File Management PLT

6/4/12

Bill Calero & Nick McCleery

Product Management

Darrel Weaver
Product Marketing Manager

Novell File Management Suite PLT

The team:
Product Management (Lead) Product Marketing Manager (Co-Lead) Sales Lead Engineering Lead GEO Lead Americas GEO Lead EMEA GEO Lead AP GEO Lead Latin America Support Lead Services Lead (Americas) Services Lead (EMEA) Finance Lead Tele-Web Lead (Americas) Documentation Project Management Bill Calero, Nick McCleery, David Condrey Darrell Weaver Lothar Wegner Ed Shropshire, Brett Garrett Greg White, Brian Six James Stewart TBD Wagner De Castro Lynn Vance Brad Johnson Peter Reck Jeffrey Hansen Aaron McCullough Evelyn Sealander Tom Sanders, Ed Shropshire

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NFMS for OES breakdown

Product USD MSRP Product Type Discount Type

Novell File Management Suite for Open Enterprise Server 1-User License + 1-Year Priority Maintenance Novell File Management Suite for Open Enterprise Server 1-User License + 1-Year Standard Maintenance Novell File Management Suite for Open Enterprise Server 1-Year Priority Maintenance 1-Year 1-User Novell File Management Suite for Open Enterprise Server 3-Year Priority Maintenance 1-User Novell File Management Suite for Open Enterprise Server 1-Year Standard Maintenance 1-User Novell File Management Suite for Open Enterprise Server 3-Year Standard Maintenance 1-User

$25.00

License + MNT

Level 1

$24.60

License + MNT

Level 1

$5.00

Maintenance

Level 2

$13.50

Maintenance

Level 2

$4.60

Maintenance

Level 2

$12.70

Maintenance

Level 2

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Price Determination Strategy

Existing NFMS provides a small discount for buying all 3 components

The Suite

OES customers who purchase the suite should also receive this level of discount
Derivation of price

Currently there are three components in the suite - the OES suite will only have two 2 (current NFSM price / 3) 2 ( 37.50 / 3 ) = 25

Mimics the current price strategy

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Contingencies

Customers can still buy any of the components stand alone

Customers will not feel they are getting a lesser deal in the new suite The new suite does not undermine the existing price points

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Sales Advantage

Targets OES customers

Gives sales something to talk about Simplicity in one SKU

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Kick Off

6 Month Promotional Period

Customers must be current on OES maintenance to qualify 20% discount on NFMS for OES

Available globally (all geos)

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This document could include technical inaccuracies or typographical errors. Changes are periodically made to the information herein. These changes may be incorporated in new editions of this document. Novell, Inc. may make improvements in or changes to the software described in this document at any time. Copyright 2011 Novell, Inc. All rights reserved.
All Novell marks referenced in this presentation are trademarks or registered trademarks of Novell, Inc. in the United States. All third-party trademarks are the property of their respective owners.