UK MarketingQ2 Marketing Plan

Agenda

• Marketing Organisation • Events Planned • Vendor Strategy

Marketing Organisation

Caroline Thomas Marketing Director

TBHEmerging &

Events Mktg

Cerri BakerGrowth Mktg

Jennie RogersCore Mktg

Louise Pedder Mktg Executive

Phoenix FeneganDigital Mktg

TBHMarketing Manager

Conor McGuinness

Demand Creation

UK Marketing Objectives 2013

• Continue to develop a strong, resourceful and loyal channel– Trained to vendor specifications (partner program)– Consistent marketing communications to customer base through channel partners

• Deliver Multi-vendor solution campaigns – Direct to end user – Through the channel

• Build upon UK market brand awareness– Industry events

• Develop further our Social Media Engagement – LinkedIn, Twitter– @TomandTed (end customer) / @Exclusive_UK (partner)– Use #tags to discuss marketing campaigns

• Ensure Lead Follow Up Process through Netsuite is working • Build a Demand Creation Team to be proud of• Deliver more campaigns through the channel • Continue to use Drive Rewards to deliver additional leads through the channel

Vendor Apr May Jun Jul Aug Sept Oct Nov Dec

General Events

Infosecurity 2013

Technical Dinner

Mobile Enterprise Ecosystem Royal Ascot

Partner Recruitment

Rioja Day

Palo Alto Khipu – Network Shop

Network Security and Enablement End user Seminar (with Aerohive and Infoblox)

Ovation Data Media Seminar

InfoCrime

End User Seminar

Aerohive Jigsaw E7 Education webinar

Network Security and Enablement End user Seminar (with Palo Alto and Infoblox)

Retail Seminar

Appurity – Apple, Aerohive, Mobile Iron Webinar

Appurity – Apple, Aerohive, Mobile Iron Webinar

2013 Events

2013 Events (cont’d)

Vendor Apr May Jun Jul Aug Sept Oct Nov Dec

Fortinet Infosecurity 2013

Partner Event – 8th May - Glasgow

Partner Event – 4th June – Birmingham6th June - London

Partner Event – 17th Sept – Leeds19th Sept – London

ISP/MSP Event

Legal IT Forum

IPEXPOIT Security Forum

Partner Event 19th Nov – Leicester21st Nov - London

Aruba TechXchange Hospitality Event - Ascot

Ixia Anue Partner Event

SafeNet Partner Event

LogRhythm Accumuli Networkshop

Synetix Multi Vendor Event

Arbor JP Day

Q1 Best Idea/Activity

• Aerohive – Retail Seminar • Aerohive/Mobile Iron - Appurity –BYOD Campaign• App Attack – has seen lots of clicks – and raised our

profile within PAN – however we haven’t seen any leads of the back of it

• Best Activity – Renew UP/Switch UP– Existing Fortinet customers to upsell on existing

Fortinet products &encourage sale of additional Fortinet advanced Tech products

Biggest Challenge Faced

• Funding – not enough! – None allocated from EXN– We need funds especially for Emerging vendors

• Multi-vendor competitiveness – Fortinet vs PAN – not wanting to be part of multi-

vendor events – Aerohive vs Aruba – who do we use at what time

• Drive – Vendor approvals can be difficult to get

EVENTS DETAIL

IPExpo

• Exclusive Networks Zone

• Exclusive Networks Demo Theatre

• Sponsored Bar (with –exclusive use for partners)

Infosecurity Europe