Presentation how WAV's Ruckus VARs are performing successfully in the education market. WAV explains its TCPN contract and the key advantages of becoming an approved TCPN reseller/integrator through WAV - including access to more than 7,500 entities utilizing TCPN contracts for wireless communications products and services. To learn more, or to register to become a WAV authorized TCPN reseller, visit: www.wavonline.com For all of your Wireless needs... WAV's Got You Covered.

1. 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

2. 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

3. 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

4. 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”!!!

5. The market challenge for resellers/integrators
Typical sales cycle…
Product
4-8 qualifying
Reseller engages Discovery: In person demonstration/tria Vendor sales call.
calls prior to
SLED end user meeting l/proof of Deal registration
agreeing to a
concept/bake-off
meeting
Project win
RFP released to
RFP authoring Quote
public
Project loss
How TCPN can help…
4-8 qualifying Product
Reseller engages calls prior to Discovery: In person
demonstration/tri
SLED end user agreeing to a meeting
al/proof of
meeting concept/bake-off
RFP released to Vendor sales call,
RFP authoring
Project win Quote
public deal registration

6. Q: As a reseller/integrator, do I have to pay WAV an
Top FAQs annual membership fee for leveraging this contract?
A: No, however, upon becoming a WAV authorized
reseller/integrator and closing opportunities, there is a 2%
Q: Does the TCPN contract support a 2-step contract fee per order, which is mandated by TCPN to WAV
distribution model? (ex: WAV selling to a and passed through to our partners. The contract fee will
reseller/integrator, and that reseller/integrator be calculated based on the total end user project price.
selling to and end user?)
A: Yes, end users purchase the products listed on Q: Is the pricing on the WAV’s TCPN pricelist
WAV’s TCPN contract through our reseller/integrator non-negotiable?
channel. The process for the end user is a simple as A: No, pricing on WAV’s TCPN contract should be
signing a supplemental agreement, and including referenced as a “ceiling”, that is, as a
WAV’s TCPN contract number (R5065A) on purchase reseller/integrator, you cannot sell to TCPN
orders placed through our partners. Intern, the WAV members at a lesser discount than what is shown
reseller/integrator, references the same contract on the pricelist. End users can negotiate a better
number on their PO to WAV. discount dependent on the opportunity
Q: What does WAV need to process a TCPN order?
Q: What’s reseller price for TCPN projects? A: WAV will need the following to process a TCPN
A: Normal reseller discounts are negotiated by the reseller purchase order:
and WAV. Based on the nature of the vertical markets -Supplemental agreement
eligible for TCPN, deal registration through WAV’s vendor -Reseller purchase order referencing our TCPN contract
partners should be leveraged as often as possible number (R5065A)
-A copy of the end user purchase order to the reseller
Q: What is the ceiling price on WAV’s TCPN contract? (reseller purchase orders without a copy of the end user
A: Ceiling price for Ruckus Wireless is set at 38%, meaning purchase order will be rejected and sent back to the
a reseller/integrator CANNOT sell to an end user on WAV’s reseller
TCPN contract at less than a 38% discount -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)

7. The ordering process and ensuring TCPN pricing compliance
4-8 qualifying
Discovery: In person Reseller engages calls prior to
meeting SLED end user agreeing to a
meeting
• Introduce TCPN early and often
Product
demonstration/trial/pr
oof of concept/bake-
off. Deal registration
Vendor sales call,
deal registration
Quote
• Quote MUST be TCPN compliant against “ceiling price”
• 2% TCPN contract fee estimated by WAV Partner Development Manager
Supplemental
agreement signed
Project win
PO submitted from
EU to reseller
• WAV TCPN contract number R5065A must be referenced on the PO
PO submitted from
• WAV TCPN contract number R5065A must be referenced on the PO
reseller to WAV • Copy of end user PO required
• TCPN compliant POs accepted, non compliant POs rejected
Reseller invoice, including
2% contract fee

8. Documentation Review
• Ruckus TCPN pricelist
• Supplemental agreement
• TCPN member list
• Reseller logo and authorized letter

9. 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