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Rewards Programme

Rewards Programme . The business challenge. 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.

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Rewards Programme

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  1. Rewards Programme

  2. The business challenge • 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 • DRIVE is the program to strengthen the partnership with Resellers, approach the end users market and easily track the campaigns ROI Vendors SALES SALES SALES Marketing Leads Generation Marketing Leads Generation VARs End users

  3. The Challenge With VARs • Want ‘NEW NEW’ • Resist New/Existing Customers • Already Buy Competitive • Large Renewal . . . . • Don’t want to upset Incumbent • Frightened Change = Delay • Vendors Appoint High Cost Alternatives • Cold Calling/Tele Sales • Cost >$300/appointment • Lower Quality Appointments • Zero Impact to Existing • Business • DRIVE behaviour change Exist Exist New Exist Exist New New New

  4. Benefits of DRIVE Customers • Faster Sales Engagement • Better integration with Vendor sales team – closer relationship • Accelerated knowledge transfer • More experience of selling in • Easy to track activity • Easy to use ‘self service portal’ • Compliments DRA processes • Gets VAR Mngt Buy-in Prospects • Vendor • VAD • VAR

  5. 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 !

  6. Welcome to Drive An innovative program for Vendors and Resellers: • Rewarding Resellersfor setting qualified meetings with end users • Accelerating business development for Vendors • Encouraging Resellers to join Vendor campaigns • Maximizing the value of Vendor campaigns

  7. How it works • Resellers earn points!

  8. The Portal Accelerator for Reseller meetings • Pre-paid cards to accumulate points • and a full catalogue of individual • and business rewards An easy ‘self-service portal’ to manage meetings and your points http://www.driverewards.com

  9. The Portal • Each Vendor has its own access on the portal to: • Create promotions • Vendors set up defined criteria along with a point’s value, can control list of Resellers that can join the promotions • Track resellers meetings • Vendors can view the meetings logged by the Resellers, access the dashboard tab and check which VARs are performing best and which individual is performing • Allocate points to the resellers • approve the logged meetings that met criteria of the promotions

  10. Points allocation to individuals and the business Example criteria: €10,000 @ 400 points per meeting = 200 points to the individual + 200 points to the business Total 400 points per meeting 25 meetings generated across the channel Note: on average a telemarketing company will charge $550 (€400) per meeting generated.

  11. Terms and Conditions • Vendors have ability to approve or reject meetings - How to manage meetings? • A reseller business can join DRIVE by EN account invitation only • Why only after invite? • Only qualified meetings by the reseller matching Vendor set criteria will earn points • Tax implication are left to the individuals, therefore all the points are redeemed as rewards Via a VAR (Value Added Reseller) league table on the portal • To ensure that individuals and businesses receive the value of the programme • To ensure that EN is supporting the right partner for the vendor and distributing funds to the resellers we want to work with • Get management buy in

  12. FAQ & Demo • Which Vendors can join the programme? Any vendor who is working with the Exclusive Networks Reseller Channel and wants to increase their lead generation. • Can I use the portal for anything other than meetings? Yes, this portal is truly flexible and we can add event attendance, training attendance or anything else! • Do you want to DRIVE yourself? Try the drive demonstration live Login www.driverewards.co Username: env Password: env

  13. Further Information • Visit www.driverewards.com • Need help? Ask DRIVEsupport@exclusive-networks.comor mail the PAN contacts: • James Holohan -Director Product Marketing Nordics • Elsa Cariello - Marketing Operations Managers • Tanya Crotty - Agency contact • Or the local contacts: • AUSTRIAMichaela Koch mkoch@exclusive-networks.com • BELEGIUMJurgen De Wolf jdewolf@exclusive-networks.com • NETHERLANDSLaurens Schaffer lschaffer@exclusive-networks.com • FINLAND, NORWAY, SWEDENJames Holohanjholohan@exclusive-networks.com • FRANCEVirginieMouton vmouton@exclusive-networks.com • GERMANYDinah KukeHartwigDinah.Kuke-Hartwig@exclusive-networks.de • ITALYElsa Cariello ecariello@exclusive-networks.com • PORTUGALElizabeth Alvesealves@exclusive-networks.com • SPAINJuan-Manuel Lopez jmlopez@exclusive-networks.com • SWITZERLANDPatrick Hulligerphulliger@exclusive-networks.com • UKLaura Rhodes lrhodes@exclusive-networks.com

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