Refresher:

Edge Software & Digital Services Program

Rudi Graml (25 mins)
Patricia Escudero Gomez (15 mins)

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Edge Software and Digital Service Program for
IT Solution providers on the move

2 out of 3 technology purchase decisions being

made by business buyers

1 out of 3 technology purchase decisions

do NOT include IT at all
Source: TSIA
Source: Techaisle, SMB Channel Partner Trends

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 How exactly can I benefit from
the Edge Software and Digital Service
partner program

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 How does the change look like?
Where does the program fit in?

Transactional: Post-transactional:
„I need UPSs“ „I need to ensure a good customer experience“

=> +
Focus on product and features Shared operational risk
Easy to compare price Customer stickiness
Limited impact on buying decision Lifecycle approach +40% €

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 NEW BENEFIT for Edge SW&DS certified premier partners

Edge SW&DS rebate

8%
!Conditions apply!

For SW/DS +
the connectable assets

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Beef to the bone: How much can be earned?

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 How can I help my partner maximize their rebate?
4 Key Inputs Results

How many eligible Edge Software & Digital Services total contracts
Question #1: or nodes were sold in the set timeframe? 5
800
How many assets were connected to the EcoStructure IT
Key inputs and
data needed to Question #2: platform in the set timeframe? 1
150
calculate the What was your eligible Edge SW and Services Revenue for the set
Question #3: timeframe?
2.500 €€€
350.000
10.000
rebate
What was your Edge eligible products Revenue for the set
Question #4: timeframe?
50.000 €€€
2.500.000
200.000
TBD: Question #5 In development (renewal rate)

Rebate Thresholds & Pay Out Calculations

Connection Rate Attach Rate RENEWAL RATE:

metric:
*EUR+FR Thresholds: 5% 5% In development
Calculations to
determine Partner Results #DIV/0!
19%
20% 0%
14%
1%
5%
payout Threshold met? #DIV/0!
Yes No
Yes
*EUR+FR Payout % 2% 6% TOTAL PAYOUT:
Payout to Partner #DIV/0!
1.000,00
50.000 €
4.000,00 3.000,00
100.000
0
12.000,00 € #DIV/0!
150.000 €
4.000,00
16.000,00
1.000,00
Cap: 50.000 € 100.000 €

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What is next….

Call to action: Review the partners assigned to you

1. Identify Edge SW&DS Select Partners and help upgrade to Premier

2. Select enrolled partners and help to certify for Edge SW&DS

Use the rebate calculator to paint the picture for your partners.

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Cta: Upgrade to Premier

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Cta: Help to certify

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Closest to 8%

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The Edge SW&DS program incl. the rebate helps partners

1. Achieve future growth

2. Increase profitability

3. Additional differentiation

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