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Agenda Items

• Massive changes in the channel– Cambium’s addressable market– Enterprise tectonic shift: (Channel Focus 2018)

• SAAS – HAAS – Enterprise Cloud Computing - Recurring Revenue Models• Large global enterprise distributors will: Shift models, shrink and merge, cease to exist. • 70% of the existing enterprise VARs will not survive.• New models will be based on clear value-add and paid in “time-based” increments.

– Cambium’s drive to recruit and on-board partners• Grow existing distributors or find new• New enterprise partners are more than Wi-Fi

– Preview to changes in the Connected Partner Program– Channel Marketing– New tools to manage business in the new environment. – Open discussion

ConnectedPartner Program

Ron RyanSr VP – Global Channels

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Program Improvements Overview

• Changes to tiered structure

• Change to Deal Registration benefits Removal of eligibility requirements for Market Development Funds

• New and enhanced marketing tools

• Partner enablement tools

Coming 2019

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Program Levels and Requirements

• Uncomplicated program structure that accommodates all products and segments

• Removal of tiered levels (Authorized, Gold, Platinum)

• Removal of minimum revenue threshold requirements

• Addition of technical training certifications to drive deal registration benefits

• Addition of other partner actions to drive additional benefits– Co-branded marketing activities– Partner enablement training

Coming 2019

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Deal Registration Improvement

• Deal registration benefits based on current technical certifications attained by partner

• Deal registration discount granted on those products in which the partner is certified.

• Certifications: PMP 450, cnPilot• Deal: PMP 450, PTP 670• If Deal Is Approved: Partner A will

receive 5% deal registration discount on the PMP 450 portion of deal.

• Certifications: cnPilot, cnReach• Deal: cnPilot, PTP 550• If Deal Is Approved: Partner B

will receive 10% deal registration discount on the cnPilot portion of the deal.

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Deal Registration Resources & Tools

Download the guidelines from the partner portal.

Register your deals right in the partner portal!

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MDF Improvement

• Lift eligibility restrictions on Market Development Funds

• All ConnectedPartner VARs will be eligible

• Easy-to-use MDF online forms for requests and claims

*See program guidelines for terms and conditions of program.

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MDF Resources & Tools

Download the guidelines from the partner portal.

Make requests & claims on the partner portal!

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Overview: Marketing Tools

• Robust partner portal

• Easy-to-use Asset Library

• Co-branding tool

• Through-partner marketing tool coming soon!

• Weekly marketing tips

• LinkedIn Group for ConnectedPartners

• Guidance on event planning, microsite development, email marketing, social media marketing, and more!

• Case study & webinar collaborationI should be doing these things!

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Partner Portal

• Frequently updated news

• Push notifications (bulletins)

• Deal registration online form

• MDF online form

• Program information

• Marketing resources

• Channel notices News

Bulletins

Deals

More!

When was the last time you logged in? channel.cambiumnetworks.com

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News

Frequently updated news section on the home page

New marketing resources & tips, sales tools, videos, & more!

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Push Notifications

Click the Bell Icon to See What’s New!

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Asset Library

Brochures ♦ Spec Sheets ♦ Case Studies ♦ Solution Papers ♦ Images & Logos♦ Advertisements ♦ Recorded Webinars ♦ Slide Decks ♦ White Papers ♦ HotSheets ♦ Banner Ads ♦ Sales Guides ♦ Ordering Guides ♦ Pop-Up Banners ♦Infographics ♦ Guidelines ♦ Sales Tools ♦ Notifications ♦ Videos ♦ More!!!

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Asset Library – Social Aspect

Rate It

Cobrand It!Download It!

Share It!

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Why Use Cobranded Marketing Material

• Enhance your company’s brand awareness!

• Provide your customer one document with the solution ANDyour contact information

• Great to hand out at trade shows and local events

• Terrific for company-sponsored roadshows and seminars

• Use at meet & greets

• Cobrand with a generic sales contact and post to your website

How to Co-Brand on the Portal

Easy to do! No design skills needed!

This is so easy!

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Cobranding

• In the Asset Library, click an image of a file to preview.

• Click the cobrand button.

• Phase 1: All brochures and solution papers are co-brandable

• More collateral to come!

Click the Cobrand button

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Page Preview – Finding Cobrandable Elements

This icon opens a page preview on the left. The page preview shows you which pages have cobrandable areas.

Click the Logo cobrandable area to insert your company logo.

Do this on each page where there is a logo insert indicated in your page preview on the left.

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Logo Upload

Click the Custom Upload button to upload your company logo from your computer (jpg, png).

Note: Not all file types may be accepted.

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Logo Sizing & Placement

• Once uploaded, you’ll need to resize it to fit in the allotted space.

• This space is commensurate with the height of the Cambium logo and may not be altered.

• Resize by dragging the corner of your logo until it fits; you may need to drag the image up or down as well.

• It’s best to use a horizontal version of your company’s logo.

After uploading, you’ll likely need to resize and position correctly.

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Contact Information

• Typically, you’ll find a cobrandable text area on the back page of each resource.

• Add your company name, address, phone, and website.

• Add your own name, mobile phone, and email address as well.

• There is usually a place to insert your logo again, if you wish.

Click within the text area. Replace the text with your company and personal business information.

Before

After

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Saving & Downloading

• Enter a name for your file, save, and download.

Name your file. Preview, save, and/or download.

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Available Whenever You Need It

Next time, you can download the plain version or your cobranded version.

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Through-Partner Marketing: Coming Soon!

• 10 email campaigns

• Designed/written by Cambium

• Sent via the portal from News@CambiumReseller.com– Cambium-owned domain; no worries

for partners regarding spam rules!

• Partners send to their own lists– Cambium does not see these lists

• Partner co-brands with their logo & contact information

• Free to partners

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Weekly Marketing Tips

• Helpful articles from trusted resources

• All aspects of marketing– Email– Advertising– Social Media– Websites– And more!

• Updated weekly

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LinkedIn Group for Partners

• Social group for ConnectedPartners

• Product news

• New marketing resources

• Partner-exclusive webinars

• Marketing tips

• More!

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Marketing Guidance: Microsites

• Sample layout

• Content

• Product images

• Marketing collateral

• Cambium company descriptions

• Cobranding guidance

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Marketing Guidance: Email Marketing

• Email Marketing Tips & Tricks– Helpful resources – Sample email templates– Updated frequently

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Marketing Guidance: Events & Webinars

• How to plan successful events

• Pop-up banner files– Co-brand with your company’s

info– Save time & money by not having

to create a design yourself!

• Webinar tips– Co-host a webinar with

Cambium!

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Marketing Guidance: Social Media

• Helpful information on social media marketing

• Access to Cambium’s weekly social posts in advance– Share or use Cambium’s content

yourself!

• Quarterly social media award for partners

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Marketing Guidance & Collaboration: Case Studies & Webinars

• You’ve got a story to tell… Cambium will help you tell it!

• Fill in a short form on our portal and send it to us

• If Cambium publishes your case study, we’ll invite you to participate in a webinar to tell your story

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Partner Enablement: Coming Soon!

• Quick tutorials• Virtual learning

modules• Webinars• Training resources

for partners• And more!

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on GridPrice Exception GridIntro

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EMEA Standard Discounts Vs Special Pricing Discounts

Price GroupDistributor 

Standard DiscountPrice Exception

DiscountPMP 30% Based on Grid

PMP Accy 20% Based on GridPTP 30% Based on Grid

PTP Accy 20% Based on GridWM 30% Based on Grid

PMP 450 20% Based on GridPTP 550 30% Based on GridPTP 650 20% Based on GridPTP 670 30% Based on GridPTP 820 20% Based on Grid

PTP 820 Accy 30% Based on GridPMP 450i 20% Based on GridPTP 700 30% Based on Grid

ANCILLARY 20% Based on GridcnReach 30% Based on GridWWFED 20% Based on Grid

Extended Warranty 30% Based on GridCambium Care 20% Based on GridWW Accessory 30% Based on Grid

• Price Groups can be found on the price list • Each price group has an associated discount; this

is what you should have programed in your system• If you don’t know what this is, talk to your Cambium

RSM.

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Price Exception Grid

• Pre-defined margin grid for the distributor

• The sell price to the VAR (if 2-step) or end user (1 step) must be known

• The % discounted requested on the PE is either the price to the VAR (2-step) or end user (1 step)

• Look up the % discount on the grid to find the Distributors adjusted price

• Implement process on Oct 1, 2018

• PE’s will be entered into NetSuite at the VAR or End User price instead of Distributor starting Oct 1, 2018

• Process is a shared pain model. In competitive situations we both need to give.

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Example of PE Grid (for items with standard 40% discount)Discount % off MSRP to Tier 2 

Partner ‐Approved by Cambium

List Discount Points to Distributor 

(Credit Claim)

Expected Distributor Margin % "GOAL"

Net Disc to Disty 

(including rebate) off 

MSRP32.00% 0.15% 11.99% 40.15%33.00% 0.90% 11.79% 40.90%34.00% 1.65% 11.59% 41.65%35.00% 2.40% 11.38% 42.40%36.00% 3.15% 11.17% 43.15%37.00% 3.90% 10.95% 43.90%38.00% 4.65% 10.73% 44.65%39.00% 5.40% 10.49% 45.40%40.00% 6.15% 10.25% 46.15%41.00% 6.90% 10.00% 46.90%42.00% 7.65% 9.74% 47.65%43.00% 8.40% 9.47% 48.40%44.00% 9.15% 9.20% 49.15%45.00% 9.90% 8.91% 49.90%46.00% 10.65% 8.61% 50.65%47.00% 11.40% 8.30% 51.40%48.00% 12.15% 7.98% 52.15%49.00% 12.90% 7.65% 52.90%50.00% 13.65% 7.30% 53.65%51.00% 14.40% 6.94% 54.40%52.00% 15.15% 6.56% 55.15%53.00% 15.90% 6.17% 55.90%54.00% 16.65% 5.76% 56.65%55.00% 17.25% 5.00% 57.25%56.00% 18.20% 5.00% 58.20%57.00% 19.15% 5.00% 59.15%58.00% 20.10% 5.00% 60.10%59.00% 21.05% 5.00% 61.05%60.00% 22.00% 5.00% 62.00%61.00% 22.95% 5.00% 62.95%62.00% 23.90% 5.00% 63.90%63.00% 24.85% 5.00% 64.85%64.00% 25.80% 5.00% 65.80%65.00% 26.75% 5.00% 66.75%66.00% 27.70% 5.00% 67.70%67.00% 28.65% 5.00% 68.65%

*Full grid goes up to 100%, cut for display purpos

Partner Rebate Portal(PRP)System Screenshot

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Rebate Portal Views

• Cambium Channel Operations View– Users and Roles Management– Manage Program Types– Manage Programs– Program Attributes– Claims Management– View POS Data– View Approved Claims for Credit memo

• Cambium Finance View– Finance claims status overview– Post approved claims– View posted credit memos– View credit memo status

• Distributor View– Distributor main dashboard– Distributor claims workbench– Claims details and dispute console– Credit memo status

Cambium Channel Operations View

Partner Rebate Portal Screens

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Users and Roles Management Functionality

• Create Users• Assign Roles• Role

Permissions

MS1

Slide 40

MS1 Mano Sivashanmugam, 7/6/2018

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Manage Program Types Functionality

• Create Program Types like Deal Reg, Promotion etc

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Manage Programs Functionality

• Create Programs based on Types

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Define Program Attributes – Basic Rules Functionality

• Define attributes of a program

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Program Attributes - Location details Functionality

• Programs tied to geographic locations

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Program Attributes – tie to distributor Functionality

• Programs tied to distributors

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Program Attributes – eligible parts Functionality

• Programs tied to part numbers

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Performance of Programs Functionality

• View Program utilization

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Claims Management Functionality

• Manage Claims

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View POS Data Functionality

• View POS data

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Claims Ready for Financial posting Functionality

• View credit memo details

Cambium Finance Team View

Partner Rebate Portal Screens

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Finance Claims Status Overview Functionality

• Finance Claims dashboard

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Post approved claims Functionality

• Process Credit Memo

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View posted credit memos Functionality

• View Credit Memo posting status

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View credit memo status Functionality

• View failed credit memos

Distributor View

Partner Rebate Portal Screens

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Distributor main dashboard Functionality

• View eligible programs

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Distributor claims workbench Functionality

• Manage all claims

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Claims details and dispute console Functionality

• View claims details and status

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Credit Memo status Functionality

• View credit memo status and details

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Take away

• Our channel world is changing– Adapt or be disintermediated

• Growth requires recruiting– New ISP customers– Value Added Partners (leverage)– Cambium Connected Partner Program offers incentives to make it attractive

• Marketing on all levels, Cambium makes it easy

• New tools to maximize ROI

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Questions…Discussion….