prospect which they think has potential to become a Premium Partner, or identifies a prospect they would like to approach which is listed on AIESEC International’s Global Focus List. 2. AIESEC International must notify the Member Entity in question of the dates of the visit or the virtual meeting and share with them the list of prospects they have the intention of approaching during the visit or the planned virtual meetings, Or the Member Entity must contact AIESEC International and ask them whether or not they can approach this prospect. 3. AIESEC International and the Member Entity must ask each other and agree on whether they have interest in coselling to the partners in question. 4. AIESEC International and the Member Entity must define who will approach the prospect based on who has the warmest lead. 5. AIESEC International and the Member Entity will work together to define and co-create the strategy to approach the prospect, as well as, design together the presentation delivered during the co-sales meeting and follow up. Both Entity and Global Prices & Portfolios should be presented during the co-sales meeting.

6.1.3 Revenue Sharing Model In the case where the outcome of the Co-sales process results in an Entity Partnership, where the partner takes GEPs or GEAPs in the said Member Entity’s territory only; the Member Entity is then responsible for the entire

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delivery process of the products sold and Entity Prices shall be applied; no revenue share between the Member Entity and AIESEC International shall occur. In the case where the outcome of the Co-sales process results in a Premium Partnership, where the partner does not take GEPs or GEAPs in the said Member Entity’s territory, then AIESEC International is responsible for ensuring the entire delivery process of the products sold and Global Prices shall be applied; no revenue share between AIESEC International and the Member Entity shall occur. In the case where the outcome of the Co-sales process results in a Premium Partnership, where the partner takes GEPs or GEAPs in the said Member Entity’s territory, Global Prices shall be used and the following processes and revenue share allocations shall be applied: For GEPs: The usual revenue share for the delivery of the GEPs shall be applied as outlined in Point 5.1.2.2 and 5.1.3.2 of this document. For GEAPs: Revenue share will depend on who generated the lead and booked the meeting as well as on who is delivering the product:

Model Type % of Total Revenue Share

Entity finding the lead and Booking the meeting

Entity delivering on the GEP Amplifier

10%

90%

6.2 Up-Scaling Sales Model 6.2.1 Definition The up-scaling of a partnership takes place when a Member Entity decides to sell to a current Entity Partner with AIESEC International, the opportunity to become a Premium Partner taking any of the GEPs or GEAPs at a global scale. Up-scaling an Entity Partner to become a Premium Partner does not cancel the existing Entity Partnership contract; the initial contract must continue until its termination date. Once the initial Entity Partner contract has ended, the Premium Partnership contract(s) should be the sole contract(s) used between the Partner and AIESEC. The Member Entity and AIESEC International must ensure that the up-scaling process does not negatively affect the existing Entity Partnership.

2. 3. 4.

6.2.2 Sales Process The Member Entity will approach AIESEC International to inform them of their interest in up-scaling a current partnership from Entity Partner to Premium Partner or AIESEC International will approach the Member Entity with a suggestion to up-scale one of their Entity Partners to become a Premium Partner. The Member Entity will work with AIESEC International to define and co-create a proposal to be presented to the Entity Partner. The Member Entity will introduce AIESEC International in order to schedule a virtual or physical meeting with the company where the global portfolio will be introduced. The Member Entity and AIESEC International will go together to the up-scaling meeting, where new opportunities will be presented to the partner and both will be responsible for the follow-up.

6.2.3 Revenue Sharing Model 6.2.3.1 Up-scaling Significant Entity Partners 6.2.3.1.1 Definition Significant Member Entity Partners, are defined as the top 5 Entity Partners that bring the largest amounts of revenue within one entity. During the up-scaling process, when an Entity Partner is significant, the AIESEC Entity has the option to continue being one of the account managers with AIESEC International within their territory. This means that the Member Entity will oversee and run all the activities to do with this newly up-scaled partner in their territory.

6.2.3.1.2 Delivery Process and Responsibilities All the GEPs or GEAPs raised to be delivered in the Member Entity’s territory who up-scaled the partnership will be delivered by that Member Entity and/ or AIESEC International depending on the responsibility share model used (see points 4.2.4.1 and 4.2.4.2 of this document). All the GEPs or GEAPs raised in other Member Entity for that partner will be delivered by AIESEC International and those other Member Entities.

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6.2.3.1.3 Revenue Sharing Model GEPs: Global Prices must apply as according to point 5.1 of this document. GEAPs: Global Prices (detailed in point 5.1.5.1 of this document) and the following revenue share structure must apply:

Model Type* % of Total Revenue Share

10%

30%

Entity Delivering the GEAP 55%

6.2.3.2 Up-scaling Non-Significant Entity Partners 6.2.3.2.1 Definition Non-Significant Entity Partners, are defined as all partners that do not meet the the significant Entity Partner criteria detailed in point 6.2.3.1 of this document. During the up-scaling process, AIESEC International will become the sole Account Manager for the partnership. 6.2.3.2.2 Delivery Process and Responsibilities All the GEPs or GEAPs raised to be delivered in the Member Entity’s territory who up-scaled the partnership will be delivered by that Member Entity and/ or AIESEC International depending on the responsibility share model used (see points 4.2.4.1 and 4.2.4.2 of this document). All the GEPs or GEAPs raised in other Member Entity for that partner will be delivered by AIESEC International and those other Member Entities. 6.2.3.2.3 Revenue Sharing Model GEPs: Global Prices must apply as according to point 5.1 of this document. GEAPs: Global Prices (detailed in point 5.1.5.1 of this document) and the following revenue share structure must apply:

% of Total Revenue Share

Key Account Management (AI)

This revenue model will apply for the first 12 months after the premium partnership is signed and will concern GEP Amplifier products delivered in Entities other than the up-scaling entity. It represents a percentage of the total financial revenue brought by the GEP Amplifier product. If the soon-to-be Premium Partner requests it and if the Member Entity and AIESEC International agree; the new premium partner can choose to keep the original Entity’s prices just for the Member Entity who upscaled the partnership. However global prices will be used for products in all other Entities. For GEAPs delivered in the up-scaling entity no revenue share shall apply.

Model Type*

Entity up-scaling the partnership

Key Account Management (AI)

35%

Entity Delivering the GEP Amplifier 60%

This revenue model will apply for the first 12 months after the premium partnership is signed and will concern GEAPs delivered in Entities other than the up-scaling entity. It represents a percentage of the total financial revenue brought by the GEAP. If the soon-to-be Premium Partner requests it and if the Member Entity and AIESEC International agree; the new premium partner can choose to keep the original Entity’s prices just for the Member Entity who upscaled the partnership. However global prices will be used for products in all other Entities. For GEAPs delivered in the up-scaling entity no revenue share shall apply.

6.3 Expansion Sales Model 6.3.1 Expansion Sales I 6.3.1.1 Definition Expansion Sales I take place when a Member Entity sells, to their Entity Partner, a GEAP with scope at the global level and when this Entity Partner is not interested in becoming a Premium Partner. In the case where a Member Entity wishes to expand GEPs to another Entity or to the global scale through AIESEC

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1. 2. 3.

4. 5. 6.

International, this corresponds to the processes of Cross-Sales and Up-scales respectively (defined in points 6.4 and 6.2 of this document). Expansion Sales I happen in order to allow Entity Partners to access one-off opportunities of taking a GEP Amplifier product at the global scale. Entity Partners can only be offered 2 GEAPs using the Expansion Sales I process per term; if they wish to take more GEAPs at the global scale after that, they will need to upscale to become a Premium Partner. Expansion Sales I do not require a contract to be signed between the Entity Partner and AIESEC International; the Member Entity managing the partner will continue issuing and managing the contract with that partner. 6.3.1.2 Sales process The Member Entity will approach AIESEC International to inform them of their interest in selling a GEAP delivered at the global scale to a current Entity Partner. The Member Entity will create a proposal to be presented to the Entity Partner, after having received approval and relevant information from AIESEC International. The Member Entity will approach the Entity Partner to sell the GEAP and will inform AIESEC International of the output of the meeting. AIESEC Internationalâ&#x20AC;&#x2122;s involvement in this step is optional and to be agreed between the two parties. The Member Entity will sign the agreement with the Entity Partner, after having received approval from AIESEC International regarding the conditions set in the agreement. Once the agreement with the Entity Partner is signed, an MoU between AIESEC International and the Member Entity will be signed to define responsibility share during the delivery of the product. AIESEC International will not become an account manager for this partner. 6.3.1.3 Revenue Sharing Model For GEAPs: Global Prices, found in the Global Portfolio defined in point 3.3.2 of this document, must be applied and the following revenue share model must be used:

Model Type* % of Total Revenue Share

Entity expanding and managing the partnership

Entity Delivering the GEP Amplifier

30%

70%

This revenue model will be applied to the single sales of GEAPs with scope at the global level to Entity delivered in Entities other than the up-scaling entity. It represents a percentage of the total financial revenue brought by the GEAPs.

6.3.2 Expansion Sales II 6.3.2.1 Definition Expansion Sales II take place when AIESEC International sells, to a current Premium Partner, GEPs or GEAPs in Entities in which that partner previously didnâ&#x20AC;&#x2122;t have any operations. Expansions Sales II operate as part of the Premium Partner contract and use global prices. AIESEC International remains the key account manager. 6.3.2.2 Sales Process After finding an opportunity for a specific Member Entity, AIESEC International will contact the Member Entity to inform them about it. 2. The Member Entity has the right to accept or not to deliver the proposed opportunity. 3. If the Member Entity accepts to deliver on the opportunity, AIESEC International and the Member Entity will work together to co-create the final proposal and will both follow up on the opportunity. 4. AIESEC International will sign the agreement with the Premium Partner if needed. Once the agreement with the Premium Partner is signed, an MoU between AIESEC International and the Member Entity will be signed to define responsibility share during the delivery of the product. 5. AIESEC International will remain the key account manager for this partner, and the Member Entity may become a sub account manager if required. 1.

6.3.2.3 Revenue Sharing Model GEPs: Global Prices must apply as according to point 5.1 of this document. GEAPs: Global Prices (detailed in point 5.1.5.1 of this document) and the following revenue share structure must apply:

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Model Type* % of Total Revenue Share

Entity expanding and managing the partnership

Entity Delivering the GEAP

30%

70%

6.4 Cross-Selling Sales Model 6.4.1 Definition A Cross-selling process takes place when a Member Entity X, capitalizing on its network, sells or provides a referral* that results in a partnership of GEPs or GEAPs for a Member Entity Y. There are different scenarios to be taken into account in the cross-sales process. Cross-sales can occur with either new or current partners of Member Entity X. *A referral is worthy only if the following criteria is provided by Member Entity X: Name of a key contact Role of this contact Email of this contact Official introduction via a recommendation letter, internal email introduction or meeting invitation 6.4.2 Sales Process 6.4.2.1 Scenario A 6.4.2.1.1 Definition Member Entity X: Provides a referral to Member Entity Y without being involved in the sales process. Member Entity Y: Receives the referral, sells and deliver the GEP(s) or GEAP(s) sold. 6.4.2.1.2 Delivery process and responsibilities 1. Member Entity X’s Entity Partner Contacts Member Entity X and shows an interest for the market of the Member Entity Y OR the Member Entity X identifies an opportunity for Member Entity Y’s market OR Member Entity Y asks Member Entity X for a specific referral. 2. The Member Entity X initiates the contact between the Partner and Member Entity Y. Revenue Share will also be defined by the two entities at this stage. 3. The Member Entity Y will follow up, sell and sign a Member Entity contract with the Partner and deliver 100% of the products. 6.4.2.1.3 Revenue Sharing Model GEP: Member Entity Y’s Prices must apply. GEP Amplifiers: Member Entity Y’s Prices must apply The revenue share structure must be defined by the two concerned entities.

6.4.2.2 Scenario B 6.4.2.2.1 Definition Member Entity X: Provides a referral to Member Entity Y and is involved in the sales process. Member Entity Y: Receives the referral, co-sells and delivers the GEPs or GEAPs sold 6.4.2.2.2 Delivery process and responsibilities 1. Member Entity X’s Entity Partner Contacts Member Entity X and shows an interest for the market of Member Entity Y OR the Member Entity X identifies an opportunity for Member Entity Y’s market OR Member Entity Y asks Member Entity X for a specific referral. 2. Member Entity X needs to have an alignment meeting with Member Entity Y to provide information about Entity X’s Partner and to co-create the final proposal and sales strategy. Revenue Share will also be defined by the two entities at this stage. 3. Member Entity X initiates the contact between the Partner and Member Entity Y. 4. Both Member entities are encouraged to participate in the sales process be it virtually or through physical meetings. 5. Member Entity Y will follow up and sign a Member Entity contract with the Entity Partner. 6. Member Entity Y delivers 100% of the products. 6.4.2.2.3 Revenue Sharing Model GEP: Member Entity Y’s Prices must apply. GEP Amplifiers: Member Entity Y’s Prices must apply.

The revenue share structure must be defined by the two concerned entities.

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7. GLOSSARY

3. 4. 5. 6. 7.

8. 9. 10. 11. 12.

13. 14. 15. 16. 17. 18. 19. 20. 21.

Cross-Selling (6.4): Cross-selling means that a Member Entity X, capitalizing on its network, is helping the Member Entity Y to create a partnership with an organisation. It can be a current reliable partner of Entity X or a totally new partner. Co-Selling (6.1): Co-sales take place in the case where AIESEC International and a Member Entity identify a joint prospect, present in the territory of the said Member Entity, and choose to attend meetings together (virtually or physically), in order to explore the possibility of establishing a partnership between the prospect and AIESEC by selling GEPs and/or GEAPs. Entity Conference List (3.2.2): The Entity Conference List refers to the list of conferences held by a Member Entity in one term submitted to AIESEC International. Entity Partner (4.1.2): Are recognized as Entity Partners all those organisations that sign a contract with a Member Entity to acquire entity’s GEPs or GEAPs. Entity Partnership: Partnership established with an organisation that only takes GEPs or/and GEAPs at the entity level. Entity Focus List (3.2.1): The Entity Focus List refers to the list of current Entity Partner and Top Leads a Member Entity has. Expansion Sales I (6.3.1): Expansion sales take place when a Member Entity sells, to an organisation which is not a current Premium Partner, a GEAP delivered by AIESEC International and when this organisation does not wish to become Premium Partner. Expansion Sales II (6.3.1): Expansion sales take place when AIESEC International sells, to a current Premium Partner, GEPs or GEAPs in Entities in which that partner previously didn’t have any operations. Focus List: They are two types of Focus Lists: the Global Focus List and the Entity Focus List. Global Entrepreneurs (GE): This is one of the sub product of the Global Internship Programme. Global Exchange Products (GEP) (4.2.2.1): They are AIESEC’s Global Internship Programme (including the Global Entrepreneurs sub-product) and Global Community Development Programme. Global Exchange Amplifiers Products (GEPA) (4.2.2.2): These are the products that increase the appeal, exposure and value of AIESEC’s GEPs and include partner Brand Positioning exposure. For example, Plenary Spaces in a conference. Global Focus List (3.3.1): The Global Focus List refers to the list of organisations AIESEC International has the intention of focusing on during the term plus the current Premium Partners. Global Portfolio (3.3.2): The Global Portfolio refers to the list of the GEPs and GEAPs that AIESEC International is wanting to sell at the global level during that term and their prices. Local Entity(ies): Local Entity are all the local full member offices in a Member Entity (LCs) Member Entity(ies): Member Entities are all the full member, contracted Units and Entities in Debt who can run AIESEC activities. Expansion Initiatives (officially endorsed by AIESEC International) are only allowed to gather information to support a feasibility study Plenary Space (4.2.3.2): Space within an AIESEC conference agenda in which Premium or Entity Partners can interact and engage with AIESEC members for minimum 30 minutes. Premium Partner (4.1.1): An organisation who signs a contract with AIESEC International acquiring global or entity level GEPs or GEAPs. Revenue Sharing: Amount of money shared between two or more Entities involved in the sales and/or delivery of GEPs or GEAPs. Up-Scaling (6.2): Up-scaling is a sales model that happens when a Member Entity decides to sell to a current Entity Partner with AIESEC International the opportunity to become a Premium Partner and have access to any of the global products.

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