Www.cyberoam.com © Copyright 2013 Cyberoam Technologies Pvt. Ltd. All Rights Reserved. Securing You...

www.cyberoam.com © Copyright 2013 Cyberoam Technologies Pvt. Ltd. All Rights Reserved.

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MOROCCOGrew Just …..


Securing YouBusiness Summary

QoQ Appliance Registered of Last 3 FY

Quarter 2010-11 2011-12 2012-13

AMJ 11 34 48

JAS 22 22 29

OND 21 26 31

JFM 34 37 24

Total 88 119 132


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Total Appliance Registered Segmentwise for last 3 yrs.

Total Appliance Shipped Segmentwise for last 3 yrs.

Models 2010-11 2011-12 2012-13

SOHO 43 55 56

SMB 40 52 61

Enterprise 5 12 11

Total 88 119 128

Models 2010-11 2011-12* 2012-13

SOHO 0 119 53

SMB 1 78 65

Enterprise 13 13 4

Total 14 210 122


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QoQ Comparison of Revenue Achieved for last 3 yrs:

Quarter 2010-11 2011-12 2012-13AMJ $29,189 $45,000 $61,527JAS $68,484 $55,000 $53,170

OND $52,830 $80,000 $86,538JFM $30,419 $100,000 $149,157Total $180,922 $280,000 $350,392

AMJ JAS OND JFM Total$0

$50,000

$100,000

$150,000

$200,000

$250,000

$300,000

$350,000

$400,000

2010-112011-122012-13


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Target Vs. Achievement

Realistic Bullish Achieved Growth %

378,000 450,000 350,392 25%


Securing YouPartnerships & Customer Acquisition

Company Name Revenue to Distributor

MTDS $53,168.24

Agora $17,607.22

IMS Technologies $41,438.67

ECS Informatique $26,660.53

Resodis $16,895.32

Finatech $9,016.8

Netcom Technologies $8,351.22

Top Partner’s

New Partners Added in 2012-13 and YOY count

Total Number of Partner's

2011-12 New Partner's Added Total

29 40 69


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Major Deal’s Won / RFP with Cyberoam Specification’s

Deal 1: Finatech – 2 x CR 500ia (ADI)

Deal 2: Salam Gaz – 28 x SVS for CR 25ia (ECS)

Deal 3: ESITH – 2 x CR 500ia (Netcom)

Deal 4: MINISTERE DE L'EQUIPEMENT – LPEE – 3 x CR 100ia, 1 x CR 50ia, 11 x CR 25ia (IMS Tech.)

Deal 5: Jacobs Engineering – 4 x CR 200i (MTDS)

Deal 6: TRIA Groupe – 3 x CR 300i (Agora)

Deal 7: Ministere de la jeunesse – 2 x CR 300i (ECS)

Deal 8: United Nations – 1 x CR 300i

Deal 9: Maroc Soir Groupe – 2 x CR 200i, 2 x CR 100ia, 2 x CR 50ia (Resodis)

Deal 10: SGG – 2 x CR 300i, 2 x CR 25wi (ECS)


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Lead Status

Lead's Received 53

Dead Lead's 23

New Opportunities 3

Partnership Lead's -

Existing Partner Lead's 23

New Partnership Established from received Lead's 4

Lead's Converted to Successful Sale's -

* - Out of the 23 dead leads, 4 leads are existing customers or prospective customers.


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Renewal

Renewal Revenue

2011-12 2012-13

$27,607.58 $64,722.16

Renewal % of Total Revenue from Country

Projected Renewal Revenue of Country

Actual Renewal Revenue of Country

% of Projected Revenue

$74,965.26 $64,722.16 86.34%


Securing YouSales Activities

Trips : 3 (June, Sept. & Feb.)

Sales Promotions : CR 200i & CR 300i Promotion

Sales Trainings : 2 CCSC trainings


Securing YouMarketing Activities

Partner Roadshow/Events MED-IT Morocco

Customer Roadshow/Events Customer Seminar with ECS

Product Launches NG Launch in Casablanca

Online Media Activity -

Channel Events -

Online Media Activity -

Case Studies Done & How it got benefited -

Total Marketing Spend vs Budgeted

Budgeted Total Spend

$29,000 $13,724.50


Securing YouPresales Activities

CCNSP Training

Number of Training's Conducted

Total Number of Participants

Total CCNSP certified Engineer's

6 32 29

Number of Training's Conducted

Total Number of Participants

Total CCNSP certified Engineer's

1 12 10

CCNSE Training


Securing YouWhat’s our next Yr. Target?


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Half a Million $


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2013 – 14 Target

Target for FY 2013-14 Realistic Bullish

Q1 AMJ 2013 $100,000 $120,000

Q2 JAS 2013 $80,000 $100,000

Q3 OND 2013 $120,000 $120,000

Q4 JFM 2014 $137,500 $160,000

Total $437,500 $500,000


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2013 – 14 – Activities to do !!!


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Channel Expansion

SMB & Channel Expansion: NG Launch in Rabat, Morocco. Reseller Event to introduce Partner Program in Morocco. CCSC Training/Sales Presentation to new and current partners team every month/bi-

monthly. CCNSP training every 2 months.

Region wise Channel : Focus on working with resellers of Rabat (Morocco) Focus on working with Tanjir resellers Customer Seminar in Casa & Rabat with resellers (Govt. & Univ. clients)

Specific Channel/Partnerships: Sign up ARES in Morocco. Sign up with Maroc Telecom. Sign up with an small ISP in Morocco. Sign up with IB Maroc (STS).


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Customer Acquisition

Specific Targeted segment customers Acquisition (Govt., Education, ISP/Telco, BFSI, Retail/Hopsitality, Manufacturing, IT/ITES)

Customer seminar with ECS for Govt. and Educational sector Customer Seminar with Config Morocco for large corporates and enterprises Customer Seminar with MTDS & IMS to target Corporate & Enterprise products

RFP Based Customer Acquisition Meet minimum 3 customers in a trip to support resellers efforts. Focus on Universities & Govt. in Morocco. Focus on big projects in Morocco.

Customer Retention (Aim for 85% of Renewal revenue/Appliance wise) Product manager to remind resellers to follow-up with customers a month prior

before renewal comes Also to follow-up delayed renewals to understand their concerns with current reseller

if any and route it through the customers preferred resellers. Run Promo Offer – 2 Yr. + 1Yr. Free


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Business Development Marketing Enablement

1. Participation in Med-IT Morocco2. Lunch ever quarter with Top 10 resellers of the market3. Minimum 20 Case Studies this year.4. Cyberoam World Journal (Quarterly)5. Football Match with the Resellers in Morocco.6. Participation in Marrakech Event

Lead Management In House Customer Seminar @ Resellers office. Direct customer seminar with Distributor to generate more leads. Bi-monthly/Quarterly Webinars by Config in Morocco

Presales Enablement

1. CCNSP every 2 months2. CCNSE every 6 months

Sales Trainings (Onsite, Webinar based) Quarterly CCSC training @ Morocco in CONFIG’s office.

Person on Ground One Co-Funded Country Manager in Morocco One Presales Manager in Morocco


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