How to Sell AVG! Host: Jeffrey Zinnert, Channel Sales Manager

AVG Confidential Agenda  Who is AVG selling to?  What are you going to sell them?  What’s going to sell it?  What about the competition?  What about price?  Is AVG Free?  Cashing in on Renewals!  AVG’s – EVP

AVG Confidential AVG Target Markets  SMB ( protected computers) –Why? Represents 99% of Businesses in US Price Point Higher = More Profit  Home Consumer (1-10 protected computers) –Why? # of Potential Customers Home users are also business users Source: US Census Bureau

AVG Confidential AVG Product Line  Business Security (SMB) –1 & 2 Years –Anti-Virus & Anti-Spyware OR Internet Security –Network Edition’s – Protection for W, L, FS, TS, Citrix –SBS Edition’s – Protection for W, L, FS, TS, Citrix, ES, SP –File & Server Only Editions –Centralized Administration (AVG ADMIN)  Home Security –1 & 2 Years –AV/AS, AV/AS + Firewall, and Internet Security –Workstations & Laptops Only! –Individual Configuration

AVG Confidential  What are Web Exploits?  1/1000 pages infected  $67.2 billion a year is lost to criminal hackers (FBI)  BBB, NHL, MLB, Alicia Keys, and many many more have been infected!  AVG Web Exploit Prevention Technology –Safe Search, Safe Surf, Web Shield Key Differentiator: Real-Time Web Exploit Prevention

AVG Confidential Key Differentiator: IT ChannelVision | May 22, 2008 Light on System Resources ApplicationAVG Kaspersky Anti-Virus 6 Symantec Norton Anti-Virus 2007 Trend Micro AntiVirus plus AntiSpyware 2007 With Firefox 25%24%13%18% Adobe Photoshop CS25%3%15%5% Microsoft Office 20032%10% 9% Source: PC World Top Antivirus Performers Erik Larkin, PC World Monday, April 23, 2007, 01:00 AM PDT d,130869/article.html

AVG Confidential  Easy to install, easy to configure, easy to deploy!  Management console built for VAR’s Source: Cascadia Labs Key Differentiator: Easy-to-Use

AVG Confidential Other Notables F&B’s  High-speed automatic updates – configurable  Unobtrusive (no pop-ups)  Flexible Licensing Terms (2 Year Standard)  Renewal Discounts

AVG Confidential Keys to the competition  Apples to Apples Product & Feature Comparison  Focus on & Lead with AVG Key Product Differentiators  Apples to Apples Pricing Comparison

AVG Confidential SMB Pricing Comparison  Products were compared based on the following: –1 Year, AV/AS Protection for Workstations, Laptops, & File Servers Protected Computers Product AVG Anti-Virus Network Edition$299.99$619.99$1,029.99$1, Kaspersky BusinessSpace Security$350.00$672.50$1,235.00$2, Trend Micro W-F Business Security Standard$377.50$943.75$1,786.50$3, McAfee Active VirusScan$514.60$1,286.50$2,084.50$4, Symantec Endpoint Protection 11.0$516.00$ $ $

AVG Confidential Education/Government/Non-Profit  Aggressive Pricing –50% - Education (K-12, Colleges) –30% - Government (Local, State, Federal) –30% - Non-Profit (Charity, Churches)  20% Reseller Margin  Discount Application Form

AVG Confidential Is AVG Free?

AVG Confidential Cashing in on Renewals  AVG’s Position on SMB Renewals  Discounts to Customers  Industry Leading Reseller Margins  License Expiration Notification  Order Management  Send Renewal Invoices

AVG Confidential Positioning AVG  AVG’s EVP Brand + Features + Benefits + Differentiators Price End-User Value Proposition