GET STARTED SELLING NEWLINE

1. INTERACT. PRESENT. COLLABORATE.COLLABORATION AT YOUR FINGERTIPSUnified Collaboration Sales Playbook

2. GET STARTED SELLING NEWLINE THESE USE CASES ARE GREAT WAYS TO BRING NEWLINE’S DISPLAYS INTO AN OFFICE. IF A CUSTOMER IS LOOKING TO DO ANY OF THE FOLLOWING, SUGGEST TRUTOUCH! CORPORATE HEALTHCARE RETAIL FINANCIAL SERVICES GOVERNMENT & LAW ENFORCEMENT HIGHER EDUCATION • Training employees on new programs & software. • Standalone AV devices in conference rooms. • Mobile whiteboards for software developers • Want to work more collaboratively. • Better video conferencing in meetings. • Easily annotate over files that can be shared. • Conduct remote training sessions. • Work with BlueBeam, CAD programs, and other 3D programs in an interactive environment • Annotate over presentations to clients. • Better communication while discussing financial plans. • Train tellers on proper procedures. • Consult with clients remotely and securely. • Review data and spreadsheets. • Easily annotate over files that can be shared later. • Store files and presentations in a location that is both easy to access and completely secure. • Visualize and make notes on new formulas. • Review the latest safety procedures and guidelines. • Contact specialists across the country from a conference room. • Consult with patients remotely. • Discuss new medications and procedures with experts. • Train employees on new manufacturing processes. • Check in more often with patients after surgery. • Better engage customers during meetings and visits. • Provide engaging and interactive signage. • Communicate clearly during inter-store and team meetings. • Train new employees on store policies. • Help customers visualize products in an interactive environment. • Large-scale floor-map review. • Remote meetings with management. • Provide AV devices for student and faculty meeting spaces. • Remotely contact experts for in-class interviews. • Display educational websites, videos, programs, and presentations. • Create a focal point for a lecture hall or classroom. • Admissions interviews through videoconferencing. • Attract more students with newer technology on campus. • View and analyze maps of a location prior to responding to a situation. • Access files & information from a mobile command center. • Annotate over maps as situations progress. • Save annotated files to be shared later in reports. • Cut wait times and costs by remote communication between inmates and the courtroom. Key Attaching Brands for Newline Products: Key Terms to Know and Understand Conference Room A room designed for business meetings and conference calls. Huddle Space Small conference areas that are equipped with audio, video and display system technology used by groups who want to get together for impromptu and scheduled meetings to collaborate on projects. Training Areas A room or space designed for organized training for the company to help employees better obtain or attain a required level of knowledge or skill. Interactive Engagement When employees or groups on a team interact with each other, with the team leader, or with a device that helps improve collaboration and communication. Unified Collaboration The combined use of communications and collaboration solutions in a device that combines services such as email, instant messaging, voice, click-to-dial, presence, videoconferencing into a single interface. UC software and devices tends to focus on videoconferencing and helping teams collaborate. Cloud based videoconferencing A total video collaboration service delivered from the cloud that spans traditional endpoints, software clients and mobile devices. With cloud videoconferencing, meetings can be up and running in minutes, making HD calls from your office to anywhere in the world.

3. Prospecting Guide What to Look For? • Organizations looking to enhance communication and collaboration within their meeting spaces both big and small. • Training departments looking to deliver interactive training both on site and remotely. • Cloud Video users that need endpoint hardware to support their cloud based video calls. • Teams that want to increase productivity in their meetings. • Organizations that want a simple, all-inclusive device that lets them connect to anyone, anywhere in the world. • HR departments that want to interview candidates remotely and increase idea-sharing collaboration. • Organizations that want to use the UC software of their choice, and not be limited or restricted with proprietary devices. • Teams that want to streamline collaboration and videoconferencing. Questions to Ask • What is your company doing in conference rooms and huddle spaces in regards to projection or displays? • Have you looked at interactive displays? • How is your company handling video conferencing today? • What operating system and software do you use now, or want to use going forward? • What are the 3-5 most important things you are looking for in a new UC device? • What are the pain points in your current conferencing system? • How many people will interact with the screen at once? • Are you looking for an all-in-one device, or do you already have video conferencing equipment you want to integrate a display with? • Have you considered the benefits of a long warranty and lifetime service and support?

4. COMMON OBJECTIONS TO THE TRUTOUCH X SERIES Cost Function Security “It’s too expensive.” “That costs more than a projector.” “A (competing product) costs less.” “We can just piece together a system.” “We don’t need touch.” “We’ll only use it as a screen or monitor,” “I could just get a TV, monitor, or projector.” “We get by with our current system fine.” “The Android system isn’t secure.” “My IT team doesn’t want unsecured devices on our network.” “We can’t patch for security updates.” Objection Handling PotentialResponses • Talk about the picture quality over a projector or other monitor. • Compare the life of the product between the TRUTOUCH and projectors. • Emphasize the unique functionality that you don’t have with other solutions - On-board PC, ability to touch. • Mention older systems are not always future-proof - the needs of the market can change faster than devices. • Touch on the fear of looking outdated and behind the times to millennials. • “Today’s generation has been brought up on touch phones. If you don’t catch up with the times you will fall behind. You can leverage touch to get ahead.” • “You don’t always have to be touching the screen, but wouldn’t it be nice to have that option?” • “When you keep piecing a solution together, you generate more points of failure. Every failure leads to less adoption, which results in less ROI. When the system is unified you’ll cut down headaches, and encourage adoption.” • Talk about the Androids central function is ease of use - easy whiteboarding, easy switching between connected sources. • Mention that without having access to App Store, less risk of downloading something harmful for the network. • Talk about how the OPS can be imaged and managed like any other computer on their network. • Mention that if security is an issue, the display can be used solely with a connected, external PC that can be secured and controlled by the IT team. • “This version of Android doesn’t have to upgraded, because it is mostly for navigation between connected sources, and not going to the app store and downloading potentially risky apps and software.” • “The Android system is separate from the OPS computer and comes with its own network interface card for easy connection or keeping it off the main network.” • Talk about all the individual components that come in the TRUTOUCH X Series and how easy it is to have everything in one device. • Compare the price of TRUTOUCH X Series to competitors. • Compare the price of TRUTOUCH X Series to the cost of keeping up maintenance on a projector. • “Regardless of price, you need the system to work. If the solution does what you need it to do, would you be willing to spend a little more?” • “The cost vs traditional IFPs (or non-touch displays) is higher but considering the capabilities the X Series provides, the cost is significantly lower than piecing together the necessary gear for video conferencing in a meeting space. Also, by having the all-in-one hardware needed for videoconferencing the cost for installation/integration is much lower than a traditional system and it’s individual pieces.” COMMON OBJECTIONS TO THE TRUTOUCH VN SERIES Cost Function Competition “It’s too expensive.” “That costs more than a projector.” “A (competing product) costs less.” “We don’t need touch.” “We’ll only use it as a screen or monitor,” “I could just get a TV, monitor, or projector.” “We could just use our current system.” “We’re more familiar with (other brand).” “We already have (competing product).” “We’re currently considering (other brand).” PotentialResponses • Talk about all the individual components that come in the TRUTOUCH VN Series and how much easier it is to use and how durable the display is. • Compare the price of TRUTOUCH VN Series to competitors. • Compare the price of TRUTOUCH VN Series to the cost of keeping up maintenance on a projector. • “Regardless of price, you need the system to work. If the solution does what you need it to do, would you be willing to spend a little more?” • “The cost vs traditional IFPs (or non-touch displays) is higher but considering the capabilities the VN Series provides, the cost is significantly lower.” • “The cost vs a consumer TV is significant, but when comparing to a commercial grade display with a multi-year warranty the difference is not much. Then the added benefits of having an interactive display with a built-in operating system puts the VN Series over the top.” • Talk about the picture quality over a projector or other monitor. • Compare the life of the product between the TRUTOUCH and projectors. • Emphasize the unique functionality that you don’t have with other solutions - On-board PC, ability to touch, durability. • Mention older systems are not always future-proof - the needs of the market can change faster than devices. • Emphasize the ability to pinch and zoom, which helps make things large enough for everyone in a larger conference room can see. • Touch on the fear of looking outdated and behind the times to millennials. • “Today’s generation has been brought up on touch phones. If you don’t catch up with the times you will fall behind. You can leverage touch to get ahead.” • “You don’t always have to be touching the screen, but wouldn’t it be nice to have that option?” • Talk about the ease of use that all TRUTOUCH displays are designed around. • Emphasize the non-proprietary nature of TRUTOUCH - it works in the customers’ world with any software they already know and are comfortable with. • Talk about how Newline, unlike some competitors, has no annual fees and it is a more versatile display. • Compare specifications important to the customer between TRUTOUCH and the competitor. • “Software from every other brand works perfectly on the TRUTOUCH. What if you could get the same functionality and spend a whole lot less?” • “New technology can be intimidating but our VN series and its on board navigation system shows that even with no training a new user will have simple instructions on the screen for them to follow (Touch to start, Windows, Discussion)”