Become an Authorized IGEL Partner The start of a successful partnership

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1 Become an Authorized IGEL Partner The start of a successful partnership 100% channel business Direct touch: personal contacts for you

2 Do you sell software, IT hardware and IT services? Then we've got something for you: IGEL software and hardware solutions for desktop virtualization, cloud computing, Desktop as a Service and Client as a Service. Do you want to generate more turnover with reliable hardware? Offer your customers IGEL thin and zero clients from one of the world's leading vendors in this segment. Do you want to generate more turnover with software? 2 Then sell your customers licenses for IGEL's world-leading Universal Desktop Converter (UDC) thin client software. Other licenses: High Availablity option for our UMS (Universal Management Suite) remote management suite UCB (Universal Cusomization Builder) UMD (Universal Multi Display) SWP (Shared Workplace Feature) Do you see potential for growth in the area of services? We do too! Use our stable and proven solutions to offer your customers not only IT infrastructure planning and hardware rollouts but also Desktops as a Service, hosted managed thin and zero clients or outsourced support hotlines. Other services you can offer are: Software as a Service, e.g. hosting the IGEL remote management software. Become an Authorized IGEL Partner!

3 AIP Authorized IGEL Partner: a win-win situation What do you want from a good partnership? It should make you feel positive, be strong, and it should make the parties involved look better too. It should open up new perspectives, make life easier and make new things possible. In short, a good partnership should be as attractive, interesting and valuable as possible. AIP, the Authorized IGEL Partnership is just that. AIP authorization: brand power personified Brands are iconic symbols. They show customers the way, give a sense of security both emotionally and functionally, attract attention and build trust. They boost a company s image by making it more well known and highlighting its expertise and unique selling points. As an Authorized IGEL Partner, you benefit directly from the bundled strengths of the IGEL brand. Becoming an AIP means close cooperation, continually updated through the valuable personal support of IGEL experts across all areas of technology, sales and marketing and anything else that IGEL Partners want to know. 3

4 What an Authorized IGEL Partnership means for you 01 Manpower: there for you As an AIP, you'll have access to your own IGEL Account Manager. Your Account Manager will help you with projects, plan promotions with you and help you to implement them. They re responsible for pricing and ensuring permanent access to all programs and tools a real helping hand! 02 Brand image: what was the name again? IGEL has a good reputation all around the world in the thin client market. Use this positive image to your advantage in your communications: on your website, in your documents and with your IGEL Partner Locator a tool, which transcends national borders to bring customers and partners together all over the world Discounts: there's even more on offer Increased motivation from the start, and more profit at the end: the exclusive Deal Registration program rewards and protects AIPs in the pre-sales or planning phase. In addition, you can qualify for a discount as soon as there's a chance of completing a deal. 04 Incentives and promotions: how to get customers' attention No business can get by without incentives. IGEL therefore offers several of these in order to strike up business, make investments more attractive and facilitate product migration. These include flexible, easy-to-use programs as well as financial benefits: additional discounts for the sale of selected products or the NFR Not for Resale option, offering heavily discounted devices to be used in demonstration or development laboratories. 05 Sales and pre-sales support: help when it's needed More support for generating sales and new-found motivation for boosting earnings. IGEL provides the best support across various channels: the Partner Helpline, the primary source of support for pre-sales and on-board marketing.

5 06 IGEL Knowledge Base access to technical guides and tools Access to tools and guides which help partners to plan, implement and support IGEL solutions in a structured, reproducible manner 07 Marketing support: knowledge is power A boost for your own marketing: AIPs know precisely how to increase their turnover. That's also because they benefit from a broad range of tools and measures which cover the entire IGEL portfolio of products and solutions. The route to success for each marketing phase. The tools include: and letter templates, web banners, presentations, checklists and brochures in-a-box seminars and telemarketing scripts call center resources for generating leads and new contacts 5 08 Training: broaden your knowledge Training sessions improve your sales and planning skills and are useful when implementing IGEL solutions. The IGEL Official Curriculum offers various courses for different levels of knowledge. The curriculum comes directly from IGEL and provides first-hand expertise when it comes to designing, providing and administering IGEL thin client environments. AIPs can also access many of these marketing tools via a web-based hub which is tailored to their specific requirements, goals and target groups.

6 Cross selling take a walk on the soft side Hardware alone won't make customers happy. AIPs therefore strive to make their end customers truly happy with sophisticated and efficient IGEL software solutions which can easily be tailored to meet end customers' specific needs, saving them time, money and effort in the process. Combining innovative hardware and intelligent software provides you with a unique selling point, opening up a wealth of technical and sales opportunities for you. Two good software examples (from the many that exist) are the Universal Customization Builder (UCB), which can be used to create and roll out individual IGEL firmware extremely easily or the Universal Desktop Converter 2 (UDC2), which standardizes any hardware platforms (thin clients, PCs, nettops or notebooks) and enables all settings to be jointly and remotely administrated via a standard management interface. Not to mention the opportunities to generate additional project sales using this IGEL know-how... 6

7 AIP outsourcing: Simply. More. Sales. Anyone who makes complex things simpler is sure to be a hit with (end) customers. The IGEL software solutions therefore allow any AIP to profile themselves as an effective provider of outsourcing services. These include one-off services such as IT planning, UMS installation and introductory training but also regular services which are billed monthly such as managed thin clients, hosting IGEL's UMS management solution or a first level support hotline for software. The IGEL software also provides a sound basis for complete outsourcing, where the end customer is relieved of all support and service tasks and this work is carried out by the AIP on its own premises for its own financial gain of course. 7

8 Are you ready to join the IGEL AIP program? Then let's get going! You're just 4 easy steps away... All we need you to do is: Register as a Partner at Complete the fast-track training Commit to providing your distributor with information about end customers Allow us to send you information and marketing material Another little tip: It is better if two people share sales and technology. This will help you to further embed skills and make better use of the partnership with IGEL. Do you have any questions? Don't hesitate to call us on phone: Germany: The Netherlands: Australia: Singapore: Austria: Sweden: Belgium: Switzerland: China: United Kingdom: France: United States: IGEL Technology Ltd I I I GERMANY Augsburg Bremen Mainz AUSTRALIA Sydney AUSTRIA Vienna BELGIUM Leuven CHINA Beijing Shanghai FRANCE Paris THE NETHERLANDS Utrecht SINGAPORE Singapore SWEDEN Sundsvall SWITZERLAND Zurich UNITED KINGDOM Reading UNITED STATES New York IGEL is a registered trademark of IGEL Technology GmbH. All hardware and software names are brand names or registered trademarks of their respective manufacturers. All other named or otherwise recognizable brands and registered brand names for goods and/or services are the property of their respective owners. Errors and omissions excepted. Subject to change without notice. 07/2015 IGEL Technology 192-EN-3-1

IGEL Training Better Informed, Better Qualified

IGEL Training Better Informed, Better Qualified IGEL TRAINING You never stop learning and definitely not in IT. The training IGEL offers gives you the chance to expand your knowledge of our solutions and so make your IGEL infrastructure even more efficient.