Giant Slalom V2 The VIP Incentive

GS2 – the 2 nd Annual Palo Alto Networks Incentive – Very desirable – VIP experience – Easier to Enter & Qualify – Designed to Stimulate Growth Larger Order Placement Exceptional performance 33 Places Available Giant Slalom 2

Benefits to Exclusive Networks Reinforces our Strong Position with PAN More Reasons to Speak to VARS Gets us closer to Premium Partners Improves Loyalty & more Selling ops Low Cost – High Value Unique Opp to Spend 3 days Networking with the Stake Holders Helps to Position and Re-launch

3 Day Ski Trip 3 days skiing at Ischgl, Austria – The Alpine lifestyle-Mecca for winter ski and parties 3 exclusive nights in a luxury hotel All Expenses Paid – Accommodation/Flight/Transfer/Ski Package!

Focus on Increase awareness and Sales of Wildfire Increase Attach rates to c35% – % of deals including WF componet Links with new campaign materials and programme around WF Key Strategic Focus for PAN 2 Places per Region Saved for WF – Biggest deals (>50k€)

Giant Slalom – Special Stages WildFire – 2 top orders per region July’13 to Dec’13 Giant Slalom – Giant Deals Top 2 orders from each region closed from July – December 2013 Giant Slalom – steepest slope.... of growth that is 1 partner from each region with the biggest growth compared to 2012 Giant Slalom – Outstanding Performance 2 places reserved for ‘Outstanding Partners’ Giant Slalom VIP Bonus All the Giant Slalom participants, submitting orders higher than 50k€ on the DRIVE portal, will have a chance to win the VIP Lottery after the closing date 5 chances to win

DRIVE PROMOTION REWARD 150 points = 150 euros!

How to win: Join the Giant Slalom promotion on DRIVE to win! You will receive: – If you are a Company Admin: 1.The official Giant Slalom invitation 2.Your password and username to register your company on DRIVE (if you haven’t registered your company yet) -If you are a Sales representative 1.The official Giant Slalom invitation 2.Your password and username to register your account on DRIVE (if you haven’t registered yet) Competition stage – from July to December – Sales representatives can enter the details of ALL their relevant orders via the form on the DRIVE portal (1 form submitted per order) – First 50 Sales people submitting the forms will earn points on DRIVE (150 points) – The more forms are submitted the more chances you will have to win! SLDIE SUITABLE FOR RESELLERS PRESENTATIIONS DRIVE PROMOTION REWARD 150 points = 150 euros!

Region/Country SPECIAL STAGES GIANT DEALS BIGGER GROWTH OUTSTANDING PERFORMANCE VIP Bonus Draw DACH*221 2 seats across Europe 1 seat UK221 France221 Southern Europe ** 221 Nordics ***221 Netherlands/B altics 221 TOTALS winners regions split * Germany, Austria, Switzerland ** Spain, Portugal, Italy *** Sweden, Finland

Launch Plan July......

Materials available Giant Slalom Logo Campaign overview – PDF GIant Slalom competition - PDF to present resellersGIant Slalom competition - PDF to present resellers template - 1 EDM per MD and 1 EDM per sales individual – EDM1 EDM2EDM1EDM2 DRIVE promotion – submission form Communication plan - including slides for external presentation More materials to come (videos, EDM to send during the next months....) All the materials are in English and available on the Marketing Portal (‘vendors’ folder -> “Palo Alto” subfolder) CAMPAIGN PM - CONTACT (for general information and questions related to the DRIVE promotion) Elsa Cariello

STAGEWHENWHOWHATSEND TO 1. Data collection BY JULY 18 th Product Managers Fill out the spreadsheet or send your file with details of all your sales contacts at the companies in this list Elsa Cariello 2. Creation of the DRIVE accounts By 4 days after receiving contact details DRIVE team Send the users’ passwords to Local EN team Local EN teams (marketing and Product managers based on local agreement) 3. Activation of DRIVE accounts ASAP Local EN teams (marketing or Product managers) Share password with resellers (and make sure the register) MD and sales 4. Official Invitation (EDMs) By July 20 th Marketing managers Send out the EDM –including rules and rewards (translated or in ENG) MD and sales 5. Communications On a regular basis during the campaign Marketing managers Send out the EDM (translated or in ENG) MD and sales Communication plan

Sales Must Submit The Form On Drive To Join The Competition Sales Can Submit Multiple Forms (1 per deal) All The Submitted Forms Will Be Gathered At Group Level. Company Winners Will Be Announced On January Submission form What if the sales or the company is not registered to DRIVE? Got to next slide What if the sales or the company is not registered to DRIVE? Got to next slide What if 2 or+ sales from the same company win? Each company can win 1 seat maximum. The company will have to choose which sales will take the seat What if 2 or+ sales from the same company win? Each company can win 1 seat maximum. The company will have to choose which sales will take the seat

DRIVE Registration plan APPLICABLE ONLY TO MD AND SALES NOT REGISTERED ON DRIVE Product Managers Provide Participants Contacts (First Name, Surname, , Address) DRIVE Team Creates An Account For Each Contact And Send The Password To The Local EN Team Local EN Team Sends The Password To Each User To Complete The Registration How user complete the registration? Once an user receives the password, he must only accept Terms&Conditions in order to access his account and start joining WHATEVER PROMOTION How user complete the registration? Once an user receives the password, he must only accept Terms&Conditions in order to access his account and start joining WHATEVER PROMOTION What type of DRIVE user will be created, company or individual (MD or Sales)? Both! What type of DRIVE user will be created, company or individual (MD or Sales)? Both! Can an individual user register before his company has created an account? YES! YES! YES! Can an individual user register before his company has created an account? YES! YES! YES!

What you Need to do ! Execute Recruitment plan Motivate Participation Create Excitement around the incentive Work with Internal PAN Product Managers Engage Local PAN Mktg, CAMs & RSMs Liaise with winners & Fund Flights.....We are the only VAD they do this with & it is significant investment....

Thank You!