ITALY UPDATE 3 months Marketing Plan Chiara Di Iorio

The Marketing Plan The Marketing Plan for next 3months is structured as follows: – Marketing Timeline – Marketing Plan FireEye ForeScout Imperva Palo Alto Sophos Tufin ZScaler

APRILMAYJUNE FireEye ForeScout Imperva Palo Alto Sophos Tufin Zscaler LEGEND Technical TrainingWorkshop Events Publication Drive ABI Lab Qualification Telemarketing Marketing Timeline

FireEye Main Priorities Partners resellers recruiting – Target 10 partners certified Awareness Actions - Recruiting 1 day Technical seminar for prospect resellers pre selected by EN and run by our internal system engineers. 3 Planned in April, May, June. -Awareness 1 Publication. Interview on ICT magazine. Planned in June -Events Mobile Enterprise Ecosystem - June 4th Milan Digital Data Security – June 12th Rome

ForeScout Main Priorities Awareness Actions - Awareness 1 Publication. Interview on Office Automation magazine. Planned in April -Events Mobile Enterprise Ecosystem - June 4th Milan

Imperva Main Priorities New Business Opportunities Actions - ABI Lab ( ABI Lab is the Center of Research and Innovation for the Bank promoted by the Italian Banking Association with a view to cooperation among banks technology partners and institutions. The goal is to create a channel of communication between banks and technology partners, to raise the level of awareness about the opportunities offered by new technologies. Visibility with the CIOs of the major banks in Italy. Initial sponsorship planned for April, May and June. -Technical Training 5 days technical training run by EN for 15 end users in our partner location (Reply SpA). Planned from April 15th to April 19th.

Palo Alto Main Priorities Prospects Recruiting Awareness Partners Incentivation Actions - Recruiting Ultimate Test Drive. Half Day workshop developed to move prospects to an eval/AVR by providing them with hands-on experience. Grand Prize drawing for all attendees that sign up for an eval/AVR. 1 Planned beginning of May -Awareness Mobile Enterprise Ecosystem - June 4th Milan -Drive Campaign started in March. 150 points for qualified meetings with Deal registration until May.

Sophos Main Priorities Prospects Recruiting Awareness Partners Incentivation Actions -Recruiting/Awareness Sophos Complete Security Day On the Road. EN to sponsor 1 stop in Turin with complete access to database of attendees. -Events Mobile Enterprise Ecosystem - June 4th Milan -Drive Campaign started to be started in May points as budget.

Tufin Main Priorities Awareness Actions -Awareness 1 Publication. Interview on ICT magazine. Planned in May

Zscaler Main Priorities Business Opportunities Actions - Business opportunities Telemarketing activity running from January to April

Event Date/Venue June 4th Location: TBC (Hotel in Milan) Event Title Mobile Enterprise Ecosystem Event Description 1 day event with 7 vendors presenting their mobile solutions. 20/30 minutes sessions each o AeroHive o FireEye o ForeScout o Imperva o LogRhythm o Palo Alto o Sophos Target audience Expected 80+ End Users & Partners Objective Raise awareness on the Mobile Enterprise Ecosystem provided by EN through its vendors and solutions Further Initiatives Vendors representatives available for meetings that will be scheduled in advance with attendees. Final Prize drawing for 10 eBook readers EN Italy – Mobile Enterprise Ecosystem

Best Idea/activity

Best Activities High visibility in March covering ALL MAJOR EVENTS held in Italy: -ICT EVENT March 5th Milan (also ForeScout) 295 attendees -Mobile Business Experience, March 27th – Milan (also Zscaler and AeroHive) 361 attendees -CyberCrime Event, March 27th – 28th - Rome (also FireEye and ForeScout) with speaking slot. More than 500 attendees

Best Activities Exclusive Networks Italia on LinkedIn:

Biggest Challenge

-EN visibility -Lack of CRM and automated EDM system Process in place so far includes separate communication sent by sales team with no detailed or automated reports.

Arbor Results

EDM1 - Database Size contacts - Sent s contacts - Openrate total contacts (21.37%) - Survey Link Click rate - 18 contacts - Surveys - 7 ARBOR RESULTS

Arbor Results EDM 2 - webinar 1 registration links opened 57/ registered 12 /attended 8 /question 1 - webinar 2 registration links opened 33 / registered 11 /attended 5 / question 1

EDM3: - Database Size: 2635 contacts - s to send 2286 contacts - Openrate total 554 ( 25.53%) - Documents Link Click rate – 23 contacts - Survey Link Click rate - 7 contacts - Arbor DDoS Survey – 2 - Arbor DDoS Download – 8 ARBOR RESULTS

EDM4: ARBOR RESULTS