it go to market transformation - playing a new ball game
TRANSCRIPT
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We recruit your partnersWe manage them for youorWe train you to do it
In 2012, the partners we have recruited will bring €80M to our Clients
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Start anywhereWin everywhere
15 Client Executives across EMEA+extended local resources
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6
$750K
$1M
$500K
$300K
$300K
$185K
$300K
Traditional ServerSmall Stand-Alone Data Center
1 000 Servers
$3 335K
$162K
Cloud Based ServerBudget Cloud Data Center
$145K
$135K
$105K
$135K
$74K
$42K
$798K
1 000 Serverswithin 100 000 servers
Servers
OperationalStaff
Storage
Network
Power/Cooling
Space
Services
Source Wikibon
approximate
COSTto Business
Transformation
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2007 2008 2009 2010 2011
Email users
SocialNetworks
Transformation
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Transformation
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2007 2008 2009 2010 2011
Desktop
Laptop
SmartPhones
Tablets16 Billions Mobile Internet Devices in 2013
Transformation
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Transformation
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Transformation
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IT Vendors
HWSoftware
Distributors
Resellers
SI
TelecomOperators
TelecomVendors
PhonesLines
CablingSwitches
DistriPhonesAgencies Resellers
Purchase Telecom
IT Vendors
Distri
Resellers
Fonctional
TelecomOperators
TelecomVendors
DistriPhonesAgencies Resellers
Users CXO/MD
Internet Devices & Applications
DSI D Achats D Telecom
Yesterday Tomorrow
Transformation
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Channel does not create the business
Business creates the channel
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<10 employees 10-99 employees 100-249 employees250-499 employees >1000 employees
1 588 000 96 800
Companies in France1,6M Companies excl. Individual Cies
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Corporate
Consumer
Technology Functional
System Integrators Software
Integrators
TelecomServices Value
AddedResellers
ITSpecialist
Stores
ConsumerElectronicRetailers
ConsumerGoodsStore
LargeConsultingCompanies
Vertical Channel(Consultants, subcon-
tractors, providers)
IT/AppsConsultants
CommercialApplication
Stores
ConsumerApplication
Stores
ExistingChannels
NewChannels
120 000 Cies
1 800 000 Cies
Distribution map
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Social Channel
