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Update Marketing Exclusive Networks Iberia Marbella, September 2013

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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Update Marketing Exclusive Networks Iberia Marbella, September 2013

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  1. Update Marketing Exclusive Networks IberiaMarbella, September 2013

  2. Agenda • DRIVE • Situation Iberia • Promotion • Suggestion of Improvements • Nextsteps / Expectationfornextmonths • GIANT SLALOM V2 – Update • Country marketing plan untiltheend of theyear3 mainactivities

  3. 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)

  4. 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)

  5. Promotion • Vendors • 8 vendors involved • + Giant Slalom V2 • Next vendor: Vormetric

  6. 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)

  7. 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

  8. 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!

  9. 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

  10. 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…

  11. 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!

  12. 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

  13. 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

  14. 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)

  15. 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

  16. 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)

  17. 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

  18. 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

  19. THANK YOU!!

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