drive - Exclusive Networks Group

conditioninspiredInternet and Web Development

Dec 4, 2013 (3 years and 6 months ago)

90 views

Country Update

France

Belux

Netherlands

Country Update FRANCE

Agenda

1.
DRIVE

2.
Palo

Alto Networks
Giant

Slalom V2

3.
Marketing plan
S
2/2013

4.
Best
campaign

S1/2013

5.
Feedback MEE
campaign





Drive Report


3 promotions in
p
rogress

:
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
-

1

Channel
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
-

2

Fortitour

S2/2013 : 11
cities

Meeting & fun

Target :
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
-
3

Technical

workshop
with

Palo

Alto

4
cities

Target :
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
-

4

Expert
Days

Aerohive

Training
during

2
days

Transfer of Information

Target :
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
campaign

E
nd
users

event

(
only
)


2
nd

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 Networks

1.
Linkedin



502
members

after

4
months

2.
Facebook


no
target

3.
Twitter



107
followers

4.
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: 9

FireEye: 8

Fortinet: 4

LogRhythm: 3

MobileIron: 10

Nutanix: 6

Sophos: 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

year

3
main

activities









Agenda


Situation Iberia



Spain



2 active users:
Acuntia

(2
nd
) &
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



D
R
I
V
E

C
A
M
P
A
I
G
N
S


D
R
I
V
E

B
U
D
G
E
T
S
P
E
N
T
B
A
L
A
N
C
E
A
1
0

N
E
T
W
O
R
K
S


5
0
0
,
0
0


0
,
0
0


5
0
0
,
0
0
P
o
r
t
u
g
a
l
A
E
R
O
H
I
V
E


1
.
5
0
0
,
0
0


0
,
0
0


1
.
5
0
0
,
0
0
S
p
a
i
n
A
R
B
O
R

N
E
T
W
O
R
K
S


6
0
0
,
0
0
-


1
0
0
,
0
0


5
0
0
,
0
0
S
p
a
i
n
N
U
T
A
N
I
X


5
0
0
,
0
0


0
,
0
0


5
0
0
,
0
0
S
p
a
i
n
P
A
L
O

A
L
T
O

N
E
T
W
O
R
K
S


2
.
5
0
0
,
0
0
-


5
0
0
,
0
0


2
.
0
0
0
,
0
0
I
b
e
r
i
a
S
O
P
H
O
S


6
0
0
,
0
0


0
,
0
0


6
0
0
,
0
0
S
p
a
i
n
T
U
F
I
N


1
.
5
0
0
,
0
0
-


1
0
0
,
0
0


1
.
4
0
0
,
0
0
S
p
a
i
n
Z
S
C
A
L
E
R


6
0
0
,
0
0
-


4
0
0
,
0
0


2
0
0
,
0
0
S
p
a
i
n

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 ADMINISTRATION

Manage 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 ADMINISTRATION

Drive 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 ADMINISTRATION

Manage 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

(2
nd
) 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 Drive

Telefónica Soluciones, S.A.U

12,57%

1:1 Presentation SEPT

Pre
-
registered

Acuntia, S.A.

11,10%

MD & USER

Siemens

7,83%

Not allowed

SCC

7,81%

1:1 Presentation

Pre
-
registered

BT

5,66%

Pre
-
registered

FUJITSU

5,46%

Not allowed

Request to Corporate Rewards

Unitronics

3,98%

MD & USER

SATEC

3,10%

1:1 Presentation

Pre
-
registered

Telecor, S.A.

2,70%

1:1 Presentation SEPT

DIDATA

2,52%



Nextel, S.A.

2,02%



IECISA

1,94%

1:1 Presentation SEPT

Brújula

1,75%



Impala

1,51%



Bull

1,48%

Internal problems

Grupo I.C.A, S.L

1,46%

Pre
-
registered

Indra

1,41%

Not allowed

MDTEL

1,32%



Arca

1,26%



TECNOCOM

1,23%



Grupo S21Sec

1,11%

1:1 Presentation

Pre
-
registered

HP

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

Q3

3 Main Activities

Marketing Plan

Q3

3 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 Plan

Other 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

promotions

Aerohive Networks

At 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 Networks

Book

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 Development

Aerohive Networks & Palo Alto Networks



Partner Recruitment


Arbor Networks, Brocade, LogRhythm, Nimble Storage


& Proofpoint



Event Management

Enduser

& 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
plan

Events

27SEP

Palo Alto Network


Citrix Partner
Event (Sales

+ Tech)

OCT

Create

local


content

5OCT

Live38 XXL Enduser Social Event

9OCT/5NOV/14NOV

Nimble Storage Lunch & Learns (Enduser)

23OCT

Aerohive Networks Partner Event

30/31OCT

Infosecurity 2013 (MEE)

30/31OCT

Nimble Storage (Storage Expo)

NOV

LogRhythm Lunch & Learn Partner & Enduser

NOV/DEC

Aerohive Networks Enduser Events with Resellers

7NOV

ICT in Business Enduser Event

13NOV

Cyber Security Event Enduser Event (MEE)

14NOV

Insign IT


Enduser Event

20NOV

Palo Alto Networks Partner Event

DEC

Translate website
+

SEO

DEC

US
Embassy



Enduser

Event (MEE)

Seminar in a Box


Create

Invite


Create

Landing
/
Registration

Page


Telesales

support


Arrange

Location

/ Catering


Provide

presenter


Provide

c
ollateral




NEW EVENT IN PLANNING!


H
igh
quality

public
-

invitation

only


+
150 DMU
endusers

from

TOP1000
Companies


Planned

for

December 2013





10:00
-

Palo Alto Networks

10:30
-

Aerohive Networks

11:00
-

Palo Alto Networks

11:30
-

Brocade

12:00
-

Palo Alto Networks

12:30
-

LogRhythm

13:00
-

Palo Alto Networks

13:30
-

Palo Alto Networks/LogRhythm

14:00
-

Palo Alto Networks

14:30
-

Aerohive Networks

15:00
-

Palo Alto Networks/Brocade

15:30
-

Arbor Networks

16:00
-

Palo Alto Networks

16:30
-

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