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The Exclusive Networks Group

The Exclusive Networks Group. Hands up VADs. Everyone claims to be a VAD Overused, undervalued What do you mean you're a VAD? . VAD is Dead ?. ‘Super VAD’ Emerges Local Knowledge Sector Expertise & Insight Geographical Reach Visionary Entrepreneur Well Funded

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The Exclusive Networks Group

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  1. The Exclusive Networks Group

  2. Hands up VADs • Everyone claims to be a VAD • Overused, undervalued • What do you mean you're a VAD?

  3. VAD is Dead ? • ‘Super VAD’ Emerges • Local Knowledge • Sector Expertise & Insight • Geographical Reach • Visionary • Entrepreneur • Well Funded • Agility & Scalability • Technical capability

  4. What is Value Adding

  5. Super VAD Benefits Accelerated GTM Lower GTM Costs Incremental Sales Revenue Differentiation Risk Mitigation Focus on Customer Acquisition Lower Investment Rapid Growth Lower On-going Overhead

  6. Five Star services On behalf of Vendors for resellers Technology screening Sales Financial Technical Marketing Business intelligence Logistic Admin

  7. Sales • Account focused sales teams • Vendor focused dedicated product teams • Partner recruitment • Partner management • Sales training • Demand creation • End user meeting

  8. Marketing • Communication & PR • Pan European Campaign • Reseller incentive • Solution marketing • Marketing Consultancy • Online marketing • Event management

  9. Technical • Presales • Demo centre • Proof of Concept • Staging • Professional services • Training • RMA • 24X7 Technical Support

  10. 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

  11. Logistics • Inventory management • 14 distribution centre across EMEA • Demo stock • Next day shipment • International deployment • delivery DDP to territory • Quotation on demand

  12. Admin & Financial • Exchange rate management • Cash collection • Working Capital financing • Financial Lease • Point of Sales (PoS) for vendors • Import & Export licence process

  13. 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

  14. Go To Market strategy

  15. Bespoke approach for vendors • Channel readiness Partner enablement Partner recruitment Presales End users meeting 24X7 Support Leads detection Technical Training Proof of concept Local Price list & discount structure Marketing campaign Stocking Press Relation International shipment

  16. Our DNA • Network Security Storage Compute Security management Backup Endpoint Security Switching Virtualization Analytics WAN Optimization Content Delivery Content Security Wireless Lan

  17. Exclusive Networks DNA Security management • Network Security Switching Endpoint Security Content Security Wireless Lan WAN Optimization Content Delivery

  18. BigtecDNA Compute Storage Backup Switching Analytics Virtualization WAN Optimization

  19. Our Mantras

  20. Can Exclusive Networks Deliver ?

  21. Group overview • Reach • 20+ countries • 21 offices • Skills • 400 strong team • 40% Sales • 40% Engineers • Financial Strength • 60% Private Equity owned • 40% staff owned • Strong Cash Flow & Credit lines • Annual turnover c. €415m • Customers • c6000 • VARs & SI’s • ISPs, MSSPs • Service Providers

  22. Group Performance 328M€ 287 M€ 182 M€ 106 M€ 82 M€ 50 M€ 30 M€ 14 M€ 6 M€ 3 M€ 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013

  23. Group ‘Network’ Organization

  24. Our Business Model Traditional Business Model Exclusive Networks Business Model Lower TCP (Total Cost of Partnership)

  25. Portfolio positioning

  26. Positioning

  27. Our Vision To 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 !

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