Winning in the SMEMarketplace

Your focus is on cracking the Small and Medium Business market – and your bonusdepends on it. You’re going to tailor your ICT products to really hit the spot, find outwhere your prospective customers are, how to talk to them and how to get them tocommit to a profitable sale and long term relationship – NOW.

So, you’re all set up for that aren’t you?!

We can help you win in the SME marketplace. If you want to increase market share,make your brand stand out and get fast growth-low cost sales come and talk tous….we can help you smash your targets

Whether it’s a move to cloud computing, white labelling, solution sales or moving todominate in your existing market, we’re ideally placed to put strategy into action. Wecover all the critical aspects of designing and implementing a SME sales strategy - people, proposition, channels, processes. We help our clients to build sales capabilitythat delivers results fast.

SME Energiser: How we can help make you famous

•Get a clear message and allow channel partners tomake more money

•Keep pricing as transparent aspossible with discount structures thatare fair

•Compensation for the channelshould be aligned withChannel business strategies

•Establish and maintain clear, openlines of communication between theBusiness and the Channel to ensurethere are no misunderstandings

•Partners need to feel that they can share details oftheir business without it helping any direct business

•A big challenge is to encourage thechannel partner to cross and up sellproducts and services if theBusiness does not own the enduser. Focus on the rewardspackage

•Long term contracts willalways require mid term pricerenegotiations

•The Business team needs to the rightskills to be confident in proactivelydealing with channel partners anddriving for aggressive revenue /margintargets

We’re experts in the Channel…

We provide a global network of resources• One stop shop for the territory target.• Business expertise: The experience andexpertise to deliver• Best practice channel management: Bigenough to get results, small enough toexecute quickly• Clear trackable sales process• Knowledge of channel partnercharacteristics• Knowledge of channel partner end userbase• Clear communication

Small and Medium sized businessesprovide a highly challenging and verylucrative market especially for ICTcorporates who want to drive volume andincrease revenues. We know SMEsbecause we’ve worked with them and forthem. If you want to be successful thenwork with us – we know what we’retalking about.

…and we understand SMEs

What does the SME Energiser offer?

For the majority of ICT Vendors having an effective Channel Partner strategy isparamount for continued growth and success but managing a productive and well-balanced Channel has its challenges. It is at the heart of many Vendors’ go-to-marketstrategies and is a customer, as well as an extended workforce. Key to making it workis to build and maintain a healthy working relationship. We will review your currentrelationships, recommend new ones and close ineffective ones, whatever is relevant toyour business strategy.

SME Energiser – the details

We’ll handpick a highly motivated team of Field Sales Managers and Inside SalesExecutives, and brief them fully on your products and services. We want to know aboutwhere your competitors score and where they miss. We want an edge. Armed with afull understanding of your business, your products and services, and your market, we’llput together a detailed plan with written deliverables and agreed sales targets.

Our Sales Lead Generation service brings your sales force real business opportunities.We assign a dedicated account manager -an experienced professional, responsible forevery part of the relationship We want to know about your product or service. Why it isunique. Why people buy it and, just as importantly, why some people don’t. We want toknow about your competitors: where they score and where they miss. We want, inshort, to be on your team.

We test the new proposition and/or review existing proposition, competitor review fornow and new world, org design with full mapping of core competencies for new roles,transition programme for existing team members, review of marketing plans withrecommendations to maximise results. We understand the starting point, the need forchange, the timescales and the measures of success.

We understanding what the new /tweaked proposition looks like and who is going todeliver it, review full sales technology and supporting CRM to ensure day-to-dayactivity is tracked effectively and unnecessary process is avoided. Does MS Dynamicssuit the team best, is it Salesforce.com, Netsuite or TAS? Do you have the rightsystem that needs to be finessed? Are you measuring the right stuff?

So the proposition works, the marketing plan is signed off, the new org design isagreed and ready to implement. Boost speed to market and change efficiency withstrategically placed senior leaders who can make it happen. Brought in to do a specifictask for a set time, the interim leaders kick start the transition to success.

The new team is being put in place, there are leaders in the business driving forsuccess, the technology is there to support the role out of the sales transformation.Support the team to ensure a positive outcome with planned and relevant training andcoaching interventions including full sales training, communications strategy forstakeholders, customers and, most importantly, the team that is going through thechange.

SME Energiser – the details

• Our founding directors have excellent trackrecords in delivering results in tough,competitive environments – with particularexpertise in iCT.

• We are experts not generalists and we cancall upon our extensive Associate databaseaccording to client’s challenges

• One or both of the directors will be involvedin every project or programme – it’s importantto us that our clients have our absolute focuson their business.

• Some of our recent projects include helping aTechnology company explore the fullimplications of moving to a packaged solutionvs bespoke offer and establishing awholesale channel division of major telcoprovider with revenues >£115m

•We provide ICT corporations with bestpractice in business strategy and tacticsspecific to channel.We achieve this throughproven methodologies, constant innovationand leadership, with customer satisfaction atthe core of our mission.• Our experience includes working with IBM,HP, Oracle/Sun, Cisco, McAfee, Apple,Avaya, Alcatel, BT, Telefonica, Symantec,Motorola and Microsoft.• We use our network of experiencedpartners to create and deliver quality,effective campaigns around the world, usingproven, experienced, senior- level channelexecutives. This gives us points of presencein more than 20 countries, giving our clientsglobal vision and localised deliverycapabilities.

Our credentials

If you are ready to win in the SME market call us now

• Jam Today

Ann Ritchie-Cox

ann.ritchie-cox@jamtoday.co +44(0) 7787 153892

Anne-Marie Molloy

anne-marie.molloy@jamtoday.co +44(0) 7775 600700

• Gorilla Corporation

Carlo Tortora di Belvedere

carlo.tortora@gorillaict.com +44(0) 1483 685 170

Berta Armenteras Andreu

berta.armenteras@gorillaict.com +44(0) 7833 542 824