1. Introducing Exclusive Networks’ Range of Professional & Support Services

3. Helping our Partners!

4. Passport Release 1 ServiceDelivered by Sales EngineeringLocal & ESC StagingLocal Installation & Commissioning Local & ESC Technical Support TALKESC (local) TALK24ESC (local) TrainingLocal & ESC Professional ConsultancyLocal & ESC

5. Which vendors?

6. ESC Resource Matrix VendorTOTAL Aerohive17 Fortinet15 Infoblox18 Palo Alto30 LogRhythm16 Arbor Networks17 MobileIron7 Distributed around Europe !

7. Reseller alternatives

8. Passport v Vendor Services Case Escalation Language English onlyLocal Onsite Engineer & Spares Vendor Non-stop Clock Interrupted Clock Multi-vendor No YES Next Business Day Later

9. Support - the Customers Options Customer 1 st Line Support - Reseller or - Exclusive or - Vendor 2 nd Line Support - Exclusive or - Vendor or - (Reseller?) 3 rd Line Support - always the Vendor Vendor

10. Passport – is the best choice !

11. Businesses supported by Passport Today !

12. Is Passport really any good? What our Customers sayAbove average or Better Quality of customer support> 87% Staff were knowledgeable & polite>86% Case was handled promptly>85% Case was solved in a timely manner>78% Overall customer satisfaction>85% Survey of 510 customers, >500 responses

13. Customer Benefits Reduced Costs – Single multi-vendor contract Less Operational process – One point of contact Faster Resolution times – Regional 2L Higher Satisfaction – Improved service As a customer, why wouldn’t you buy Passport?

14. Reseller Benefits Reduced cost of Customer Support – 24/7 case management and escalation – Multi-vendor single point of contact – Contract renewals – multi-vendor Improved Customer satisfaction – 24/7 LOCAL number, Local language 1L, multi- vendor – Faster case resolution, next day onsite with spare Product AND Solution services – Consult, Design, Install, Maintain – all multi- vendor More opportunities to up-sell – More customer insight – Shorter sales cycles Improved margins

15. What’s in it for You? Hard Benefits – More revenue – Easier to ‘resell’ annuity – More margin – More commission Soft Benefits – Gets you closer to the end customer – Better customer insight – More insight = more sales opportunities – Harder for resellers to switch distributor – Very hard for Vendor to swap Distributor

16. Illustration: Supporting a CARM solution Customer Who’s the customer going to call?

17. With Passport..... Customer

18. Summary Treat Passport like a new Vendor Strategic to the Business European Support Centre Keeps VAR & VENDOR close Supporting the reseller deal lifecycle Better than any alternative Simple ordering and fulfillment Locally adapted collateral Release 2……?