1. Marketing Meeting 18 th January 2013

2. Agenda TimeTopicPresenter 12.00 – 12.20DRIVE introductionElsa 12.20 – 1.00DRIVE trainingTanya 1.00 – 1.30Fast Lunch for Fast Drivers 1.30 – 2.00Q&AAll 2.00 – 2.30DRIVE your car – how to launch locallyElsa 2.30 – 3.00Coffee Break 3.00 – 3.30UK DRIVE experienceCaroline 3.30 – 4.00DRIVE stakeholders presentations and PromosJames&Elsa 4.00 – 4.15PR Review & messagingBarrie 4.15 – 5.00Enterprise Mobility EcosystemBarrie 5.00 – 5.15Company updateOliver 5.15 – 5.45Marketing update/ Regions updatesBarrie 5.45 – 6.00Round up ( Arbor & other campaigns)Barrie 6.00Q&A and discussion

3. Drive training

4. Welcome to DRIVE Agenda – DRIVE introduction, training & launch 12.00- 2.30 DRIVE: is it a new Ferrari adv or a Marketing Program?? What? Who? Why? How to DRIVE – The program in a live demo and Q&A Fast lunch for fast drivers Q&A DRIVE your own car – How to launch the program locally

5. DRIVE, is it a new Ferrari adv or a Marketing Program? An incentive marketing program for our Vendors and Resellers: Rewarding Resellers for setting qualified meetings with end users Allocating Vendors marketing investments Accelerating business development for Vendors, Resellers and Exclusive Networks Innovating Channel Marketing -optimizes the marketing effort The Market Accelerator One Touch Many Connections

6. What? - DRIVE anatomy Vendors promotions set up to reward resellers booking qualified meetings A full-catalogue of rewards and prepaid cards available on the online DRIVE shop An easy ‘self-service portal’ to manage promotions, meetings and points

7. How it works Vendor create the promotion in Drive Resellers join the promotion and organize meetings with end users Meetings with end users take place. Resellers log the meetings into Drive Vendor and Exclusive Networks approve or decline the meeting Resellers earn points!

8. All the players benefits of faster Sales Engagement Closer relationships and accelerated knowledge transfer Easy to track activities Gets VAR Management Buy-in Vendor  Set up DRIVE promotions VAD  Manage the program locally VAR  Book qualified meetings Customers Prospects ….. Who? - DRIVE Target HOW DO THEY JOIN DRIVE? and others

9. Why? The business challenge End users VARs Gartner says “the IT security services market in Europe is mature” VARs have direct access to end users and play a key role in the Vendors and VADs sales cycle Campaigns to engage VARs need an innovative and measurable approach DRIVE is the program to strengthen the partnership with Vendors and provide a premium access to the resellers market Vendors

10. Who Wins VARs – They receive Points towards Campaigns and NFR etc VAR Individuals – Rewarded for New Sales Opps Vendors – Higher Quality Sales leads – Measurable ROI All Sales Super Heroes !

11. DRIVE your own car Launch DRIVE locally Stage 1 Get familiar with the local DRIVE portal and the collaterals in the “Launch Package” Stage 2 Customize the local portal as per indicated in the DRIVER GUIDE (to be shared at the end of this training) Stage 3 Schedule meetings with the local marketing contact at the vendors to present the opportunity to join DRIVE Stage 4 Define your launch plan. Take advantage of the collaterals and set up the activities to promote DRIVE to the resellers Stage 5 Go live! Country support provided by the Group DRIVEsupport@exclusi ve-networks.com Countries are the real Super Heroes! Marketing managers are the Local Admin Contacts. Follow the process below to launch locally

12. DRIVE call to action Local EN admin to manage: the portal Customize homepage with a welcome message In the promotions tab – include the list of sales accounts in your country Invite reseller companies and track the acceptance rate Flag promotions as “Pole position “ the process Ask the Vendors to join the program and set up promotions Define a launch plan for the resellers – EDM, events, social media… Agree with the central DRIVE PMs on the reporting

13. DRIVE promos Country package: Email Signature for EN 2 Banners PR release EN admin Guide Vendor presentation Reseller Presentation Dedicated inbox for EN admin support