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How to Sell AVG!

How to Sell AVG!. Host: Jeffrey Zinnert, Channel Sales Manager. Agenda. Who is AVG selling to? What are you going to sell them? What’s going to sell it? What about the competition? What about price? Is AVG Free? Cashing in on Renewals! AVG’s – EVP. AVG Target Markets.

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How to Sell AVG!

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  1. How to Sell AVG! Host: Jeffrey Zinnert, Channel Sales Manager

  2. Agenda AVG Confidential Who is AVG selling to? What are you going to sell them? What’s going to sell it? What about the competition? What about price? Is AVG Free? Cashing in on Renewals! AVG’s – EVP

  3. AVG Target Markets AVG Confidential • SMB (2-1000 protected computers) • Why? • Represents 99% of Businesses in US • Price Point Higher = More Profit • Home Consumer (1-10 protected computers) • Why? • # of Potential Customers • Home users are also business users Source: US Census Bureau

  4. AVG Product Line AVG Confidential • Business Security (SMB) • 1 & 2 Years • Anti-Virus & Anti-Spyware OR Internet Security • Network Edition’s – Protection for W, L, FS, TS, Citrix • SBS Edition’s – Protection for W, L, FS, TS, Citrix, ES, SP • File & Email Server Only Editions • Centralized Administration (AVG ADMIN) • Home Security • 1 & 2 Years • AV/AS, AV/AS + Firewall, and Internet Security • Workstations & Laptops Only! • Individual Configuration

  5. Real-Time Web Exploit Prevention Key Differentiator: AVG Confidential • What are Web Exploits? • 1/1000 pages infected • $67.2 billion a year is lostto criminal hackers (FBI) • BBB, NHL, MLB,Alicia Keys, and many many more have been infected! • AVG Web Exploit Prevention Technology • Safe Search, Safe Surf, Web Shield

  6. Key Differentiator: Light on System Resources Source: PC World Top Antivirus Performers Erik Larkin, PC World Monday, April 23, 2007, 01:00 AM PDT http://www.pcworld.com/article/id,130869/article.html AVG Confidential IT ChannelVision | May 22, 2008

  7. Key Differentiator: Easy-to-Use AVG Confidential Easy to install, easy to configure, easy to deploy! Management console built for VAR’s Source: Cascadia Labs

  8. Other Notables F&B’s AVG Confidential High-speed automatic updates – configurable Unobtrusive (no pop-ups) Flexible Licensing Terms (2 Year Standard) Renewal Discounts

  9. Keys to the competition AVG Confidential Apples to Apples Product & Feature Comparison Focus on & Lead with AVG Key Product Differentiators Apples to Apples Pricing Comparison

  10. SMB Pricing Comparison AVG Confidential • Products were compared based on the following: • 1 Year, AV/AS Protection for Workstations, Laptops, & File Servers

  11. Education/Government/Non-Profit AVG Confidential • Aggressive Pricing • 50% - Education (K-12, Colleges) • 30% - Government (Local, State, Federal) • 30% - Non-Profit (Charity, Churches) • 20% Reseller Margin • Discount Application Form

  12. Is AVG Free? AVG Confidential

  13. Cashing in on Renewals AVG Confidential AVG’s Position on SMB Renewals Discounts to Customers Industry Leading Reseller Margins License Expiration Notification Order Management Send Renewal Invoices

  14. Positioning AVG AVG Confidential • AVG’s EVP Brand + Features + Benefits + Differentiators Price End-User Value Proposition

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