Marketing Meeting 18th January 2013

AgendaTime Topic Presenter

12.00 – 12.20 DRIVE introduction Elsa12.20 – 1.00 DRIVE training Tanya1.00 – 1.30 Fast Lunch for Fast Drivers1.30 – 2.00 Q&A All2.00 – 2.30 DRIVE your car – how to launch locally Elsa2.30 – 3.00 Coffee Break

3.00 – 3.30 UK DRIVE experience Caroline3.30 – 4.00 DRIVE stakeholders presentations and Promos James&Elsa4.00 – 4.15 PR Review & messaging Barrie4.15 – 5.00 Enterprise Mobility Ecosystem Barrie 5.00 – 5.15 Company update Oliver5.15 – 5.45 Marketing update/ Regions updates Barrie5.45 – 6.00 Round up ( Arbor & other campaigns) Barrie

6.00 Q&A and discussion

Drive training

Welcome to DRIVEAgenda – DRIVE introduction, training & launch 12.00- 2.30

•DRIVE: is it a new Ferrari adv or a Marketing Program??

•What? Who? Why?

•How to DRIVE – The program in a live demo and Q&A

• Fast lunch for fast drivers

•Q&A

•DRIVE your own car – How to launch the program locally

DRIVE, is it a new Ferrari adv or a Marketing Program?An incentive marketing program for our Vendors and Resellers: Rewarding Resellers for setting qualified

meetings with end users Allocating Vendors marketing investments Accelerating business development for

Vendors, Resellers and Exclusive Networks Innovating Channel Marketing -optimizes the

marketing effortThe Market Accelerator

One Touch Many Connections

What? - DRIVE anatomy

Vendors promotions set up to reward resellers booking qualified

meetings

A full-catalogue of rewards and prepaid cards available on the

online DRIVE shopAn easy ‘self-service portal’ to manage promotions, meetings

and points

How it works

Vendor create the promotion in Drive

Resellers join the promotion and organize meetings with end users

Meetings with end userstake place.

Resellerslog the meetings into Drive

Vendor and Exclusive Networks approve or decline the meeting

Resellers earn

points!

• All the players benefits of faster Sales Engagement • Closer relationships and accelerated knowledge transfer• Easy to track activities• Gets VAR Management Buy-in

Vendor Set up DRIVE promotions

VAD Manage the program locally

VAR Book qualified meetings

Customers

Prospects

…..

Who? - DRIVE Target HOW DO THEY JOIN DRIVE?

and others

Why?The business challenge

SALES

End users

VARs

Mar

ketin

gLe

ads

Gen

erati

on

• Gartner says “the IT security services market in Europe is mature”• VARs have direct access to end users and play a key role in the Vendors and VADs sales cycle • Campaigns to engage VARs need an innovative and measurable approach

SALES

SALES M

arke

ting

Lead

s G

ener

ation

• DRIVE is the program to strengthen the partnership with Vendors and provide a premium access to the resellers market

Vendors

Who Wins

• VARs – They receive Points towards

Campaigns and NFR etc • VAR Individuals – Rewarded for New Sales Opps

• Vendors – Higher Quality Sales leads – Measurable ROI

• All Sales Super Heroes !

DRIVE your own carLaunch DRIVE locally

Stage 1

• Get familiar with the local DRIVE portal and the collaterals in the “Launch Package”

Stage 2

• Customize the local portal as per indicated in the DRIVER GUIDE (to be shared at the end of this training)

Stage 3

• Schedule meetings with the local marketing contact at the vendors to present the opportunity to join DRIVE

Stage 4

• Define your launch plan. Take advantage of the collaterals and set up the activities to promote DRIVE to the resellers

Stage 5

• Go live!

Country support provided by the GroupDRIVEsupport@exclusive-networks.com

Countries are the real Super Heroes!

Marketing managers are the Local Admin Contacts. Follow the process below to launch locally

DRIVE call to actionLocal EN admin to manage:

• the portal• Customize homepage with a welcome message• In the promotions tab – include the list of sales accounts in your country• Invite reseller companies and track the acceptance rate• Flag promotions as “Pole position “

• the process• Ask the Vendors to join the program and set up promotions• Define a launch plan for the resellers – EDM, events, social media…• Agree with the central DRIVE PMs on the reporting

DRIVE promosCountry package:

• Email Signature for EN• 2 Banners• PR release• EN admin Guide• Vendor presentation• Reseller Presentation• Dedicated inbox for EN admin support