the exclusive networks group
DESCRIPTION
The Exclusive Networks Group. Hands up VADs. Everyone claims to be a VAD Overused, undervalued What do you mean you're a VAD?. VAD is Dead ?. ‘Super VAD’ Emerges Local Knowledge Sector Expertise & Insight Geographical Reach Visionary Entrepreneur Well Funded - PowerPoint PPT PresentationTRANSCRIPT
The Exclusive Networks Group
Hands up VADs• Everyone claims to be a VAD• Overused, undervalued • What do you mean you're a VAD?
VAD is Dead ?• ‘Super VAD’ Emerges • Local Knowledge • Sector Expertise & Insight • Geographical Reach • Visionary • Entrepreneur• Well Funded • Agility & Scalability• Technical capability
What is Value Adding
Super VAD Benefits
Risk Mitigation
Lower On-going Overhead
Rapid Growth
Lower GTM Costs
Accelerated GTM
Differentiation
Focus on Customer Acquisition
Lower Investment
Incremental Sales Revenue
Five Star services On behalf of Vendors for resellers
Sales
Technical Marketing
Financial
Admin LogisticBusiness
intelligence
Technology screening
Sales• Account focused sales teams • Vendor focused dedicated product teams • Partner recruitment• Partner management• Sales training• Demand creation• End user meeting
Marketing• Communication & PR• Pan European Campaign• Reseller incentive• Solution marketing
• Marketing Consultancy• Online marketing• Event management
Technical• Presales• Demo centre• Proof of Concept• Staging• Professional services• Training• RMA• 24X7 Technical Support
Technology screening• What’s on the Horizon • Review of Analyst reports• In touch with US Venture Capitalists• New Technology Directions• Emerging New Vendors • Test & Evaluate • Get Real Customer Feedback• Keep Delivering the next big thing
Logistics• Inventory management• 14 distribution centre across EMEA• Demo stock• Next day shipment• International deployment– delivery DDP to territory– Quotation on demand
Admin & Financial• Exchange rate management• Cash collection• Working Capital financing• Financial Lease• Point of Sales (PoS) for
vendors• Import & Export licence
process
Business intelligence• Full analysis of historical Business• Real time access to invoicing and order intake• Access for vendors• Multi country• Reseller activity• End User visibility• Run rate vs Project
Go To Market strategy
Prepare• Discovery & understanding• Reseller profiling• Sales training• Technical training• Local pricing & discount
structure• Target
Engage• PR• Marketing activities• Demand creation• Reseller meetings• Reseller training• …
Monitor• Business Intelligence• Figures analysis• Number of resellers• Monthly Business review
Bespoke approach for vendors
Presales
End users meeting
Partner enablement
Stocking
24X7 Support
Marketing campaign
Partner recruitment
Leads detectionTechnical Training
Channel readiness
Local Price list& discount structure
Proof of concept
Press RelationInternational shipment
Our DNA
Backup Security management
Storage
Content Delivery WANOptimization
Compute
SwitchingEndpoint Security
Network Security
Analytics
Virtualization
Content SecurityWireless Lan
Exclusive Networks DNA
Security management
Content Delivery WANOptimization
SwitchingEndpoint Security
Network Security
Content SecurityWireless Lan
Bigtec DNA
Backup
Storage
WANOptimization
Compute
Switching
AnalyticsVirtualization
Our Vision on BIG Virtulisation
Everything Virtulised
Our Mantras
Can Exclusive Networks Deliver ?
Group overviewReach• 20+ countries• 21 offices
Skills• 440 strong team• 40% Sales • 40% Engineers
Financial Strength• 60% Private Equity owned • 40% staff owned• Strong Cash Flow & Credit
lines• Annual turnover c. €500m
Customers • c6000• VARs & SI’s • ISPs, MSSPs • Service Providers
Group Performance
2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014
1.5 3 6 14 3050
82106
182
287
405
500
Million €
Group ‘Network’ Organization
Our Business Model
Traditional Business Model Exclusive Networks Business Model
Lower TCP (Total Cost of Partnership)
Portfolio positioning
Positioning
Our VisionTo become the first, truly PAN European value
added distributor – a ‘Super VAD’
The Reach and Volumes of a Broad liner The Value and Services of a Specialist !