1

Selling GFI Cloud™

2

Outline

» IT Pain Points

» What is GFI Cloud?

» Why GFI Cloud?

» Quick tips for Partners

» Pricing

» Buying

» Summary

3

IT pain points

4

IT pain points

» Managing a mobile workforce is difficult

» Managing IT remotely can be challenging for an IT administrator

» It is time-consuming and expensive using multiple tools to manage IT

» It is difficult to see the big picture, across different consoles

» Day-to-day activities to manage IT are taking longer and impacting more strategic projects

5

State of the industry

Recent studies:

» Forrester forecasts channel partners will increase reliance on cloud software and services from 22% to 27% from 2013 to 2014

» 61% of SMBs are using cloud-based solutions today, with an additional 5% planning to add cloud services in the next six months

6

Top reasons people buy cloud solutions

» Simplify management and deployment of software

» Free up IT resources

» Shift the ownership of upgrades and maintenance to the vendor

» Reduce time and skill set required to maintain system operations

» Access via web browser anywhere – anytime

7

What is GFI Cloud?

8

What is GFI Cloud?

» A simple web-based platform for integrated □ Antivirus

□ Asset tracking (FREE)

□ Server and workstation monitoring

□ Remote control

□ Patch management

□ Web protection

» GFI Cloud console□ Simple-to-use dashboard enables you to easily manage essential GFI Software

services on all servers, PCs and laptops on the move

» GFI Cloud agent□ Fast to install; a lightweight software agent links each computer to the GFI

Cloud, regardless of location

Local agents, cloud-based management

– a hybrid approach to cloud

9

Who is GFI Cloud for?

» Small and medium sized businesses

» IT Manager□ 150-500+ employees

□ 5-10 IT staff

□ Affordable, centralized control, without complexity

» IT Admins□ <150 employees

□ 1-2 IT staff, part or full time

□ Automate and save time; Keep control of systems the easy way

10

Why GFI Cloud?

11

How will GFI Cloud make me money?

» More new business

» Easy cross and up-sell

» Long-term revenue stream

» Strong margins

» More incremental revenue

» Short sales cycle

» Lower costs of sales

» More profit

12

Why GFI Cloud? (1/2)

» Within 10 minutes, customers can start taking charge of their IT environment□ Fast and simple deployment

□ No complex configuration

□ No lengthy setup required

» One provider – one platform for managing IT □ Avoid working with multiple vendors and different consoles to manage IT

> Minimized learning curve> Simplified license management

» GFI Cloud vision – an unbelievable toolbox for IT

□ GFI’s award-winning software for SMBs, brought into one simple console

13

Why GFI Cloud? (2/2)

» Purpose-built for SMBs□ Over a decade of experience in delivering superior IT solutions to

the SMB market

» Hundreds of thousands of GFI installations worldwide

» GFI is trusted by thousands of companies around the world

» GFI solutions have won numerous awards

All product and company names herein may be trademarks of their respective owners.

14

Quick tips for partners

15

Effective sales strategies for GFI Cloud

» Foot in the Door□ single solution to a single problem

» FREE Foot in the Door□ loss leader – without the loss

» Multiple services in a single solution□ the platform approach

16

Make sure trials you generate stay with you» Send a “partner linking” trial link to your customer and have them sign up

for the free 30-day trial of GFI Cloud.» You will be notified automatically when your customer needs a Quote or

would like to purchase.» This link ensures the customer's trial account is linked to you.» Additional seats and GFI Cloud Services will be purchased through YOU!» Use the “partner linked” link on your Website to generate new GFI Cloud

Signups

17

4 KEYS TO SUCCESS

1) Partner linking

2) Marketing Material

3) Make sure your customers deploy 2 or more agents

4) Drive customers to trial more than 1 service

Points to remember

18

Pricing

19

Pricing

» Simple subscription-based model□ Tiered pricing from as low as $12.00 per computer, per year, per service

□ Similar to on-premise yearly subscription model

□ Regular updates, upgrades and maintenance included in subscription

» Minimums□ Purchases are subject to a 10-computer minimum per first transaction,

per service

□ No minimums for additional computers

20

Discounts

» Discounts apply when additional services are purchased□ First service at full price

□ 20% discount applies on additional services bought

□ All services added later must expire at the same time

» Multi-year discounts apply□ Two-year discount is 10%

□ Three-year discount is 20%

» Standard Partner level discounts applied

» Visit the Partner Area for more information

21

Buying

22

Buying GFI Cloud

» Depending on what region our partners are in, GFI Cloud can be purchased either via a two tier or one tier channel model

» The following section of this presentation describes both process

□ Tow tier

□ One Tier

23

Buying GFI Cloud Two Tier Model

» Buying GFI Cloud services is similar to buying other GFI products

» Key difference – User’s email address□ User’s trial must be in place before purchase

□ User starts trial by entering their email address, which identifies them in the system

□ Partner must know user’s email address to purchase

» Partner requests purchase from their distributor□ Partner must submit user’s email address with purchase order – this is

necessary for GFI to convert the trial account to a paid account

□ Partner should specify which services and how many computers for each service

□ Distribution places order with GFI

□ GFI provisions user’s licensing once order has been processed

24

Buying GFI Cloud Two Tier Model – example (1/4 )

» End user □ starts trial at https://www.gficloud.com/signupform/signup/?CPID=YOURID

using their email address

□ End user deploys 25 agents of GFI Cloud Patch Management

□ End user clicks on buy from a reseller in the licensing section of their console

25

Buying GFI Cloud Two Tier Model – example (2/4 )

» End user completes request form

26

Buying GFI Cloud Two Tier Model – example (3/4)

» GFI Reseller receives email request from the customer via GFI Cloud

27

Buying GFI Cloud Two Tier Model – example (4/4)

» GFI Reseller contacts customer and determines the customer would like to order 25 agents of GFI Cloud Patch Management

» Customer excepts the quote and orders from the reseller:25 x LGPCDSVS-1Y, GFI Cloud Patch Management for 1 YearPrice per Unit $18.00, TOTAL Price $450.00

» GFI Reseller places order with distribution and includes:□ End user email address

□ 25 x LGPCDSVS-1Y, TOTAL Price $450.00 less their partner discount

» Distribution finalizes order with GFI and notifies reseller, Reseller in turn notifies the customer.

» Customer is also notified by the system.

» Please NOTE, reseller should NOT tell the customer the order is complete until notified by the distributor.

28

Buying GFI Cloud One Tier Model» Buying GFI Cloud services is similar to buying other GFI products

» Key difference – User’s email address□ User’s trial must be in place before purchase

□ User starts trial by entering their email address, which identifies them in the system

□ Partner must know user’s email address to purchase

» End user submit request to “Buy from a reseller”

» Partner receives notification of request with all relevant details for end user

» If the partner has used partner linking to start the end users trial then the “Quote and Order now” button on the email takes partner directly to the GFI shopping cart where they can receive quotes or purchase

» If partner linking was not used to start the trial, then the quote and order now button will direct the partner to the GFI Cloud product focus page in the partner area. Once there, the partner can use the quote order now button to purchase or quote from the shopping cart.

29

Buying GFI Cloud One Tier Model – example (1/4 )

» End user □ starts trial at https://www.gficloud.com/signupform/signup/?CPID=YOURID

using their email address

□ End user deploys 25 agents of GFI Cloud Patch Management

□ End user clicks on buy from a reseller in the licensing section of their console

30

Buying GFI Cloud One Tier Model – example (2/4 )

» End user completes request form

31

Buying GFI Cloud One Tier Model – example (3/4)

» GFI Reseller receives email request from the customer via GFI Cloud

32

Buying GFI Cloud One Tier Model – example (4/4)

» Partner linking used » No partner linking used

33

Summary

34

Summary

» IT challenges driving more SMBs to cloud-based solutions

» GFI Cloud – single web-based solution to simplify IT management

» GFI Cloud makes money for you and saves customers time and costs

» Effective sales strategies

» Subscription based pricing

» Buying process

35

Watch GFI’s CEO address: Introducing GFI Cloud to Partners video

Visit www.gficloud.com to learn more about the product

Partner resources

Partner area – GFI Cloud page

Price books – check out our competitive pricing

Register for your GFI Cloud FREE NFR Account

The Americas: gficloud@gfiusa.com Australia, New Zealand:gficloud@gfiap.com

UK: gficloud@gfi.co.uk Benelux: gficloud@gfi.nl

DACH: sales@gfisoftware.de South Africa, Mauritius: sales@gfi.co.uk

Nordics: sales@gfi.nu General: gficloud@gfi.com

Thank you!

To find out more