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Update Marketing Exclusive Networks Iberia Marbella, September 2013 . Agenda. 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 year 3 main activities.

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Presentation Transcript
agenda
Agenda
  • DRIVE
    • Situation Iberia
    • Promotion
    • Suggestion of Improvements
    • Nextsteps / Expectationfornextmonths
    • GIANT SLALOM V2 – Update
  • Country marketing plan untiltheend of theyear3 mainactivities
slide3

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)
slide4

Situation Iberia

    • Portugal
      • 2 active users: Sysvalue(3rd) & Decunify(4th)
      • 10 Pre-registeredothermainpartners: Hardsecure, Regra, Maxiglobal, IDW, Hardsecure, FastCall, Convex, CPC IS, Connecting, Cilnet
      • 2 Drive Promotions, includingGiant Slalom V2
      • 4 ApprovedMeetings
      • Ourgoalwas…
        • 10 MDs Portugal (2 + 10)
        • 10 Events (4)
slide5

Promotion

    • Vendors
      • 8 vendors involved
      • + Giant Slalom V2
      • Next vendor: Vormetric
slide6

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)
slide7

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
slide8

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!
slide9

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
slide10

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…
slide11

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!
slide12

Next steps / Expectations for next months >Spain

    • In 2013 we are workingwith 139 Partners (160)
      • All of themhavereceivedinformationabout Drive bye.mail--- STILL PUSHING!
      • FocusonTop 20, whogeneratesalmost 80% of ourbusiness (Pareto’sLaw)--- Some of them has attended 1:1 presentationsabout 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
slide13

Next steps / Expectations for next months> Spain

  • OUR MAIN GOAL IS TO CONVERT ALL THESE PARTNERS IN GREEN…
  • … And to complete withothersmaller and perhaps more active resellers
slide14

Next steps / Expectations for next months > Portugal

    • In 2013 we are workingwith 13 Partners (26)
      • All of themhavereceivedinformationabout Drive bye.mail--- STILL PUSHING!
      • FocusonTop 5, whogeneratesalmost 88,7% of ourbusiness--- All of them has attended 1:1 presentationsabout 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)
slide15

UPDATE GIANT SLALOM V2

    • Launchede.mailingduringtheSummerwith no results…
    • MDs/usersalready pre-registered: 18 Spain and 10 Portugal
    • Our plan isto re-active now:
      • New mailingSeptember, 19th
      • Jesús Sáez (BDM Palo Alto Networks Spain) isdedicatedto PAN partners-He willregisterdeals in thename of thepartnerswiththeirauthorization… Otherwisetheywillnot do it
      • Diogowill do forportuguesepartners
marketing plan q3 3 main activities
Marketing PlanQ33 Main Activities
  • 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) –Wildfireevent. Madrid
    • Others (TBC)
  • EndUserMeetings
    • Joomla Day! withImperva 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 q3 3 main activities1
Marketing PlanQ33 Main Activities
  • DATACENTER ECOSYSTEM (mix Partners and End Users)
  • Marketing Plan including:
    • Communication: pressmeeting, cooperationswithpress,pressreleases, advertorials…
    • Branding & advertising
    • DataCenterDynamics & DataCenterMarket
    • On-line MK: microsites, newsletters, banners…
    • Social Media
    • Stationery: printedbrochure & 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 plan other activities
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