Agenda

• Mission

• Vision

• Value Proposition

• As a Business Consulting firm specializing in assisting Information Technology Vendor Companies, Our mission is to enable them to sell more effectively in Asia Pacific through key strategies and programs thereby sustaining business growth.

• At Laurus, We Create Successes!

Mission

Vision

Our Vision is to enable IT Vendor Organizations ascertain Leadership status in the Asia Pacific region while Laurus be the ‘Trusted’ Consulting partner of choice.

Value Proposition

• Strategy Plan

• Plan Execution

• Managed

Representation

What we do

Strategy Plan Plan Execution Managed Representation

• Needs Assessment• Market Assessment

• Business Plan

• Coverage• Recruitment• Roll Outs

• Sales Infrastructure• Forecasting• Management Sales Team Customers Channels

Value PropositionValue Proposition

Strategy Plan

Needs Assessment

• Understand the organizational goals and objectives

• Current market position• Challenges currently faced in

the market• Overall strategic direction

Business plan

• Incorporate the learning from the Market Assessment phase

• Create the Channel Plan­ Coverage ­ Recruitment ­ Enablement

Create the Marketing Plan Collate all of the above into the Biz

Plan

Market Assessment

• Market size• Growth trends• Barriers to Entry • Competitor analysis• Customer segmentation• Channel segmentation• Key Success Factors• Future opportunities• Future threats

Plan Execution

Coverage

• Meet key channel partners across geographies

Profile key partners Vendor Messaging

Recruitment

• Structure and launch the Partner Program

• Recruit channel partners that meet the channel selection criteria

• Profile partners further as per the program criteria

Roll outs

Training Calendar roll out Channel Program roll out for

motivation. Engagement Structure Roll

out­ Mapping Senior

Management in Partner Organizations

­ Field Sales engagement

­ Communication

Managed Representation

Infrastructure

Sales Planning Team structuring Hiring

Forecasting

• Represent the vendor ‘as’ the vendor in the region

• Drive Forecasting System• Drive Revenue

Management

• Sales Team• Customer Management• Channel Management

Strategy Plan

• Laurus begins by developing an understanding of the Organization goals and objectives. The aim in this initial phase is to learn about the situation, the market, the challenges they face and the organization/vendor .

• We then define the situation (objectives) and once the consensus is reached on goals, the actual Strategy Development Phase begins

• Throughout the strategy development phase of our work, we rely not only on the quality of insight we develop but also our depth of experience. With more than 50 years of experience in multiple markets from B2B to B2C – from products to services – from new technology to mature products, We bring a fresh perspective, new go-to-market models, and the knowledge gained from working within the existing marketing model. As part of the strategy team, we function as both a catalyst for change and a strategy reality check.

• Working together, we translate our insights into strategies that work by helping the vendor identify the key actions needed to implement ,to reach its stated goals

• Post the needs assessment and the market assessment phases, the business planning phase begins

Plan Execution

• A strong Business Plan consists of a Coverage Plan, a Recruitment and a Roll out plan for Channels. Laurus develops an effective Channel Plan to ensure that a Vendor's entry barriers are lowered, yet the foray is at a judicious cost to the organization.

• Laurus then begins executing on the Channel Plan through Meeting facilitations with the identified partners. Here the partner selection and performance measurement models developed by Laurus aid the partner recruitment & management process, while keeping in mind the established coverage needs.

• After having Reviewed the alliance strategy in the Strategy Development Phase, we then help the Vendor engage with partner vendors to create a unique and a compelling offering.

• Under the enablement plan, Laurus then identifies the best-of-breed channel program models to ensure continued channel enablement and motivation

• Finally Laurus also undertakes Sales training (basic and advanced) for channel managers to improve engagement with, and influence over, key partnerships. This enhances the Vendor’s ability to manage Channels and sustain coverage and business growth.

Managed Representation

• The key to continued growth lies in how the strategy can be assessed periodically. At any stage of business growth, the vendor connect with channels is key to ensure that the next levels of growth are reached with assured regularity.

• Here Laurus proposes establishing Basic key sales infrastructure so that the vendor connect with channels is consistent

• Laurus helps in selection and appointment of Sales/Channel Managers to ensure adequate and continued connect with end customers and partners.

• The infrastructure and the team is put up by Laurus’ affiliate company ,Rivendale which represents the vendor ‘as’ the vendor in the region and drives the business.

Leadership Profile

Sanjiv Mehrotra, Co-Founder• Sales Director, Middle East & Africa– Tech Data FZ LIC,

Dubai• Enterprise Director, Enterprise Solutions– Ingram Micro

India• Country Sales Manager– MicrolandBinod Panda, Co-Founder• Director, Ingram– Enterprise Solutions• Country head– Apara Enterprise Solutions Pvt. Ltd.• Regional Sales Manager (Solutions & System

Integration)- Wipro Infotech

Rahul Guha, Co-Founder• CEO-Rivendale Software• Director Channel Sales Asia Pacific- Sanovi

Corporation• Director Channels India- Hitachi Data Systems• National Mgr SMB Sales & Distribution- India &

SAARC, Symantec Corporation