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Copyright 2014 WatchGuard Technologies, Inc. All rights reserved. 2014 Q1/Q2 WatchGuard Promotions
2014 Q1/Q2 Promotions 3 Key Objectives Reduce complexity of promotions Increase lifespan of current customers Increase competitive conversion Convert long running promotions into programs
2014 Q1 and Q2 Promotions Contents DLP For Free (90 days) Competitive Access Point Trade-In Renewal Amnesty High Availability Microsoft TMG Additional Information
DLP For Free Promo Target: End User Product Line: XTM (entire product line) Availability: Worldwide Timeframe: Q1 and Q2 2014 Promotion details: Purchase any XTM product and receive DLP license 3 months trial For any new appliance, any version of services Aggressive marketing campaign to support DLP acceptance Rules: No restrictions Marketing activity: The following marketing activities may be implemented in various forms, in various countries Sticker on the Box indicating that DLP is now available for 90 day trial free; URL to landing page included WatchGuard.com Landing Page focused on DLP and its efficacy for everyday use Example Set Up Profiles made available for ease of use. Available for download on the DLP landing page Email to appliance owner triggered on activation informing on the 90 day trial Aggressive call out campaign on 8 series and above to assist in DLP activation and setup 4
Access Point Competitive Trade In: Access @ All Points Promo Target: End User Product Line: AP100 and AP200 Availability: Worldwide, Timeframe: Permanent Program, Promotion Marketing: Q1 and Q2 2014 Promotion Details Competitive trade in now available for AP units Competitive Trade In to WatchGuard AP100 and 1-yr Live Security Bundle: WG001581 $290 (AMER) / $320 (EMEA APAC) / $510 (Japan) Competitive Trade In to WatchGuard AP100 and 3-yrs Live Security Bundle: WG001583 $390 (AMER) / $430(EMEA APAC) / $685 (Japan) Competitive Trade In to WatchGuard AP200 and 1-yr Live Security Bundle: WG002581 $400 (AMER) / $440(EMEA APAC) / $705 (Japan) Competitive Trade In to WatchGuard AP200 and 3-yrs Live Security Bundle: WG002583 $530 (AMER) / $585(EMEA APAC) / $935 (Japan) Eligible competitive product, i.e. Cisco, HP, Zyxel, Netgear, Dlink Operates identically to the standard Competitive Trade In Program Rules: Not stackable with another AP Promotion or GovEd Discount Deal Reg OK 5
Access Point Competitive Trade In: Access @ All Points (con.) AP Trade In SKUs offer approximately a 20% discount to customers that are making the switch to WatchGuard appliances from other competitive wireless offerings. Minimum requirements for approval are that the competitive device be either an access point or a firewall/utm with built-in wireless. Current customers may also use the new Trade In SKUs to replace their old AP gear with new access points from WatchGuard. Similar to firewall trade-ins, to complete activation when trading in a non-watchguard device, a certificate of destruction (COD) for that device must be completed and returned to WatchGuard within sixty (60) days of activation. The COD will certify that the competitive device used in the trade up has been destroyed and properly disposed of in accordance with local environmental standards. Marketing activity: The following marketing activities may be implemented in various forms, in various countries Email campaign to partners, customers and specific prospect lists Changes to web site pages highlighting competitive opportunity Competitive Program guidelines to be updated Inclusive in call to action campaigns 6
Renewal Amnesty Promo Target: Customers with expired licenses Product Line: XTM Availability: Worldwide Timeframe: Q1 and Q2 2014 Promotion Details: Renew your licenses and waive the reinstatement fee Reduce the loss rate of current customers Provide an additional opportunity to speak with a customer and upsell to a new appliance Rules: No restrictions 7
High Availability Promotion Promo Target: Customers with a single appliance Product Line: XTM Availability: Worldwide Timeframe: Q1 and Q2 2014 Promotion Details: Upgrade your current network with the assurance of uptime reliability Insure your company s on line systems never go down Receive 50% off your second box for high availability Rules: Not stackable with any other promotion Marketing activity: The following marketing activities may be implemented in various forms, in various countries Aggressive call outs on customers 8 Series and above Vertical market focus to secure our position in education and hospitality Email and direct mail marketing to install base 8
Microsoft TMG Replacement Promo Target: End User Product Line: XTM and SSL Availability: Worldwide Timeframe: Q1 and Q2 2014 Promotion Details: Microsoft TMG Opportunity Purchase an XTM Appliance and receive an SSL appliance XTM 5-series (525 model or higher) and receive an SSL100 appliance XTM 800 thru 2500 series and receive an SSL560 appliance Non-Stackable Promotion Enhanced Deal Registration applies when appropriate TMG Promotion Approval required and SSL Unit must be ordered through WatchGuard Sales Professional Individual TMG Promotion requires reseller to receive WatchGuard Sales approval On completion of deal, TSM/Country Manager order the appropriate SSL unit via the IRF document Distributor is not involved in this promotion Shipping Information: AMER: Unit will drop ship to customer or reseller EMEA:. Units will ship to the Hague office where they will be routed to the appropriate customer. Other arrangements could be made on an exception basis Units usually arrive within 2 weeks of order placement 9
Additional Promotion and Program Information Competitive Trade In Program Red Instead is no longer available WatchGuard has instituted pricing with the WatchGuard Competitive Trade In Program similar to the previous program Check the latest price list for all Trade In SKUs and Pricing, including the new AP Trade In SKUs WatchGuard marketing teams will continue to highlight this program assisting in the conversion of competitive products Security Pays - $25 sign up bonus For countries offering Security Pays, WatchGuard will continue to offer the sign up bonus for the next 2 quarters for new registrations Associate WatchGuard Secure Partners are now eligible to participate in the program For any program issues from registration to payouts, please have the reseller participant contact our program administrators at 1(888) 485-3823 or email wgsecuritypays@mtcperformance.com If you need additional assistance, send an email to your assigned field marketing manager and cc: me at mark.romano@watchguard.com Promotion Communication One sheet: WatchGuard marketing will produce a one page PDF for easy communication; FMMs will adapt as necessary for their territories Promotions will be communicated in all Partner News publications Webinars will be scheduled for easy dissemination of information 10