Gorilla corporate brochure2013

Driving Incremental Growth through Outsourcing Solutions

Chairman’s Note ..................................................................................................................................................3

Corporate Mission & Vision ..............................................................................................................................4

Summary of Group Companies ........................................................................................................................6

OPTIMA CONSULTING 7

Founders of Optima ............................................................................................................................................8

Business Objectives ............................................................................................................................................9

Investment .......................................................................................................................................................... 10

Value Creation & Methodology ...................................................................................................................... 12

GORILLA ICT DIVISION 13

ICT Executive Team .......................................................................................................................................... 14

Clients .................................................................................................................................................................. 14

Value Proposition .............................................................................................................................................. 16

Demand Generation ......................................................................................................................................... 18

Field Sales .......................................................................................................................................................... 19

P2P Ecosystems ............................................................................................................................................... 20

Channel Strategy and Management ..............................................................................................................21

Market Research .............................................................................................................................................. 22

Offshore BPO .....................................................................................................................................................23

TRADING & ENTERPRISE DEVELOPMENT DIVISION 24

Development Executives Team ..................................................................................................................... 25

Track Record ..................................................................................................................................................... 25

Corporate Social Responsibility ................................................................................................................... 26

Private Sector Development ..........................................................................................................................27

Commodities Trading ...................................................................................................................................... 28

GROUP SOCIAL RESPONSIBILITY 29

Alchemy World ................................................................................................................................................. 30

Dian Fossey Support .........................................................................................................................................31

Contents

Copyright © 2012 Gorilla Corporation. All rights reserved.

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Gorilla Corporation is a socially oriented enterprise. This means that although we subscribe to the market economy system, we do so also with social objectives in mind. We are not at odds with our value system, nor with our vision of what can be achieved in a broader context. We relentlessly form plans to achieve the

unachievable, and stand by them because we believe in our power to effect positive change.

At the outset of the Gorilla journey, we committed boldly to exceptional aims and goals, thinking that we would do well to hold a steady course. Today, as we look back, we see we have delivered against them. We have shown robust growth, organically and by acquisition, whilst maintaining profitability. We have refined and formalized our quality processes and have been awarded ISO9001 certification. Through pragmatic thought leadership we have been able to maintain our reputation for innovation.

It is on this platform of success that we now stand.

Although we live in a highly globalized and interdependent world market, the business frontline remains at local level.

For this reason we have invested heavily on gaining more capillary access to important growing markets around the world. Our existing investments in Central and Latin America, and sub-Saharan Africa, testify to our efforts.

We have also invested in our teams within each region and each division, finding world-class experts that could bring extra value add to our clients, adding revolutionary know-how to our business models.

It is upon completion of a cycle and at the start of a new one, that we must set our standard, define our flag, and fly it earnestly. We will continue to leverage our assets, to drive ever-increasing shareholder and social value. Believing in our dreams, working on their attainment, pushing back the edges of the conventional.

Carlo Tortora Brayda di BelvedereChairman & CEO

1. ICT CHANNEL DIVISION, serving the greatest names in technology with an aim to generating incremental growth.

2. OPTIMA, our Telecoms Consulting Division, focused on empowering national telecommunication carriers around the world, with a new lease of life, through innovation and private capital investments.

3. TRADING AND ENTERPRISE DEVELOPMENT DIVISION, working on private sector development in a number of growing economies. Deploying leading edge methodologies, action learning entrepreneurship, private and venture capital deployment. This division is also designed to support international physical commodity trading, in mining, agriculture, tourism and offshoring IP trade.

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is reflected in the way that we conduct business, measuring the risk but not afraid to perform and link our reward to our output delivery.

is not left only to the human virtue of persistence, but it is also driven by our intellectual property, methodologies and processes, which enforce best practice at every level of the project delivery.

is a necessary quality for the development of prosperity, whether it be in the ICT Channel or within the development capabilities of a nation. These days it’s not only about living by strict corporate structures, and unyielding relationships in the commercial world. It’s more about guerrilla marketing, ducking diving and knowing how to cut win-win deals. This pragmatism when blended with the extensive experience forms a remarkable mix.

We base our relationships amongst ourselves and with our clients on openness and transparency. We often agree to work with clients on open book basis. We call a spade a spade. When a relationship is this candid there is little room for misunderstandings.

At Gorilla we do not hide behind our professional functions, and titles. We team up as human beings working more effectively because we are stripped of pretense. Furthermore we live by strong corporate ethics and abide by our own CSR programs, which include supporting our chosen NGO partner Alchemy World in its deployment of entrepreneurship in developing countries in association with UNICEF and the Grameen Bank. We also support the Dian Fossey Gorilla Fund, which is committed to the conservation and protection of gorillas and their habitats in Africa and to provide assistance to local communities through education, health, training and development initiatives.

We are fun loving people, we love our work, and have fun doing so. We get a genuine kick by delivering innovative programs and generating incremental sales for our clients. We would like you to share in this positive and pleasant view of work and partnerships.

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Gorilla has within its group a core of very high caliber individuals with almost unparalleled experience in the ICT channels globally and have established successful channels and companies that are both highly regarded and currently performing in multiple competitive markets. Additionally, members of Gorilla corporation executive team have worked in the development of economics and finance in African and Asian countries for over a decade, diligently building a vast network of specialists consultants in many territories. Members of Gorilla have been presented with a multiple awards and are internationally recognized awards for best practice channel distribution and sales value added, becoming role models for many new generation companies.

Chairman of Gorilla Corporation Holdings Board & Group CEO

EVP Global Sales

CEO Americas

CEO EMEA

Chief Legal & Financial Officer

Chief Operating Officer

Chief Information Officer

VP Global Business Development

EVP Development, CSR & Sustainability

OPTIMA CONSULTINGInvestments, optimization, technology innovation

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Jan is Co-Founder and Managing Partner of Axos Capital an investment company with a focus on telecom investments. Axos represents US-$ 4bn of capital. In addition Jan has more then 15 years of experience in the telecom industry. He held senior positions with Deutsche Telekom (Executive Vice President for global business development), Global Crossing (Head of Operations in Germany and Central and Eastern Europe) and Vodafone. In 1990 he founded Euro-Solutions a company providing investment consulting services for the US embassy department of commerce. Jan holds a Master of Business Administration from the University of Siegen.

Carlo is a social and serial entrepreneur, recipient of multiple awards. In 1992 Carlo founded, and was CEO of Advanced Alchemy, an international channel development agency (USA, UK, Canada) serving leading names in the ICT sector, including IBM, Sun, Microsoft, Sony, BT, Nokia, HP. In 2006 Carlo launched Alchemy World, a humanitarian aid agency based in East Africa focusing on delivering poverty alleviation and economic growth through private sector development and entrepreneurship. During this time he was Trade and Industry Advisor to the Ethiopian Government and its President. He also took assignments for the United Nations International Labour Organization, and the United Nations International Childrens Fund (UNICEF). He remains Non Executive Chairman of Alchemy World, and heavily engaged in Corporate Social Responsibility. Currently, Chairman and CEO of Gorilla Corporation, an international group of companies with interests and activities that include Technology Sales and Marketing, Developing SMB Private Sector for several countries, Mergers & Acquisitions, and through Optima, Telecommunication Sector Privatization and Development. Carlo is a special constituent member of the World Economic Forum, and a strategic advisor. His work in this field makes full use of his extensive political capital and he remains deeply committed to improving the state of the world.

Hans is Co-Founder and Managing Partner of Axos Capital an investment company with a focus on telecom investments. Axos represents US-$ 4bn of capital Prior to Axos Hans was Managing Director and Co-Founder of Valiva AG, an investment company based in Zurich with focus on medium sized industrial and technology companies. He started his professional career with Commerzbank before joining McKinsey where he was a core member of the Corporate Finance & Strategy Practice. Later on he became CFO of Swiss Life’s online banking division. Hans holds a Master and a Ph.D. in Economics from the University of St. Gallen and the UC Berkeley.

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Optima consulting is a joint venture company between Gorilla Corporation and Axos Capital. Combining top level management experience, highest professional standards and financial strength and expertise Optima is geared up to contribute strategically, operationally and financially to the success and value of its clients. Direct access to US-$ 4bn of capital provides a unique combination of expertise and financing. Optima Consulting’s management approach is based on close cooperation with experienced and well-qualified local management. Our commitment to the highest levels of personal integrity and corporate governance values is of paramount importance to our work.

Management ApproachStrong reliable and trustworthy local management

Highest level of transparency and the highest ethical standards (Its parent is member of Transparency International)

A corporate culture based on a high level of independence/subsidiarity:

All executives act as “co-entrepreneurs”

Employee shareholder program

COMMERCIAL Implementation of vertical and horizontal customer centric organization

ACCESS Analysis of the existing access method and network optimization

BILLING Increasing customer billing efficiency Revenue assurance tools

CARRIER National and international interconnections Driving wholesale businessDomestic wholesale Creation of new value-added services Optimization of existing services

IPOS Planning and implementing IPOs Identifying strategic partners and investors

Our Goal is to optimize telco bringing shareholder value & additional revenue / margin.


Cooperation with Leading Private Equity Partners

Investment

Close cooperation with Axos Capital, an investment company backed by US investment funds with over US-$ 4bn

Additional funds from partnerships with leading private equity firms, local wealth, family offices and corporate investment units

Preferred access to leading IFIs (international financial institutions like IFC, EBRD) and commercial banks

Investing and correctly implementing state of the art technology

Thriving for excellence in management (operations, marketing, training,..)

Development of new (related) businesses

Access to leading banks, international financial institutions (IFIs), and strategic and financial investors (Axos Capital and syndicate partners)

Investment decisionDue Dilig. executionSyndicationFinancing

Local access and creation, delivery, mgmt. of investments

Local access

Investment Targets

Optima Investment Partners

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Investment Criteria

Base infrastructure for voice, data, IP

Technology (GSM, UMTS; CDMA...)

TV broadcasting, internet, triple play...

Systems, solutions & content

Telecom-/Internet related hardware solutions (e.g. IP / video phones ...)

Telecom-/Internet related software solutions (e.g. community approach ...)

Industry FocusCooperation with or investment in national telecom operator provides often excellent growth opportunities.

Telecommunications (fix and mobile) and Technology

Market leaders with strong growth potential

Preferably control share (51%) or minority with special management rights

Long term commitment: Follow on investments in state of the art technology and management (no exit “pressure”)

Close cooperation with strong reliable local partners and management

Contribution to the overall social and economic development (sponsoring of educa tion, culture, sports and public health)


Technology

Principles

WiMax 802.16 for broadband-rollout in cities and smallband access in rural areas

(S)DSL & Ethernet only for business customers (MPLS, replacing X.25, FR, ATM, Sonet)

Fibre or microwave links for backhaul

GSM / UMTS / CDAM450 -license for mobile and fixed wireless services

Voice over IP

Internet access (utilize increasing bandwidth capacity in the region)

MPLS corporate networks

Traditional GSM-service (if license gets granted as part of transaction)

Content, applications and mobility services alongside with GDP-growth

Enter nomadic and mobile segment

Integrate operator services in global cloud computing

Duplicate successful business models from US and Western Europe

MODULES:

Strategy

Organization

Sales & Marketing

Products

Network & IT

HR

GORILLA ICT DIVISIONOutsourced channel sales and marketing services

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Bill is our Executive Vice President for global sales programs. He is a senior manager with a broad range of experience and a 25 year sales track record from Oracle/Sun Microsystems and Hewlett Packard. During this period he managed sales teams that sold systems, storage, software and IT solutions to SME and Enterprise customers spanning a variety of vertical sectors. Bill was also the leader of several highly acclaimed vendor mid-market partner programs and ecosystem solutions. Whilst running a $100M business in the SME sector for Sun Microsystems UK, Bill developed, deployed and managed the outsourced selling model that Gorilla are deploying today.

Martyn is in charge of the continuous quality improvements of Gorilla’s business process and ISO 9001 compliance. As a COO he surveys that every project carried out in our organization follows a defined sequence of steps and has quantified KPIs. Martyn has over 25 years experience of ICT Sales and Implementation of business solutions and services. Martyn is a specialist of enterprise oriented projects (SAP, Oracle, SOA, Data Management and Protection, Identity management, Virtualisation and Cloud) across a wide number of market sectors including global corporate, central government and financial sector.

Chris May is the driving force behind Gorilla’s Americas business. As President and CEO, he is responsible for strategy, development, sales and growth of the Americas division of Gorilla Corporation, including Canada and Latin America. For more than 15 years Chris has worked for the leading channel organizations in the industry assigned to generating revenue, managing sales teams, launching new products/services and business/ alliance development activities. Most recently he was Vice President for Channel and Business Development at MarketStar where he was responsible for driving new and existing business, ranging from Amazon Web Services, Xirrus, and Yahoo, to HP, Intel, and Netgear. Prior, he was VP of Industry Development at CompTIA, the technology association where he managed member relations on the VAR, Distributor, and Vendor programs. He also spent time at Ziff Davis Enterprise on eWeek Strategic Partner, and 8 years at Everything Channel, the producers of CRN, and as well as a number of IT Channel events, research, consulting and sales and marketing services. Chris brings an extensive working knowledge of the channel ecosystem and the unique perspective and understanding of how it all works and how Gorilla can affect the sales success for all of it players.

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Wayne has over 20 years experience of proven success in achieving business goals through strategic design and execution with market leading organizations across EMEA such as Compaq, Cisco, McAfee and Websense. He remains a passionate and enthusiastic Channel Ambassador with the ability to fully understand the needs that drive the Channel’s behavior and having worked closely with marketing colleagues in the past, he also understands the messages that resonate with the end-users.

Monika has more than 15 years experience in the IT sector, she developed her career as the Enterprise and Mid Market Sales Leader for the DACH region (Germany, Austria and Switzerland) at Oracle after acquisition of Sun Microsystems. Currently she leads the Gorilla team in Germany.

Roberto Loaiza leads Gorilla Corporation Mexico. Roberto comes from a network and software engineering background, and has developed a blend of skills in project management and commercial channel development. His experience in the channel at reseller and distribution level gives him a very pragmatic understanding of the business dynamics in the Mexican channel. Prior to taking up this position Roberto was working for Cisco on driving and growing the SMB channel, over delivering on anything he touched.

Gustavo is Vice President of Gorilla Corporation for Brazil. Gustavo has held senior positions in vendors and distributors, including: Mude Distribuidora, Netgear, Linksys, Cisco, Genius and McAfee. He is a graduate in Sales and Marketing of the prestigious Anhembi Morumbi University in São Paulo. He is a renowned channel consultant in the LATAM region, having successfully designed and constructed best practice routes to market.

Luiz is the Project Architect and overall leader for all Gorilla projects in South America. Luiz was formerly managing channels for Microsoft in Brazil. He is a graduate in Systems Engineering from São Marcos University in São Paulo, and specialized in System Management, his postgraduate studies were at Escola Superior de Propaganda e Marketing in São Paulo and Project Management at the Project Management Institute in São Paulo. Prior to Microsoft Luiz was driving distribution channels for Dell, Intel, Lenovo, Nokia, and Samsung. Because of his innovative and award winning projects, Luiz has been the subject of numerous studies and features in the Latin American trade and business press. Prior to taking up this position Roberto was working for Cisco on driving and growing the SMB channel, over delivering on anything he touched.

Don brings cross functional experience and cross industry expertise on the table, offering more than 7 years of a rich mix of business development, operations, strategic marketing management. Diversely experienced from start up to workout, turn around and rapid growth- resolves long standing problems and creating solutions that improve operational efficiency. He is regarded to empowering high performance teams.


Lead Generation — Mid Market, SMB & Enterprise

Outsourced Field Sales

Channel Strategy & Development

P2P Ecosystems

Market & Channel Research

Partner Recruitment & Profiling

Win – Loss Reporting

Inside Sales

Lead Nurturing

Telemarketing

Digital Marketing

Seminars & Events

PRM & CRM

Road Warriors

Onboarding and off-boarding sales executives

Operating worldwide Gorilla is a leading outsourced channel sales and marketing services provider. From demand generation to P2P ecosystems development Gorilla provides IT companies with a broad range of services that grow their businesses and increase profitability. Teams of highly experienced sales executives engage with vendors and channel partners to develop new leads, close sales and identify future business strategies. Proven methodology, market understanding and customer satisfaction are at the core of Gorilla’s ICT mission. The core business of the company is its sales and marketing process. Gorilla’s key to success is our formal and traceable process in Customer Relationship Management (CRM) and Partner Relationship Management (PRM). Whether you’re generating ongoing demand from existing customers, finding new prospects, or profiling accounts, marketing needs to fill the sales pipeline with high quality leads to drive its share of new deals and revenue into the pipeline. By demonstrating ROI and recurring revenue to the rest of the organization, marketing gains the credibility it needs to lead the business in new directions. Quarterly accountability also creates a mutually beneficial relationship between marketing at one end of the sales funnel, and the sales team at the other. With this communication channel open, you can identify which programs actually work, improve collaboration on lead nurturing, and throw additional resources into closing important accounts.


An organized reseller network

One stop shop for the territory target

Business expertise

Best practice channel management

Clear traceable sales process

Knowledge of channel partner characteristics

Knowledge of channel partner end user base

Clear communication

Channel think-tank consultants

One-stop shop for worldwide channel and end-user data

Pioneering end-user lead monitoring

Local coverage for global campaigns with points of presence in more than 20 countries

Even with this relationship in place, the quarter-by-quarter fluctuation of forecasts, offers, staff, and resources makes a best-practice approach to marketing programs difficult to execute consistently. In this environment, outsourcing a demand generation task sounds attractive. But technology marketing is a specialized skill. Between the workload and success imperative, marketers can neither afford to help an outside agency learn the business, nor take a risk on a supplier that may not deliver on commitments. Discovering you’re going to miss a target or deadline when it’s too late to correct the problem just isn’t good enough.

You want to observe in them an intimate understanding of your market; a desire for ownership over your goals; and the ability to leverage technology to keep you informed in real time. They should feel like an extension of your own team rather than a supplier. With more than a decade of experience marketing technology solutions for firms like IBM, British Telecom, Sun, and HP, Gorilla combines big business know-how with small business agility for rapid demand generation. Years of mutual success have transformed these engagements into the longest client relationships in the business. Clients trust Gorilla to accelerate their demand pipelines and achieve incremental sales.


Have you ever wondered why sales people sometimes ignore sales leads? It’s a question of quality. A lack of qualification, poor supporting information – all too often, ‘hot’ leads turn out to be cold. Everyone at Gorilla understands that. So we take a different approach. Our Sales Lead Generation service doesn’t just give your sales force leads; it brings them real business opportunities. The first thing we do is assigning a dedicated account manager, an experienced professional, responsible for every part of the relationship from agreeing on the deliverables to fulfilling on our agreement. Then we take the time to listen. We want to know about your product or service. Why it is unique. Why people buy it and, just as importantly, why some people don’t. We want to know about your competitors: where they score and where they miss. We want, in short, to be on your team.

A handpicked team Once we understand your value proposition and we’ve agreed the targets with you, we’ll give you a handpicked team of Inside Sales Executives, each chosen for his or her experience of your market and their particular skills and languages. The next step is to bring everyone up to speed. We’ll invite you to spend some time with us, training the team on features and benefits and the types of customers they’ll be calling: their concerns, their beliefs, their aspirations – anything that can give us an edge. We’ll develop detailed caller guidelines, too. Nothing so rigid as a script, because our Inside Sales Executives work best when they have the freedom to really engage with the customer to explore the customer’s requirements and really bring out the benefits of what your company can do for them. Most agencies would leave it at that and hit the phones. We don’t. For us, it’s just the start of a week’s learning exercise, during which our Internal Sales people will add to their knowledge and thoroughly research your company, your products and your marketplace. Then we test. We’ll spend a day on the phones: testing our caller guidelines and fine-tuning our approach; embracing what works and discarding what doesn’t.

Exceptional call rates When the campaign starts in earnest, the Internal Sales team will hit the phones on your behalf, each making an average of between 100 and 120 calls a day. Of course, not every call connects with a prospect, but with a good list and a lot of determination you can expect an average of 15/20 positive contacts per person per day. As leads are generated and qualified, they’re passed to your Account Manager for quality checking and then delivered to you by email, phone, SMS or uploaded on to our Leads Online web site. Each lead is graded as ‘Warm’, ‘Hot,’ or ‘Appointment made’ and has a full call report with any additional information the Inside Sales Executive thinks would be helpful for converting it into a sale. Again, many agencies would leave it at that. Again, we don’t. Once the team has completed a few hundred calls, we’ll invite you back. Our team will want to share their experiences, discuss common objections and work with you to develop news ways of handling them. Any problem areas, which could be a common objection or merely an area of technology that needs a little more explanation, will be discussed openly and honestly. Then it’s back to the phones for as long as you need to get the results – the hard, hot qualified leads that your business needs to thrive. And at the end of the project we’ll conduct a full debrief and prepare a top-level executive summary with recommendations for further action.


Picture this. You have a new opportunity. It could be a product launch, or a new market, or maybe a competitor is struggling and its customers are ripe for conversion. You know the business is out there but what you need is more feet on the street. What do you do? You could simply employ more sales people. If, of course, you have the budget and if you can afford to wait the six months or more it takes to build a team. By outsourcing to Gorilla you can immediately increase the size of your field sales team – in the short or long term – without increasing your company’s headcount. What’s more, the entire process can be self-funding. The first thing we do is appoint an experienced Sales Manager, responsible for managing the entire process, delivering the results and for making sure that our sales teams neatly dovetail with yours.

A proven approach We’ll handpick a highly motivated team of Field Sales Managers and Inside Sales Executives, and bring them fully up to speed on your products and services. We want to understand the fine details of your value proposition. Why it is unique. What makes people buy and, just as importantly, why some people don’t? We want to know who makes the buying decisions and who the influencers are. We want to know about where your competitors score and where they miss. We want an edge. Armed with a full understanding of your business, your products and services, and your market, we’ll put together a detailed plan with written deliverables and agreed sales targets. Then we swing into action. Each member of the Internal Sales team will make, on average, up to 120 calls a day. This can be to your own database, a list we’ve sourced on your behalf, or a combination of the two. Depending on your market, that translates into around 20 positive contacts per person per day. And that’s when it really starts to get interesting. For the hottest leads, the Inside Sales Executives will make an appointment for the Field Sales Manager to visit. Other leads are qualified and graded according to the level of interest and how quickly the customer is likely to buy. All of the leads – together with a full contact report and any additional information the Field Sales Manager are passed first to the Account Director for quality control and then to you. This can be by phone, email, SMS or through our Leads Online web site. The next step is for the Field Sales Manager to host a meeting with your customer to explore his needs. But it doesn’t stop there. With the requirements established, the Field Sales Manager will help one of your key channel partners close the business at a follow up meeting. And not only does this approach generate immediate business, it increases partner loyalty and incremental sales, too.

Self-funding sales If, like many of our clients, you have an indirect sales channel that you support with a Marketing Development Fund, the entire process can be self-funding. Each of our Field Sales Managers have years of channel sales experience and will work with your Resellers, VARs and Systems Integrators to close the sale. All you have to do is decide which Channel Partners are eligible and how much each lead will cost them. And that means that rather than wasting MDF on, for example, hard to measure advertising, they’ll be investing it in real business opportunities.

Long term success Although Gorilla’s outsourced field sales are usually engaged to solve a short-term problem, many of our clients are so pleased with the service that they retain our services in the medium to long term. And because, after the first project, we can accurately predict the ratio of calls to appointments to closed business, we’re happy to share the risk with you by operating on a ‘payment by results’ basis. The result? You get as much extra sales resource as you need it, when you need it and where you want it. And that translates into valuable incremental business – handled directly or in conjunction with your channel – with little or no cost or risk to you.


On that basis Gorilla team members devised and developed one of the earliest ecosystems in ICT, for IBM known as the ValueNet Initiative. This was considered best practice at IBM and became the benchmark and model for many subsequent ecosystem developments in the industry worldwide. P2P ecosystems are a combination of two or more partners, often from a multi vendor environment, joining forces to produce a better customer oriented solution, on a one off or an ongoing basis. Typically an ecosystem might be composed of a hardware VAR, a consultant, an ISV, and other “trusted advisors”. Gorilla has the experience to create a systematic approach, through structured methodologies and state of the art software tools designed to profile, match, mine and evaluate P2P partnerships, as part of its intellectual property portfolio. The trend towards P2P ecosystems is ever increasing, with more than half of all channel deals today delivered by at least 2 partners. Partners are now anticipating that at least 25% revenue growth will be driven by P2P Partnering.

Developing a customer centric P2P Strategy

Segmenting Partners

Profiling Partners, with up to 300 variables

Classifying Partners

Running the Partner Matching Software tool

Facilitating the P2P matches

Driving the newly formed relationships by forming joint go-to-market plans

Defining the reinforced value proposition and industry plays

Forecasting deals

Closing the loop until the deals are closed and delivered

Measure and track KPIs

Gather data about your partners

Compare your partners and introduce them to companies with complimenting skill sets

Document how the team can work together and close deals

Act on the plan and generate leads

Partners close deals using your products and services


For the majority of ICT Vendors having an effective Channel of Partners is paramount for their continued growth and success but managing a productive and well-balanced Channel has its challenges. The Channel is at the heart of many Vendors’ go-to-market strategies and, as such, touches all corners of the Vendor organization from sales to marketing, from technical to operations and from finance to legal. At Gorilla Corporation, we are fortunate to have a team of Senior Executives who have not only managed successful Channel Organizations but have also designed and implemented highly innovative and accomplished Channel Programs.

Pull

The equation for success is basic: Demand Generation + Vendor Support = Customer + Channel Loyalty

Build trusted and loyal Channels

Design Channel Programs that are understandable, scalable, flexible and long-lasting

Reduce Channel Conflict

Profile Channel Types and identify how they should be managed

Add Value to the Accreditation Process

Build programs that allow the Channel to differentiate and promote themselves

Deliver real, qualified opportunities for Channel Partners

Supervise the Channel Program to ensure the highest levels of customer satisfaction

Protect Profitability for the Channel and the Vendor

Identify and develop the correct Channel Mix

Build True P2P Ecosystems

Increase Channel Enablement and Support


Market & Channel Research & AuditingTechnology vendors are often challenged by market innovations that show great potential for a variety of segments and job functions. As you can’t be all things to all people, you need to identify the niches where the right variables converge into your best opportunities: your brand, channel partners, price point, demand, market maturity, profit margins, competition and other elements all inform the right decisions. Years of experience in the technology industry and a willingness to ask tough questions contribute to the expertise Gorilla brings to market research. Rely on Gorilla to analyze the marketplace for the answers you need before committing budget and resources to a project. Similarly, by reaching out to your partners for their feedback, and by analyzing channel sales results for trends, we are able to identify any gaps in your organization’s partner enablement regimen. By providing quick access for your partners to the information they need to successfully sell your solutions, and by helping you close channel enablement gaps, Gorilla helps your organization eliminate the barriers to incremental channel sales. Gorilla provides primary and secondary market research, to achieve qualitative and quantitative results. We have vast experience of running focus groups, as well as driving large primary research activities using our Computer Assisted Telephone Interviewing (CATI) systems. Results can be sliced and diced, and analyzed through cross tabulations, data mining and traditional SPSS outputs.

ProfilingDemand generation hinges on identifying your target audience. Marketers that rush this step put their entire program at risk. Gorilla brings a fresh perspective to profiling your target audience that either confirms your research or discovers gaps that are easy to address once they’re recognized. A firm understanding of the prospect with whom you are trying to communicate means other program decisions on channel, message, and design are easier to make. Arming your sales people with profiles that identify the existing technology, hierarchy, and buying agendas for your target accounts before they pick up the phone improves your growth rates in existing accounts and your penetration rates for new ones. A complete prospect profile is a prerequisite to achieving your pipeline targets with the best possible ROI.

Win-Loss ReportingWhat do your closed deals all have in common? Where are your competitors beating you? Is your sales force effectively trained? Where can you improve? Understanding your strengths and weaknesses from the prospect or customer’s point of view can inform every part of your business from sales and marketing to operations and product development. Gorilla relies on its core strength in inside sales processes to excel at this kind of win-loss reporting. Since prospects are proven to be more honest responding to third-party questions, Gorilla can get important answers that you may never hear from your prospects and customers. Data from win-loss reporting can be fed back into the beginning of your next demand generation effort for better targeting and better messaging. Similarly, this kind of intelligence helps you identify gaps in your channel and sales training that are acting as barriers to growth. It’s a fundamental component of continuous improvement. Whether you’re building lists, identifying hot leads or learning why you won or lost specific deals, results speak for themselves. Demand generation programs by Gorilla add the credibility of proven revenue and ROI to your marketing efforts through incremental sales and accelerated production of pipeline. Continuous success is the foundation of Gorilla’s long-term relationships with firms like IBM, British Telecom, Sun, and HP. To discuss how we can partner with you to achieve your demand generation goals, please contact us. Gorilla can get important answers that you may never hear from your prospects and customers.


Our team is picked not chosen. We pride ourselves in having the most experienced and linguistic diverse work force known in this industry today. Language proficiency (both written and spoken) ranges from American English, British English, French, German, Italian as well as Russian. Our training model ensures that our staff obtains an in-depth understanding of client’s business which is of critical importance in ensuring the success of any campaign. Gorilla Africa BPO Ltd. offers a wide range of services in outsourcing aimed at propelling your business into new and profitable business ventures.

Customer acquisition Tele-marketing targeting new markets, increasing market share as well as up-selling and cross-selling of products and services.

Lead /demand generation

Appointment setting

Customer retention At Gorilla Africa BPO LTD, we recognize that customer service is paramount if a business is to retain and increase its market share through Customer Care, CRM, Help Desk and First line technical support.

Database management Accurate, relevant and comprehensive data is pivotal to any business. Out of Nairobi, we provide tailor-made services to ensure that we create and maintain a credible database for your business. This includes: database cleaning, data entry and data digitization.

Inbound campaignsOutbound solutionsBusiness to Business callingAuto dialing & voice broadcasting

Easy campaign setupReporting/List managementCustomized worksheets/ sales sheetsTraining time/ setup time

Comprehensive CRM/ ScriptingCallback schedulingCall logging and measurement

Predictive dialingRemote agent capabilities (ACD)Agent Monitoring & coaching modes

Enhanced call transferringCall recording


TRADING & ENTERPRISE DEVELOPMENT DIVISIONImproving national economies through SMB development and export commodity trading


Alessandro holds a Ph.D. in economics from the University of Manchester; he has held senior positions within the United Nations, particularly within UNICEF and WHO where he worked as Senior Macroeconomist with Jeffery Sachs. Recipient of Multiple international awards, Alessandro has been the Rotary ambassador for Peace in 2003. Equipped with important political capital, Alessandro works with Governments in the most war torn countries around the world to re-establish social justice.

Daniel has had a full and senior career in the ICT Markets in the USA and the Horn of Africa. He has fulfilled a number of senior management roles in the ICT hardware channel, culminating in the post of country CEO for NCR in the crucial African trade gateway nation of Djibouti. Since then Daniel has been working relentlessly at achieving social change and SMB private sector development in Ethiopia by leading our associated non-governmental organization, Alchemy World NGO in Ethiopia.

Stephen has a deep and extensive background in both politics and entrepreneurship. Having held senior positions into the UK Labor Party and that of Chief Executive of Lambeth Council in London, Stephen migrated to the academic sector spearheading the drive of London universities to foster entrepreneurship in collaboration with the British government. Stephen is now program director for Alchemy World NGO creating Public Private Partnerships and executing development plans with special geographical focus in the Horn of Africa.

Helen has held long term senior positions with Cargill PLC and carried out the responsibilities of European business development and trading leader. She has specialized in all aspects of the trading and supply of food and agricultural products. She has negotiated long-term supply agreements with a turnover of US $80 Million and has managed logistics for freight transit with an annual value of US $15 Million. Helen is fully accustomed to dealing with governmental bodies and sales organizations and has deep experience and familiarity with the many cultures within Africa, South America, India, Pakistan and other regions. Her career at Cargill Plc. also includes management of derivatives and futures positions. Helen holds an honors degree in Hispanic studies.

26 www.gorilla-trading.com

It is increasingly apparent that corporate social responsibility has become a business imperative. “Doing the right thing”, however, turns out to be a complex notion indeed. It involves maximizing shareholder value, retaining the respect of the investment community, motivating one’s own employees, whilst driving a personal business transformation in one’s business values from hard core capitalism to social capitalism. Does CSR pay? It is an enthralling prospect, it is hard to prove, but it is now inevitability. The world expects companies to act responsibly; too many examples already exist of massive brands that have hovered on the brink of collapse (or have indeed collapsed) on the grounds of ignoring social responsibility. This decade is about companies re-evaluating their ethical framework and the means of driving shareholder value. In many cases it is about extending the concept of shareholder value beyond monetary return on investment.Gorilla CSR helps its clients address the evolving demands of corporate social responsibility. CSR must be cohesive and harmonized with the corporate structure. Gorilla Development Executives are steeped with frontline experience within the harshest environments where a corporate can prove its CSR value. Driving projects home for UNICEF, for Microsoft, delivering human, social and business bwnefits across the spectrum. Gorilla is not just a consulting firm from an office tower; Gorilla development emerges from the trenches of where CSR must have an impact. Our understanding is truly 360 degrees, not from textbooks and conventions, but from having seen the darkest corners of humanity shine forth through good implementation of CSR strategies. Alchemy World which sits within the Gorilla Corporation umbrella as a nonprofit has been designed in partnership with Microsoft CSR and has been delivering successful CSR programs that not only effectively showcase CSR value that drives stock price up, but also drive positive transformation home where it matters.

www.gorilla-trading.com 27

Always focused on creating export opportunities for SMB businesses Gorilla Corporation make it their mission to support the national balance of trade. We understand the importance of SMB in the world. Today, for instance, China’s economy is almost entirely composed of SMBs (99.9% of companies, 84% of employment Source: World Bank). Gorilla Corporation through it’s associated NGO (Non Governmental Organization), Alchemy World, have developed a blueprint for successful capacity building of SMB companies. Our concept is of spreading the opportunity regionally. Typically creating a series of Entrepreneurship Academies, spread nationwide in each provincial capital. Based on a pedagogic philosophy of action learning, rather than chalk and talk. Gorilla Corporation also has the experience of driving FDI (Foreign Direct Investment) into national economies, and the financial strength and presence to enable funding to support the SMB growth, this we achieve through relationships with Banks, MFIs (Micro-Finance Institutions) and Investment networks. The KPIs (Key Performance Indicators) for our academies are ambitious. Each one can produce up to 1250 entrepreneurs annually, driving employability as well as employment opportunities at a staggering scale. Creativity, imagination, determination are at the core of our system.

A Unique Formula of PPP

QIMIAO FAN, WORLD BANK


We have the knowledge and skills to analyze any commodity market opportunity and have direct experience in developing countries. We are able to assess quickly what the opportunity is to create additional value in the supply chain be it in agricultural commodities such as cereals and proteins or softs such as sugar, coffee, tea and cocoa. We see fruit and vegetables and flowers as other areas of opportunity. We work with producers to minimize the risks inherent in any commodity market using various tools including merchandising of crops prior to harvest and other hedging instruments each tailored to individual circumstances and requirements.

The transfer of knowledge in farm management skills using best practice to achieve sustainable improvement in crop yields

The establishment of locally-managed cooperatives to maximize both buying power and the opportunities for sales

The introduction of modern supply-chain concepts such as product traceability which help to ensure that all products realize their full potential value.

Our team works closely with our own CSR team particularly in identifying the sectors of the supply chain which would benefit from improvements in efficiency.

Faster rural growth which will result in better living standards for all and more jobs for every sector of society

Less reliance on imported products

Ability to create local supply chains to support local agricultural processing

Access to global markets which in turn generate foreign exchange revenue


GROUP SOCIAL RESPONSIBILITY


Its key objective is to deliver long-term solutions to alleviate poverty in the poorest communities. It achieves this through social entrepreneurship, focused education and a business support program. Alchemy World focuses on the Technology and Services sectors in areas with the greatest opportunities for sustainable, revenue-generating work. Alchemy World also looks to stimulate rapid growth in small and medium-sized enterprises in sectors such as construction, agriculture, media, manufacturing, retail, distribution, tourism and education. We work to improve the lives of women through educational and income generating opportunities. Knowing that poverty-stricken women in the developing world often face severe discrimination, we provide an avenue for women to break the cycle of poverty for future generations.


It is from that sense of wonder, awe and inspiration that the Corporation derives its name. The Gorilla interweaving in its core character, power, sensibility and social responsibility. Supporting the Gorilla is a very complex affair, it not only involves protecting their ecosystem from war and poaching but also extends into harmonizing human interaction at the fringes of their habitat. Our goal is to participate actively, beyond mere fundraising to collaborate with the Dian Fossey Gorilla Fund to empower local societies to live in symbiosis with the great apes. Economics has much to do with this. Social entrepreneurship holds a key to settling the main problems in the region. We are committed to doing our utmost to resolving the challenges for the people living in proximity of the Gorilla families, so that they can become part of the solution.

The Dian Fossey Gorilla

Fund International

is dedicated to the

conservation and

protection of gorillas

and their habitats in

Africa. It is committed

to promoting continued

research on the gorillas

and their threatened

ecosystems and to

providing education

about their relevance

to the world in which

we live. In collaboration

with government

agencies and other

international partners, it

also provides assistance

to local communities

through education,

health, training and

development initiatives.

www.gorilla-corporation.com

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GORILLA CORPORATION METAP (MIDDLE EAST, TURKEY, AFRICA, PAKISTAN):

OPTIMA (TELECOM) CONSULTING AG:

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