Update Marketing Exclusive Networks Iberia

Marbella, September 2013

• DRIVE• Situation Iberia• Promotion• Suggestion of Improvements• Next steps / Expectation for next months• GIANT SLALOM V2 – Update

• Country marketing plan until the end of the year3 main activities

Agenda

• Situation Iberia

• Spain • 2 active users: Acuntia (2nd) & Unitronics (8th)• 18 Pre-registered partners: BT, Grupo ICA, Impala, Indra (not allowed),

IECISA, Ingenia, ITS, MDTel, Morse, Nextel, Powernet, S21Sec, Siemens, SCC, Tecnocom, Telefónica, Wellness

• 8 Drive Promotions, including Giant Slalom V2• 5 Approved Meetings• 2 Declined Meetings

• Our goal was…• 12 MDs Spain (2+18)• 15 Events (7 + 1 pending)

• Situation Iberia

• Portugal• 2 active users: Sysvalue (3rd) & Decunify (4th) • 10 Pre-registered other main partners: Hardsecure, Regra, Maxiglobal,

IDW, Hardsecure, Fast Call, Convex, CPC IS, Connecting, Cilnet• 2 Drive Promotions, including Giant Slalom V2• 4 Approved Meetings

• Our goal was…• 10 MDs Portugal (2 + 10)• 10 Events (4)

• Promotion

• Vendors• 8 vendors involved• + Giant Slalom V2• Next vendor: Vormetric

• Promotion

• Resellers• 1:1 Marketing• Plan for Top 20 partners• Powerpoint in spanish• Folder in spanish• Emailing• Communication• On-line / Banners• Social Media• Webinars (pending)

• Suggestion of improvements

• EASIER REGISTRATION PROCESS

• Now the process is a bit confusing for the users:• The MD should require access > Corporate Rewards receives >

Exclusive Networks approves… … And after the MD has to invite their users!!

• Or EXN invites MDs one by one but…• Sometimes e.mails are received as a spam• Most of the times companies MD = User• If this people do not receive or pay attention to the e.mail, we

can not send the invitation again!!• We can not invite users for a company, only the MDs

• Suggestion of improvements

• EXN ADMINISTRATIONManage Users:

• Now we can’t manage users• We do not have direct access to their data, we can not edit…

Just see the status and events history!

• Suggestion of improvements

• EXN ADMINISTRATIONDrive Campaigns:

• We can not create campaigns for new vendors

• No templates or option to duplicate existing ones

• How allow a vendor to approve meetings?

• Automated e.mails do not work properly

• Suggestion of improvements

• EASIER PROCESS TO CREATE EVENTS

• We suggest to be able to create an event before or after it happens

• No need to confirm the meeting

• The only condition is to inform us and/or the vendor before the meeting

• When We, as Admin, click in “Pending Events”, no events appears but we can approve or decline…

• Suggestion of improvements

• EXN ADMINISTRATIONManage Users:

• Now we can’t manage users• We do not have direct access to their data, we can not edit…

Just see the status and events history!

• Next steps / Expectations for next months >Spain

• In 2013 we are working with 139 Partners (160)

• All of them have received information about Drive by e.mail --- STILL PUSHING!

• Focus on Top 20, who generates almost 80% of our business (Pareto’s Law)--- Some of them has attended 1:1 presentations about Drive

• Only 2 Active Users: Acuntia (2nd) and Unitronics (8th) who generates 19% of our global business--- Our goal is to have 10 Active Users, increasing from 20 to 30 MDs

• Next steps / Expectations for next months > Spain

• OUR MAIN GOAL IS TO CONVERT ALL THESE PARTNERS IN GREEN…

• … And to complete with other smaller and perhaps more active resellers

Reseller Business Situation DriveTelefónica Soluciones, S.A.U 12,57% 1:1 Presentation SEPT

Pre-registeredAcuntia, S.A. 11,10% MD & USERSiemens 7,83% Not allowedSCC 7,81% 1:1 Presentation

Pre-registeredBT 5,66% Pre-registeredFUJITSU 5,46% Not allowed

Request to Corporate RewardsUnitronics 3,98% MD & USERSATEC 3,10% 1:1 Presentation

Pre-registeredTelecor, S.A. 2,70% 1:1 Presentation SEPTDIDATA 2,52% …Nextel, S.A. 2,02% …IECISA 1,94% 1:1 Presentation SEPTBrújula 1,75% …Impala 1,51% …Bull 1,48% Internal problemsGrupo I.C.A, S.L 1,46% Pre-registeredIndra 1,41% Not allowedMDTEL 1,32% …Arca 1,26% …TECNOCOM 1,23% …Grupo S21Sec 1,11% 1:1 Presentation

Pre-registeredHP 1% …  80,21%  

• Next steps / Expectations for next months > Portugal

• In 2013 we are working with 13 Partners (26)

• All of them have received information about Drive by e.mail --- STILL PUSHING!

• Focus on Top 5, who generates almost 88,7% of our business--- All of them has attended 1:1 presentations about Drive

• Only 2 Active Users Sysvalue (3rd) & Decunify (4th) who generates 20% of our global business--- Our goal is to have 5 Active Users (Compta, IDW, Sysvalue, Decunify & Orbcom)

• UPDATE GIANT SLALOM V2

• Launched e.mailing during the Summer with no results…

• MDs/users already pre-registered: 18 Spain and 10 Portugal

• Our plan is to re-active now:• New mailing September, 19th• Jesús Sáez (BDM Palo Alto Networks

Spain) is dedicated to PAN partners -He will register deals in the name of the partners with their authorization… Otherwise they will not do it

• Diogo will do for portuguese partners

• Vendors Workshops for Partners• Infoblox (September)– Madrid. Just for active Partners• Nutanix (October)– Madrid & on-line. Advanced and free training• Nutanix (October)- Lisbon. Breakfast Meeting• Palo Alto Networks (November) –Wildfire event. Madrid• Others (TBC)

• End User Meetings• Joomla Day! with Imperva in Albacete (September)• Palo Alto Networks In Lisbon (October)• Sophos - TBC (November)• FireEye in Madrid (October)• Aerohive in Lisbon, Madrid & Barcelona (October, November)

Marketing Plan Q33 Main Activities

Marketing Plan Q33 Main Activities

• DATACENTER ECOSYSTEM (mix Partners and End Users)

• Marketing Plan including:• Communication: press meeting, cooperations

with press, press releases, advertorials…• Branding & advertising• DataCenter Dynamics & DataCenter Market• On-line MK: microsites, newsletters, banners…• Social Media• Stationery: printed brochure & PDF• Goodies• Lead generation >MK Automation & TMK• Drive• Lisbon Seminar (November, 5th)- end users and partners• Barcelona Seminar (November, 6th)- end users and partners• Madrid Seminar (November, 12th)- end users and partners

Marketing PlanOther activities

• TradeShows: RedIris (Arbor, Infoblox, Arista and PAN) and asLAN (Zscaler & Aerohive)

• Seminars co-participated with partners• Communication & PR• Email Campaigns• Regional Promotions

• Palo Alto Networks• Aerohive Networks• ProofPoint

• Advertising

THANK YOU!!