ONSHOW CNAME BUSINESS CASE ONSHOW VPSTATUS The following

[ONSHOW. C_NAME] BUSINESS CASE – [ONSHOW. VP_STATUS] The following Business Value case was prepared for [onshow. c_name]. Estimations of savings were made based on size of environment and anticipated realization of benefits, in terms of time to achieve and percent reduction in costs. Actual savings may vary based on individual implementations and prevention settings. Copyright © 2018, [onshow. account_name]. All rights reserved.

Value of total benefits received from investment THE ECONOMICS (3 Y) HELP JUSTIFY THE INVESTMENT Cumulative Net Present Value Millions $[onshow. tb ] [ONSHOW. ACCOUNT_NAME] BENEFITS IN SUMMARY Benefits by Category – 3 Year $8, 00 $7, 00 Security Efficiency $6, 00 $5, 00 $[onshow. n pv] Net present value of investment $4, 00 $2, 00 Return on investment [onshow. pb] Mos. Total Cost of Ownership $1, 00 $0, 00 Year 1 Benefits [onshow. roi ]% Downtime $3, 00 Year [cf; block=beg in][cf. name] [cf; block=end ] Year 2 CONFIDENTIAL Cumulative Security Effectiveness Investment Benefit Cost Net NPV Benefit Type Net Value $[cf. b] $[cf. c] $[cf. n] [vcs; block=begin][vcs. name] $[vcs. trim] In USD $ Millions; Net Present Value Payback period (Mos. ) Year 3 [vcs; block=end]

[ONSHOW. ACCOUNT_NAME] VALUE BY BENEFIT CATEGORY Benefit Category [metrics; block=begin][metrics. metric_name] [metrics. value_category] Year 1 Year 2 Year 3 $[metrics. year 1_benefits; fr $[metrics. year 2_benefits; fr $[metrics. year 3_benefit m=‘ 0, 000. ’] s; frm=‘ 0, 000. ’] [metrics; block=end] [costs; block=begin][costs. cost_type] $[costs. yr 1_costs; frm=‘ 0, 000. $[costs. yr 2_costs; frm=‘ 0, 0 $[costs. yr 3_costs; frm=‘ 0, ’] 000. ’] [costs; block=end] Net Value CONFIDENTIAL $[onshow. nb 1; frm=‘ 0, 000. ’] $[onshow. nb 2; frm=‘ 0, 000. ’$[onshow. nb 3; frm=‘ 0, 00 ] 0. ’]

[ONSHOW. ACCOUNT_NAME] REDUCES TOTAL COST OF OWNERSHIP POTENTIAL REDUCTION $350 000 $300 000 $250 000 $200 000 $150 000 $100 000 $50 000 $0 Current State Run Rate / Subscription Cost CONFIDENTIAL Sprint Maintenance (FTE) SOC Productivity / Efficiency

Appendix A Calculation Details CONFIDENTIAL

THE BENEFITS OF [ONSHOW. ACCOUNT_NAME] [met. metric_name] STEP ONE: Quantify Expected Benefits [met. description] Business Model Inputs [met. driver_factor] [met. financial_factor] Benefit Current State Improvement Future State Annual Benefit [met. impact][met. a [met. future_driver bbr] _1; frm=‘ 0, 000. 00’] $[met. financial_val ue] $[met. current_stat $[met. future_state $[met. year 1_benef e_1; frm=‘ 0, 000. 00’] its; frm=‘ 0, 000. 00’] ] [met. driver_value] STEP TWO: Realization of Benefit by Year Annual Benefit Projected Realization Benefit by Year CONFIDENTIAL Year 1 Realization % Year 2 Realization % Year 3 Realization % [met. metric_phase_ 1]% 2]% 3]% $[met. year 1_benefit $[met. year 2_benefit $[met. year 3_benefit s; frm’ 0, 000. 00’] s; frm=‘ 0, 000. 00’]

THE BENEFITS OF [ONSHOW. ACCOUNT_NAME] [met. metric_name] STEP ONE: Quantify Expected Benefits [met. description] Business Model Inputs [met. driver_factor] [met. financial_factor] Benefit Current State Improvement Future State Annual Benefit [met. impact][met. a [met. future_driver bbr] _1; frm=‘ 0, 000. 00’] $[met. financial_val ue] $[met. current_stat $[met. future_state $[met. year 1_benef e_1; frm=‘ 0, 000. 00’] its; frm=‘ 0, 000. 00’] ] [met. driver_value] STEP TWO: Realization of Benefit by Year Annual Benefit Projected Realization Benefit by Year CONFIDENTIAL Year 1 Realization % Year 2 Realization % Year 3 Realization % [met. metric_phase_ 1]% 2]% 3]% $[met. year 1_benefit $[met. year 2_benefit $[met. year 3_benefit s; frm’ 0, 000. 00’] s; frm=‘ 0, 000. 00’]

THE BENEFITS OF [ONSHOW. ACCOUNT_NAME] [met. metric_name] STEP ONE: Quantify Expected Benefits [met. description] Business Model Inputs [met. driver_factor] [met. financial_factor] Benefit Current State Improvement Future State Annual Benefit [met. impact][met. a [met. future_driver bbr] _1; frm=‘ 0, 000. 00’] $[met. financial_val ue] $[met. current_stat $[met. future_state $[met. year 1_benef e_1; frm=‘ 0, 000. 00’] its; frm=‘ 0, 000. 00’] ] [met. driver_value] STEP TWO: Realization of Benefit by Year Annual Benefit Projected Realization Benefit by Year CONFIDENTIAL Year 1 Realization % Year 2 Realization % Year 3 Realization % [met. metric_phase_ 1]% 2]% 3]% $[met. year 1_benefit $[met. year 2_benefit $[met. year 3_benefit s; frm’ 0, 000. 00’] s; frm=‘ 0, 000. 00’]

THE BENEFITS OF [ONSHOW. ACCOUNT_NAME] [met. metric_name] STEP ONE: Quantify Expected Benefits [met. description] Business Model Inputs [met. driver_factor] [met. financial_factor] Benefit Current State Improvement Future State Annual Benefit [met. impact][met. a [met. future_driver bbr] _1; frm=‘ 0, 000. 00’] $[met. financial_val ue] $[met. current_stat $[met. future_state $[met. year 1_benef e_1; frm=‘ 0, 000. 00’] its; frm=‘ 0, 000. 00’] ] [met. driver_value] STEP TWO: Realization of Benefit by Year Annual Benefit Projected Realization Benefit by Year CONFIDENTIAL Year 1 Realization % Year 2 Realization % Year 3 Realization % [met. metric_phase_ 1]% 2]% 3]% $[met. year 1_benefit $[met. year 2_benefit $[met. year 3_benefit s; frm’ 0, 000. 00’] s; frm=‘ 0, 000. 00’]

THE BENEFITS OF [ONSHOW. ACCOUNT_NAME] [met. metric_name] STEP ONE: Quantify Expected Benefits [met. description] Business Model Inputs [met. driver_factor] [met. financial_factor] Benefit Current State Improvement Future State Annual Benefit [met. impact][met. a [met. future_driver bbr] _1; frm=‘ 0, 000. 00’] $[met. financial_val ue] $[met. current_stat $[met. future_state $[met. year 1_benef e_1; frm=‘ 0, 000. 00’] its; frm=‘ 0, 000. 00’] ] [met. driver_value] STEP TWO: Realization of Benefit by Year Annual Benefit Projected Realization Benefit by Year CONFIDENTIAL Year 1 Realization % Year 2 Realization % Year 3 Realization % [met. metric_phase_ 1]% 2]% 3]% $[met. year 1_benefit $[met. year 2_benefit $[met. year 3_benefit s; frm’ 0, 000. 00’] s; frm=‘ 0, 000. 00’]

THE BENEFITS OF [ONSHOW. ACCOUNT_NAME] [met. metric_name] STEP ONE: Quantify Expected Benefits [met. description] Business Model Inputs [met. driver_factor] [met. financial_factor] Benefit Current State Improvement Future State Annual Benefit [met. impact][met. a [met. future_driver bbr] _1; frm=‘ 0, 000. 00’] $[met. financial_val ue] $[met. current_stat $[met. future_state $[met. year 1_benef e_1; frm=‘ 0, 000. 00’] its; frm=‘ 0, 000. 00’] ] [met. driver_value] STEP TWO: Realization of Benefit by Year Annual Benefit Projected Realization Benefit by Year CONFIDENTIAL Year 1 Realization % Year 2 Realization % Year 3 Realization % [met. metric_phase_ 1]% 2]% 3]% $[met. year 1_benefit $[met. year 2_benefit $[met. year 3_benefit s; frm’ 0, 000. 00’] s; frm=‘ 0, 000. 00’]

THE BENEFITS OF [ONSHOW. ACCOUNT_NAME] [met. metric_name] STEP ONE: Quantify Expected Benefits [met. description] Business Model Inputs [met. driver_factor] [met. financial_factor] Benefit Current State Improvement Future State Annual Benefit [met. impact][met. a [met. future_driver bbr] _1; frm=‘ 0, 000. 00’] $[met. financial_val ue] $[met. current_stat $[met. future_state $[met. year 1_benef e_1; frm=‘ 0, 000. 00’] its; frm=‘ 0, 000. 00’] ] [met. driver_value] STEP TWO: Realization of Benefit by Year Annual Benefit Projected Realization Benefit by Year CONFIDENTIAL Year 1 Realization % Year 2 Realization % Year 3 Realization % [met. metric_phase_ 1]% 2]% 3]% $[met. year 1_benefit $[met. year 2_benefit $[met. year 3_benefit s; frm’ 0, 000. 00’] s; frm=‘ 0, 000. 00’]

THE BENEFITS OF [ONSHOW. ACCOUNT_NAME] [met. metric_name] STEP ONE: Quantify Expected Benefits [met. description] Business Model Inputs [met. driver_factor] [met. financial_factor] Benefit Current State Improvement Future State Annual Benefit [met. impact][met. a [met. future_driver bbr] _1; frm=‘ 0, 000. 00’] $[met. financial_val ue] $[met. current_stat $[met. future_state $[met. year 1_benef e_1; frm=‘ 0, 000. 00’] its; frm=‘ 0, 000. 00’] ] [met. driver_value] STEP TWO: Realization of Benefit by Year Annual Benefit Projected Realization Benefit by Year CONFIDENTIAL Year 1 Realization % Year 2 Realization % Year 3 Realization % [met. metric_phase_ 1]% 2]% 3]% $[met. year 1_benefit $[met. year 2_benefit $[met. year 3_benefit s; frm’ 0, 000. 00’] s; frm=‘ 0, 000. 00’]

THE BENEFITS OF [ONSHOW. ACCOUNT_NAME] [met. metric_name] STEP ONE: Quantify Expected Benefits [met. description] Business Model Inputs [met. driver_factor] [met. financial_factor] Benefit Current State Improvement Future State Annual Benefit [met. impact][met. a [met. future_driver bbr] _1; frm=‘ 0, 000. 00’] $[met. financial_val ue] $[met. current_stat $[met. future_state $[met. year 1_benef e_1; frm=‘ 0, 000. 00’] its; frm=‘ 0, 000. 00’] ] [met. driver_value] STEP TWO: Realization of Benefit by Year Annual Benefit Projected Realization Benefit by Year CONFIDENTIAL Year 1 Realization % Year 2 Realization % Year 3 Realization % [met. metric_phase_ 1]% 2]% 3]% $[met. year 1_benefit $[met. year 2_benefit $[met. year 3_benefit s; frm’ 0, 000. 00’] s; frm=‘ 0, 000. 00’]

THE BENEFITS OF [ONSHOW. ACCOUNT_NAME] [met. metric_name] STEP ONE: Quantify Expected Benefits [met. description] Business Model Inputs [met. driver_factor] [met. financial_factor] Benefit Current State Improvement Future State Annual Benefit [met. impact][met. a [met. future_driver bbr] _1; frm=‘ 0, 000. 00’] $[met. financial_val ue] $[met. current_stat $[met. future_state $[met. year 1_benef e_1; frm=‘ 0, 000. 00’] its; frm=‘ 0, 000. 00’] ] [met. driver_value] STEP TWO: Realization of Benefit by Year Annual Benefit Projected Realization Benefit by Year CONFIDENTIAL Year 1 Realization % Year 2 Realization % Year 3 Realization % [met. metric_phase_ 1]% 2]% 3]% $[met. year 1_benefit $[met. year 2_benefit $[met. year 3_benefit s; frm’ 0, 000. 00’] s; frm=‘ 0, 000. 00’]

Appendix B Business Value Process CONFIDENTIAL

PARTICIPANTS [ONSHOW. C_NAME] [ONSHOW. ACCOUNT_NAME] NAME – Title YOUR NAME – Regional Sales Manager NAME – Title THEIR NAME – Solutions Engineer MY NAME – Sr. Manager, Business Value CONFIDENTIAL

[ONSHOW. ACCOUNT_NAME] BUSINESS VALUE PROGRAM SOLUTION Collaboration between [onshow. account_name] and Customers THE PROGRAM THE GOAL CONFIDENTIAL • • Quantify the expected economic value of investment Align with the investment justification process Customer Focused and Validated Transparency on Calculations; Bottoms Up

BUSINESS VALUE PROCESS SELECT Host discussion to gain clarity on business objectives, challenges, desired state. Identify Benefit Statements and Metrics that best apply. CONFIDENTIAL QUANTIFY VALIDATE Based on value statements selected, work to quantify results across selected Benefit Statements & Metrics. Review quantification and adjust; Iterate as needed to refine. Consider the POV as validations to assumptions. SUMMARIZE Provide deliverable to summarize and support the business case

[onshow. c_name] • Background • • SUMMARY OF CURRENT / DESIRED STATE Free Text Description of Current State SOC Team – FTE # End Points • Business Challenges & Impact • Free Text • Identify key challenges / pain points • (Need Pick List) • Desired State • Free Text • Give character to business impact of the challenges • (Need Pick List) CONFIDENTIAL

BUSINESS VALUE LOGIC [onshow. account_name] uses a consistent framework to articulate business value. Each benefit is measured with the same structure, giving our customers different levers to customize the model and give depth to the business case. x STEP ONE: Quantify Expected Benefit Estimate Current State STEP TWO: Project Realization of Savings CONFIDENTIAL = Calculate Expected Improvement x Annualized Benefit Savings = Expected Realization by Year Projected Benefit for Year