Aruba Networks. Now is the time to build your Aruba practice

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1 Aruba Networks Now is the time to build your Aruba practice

2 HPE s Vision for Aruba Ecosystem of innovation partners Flexible consumption Driven by agile DevOps Mobile users, apps and devices Beacons, sensors and geo-positioning Reliable performance and experience Hybrid IT Your Apps and Data Intelligent Edge Ubiquitous connectivity Security and resilience built-in Containerized, automated and orchestrated Always workload optimized Built-in data analysis and contextually aware Adaptive trust security 2

3 ARUBA S MOBILE FIRST ARCHITECTURE Aruba 360 Secure Fabric Mobile First, Secure Always Mobile First Platform NW Management NW Analytics Security Location Services Aruba Ecosystem Mobile First Infrastructure with Aruba Secure Core Technology Partners GTM Partners Alliances Developers Wireless LAN Wired LAN WAN BUILT FOR MOBILE- CLOUD, IOT SOFTWARE-DEFINED, API-FIRST SECURITY DRIVEN OPEN, MULTI-VENDOR

4 The Intelligent Edge Market Opportunity Mobile First Networks $29B* TAM by 2020 Industrial IoT $20B+* TAM by 2020 Wide Area IoT $31B TAM by 2020 Campus and Branch Edge Compute Smart Cities *Market size estimates by HPE 4

5 Ability to Execute Wired and Wireless LAN 2017 Gartner Magic Quadrant CHALLENGERS LEADERS Cisco WHO ARE WE? HPE Aruba Founded: 2002, IPO: 2007, Joined HPE: 2015 Intelligent Edge portfolio $3B+ annual revenue run rate Biggest Small Company High touch business model Customer First, Customer Last Home of 65K+ Mobility Airheads Community Allied Telesis ZTE NICHE PLAYERS Huawei Juniper Fortinet D-Link Aerohive Dell Extreme Networks ALE Brocade (Ruckus Wireless) Avaya Zebra Xirrus Completeness of Vision VISIONARIES Gartner once again positions HPE Aruba in the Leaders Quadrant of the latest Wired and Wireless LAN Access Infrastructure Magic Quadrant 5

6 Aruba Continues to Take Dramatic Market Share from Cisco 21.% 52.% 18.% 50.% 16.% 49.% + 4QCY16 1QCY17 2QCY17 4QCY16 1QCY17 2QCY17 And in Q2CY17, enterprise WLAN revenue market share was greater than the next 6 vendors combined (Ruckus + Ubiquiti + Extreme + Huawei + Aerohive + H3C) Campus Switching Market Share WLAN Market Share 1 RoW = Worldwide Less China Source: Dell Oro 6

7 Standard Commercial Transactional Discounts by Partner Level Partner Ready for Networking Enterprise Products Only Proximity (Non-Authorized) Business (Authorized) Silver Gold Platinum or NSP s Service Providers or Global Integrators Revenue Requirement (US Dollars) $25K $250K $1M $2M $5M/$10M Suggested Base Partner / VAR Standard Discount (US) 30% 30% 33% 39% 42% 42% Deal Registration Discount (Incremental) Networking Deal Registration n/a 12% 12% 12% 12% 12% Total Effective VAR Discount Standard Discount + Deal Registration 30% 42% 45% 51% 54% 54% NEW - Transactional Discounts above do not apply to the OfficeConnect product family, PL s: I5 and 3P Partners can be promoted during fiscal year (monthly basis) provided required net revenue and specializations (technical certifications) are achieved Deal Registration discounts are provided (if approved) in the up-front transaction discount from Distributor HPE OEM & Managed Service Providers partner relationships not reflected above Direct Partner agreements with HPE and HPE Aruba supersede the discounts reflected above Excludes US Federal Government transactions. This is be governed by our Federal Partner Ready for Networking program. Discount apply to hardware and software only. Table excludes product PL s (S2, 2M) and all Support, Services and Training. This Table is applied to the following HPE Aruba PL s: 34, 35, 6H, I7, VL, VN, VM, L3, 3W, N6 Excluded: All EMR (refurbished) activity does not utilize the table above 7

8 Pricing Example at Gold Partner Tier Standard Pricing Deal Registration List Price Standard Gold Discount 39% $100,000 $100,000 $61,000 $61,000 Partner Cost $61,000 $49,000 Deal Registration 12% Increase to 51% 24.5% Opportunity Margin Percentage 8

9 We Believe Innovation Matters Expertise Matters Experience Matters Best-in-Class Partner Chosen as Partner Ambassador for Aruba Multi-Campus Solutions Access & IoT Security, Wayfinding, Asset Tagging, App Consolidation, User Experience Years of Complex Data Center Experience. The Quality of our Team sets us Apart.

10 Best of Breed: Committed to Your Success Market driven product portfolio Incentives aligned to growth opportunities Noncompetitive services strategy Readily available marketing campaigns Sales team committed to partner success The HPE Aruba Advantage High Growth, High Margin 10

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