© Copyright Gorilla Corporation 2011. All rights reserved.
‘EVERYTHING’S
POSSIBLE’
© Copyright Gorilla Corporation 2011. All rights reserved.
War and Peace
The Determined Pursuit of Profitable Business Growth
and...
Committed to Make the World a Better Place
© Copyright Gorilla Corporation 2011. All rights reserved.
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
© Copyright Gorilla Corporation 2011. All rights reserved.
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
© Copyright Gorilla Corporation 2011. All rights reserved.
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
© Copyright Gorilla Corporation 2011. All rights reserved.
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
© Copyright Gorilla Corporation 2011. All rights reserved.
Gorilla Objectives
MERGER
&
ACQUISITIONS
BUSINESS GROWTH
CORPORATE
SOCIAL
RESPONSIBILITY
•Customer Touch
•Partner Ecosystems
•Demand Generation
•Channel Strategy
© Copyright Gorilla Corporation 2011. All rights reserved.
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
© Copyright Gorilla Corporation 2011. All rights reserved.
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
© Copyright Gorilla Corporation 2011. All rights reserved.
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
© Copyright Gorilla Corporation 2011. All rights reserved.
In The Jungle The Gorilla Is King
• When you go to War you go to Win
© Copyright Gorilla Corporation 2011. All rights reserved.
Winning Harts and Minds
• A winning business
reach
Increased
customer
touch
© Copyright Gorilla Corporation 2011. All rights reserved.
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?
© Copyright Gorilla Corporation 2011. All rights reserved.
Principles Of War
• Arcs of fire > Allocate
> Partners
> Marketing
> Interlocking
> Mutually supportive
• Cross fire kills > Unseen
> Killing zones
> Multiple chances
The Competition
Marketing Cannon
© Copyright Gorilla Corporation 2011. All rights reserved.
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
© Copyright Gorilla Corporation 2011. All rights reserved.
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
© Copyright Gorilla Corporation 2011. All rights reserved.
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
© Copyright Gorilla Corporation 2011. All rights reserved.
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
© Copyright Gorilla Corporation 2011. All rights reserved.
Timing Is Everything
© Copyright Gorilla Corporation 2011. All rights reserved.
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
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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
© Copyright Gorilla Corporation 2011. All rights reserved.
Win The War
© Copyright Gorilla Corporation 2011. All rights reserved.
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
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