Transcript
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RESPONSE TO ANNEX 2
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PARTNER...............................................................................................................31. Target partner identifcation and recruitment................................................32. Partner enablement.......................................................................................43. Technology adoption......................................................................................54. Actiation !ne" and e#i$ting partner$%..........................................................&
5. Partner management.....................................................................................'&. End(u$er lead generation..............................................................................)'. Rene"al$.......................................................................................................*). +ar,eting and -ommunication....................................................................1*. /uoting and tran$acting..............................................................................111. Product 0ro"th..........................................................................................1211. Pipeline oreca$t......................................................................................1313. Any other plan$ that you con$ider to be releant to thi$ RP....................1314. Target partner identifcation......................................................................14
NTERNA............................................................................................................141. ,ill$ +atri#.................................................................................................142. Technology adoption....................................................................................15
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PARTNER
1. Target partner identifcation and recruitment.6o" "ill you profle $uitable partner$ and identi7y $uitable candidate$ ba$ed on8+"are9$ ,ey product$ and Po"er Play$:
1. -om$torA7rica ha$ built an e#tended channel relation$hip in the region a$ the ,ey-i$co ;i$tributor.
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2. Partner ena&lement6o" "ill you enable partner$ ba$ed on 8+"are9$ ,ey product$ and Po"er Play$. Plea$eproide a detailed e#ecution plan
-om$tor "ill employ a multi(thronged recruitment $trategy "ho$e center "ill be8+"are>$ alue propo$ition.
1. E.".(.E C -om$tor9$ proen channel program that $treamline$ re$eller on(boarding and gro"th proce$$ "hile at the $ame time addre$$ing ,ey agreedmetric$.
2. )ar*et +erticals SolutionsC The current 8m"are oering$ around End F$er-omputing and o7t"are ;efned ;atacenter$ proide a compelling aluepropo$ition to Public and -ommercial$ $ector$. Gey "ould be to 7ocu$ on the$eHIuic, "in$J by e#ecuting Iuarterly actiitie$?
A. $ oering. Thi$ include-i$co= E+-= 5 and impliity.
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-. Tecnolog% adoption(
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3. Actiation 4ne! and e5isting partners6( ho" "ill you encourage partner$ to actiely promote 8+"are product$= Po"er Play$and emerging technologie$ to their cu$tomer$:
-om$torA7rica ha$ a dedicated ale$ upport Team !D;+= Pre(ale$= +ar,eting% "ho$e7unction i$ to drie capabilitie$ "ithin the re$eller community. A ,ey actiity i$ to leadthe actiitie$ "ith a bu$ine$$ plan adopted by -(e#ecutie.
The Plan "ould hae ,ey 7eature$?1. EngageC
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7. Partner management(
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:. End0user lead generation( ho" "ill you generate a Oo" o7 lead$ 7or the partner$ that you manage= bothmar,eting "ith= and on behal7 o7= partner$:
8m"are and -om$tor "ill choo$e partner$ $uitable to receie ine$tment 7or;emand 0eneration Actiitie$. +eet cho$en re$eller$ and ma,e out a $pecifc
bu$ine$$ plan according to re$eller$ need$ "hich "ill include account mappingand planning a$ "ell a$ defned $ale$ and mar,eting action$. -om$tor "ill reach out to 3rd party agencie$ B telemar,eting and or eent$
organi@er$ that "ould be able to generate lead$ 7or u$ in the releant territorie$"hich "e could then u$e to a$$ign to partner$ 7or 7ollo" up and clo$e together.unding "ill be adi$ed and agreed "ith by endor to"ard$ the$e actiitie$.
Actiitie$ approed and $upported "ith the aim o7 identi7ying ne" Du$ine$$opportunitie$ and arrange $ale$ i$it$C
A"arene$$ creationC End u$er a"arene$$ creation ia in7ormatie andpromotional emailer$
ocial +edia yndication eminar in a bo# eent$ Telemar,eting to end u$er$ to detect opportunitie$ and gie lead$ to
partner$ B $upported by -all out day$
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Eent$C
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=. >uoting and transacting( "hat $erice leel agreement$ "ould you e$tabli$h to en$ure that partner$ receieaccurate and timely Iuote$= and ho" "ould you en$ure the accuracy= completene$$and $u$tained continuity o7 order$ placed on 8+"are:
E#i$tingC
-om$torA7rica ha$ a 7unctional $tructure that help$ addre$$ erice eel Agreement$? Pre0Sales 9rame!or*C Thi$ allo"$ Pre($ale$ to churn accurate and timely
Iuote$. The team i$ goaled Iuarterly on thi$ achieement Oer0?a% Compensation mecanism C Du$ine$$ +anager$= D;+$= Technical
re$ource$ hae part o7 their ariable compen$ation aligned to a commonobLectiemetric
Continuous TrainingC Doth $ale$ and pre($ale$ team hae an annualcurriculum guide that en$ure$ that they are up to $peed "ith endor technologychange$ in the mar,et place
(eograpical locationsC -om$torA7rica operate$ in 4 time @one$ "ith $upportre$ource$ aggregated in a $hared pool
+oing to DPC
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1@. Product (ro!t( trength in relation to ,ey product area$= including gro"th proLection$.
-om$torA7rica "ill loo, at align it9$E.".(.E 7rame"or, "ith 8+"are9$ Ena&le EngageE5cite channel 7rame"or,. Thi$ "ill help create a re$eller9$ roadmap to $olutioncompetencie$ and $peciali@ation= an area that addre$$e$ proftability= gro"th anddierentiation.
Pha$e(1C Enable(Actiate Pha$e(2C Engage(ncubate Pha$e(3C E#cite(ocu$
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11. Pipeline 9orecast
( ;e$cribe your te$ted pipeline 7oreca$t methodology to drie endor multinationalbu$ine$$
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1-. An% oter plans tat %ou consider to &e releant to tis R9P.
8NTERNA?
1. S*ills )atri5Proide a $,ill$ matri# per indiidual and per region= either current or propo$ed:Proide an organogram per region o7 $ta "ho carry 8+"are a$ a product= eithercurrent or propo$ed:Plea$e proide a detailed li$t o7 8+"are dedicated $ta= either current or propo$ed:
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-reating $tronger global $erice$ capabilitie$ that enable our channel partner$"ill i$ a ,ey dierentiator 7or -om$tor and
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2. Tecnolog% adoption(
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