Giant Slalom V2 The VIP Incentive

• GS2 – the 2nd Annual Palo Alto Networks Incentive – Accommodation update– Benefits– Resellers registration status– DRIVE registration process– New materials

Giant Slalom 2

3 Day Ski Trip Accomodation updates:• Ischgl, Austria• Hotel Solaria• March 19th -22nd 2014• All Expenses Paid

– Accommodation/Flight/Transfer/Ski Package!

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

Region/Country Company selected by PAN

Resellers preregistered

Resellers activating accessing DRIVE Forms submitted

DACH* (using a separated form) 27 0 0 0

UK 84 84 0 0

France 18 14 2 0

Southern Europe ** 28 53 6 0

Nordics *** 21 0 0 0

Netherlands/Baltics 9 0 0 0

TOTALS 187 0 8 0

Resellers registration status

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

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!

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€)

Materials available

Launch materials• 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)

New Materials on the marketing portal• EDM3• Video - how to submit a form• Barinshark video

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

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!