Giant Slalom V2 The VIP Incentive

• GS2 – the 2nd Annual Palo Alto Networks Incentive – Very desirable – VIP experience – Easier to Enter & Qualify– Designed to Stimulate • Growth • Larger Order Placement • Exceptional performance• 33 Places Available

Giant Slalom 2

Benefits to Exclusive Networks • Reinforces our Strong Position with

PAN • More Reasons to Speak to VARS• Gets us closer to Premium Partners• Improves Loyalty & more Selling ops• Low Cost – High Value • Unique Opp to Spend 3 days

Networking with the Stake Holders • Helps to Position and Re-launch

3 Day Ski Trip

• 3 days skiing at Ischgl, Austria– The Alpine lifestyle-Mecca for winter ski and

parties• 3 exclusive nights in a luxury hotel • All Expenses Paid – Accommodation/Flight/Transfer/Ski Package!

Focus on

• Increase awareness and Sales of Wildfire • Increase Attach rates to c35% – % of deals including WF componet

• Links with new campaign materials and programme around WF

• Key Strategic Focus for PAN • 2 Places per Region Saved for WF – Biggest deals (>50k€)

• Giant Slalom – Special Stages WildFire – 2 top orders per region July’13 to Dec’13

• Giant Slalom – Giant Deals Top 2 orders from each region closed from July – December 2013

• Giant Slalom – steepest slope . . . . of growth that is1 partner from each region with the biggest growth compared to 2012

• Giant Slalom – Outstanding Performance 2 places reserved for ‘Outstanding Partners’

• Giant Slalom VIP BonusAll the Giant Slalom participants, submitting orders higher than 50k€ on the DRIVE portal, will have a chance to win the VIP Lottery after the closing date

5 chances to win

DRIVE PROMOTION REWARD 150 points = 150 euros!

How to win:Join the Giant Slalom promotion on DRIVE to win!You will receive: – If you are a Company Admin:

1. The official Giant Slalom invitation2. Your password and username to register your company

on DRIVE (if you haven’t registered your company yet)- If you are a Sales representative

1. The official Giant Slalom invitation2. Your password and username to register your account

on DRIVE (if you haven’t registered yet)

Competition stage – from July to December– Sales representatives can enter the details of ALL their relevant orders

via the form on the DRIVE portal (1 form submitted per order)– First 50 Sales people submitting the forms will earn points on DRIVE

(150 points) – The more forms are submitted the more chances you will have to win!

SLDIE SUITABLE FOR RESELLERS

PRESENTATIIONS

DRIVE PROMOTION REWARD

150 points = 150 euros!

Region/Country SPECIAL STAGES

GIANT DEALS

BIGGER GROWTH

OUTSTANDING PERFORMANCE

VIP BonusDraw

DACH* 2 2 1

2 seats across Europe 1 seat

UK 2 2 1

France 2 2 1

Southern Europe ** 2 2 1

Nordics *** 2 2 1

Netherlands/Baltics 2 2 1

TOTALS 12 12 6

33 winners regions split

* Germany, Austria, Switzerland** Spain, Portugal, Italy*** Sweden, Finland

Launch Plan July . . . . . .

Materials available• Giant Slalom Logo • Campaign overview – PDF

GIant Slalom competition - PDF to present resellers• template - 1 EDM per MD and 1 EDM per sales individual – EDM1 EDM2• DRIVE promotion – submission form• Communication plan - including slides for external presentation• More materials to come (videos, EDM to send during the next

months....)

All the materials are in English and available on the Marketing Portal (‘vendors’ folder -> “Palo Alto” subfolder)

CAMPAIGN PM - CONTACT (for general information and questions related to the DRIVE promotion) Elsa Cariello ecariello@exclusive-networks.com

STAGE WHEN WHO WHAT SEND TO

1. Data collection BY JULY 18th Product ManagersFill out the spreadsheet or send your

file with details of all your sales contacts at the companies in this list

Elsa Cariello

2. Creation of the DRIVE accounts

By 4 days after receiving contact

details DRIVE team Send the users’ passwords to Local

EN team

Local EN teams (marketing and Product managers based on local

agreement)

3. Activation of DRIVE accounts ASAP

Local EN teams (marketing or Product

managers)Share password with resellers (and

make sure the register) MD and sales

4. Official Invitation (EDMs) By July 20th Marketing managers Send out the EDM –including rules

and rewards (translated or in ENG) MD and sales

5. CommunicationsOn a regular

basis during the campaign

Marketing managers Send out the EDM (translated or in ENG) MD and sales

Communication plan

Sales Must Submit The Form On Drive To Join The Competition

Sales Can Submit Multiple Forms (1 per deal)

All The Submitted Forms Will Be Gathered At Group Level. Company Winners Will Be

Announced On January

Submission form

What if the sales or the company is not registered to DRIVE?

Got to next slide

What if 2 or+ sales from the same company win?Each company can win 1 seat maximum.

The company will have to choose which sales will take the seat

DRIVE Registration planAPPLICABLE ONLY TO MD AND SALES NOT REGISTERED ON DRIVE

Product Managers Provide Participants Contacts (First Name,

Surname, Email, Address)

DRIVE Team Creates An Account For Each Contact And

Send The Password To The Local EN Team

Local EN Team Sends The Password To Each User To Complete The Registration

How user complete the registration?Once an user receives the password, he must only

accept Terms&Conditions in order to access his account and start joining WHATEVER PROMOTION

What type of DRIVE user will be created, company or individual (MD or Sales)?

Both!

Can an individual user register before his company has created an account?

YES! YES! YES!

What you Need to do !

• Execute Recruitment plan • Motivate Participation • Create Excitement around the incentive • Work with Internal PAN Product

Managers • Engage Local PAN Mktg, CAMs & RSMs• Liaise with winners & Fund Flights• . . . . .We are the only VAD they do this

with & it is significant investment . . . .

Thank You!