Country Update FranceBelux

Netherlands

Country Update FRANCE

Agenda1. DRIVE2. Palo Alto Networks Giant Slalom V23. Marketing plan S2/20134. Best campaign S1/20135. Feedback MEE campaign

Drive Report• 3 promotions in

progress : Aerohive, Palo Alto Networks & Proofpoint

• 14 resellers registered & 25 users

• 0 meeting

How to promote ?

• Registrations have to do by Exclusive Networks• Emailer/banners• Organization Drive Day (oct 11th)• Internal leader nominated : Y Wattel and V Pion• Use blitz days organized by Palo Alto to promote Drive and register the meetings• Use deal registration information to push reseller to register their

meeting in Drive• Testimonial reseller

NB : New presentation on the last Monday during the sales meeting

Giant Slalom 2 Palo Alto

• Work with the sales specialist & sales managers• Today 14 resellers concerned with 2 partners who forbid promotion• Email every month to announce the intermediate results• Is it possible to register the deals instead of sales ?

Future events - 1Channel conference

Presentation : facts & figures, strategy, new products & new features

• Paris Center Défense on the 11th september• Obj : 250 resellers – sales & technical• Morning : sales & pre-sales presentation• Afternoon : technical workshops

Result : 180 attendees

Future events - 2Fortitour S2/2013 : 11 citiesMeeting & funTarget : resellers in region – pre sales

• Bordeaux le 17/09• Toulouse le 18/09• Marseille le 25/09• Nice le 26/09• Tours le 1/10• Nantes le 2/10• Rennes le 3/10• Lille le 8/10• Strasbourg le 10/10• Lyon le 16/10• Etretat le 22/10

Future events -3Technical workshop with Palo Alto4 citiesTarget : resellers in region – prospect – pre-sales

1st step in new generation FW• Toulouse le 10/10• Lille le 22/10• Nantes le 14/11• Lyon le 19/11

Future events - 4Expert Days AerohiveTraining during 2 daysTransfer of InformationTarget : resellers – pres sales

• Toulouse 9th & 10th sept• Paris 17th & 18th oct• Marseille 23th & 24th oct• Nantes 20th & 21th nov• Lyon 27th & 28th nov

Partners event for end users

• Altius – Vidyo & Aerohive – 9th oct Boulogne• Diademys withFortinet• Nomios with Palo Alto Networks• Addon with Nutanix• Merisac/Silver Peak• DCI/Fortinet• Nware/Silver Peak

Best campaign S1/2013

NEW TECHNOLOGIES FORUM• Exclusive Networks annual event for

the resellers• 5 cities• 14 vendors – workshop and face to

face• 364 registrations & 230 attendees

.

Feedback MEE campaignEnd users event (only) – 2nd july in Paris

• Registration : 57/Attendees : 22 (big companies : bank, government, services…)

– 12% projects/50% technology watch/38% other project

• Opportunities detected during tlmk campaign : 5• Interests : 78

– 25% projects/65% technology watch/10% other project

NB : we plan to organize a second event in january around the datacenter

Social Networks1. Linkedin – 502 members after 4 months2. Facebook – no target3. Twitter – 107 followers4. Scoop it – news on line, real time newspaper

Marketing Update BeLux

Mobile Enterprise Eco-system

• 1 seminar in June – 36 attendees: 23 resellers, 13 endusers

• Launch of MobileIron

• 4 new resellers for MobileIron and Aerohive

• Enduser Leads:

until now, no extra business as a direct result of the campaign

Aerohive: 9FireEye: 8Fortinet: 4

LogRhythm: 3 MobileIron: 10

Nutanix: 6Sophos: 5

DRIVE• 2 active promotions: Aerohive and Nutanix (special incentive, not visible on the website).• 16 Resellers (MD’s) invited 6 MD’s completed Registration 4 MD’s Invited colleagues• 15 Colleagues (normal reseller) invited 6 completed registration• 1 Aerohive appointment has been registered

How do we promote?

• Banner in every signature• Short explanation about DRIVE in each offer• Personal communication via Channel Account Manager

Why does it not work?

• They forget …• Incentive is not high enough (?)• They don’t want to involve the distributor or vendor in the first meeting/contact with their

(potential) customer• Some MD’s block the incentive (!)

Best campaign Q3

• Fortinet incentive – Rock Werchter & Roger Waters

Best campaign Q3

• NUTANIX - 1 Million € Incentive the first reseller with a 1.000.000 euro deal gets 5000 euro to spend in the DRIVE shop

Marketing Plan Q4

• September

– Nutanix Technical enduser workshop– Nutanix Channel training– BRUCON hacking conference

Marketing Plan Q4• October

– Sophos Solution Day– Belgacom Security Convention– Securelink Nutanix seminar– ICT Networking Drink– NetSec2013

Marketing Plan Q4

• November– Proofpoint Technical workshop– Arbor Technical workshop– FireEye Technical workshop– Night of the Proms

Marketing Plan Q4

• December– Dimension Data DDshow– Belgacom Night of ICT

Feedback

• How can the Group support you better?– Think global, act local … so everything is under control

• Other stuff/issues?– Difficult to get funding from som evendors because there

is no focus on our (small) region– Advanced marketing tools (cfr marketing automation)

Country Update Iberia

• 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

How we are promoting

Externally• Present Drive at partner visits – invite MD at the spot

Make MD invite Normal Resellers directly

• Present Drive in webinars• Bring up Drive during quote requests• Notify / Chase Resellers after POs

How we are promoting

Internally• Chase after deal registrations• Chase after POS Reports• Agenda item on weekly meetings• Set up Drive goals for Sales Team

Main Issues

Getting resellers into Drive• Local PAN Team doesn’t want MDs to be bothered with invitation process• Local EXN admin should be able to invite normal resellers directly

Shouldn’t Normal Reseller users be responsible to meet their Company Compliancy rules themselves?

Main Issues

Unattractive promotionsAerohive NetworksAt first - 25+ APs in oppty in Retail sector (+ invite local sales rep)Later - 50+ APs in oppty any sector (+ invite local sales rep)

Palo Alto NetworksBook a meeting with a TOP500 company and earn 50 Drive Points

- Low reward for achievement- Not attractive for Silver partners

Main Issues

Inefficient Processes• Takeover VADition by Exclusive Networks in 2011• Local systems have been evaluated• No development local systems ever since• Waiting for more than 2 Yrs for new systems• Small team

A lot of time is spend on verifying Quotes/Purchase Orders and Sales Orders

This time should be spend on Marketing!

Let’s change the way we work!Let’s start with new systems ASAP!

Feedbacks and Country Expectations for the next months

• Enable EXN admin to invite normal resellers directly• Set up MDs invite email to allow the users to delegate

the EN admin to invite their employees on their behalf • Point out opportunities with Drive Points for company

• Invites• Personal contact• Prereg list

• Register Purchase Orders since Jul – Sep to get them started

• Check on POS reports• Chase partners to register deals• Monthly “personal” update: Are they in or are you out?!

main activities

• Partner DevelopmentAerohive Networks & Palo Alto Networks

• Partner RecruitmentArbor Networks, Brocade, LogRhythm, Nimble Storage &

Proofpoint

• Event ManagementEnduser & Partner Events

Best campaign past Q

• Transfer of Information Session

• Over 60 attendees• Ended with quiz / lottery• Price 6x € 300 Drive

Vouchers

Palo Alto Networks – Partner Event

Country marketing plan27SEP Palo Alto Network – Citrix Partner Event (Sales + Tech)

OCT Create local content5OCT Live38 XXL Enduser Social Event9OCT/5NOV/14NOV Nimble Storage Lunch & Learns (Enduser)23OCT Aerohive Networks Partner Event30/31OCT Infosecurity 2013 (MEE)30/31OCT Nimble Storage (Storage Expo)

NOV LogRhythm Lunch & Learn Partner & EnduserNOV/DEC Aerohive Networks Enduser Events with Resellers7NOV ICT in Business Enduser Event13NOV Cyber Security Event Enduser Event (MEE)14NOV Insign IT – Enduser Event20NOV Palo Alto Networks Partner Event

DEC Translate website + SEODEC US Embassy – Enduser Event (MEE)

• Create Invite • Create Landing / Registration Page• Telesales support• Arrange Location / Catering• Provide presenter• Provide collateral

NEW EVENT IN PLANNING!CANCELLED

• High quality public - invitation only• + 150 DMU endusers from TOP1000 Companies

Planned for December 2013

10:00 - Palo Alto Networks10:30 - Aerohive Networks11:00 - Palo Alto Networks11:30 - Brocade12:00 - Palo Alto Networks12:30 - LogRhythm13:00 - Palo Alto Networks13:30 - Palo Alto Networks/LogRhythm14:00 - Palo Alto Networks14:30 - Aerohive Networks15:00 - Palo Alto Networks/Brocade15:30 - Arbor Networks16:00 - Palo Alto Networks16:30 - Aerohive Networks

Workshop Area

Group Support

• Marketing Collateral• Decision about systems

Any other ideas of biz to discuss

• Group Discount (e.g. Exhibitions, etc.)• Gifts (e.g. X-mas, NY, birthday, etc.) • Corp YouTube Channel