Vicon Channel Partner Program ISC West Sales Meeting

Vicon Channel Partner Program ISC West Sales Meeting

March 30 § Today. § Action: Final review of partner CPP classifications (due Thursday, April 2) – Incl. Direct partners’ discount structure § Action: TALK TO YOUR ACCOUNTS! – Email from Bret about CPP and new pricelist is coming April 6… make sure they are prepared This information is confidential and is not to be provided to any third party without Vicon Industries Inc. ’s prior written consent. 2

April 6 + 7 § April 6 communication to existing channel – Explanation of change in our Go. To. Market model – New MSRP pricelist introduced (live April 15) § April 7 communication to ‘everyone’ – Generic PR introducing our new CPP and move into distribution § Action: FOLLOW UP WITH YOUR ACCOUNTS! – – – Label Discount Distribution process Quotes Projects in pipeline This information is confidential and is not to be provided to any third party without Vicon Industries Inc. ’s prior written consent. 3

April 15 § New MSRP pricelist live! – All new quotes must use new pricelist – All new quotes must use new discount structure for partners (whether partner purchases through Vicon or distribution) § New “new reseller” sign up process live § Action: FOLLOW UP WITH YOUR ACCOUNTS! – – – Pricelist Discount structure Quotes Projects in pipeline Distributor(s) of choice This information is confidential and is not to be provided to any third party without Vicon Industries Inc. ’s prior written consent. 4

May 1 Last day to get projects quoted using old price structure / discount structure § What about projects in the pipeline that are just about to be quoted? Discretionary transition period from April 15 to May 1 to get non-quoted projects quoted using old price structure and/or discount structure This information is confidential and is not to be provided to any third party without Vicon Industries Inc. ’s prior written consent. 5

June 1 OFFICIAL LIVE DATE All of your accounts that are moving into distribution MUST be purchasing from a distributor by this date! This information is confidential and is not to be provided to any third party without Vicon Industries Inc. ’s prior written consent. 6

Channel Partner Program Details • Product discounts and project pricing support • Joint marketing opportunities • Dedicated partner management • Pre-system configuration services • Purchase from authorized distributor • Revenue requirements • Training requirements • Approval by Vicon sales team This information is confidential and is not to be provided to any third party without Vicon Industries Inc. ’s prior written consent. 7

Distributors and Partner Classifications § How does a distributor know which classification <blank> partner is at? This information is confidential and is not to be provided to any third party without Vicon Industries Inc. ’s prior written consent. 8

Channel discount structure *Project registration requests available This information is confidential and is not to be provided to any third party without Vicon Industries Inc. ’s prior written consent. 9

Channel discount structure 1 Price quoted to distributor 2 Price quoted to reseller 3 Credit by Vicon 34 This information is confidential and is not to be provided to any third party without Vicon Industries Inc. ’s prior written consent. Net distributor cost & margin 10

Local Distributors? § Need to play by the new rules § Channel Partner Program discount structure is to shape distributor behavior § Scenario 1: Ship into local distributor at 55% off MSRP § Scenario 2: Local distributor acts as a distributor and as a VAR selling direct to end users This information is confidential and is not to be provided to any third party without Vicon Industries Inc. ’s prior written consent. 11

This information is confidential and is not to be provided to any third party without Vicon Industries Inc. ’s prior written consent. 12

This information is confidential and is not to be provided to any third party without Vicon Industries Inc. ’s prior written consent. 13

This information is confidential and is not to be provided to any third party without Vicon Industries Inc. ’s prior written consent. 14