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DRIVE: Incentive Marketing Program Launch & Training Agenda

Discover DRIVE, an incentive marketing program for Vendors and Resellers, designed to accelerate business development and optimize marketing efforts. Learn how to join, earn rewards, and drive your own promotions locally.

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DRIVE: Incentive Marketing Program Launch & Training Agenda

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  1. Marketing Meeting 18thJanuary 2013

  2. Agenda

  3. Drive training

  4. Welcome to DRIVE Agenda – DRIVE introduction,training & launch 12.00- 2.30 • DRIVE: is it a new Ferrari adv or a Marketing Program?? • What? Who? Why? • How to DRIVE – The program in a live demoand Q&A • Fast lunch for fast drivers • Q&A • DRIVE your own car – How to launch the program locally

  5. DRIVE, is it a new Ferrari adv or a Marketing Program? An incentive marketing program for our Vendors and Resellers: • Rewarding Resellersfor setting qualified meetings with end users • Allocating Vendors marketing investments • Accelerating business development for Vendors, Resellers and Exclusive Networks • Innovating ChannelMarketing -optimizes the marketing effort The Market Accelerator One TouchMany Connections

  6. What? - DRIVE anatomy Vendors promotions set up to reward resellers booking qualified meetings • A full-catalogue of rewards and prepaid cards available on the • online DRIVE shop An easy ‘self-service portal’ to manage promotions, meetings and points

  7. How it works • Resellers earn points!

  8. Who? - DRIVE Target Customers HOW DO THEY JOIN DRIVE? • Vendor Set up DRIVE promotions • VAD Manage the program locally • VAR Book qualified meetings ….. and others Prospects • All the players benefits of faster Sales Engagement • Closer relationships and accelerated knowledge transfer • Easy to track activities • Gets VAR Management Buy-in

  9. Why?The business challenge • Gartner says “the IT security services market in Europe is mature” • VARs have direct access to end users and play a key role in the Vendors and VADs sales cycle • Campaigns to engage VARs need an innovative and measurable approach • DRIVE is the program to strengthen the partnership with Vendors and provide a premium access to the resellers market Vendors SALES SALES SALES Marketing Leads Generation Marketing Leads Generation VARs End users

  10. Who Wins • VARs • They receive Points towards Campaigns and NFR etc • VAR Individuals • Rewarded for New Sales Opps • Vendors • Higher Quality Sales leads • Measurable ROI • All Sales Super Heroes !

  11. DRIVE your own carLaunch DRIVE locally • Marketing managers are the Local Admin Contacts. • Follow the process below to launch locally • Countries are the • real Super Heroes! Country support provided by the Group DRIVEsupport@exclusive-networks.com

  12. DRIVE call to action • Local EN admin to manage: • the portal • Customize homepage with a welcome message • In the promotions tab – include the list of sales accounts in your country • Invite reseller companies and track the acceptance rate • Flag promotions as “Pole position “ • the process • Ask the Vendors to join the program and set up promotions • Define a launch plan for the resellers – EDM, events, social media… • Agree with the central DRIVE PMs on the reporting

  13. DRIVE promos • Country package: • Email Signature for EN • 2 Banners • PR release • EN admin Guide • Vendor presentation • Reseller Presentation • Dedicated inbox for EN admin support

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