QURUS | COMPANY PROFILE

Contact: Lucy.Kennedy@qurus.comNL: +31 610 845 666

Selected Clients:

Background

qurus specializes in a range of channel partner communication and management services.

qurus discovers, enrolls, trains, communicates with, and incentivizes our clients’ partners. Our services deliver a return on investment by maximizing the value of our clients’ channel marketing programs.

qurus has a proven track record of making execution a competitive advantage. Via a “programmatic delivery ” our services represent quality and value for money.

qurus. For when you are serious about partnering with your partners.

www.qurus.com

Partner discovery, survey and

recruitment.

Channel and partner data analysis and

insight.

Demand generation and channel

incentive programs

Partner readiness and training

CHANNEL

Service Lines:

Qurus Microsoft CHIP support service.

BackgroundStarted in 2000, qurus Headquarters are in Leiden (The Netherlands).

We have offices in Nairobi (Kenya) and Dubai (UAE).

We are active throughout Europe, Africa, and the Middle East.

3

Contact: qurus | europe : Lucy Kennedy (+31 610 845 666)

qurus | africa : Dixon Karani (+ 254 724 234331)

qurus | middle east : Lucy Kennedy (+31 610 845 666)

Service lines

Partner discovery, survey and recruitment:

Efficiently expand your partner base by discovering new potential partners, categorizing and recruiting them to your channel.

Depending on the country, market and your targets, qurus will select methods and execute activities which will ensure you reach the right partners and grow your business.

Partner discovery, survey and

recruitment.

Channel and partner data analysis and

insight.

Demand generation and channel

incentive programs

Partner readiness and training

Qurus Microsoft CHIP support

service.

Nairobi, Kenya. qurus sets up a mobile team who discover, train and recruit 150 new Microsoft partners. A major increase in the # of kenyan partners.

14 countries and 8 languages. qurus create and maintain partner websites with balanced mix of open and registered partner only content to encourage registration

Service lines

Partner readiness and training:

Effectively ensure your commercial and retail partners from all across EMEA understand and are correctly positioned to increase their sales of your products and services.

qurus has executed in store Office 2010 demonstrations in Kenya, touched a large partner audience in Israel via a Hebrew content website, and given face to face RSP sales skills trainings in Russian.

Partner discovery, survey and

recruitment.

Channel and partner data analysis and

insight.

Demand generation and channel

incentive programs

Partner readiness and training

Qurus Microsoft CHIP support

service.

Nairobi, Kenya. qurus in store RSP’s doubled the Office 201 attach rate in selected Safaricom stores

HP MEMA. qurus sales skills training for HP in store RSP’s shown to significantly increase AUP and revenues

Training exceeded my expectations. It is a great training but it is not about taking the training it is about actions after it. Gonzalo

Saiz. HP PSG Spain..

Service lines

Demand generation and channel incentive programs:

Drive (PULL) more customers to your partners and incentivize (PUSH) your channel to sell more of your products.

Blending PUSH and PULL elements, taking a multi national approach, tracking progress at each stage and drawing from our in house ‘ToolKit’ mean qurus clients get professional, smoothly run channel marketing programs which pay for themselves.

Partner discovery, survey and

recruitment.

Channel and partner data analysis and

insight.

Demand generation and channel

incentive programs

Partner readiness and training

Qurus Microsoft CHIP support

service.

For example Microsoft MEA Sales Promotions. qurus centrally managed campaign support desk, sales validation and gift fulfillment. In one quarter Gold Coin Gulf Promotion saw a total revenue of $ 3.7M with a contribution margin of 98%.

Service linesQurus CHIP (Microsoft CHannel Incentives Program) support service:

qurus will ensure that Microsoft Partners make maximum use of these cooperative marketing funds with minimum effort.

qurus will take care of activity preapproval, claim submission and make sure none of your claims get rejected.

Partner discovery, survey and

recruitment.

Channel and partner data analysis and

insight.

Demand generation and channel

incentive programs

Partner readiness and training

Qurus Microsoft CHIP support

service.

Since 2008, Qurus has processed all of Mustek’s CHIP claims successfully, achieving a 100% refund rate. Qurus has always projected a professional approach, utilising efficient methodology, and always completes projects in a timely fashion. I would have no reservations in recommending Qurus for any services of this nature, as our working relationship has been always affable, professional and fulfilling.  A de WaalMustek Marketing Manager.

Service lines

Channel and partner data analysis and insight:

Want to measure and track the health of your channel , the effectiveness of your partners or a particular campaign?

Waiting too see the sales role in is only half the story and takes too long .

qurus works with our clients to, select a range of KPI’s that go beyond $$$$, we then collect the data and present it in practical, visually informative dashboards together with our analysis and conclusions.

Partner discovery, survey and

recruitment.

Channel and partner data analysis and

insight.

Demand generation and channel

incentive programs

Partner readiness and training

Qurus Microsoft CHIP support

service.

MEA. By tracking all aspects of “Channel Health”, for example # partners registered, trainings taken, website clicks etc. qurus guided Microsoft on where and how to invest, it became possible to see which campaigns would be successful ahead of the sales data

MEA OEM Channel Marketing Dashboard

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Jul-08 Aug-08 Sep-08 Oct-08 Nov-08 Dec-08 Jan-09 Feb-09 Mar-09 Apr-09 May-09 Jun-09MEA 0% 0% 0% 0% 0% 0% 18% 84% 84% 0% 0% 0%

Egypt 0% 0% 0% 0% 0% 0% 44% 100% 100% 0% 0% 0%

Gulf 0% 0% 0% 0% 0% 0% 35% 97% 97% 0% 0% 0%

Israel 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0%

Saudi Arabia 0% 0% 0% 0% 0% 0% 0% 23% 23% 0% 0% 0%

South Africa 0% 0% 0% 0% 0% 0% 46% 100% 100% 0% 0% 0%

H2 FY09 % Co-op Funds Claimed by Partners

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Jul-08 Aug-08 Sep-08 Oct-08 Nov-08 Dec-08 Jan-09 Feb-09 Mar-09 Apr-09 May-09 Jun-09MEA - - - 173 1.510 977 1.360 - 289 - - -

Egypt - - - - - - - - - - - -

Gulf - - - - 977 977 1.360 - - - - -

Israel - - - - - - - - - - - -

Saudi Arabia - - - - - - - - - - - -

South Africa - - - 183 182 - 196 254 289 - - -

# of Newsletter Subscribers

PredefinedDeliverable

PurchaseOrder

Quality with impact > Defined process with tools and templates in place for rolling-out Projects, programs and campaigns, using a structured approach, in a controlled manner,

with deliverables and built-in decision moments.

4. Specification

5. Production

6. Close

3. InitiationIntake(Step 1)

Decision(Step 2)

Project Brief

Evaluation

Statementof Work

IntakeBrief

PredefinedDeliverable

FunctionalDesign

Project Methodologies

Aligned with OARPAligned with PRINCE2

Ensuring a ‘Delivery Experience”

In house ‘ToolBox’.• Interim partner account managers to discover, survey, recruit, train and merchandize

partners.• Content localization and translation for multi national communication• Phone / email partner support desks• Content creation ,printing and shipment• Online incentive engines• Range of retail sales skills training programs for sales and marketing managers , their

organizations and RSP’s• Growing pool of experienced trainers able to deliver trainings in more than 10 local

languages• Dashboards and other reporting tools• Integration of social media elements• Body shopping assignments

QURUS | SELECTION OF SUCCESS STORIES

Success : HP Sales Skills EMEA

Solution

Give HP funded retail sales staff from countries all across EMEA two days of high impact, small group, and highly interactive sales skills training.

Knowledge: Pre and post knowledge checks at the start and end of each day take a snap shot of base and final knowledge levels. Target is 80% post expert knowledge.

High Impact. Highly Interactive and Customized:• Training content fits with HP PC line up.• Training given in local language.• Small groups, no PowerPoint presentation, numerous

relevant role plays ensure participants experience and practice, rather than learn the desired sales behaviors.

ObjectiveTo improve the overall quality of sales skills of HP funded Retail sales staff when selling HP computers with Microsoft software. Drive a step change in customer experience, channel readiness and ultimately increased sales of HP PCs.

Courseware & Certificates

Participant Interaction

Evaluation Dashboard

Results

This program has been active since June 2010 and has now been extended to all corners of EMEA.• Scale: To date qurus has coordinated and trained 314

participants to Expert level in 21 countries in 10 languages with an average of 76 % post knowledge.

• 99% of participants agreed or strongly agreed that the training was worth their time and that they felt the presenter effectively delivered the subject matter of the event.

• Inside into sales staff performance: HP is now able to link knowledge with sales performance.

Success: Retail Sales Manager Skill DevelopmentObjectiveHewlett-Packard’s Personal Systems Group needed to drive a step change in the performance of their retail sales organization by bringing the PC “To Life” for consumers throughout EMEA. With Qurus already training their customer facing RSP’s on Sales Skills the question came, do our Trade Marketing Managers have the sales, negotiation and leadership skills required to drive the needed change? Answer NO.

Solution Bring 30 key HP Trade Marketing Managers (TMM) from countries all across EMEA and give them 3 days of high impact, small group and highly interactive training covering sales skills, negotiation and leadership :

Knowledge: Pre and post knowledge checks at the start and end of the training take a snap shot of base and final knowledge levels. Target 80% post knowledge.

High Impact. Highly Interactive: Small groups, no PowerPoint presentation, numerous relevant role plays mean participants experience and practice rather than learn the desired sales, negotiation and leadership behaviours.

ResultsFeb 2011, 3 Qurus expert trainers gave 30 TMM 3 days of training in Cannes, France.

• Knowledge Increase across the whole group increased from 69% to 84%.

• 100% of participants agreed or strongly agreed that the training was worth their time, would make them more successful in their role and that they would recommend it to other TMM’s.

• Hewlett-Packard satisfaction. Qurus has been asked to give this training to the remaining TMM’s in EMEA.

Training exceeded my expectations. It is a great training but it is not about taking the training it is about actions after it. Gonzalo

Saiz. HP PSG Spain..

Interaction with group members was excellent, thank you. Hussam Altal. TMM

HP PSG Saudi Arabia.

Success: HP Product Training in MEMAObjectiveDrive a step change in customer experience, HP retail partner readiness and ultimately increased sales of high value PC’s and accessories by training HP and non HP retails sales staff on HP PSG (Personal Systems Group) products and “How to Sell HP Products”.

Solution Give Sales Staff a high impact and interactive product training that shifts their focus away from product specifications onto the customer benefits that the products provide.

Design – a new interactive presentation deck was created by qurus to support the new training style and objectives.

Knowledge – Pre and post knowledge checks at the start and end of the training take a snap shot of base and final knowledge levels. Target is 80% post knowledge.

Implementation- Refresh and Deliver cycle set up to match the 4 product launch dates of HP through out the year

Results Impact: average 21% knowledge increase on how to translate product features into customer benefits.

Satisfaction 100% of the participants would recommend this training to their peers.

Implementation: 350 store sales staff in 9 countries have been trained. HP will repeat this 4 times a year.

“this will really help in improving my sales” “the interactive sessions gave us better understanding of customer benefits”

Success : Microsoft Kenya BPAM Project

SolutionA dedicated and specially recruited team of Qurus BPAMS

walked the streets to:• Find the resellers and gain their trust• Gather vital MI data• Give resellers the basic product and sales training they need• Enroll and guide resellers through key campaigns• Show resellers the benefits of buying from the channel

Objectives Identify and profile unmanaged resellers in Nairobi. Select most promising resellers , brand their outlets and bring then into the Microsoft channel.

Train managed and unmanaged resellers on Microsoft OEM products, the local channel and licensing. Land key local, regional and global campaigns.

Results150 “new” unmanaged resellers discovered, surveyed, and trained on Microsoft products, sales knowledge and the benefits of buying from the channel.Dashboard tool : detailed info on all resellers created to aid management decisions around future engagements with the unmanaged reseller space.

Qurus ‘Feet on the Street’ breadth-PAM team

Training Kit

Field Reports

Success : Microsoft Kenya Software Activations

SolutionDeploy specially recruited and trained team of sales promoters

to major shopping malls and inside stores of selected official resellers to do awareness and sales activations.

Gather vital MI: Sellout data and Customer FAQsDemo product features: let customers experience the productSell Windows 7 & Office 2010: Close the deal on the spot

Objectives To promote Windows 7 & Office 2010 awareness & sales for Microsoft ESA in Nairobi.

Results37% Office 2010 attach (double the norm) achieved during month long campaign in key Safaricom retail outlets in Nairobi.Product awareness of Windows 7 and Office 2010 with the public increased with sales activations in four major shopping malls in Nairobi (Westgate/Sarit/The Junction & Nakumatt Mega.

Windows 7 sales activation at the Sarit Centre Mall in Nairobi, Dec 2010.

MS Office 2010 in-store sales activation inside a Safaricom Shop in Nairobi, March 2011.

Success: Microsoft Gulf Channel Incentives

ObjectiveMicrosoft Gulf wants to improve engagement with their unmanaged registered partners and drive sales of Microsoft products such as Microsoft Windows Server OS, Windows 7 and Microsoft Office products.

Solution Microsoft Gulf has set up a channel incentive program where partners are able to earn “gold coins”, by ordering selected Microsoft products. At the end of the campaign period, partners will receive a prepaid credit card with their earned “gold coins” in USD which they can spend at all VISA points.

Deliverables• qurus manages the logistic and financial flows with

relation to credit card fulfilment.• qurus is the single point of contact and coordinate the

involved shipment, credit card, printing and fulfilment companies.

• qurus ensures smooth fulfilment and card delivery on time, and without major escalations.

ResultsQurus a trusted partner for Microsoft Gulf, supporting these channel incentives every quarter since July 2009.

Scale: Per quarter 300 credit cards with a total credit card value of $30,000 are delivered to 150 partners across the 5 participating countries in the Gulf region.

Microsoft revenue : In May, June, July 2011 the Gold Coin Gulf Promotion saw a total revenue of $ 3.7M with a contribution margin of 98%.

Success: Increase of Microsoft Office salesObjectiveThe overall goal for this campaign was to stimulate Microsoft MEA partners in 26 countries and increase their sales of Microsoft Office Products. By offering marketing services, Qurus contributed to the positive result of this promotion.

Solution After purchasing 5 eligible licenses, partners could claim a 250 USD gift voucher by sending in a web claim form via the promotion website.

Qurus received, validated and managed fulfilment of all claims and took care of the following activities:1. Delivery of complete weekly and monthly reports incl.

promotion dashboard 2. Delivery of complete and consolidated payment file 3. Delivery of complete and signed SOW contract files 4. Validate all received claims per run within the agreed

timeframe and communicate the status to the partners5. Take care of escalation responses from partners.

ResultsIn total 2769 claims were received of which 1793 claims were approved.

Partner escalations were swiftly and professionally handled by Qurus such that even though many claims had to be rejected partners were always kept informed of the reason for rejection and how to reapply if appropriate.

Success: Increase of Microsoft Server salesObjectiveThe overall goal for this campaign was to stimulate partners and increase their sales of the Microsoft Server OS in 4 countries/regions: Gulf (Oman, Bahrain, Qatar, Kuwait and UAE), Turkey, Israel and South Africa. By offering marketing services, Qurus contributed to the positive result of this promotion.

Solution After purchasing 2 eligible licenses, partners could send in a web claim form for a 200 USD gift voucher via the promotion website.

Qurus received, validated and managed fulfilment of all claims and took care of the following activities:1. Delivery of complete weekly and monthly reports incl.

promotion dashboard 2. Delivery of complete and consolidated payment file 3. Delivery of complete and signed SOW contract files 4. Validate all received claims per run within the agreed

timeframe and communicate the status to the partners.5. Take care of escalation responses from partners.

ResultsIn total 764 claims were received, validated and fulfilled in the agreed timeframe.

No partner CPE issues : escalations were swiftly and professionally handled.

ResultsHigh Degree of Preparedness in Channel – 38,000 partners trained. Specific to Office 2007, we managed 1,250 unique pieces of content, handled 2,500 email requests from the field, over 2,800 technical questions answered, and more than 3,100 people helped.

Success : Vista & Office 2007 ReadinessObjectiveTo ensure the channel was well informed, trained, and supported operationally for a successful launch of Vista and Office 2007.

Solution• Joint Communication Strategy

– weekly email with all key updates, progress reports, and up to date reporting (e.g., Distis pre-orders).

• Management Dashboards – measured performance with detailed reporting to allow management to steer issues in the channel (sales figures, SKUs mix)

• Marketing Support Desk - address any question relating to operations, business management,and content for a diverse group of people, extending across the whole of EMEA

• Content Site – organized all marketing and campaign related materials for OEM, IW, and Client channels show-casing Groove.

Solution• Customised Action Plans - matrix of key

tasks , activities cross ref with actions, owners, roles, timing,

• Briefing Sessions – conducted webcasts for internal readiness , explaining ORPC Strategy, and operational issues (OPK & MLK distribution)

• Data Scrubbing & Call Downs – srubbing contact data and contacting Partners to explain sales model.

Results• MEA was accelerated hitting its performance

targets - overcoming an initial gap in channel awareness and readiness activities

• Distributors were overall well informed about the new sales model

• Field and Channel Awareness was high relative to other campaigns

Success: Get Your Partners “Office Ready”“H2 has seen the successful launch

of the Office Ready PC program in the MEA region. This has been

extensively supported by MSX / MarketPoint (our marketing program vendor) and overall the ORPC launch

has been a great example of v-teaming within subsidiary IW and

OEM groups.” - Alex Diacre

Goal Activity Desired Outcome (Completed task) Track Track Track Track Track

AWARENESS PHASE East Med.

(16-3)Egypt (20-2)

Gulf (26-3)

Israel (14-3)

NA (30-3)

Educate key Microsoft teams and personnel about the importance of being Office ReadyORPC Briefing Session Live Meeting OEM and IW Leads to attend LiveMeeting or download recording to ensure correct briefing

ORPC Content Site (Groove) Access OEM and IW Leads to receive invite for ORPC site and setup Groove on PCs

Sub Briefing about Action Plan OEM Leads to schedule meeting with v-Team to walk through Action Plan

Local Country Specific ORPC Marketing Plan OEM Marketing Manager to draft marketing plan and place this on the Groove

Spend ORPC Excellence Fund on Marketing PO Created (if applicable) OEM Marketing Manager to submit request for Excellence Fund

Spend ORPC Excellence Fund on Marketing PO Invoiced (if applicable) OEM Marketing Manager to submit invoice for Excellence Fund

FY07 Launch Campaign Kits & Execution Guide OEM Marketing Manager orders Launch Kit

ORPC SME Briefing Session Live Meeting Prep OEM and IW Leads to send key questions to V-Team about outstanding questions attend LiveMeeting or download recording to ensure correct briefing

ORPC SME Briefing Session Live Meeting Run OEM and IW Leads to attend Live Meeting

Educate every Disti about marketing materials available and drive orders of OPKs & MLKsEducate Disti(s) about new sales model, offerings Team with OEM Disti Account Managers to brief distis on the new Office Ready distribution and sales model

Provide Disti(s) with sales materials Team with OEM Disti Account Managers to send materials provided from Office Ready BOM

Confirm Contract Completions (CTA) OEM Disti Account Managers to confirm signed CTAs with Disti(s)

Confirm Distribution of OPK Masters from AR OEM Disti Account Manager to confirm (via email/telephone) with the Disti that they ordered the master installation discs called the Microsoft Office OPK Master Kits.

Customised Campaign Action Plans

ObjectiveEnsure a successfull rollout of the Microsoft Office Ready PC program by supporting the OEM and IW channels in MEA (Middle East Africa). The focus was on helping the channels’ Distributors and Resellers to understand a new sales and distribution model.

Success: 100% utilization of Microsoft Coop fundObjectiveMustek’s goal is to utilize 100% of their accrued Microsoft Coop funds each half year. No more non-compliant marketing activities or claims missing proof of execution (POE).

What with lack of focus and knowledge of Coop rules and guidelines Mustek had never managed to achieve this alone.Solution By outsourcing their Coop funding management, pre approval and claim handling process to Qurus experts, Mustek guarantees 100% funding utilization:

Funding Management: Every half year qurus ensures that all funds are claimed in time. We make sure no deadlines are missed and take into account the constant changing regulations.

Pre-approval process: qurus takes care of ensuring that all Mustek activities meet the Coop program requirements . By informing Mustek of these requirements Mustek are more efficient in designing their marketing plans and activities.

Claim Handling: qurus ensures that Mustek know what POE materials are required for each activity, we make sure no deadlines are missed and take care of POE collection and claim submission via the online tool. All claims are followed up till approval and payment are confirmed.

Result100% Utilization: Since 2009 100% of Mustek’s Coop funds, over 800,000 USD annually have been utilized.

No more holes in their marketing budgets!

Solution• Interactive Localised Website – created a template site

which could be replicated and localised, offering content to authorised distributors, readiness material, marketing collateral, product info, and Technical Support (drivers and downloads)

• Content Fulfilment Process – designed a process that balanced the needs of a centralised content and hosting at Corp (technical updates) with local information (Distributor contact info) while allowing all OEM partners to have a consistent user experience across EMEA.

• Investment Model – that pooled organization resources to work more efficiently allowing small Subs to scale with low budget impact, min amount of time, and maximum committment.

ResultsExpanded the Breadth Channel – rolled out and maintained up to 16 sites for smaller subs sites (MEA) and expanded mature subs (WE) in 8 languages, providing their OEM partners with a deeper connection to Microsoft (increased web site traffic)

Success : Microsoft OPC Lite Concept ObjectiveTo offer the most important information and knowledge to the breadth of the OEM channel in an easy and compelling way via an effective, efficient and localized OPC website.

Success : CEE Channel DevelopmentObjective CEE (Central Eastern Europe) represents a number of unique challenges for Microsoft. For instance, specific to CEE, there is limited or no existing Microsoft organization, and infrastructure in place with which to rollout a campaign such as WGA (Windows Genuine Advantage). The objective of this by engaging with local Distributors and System Builders, and the delivery of a WGA Partner Readiness Campaign.

SolutionThe pilot execution was divided in 4 stages.

• Initiation: including CEE country selection and documentation.

• WAVE 1: analyze the Microsoft execution bandwidth in these markets to engage OEM BG, Client BG and/or Anti-Piracy persons to support the program, organizing local v-teams and training them.

• WAVE 2: execute the WGA Readiness campaign at the level of Local Distis and Local Named Accounts. This was done by performing an inventory of willingness and readiness, (knowing the distributors and contacting them).

• WAVE 3: execute the WGA Readiness campaign at the level of SBC in cooperation with local distributors, to enable the maximum level of channel reach.

Results

Desired partner readiness: more than 90% of the channel was touched and 25% trained on the WGA campaign.Big increase in channel development: Local distributors enthusiastically engaged in WGA execution, thus contributing to build the channel relationships

“Your Ambition, Our Execution”

NOTICE - The information contained in this presentation is Qurus B.V. Confidential. This presentation is a summary and is intended to be utilized for informational purposes only. Qurus makes no warranties, express or implied, in this summary. Nothing in this presentation

modifies any of the terms and conditions of Qurus’ written and signed agreements.

qurus

T h a n k Yo u !