UK Marketing Q2 Marketing Plan

Agenda Marketing Organisation Events Planned Vendor Strategy

Marketing Organisation Caroline Thomas Marketing Director TBH Emerging & Events Mktg Cerri Baker Growth Mktg Jennie Rogers Core Mktg Louise Pedder Mktg Executive Phoenix Fenegan Digital Mktg TBH Marketing Manager Conor McGuinness Demand Creation

UK Marketing Objectives 2013 Continue to develop a strong, resourceful and loyal channel – Trained to vendor specifications (partner program) – Consistent marketing communications to customer base through channel partners Deliver Multi-vendor solution campaigns – Direct to end user – Through the channel Build upon UK market brand awareness – Industry events Develop further our Social Media Engagement – LinkedIn, Twitter (end customer) (partner) – Use #tags to discuss marketing campaigns Ensure Lead Follow Up Process through Netsuite is working Build a Demand Creation Team to be proud of Deliver more campaigns through the channel Continue to use Drive Rewards to deliver additional leads through the channel

VendorAprMayJunJulAugSeptOctNovDec General Events Infosecurity 2013 Technical Dinner Mobile Enterprise Ecosystem Royal Ascot Partner Recruitment Rioja Day Palo Alto Khipu – Network Shop Network Security and Enablement End user Seminar (with Aerohive and Infoblox) Ovation Data Media Seminar InfoCrime End User Seminar Aerohive Jigsaw E7 Education webinar Network Security and Enablement End user Seminar (with Palo Alto and Infoblox) Retail Seminar Appurity – Apple, Aerohive, Mobile Iron Webinar 2013 Events

2013 Events (cont’d) VendorAprMayJunJulAugSeptOctNovDec Fortinet Infosecurity 2013 Partner Event – 8 th May - Glasgow Partner Event – 4 th June – Birmingham 6 th June - London Partner Event – 17 th Sept – Leeds 19 th Sept – London ISP/MSP Event Legal IT Forum IPEXPO IT Security Forum Partner Event 19 th Nov – Leicester 21 st Nov - London Aruba TechXchangeHospitality Event - Ascot Ixia AnuePartner Event SafeNetPartner Event LogRhythmAccumuli Networkshop Synetix Multi Vendor Event ArborJP Day

Q1 Best Idea/Activity Aerohive – Retail Seminar Aerohive/Mobile Iron - Appurity –BYOD Campaign App Attack – has seen lots of clicks – and raised our profile within PAN – however we haven’t seen any leads of the back of it Best Activity – Renew UP/Switch UP – Existing Fortinet customers to upsell on existing Fortinet products &encourage sale of additional Fortinet advanced Tech products

Biggest Challenge Faced Funding – not enough! – None allocated from EXN – We need funds especially for Emerging vendors Multi-vendor competitiveness – Fortinet vs PAN – not wanting to be part of multi- vendor events – Aerohive vs Aruba – who do we use at what time Drive – Vendor approvals can be difficult to get

EVENTS DETAIL

IPExpo Exclusive Networks Zone Exclusive Networks Demo Theatre Sponsored Bar (with – exclusive use for partners)

Infosecurity Europe