How to Sell AVG!Host: Jeffrey Zinnert, Channel Sales Manager

AVG Confidential

Agenda

Who is AVG selling to? What are you going to sell them? What’s going to sell it? What about the competition? What about price? Is AVG Free? Cashing in on Renewals! AVG’s – EVP

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AVG Target Markets

SMB (2-1000 protected computers)– Why?

• Represents 99% of Businesses in US• Price Point Higher = More Profit

Home Consumer (1-10 protected computers)– Why?

• # of Potential Customers• Home users are also business users

Source: US Census Bureau

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AVG Product Line Business Security (SMB)

– 1 & 2 Years

– Anti-Virus & Anti-Spyware OR Internet Security

– Network Edition’s – Protection for W, L, FS, TS, Citrix

– SBS Edition’s – Protection for W, L, FS, TS, Citrix, ES, SP

– File & Email Server Only Editions

– Centralized Administration (AVG ADMIN)

Home Security

– 1 & 2 Years

– AV/AS, AV/AS + Firewall, and Internet Security

– Workstations & Laptops Only!

– Individual Configuration

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What are Web Exploits?

1/1000 pages infected

$67.2 billion a year is lostto criminal hackers (FBI)

BBB, NHL, MLB,Alicia Keys, and many many more have been infected!

AVG Web Exploit Prevention Technology– Safe Search, Safe Surf, Web Shield

Key Differentiator:

Real-Time Web Exploit Prevention

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Key Differentiator:

IT ChannelVision | May 22, 2008

Light on System Resources

Application AVG

KasperskyAnti-Virus 6

Symantec Norton

Anti-Virus 2007

Trend Micro AntiVirus plus AntiSpyware

2007

With Firefox 2 5% 24% 13% 18%

Adobe Photoshop CS2

5% 3% 15% 5%

Microsoft Office 2003

2% 10% 10% 9%

Source: PC WorldTop Antivirus PerformersErik Larkin, PC WorldMonday, April 23, 2007, 01:00 AM PDThttp://www.pcworld.com/article/id,130869/article.html

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Easy to install, easy to configure, easy to deploy! Management console built for VAR’s

Source: Cascadia Labs

Key Differentiator:

Easy-to-Use

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Other Notables F&B’s

High-speed automatic updates – configurable Unobtrusive (no pop-ups) Flexible Licensing Terms (2 Year Standard) Renewal Discounts

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Keys to the competition Apples to Apples Product & Feature

Comparison

Focus on & Lead with AVG Key Product Differentiators

Apples to Apples Pricing Comparison

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SMB Pricing Comparison

Products were compared based on the following:

– 1 Year, AV/AS Protection for Workstations, Laptops, & File Servers

 Protected Computers

Product 10 25 50 100

AVG Anti-Virus Network Edition $299.99 $619.99 $1,029.99 $1,799.99

Kaspersky BusinessSpace Security $350.00 $672.50 $1,235.00 $2,260.00

Trend Micro W-F Business Security Standard $377.50 $943.75 $1,786.50 $3,236.00

McAfee Active VirusScan $514.60 $1,286.50 $2,084.50 $4,117.00

Symantec Endpoint Protection 11.0 $516.00 $1040.00 $1987.50 $3790.00

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Education/Government/Non-Profit

Aggressive Pricing– 50% - Education (K-12, Colleges)– 30% - Government (Local, State, Federal)– 30% - Non-Profit (Charity, Churches)

20% Reseller Margin

Discount Application Form

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Is AVG Free?

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Cashing in on Renewals AVG’s Position on SMB Renewals Discounts to Customers Industry Leading Reseller Margins License Expiration Notification Order Management Send Renewal Invoices

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Positioning AVG AVG’s EVP

Brand + Features + Benefits + Differentiators

Price

End-User Value Proposition