Giant Slalom V2 The VIP Incentive

GS2 – the 2 nd Annual Palo Alto Networks Incentive – Accommodation update – Benefits – Resellers registration status – DRIVE registration process – New materials Giant Slalom 2

3 Day Ski Trip Accomodation updates: Ischgl, Austria Hotel Solaria March 19 th -22 nd 2014 All Expenses Paid – Accommodation/Flight/Transfer/Ski Package!

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

Region/Country Company selected by PAN Resellers preregistered Resellers activating accessing DRIVE Forms submitted DACH* (using a separated form) UK84 00 France Southern Europe ** Nordics ***21000 Netherlands/Baltics9000 TOTALS Resellers registration status * Germany, Austria, Switzerland ** Spain, Portugal, Italy *** Sweden, Finland

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!

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€)

Materials available Launch materials 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) New Materials on the marketing portalmarketing portal EDM3 Video - how to submit a form Barinshark video

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

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!