Update..After 2 months

27 MD registered12 Normal resellers registered

0 resellers registered in • Norway• Sweden• Germany• Belgium• NL• Italy

0 MDs registered in • Norway• Belgium• NL• Italy

Update..After 7 months

Finland20 NR 9 MD

Spain3 NR

22 MD

Portugal 9 NR3 MD

70 MD registered64 Normal resellers registered

Italy4 NR4MD

France12 NR18 MD

19 events!!

NL6 NR

4 MD

10 events!!

Sweden3 NR

3 MD

Belgium7 NR

7 MD

2 events!!

15 events!!

Germany? NR

? MD

Norway0 NR

0 MD

Austria0 NR

0 MD

Switzerland0 NR

0 MD

NR

MDNR

MD

Update..After 7 months

GOOD news– New vendors joined DRIVE locally– DRIVE registrations have increased– Commitment by GMs

BAD news– Still few events are logged in– Some Vendors are thinking to stop their investments on

DRIVE because they don’t see many events

What are we missing?

• Resellers’ interest in getting rewarded• Sales people support• MDs buy-in• Normal resellers buy-in• Effective collaterals (video, ppt,...)• Vendors• Time• ...anything else?

Improvements • Country marketing manager in bcc in MD invite emails

• register your interest' in a promotion to be posted on each promotion on DRIVE• register your interest' notification - email to MD, vendor and EN admin everytime an

interest in a campaign is submitted

• Giant Slalom feature - invitation through preregistration

• Anti-Spam - Reducing spam risk of invite emails• Giant Slalom email - "thank you" email automatically sent by the portal to users

submitting a GS form. The email contains the link to DRIVE submit a new form

• "Keep me signed in" box on the DRIVE homepage

• Enable ED admin to invite normal resellers directly• Set up MDs invite email to allow the users to delegate the EN admin to invite their

employees on their behalf

• Post on the homepage "How to use DRIVE" video• DRIVE shop - update gifts

• Training promo - Creation of a New template for the promotion type ‘Training’

2. Negotiation

Opportunities

Presentation

POCAssessment

3.Deal Deals SALE

Customer Visit1. Initial contact Event

Marketing emailing

Leads

Only few contacts in the funnel reach the final stage of the sales cycle.• Many contacts don’t lead to an opportunity and to a deal• The conversion rate of a lead in a deal is lower than 20%

SALES STAGES

A “day” in a Reseller life

The revenue you will get without DRIVE

3. Deal DealsSALE

€ €€€

€€ONLY IF THE DEAL IS CLOSED

SALES STAGES

• Only leads converted in deals generate revenue• Many leads don’t generate revenues because conversion rate<20%

Leads Customer Visit1. Initial contact Event

Marketing emailing

0 €

2. Negotiation

Opportunities

PresentationPOC

Assessment0 €

Opportunities2.Negotiation

Presentation

POC Assessment

€€€€

€€

€€€€€ €€

€

€€

€

€€Customer Visit1.Initial contact

Event

Marketing campaignsLeads

3. Deal

Deals

SALE€ €€€

€€ONLY IF THE DEAL IS CLOSED

The revenue you will get with DRIVE

SALES STAGES

Has anything changed?• Even if leads don’t get into deals, they generate a profit• Leads generate revenues at the initial contact stage

€€ €

DRIVE - NEXT

• More global campaigns on DRIVE • Customer References • Slideshare• “How to” videos – uploaded on youtube to train new users on how

to use DRIVE portal• Branded Giveaways – Notebooks– Pens