1. Update Marketing Exclusive Networks Iberia Marbella, September 2013

2. 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 

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-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)

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
ing
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 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!

9. 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

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 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!

12. 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 (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
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%
SATEC
3,10%
Telecor, S.A.
2,70%
1:1 Presentation SEPT
DIDATA
2,52% …
Nextel, S.A.
2,02%
IECISA
1,94%
Brújula
1,75%
Impala
1,51%
Bull
1,48%
Internal problems
Grupo I.C.A, S.L
1,46%
Indra
1,41%
MDTEL
1,32%
Arca
1,26%
TECNOCOM
1,23%
Grupo S21Sec
1,11% HP 1%
80,21%
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

14. 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)

15. 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

16. Marketing Plan Q3 3 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) –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)

17. 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

18. Marketing Plan Other activities
TradeShows: RedIris (Arbor, Infoblox, Arista and PAN) and asLAN (Zscaler & Aerohive)
Seminars co-participated with partners
Communication & PR
Campaigns
Regional Promotions
Palo Alto Networks
Aerohive Networks
ProofPoint
Advertising

19. THANK YOU!!