WAV/Ruckus-Education and TCPN Webinar 3/8/12

• Who is WAV?

• What is TCPN?

• Ideal selling environments for TCPN and Ruckus Wireless

• The market challenge for resellers

• Top FAQs

• The ordering process and ensuring TCPN compliance

• Review of Ruckus Wireless TCPN pricelist and other

important documentation

• Q and A

• Next Steps for Ruckus Resellers

Who is WAV?

WAV is a value added distributor, delivering leading edge

technology and engineering services to our partners:

Technology:

• WLAN, Networking and VoIP

• WiBB Licensed, Unlicensed and MESH

• AIDC, RFID and Printers

• IP Video Surveillance/Security Solutions

• Mobile and Rugged Computing

Services:

• Pre and Post-Sale Technical Support

• Site Surveys/Engineering Design

• Installations

• Logistics

• Repair

What is TCPN?

TCPN (The Cooperative Purchasing Network) is a national

government purchasing cooperative, able to leverage one of the

largest pools of purchasing potential. TCPN competitively bids

and awards contracts to national vendors in accordance with

purchasing procedures mandated by state procurement laws

and regulations

In 2011, WAV sold $750K in Ruckus Wireless and Mobile and

Rugged Computing to education and public safety officials

through our TCPN authorized resellers/dealers

Ideal selling environments for TCPN

Who?:

-Cities/Municipalities

-Higher Education

-K-12

-Private schools

-Non-Profit organizations

-Fire and EMS officials

-Police officials

When?:

-Engage early

-First contact or in person meeting

-Pre-bid CRUCIAL!

Where?:

-All 50 United States, NOT Canada

-Check tcpn.org for each states’ statute of limitations

Why?:

-End users avoid the formality of the bid process

-WAV’s community of carefully selected

resellers/integrators now have a competitive

differentiator. Not holding a state contract is no longer

a “show stopper”!!!

The market challenge for resellers/integrators

Typical sales cycle…

How TCPN can help…

Reseller engages

SLED end user

4-8 qualifying

calls prior to

agreeing to a

meeting

Discovery: In person

meeting

Vendor sales call.

Deal registration

Product

demonstration/tria

l/proof of

concept/bake-off

Quote RFP released to

public

Project win

Project loss

Reseller engages

SLED end user

4-8 qualifying

calls prior to

agreeing to a

meeting

Discovery: In person

meeting

Vendor sales call,

deal registration

Product

demonstration/tri

al/proof of

concept/bake-off

Quote RFP released to

public

RFP authoring

RFP authoring Project win

Top FAQs

Q: What’s reseller price for TCPN projects?

A: Normal reseller discounts are negotiated by the reseller

and WAV. Based on the nature of the vertical markets

eligible for TCPN, deal registration through WAV’s vendor

partners should be leveraged as often as possible

Q: Is the pricing on the WAV’s TCPN pricelist

non-negotiable?

A: No, pricing on WAV’s TCPN contract should be

referenced as a “ceiling”, that is, as a

reseller/integrator, you cannot sell to TCPN

members at a lesser discount than what is shown

on the pricelist. End users can negotiate a better

discount dependent on the opportunity

Q: What does WAV need to process a TCPN order?

A: WAV will need the following to process a TCPN

purchase order:

-Supplemental agreement

-Reseller purchase order referencing our TCPN contract

number (R5065A)

-A copy of the end user purchase order to the reseller

(reseller purchase orders without a copy of the end user

purchase order will be rejected and sent back to the

reseller

-End user orders that are not compliant with TCPN

pricing will be rejected, and the reseller purchase order

will not be processed (reference WAV’s TCPN price-

guide for TCPN pricing compliance)

Q: Does the TCPN contract support a 2-step

distribution model? (ex: WAV selling to a

reseller/integrator, and that reseller/integrator

selling to and end user?)

A: Yes, end users purchase the products listed on

WAV’s TCPN contract through our reseller/integrator

channel. The process for the end user is a simple as

signing a supplemental agreement, and including

WAV’s TCPN contract number (R5065A) on purchase

orders placed through our partners. Intern, the WAV

reseller/integrator, references the same contract

number on their PO to WAV.

Q: As a reseller/integrator, do I have to pay WAV an

annual membership fee for leveraging this contract?

A: No, however, upon becoming a WAV authorized

reseller/integrator and closing opportunities, there is a 2%

contract fee per order, which is mandated by TCPN to WAV

and passed through to our partners. The contract fee will

be calculated based on the total end user project price.

Q: What is the ceiling price on WAV’s TCPN contract?

A: Ceiling price for Ruckus Wireless is set at 38%, meaning

a reseller/integrator CANNOT sell to an end user on WAV’s

TCPN contract at less than a 38% discount

The ordering process and ensuring TCPN pricing compliance

Discovery: In person

meeting

Vendor sales call,

deal registration

Product

demonstration/trial/pr

oof of concept/bake-

off. Deal registration

Quote

Project win

• Introduce TCPN early and often

PO submitted from

EU to reseller

PO submitted from

reseller to WAV

• Quote MUST be TCPN compliant against “ceiling price”

• 2% TCPN contract fee estimated by WAV Partner Development Manager

• WAV TCPN contract number R5065A must be referenced on the PO

• WAV TCPN contract number R5065A must be referenced on the PO

• Copy of end user PO required

• TCPN compliant POs accepted, non compliant POs rejected

Reseller invoice, including

2% contract fee

Reseller engages

SLED end user

4-8 qualifying

calls prior to

agreeing to a

meeting

Supplemental

agreement signed

Documentation Review

• Ruckus TCPN pricelist

• Supplemental agreement

• TCPN member list

• Reseller logo and authorized letter

Next steps

• Register to become a TCPN authorized dealer with WAV, Inc. by

visiting our website: www.wavonline.com

• Work with WAV Partner Development Managers to identify

opportunities that may be eligible for TCPN within the 2012

education buying cycle

• Work closely with WAV and forecast opportunities to ensure

timely delivery of product

• Leverage WAV’s help in identifying which