Response Draft 1_ANNEX 2- 24092015

7/25/2019 Response Draft 1_ANNEX 2- 24092015

1/17

RESPONSE TO ANNEX 2


2/17

PARTNER...............................................................................................................31. Target partner identifcation and recruitment................................................32. Partner enablement.......................................................................................43. Technology adoption......................................................................................54. Actiation !ne" and e#i$ting partner$%..........................................................&

5. Partner management.....................................................................................'&. End(u$er lead generation..............................................................................)'. Rene"al$.......................................................................................................*). +ar,eting and -ommunication....................................................................1*. /uoting and tran$acting..............................................................................111. Product 0ro"th..........................................................................................1211. Pipeline oreca$t......................................................................................1313. Any other plan$ that you con$ider to be releant to thi$ RP....................1314. Target partner identifcation......................................................................14

NTERNA............................................................................................................141. ,ill$ +atri#.................................................................................................142. Technology adoption....................................................................................15


3/17

PARTNER

1. Target partner identifcation and recruitment.6o" "ill you profle $uitable partner$ and identi7y $uitable candidate$ ba$ed on8+"are9$ ,ey product$ and Po"er Play$:

1. -om$torA7rica ha$ built an e#tended channel relation$hip in the region a$ the ,ey-i$co ;i$tributor.


4/17

2. Partner ena&lement6o" "ill you enable partner$ ba$ed on 8+"are9$ ,ey product$ and Po"er Play$. Plea$eproide a detailed e#ecution plan

-om$tor "ill employ a multi(thronged recruitment $trategy "ho$e center "ill be8+"are>$ alue propo$ition.

1. E.".(.E C -om$tor9$ proen channel program that $treamline$ re$eller on(boarding and gro"th proce$$ "hile at the $ame time addre$$ing ,ey agreedmetric$.

2. )ar*et +erticals SolutionsC The current 8m"are oering$ around End F$er-omputing and o7t"are ;efned ;atacenter$ proide a compelling aluepropo$ition to Public and -ommercial$ $ector$. Gey "ould be to 7ocu$ on the$eHIuic, "in$J by e#ecuting Iuarterly actiitie$?

A. $ oering. Thi$ include-i$co= E+-= 5 and impliity.


5/17

-. Tecnolog% adoption(


6/17

3. Actiation 4ne! and e5isting partners6( ho" "ill you encourage partner$ to actiely promote 8+"are product$= Po"er Play$and emerging technologie$ to their cu$tomer$:

-om$torA7rica ha$ a dedicated ale$ upport Team !D;+= Pre(ale$= +ar,eting% "ho$e7unction i$ to drie capabilitie$ "ithin the re$eller community. A ,ey actiity i$ to leadthe actiitie$ "ith a bu$ine$$ plan adopted by -(e#ecutie.

The Plan "ould hae ,ey 7eature$?1. EngageC


7/17

7. Partner management(


8/17

:. End0user lead generation( ho" "ill you generate a Oo" o7 lead$ 7or the partner$ that you manage= bothmar,eting "ith= and on behal7 o7= partner$:

8m"are and -om$tor "ill choo$e partner$ $uitable to receie ine$tment 7or;emand 0eneration Actiitie$. +eet cho$en re$eller$ and ma,e out a $pecifc

bu$ine$$ plan according to re$eller$ need$ "hich "ill include account mappingand planning a$ "ell a$ defned $ale$ and mar,eting action$. -om$tor "ill reach out to 3rd party agencie$ B telemar,eting and or eent$

organi@er$ that "ould be able to generate lead$ 7or u$ in the releant territorie$"hich "e could then u$e to a$$ign to partner$ 7or 7ollo" up and clo$e together.unding "ill be adi$ed and agreed "ith by endor to"ard$ the$e actiitie$.

Actiitie$ approed and $upported "ith the aim o7 identi7ying ne" Du$ine$$opportunitie$ and arrange $ale$ i$it$C

A"arene$$ creationC End u$er a"arene$$ creation ia in7ormatie andpromotional emailer$

ocial +edia yndication eminar in a bo# eent$ Telemar,eting to end u$er$ to detect opportunitie$ and gie lead$ to

partner$ B $upported by -all out day$


9/17


10/17


11/17

Eent$C


12/17

=. >uoting and transacting( "hat $erice leel agreement$ "ould you e$tabli$h to en$ure that partner$ receieaccurate and timely Iuote$= and ho" "ould you en$ure the accuracy= completene$$and $u$tained continuity o7 order$ placed on 8+"are:

E#i$tingC

-om$torA7rica ha$ a 7unctional $tructure that help$ addre$$ erice eel Agreement$? Pre0Sales 9rame!or*C Thi$ allo"$ Pre($ale$ to churn accurate and timely

Iuote$. The team i$ goaled Iuarterly on thi$ achieement Oer0?a% Compensation mecanism C Du$ine$$ +anager$= D;+$= Technical

re$ource$ hae part o7 their ariable compen$ation aligned to a commonobLectiemetric

Continuous TrainingC Doth $ale$ and pre($ale$ team hae an annualcurriculum guide that en$ure$ that they are up to $peed "ith endor technologychange$ in the mar,et place

(eograpical locationsC -om$torA7rica operate$ in 4 time @one$ "ith $upportre$ource$ aggregated in a $hared pool

+oing to DPC


13/17

1@. Product (ro!t( trength in relation to ,ey product area$= including gro"th proLection$.

-om$torA7rica "ill loo, at align it9$E.".(.E 7rame"or, "ith 8+"are9$ Ena&le EngageE5cite channel 7rame"or,. Thi$ "ill help create a re$eller9$ roadmap to $olutioncompetencie$ and $peciali@ation= an area that addre$$e$ proftability= gro"th anddierentiation.

Pha$e(1C Enable(Actiate Pha$e(2C Engage(ncubate Pha$e(3C E#cite(ocu$


14/17

11. Pipeline 9orecast

( ;e$cribe your te$ted pipeline 7oreca$t methodology to drie endor multinationalbu$ine$$


15/17

1-. An% oter plans tat %ou consider to &e releant to tis R9P.

8NTERNA?

1. S*ills )atri5Proide a $,ill$ matri# per indiidual and per region= either current or propo$ed:Proide an organogram per region o7 $ta "ho carry 8+"are a$ a product= eithercurrent or propo$ed:Plea$e proide a detailed li$t o7 8+"are dedicated $ta= either current or propo$ed:


16/17

-reating $tronger global $erice$ capabilitie$ that enable our channel partner$"ill i$ a ,ey dierentiator 7or -om$tor and


17/17

2. Tecnolog% adoption(

Response Draft 1_ANNEX 2- 24092015

Documents

Transcript of Response Draft 1_ANNEX 2- 24092015