Getting Started with cPacket Why Partnering with cPacket is the Right Move for You

Top 10 Reasons to Partner with cPacket We address a large, and growing, market Our solutions make it easy to attach your own services We offer great margins We are a technology leader in our space Our solutions have differentiated advantages over competition Certification takes hours - not days or weeks, and is free We’ll support you, pre and post sale We offer MDF and marketing support High repeat purchase rate = easy and ongoing future sales We sell 100% through the channel

Large and Growing Market NPM market is $1.6 billion in 2016, and growing 12% annually Move your team upmarket: cPacket uniquely positioned in 40 and 100 gig markets cPacket addresses technology problems others can't cPacket offers prices advantages against competition Once customers buy, they buy again (and again and again) Add market size graphic here

Ease of Doing Business Sales and Technical training is free and is easy to complete Demo gear is 70% off, can be ordered in minutes Free evaluation gear ready for POCs at customer sites A signed partner contract and a commitment to training gets you started Program Requirements Silver Gold Partnership Commitment   cPacket Reseller Agreement  Executive Sponsor Competency Requirements cPacket Sales University (CSU) 1 3 cPacket Technical University (CTU) cPacket Demonstration University (CDU) Demo units - Sales & Marketing Commitment Annual Business and Marketing Plan Deal Registration/ Forecasting Quarterly Quarterly Business Reviews cPacket Demand Generation Activities 1/ Quarter 2/ Quarter

Committed to the Channel 100% partner driven company Less training time = more selling time High service attach rate = more profit possibilities Pre and Post sales support: we’re in this together! Ours Field Sales Teams are your Partner Success Managers

Next Steps Request a partner contract Register for Partner Site Access Schedule Training Meet with cPacket Sales Team Target some verticals/ current customers Write the business plan Set up joint-customer meetings

FAQs Q: What services are routinely sold with cPacket solutions? A: cPacket offers significant potential for installation and deployment PS, as well as DevOps opportunities for integration with other solutions in customer's monitoring stack. Partners can also perform quarterly and annual audits to ensure monitoring effectiveness Q: What type of sales support will you provide? A: Our field sales teams will guide the success of your relationship with us, including regional sales directors, and solution engineers who will be side-by-side with you, pre and post sale. Q: In what verticals are you having the most success? A: Any vertical who's networks are critical to customer's profitability and success, and where down time = high costs. Our top verticals are Financial, Service Providers, Online Retail, and Market Trading Q: What types of reseller partners do best with cPacket? A: Partners who are already selling NPM and NPB solutions can easily sell cPacket into their existing relationships, adding value providing discernable advantages to their customers

FAQs, Continued Q: What margins can a reseller partner expect? A: Partner pricing is set at 10% off of list price but increases to 25% for Silver Partners and 30% for Gold Partners, respectively, with Deal Registration. With the addition of PS, your margins depend on the value of the services you attach when you sell cPacket. Q: What is the average deal size? A: cPacket deals range between $75K and $5M, with initial purchase averaging $125K. Combining that with your own services leads to highly attractive, and profitable, deal sizes for our partners. Q: What happens if I need a bigger discount to win a deal? A: Because of our technological advantages, often cPacket has little competition for customers who need higher capacity solutions. However, cPacket’s price desk will work with you to help you win these competitive deals. We’ll team up with you and your cPacket salesperson to identify the discount needed to win.

FAQs, Continued Q: What type of marketing support can I expect? A: In addition to the marketing tools and materials made available on the Partner Site by cPacket’s corporate marketing team, partners may work with a cPacket Channel Marketing Manager. This resource can work with you or your marketing vendor to develop and execute a marketing plan for your market. Q: What type of competitive materials or sales guides do you offer? A: cPacket offers playbooks and competitive guides that help you identify and qualify a prospect while addressing competitive threats. The latest versions of these are available on the cPacket Partner Site. Q: In addition to your formal training, what type of informal, “stay up-to-date” training will you provide? A: Your CAM can arrange informal, or even formal, training as needed for you. In addition, your CAM will meet with you regularly to ensure you’re aware of the latest promotions, marketing materials and other tools to help make your partnership with cPacket a success.

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