Giant Slalom V2 The VIP Incentive

October Updates

1. PAN has re launched the Giant Slalom internally

2. Competition end date extended to end of January 31st

3. Leaderboard http://www.exclusive-networks.com/giant-slalom-v2-leaderboard/#.UmZvVharw2w

PAN Alignment

1. PAN CAMs committed to the Giant Slalom – internal competition

2. Shared list of deals closed since July with CAMs3. Shared list of individual users registered on DRIVE

for the GS with CAMs

Region/CountryDeals closed since July - REGISTERED ON DRIVE

Deals closed since July - NOT YET REGISTERED ON

DRIVE

DACH* (using a separated form) 6 41

UK 5 34France 6 (+ 9 to confirm) 20

Italy 6 5

Spain & portugal 17 64Nordics (SWE, FIN, Baltics) 2 15Netherlands 0 11

Submissions status

• 190 deals have been closed since July by PAN resellers but they haven’t been entered on the Giant Slalom form yet

ONLY DEALS OVER 50k€ WILL QUALIFY FOR THE GS

Region/Country Company selected by PAN

Resellers Registered on DRIVE for Giant

SlalomForms submitted

DACH* (using a separated form) 27 na 6

UK 34 519 5

France 18 312 15

Italy 14 47 2

Spain 14 112 17

Nordics (SWE, FIN, Baltics) 21 108 2Netherlands 9 37 0

Users registration status

• 741 resellers have been registered on DRIVE and can join the Giant Slalom but haven’t accessed their DRIVE account yet

ALL ELIGIBLE RESELLERS FOR GIANT SLALOM HAVE BEEN REGISTERED ON DRIVE

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 2 2 1

TOTALS 12 12 6

33 winners regions split

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

Group support

Purchased Battery chargers to best contestants (submitting at least 2 forms)

Set up regular updates with Palo Alto Networks

Sent regular reports to the marketing managers to track registrations

Shared updated lists of deals closed by PAN resellers

What to do if you aren’t getting many responses? 1. Check all the PAN deals closed between July and

January 2013 are submitted on DRIVE2. Push Wildfire deals if the local resellers can’t qualify

for another categories (giant deals, biggest growth)3. Sync with CAMs to train them on how to submit a

form on DRIVE4. Register a login on DRIVE to be shared among your

team, in order to enable them to run demo on the Giant Slalom form

Don’t forget to inform Tanya that login is eligible to join GS

5. Run webinars to train on how to submit forms

Focus on

• Increase awareness and Sales of Wildfire • Increase Attach rates to c35%

% of deals including WF over the number of deals closed July13-Jan14 >= 35%

• Links with new campaign materials and programme around WF • Key Strategic Focus for PAN • 2 Places per Region Saved for WF – Biggest deals (>50k€)

Materials available on the marketing portalMaterials available on the marketing portal• 4 Emailing templates in local language• Banner• Signature - new!• Video on Youtube channel - “how to submit a form”• Giant Slalom Logo- Low and high resolution• Giant slalom flyer – PDF• DRIVE promotion on DRIVE

3 Day Ski Trip

Accommodation updates:• Ischgl, Austria• Hotel Solaria• March 19th -22nd 2014• All Expenses Paid

– Accommodation/Flight/Transfer/Ski Package!