DACHItaly

Country Updates

Country Update DACH

Update

• 14 registered MDs (25 invited), 14 Normal User (14 invited)

• it-sa 2013, Brainshark-Videos, Newsletter; Signature; Website-Slider; Sales Team, Desktop Background

• Switzerland and Austria are working on the terms & conditions – Launch Sept./Oct.

-> A: Internal Sales Meeting, all vendors are informed, Webcast, Newsletter

Update

Main issues:

Germany-> no main priority at MD-> difficult (participation form, terms & conditions, data privacy rules)-> taxation

A&CH-> ressources

Expectations

• Germany– 25 MDs until the end of the year

• Austria– Launch in Sept. / Oct.– 10 MDs, 20 Normal User until the end of the year

• Switzerland– Launch in October

• 1st Mailshot: calendar week 35• 2nd Mailshot: calendar week 37• 2 registrations from Germany

(A: Resellers are interested, but no deals. CH did not launched.)

GS V2 Update DACH

MEE Germany• External Roadshow: 744 participants

• 1 new partner for PAN• 1 prospect for innovaphone• 7 prospects for Aerohive

• 20 fulfilled Surveys

MEE-Webcast Part 1: 23 RegisteredMEE-Webcast Part 2: 22 RegisteredMEE & Aerohive: 21 RegisteredMEE & PAN: 33 Registered

New edition of MEE-Webcasts at the end of September!

Marketing Plan Germany

• PowerSailing

• fdgd

• it-sa “More Drive for your business!”

More Drive for your business!

• Advent Celebration– 2 days (Friday & Saturday)– Customers & Family– Cut down their own christmas tree

• Datacenter Roundtable– Meeting & Discussion „Do we need that?“

Marketing Plan Austria

DACH: Internal Magazine „Triple X“• Foreword of MDs• Presentation of (new) Colleagues• Marketing Overview

Marketing Plan Switzerland

Best „campaign“

• Meet the Xperts (D)

• Come2gether (AT)

Feedback

• Centralized order of Give-aways (USB-Sticks or Polos)?

• Better Analysis of MEE Survey• Survey was too long• Drive-Shop Overview „What´s in it?“• Tool for more transparency, lead

management, ROI Analysis etc.!!!

Country Update Italy

Index• DRIVE

– Internal and External Promotion

– Main Issue

– Feedback and Expectations

• GS Slalom– Update

• Country Update– Marketing Plan

– Main Activities

– Best Campaign

• Mobile Enterprise Ecosystem Event– Update

DRIVE

Drive

VENDOR USER SUMMARYTotal no of accounts: 1

o 1 Palo Alto Networks

MD USER SUMMARYTotal no of accounts: 23

o Pending: 19o Registered: 4

NORMAL USER SUMMARYTotal no of accounts: 22

o Pending: 18o Registered: 4

DriveInternal promotion What- Training on Drive dedicated to the Sales team (presentation and live demo)Tools:- Italian version of PPT slides to support the sales team in promoting Drive

externally. Italian version of email and script (in case of phone calls) to promote DRIVE.

- Marketing support (24/7) How- Constant update on Drive reports in order to push the Sales team on

engaging the partners. - Focus on EXN investment on DRIVE

Drive1. External promotion Promotion towards Partner Resellers

MKTG set up meetings (conf. call or meetings) with Partners to introduce and promote Drive. (presentation, video, live demo)

The process: 1. Sales person to contact the partner explaing the «why» of DRIVE: advantages and benefits. Sales team to anticipate a meeting/conf call with marketing

2. Marketing to contact the reseller explaining the process, the technical details and stressing once more the advantages and benefits.

3. Sales person to do the follow up. - Thanks for registering- Why you have not registered yet. Something is not clear?- If not, MKTG will call you and drive through the process

Drive2. External promotion

Set up meetings (conf. call or meetings) with Vendors to introduce and promote Drive. (presentation, video, live demo)

• Sophos• Allot• FireEye• ForeScout• Infoblox• Zscaler

DriveMain Issues

Vendors

– Partners RecruitingDrive is recognized mainly as a tool to incentive partners rather than recruiting new resellers. This discourage vendors from joining the program with a customized campaign.

– ROINo (Italian) success story to be shared.

Resellers– The number of campaigns posted on DRIVE is key to have

resellers registered. In Italy we had only 1 campaign and it was not enough to get the points.

– Resellers need to be educated. A standard PPT presentation/email invitation is not the correct way to explain DRIVE. Main message: It’s easy to use. It’s not a waste of time.

DriveMain Issues

Vendors to joino Sophoso Tufin

Starting from October, Sophos and Tufin are expected to join Drive.Campaign details to be defined soon

DriveExpectations

Giant Slalom

DriveGiant Slalom Update

Partners Invited: 14

# Partners

1 ADITINET CONSULTING SPA

2 CONSYS.IT SRL

3 REDCO TELEMATICA SPA4 WELLCOMM ENGINEERING SPA

5 DI.GI. INTERNATIONAL SPA

6 NGS SRL

7 LONGWAVE SRL

8 ERREVI SYSTEM SRL

9 LUTECH SPA

10 OBICON

11 NETICA

12 TEXOR SRL

13 ITI

14 ATS

The first list of partners has been modified after meeting with italian PAN Channel Manager

DriveGiant Slalom Update Communication Plan1. MKTG internal meeting/training with Sales team: GS presentation

2. Sales Team called each reseller anticipating the launch of GS giving overview of the project and anticipating MKTG communication

3. MKTG communication to resellers: emails plus Italian presentation including GS overview and process details. On this occasion a new refresh on DRIVE

4. MKTG Recall to all the resellers invited

Materialo PPT on GSo PPT on DRIVEo Emailer (Launch and Recall)

DriveGiant Slalom Update

# Partners Status MD/Normal user

1 ADITINET CONSULTING SPA Registered MD + 2 sales

2 CONSYS.IT SRL Registered MD + 3 sales

3 REDCO TELEMATICA SPA Registered 1 sales (no MD) 

4 WELLCOMM ENGINEERING SPA Registered 4 sales (no MD)

5 DI.GI. INTERNATIONAL SPA Pending  

6 NGS SRL Registered MD (only MD)

7 LONGWAVE SRL Registered MD (only MD)

8 ERREVI SYSTEM SRL Registered MD (only MD)

9 LUTECH SPA Registered MD + 1 sale

10 OBICON Registered MD + 1 sale

11 NETICA Pending  

12 TEXOR SRL Registered 1 sales (no MD)

13 ITI Registered 1 sales (no MD)

14 ATS Registered MD (only MD)

DriveGiant Slalom Update

1 order registered.- Cross checking with the Sales Team to get the

complete list of PAN orders submitted starting form July.

- Recall each reseller to push the order registration

Country Update

3 main activities

Partners Recruiting Leads Generation

Exclusive Seminars with

3 main activities

Lunch & Learn with ForeScout

- Goal: Leads generation

- Format: half day workshop dedicated to end users. Presentation + live demo

- Invited: 22; Attendees: 18;

- Outcome: 3 PoC

3 main activities

Roadshow:- 5 cities- 1 day event- Complete overview in the solutions

Telemarketing:- Joint activity with SOPHOS, working with SMAU Services.- Developed in parallel with the Roadshow

3 main activities

Exclusive Seminars with

Technology Seminars on FireEye

- Goal: Partners recruitment

- Format: seminars held by SE - EXN office

- 7 seminars held

- Outcome: 4 PoC planned in October

Best Campaign

Complete Security Day with SOPHOS

- Main Goal: Partners recruiting

- Activities: Telemarketing and Roadshow

- Target: Resellers and System Integrators

Roadshow:- 5 cities- 1 day event- Complete overview in the solutions

Telemarketing:- Joint activity with SOPHOS, working with SMAU Services.- Developed in parallel with the Roadshow

Best Campaign

Telemarketing (July/August/September)CONTACTS 25CONTACTED 25LEADS 18QUOTATIONS REQ (w/o meetings) 2MEETINGS (2 held / 6 forthcoming) 8

CITY DATE ATTENDEES

TURIN JUNE 6 100

ROME JUNE 11 30

LECCE JULY 11 50

VERONA SEPTEMBER 19

BARI SEPTEMBER 26

Roadshow

The Marketing Plan• The Marketing Plan for next 3months is

structured as follows:– Marketing Timeline– Marketing Plan• AeroHive• FireEye• Sophos • Tufin• ZScaler

OCTOBER NOVEMBER DECEMBER

AeroHive

FireEYe

Sophos

Tufin

LEGEND

Technical Training Workshop Events Publication

Drive

Telemarketing

Marketing Timeline

AeroHive

Main Target - Legal – Law offices - Educational - Schools

Approach- The approach is to reach directly these end users (law offices and italian schools) playing a key role in well-known associations and liasing with focal partners to reach this audience.

Goal - Leads Generation

Actions- Telemarketing - MacLawGroup Event 2013- Tablet School 2013

Microsoft PowerPoint Presentation

AeroHive

Event Date Mid/End October (TBD)

VenueSole 24 Ore Headquarters – via Monte Rosa, 91 – Milanmaps

Title MACLawGroup 2013

Event Description

1 day event includingobreakout sessions,oworking groupso round tables.

Target audience

200 attendees from selected law companies. Database will be provided from Sole 24 Ore and Magnetic Media

StrengthsReach of a very focused and specific target Sole 24 Ore prestigeTechnical Partnership

MacLawGroup Event 2013

AeroHiveTablet School 2013

Event Date 29 November 2013

Venue Bergamo

Title Tablet School 2013

Event Description

1 day event includingoMorning plenary sessionoBreakout sessionso round tables.

Target audience

Expected 900 attendees from Italian schools (primary/secondary) 800 people already registered

StrengthsReach of a very focused and specific target MM part of the ImaraDigitale boardTechnical Partnership

AeroHive

Duration: 4 weeks DB: 130 contactsSector: Retail/Manufacturing/Financial

Telemarketing

FireEye

Goal- Increasing Awareness - Leads Generation

Actions- FORUM EXPO ICT SECURITY 13° edition- Publications (Interview to the new Italian country manager;

press release for the newly formed Italian team)- 3 workshops “Learn & Lunch” formula in collaboration with 3

partners

Sophos

Goal- Partners Recruiting- Leads Generation

Actions- FORUM EXPO ICT SECURITY 13° edition- Campaign on DRIVE starting from October.

Tufin

Goal- Leads Generation- Partners Recruiting- Partners Incentive

Actions- Technical Seminars – EXN Office- Tufin Technology Tasting Event- 2 workshops “Learn & Lunch” formula in collaboration with 2

partners- Campaign on DRIVE

Event Date/Venue

Thursday October 17Location: Milan – Hotel TBD (see proposals attached)

Event Title Tufin Technology Tasting

Event Description

A late evening wine tasting dedicated to selected end users.

This special event will include:Technical/commercial presentationWine testing (networking opportunity)

Target audience 25 end users

TufinTufin Technology Tasting