© 2013 Pure Storage, Inc. | 1

Pure Storage Blitz Program

June 2015

© 2013 Pure Storage, Inc. | 2

Program Summary

•Summary: • With/Through Partner Call blitz days to drive marketing

qualified leads and opportunities• Partner training can be included in blitz day

•Goal: • Create 2-5 sales qualified leads/appointments per blitz day• Build $200K - $500K pipe per blitz day

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In this deck, you will find

•Blitz Program Details• T Minus Schedule• Blitzing Best Practices• Reporting/MDF

•Build of Materials• Listing, Targeting Guidance• Call Scripts• Connect and Sell

•Appendix- FMM Instructions• SFDC Leads upload w/ SDR instructions

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Blitz Program• T-4/6 Weeks Set date with CAM/AE/SDR and Partner.

• Pure CAM, AE or distribution account manager (DAM) will plan to be onsite with partner for blitz hours. SDR participation is recommended as SDR can dial alongside the partner. CAM/distributor and Partner to agree focus for the blitz, e.g. tech refresh, application specific message etc.

• T-2 Weeks- List Prep:• Partner pulls list and is responsible for contact acquisition. Send list to CAM/SDR/AE or

DAM for scrub and approval. • SDR/AE/DAM to supplement partner list with target accounts. Partner responsible for

data acquisition.• CAM/DAM to approve final consolidated list

• T-2 Days Partner sends an introductory email to contacts

• T- 0 Onsite Blitz “Breakfast Blitz” Sample Schedule• 7:45 DAM/CAM/AE/SDR arrive at partner location• 8:00 AM Kickoff and Breakfast • 8:00 AM- 8:30 AM Team Discussion

AE/CAM/DAM to cover off on calls scripts, value prop, best practices, goals and contests

SDR/AE and Partner establish an appointment setting protocol. IE, will SDR/AE attend the appointments and process for booking time.

• 8:30- 10:30 Blitzing in action• 10:30-11:00 Wrap up and prizes

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Program continued

• Recommended post blitz follow up• T+ 1day Voicemail follow ups. • T+ 1 week email drop• T+2/3 Weeks- Event or Webcast

• Partner must send all appointments via appointment tracker to their Pure Field Marketing Manager or Pure Distributor Marketing Manager

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MDF & Reporting

•MDF can be used towards:• Food & Beverage for training/blitz day• List Rental/Purchase• Contests/Incentives for blitz team• Follow up Webinar/Events• MDF T’s & C’s on Partner Portal

•Reporting• All appointments must be sent to Distribution Marketing

Manager or Pure Field Marketing Manager within 5 business days of blitz completion.

Include, Customer Name, Customer Org, Title, Email Address, Phone, Appointment date and location

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Dialing Best Practices

• Best Time to call typically mornings Tuesday, Wednesday, Thursday

• Have your voicemail ready.

• Plan to do call backs same day or same week.

• Customer doesn’t want a meeting yet? Have options ready:

• Check out our website,• Come to this webinar/ watch this video.• Come to our event

• Send introductory email T- 2 days

• Send follow up email with options for follow up.

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Good luck and great selling!