The Exclusive Networks Group

The Exclusive Networks Group

Hands up VADs• Everyone claims to be a VAD• Overused, undervalued • What do you mean you're a VAD?

VAD is Dead ?• ‘Super VAD’ Emerges • Local Knowledge • Sector Expertise & Insight • Geographical Reach • Visionary • Entrepreneur• Well Funded • Agility & Scalability• Technical capability

What is Value Adding

Super VAD Benefits

Risk Mitigation

Lower On-going Overhead

Rapid Growth

Lower GTM Costs

Accelerated GTM

Differentiation

Focus on Customer Acquisition

Lower Investment

Incremental Sales Revenue

Five Star services On behalf of Vendors for resellers

Sales

Technical Marketing

Financial

Admin LogisticBusiness

intelligence

Technology screening

Sales• Account focused sales teams • Vendor focused dedicated product teams • Partner recruitment• Partner management• Sales training• Demand creation• End user meeting

Marketing• Communication & PR• Pan European Campaign• Reseller incentive• Solution marketing

• Marketing Consultancy• Online marketing• Event management

Technical• Presales• Demo centre• Proof of Concept• Staging• Professional services• Training• RMA• 24X7 Technical Support

Technology screening• What’s on the Horizon • Review of Analyst reports• In touch with US Venture Capitalists• New Technology Directions• Emerging New Vendors • Test & Evaluate • Get Real Customer Feedback• Keep Delivering the next big thing

Logistics• Inventory management• 14 distribution centre across EMEA• Demo stock• Next day shipment• International deployment– delivery DDP to territory– Quotation on demand

Admin & Financial• Exchange rate management• Cash collection• Working Capital financing• Financial Lease• Point of Sales (PoS) for

vendors• Import & Export licence

process

Business intelligence• Full analysis of historical Business• Real time access to invoicing and order intake• Access for vendors• Multi country• Reseller activity• End User visibility• Run rate vs Project

Go To Market strategy

Prepare• Discovery & understanding• Reseller profiling• Sales training• Technical training• Local pricing & discount

structure• Target

Engage• PR• Marketing activities• Demand creation• Reseller meetings• Reseller training• …

Monitor• Business Intelligence• Figures analysis• Number of resellers• Monthly Business review

Bespoke approach for vendors

Presales

End users meeting

Partner enablement

Stocking

24X7 Support

Marketing campaign

Partner recruitment

Leads detectionTechnical Training

Channel readiness

Local Price list& discount structure

Proof of concept

Press RelationInternational shipment

Our DNA

Backup Security management

Storage

Content Delivery WANOptimization

Compute

SwitchingEndpoint Security

Network Security

Analytics

Virtualization

Content SecurityWireless Lan

Exclusive Networks DNA

Security management

Content Delivery WANOptimization

SwitchingEndpoint Security

Network Security

Content SecurityWireless Lan

Bigtec DNA

Backup

Storage

WANOptimization

Compute

Switching

AnalyticsVirtualization

Our Vision on BIG Virtulisation

Everything Virtulised

Our Mantras

Can Exclusive Networks Deliver ?

Group overviewReach• 20+ countries• 21 offices

Skills• 440 strong team• 40% Sales • 40% Engineers

Financial Strength• 60% Private Equity owned • 40% staff owned• Strong Cash Flow & Credit

lines• Annual turnover c. €500m

Customers • c6000• VARs & SI’s • ISPs, MSSPs • Service Providers

Group Performance

2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014

1.5 3 6 14 3050

82106

182

287

405

500

Million €

Group ‘Network’ Organization

Our Business Model

Traditional Business Model Exclusive Networks Business Model

Lower TCP (Total Cost of Partnership)

Portfolio positioning

Positioning

Our VisionTo become the first, truly PAN European value

added distributor – a ‘Super VAD’

The Reach and Volumes of a Broad liner The Value and Services of a Specialist !