Aruba NetworksNow is the time to build your Aruba practice

2

HPE’s Vision for Aruba

Security and resilience

built-in

Containerized, automated and orchestrated

Driven by agile DevOps

Flexibleconsumption

Alwaysworkload optimized

Ecosystem of innovation partners

Hybrid

ITIntelligent

Edge

Built-in data analysis

and contextually aware

Beacons, sensors and geo-positioning

Ubiquitous connectivity

Reliable performanceand experience

Adaptive trust security

Mobile users, apps and devices

YourAppsand Data

Mobile First Infrastructurewith Aruba Secure Core

Wireless LAN | Wired LAN | WAN

ArubaEcosystem

Technology PartnersGTM Partners

AlliancesDevelopers

Mobile First Platform

NW Management | NW Analytics | Security | Location Services

Aruba 360 Secure Fabric

ARUBA’S MOBILE FIRST ARCHITECTURE

BUILT FOR MOBILE-

CLOUD, IOT

SOFTWARE-DEFINED,

API-FIRST

OPEN,

MULTI-VENDOR

SECURITY

DRIVEN

Mobile First,

Secure Always

4

The Intelligent Edge Market Opportunity

$29B* TAM by 2020

Mobile First Networks

Campus and Branch

$20B+* TAM by 2020

Industrial IoT

Edge Compute

$31B TAM by 2020

Wide Area IoT

Smart Cities

*Market size estimates by HPE

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Wired and Wireless LAN

2017 Gartner Magic Quadrant

Gartner once again positions HPE Aruba in the Leaders Quadrant of the latest Wired and Wireless LAN Access Infrastructure Magic Quadrant

CHALLENGERS

NICHE

PLAYERS

LEADERS

VISIONARIES

Cisco

HPE Aruba

Avaya

Aerohive

ALE

Huawei

Extreme Networks

Brocade (Ruckus Wireless)Zebra

Juniper

Allied Telesis

Dell

D-Link

Completeness of Vision

Abili

ty t

o E

xecute

ZTE

Fortinet

Xirrus

WHO ARE WE?

Founded: 2002, IPO: 2007, Joined HPE: 2015

Intelligent Edge portfolio

$3B+ annual revenue run rate

“Biggest Small Company”

High touch business model

“Customer First, Customer Last”

Home of 65K+ Mobility Engineers

@ Airheads Community

6

Aruba Continues to Take Dramatic Market Share from Cisco

Source: Dell’Oro

1 RoW = Worldwide Less China

Campus Switching Market Share WLAN Market Share

16.%

18.%

21.% 52.%

50.%

49.%

+

4QCY16 1QCY17 2QCY17

And in Q2CY17, enterprise WLAN revenue market share was greater than the next 6 vendors combined(Ruckus + Ubiquiti + Extreme + Huawei + Aerohive + H3C)

4QCY16 1QCY17 2QCY17

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Standard Commercial Transactional Discounts by Partner Level

Partner Ready for Networking

Enterprise Products OnlyProximity

(Non-Authorized)

Business

(Authorized)Silver Gold

Platinum or

NSP’s

Service Providers

or Global

Integrators

Revenue Requirement (US Dollars) $25K $250K $1M $2M $5M/$10M

Suggested Base Partner / VAR

Standard Discount (US)30% 30% 33% 39% 42% 42%

Deal Registration Discount (Incremental)

Networking Deal Registration n/a 12% 12% 12% 12% 12%

Total Effective VAR Discount

Standard Discount + Deal Registration 30% 42% 45% 51% 54% 54%

• NEW - Transactional Discounts above do not apply to the OfficeConnect product family, PL’s: I5 and 3P• Partners can be promoted during fiscal year (monthly basis) provided required net revenue and specializations (technical certifications) are achieved

• Deal Registration discounts are provided (if approved) in the up-front transaction discount from Distributor

• HPE OEM & Managed Service Providers partner relationships not reflected above• Direct Partner agreements with HPE and HPE Aruba supersede the discounts reflected above

• Excludes US Federal Government transactions. This is be governed by our Federal Partner Ready for Networking program.

• Discount apply to hardware and software only. Table excludes product PL’s (S2, 2M) and all Support, Services and Training.• This Table is applied to the following HPE Aruba PL’s: 34, 35, 6H, I7, VL, VN, VM, L3, 3W, N6• Excluded: All EMR (refurbished) activity does not utilize the table above

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List Price

Partner Cost

$100,000

$61,000

$100,000

$49,000

24.5%

Standard

Pricing

Deal

Registration

Deal Registration 12% Increase to 51%

$61,000 $61,000Standard Gold Discount

39%

Opportunity Margin Percentage

Pricing Example – at Gold Partner Tier

We Believe…

Innovation

Matters

Expertise

Matters

Experience

Matters

30+ Years of Complex Data Center Experience. ‘ The Quality of our Team sets us Apart’.

Multi-Campus Solutions Access & IoT Security, Wayfinding, Asset Tagging, App Consolidation, User Experience

Best-in-Class PartnerChosen as Partner Ambassador for Aruba

www.comport.com

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The HPE Aruba AdvantageHigh Growth, High Margin

Best of Breed:Committed to Your Success

Market driven

product

portfolio

Incentives

aligned to

growth

opportunities

Non-

competitive

services

strategy

Readily

available

marketing

campaigns

Sales team

committed to

partner

success