1. Belux Marketing 2013 3 months marketing plans – Recurring activities: Monthly eDM towards endusers + Channel (25.000 contacts) Monthly Partner Newsletter (7000 contacts) Social Media (Twitter, Linkedin, FB)

2. Marketing Approach Belux

3. Our goal = Do more business End User lead generation Reseller recruitement + Training & certification of existing resellers Our marketing approach 3

4. Creative and Effective End User Demand Generation 4

5. Focus on your customers! (80/20 rule) Marketing budget approach 5

6. Focus on your budget! 6

7. Marketing budget approach Focus on your budget! 7

8. 4 types of marketing: – Customer Development Active Resellers Focus Resellers – Market Development Prospect Resellers (reseller recruitement) End users (leadgeneration) – Product Marketing – Corporate MarCom Our marketing approach 8

9. Active Resellers – eDM campaigns – Community events: Marketing-meets-Marketing Sales-meet-Sales Technical-meets-Technical – Solution workshops (Security, Networking, …) – Certification days (on vendor level) – DRIVE Reward Programm Focus Resellers (top 40) – Same as Active resellers + : personal approach via channel manager Invited for special events/incentives Invited on VIP events Customer development 9

10. Reseller recruitement – eDM campaigns – Roadshows – Solution workshops – Vendor events – 3rd party events (LANnews, Business-meets-it, TMAB, …) End user leadgeneration (directly) – eDM campaigns – Telemarketing – Seminars & workshops – Proof of Concept – 3rd party events Market development 10

11. Joint-marketing with resellers – Co-branded eDM campaigns – Telemarketing: we book the agency and do the briefing reseller provides the dbase and does the follow-up – Seminars, workshops and events Seminar-in-a-box can be offered if reseller organizes everything, we can provide: – Materials for the inviation – Speaker – Collateral, gadgets, … – Incentives/VIP events Customized/relational events can be set up in agreement with the reseller and for a limited number of selected customers Market development 11

12. Marketing on product/vendor level: – Incentive programs (DRIVE Reward Programm) – Promotions – Product mailings – Vendor/product websites – Proof of concept – Product seminars & workshops – webinars Product marketing 12

13. Corporate MarCom Communication tools: – Monthly e-newsletter – Monthly pricelist newsletter – Monthly training newsletter – Monthly eDM’s – Corporate Website (+ solution sites) – Social Media (LinkedIn, FaceBook, Twitter, …) – Collateral (solutions guide, product guide, …) – PR Events: – Partner event / Solutions day – CEO Roundtable – Get-together (sales-meet-sales, technical-meets-technical) – 3rd party events/fairs/exhibitions 13

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16. Partner Newsletter: -Monthly -7000 channel contacts Belux -Promotions, campaigns, training, events 16

17. Security & Networking Newsletter: -Monthly -7000 channel contacts Belux -12000 enduser contacts Belux -Product news, whitepapers, trial downloads, training, events 17

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19. Belux Marketing 2013 Upcoming events (April-May-June) 10 lunch & learn sessions (Fortinet, Proofpoint, Aerohive, Nutanix) MEE seminar Callout (as follow up of activities) 6 Joint-seminars with resellers

20. Belux Marketing 2013 Best activity realised in the past months: InfoSecurity & Storage Expo: 429 pre-registrations (best result of all exhibitors) VIP drink on booth days: 150 guests 74 meetings scheduled for our vendors Total of +/- 450 people visited our booth

21. Belux Marketing 2013 Biggest challenge faced A lot of activities: – Preparations for InfoSecurity & Storage Expo – Ongoing corporate marketing – Workshops, seminars – Joint marketing with resellers – Arbor campaign – Business & Channel development for Nutanix – … But not a lot of time … So some activities are not yet launched (e.g. DRIVE)

22. Belux Marketing 2013 Biggest challenge faced A lot of activities: – Preparations for InfoSecurity & Storage Expo – Ongoing corporate marketing – Workshops, seminars – Joint marketing with resellers – Arbor campaign – Business & Channel development for Nutanix – … But not a lot of time … = some activities are not yet launched (e.g. DRIVE) 

23. Belux Marketing 2013 Arbor Networks Campaign – 4 eDM’s – Each eDM towards +/- 6000 contacts – Average (unique) open rate of 19% – Average (unique) click-through rate of 1,3% – 23 Leads: 7 DDoS Surveys 10 Whitepaper downloads 6 appointments