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    Bills Ppt.3 Low Res Bills Ppt.3 Low Res Presentation Transcript

    • ‘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 From Leading Vendors including: IBM, Compaq, Sun, HP, Cisco, McAfee, Websense Clients: IBM, Sun, Nortel, HP, BT, Avaya, Symantec, Microsoft Text Text TextWorld Wide, Senior Executives from across the spectrum of ICT companies. • Over 200 years of combined ICT industry knowledge. © Copyright Gorilla Corporation 2011. All rights reserved.
    • World Wide Command Gorilla Holdings CEO Gorilla Holdings EVP WW Sales Corporate Merger BusinessSocial Responsibility & Growth & Sustainability Acquisitions EVP Gorilla EVP Gorilla Ignite VP Americas VP EMEA VP APACCSR & Sustainability M&A © 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• 1 Platoon shared risk sales ecosystems and channel programs that unlock market DG opportunity and deliver exceptional results.• 2 Platoon We use our unsurpassed knowledge base and sector M&A experience to help you identify, scrutinize and carry through mergers and acquisitions that will advance your corporate goals.• 3 Platoon We advise on political risk, corporate social responsibility and sustainability – ensuring your move into new territory is more secure and CSR your success brings real benefit to local communities. © Copyright Gorilla Corporation 2011. All rights reserved.
    • OUR GLOBAL NETWORK Canada - Toronto UK – London France - Paris UK - Oxford China - BeijingUSA – San Francisco USA - Boston Japan - Tokyo India South America - Brazil Singapore UAE-Dubai Italy - Milan Germany - Munich South Africa - Johannesburg Ethiopia – Addis Ababa Australia - Melbourne © Copyright Gorilla Corporation 2011. All rights reserved.
    • Gorilla Squad MembersCarlo Tortora Brayda Wayne CarterCEO VP EMEA-CEO Advanced Alchemy Holdings -EMEA Channel Director, McAfee-Chairman Alchemy World -EMEA Channel Manager, Cisco-EMEA Sales Director at CompuBase -Bill Lane Chris SpencerEVP Global Sales VP Sales Americas- Mid Market Sales Leader, Sun Microsystems - SVP Global, Rainmaker - VP Sales, Sitel- Driver of the field Agency Model - VP Sales, Harte Hanks- Sales Consultant for the ICT ChannelArleen Abarquez Mark LemanVP Americas CTO- IBM ValueNet /Powernet Program Champion - Head of ICT, London Southbank Centre- WW Program Director Websphere, IBM - Head of ICT, Advanced Alchemy- © Copyright Gorilla Corporation 2011. All rights reserved.
    • Gorilla Objectives BUSINESS GROWTH •Customer Touch •Partner Ecosystems •Demand Generation •Channel StrategyCORPORATE MERGERSOCIAL &RESPONSIBILITY ACQUISITIONS © Copyright Gorilla Corporation 2011. All rights reserved.
    • Gorilla Armory Shared Risk Sales Model Outsourced On and Off Sales BoardingPRM & CRM Demand Social Media Generation Marketing Partner Opportunity Ecosystems Management Channel Channel ChannelManagement Auditing & Programs Analysis Channel Channel Recruitment Enablement Channel Strategy © Copyright Gorilla Corporation 2011. All rights reserved.
    • GORILLA RECRUIT TRAINING Starting Point: - Sales data - Objective setting - PRM - Strategy & analysis - Marketing metrics - Tele-research - Segmentation Enhancing - Geomapping channels to drive growth Distributors and/or Resellers: - Telephone - Field resources - Marketing: DM/eventsSupport Services - Field Resources- P2P ecosystems Demand - Communitieslocator Generation - Collateral -Training Channel- Margin/Stock - Email/DM Account- Deal Reg. - Online/social Managers &-Rebates - Telemarketing Channel Partners- Coop/MDF - Lead nurturing - PRM- Portals - Events -Support - Field Sales © Copyright Gorilla Corporation 2011. All rights reserved.
    • Gorilla VictoriesIndividual 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 Increased• A winning business reach customer touch © Copyright Gorilla Corporation 2011. All rights reserved.
    • The Theater Of War Vertical Market Influence 130 Customers 5,000 Subs Direct EU Industry Focus Named Acts 840 Customers 6,400 Subs Enterprise £11Bn 2,500 Cos 1,000+ Empl Geographical Market Influence Who’s seeing your Upper Mid-Market Customers in the £3Bn 2,300 Cos ‘White Space’ 500+ Empl. Jungle?Gorilla Unit Focus Lower Mid-Market £7Bn 16,000 Cos 100+ Empl SOHO 1 Million Cos © Copyright Gorilla Corporation 2011. All rights reserved.
    • Principles Of War• Arcs of fire Marketing Cannon> Allocate > Partners > Marketing> Interlocking> Mutually supportive The Competition• Cross fire kills> Unseen> Killing zones> Multiple chances © Copyright Gorilla Corporation 2011. All rights reserved.
    • The Battlefield (A Matrix of Opportunity) Total Revenue - £m No. Companies Capital IT Budget (£m) Hardware (£m)VERTICAL MARKET L mm U mm Enterprise Total L mm U mm Enterprise Total L mm U mm Enterprise Total L mm U mm Enterprise TotalCOMMERCIAL BUSINESS UNITCONSTRUCTIONAgricultural 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 1.13Construction 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 12.96Raw 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 3.41Supplies & Fixtures 3224.81 1565.72 1445.61 6236.14 Market 140.00 19.00 Segmented by 11.00 Size 170.00 3.21 1.56 1.44 6.21IT Spend Trends 1.27 0.62 0.57 2.45Construction 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 19.95RETAIL DISTRIBUTIONApparel/Accessories 4109.82 1565.42 1676.73 7351.96 173.00 24.00 11.00 208.00 15.62 5.95 6.37 27.94Jewellery & Silverware 146.64 0.00 78.77 225.41 5.00 0.00 1.00 6.00 0.56 0.00 0.30 0.86Real Estate Operations 3.25 1.07 2.59 6.91 142.00 20.00 21.00 183.00 0.54 0.08 0.08 0.70Retail (Apparel) 2010.71 1428.54 13820.22 17259.48 136.00 31.00 60.00 227.00 7.64 5.43 52.52 65.59Retail (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 27.17Retail (Drugs) 911.73 419.57 8384.28 9715.57 39.00 6.00 7.00 52.00 3.46 1.59 31.86 36.92Retail (Grocery) 772.51 724.72 140280.23 141777.46 80.00 15.00 38.00 133.00 2.94 2.75 533.06 538.75Retail (Home Improvement) 1625.02 675.77 6473.30 8774.09 72.00 8.00 13.00 93.00 6.18 2.57 24.60 33.34Retail (Speciality) 45109.31 24822.95 99859.45 169791.72 844.00 113.00 137.00 1094.00 171.42 94.33 379.47 645.21Retail (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 Vertical MarketRetail Distribution Totals 56295.22 30820.07 275876.29 362991.58 1537.00 229.00 301.00 2067.00 214.45 117.19 1048.40 1380.04INFORMATION TECHNOLOGY / Sub MarketComputer Hardware 1771.52 847.50 5716.26 8335.27Computer Peripherals 0.00 0.00 0.00 0.00Computer Services 1728.52 612.73 4363.64 6704.89Software & Programming 14302.02 4098.90 18975.35 37376.27  Construction of Battlefield  Multi - Layered  Relevance of Market Size Segmentation © Copyright Gorilla Corporation 2011. All rights reserved.
    • Getting to the Front Line Gorilla Test Training and initial Lead Solutions Generation coaching Manufacturer’s eco System Partner Influ-encers MANUF Product Gorilla E&MM Creation Demand Manuf & Market 1 Channel MarketBattlefield: Opportunity Channel Gorilla New Target Business Management Catalyst Market n Channel Market Selection Sales training Channel value ISV SI The Ansof Matrix New 4 16 Current 1 4 Current New Market © Copyright Gorilla Corporation 2011. All rights reserved.
    • Executing The Campaign Customer Touch ModelTAM Andy 340,000 TAM - CallsTAMTAM 68,000 Customer Conversations KeithTAM 3,400 Customer AppointmentsTAM MikeTAM 1,700 Qualified OpportunitiesTAM Jerry £57.6m Factored PipelineTAMTAM Alan 850 Closed dealsTAMTAM £34k Average order size MoniTAMTAMTAM Gavin £28.8m Closed RevenueTAM PatrickTAM Incremental ES/CSO of 15% © Copyright Gorilla Corporation 2011. All rights reserved.
    • Optimizing Your ForcesTotal New Accounts Gorilla Triage Process Business UnitsEco-Systems 100k 500k Const/Util/Oil Pipeline 2. High Op/Low Rev 3. High Op/High Rev Retail Partner driven  Gorilla & Channel handle Business Unit   >£500k pass to BUs Finance  Provide Gorilla  Manufacturer Account management Named > £500k assistance if needed relationship Pump Engine IT  Right resource to win  Qualify carefully  New BU accounts Opportunity Manufacturing Services 1. Low Op/Low Rev 4. Low Op/HighRev Telco/Media  Gorilla cant handle it  Total partner driven  ITT Transport  Long term watch  Benchmarks  Qualify with BU how Business Unit IB Refresh  Proactive marketing  Manufacturer/Partner we engage to max Acquisition Small of Large Pipeline telesales revenue Competitive >£100k  <£100k qualify outGorillaInc. Revenue RevenueInc. Contribution © Copyright Gorilla Corporation 2011. All rights reserved.
    • Timing Is Everything © Copyright Gorilla Corporation 2011. All rights reserved.
    • The Kit List Creating Multiple Opportunities from one meeting Addressed Today Customer Health Check 1 Solaris 2 Systems 3 VDI 4 Data Managment 5 Business Compliance 6 Security 7 X64Compliance 8 Leasing 9 Support Services 10 Managed Services © Copyright Gorilla Corporation 2011. All rights reserved.
    • 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 5 • Efficient • Joined up selling • Partner T & C’s• Up sell existing customers (go and see them) 21 22 2 © Copyright Gorilla Corporation 2011. All rights reserved.
    • Win The War© Copyright Gorilla Corporation 2011. All rights reserved.
    • Experienced Allied Forces on the GroundCEE Command- Regional Channel Development and Marketing Italian CommandVP EMEA at Avaya -- Consultant at Alvarion- Director Marketing Strategy & -- EMEA Marcom Director APCCommunications, EMEA, Lucent TechnologiesEnterprise Networks U.A.E Command- Manager of Marketing Communications, - Director, Business Development EMEA atEurope, Middle East & Africa Emerging Markets Akamai Technologiesat IBM. - Sales Manager Partners, Alliances, ISVs andIberia Command Industry MENA at Sun Microsystems-Dubai/UAE- EMEA Marketing Director at Plantronics -European Distribution (CDP) Channel Manager- EMEA Marketing Director - Consumer at Sun Microsystems EMEAProducts at Hewlett Packard-Partner at Summa communication Indian Command - Territory Sales Manager at OracleFrench Command - Senior Accounts executive at Qsoft-Vice-President Sales & Marketing (Worldwide) Australasian Commandat HI-STOR Technologies - Business Dev Manager at Teradata- Western Europe Director at FUJITSU - Business Development at Compuware AsiaSOFTEK/AMDAHL Pacific- Southern Europe Sales Manager at Candle - Branch Manager at Fujitsu Australia © Copyright Gorilla Corporation 2011. All rights reserved.