BIG marketing

Our Marketing Goals Communicate our BIG differences Provide Vision & Direction Create a GAP with our Competitors Generate Mktg $’s from Vendors Build a recognisable brand Create Air Cover for Sales Generate Incremental Sales Opps Get Higher value conversations with Partners Align Closer with Sales

How are we doing Air Cover – PR Coverage We punch way above our weight Higher Volume & Ration of Coverage Contradictory Stories – Buy & Build – it’s actually working – Vision/Campaigns/Programmes – Opinion & contributed articles...More like a vendor than a Disty !

Total 2013 EU Coverage Out performed competitors Media more aware of our status

Coverage By Country Largest amount of coverage in Germany, Spain, the UK and France

Coverage Split By Region Strongest presence in DACH region Strong presence in Southern Europe, the UK and France & Africa

Coverage Per Month September: Half year results June: COO appointment October: Big Technology launch

Higher Value Conversations....and Additional Marketing $’s

Generating Sales Opportunities Ready Made Campaigns Events Exhibitions Road-Shows On-Line Campaigns Direct Mail & edms Promotions Call out days etc

Lead Gen Process.... We’re out of control Sales Engagement >70% through the process Sales DATA Reputation Content WWW Social Media Out bound Vendor 3P Inbound MKTG

What is in-bound Marketing?

Inbound Mktg Comes from Many Sources Average touch points – 21 Random & driven by the buyer Our Content (family) has to be – Relevant – Timely – Collective Effort Disty/Reseller/Vendor/3 rd Parties Understand Buyer Intent & Influence it

Big Challenges to influence them towards us ! We need visibility & control Measure & anticipate behaviours Measure Effectiveness of Campaigns Be more efficient in this process Provide ROI

Current situation Little ability to provide feedback It’s very manual if we can Virtually impossible PAN EURO Resources locally & approach – Differs – Some well qualified – Some end user others just VARs

Major challenges Vendors want ROI No consistent data strategy No single platform for edms even !!! Disconnect between Exclusive – EXN Sales & Marketing – VAR sales – Vendor Sales Full Circle Reporting even harder Different CRM platforms

Reseller Validation What do VARs, SI’s and Resellers want? – Respondents ranked the top three key value-added distribution attributes as 1 st – Technical Excellence 2 nd – Marketing Support 3 rd – Credit Facilities – 70% named lead Gen as No. 1 need – 66% proxy in pre-sales situations; – 64% said it was post-sales support – Only 16% associated value-adding competence with big distributors

Key differentiators that make a SuperVAD Superior financial strength Ability to create Sales Opps thru Mktg Staying 2 to 3 steps ahead of tech trends Integrated approach with reseller partners The ability to create and enable the channel for vendors Professional/consulting services De facto pre-sales for partners – Principal Analyst, Canalys

Marketing Automation Project Be More Efficient...Then be More effective More Activities Generating more biz opportunities Going Full circle back to the vendors We Get More $’s We can do even more

Are we any good Arbor Campaign – $50k = c$4m Pipeline (but we can’t prove it!) PAN in Spain - >100:1 ROI on Pipeline 30:1 on Orders EXN campaign = Higher Prob it will land Double the % Margin