Q2’FY2019 “Be There First” APAC Partner Incentive ProgramPrepared by: Aruba APAC Channel TeamValid from: 1st February to 30th April 2019

For Malaysia, Singapore, Taiwan and Thailand(Approved for External Communications)

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802.11ax Access Points

– India, Korea, Malaysia, Singapore and Taiwan added to the program

ClearPass with OnGuard

– Revised incentive amount for ClearPass with JZ472AAE OnGuard 100 license to US$300

– Added JZ473AAE OnGuard 500 license and offer US$1,000 incentive when sold with ClearPass

SD-Branch

– Lower the Minimum Solution Size for Hong Kong, Korea, New Zealand and SEAT to US$15,000 to qualify

IntroSpect

– Increase the Deal Registration incentive to US$250 upon SFDC Stage 2 and above validation and approval

– Lower the Customer POC completion incentive to US$350 upon SFDC Stage 4A and above validation and approval

– Total incentive remains at US$600 per Customer POC for approved partner*

Q2’FY19 “Be There First” Partner Incentive ProgramKey Revisions

Reward “Sell Through”

Reward “Spot Opportunities”

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Q2’FY19 “Be There First” Partner Incentive Program Framework

Reward SELL-THROUGH

Focus Point Products8320/8325 Core Switch2930M 802.3bt Switch

802.11ax Access PointsClearPass Policy Manager / OnGuard

Reward SPOT OPPORTUNITIES

Aruba Solutions: SD-BranchMeridian

IntroSpect

Point Product Focus Solutions Focus

T&Cs:• Based on Channel Data Collection Platform (CDCP) reporting• Reward for sell-through of stipulated SKUs

T&Cs:• Based on deals registered via HPE Aruba Deal Registration tool• Reward for validated sales pipeline and validated POC for

stipulated Solution sub-groups

Objectives

– To Reward Partners for the Sell-Through of Aruba Focus Products.

– To Reward Partners to Spot An Opportunity and Register Aruba Solution Deals.

– Program Duration: 1st February to 30th April 2019 (Q2’FY19 | 3 Months).

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Reward SELL-THROUGHAPAC Participating Countries: Malaysia, Singapore, Taiwan and Thailand

SELL-THROUGH OF Description: Eligible SKUs Partner IncentivePayment

Cycle

A) Core / Aggregation

Switches

Aruba 8320: JL479A, JL579A, JL581A

Aruba 8325: JL624A, JL625A, JL626A,

JL627A

US$500 per unit, cap of 4 units per customer win Quarterly

B) Campus SwitchesAruba 2930M 802.3bt Switch: R0M67A,

R0M68AUS$250 per unit, cap of 4 units per customer win Quarterly

C) Access PointsAP515/514 802.11ax access points:

Q9H61A, Q9H62A, Q9H56A, Q9H57AUS$1,000 per customer win of 40 or more units Quarterly

D) ClearPass

ClearPass Policy Manager: JZ510A,

JZ509A, JZ508A, JZ399AAE (VM)

OnGuard: JZ473AAE (Perpetual, 500

licenses), JZ472AAE (Perpetual, 100

licenses)

US$1,000 per customer win of CPPM with

OnGuard Perpetual 500

OR

US$300 per customer win of CPPM with OnGuard

Perpetual 100

Quarterly

Notes:• Based on CDCP reporting• Reward for sell-through of stipulated SKUs

• All monetary incentive in the form of preferred shopping or dining voucher.• All incentive paid to Reseller Company or specified Opportunity Owner.• Refer to Terms and Conditions

4

Aruba Solutions: “SD Branch” “Meridian” “IntroSpect”

Deal Registration: Choose “SD Branch” sub-group Choose “Meridian” sub-group

(excludes China)

Choose “IntroSpect” sub-group

Min. Solution Size to Qualify: US$15,000 US$10,000 US$150,000

Information Required: • Opportunity Owner

• Product Sub-Group

• Customer Name

• Opportunity Deal Size

• Opportunity Owner

• Product Sub-Group

• Customer Name

• Opportunity Deal Size

• Opportunity Owner

• Product Sub-Group

• Customer Name

• Opportunity Deal Size

Incentive upon verification/

approval by Sales TM

(SFDC Stage 2 and above):

• US$50 per customer deal registered

capped at 3 customers ($150)

• Given to one Approved partner*

• US$50 per customer deal registered

capped at 3 customers ($150)

• Given to one Approved partner*

• US$250 per customer deal

registered

Incentive upon successful

completion of customer POC

verified/approved by Sales TM

(SFDC Stage 4A and above):

• First Customer POC – US$300 for

the Approved partner*

• Second Customer POC – US$500

for the Approved partner*

• Third Customer POC – US$1,000

for the Approved partner*

• First Customer POC – US$300 for

the Approved partner*

• Second Customer POC – US$500

for the Approved partner*

• Third Customer POC – US$1,000

for the Approved partner*

• US$350 per Customer POC for the

approved partner*

Max. incentive cap per partner: US$1,950 US$1,950

Payment Cycle: Quarterly Quarterly Quarterly

Reward SPOT OPPORTUNITIESAPJC Participating Countries: Malaysia, Singapore, Taiwan and Thailand

Notes:• Based on deals registered via HPE Aruba Deal Registration tool• Total opportunity size is subjected to country’s Deal Registration minimum

threshold• Reward for validated sales pipeline and validated POC for stipulated Solution

sub-groups• Meridian promotion is excluded from China

• All monetary incentive in the form of preferred shopping or dining voucher.• All incentive paid to Reseller company or specified Opportunity Owner.• POC must be for different customers.• Given to one Approved partner (countries without LOS) or one Approved Preferred

partner (countries with LOS)• Refer to Terms and Conditions

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Adding Solutions in Deal Registration “Sub-Group”

Option 1: If you

chose to submit via

<Networking

Opportunities>,

select “SD-Branch”

here and click on

“right” arrow

Option 2: If you chose

to submit via

<Opportunities>, click

on drop-down arrow,

select “SD-Branch”

Note:• Select “Meridian” or “IntroSpect” accordingly• Refer to slide #9 to #19 for step-by-step guide

to deal registration

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Quick References

Solutions Key Resources Resource Links

8320 Core Switch Aruba 8320 technology website:

Aruba 8320 datasheet:

https://www.arubanetworks.com/products/networking/switches/8320-series/

https://www.arubanetworks.com/assets/ds/DS_8320Series.pdf

2930M 802.3bt

switch

Aruba 2930M technology website:

Aruba 2930M datasheet:

https://www.arubanetworks.com/en-gb/products/networking/switches/2930m-series/

https://www.arubanetworks.com/assets/ds/DS_2930MSwitchSeries.pdf

Aruba 802.11ax

Access Points

Aruba 802.11ax technology website:

802.11ax white paper:

802.11ax technology webinar:

https://www.arubanetworks.com/products/networking/802-11ax/

https://www.arubanetworks.com/assets/wp/WP_802.11AX.pdf

https://www.brighttalk.com/webcast/13679/329771?utm_source=ResourcePage&utm_medium=

brighttalk&utm_campaign=329771

ClearPass ClearPass for Secure Network Access

Control:

ClearPass Policy Manager:

ClearPass OnGuard datasheet:

https://www.arubanetworks.com/products/security/network-access-control/

https://www.arubanetworks.com/products/security/network-access-control/secure-access/

https://www.arubanetworks.com/assets/ds/DS_ClearPass_PolicyManager.pdf

https://www.arubanetworks.com/assets/ds/DS_ClearPass_OnGuard.pdf

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Quick References

Solutions Key Resources Resource Links

Aruba SD-Branch Solution Aruba SD-Branch technology

website:

Aruba SD-Branch white paper:

Aruba SD-Branch Fundamentals

Guide:

https://www.arubanetworks.com/solutions/sd-branch/

https://www.arubanetworks.com/assets/wp/WP_SDBranchOverview.pdf

https://community.arubanetworks.com/t5/Validated-Reference-Design/SD-

Branch-Fundamentals-Guide/ta-p/482038

Aruba Meridian Solution Meridian mobile apps technology

website:

Meridian datasheet:

https://www.arubanetworks.com/products/location-services/app-platform/

https://www.arubanetworks.com/assets/ds/DS_MeridianPlatform.pdf

IntroSpect / User & Entity

Bahavior Analytics Solution

Aruba IntroSpect / UEBA technology

website:

Aruba IntroSpect/UEBA Solution

Brief:

Aruba IntroSpect/UEBA Use Case:

https://www.arubanetworks.com/products/security/ueba/

https://www.arubanetworks.com/assets/so/SB_IntroSpect.pdf

https://www.arubanetworks.com/assets/so/SO_UEBA_UseCase_InsiderThreatI

dentification.pdf

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– Only registered HPE Aruba Resellers who have a valid HPE contract is allowed to participate in this program

– Program period is from 1st February to 30th April 2019

– Incentive is only for validated sales of Aruba Products and Solutions sold and shipped in APAC participating countries within the program period. No reward will be made for the sales shipped and sold-out after 30th April 2019.

– Partners are rewarded based on Q2’FY19 final shipment and sell-out CDCP reporting

– Payout will be made by 4 to 6 weeks after validation.

– Exclusion: Not for Resale (NFR) and deals with MC codes M04, M15R, M72B, M72G, M79, M79B/R are excluded from this program.

– This program is offered by Hewlett Packard Enterprise ("we," "us," or "our") to partners with an active HPE Partner Agreement ("you" or "your") that meet the eligibility criteria. This program is governed by your HPE Partner Agreement, which includes these terms. Sales incentives. You may earn the sales incentives described in our program announcement for orders of the promoted products during the term. The sales incentives are limited to the dollar amount and quantities stated in the program announcement. You should contact us in advance to confirm whether quantities are still available in your location. We will calculate your earned incentives. If you feel there is an error in our calculation, you must notify us within five days with supporting documents. We may provide the incentives through affiliates or marketing agencies. Vouchers cannot be converted to cash. Any payments by us include all taxes and will bereduced by any withholding taxes. Record keeping. You must keep Records under your HPE Partner Agreement's Compliance, Record-Keeping and Audit provisions. We may require you to provide documents supporting your eligibility before we provide incentives. Cancelation. We may change or cancel this program on notice. We may disqualify you from participation if: you no longer meet the eligibility criteria; your HPE Partner Agreement terminates; or, you breach your HPE Partner Agreement.

– HPE Aruba reserves the right to amend the terms and conditions of the program without prior notification

– In cases of dispute, HPE Aruba Regional / Country management decision is final

Q2’FY19 “Be There First” Partner Incentive ProgramTerms and Conditions

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Step-By-Step Guide to Deal Registration

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Step 1: Portal Login

Option 1: Login

via the Partner

Ready For

Networking site

Option 2: Login

via the Partner

Ready Portal

Create a

Networking

Only Deal Reg

Create an

Opportunity that

consist a mix of

HPE products,

including

Networking and

apply respective

Deal Reg

Programs

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Accessing Deal Registration on the Aruba Partner Ready for Networking (PRfN) Site

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Accessing Deal Registration on the Hewlett Packard Enterprise Partner Ready Portal

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Step 2: Create New Deal Registration

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2a. Opportunity details -Enter all mandatory fields that are marked by asterisk (*)

If you are not the

sales Contact for this

opportunity

If you are the Sales

Contact for this

opportunity

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2b. Selecting Customers

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2c. Adding Products and Solutions

Option 1: If you

chose to submit via

<Networking

Opportunities>,

select “SD-Branch”

here and click on

“right” arrow

Option 2: If you chose

to submit via

<Opportunities>, click

on drop-down arrow,

select “SD-Branch”

Note: Select “Meridian” or “IntroSpect” accordingly

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2d. Select Distributor and Submit

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3. Received Email on successful submission of the deal

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4. When the Deal is submitted for approval successfully, the details of the Deal will be displayed

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5. (INTERNAL SALES TEAM)Aruba Sales TM will update sales stage in SFDC accordingly

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THANK YOU!

Reminder: Please do not hesitate to reach out to your Aruba Channel Account Manager to find out how you can maximize your Q2FY19 incentive.