Update Marketing Exclusive Networks Iberia Marbella, September 2013

Agenda DRIVE Situation Iberia Promotion Suggestion of Improvements Next steps / Expectation for next months GIANT SLALOM V2 – Update Country marketing plan until the end of the year 3 main activities 

Situation Iberia Spain 2 active users: Acuntia (2nd) & Unitronics (8th) 18 Pre-registered partners: BT, Grupo ICA, Impala, Indra (not allowed), IECISA, Ingenia, ITS, MDTel, Morse, Nextel, Powernet, S21Sec, Siemens, SCC, Tecnocom, Telefónica, Wellness 8 Drive Promotions, including Giant Slalom V2 5 Approved Meetings 2 Declined Meetings Our goal was… 12 MDs Spain (2+18) 15 Events (7 + 1 pending)

Situation Iberia Portugal 2 active users: Sysvalue (3rd) & Decunify (4th) 10 Pre-registered other main partners: Hardsecure, Regra, Maxiglobal, IDW, Hardsecure, Fast Call, Convex, CPC IS, Connecting, Cilnet 2 Drive Promotions, including Giant Slalom V2 4 Approved Meetings Our goal was… 10 MDs Portugal (2 + 10) 10 Events (4)

Promotion Vendors 8 vendors involved + Giant Slalom V2 Next vendor: Vormetric

Promotion Resellers 1:1 Marketing Plan for Top 20 partners Powerpoint in spanish Folder in spanish Emailing Communication On-line / Banners Social Media Webinars (pending)

Suggestion of improvements EASIER REGISTRATION PROCESS Now the process is a bit confusing for the users: The MD should require access > Corporate Rewards receives > Exclusive Networks approves… … And after the MD has to invite their users!! Or EXN invites MDs one by one but… Sometimes e.mails are received as a spam Most of the times companies MD = User If this people do not receive or pay attention to the e.mail, we can not send the invitation again!! We can not invite users for a company, only the MDs

Suggestion of improvements EXN ADMINISTRATION Manage Users: Now we can’t manage users We do not have direct access to their data, we can not edit… Just see the status and events history!

Suggestion of improvements EXN ADMINISTRATION Drive Campaigns: We can not create campaigns for new vendors No templates or option to duplicate existing ones How allow a vendor to approve meetings? Automated e.mails do not work properly

Suggestion of improvements EASIER PROCESS TO CREATE EVENTS We suggest to be able to create an event before or after it happens No need to confirm the meeting The only condition is to inform us and/or the vendor before the meeting When We, as Admin, click in “Pending Events”, no events appears but we can approve or decline…

Suggestion of improvements EXN ADMINISTRATION Manage Users: Now we can’t manage users We do not have direct access to their data, we can not edit… Just see the status and events history!

Next steps / Expectations for next months >Spain In 2013 we are working with 139 Partners (160) All of them have received information about Drive by e.mail --- STILL PUSHING! Focus on Top 20, who generates almost 80% of our business (Pareto’s Law) --- Some of them has attended 1:1 presentations about Drive Only 2 Active Users: Acuntia (2nd) and Unitronics (8th) who generates 19% of our global business --- Our goal is to have 10 Active Users, increasing from 20 to 30 MDs

Next steps / Expectations for next months > Spain Reseller Business Situation Drive Telefónica Soluciones, S.A.U 12,57% 1:1 Presentation SEPT Pre-registered Acuntia, S.A. 11,10% MD & USER Siemens 7,83% Not allowed SCC 7,81% 1:1 Presentation Pre-registered BT 5,66% Pre-registered FUJITSU 5,46% Not allowed Request to Corporate Rewards Unitronics 3,98% SATEC 3,10% Telecor, S.A. 2,70% 1:1 Presentation SEPT DIDATA 2,52% … Nextel, S.A. 2,02% IECISA 1,94% Brújula 1,75% Impala 1,51% Bull 1,48% Internal problems Grupo I.C.A, S.L 1,46% Indra 1,41% MDTEL 1,32% Arca 1,26% TECNOCOM 1,23% Grupo S21Sec 1,11% HP 1%   80,21% Next steps / Expectations for next months > Spain OUR MAIN GOAL IS TO CONVERT ALL THESE PARTNERS IN GREEN… … And to complete with other smaller and perhaps more active resellers

Next steps / Expectations for next months > Portugal In 2013 we are working with 13 Partners (26) All of them have received information about Drive by e.mail --- STILL PUSHING! Focus on Top 5, who generates almost 88,7% of our business --- All of them has attended 1:1 presentations about Drive Only 2 Active Users Sysvalue (3rd) & Decunify (4th) who generates 20% of our global business --- Our goal is to have 5 Active Users (Compta, IDW, Sysvalue, Decunify & Orbcom)

UPDATE GIANT SLALOM V2 Launched e.mailing during the Summer with no results… MDs/users already pre-registered: 18 Spain and 10 Portugal Our plan is to re-active now: New mailing September, 19th Jesús Sáez (BDM Palo Alto Networks Spain) is dedicated to PAN partners -He will register deals in the name of the partners with their authorization… Otherwise they will not do it  Diogo will do for portuguese partners

Marketing Plan Q3 3 Main Activities Vendors Workshops for Partners Infoblox (September)– Madrid. Just for active Partners Nutanix (October)– Madrid & on-line. Advanced and free training Nutanix (October)- Lisbon. Breakfast Meeting Palo Alto Networks (November) –Wildfire event. Madrid Others (TBC) End User Meetings Joomla Day! with Imperva in Albacete (September) Palo Alto Networks In Lisbon (October) Sophos - TBC (November) FireEye in Madrid (October) Aerohive in Lisbon, Madrid & Barcelona (October, November)

Marketing Plan Q3 3 Main Activities DATACENTER ECOSYSTEM (mix Partners and End Users) Marketing Plan including: Communication: press meeting, cooperations with press, press releases, advertorials… Branding & advertising DataCenter Dynamics & DataCenter Market On-line MK: microsites, newsletters, banners… Social Media Stationery: printed brochure & PDF Goodies Lead generation >MK Automation & TMK Drive Lisbon Seminar (November, 5th)- end users and partners Barcelona Seminar (November, 6th)- end users and partners Madrid Seminar (November, 12th)- end users and partners

Marketing Plan Other activities TradeShows: RedIris (Arbor, Infoblox, Arista and PAN) and asLAN (Zscaler & Aerohive) Seminars co-participated with partners Communication & PR Email Campaigns Regional Promotions Palo Alto Networks Aerohive Networks ProofPoint Advertising

THANK YOU!!