bills ppt.3 low res

© Copyright Gorilla Corporation 2011. All rights reserved.

‘EVERYTHING’S

POSSIBLE’


War and Peace

The Determined Pursuit of Profitable Business Growth

and...

Committed to Make the World a Better Place


The Gorilla Army

• Over 200 years of combined ICT

industry knowledge.

Text Text

Text

World Wide, Senior Executives from across

the spectrum of ICT companies.

From Leading Vendors including: IBM, Compaq,

Sun, HP, Cisco, McAfee, Websense

Clients: IBM, Sun, Nortel, HP, BT, Avaya,

Symantec, Microsoft


World Wide Command

Gorilla Holdings

CEO

Corporate

Social Responsibility

& Sustainability

Business

Growth

Merger

&

Acquisitions

VP Americas VP EMEA VP APAC EVP Gorilla

CSR & Sustainability

EVP Gorilla Ignite

M&A

Gorilla Holdings

EVP WW Sales


Gorilla Company

Gorilla offers a rare combination of skills to help you grow rapidly and

achieve remarkable returns in both mature and emerging markets

worldwide. Our team can support you across three critical areas:

We work with you from strategic level to street level, creating innovative

shared risk sales ecosystems and channel programs that unlock market

opportunity and deliver exceptional results.

We use our unsurpassed knowledge base and sector

experience to help you identify, scrutinize and carry

through mergers and acquisitions that will advance your corporate goals.

We advise on political risk, corporate social responsibility and

sustainability – ensuring your move into new territory is more secure and

your success brings real benefit to local communities.

• 1 Platoon

DG

• 2 Platoon

M&A

• 3 Platoon

CSR

© Copyright Gorilla Corporation 2011. All rights reserved. © Copyright Gorilla Corporation 2011. All rights reserved.

OUR GLOBAL NETWORK

UK - Oxford

Canada - Toronto UK – London

USA – San Francisco

USA - Boston

France - Paris

Germany - Munich

Italy - Milan

UAE-Dubai

China - Beijing

Japan - Tokyo

Ethiopia – Addis Ababa

South America - Brazil

Australia - Melbourne

India

South Africa - Johannesburg

Singapore


Gorilla Squad Members

Carlo Tortora Brayda CEO -CEO Advanced Alchemy Holdings

-Chairman Alchemy World

-EMEA Sales Director at CompuBase

Bill Lane EVP Global Sales - Mid Market Sales Leader, Sun Microsystems

- Driver of the field Agency Model

- Sales Consultant for the ICT Channel

Arleen Abarquez VP Americas - IBM ValueNet /Powernet Program Champion - WW Program Director Websphere, IBM

-

Wayne Carter VP EMEA -EMEA Channel Director, McAfee -EMEA Channel Manager, Cisco

-

Chris Spencer VP Sales Americas - SVP Global, Rainmaker - VP Sales, Sitel - VP Sales, Harte Hanks

Mark Leman CTO

- Head of ICT, London Southbank Centre

- Head of ICT, Advanced Alchemy


Gorilla Objectives

MERGER

&

ACQUISITIONS

BUSINESS GROWTH

CORPORATE

SOCIAL

RESPONSIBILITY

•Customer Touch

•Partner Ecosystems

•Demand Generation

•Channel Strategy


Gorilla Armory

Channel

Recruitment

Channel

Programs

Partner

Ecosystems

Outsourced

Sales

Shared Risk

Sales Model

On and Off

Boarding

Social Media

Marketing

Opportunity

Management

Channel

Auditing &

Analysis

Channel

Management

Channel

Strategy

Demand

Generation

Channel

Enablement

PRM & CRM

© Copyright Gorilla Corporation 2011. All rights reserved. © Copyright Gorilla Corporation 2011. All rights reserved.

- Field Resources - Communities - Collateral


GORILLA RECRUIT TRAINING

Distributors and/or Resellers: - Telephone - Field resources - Marketing: DM/events

Starting Point: - Objective setting - Strategy & analysis

- Tele-research - Segmentation - Geomapping

Support Services - P2P ecosystems locator - Margin/Stock - Deal Reg. -Rebates - Coop/MDF - Portals

Demand Generation - Email/DM - Online/social - Telemarketing - Lead nurturing - Events - Field Sales

-Training Channel Account Managers & Channel Partners - PRM -Support

- Sales data - PRM - Marketing metrics

Enhancing

channels to drive

growth


Gorilla Victories

Individual track record of achieving billion $ sales growth for major Vendors:

•Field Sales Model

•EMEA Partner Recruitment

•Channel Strategy and Activation

•Demand Generation

•Inside Sales Programs

•Integrated Marketing

•Social Media Marketing

•Channel Mapping and Research

•Web Tools and Integration Services


In The Jungle The Gorilla Is King

• When you go to War you go to Win


Winning Harts and Minds

• A winning business

reach

Increased

customer

touch


The Theater Of War

Geographical Market

Influence

Vertical Market Influence

Industry

Named Acts

Enterprise

Upper Mid-Market

Lower Mid-Market

SOHO

£11Bn

£3Bn

£7Bn

2,500 Co's

2,300 Co's

16,000 Co's

1 Million Co's

130 Customers

5,000 Subs

840 Customers

6,400 Subs

1,000+ Empl

500+ Empl.

100+ Empl.

Direct EU

Focus

Gorilla Unit Focus

Who’s seeing your

Customers in the

‘White Space’

Jungle?


Principles Of War

• Arcs of fire > Allocate

> Partners

> Marketing

> Interlocking

> Mutually supportive

• Cross fire kills > Unseen

> Killing zones

> Multiple chances

The Competition

Marketing Cannon


VERTICAL MARKETTotal Revenue - £m No. Companies

L mm U mm Enterprise Total L mm U mm Enterprise Total L mm U mm Enterprise Total L mm U mm Enterprise Total

COMMERCIAL BUSINESS UNIT

CONSTRUCTIONAgricultural Machinery 1864.03 896.16 113.98 2874.17 63.00 8.00 1.00 72.00 1.86 0.89 0.11 2.86 0.73 0.35 0.04 1.13

Construction Services 13613.61 5463.32 13852.91 32929.84 617.00 56.00 45.00 718.00 13.56 5.44 13.80 32.80 5.36 2.15 5.45 12.96

Raw Materials 1837.32 573.66 6262.64 8673.62 72.00 6.00 12.00 90.00 1.83 0.57 6.24 8.64 0.72 0.23 2.46 3.41

Supplies & Fixtures 3224.81 1565.72 1445.61 6236.14 140.00 19.00 11.00 170.00 3.21 1.56 1.44 6.21 1.27 0.62 0.57 2.45

Construction Totals 20539.78 8498.87 21675.13 50713.77 892.00 89.00 69.00 1050.00 20.46 8.46 21.59 50.51 8.08 3.34 8.53 19.95

RETAIL DISTRIBUTION

Apparel/Accessories 4109.82 1565.42 1676.73 7351.96 173.00 24.00 11.00 208.00 15.62 5.95 6.37 27.94

Jewellery & Silverware 146.64 0.00 78.77 225.41 5.00 0.00 1.00 6.00 0.56 0.00 0.30 0.86

Real Estate Operations 3.25 1.07 2.59 6.91 142.00 20.00 21.00 183.00 0.54 0.08 0.08 0.70

Retail (Apparel) 2010.71 1428.54 13820.22 17259.48 136.00 31.00 60.00 227.00 7.64 5.43 52.52 65.59

Retail (Catalogue & Mail Order) 1358.99 1097.63 4693.80 7150.42 37.00 11.00 10.00 58.00 5.16 4.17 17.84 27.17

Retail (Drugs) 911.73 419.57 8384.28 9715.57 39.00 6.00 7.00 52.00 3.46 1.59 31.86 36.92

Retail (Grocery) 772.51 724.72 140280.23 141777.46 80.00 15.00 38.00 133.00 2.94 2.75 533.06 538.75

Retail (Home Improvement) 1625.02 675.77 6473.30 8774.09 72.00 8.00 13.00 93.00 6.18 2.57 24.60 33.34

Retail (Speciality) 45109.31 24822.95 99859.45 169791.72 844.00 113.00 137.00 1094.00 171.42 94.33 379.47 645.21

Retail (Technology) 247.25 84.40 606.91 938.57 9.00 1.00 3.00 13.00 0.94 0.32 2.31 3.57

Retail Distribution Totals 56295.22 30820.07 275876.29 362991.58 1537.00 229.00 301.00 2067.00 214.45 117.19 1048.40 1380.04

INFORMATION TECHNOLOGY

Computer Hardware 1771.52 847.50 5716.26 8335.27

Computer Peripherals 0.00 0.00 0.00 0.00

Computer Services 1728.52 612.73 4363.64 6704.89

Software & Programming 14302.02 4098.90 18975.35 37376.27

Capital IT Budget (£m) Hardware (£m)

The Battlefield (A Matrix of Opportunity)

Vertical Market

/ Sub Market

IT Spend Trends Market Segmented by Size

Construction of Battlefield

Multi - Layered

Relevance of Market Size Segmentation


Getting to the Front Line

Gorilla

E&MM

Battlefield:

Target

Market

Selection

Gorilla Test and initial Lead

Generation

Training Solutions

coaching

Dem

and

Cre

ation

Opportunity

Management

Current New

The Ansof Matrix

New

Current 4 1

4 16

Market

Manuf &

Gorilla New

Business

Catalyst

ISV SI

Influ-encers MANUF

Product

Ma

nu

fac

ture

r’s e

co

Syste

m P

artn

er

Ch

an

ne

l

Mark

et

Market 1

Market n

Sales training

Channel

Channel

Channel value


Executing The Campaign Customer Touch Model

340,000 TAM - Calls

3,400 Customer Appointments

68,000 Customer Conversations

1,700 Qualified Opportunities

£57.6m Factored Pipeline

850 Closed deals

£34k Average order size

£28.8m Closed Revenue

Incremental ES/CSO of 15%

TAM Mike

TAM

TAM Jerry

TAM

TAM Alan

TAM

TAM Moni

TAM

TAM Gavin

TAM

TAM Keith

TAM

TAM Andy

TAM

TAM Patrick

TAM


Optimizing Your Forces

Pu

mp

En

gin

e

Gorilla

Eco-Systems

Total New Accounts

Pipeline

Pipeline

Opport

unity

Inc. Revenue

Inc. Contribution

Business Units

Business Unit Named > £500k

Business Unit Acquisition

Competitive >£100k

2. High Op/Low Rev

Partner driven

Provide Gorilla

assistance if needed

Qualify carefully

3. High Op/High Rev

Gorilla & Channel handle

>£500k pass to BUs Manufacturer Account management

relationship

Right resource to win

New BU accounts

1. Low Op/Low Rev

Total partner driven

Long term watch

Proactive marketing

Manufacturer/Partner

telesales

4. Low Op/HighRev

Gorilla can't handle it ITT

Benchmarks

Qualify with BU how

we engage to max

revenue

<£100k qualify out

Gorilla Triage Process

100k 500k

Revenue

Const/Util/Oil

Retail

Finance

IT

Manufacturing

Services

Telco/Media

Transport

IB Refresh

Small of Large


Timing Is Everything


1 Solaris

2 Systems

3 VDI

4 Data Managment

5 Business Compliance

6 Security

7 X64

8 Leasing

9 Support Services

10 Managed Services

Customer Health Check

The Kit List Creating Multiple Opportunities from one meeting

Addre

ssed T

oday

Co

mp

liance

© Copyright Gorilla Corporation 2011. All rights reserved. 2

2

The Spoils of War

• Activity • Visit and contact customers

• Generates pipeline

• Invigorates end user and partner sales

• Better conversion rates • Qualification at first meeting

• Right deal in the right place

• Partner Value (COS)

• Order value increases • Sell all the value (including partners)

• X-sell and up sell

• Quicker • Efficient

• Joined up selling

• Partner T & C’s

• Up sell existing customers (go and see them)

22 21

5


Win The War


Experienced Allied Forces

on the Ground CEE Command

- Regional Channel Development and Marketing

VP EMEA at Avaya

- Director Marketing Strategy &

Communications, EMEA, Lucent Technologies

Enterprise Networks

- Manager of Marketing Communications,

Europe, Middle East & Africa Emerging Markets

at IBM.

Iberia Command

- EMEA Marketing Director at Plantronics

- EMEA Marketing Director - Consumer

Products at Hewlett Packard

-Partner at Summa communication

French Command

-Vice-President Sales & Marketing (Worldwide)

at HI-STOR Technologies

- Western Europe Director at FUJITSU

SOFTEK/AMDAHL

- Southern Europe Sales Manager at Candle

Italian Command

-- Consultant at Alvarion

-- EMEA Marcom Director APC

U.A.E Command

- Director, Business Development EMEA at

Akamai Technologies

- Sales Manager Partners, Alliances, ISVs and

Industry MENA at Sun Microsystems-Dubai/UAE

-European Distribution (CDP) Channel Manager

at Sun Microsystems EMEA

Indian Command

- Territory Sales Manager at Oracle

- Senior Accounts executive at Qsoft

Australasian Command

- Business Dev Manager at Teradata

- Business Development at Compuware Asia

Pacific

- Branch Manager at Fujitsu Australia

bills ppt.3 low res

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