1. DACH Italy Country Updates

2. Country Update DACH

3. Update 14 registered MDs (25 invited), 14 Normal User (14 invited) it-sa 2013, Brainshark-Videos, Newsletter; Signature; Website-Slider; Sales Team, Desktop Background Switzerland and Austria are working on the terms & conditions – Launch Sept./Oct. -> A: Internal Sales Meeting, all vendors are informed, Webcast, Newsletter

4. Update Main issues: Germany -> no main priority at MD -> difficult (participation form, terms & conditions, data privacy rules) -> taxation A&CH -> ressources

5. Expectations Germany – 25 MDs until the end of the year Austria – Launch in Sept. / Oct. – 10 MDs, 20 Normal User until the end of the year Switzerland – Launch in October

6. 1st Mailshot: calendar week 35 2nd Mailshot: calendar week 37 2 registrations from Germany (A: Resellers are interested, but no deals. CH did not launched.) GS V2 Update DACH

7. MEE Germany External Roadshow: 744 participants 1 new partner for PAN 1 prospect for innovaphone 7 prospects for Aerohive 20 fulfilled Surveys MEE-Webcast Part 1: 23 Registered MEE-Webcast Part 2: 22 Registered MEE & Aerohive: 21 Registered MEE & PAN: 33 Registered New edition of MEE-Webcasts at the end of September!

8. Marketing Plan Germany PowerSailing fdgd it-sa “More Drive for your business!”

9. More Drive for your business!

10. Advent Celebration – 2 days (Friday & Saturday) – Customers & Family – Cut down their own christmas tree Datacenter Roundtable – Meeting & Discussion „Do we need that?“ Marketing Plan Austria

11. DACH: Internal Magazine „Triple X“ Foreword of MDs Presentation of (new) Colleagues Marketing Overview Marketing Plan Switzerland

12. Best „campaign“ Meet the Xperts (D) Come2gether (AT)

13. Feedback Centralized order of Give-aways (USB-Sticks or Polos)? Better Analysis of MEE Survey Survey was too long Drive-Shop Overview „What´s in it?“ Tool for more transparency, lead management, ROI Analysis etc.!!!

14. Country Update Italy

15. Index DRIVE – Internal and External Promotion – Main Issue – Feedback and Expectations GS Slalom – Update Country Update – Marketing Plan – Main Activities – Best Campaign Mobile Enterprise Ecosystem Event – Update

16. DRIVE

17. Drive VENDOR USER SUMMARY Total no of accounts: 1 o 1 Palo Alto Networks MD USER SUMMARY Total no of accounts: 23 o Pending: 19 o Registered: 4 NORMAL USER SUMMARY Total no of accounts: 22 o Pending: 18 o Registered: 4

18. Drive Internal promotion What -Training on Drive dedicated to the Sales team (presentation and live demo) Tools: -Italian version of PPT slides to support the sales team in promoting Drive externally. Italian version of email and script (in case of phone calls) to promote DRIVE. -Marketing support (24/7) How -Constant update on Drive reports in order to push the Sales team on engaging the partners. -Focus on EXN investment on DRIVE

19. Drive 1. External promotion Promotion towards Partner Resellers MKTG set up meetings (conf. call or meetings) with Partners to introduce and promote Drive. (presentation, video, live demo) The process: 1. Sales person to contact the partner explaing the «why» of DRIVE: advantages and benefits. Sales team to anticipate a meeting/conf call with marketing 2. Marketing to contact the reseller explaining the process, the technical details and stressing once more the advantages and benefits. 3. Sales person to do the follow up. - Thanks for registering - Why you have not registered yet. Something is not clear? - If not, MKTG will call you and drive through the process

20. Drive 2. External promotion Set up meetings (conf. call or meetings) with Vendors to introduce and promote Drive. (presentation, video, live demo) Sophos Allot FireEye ForeScout Infoblox Zscaler

21. Drive Main Issues Vendors – Partners Recruiting Drive is recognized mainly as a tool to incentive partners rather than recruiting new resellers. This discourage vendors from joining the program with a customized campaign. – ROI No (Italian) success story to be shared.

22. Resellers – The number of campaigns posted on DRIVE is key to have resellers registered. In Italy we had only 1 campaign and it was not enough to get the points. – Resellers need to be educated. A standard PPT presentation/email invitation is not the correct way to explain DRIVE. Main message: It’s easy to use. It’s not a waste of time. Drive Main Issues

23. Vendors to join o Sophos o Tufin Starting from October, Sophos and Tufin are expected to join Drive. Campaign details to be defined soon Drive Expectations

24. Giant Slalom

25. Drive Giant Slalom Update Partners Invited: 14 #Partners 1ADITINET CONSULTING SPA 2CONSYS.IT SRL 3REDCO TELEMATICA SPA 4WELLCOMM ENGINEERING SPA 5DI.GI. INTERNATIONAL SPA 6NGS SRL 7LONGWAVE SRL 8ERREVI SYSTEM SRL 9LUTECH SPA 10OBICON 11NETICA 12TEXOR SRL 13ITI 14ATS The first list of partners has been modified after meeting with italian PAN Channel Manager

26. Drive Giant Slalom Update Communication Plan 1.MKTG internal meeting/training with Sales team: GS presentation 2.Sales Team called each reseller anticipating the launch of GS giving overview of the project and anticipating MKTG communication 3.MKTG communication to resellers: emails plus Italian presentation including GS overview and process details. On this occasion a new refresh on DRIVE 4.MKTG Recall to all the resellers invited Material o PPT on GS o PPT on DRIVE o Emailer (Launch and Recall)

27. Drive Giant Slalom Update #PartnersStatusMD/Normal user 1ADITINET CONSULTING SPA RegisteredMD + 2 sales 2CONSYS.IT SRL RegisteredMD + 3 sales 3REDCO TELEMATICA SPA Registered 1 sales (no MD) 4WELLCOMM ENGINEERING SPA Registered4 sales (no MD) 5DI.GI. INTERNATIONAL SPA Pending 6NGS SRL RegisteredMD (only MD) 7LONGWAVE SRL RegisteredMD (only MD) 8ERREVI SYSTEM SRL RegisteredMD (only MD) 9LUTECH SPA RegisteredMD + 1 sale 10OBICON RegisteredMD + 1 sale 11NETICA Pending 12TEXOR SRL Registered1 sales (no MD) 13ITI Registered1 sales (no MD) 14ATS RegisteredMD (only MD)

28. Drive Giant Slalom Update 1 order registered. -Cross checking with the Sales Team to get the complete list of PAN orders submitted starting form July. -Recall each reseller to push the order registration

29. Country Update

30. 3 main activities Partners Recruiting Leads Generation Exclusive Seminars with

31. 3 main activities Lunch & Learn with ForeScout - Goal: Leads generation - Format: half day workshop dedicated to end users. Presentation + live demo - Invited: 22; Attendees: 18; - Outcome: 3 PoC

32. 3 main activities Roadshow: - 5 cities - 1 day event - Complete overview in the solutions Telemarketing: - Joint activity with SOPHOS, working with SMAU Services. - Developed in parallel with the Roadshow

33. 3 main activities Exclusive Seminars with Technology Seminars on FireEye - Goal: Partners recruitment - Format: seminars held by SE - EXN office - 7 seminars held - Outcome: 4 PoC planned in October

34. Best Campaign Complete Security Day with SOPHOS - Main Goal: Partners recruiting - Activities: Telemarketing and Roadshow - Target: Resellers and System Integrators Roadshow: - 5 cities - 1 day event - Complete overview in the solutions Telemarketing: - Joint activity with SOPHOS, working with SMAU Services. - Developed in parallel with the Roadshow

35. Best Campaign Telemarketing (July/August/September) CONTACTS25 CONTACTED25 LEADS18 QUOTATIONS REQ (w/o meetings)2 MEETINGS (2 held / 6 forthcoming)8 CITYDATEATTENDEES TURINJUNE 6100 ROMEJUNE 1130 LECCEJULY 1150 VERONASEPTEMBER 19 BARISEPTEMBER 26 Roadshow

36. The Marketing Plan The Marketing Plan for next 3months is structured as follows: – Marketing Timeline – Marketing Plan AeroHive FireEye Sophos Tufin ZScaler

37. OCTOBERNOVEMBERDECEMBER AeroHive FireEYe Sophos Tufin LEGEND Technical TrainingWorkshop Events Publication Drive Telemarketing Marketing Timeline

38. AeroHive Main Target - Legal – Law offices - Educational - Schools Approach - The approach is to reach directly these end users (law offices and italian schools) playing a key role in well-known associations and liasing with focal partners to reach this audience. Goal - Leads Generation Actions -Telemarketing -MacLawGroup Event 2013 -Tablet School 2013

39. AeroHive Event Date Mid/End October (TBD) Venue Sole 24 Ore Headquarters – via Monte Rosa, 91 – Milan maps Title MACLawGroup 2013 Event Description 1 day event including o breakout sessions, o working groups o round tables. Target audience 200 attendees from selected law companies. Database will be provided from Sole 24 Ore and Magnetic Media Strengths Reach of a very focused and specific target Sole 24 Ore prestige Technical Partnership MacLawGroup Event 2013

40. AeroHive Tablet School 2013 Event Date 29 November 2013 Venue Bergamo Title Tablet School 2013 Event Description 1 day event including o Morning plenary session o Breakout sessions o round tables. Target audience Expected 900 attendees from Italian schools (primary/secondary) 800 people already registered Strengths Reach of a very focused and specific target MM part of the ImaraDigitale board Technical Partnership

41. AeroHive Duration: 4 weeks DB: 130 contacts Sector: Retail/Manufacturing/Financial Telemarketing

42. FireEye Goal - Increasing Awareness - Leads Generation Actions -FORUM EXPO ICT SECURITY 13° edition -Publications (Interview to the new Italian country manager; press release for the newly formed Italian team) -3 workshops “Learn & Lunch” formula in collaboration with 3 partners

43. Sophos Goal - Partners Recruiting - Leads Generation Actions -FORUM EXPO ICT SECURITY 13° edition -Campaign on DRIVE starting from October.

44. Tufin Goal - Leads Generation - Partners Recruiting - Partners Incentive Actions -Technical Seminars – EXN Office -Tufin Technology Tasting Event -2 workshops “Learn & Lunch” formula in collaboration with 2 partners -Campaign on DRIVE

45. Event Date/Venue Thursday October 17 Location: Milan – Hotel TBD (see proposals attached) Event Title Tufin Technology Tasting Event Description A late evening wine tasting dedicated to selected end users. This special event will include: Technical/commercial presentation Wine testing (networking opportunity) Target audience 25 end users Tufin Tufin Technology Tasting