The Exclusive Networks Group
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Transcript of The Exclusive Networks Group
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The Exclusive Networks Group
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Hands up VADs• Everyone claims to be a VAD• Overused, undervalued • What do you mean you're a VAD?
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VAD is Dead ?• ‘Super VAD’ Emerges • Local Knowledge • Sector Expertise & Insight • Geographical Reach • Visionary • Entrepreneur• Well Funded • Agility & Scalability• Technical capability
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What is Value Adding
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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
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Five Star services On behalf of Vendors for resellers
Sales
Technical Marketing
Financial
Admin LogisticBusiness
intelligence
Technology screening
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Sales• Account focused sales teams • Vendor focused dedicated product teams • Partner recruitment• Partner management• Sales training• Demand creation• End user meeting
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Marketing• Communication & PR• Pan European Campaign• Reseller incentive• Solution marketing
• Marketing Consultancy• Online marketing• Event management
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Technical• Presales• Demo centre• Proof of Concept• Staging• Professional services• Training• RMA• 24X7 Technical Support
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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
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Logistics• Inventory management• 14 distribution centre across EMEA• Demo stock• Next day shipment• International deployment– delivery DDP to territory– Quotation on demand
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Admin & Financial• Exchange rate management• Cash collection• Working Capital financing• Financial Lease• Point of Sales (PoS) for
vendors• Import & Export licence
process
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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
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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
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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
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Our DNA
Backup Security management
Storage
Content Delivery WANOptimization
Compute
SwitchingEndpoint Security
Network Security
Analytics
Virtualization
Content SecurityWireless Lan
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Exclusive Networks DNA
Security management
Content Delivery WANOptimization
SwitchingEndpoint Security
Network Security
Content SecurityWireless Lan
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Bigtec DNA
Backup
Storage
WANOptimization
Compute
Switching
AnalyticsVirtualization
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Our Vision on BIG Virtulisation
Everything Virtulised
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Our Mantras
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Can Exclusive Networks Deliver ?
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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
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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 €
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Group ‘Network’ Organization
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Our Business Model
Traditional Business Model Exclusive Networks Business Model
Lower TCP (Total Cost of Partnership)
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Portfolio positioning
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Positioning
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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 !