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Gorilla corporate brochure2013
Gorilla corporate brochure2013
Gorilla corporate brochure2013
Gorilla corporate brochure2013
Gorilla corporate brochure2013
Gorilla corporate brochure2013
Gorilla corporate brochure2013
Gorilla corporate brochure2013
Gorilla corporate brochure2013
Gorilla corporate brochure2013
Gorilla corporate brochure2013
Gorilla corporate brochure2013
Gorilla corporate brochure2013
Gorilla corporate brochure2013
Gorilla corporate brochure2013
Gorilla corporate brochure2013
Gorilla corporate brochure2013
Gorilla corporate brochure2013
Gorilla corporate brochure2013
Gorilla corporate brochure2013
Gorilla corporate brochure2013
Gorilla corporate brochure2013
Gorilla corporate brochure2013
Gorilla corporate brochure2013
Gorilla corporate brochure2013
Gorilla corporate brochure2013
Gorilla corporate brochure2013
Gorilla corporate brochure2013
Gorilla corporate brochure2013
Gorilla corporate brochure2013
Gorilla corporate brochure2013
Gorilla corporate brochure2013
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Gorilla corporate brochure2013

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  • 1. Driving Incremental Growththrough Outsourcing Solutions
  • 2. Contents Chairman’s Note ..................................................................................................................................................3 Corporate Mission & Vision ..............................................................................................................................4 Summary of Group Companies........................................................................................................................6 OPTIMA CONSULTING 7 Founders of Optima ............................................................................................................................................8 Business Objectives............................................................................................................................................9 Investment .......................................................................................................................................................... 10 Value Creation & Methodology ...................................................................................................................... 12 GORILLA ICT DIVISION 13 ICT Executive Team .......................................................................................................................................... 14 Clients .................................................................................................................................................................. 14 Value Proposition.............................................................................................................................................. 16 Demand Generation ......................................................................................................................................... 18 Field Sales .......................................................................................................................................................... 19 P2P Ecosystems ............................................................................................................................................... 20 Channel Strategy and Management ..............................................................................................................21 Market Research .............................................................................................................................................. 22 Offshore BPO .....................................................................................................................................................23 TRADING & ENTERPRISE DEVELOPMENT DIVISION 24 Development Executives Team ..................................................................................................................... 25 Track Record ..................................................................................................................................................... 25 Corporate Social Responsibility ................................................................................................................... 26 Private Sector Development ..........................................................................................................................27 Commodities Trading ...................................................................................................................................... 28 GROUP SOCIAL RESPONSIBILITY 29 Alchemy World ................................................................................................................................................. 30 Dian Fossey Support .........................................................................................................................................31Copyright © 2012 Gorilla Corporation. All rights reserved.
  • 3. G orilla Corporation is a socially oriented enterprise. This means that although we 1. ICT CHANNEL subscribe to the market economy system, we do so also with social objectives DIVISION, serving in mind. We are not at odds with our value system, nor with our vision of what the greatest names in can be achieved in a broader context. We relentlessly form plans to achieve the technology with anunachievable, and stand by them because we believe in our power to effect positive change. aim to generatingAt the outset of the Gorilla journey, we committed boldly to exceptional aims and goals, incremental growth.thinking that we would do well to hold a steady course. Today, as we look back, we seewe have delivered against them. We have shown robust growth, organically and by 2. OPTIMA, ouracquisition, whilst maintaining profitability. We have refined and formalized our quality Telecoms Consultingprocesses and have been awarded ISO9001 certification. Through pragmatic thought Division, focused onleadership we have been able to maintain our reputation for innovation. empowering nationalIt is on this platform of success that we now stand. telecommunication carriers around theAlthough we live in a highly globalized and interdependent world market, the business world, with a newfrontline remains at local level. lease of life, throughFor this reason we have invested heavily on gaining more capillary access to important innovation and privategrowing markets around the world. Our existing investments in Central and Latin capital investments.America, and sub-Saharan Africa, testify to our efforts. 3. TRADING ANDWe have also invested in our teams within each region and each division, finding world- ENTERPRISEclass experts that could bring extra value add to our clients, adding revolutionary know- DEVELOPMENThow to our business models. DIVISION, workingIt is upon completion of a cycle and at the start of a new one, that we must set our on private sectorstandard, define our flag, and fly it earnestly. We will continue to leverage our assets, to development in adrive ever-increasing shareholder and social value. Believing in our dreams, working on number of growingtheir attainment, pushing back the edges of the conventional. economies. Deploying leading edge methodologies, action learning entrepreneurship, private and venture capital deployment. This division is also Carlo Tortora Brayda di Belvedere designed to support Chairman & CEO international physical commodity trading, in mining, agriculture, tourism and offshoring IP trade. www.gorilla-corporation.com 3
  • 4. 4 www.gorilla-corporation.com
  • 5. At Gorilla we do not hide behind our professional functions, and titles. We team up as human beings working more effectively because we are stripped of pretense. Furthermore we live by strong corporate ethics and abide by our own CSR programs, which include supporting our chosen NGO partner Alchemy World in its deployment of entrepreneurship in developing countries in is reflected in the association with UNICEF and the Grameen way that we conduct Bank. We also support the Dian Fossey Gorilla business, measuring Fund, which is committed to the conservation the risk but not afraid and protection of gorillas and their habitats to perform and link in Africa and to provide assistance to local our reward to our communities through education, health, output delivery. training and development initiatives.is a necessary quality for the We base our relationshipsdevelopment of prosperity, whether amongst ourselves and withit be in the ICT Channel or within our clients on opennessthe development capabilities of a and transparency. We oftennation. These days it’s not only about agree to work with clientsliving by strict corporate structures, on open book basis. We calland unyielding relationships in the a spade a spade. When acommercial world. It’s more about relationship is this candidguerrilla marketing, ducking diving there is little room forand knowing how to cut win-win deals. misunderstandings.This pragmatism when blended withthe extensive experience forms aremarkable mix. is not left only to the human virtue of persistence, but it is also driven by our intellectual We are fun loving people, property, methodologies we love our work, and have and processes, which fun doing so. We get a enforce best practice at genuine kick by delivering every level of the innovative programs and project delivery. generating incremental sales for our clients. We would like you to share in this positive and pleasant view of work and partnerships. www.gorilla-corporation.com 5
  • 6. Chairman of Gorilla Corporation Holdings Board & Group CEO EVP Global Sales CEO Americas CEO EMEA Chief Legal & Financial Officer Chief Operating Officer Gorilla has within its group a core of very high caliber individuals with almost unparalleled Chief Information Officer experience in the ICT channels globally and have established successful channels and companies that are both highly regarded and currently performing in multiple competitive markets. Additionally, members of Gorilla corporation executive team have worked in the development of economics and finance in African and Asian countries for over a decade, VP Global Business diligently building a vast network of specialists consultants in many territories. Members Development of Gorilla have been presented with a multiple awards and are internationally recognized awards for best practice channel distribution and sales value added, becoming role models for many new generation companies. EVP Development, CSR & Sustainability6 www.gorilla-corporation.com
  • 7. OPTIMACONSULTINGInvestments, optimization, technology innovation
  • 8. Jan is Co-Founder and Managing Partner of Axos Carlo is a social and serial entrepreneur, recipient of Capital an investment company with a focus on telecom multiple awards. In 1992 Carlo founded, and was investments. Axos represents US-$ 4bn of capital. In CEO of Advanced Alchemy, an international channel addition Jan has more then 15 years of experience in the development agency (USA, UK, Canada) serving leading telecom industry. He held senior positions with Deutsche names in the ICT sector, including IBM, Sun, Microsoft, Telekom (Executive Vice President for global business Sony, BT, Nokia, HP. development), Global Crossing (Head of Operations in In 2006 Carlo launched Alchemy World, a humanitarian Germany and Central and Eastern Europe) and Vodafone. aid agency based in East Africa focusing on delivering In 1990 he founded Euro-Solutions a company providing poverty alleviation and economic growth through private investment consulting services for the US embassy sector development and entrepreneurship. During department of commerce. Jan holds a Master of Business this time he was Trade and Industry Advisor to the Administration from the University of Siegen. Ethiopian Government and its President. He also took assignments for the United Nations International Labour Organization, and the United Nations International Childrens Fund (UNICEF). He remains Non Executive Chairman of Alchemy World, and heavily engaged in Corporate Social Responsibility. Currently, Chairman and CEO of Gorilla Corporation, an international group of companies with interests and activities that include Technology Sales and Marketing, Developing SMB Private Sector for several countries, Mergers & Acquisitions, and through Optima, Telecommunication Sector Privatization and Development. Carlo is a special constituent member of the World Economic Forum, and a strategic advisor. His work in this field makes full use of his extensive political capital and Hans is Co-Founder and Managing Partner of Axos he remains deeply committed to improving the state of Capital an investment company with a focus on telecom the world. investments. Axos represents US-$ 4bn of capital Prior to Axos Hans was Managing Director and Co-Founder of Valiva AG, an investment company based in Zurich with focus on medium sized industrial and technology companies. He started his professional career with Commerzbank before joining McKinsey where he was a core member of the Corporate Finance & Strategy Practice. Later on he became CFO of Swiss Life’s online banking division. Hans holds a Master and a Ph.D. in Economics from the University of St. Gallen and the UC Berkeley.8 www.optima-consulting.com
  • 9. COMMERCIAL Implementation of vertical and horizontal customer centric organization ACCESS Analysis of the existing access method and network optimization BILLING Increasing customer billing efficiencyOptima consulting is a joint venture company between Gorilla Corporation and Axos RevenueCapital. Combining top level management experience, highest professional standards assurance toolsand financial strength and expertise Optima is geared up to contribute strategically,operationally and financially to the success and value of its clients. Direct access to US-$ CARRIER4bn of capital provides a unique combination of expertise and financing. Optima Consulting’s management approach is based on close cooperation with experienced National andand well-qualified local management. Our commitment to the highest levels of personal internationalintegrity and corporate governance values is of paramount importance to our work. interconnections Driving wholesale businessManagement Approach Domestic wholesale Creation of new value- Strong reliable and trustworthy local management added services Highest level of transparency and the highest ethical standards (Its parent is member of Optimization of Transparency International) existing services A corporate culture based on a high level of independence/subsidiarity: All executives act as “co-entrepreneurs” IPOS Employee shareholder program Planning and implementing IPOs Identifying strategic partners and investors Our Goal is to optimize telco bringing shareholder value & additional revenue / margin. www.optima-consulting.com 9
  • 10. Cooperation with Leading Private Equity Partners Optima Investment Partners Local access Access to leading banks, international Investment financial institutions Targets (IFIs), and strategic and financial investors Local access (Axos Capital and and creation, syndicate partners) delivery, mgmt. of investments Investment decision Due Dilig. execution Syndication Financing Investment Close cooperation with Axos Capital, an investment company backed by US investment funds with over US-$ 4bn Additional funds from partnerships with leading private equity firms, local wealth, family offices and corporate investment units Preferred access to leading IFIs (international financial institutions like IFC, EBRD) and commercial banks Investing and correctly implementing state of the art technology Thriving for excellence in management (operations, marketing, training,..) Development of new (related) businesses10 www.optima-consulting.com
  • 11. Investment Criteria Telecommunications (fix and mobile) and Technology Market leaders with strong growth potential Preferably control share (51%) or minority with special management rights Long term commitment: Follow on investments in state of the art technology and management (no exit “pressure”) Close cooperation with strong reliable local partners and management Contribution to the overall social and economic development (sponsoring of education, culture, sports and public health)Industry FocusCooperation with or investment in national telecom operator provides often excellent growth opportunities. Base infrastructure for voice, data, IP Technology (GSM, UMTS; CDMA...) TV broadcasting, internet, triple play... Systems, solutions & content Telecom-/Internet related hardware solutions (e.g. IP / video phones ...) Telecom-/Internet related software solutions (e.g. community approach ...) www.optima-consulting.com 11
  • 12. Technology WiMax 802.16 for broadband-rollout in cities and smallband access in rural areas (S)DSL & Ethernet only for business customers (MPLS, replacing X.25, FR, ATM, Sonet) Fibre or microwave links for backhaul GSM / UMTS / CDAM450 -license for mobile and fixed wireless services Voice over IP Internet access (utilize increasing bandwidth capacity in the region) MPLS corporate networks Traditional GSM-service (if license gets granted as part of transaction) Content, applications and mobility services alongside with GDP-growth Enter nomadic and mobile segment Integrate operator services in global cloud computing Duplicate successful business models from US and Western Europe Principles MODULES: Strategy Organization Sales & Marketing Products Network & IT HR12 www.optima-consulting.com
  • 13. GORILLA ICTDIVISIONOutsourced channel sales and marketing services
  • 14. Bill is our Executive Vice President for global sales Chris May is the driving force behind Gorilla’s Americas programs. He is a senior manager with a broad range business. As President and CEO, he is responsible for of experience and a 25 year sales track record from strategy, development, sales and growth of the Americas Oracle/Sun Microsystems and Hewlett Packard. division of Gorilla Corporation, including Canada and During this period he managed sales teams that sold Latin America. For more than 15 years Chris has worked systems, storage, software and IT solutions to SME for the leading channel organizations in the industry and Enterprise customers spanning a variety of vertical assigned to generating revenue, managing sales teams, sectors. Bill was also the leader of several highly launching new products/services and business/ alliance acclaimed vendor mid-market partner programs and development activities. ecosystem solutions. Most recently he was Vice President for Channel Whilst running a $100M business in the SME sector and Business Development at MarketStar where he for Sun Microsystems UK, Bill developed, deployed and was responsible for driving new and existing business, managed the outsourced selling model that Gorilla are ranging from Amazon Web Services, Xirrus, and Yahoo, deploying today. to HP, Intel, and Netgear. Prior, he was VP of Industry Development at CompTIA, the technology association where he managed member relations on the VAR, Distributor, and Vendor programs. He also spent time Martyn is in charge of the continuous quality at Ziff Davis Enterprise on eWeek Strategic Partner, and improvements of Gorilla’s business process and ISO 8 years at Everything Channel, the producers of CRN, 9001 compliance. As a COO he surveys that every and as well as a number of IT Channel events, research, project carried out in our organization follows a consulting and sales and marketing services. defined sequence of steps and has quantified KPIs. Chris brings an extensive working knowledge of the Martyn has over 25 years experience of ICT Sales and channel ecosystem and the unique perspective and Implementation of business solutions and services. understanding of how it all works and how Gorilla can Martyn is a specialist of enterprise oriented projects affect the sales success for all of it players. (SAP, Oracle, SOA, Data Management and Protection, Identity management, Virtualisation and Cloud) across a wide number of market sectors including global corporate, central government and financial sector.14 www.gorillaict.com
  • 15. Wayne has over 20 years experience of proven success Luiz is the Project Architect and overall leader for allin achieving business goals through strategic design Gorilla projects in South America. Luiz was formerlyand execution with market leading organizations across managing channels for Microsoft in Brazil. He is aEMEA such as Compaq, Cisco, McAfee and Websense. graduate in Systems Engineering from São MarcosHe remains a passionate and enthusiastic Channel University in São Paulo, and specialized in SystemAmbassador with the ability to fully understand the Management, his postgraduate studies were at Escolaneeds that drive the Channel’s behavior and having Superior de Propaganda e Marketing in São Pauloworked closely with marketing colleagues in the past, and Project Management at the Project Managementhe also understands the messages that resonate with Institute in São Paulo.the end-users. Prior to Microsoft Luiz was driving distribution channels for Dell, Intel, Lenovo, Nokia, and Samsung. Because of his innovative and award winning projects, Luiz has been the subject of numerous studies and features in the LatinMonika has more than 15 years experience in the IT American trade and business press.sector, she developed her career as the Enterprise and Prior to taking up this position Roberto was workingMid Market Sales Leader for the DACH region (Germany, for Cisco on driving and growing the SMB channel, overAustria and Switzerland) at Oracle after acquisition of delivering on anything he touched.Sun Microsystems. Currently she leads the Gorilla teamin Germany. Don brings cross functional experience and cross industry expertise on the table, offering more than 7Roberto Loaiza leads Gorilla Corporation Mexico. years of a rich mix of business development, operations,Roberto comes from a network and software engineering strategic marketing management. Diversely experiencedbackground, and has developed a blend of skills in project from start up to workout, turn around and rapid growth-management and commercial channel development. resolves long standing problems and creating solutions His experience in the channel at reseller and distribution that improve operational efficiency. He is regarded tolevel gives him a very pragmatic understanding of the empowering high performance teams.business dynamics in the Mexican channel. Prior to taking up this position Roberto was workingfor Cisco on driving and growing the SMB channel, overdelivering on anything he touched.Gustavo is Vice President of Gorilla Corporation forBrazil. Gustavo has held senior positions in vendors anddistributors, including: Mude Distribuidora, Netgear,Linksys, Cisco, Genius and McAfee. He is a graduatein Sales and Marketing of the prestigious AnhembiMorumbi University in São Paulo. He is a renownedchannel consultant in the LATAM region, havingsuccessfully designed and constructed best practiceroutes to market. www.gorillaict.com 15
  • 16. Lead Generation — Mid Market, SMB & Enterprise Outsourced Field Sales Channel Strategy & Development P2P Ecosystems Market & Channel Research Partner Recruitment & Profiling Win – Loss Reporting Operating worldwide Gorilla is a leading outsourced channel sales and marketing services provider. From demand generation to P2P ecosystems development Gorilla Inside Sales provides IT companies with a broad range of services that grow their businesses and Lead Nurturing increase profitability. Teams of highly experienced sales executives engage with vendors and channel Telemarketing partners to develop new leads, close sales and identify future business strategies. Proven methodology, market understanding and customer satisfaction are at the core Digital Marketing of Gorilla’s ICT mission. The core business of the company is its sales and marketing process. Gorilla’s key Seminars & Events to success is our formal and traceable process in Customer Relationship Management (CRM) and Partner Relationship Management (PRM). PRM & CRM Whether you’re generating ongoing demand from existing customers, finding new prospects, or profiling accounts, marketing needs to fill the sales pipeline with high Road Warriors quality leads to drive its share of new deals and revenue into the pipeline. By demonstrating ROI and recurring revenue to the rest of the organization, Onboarding and marketing gains the credibility it needs to lead the business in new directions. Quarterly off-boarding sales accountability also creates a mutually beneficial relationship between marketing at executives one end of the sales funnel, and the sales team at the other. With this communication channel open, you can identify which programs actually work, improve collaboration on lead nurturing, and throw additional resources into closing important accounts.16 www.gorillaict.com
  • 17. Even with this relationship in place, the quarter-by-quarter fluctuation offorecasts, offers, staff, and resources makes a best-practice approach to marketingprograms difficult to execute consistently. In this environment, outsourcing a demandgeneration task sounds attractive. But technology marketing is a specialized skill.Between the workload and success imperative, marketers can neither afford to helpan outside agency learn the business, nor take a risk on a supplier that may not deliveron commitments. Discovering you’re going to miss a target or deadline when it’s toolate to correct the problem just isn’t good enough. An organized reseller network One stop shop for the You want to observe in them an intimate understanding of your market; a desire for territory targetownership over your goals; and the ability to leverage technology to keep you informed inreal time. They should feel like an extension of your own team rather than a supplier. Business expertise With more than a decade of experience marketing technology solutions for firms likeIBM, British Telecom, Sun, and HP, Gorilla combines big business know-how with small Best practice channelbusiness agility for rapid demand generation. Years of mutual success have transformed managementthese engagements into the longest client relationships in the business. Clients trust Gorillato accelerate their demand pipelines and achieve incremental sales. Clear traceable sales process Knowledge of channel partner characteristics Knowledge of channel partner end user base Clear communication Channel think-tank consultants One-stop shop for worldwide channel and end-user data Pioneering end-user lead monitoring Local coverage for global campaigns with points of presence in more than 20 countries www.gorillaict.com 17
  • 18. Have you ever wondered why sales people sometimes ignore sales leads? It’s a question of quality. A lack of qualification, poor supporting information – all too often, ‘hot’ leads turn out to be cold. Everyone at Gorilla understands that. So we take a different approach. Our Sales Lead Generation service doesn’t just give your sales force leads; it brings them real business opportunities. The first thing we do is assigning a dedicated account manager, an experienced professional, responsible for every part of the relationship from agreeing on the deliverables to fulfilling on our agreement. Then we take the time to listen. We want to know about your product or service. Why it is unique. Why people buy it and, just as importantly, why some people don’t. We want to know about your competitors: where they score and where they miss. We want, in short, to be on your team. A handpicked team Once we understand your value proposition and we’ve agreed the targets with you, we’ll give you a handpicked team of Inside Sales Executives, each chosen for his or her experience of your market and their particular skills and languages. The next step is to bring everyone up to speed. We’ll invite you to spend some time with us, training the team on features and benefits and the types of customers they’ll be calling: their concerns, their beliefs, their aspirations – anything that can give us an edge. We’ll develop detailed caller guidelines, too. Nothing so rigid as a script, because our Inside Sales Executives work best when they have the freedom to really engage with the customer to explore the customer’s requirements and really bring out the benefits of what your company can do for them. Most agencies would leave it at that and hit the phones. We don’t. For us, it’s just the start of a week’s learning exercise, during which our Internal Sales people will add to their knowledge and thoroughly research your company, your products and your marketplace. Then we test. We’ll spend a day on the phones: testing our caller guidelines and fine-tuning our approach; embracing what works and discarding what doesn’t. Exceptional call rates When the campaign starts in earnest, the Internal Sales team will hit the phones on your behalf, each making an average of between 100 and 120 calls a day. Of course, not every call connects with a prospect, but with a good list and a lot of determination you can expect an average of 15/20 positive contacts per person per day. As leads are generated and qualified, they’re passed to your Account Manager for quality checking and then delivered to you by email, phone, SMS or uploaded on to our Leads Online web site. Each lead is graded as ‘Warm’, ‘Hot,’ or ‘Appointment made’ and has a full call report with any additional information the Inside Sales Executive thinks would be helpful for converting it into a sale. Again, many agencies would leave it at that. Again, we don’t. Once the team has completed a few hundred calls, we’ll invite you back. Our team will want to share their experiences, discuss common objections and work with you to develop news ways of handling them. Any problem areas, which could be a common objection or merely an area of technology that needs a little more explanation, will be discussed openly and honestly. Then it’s back to the phones for as long as you need to get the results – the hard, hot qualified leads that your business needs to thrive. And at the end of the project we’ll conduct a full debrief and prepare a top-level executive summary with recommendations for further action.18 www.gorillaict.com
  • 19. Picture this. You have a new opportunity. It could be a product launch, or a newmarket, or maybe a competitor is struggling and its customers are ripe for conversion. You know the business is out there but what you need is more feet on the street.What do you do? You could simply employ more sales people. If, of course, you have the budget and if youcan afford to wait the six months or more it takes to build a team. By outsourcing to Gorilla you can immediately increase the size of your field sales team – in the short or long term –without increasing your company’s headcount. What’s more, the entire process can be self-funding. The first thing we dois appoint an experienced Sales Manager, responsible for managing the entire process, delivering the results and formaking sure that our sales teams neatly dovetail with yours.A proven approachWe’ll handpick a highly motivated team of Field Sales Managers and Inside Sales Executives, and bring them fully up to speedon your products and services. We want to understand the fine details of your value proposition. Why it is unique. Whatmakes people buy and, just as importantly, why some people don’t? We want to know who makes the buying decisions andwho the influencers are. We want to know about where your competitors score and where they miss. We want an edge. Armed with a full understanding of your business, your products and services, and your market, we’ll put together adetailed plan with written deliverables and agreed sales targets. Then we swing into action.Each member of the Internal Sales team will make, on average, up to 120 calls a day. This can be to your own database, alist we’ve sourced on your behalf, or a combination of the two. Depending on your market, that translates into around 20positive contacts per person per day. And that’s when it really starts to get interesting. For the hottest leads, the Inside Sales Executives will make an appointment for the Field Sales Manager to visit. Otherleads are qualified and graded according to the level of interest and how quickly the customer is likely to buy. All of the leads – together with a full contact report and any additional information the Field Sales Manager are passedfirst to the Account Director for quality control and then to you. This can be by phone, email, SMS or through our LeadsOnline web site. The next step is for the Field Sales Manager to host a meeting with your customer to explore his needs. But it doesn’tstop there. With the requirements established, the Field Sales Manager will help one of your key channel partners close thebusiness at a follow up meeting. And not only does this approach generate immediate business, it increases partner loyaltyand incremental sales, too.Self-funding salesIf, like many of our clients, you have an indirect sales channel that you support with a Marketing Development Fund, theentire process can be self-funding. Each of our Field Sales Managers have years of channel sales experience and will work with your Resellers, VARs andSystems Integrators to close the sale. All you have to do is decide which Channel Partners are eligible and how much each lead will cost them. And that meansthat rather than wasting MDF on, for example, hard to measure advertising, they’ll be investing it in real business opportunities.Long term successAlthough Gorilla’s outsourced field sales are usually engaged to solve a short-term problem, many of our clients are sopleased with the service that they retain our services in the medium to long term. And because, after the first project, we canaccurately predict the ratio of calls to appointments to closed business, we’re happy to share the risk with you by operatingon a ‘payment by results’ basis. The result? You get as much extra sales resource as you need it, when you need it and where you want it. And that translatesinto valuable incremental business – handled directly or in conjunction with your channel – with little or no cost or risk to you. www.gorillaict.com 19
  • 20. On that basis Gorilla team members devised and developed one of the earliest ecosystems in ICT, for IBM known as the ValueNet Initiative. This was considered best practice at IBM and became the benchmark and model for many subsequent ecosystem Developing a developments in the industry worldwide. customer centric P2P P2P ecosystems are a combination of two or more partners, often from a multi vendor Strategy environment, joining forces to produce a better customer oriented solution, on a one off or an ongoing basis. Typically an ecosystem might be composed of a hardware VAR, a Segmenting Partners consultant, an ISV, and other “trusted advisors”. Profiling Partners, Gorilla has the experience to create a systematic approach, through structured with up to 300 methodologies and state of the art software tools designed to profile, match, mine and variables evaluate P2P partnerships, as part of its intellectual property portfolio. The trend towards P2P ecosystems is ever increasing, with more than half of all Classifying Partners channel deals today delivered by at least 2 partners. Partners are now anticipating that at least 25% revenue growth will be driven by P2P Partnering. Running the Partner Matching Software tool Facilitating the P2P matches Driving the newly formed relationships by forming joint go-to- market plans Defining the reinforced value proposition and industry plays Forecasting deals Closing the loop until the deals are closed and delivered Measure and track KPIs Gather data about Compare your Document how Act on the Partners close your partners partners and the team can plan and deals using your introduce them to work together generate leads products and companies with and close deals services complimenting skill sets20 www.gorillaict.com
  • 21. For the majority of ICT Vendors having an effective Channel of Partners is paramount fortheir continued growth and success but managing a productive and well-balanced Channel Build trusted and loyalhas its challenges. Channels The Channel is at the heart of many Vendors’ go-to-market strategies and, as such,touches all corners of the Vendor organization from sales to marketing, from technical to Design Channeloperations and from finance to legal. Programs that are At Gorilla Corporation, we are fortunate to have a team of Senior Executives who understandable,have not only managed successful Channel Organizations but have also designed and scalable, flexible andimplemented highly innovative and accomplished Channel Programs. long-lasting Reduce Channel Conflict Profile Channel Types and identify how they should be managedThe equation for success is basic: Demand Generation Add Value to the+ Vendor Support = Customer + Channel Loyalty Accreditation Process Build programs that allow the Channel to differentiate and promote themselves Deliver real, qualified opportunities for Channel Partners Supervise the Channel Pull Program to ensure the highest levels of customer satisfaction Protect Profitability for the Channel and the Vendor Identify and develop the correct Channel Mix Build True P2P Ecosystems Increase Channel Enablement and Support www.gorillaict.com 21
  • 22. Market & Channel Research & Auditing Technology vendors are often challenged by market innovations that show great potential for a variety of segments and job functions. As you can’t be all things to all people, you need to identify the niches where the right variables converge into your best opportunities: your brand, channel partners, price point, demand, market maturity, profit margins, competition and other elements all inform the right decisions. Years of experience in the technology industry and a willingness to ask tough questions contribute to the expertise Gorilla brings to market research. Rely on Gorilla to analyze the marketplace for the answers you need before committing budget and resources to a project. Similarly, by reaching out to your partners for their feedback, and by analyzing channel sales results for trends, we are able to identify any gaps in your organization’s partner enablement regimen. By providing quick access for your partners to the information they need to successfully sell your solutions, and by helping you close channel enablement gaps, Gorilla helps your organization eliminate the barriers to incremental channel sales. Gorilla provides primary and secondary market research, to achieve qualitative and quantitative results. We have vast experience of running focus groups, as well as driving large primary research activities using our Computer Assisted Telephone Interviewing (CATI) systems. Results can be sliced and diced, and analyzed through cross tabulations, data mining and traditional SPSS outputs. Profiling Demand generation hinges on identifying your target audience. Marketers that rush this step put their entire program at risk. Gorilla brings a fresh perspective to profiling your target audience that either confirms your research or discovers gaps that are easy to address once they’re recognized. A firm understanding of the prospect with whom you are trying to communicate means other program decisions on channel, message, and design are easier to make. Arming your sales people with profiles that identify the existing technology, hierarchy, and buying agendas for your target accounts before they pick up the phone improves your growth rates in existing accounts and your penetration rates for new ones. A complete prospect profile is a prerequisite to achieving your pipeline targets with the best possible ROI. Win-Loss Reporting What do your closed deals all have in common? Where are your competitors beating you? Is your sales force effectively trained? Where can you improve? Understanding your strengths and weaknesses from the prospect or customer’s point of view can inform every part of your business from sales and marketing to operations and product development. Gorilla relies on its core strength in inside sales processes to excel at this kind of win-loss reporting. Since prospects are proven to be more honest responding to third-party questions, Gorilla can get important answers that you may never hear from your prospects and customers. Data from win-loss reporting can be fed back into the beginning of your next demand generation effort for better targeting and better messaging. Similarly, this kind of intelligence helps you identify gaps in your channel and sales training that are acting as barriers to growth. It’s a fundamental component of continuous improvement. Whether you’re building lists, identifying hot leads or learning why you won or lost specific deals, results speak for themselves. Demand generation programs by Gorilla add the credibility of proven revenue and ROI to your marketing efforts through incremental sales and accelerated production of pipeline. Continuous success is the foundation of Gorilla’s long-term relationships with firms like IBM, British Telecom, Sun, and HP. To discuss how we can partner with you to achieve your demand generation goals, please contact us. Gorilla can get important answers that you may never hear from your prospects and customers.22 www.gorillaict.com
  • 23. Our team is picked not chosen. We pride ourselves in having the most experienced and linguistic diverse work forceknown in this industry today. Language proficiency (both written and spoken) ranges from American English, BritishEnglish, French, German, Italian as well as Russian. Our training model ensures that our staff obtains an in-depthunderstanding of client’s business which is of critical importance in ensuring the success of any campaign. Gorilla Africa BPO Ltd. offers a wide range of services in outsourcing aimed at propelling your business into new andprofitable business ventures.Customer acquisition Tele-marketing targeting new markets, increasing market share as well as up-selling and cross-selling of products and services. Lead /demand generation Appointment settingCustomer retentionAt Gorilla Africa BPO LTD, we recognize that customer service is paramount if a business is to retain and increase itsmarket share through Customer Care, CRM, Help Desk and First line technical support.Database managementAccurate, relevant and comprehensive data is pivotal to any business. Out of Nairobi, we provide tailor-made services toensure that we create and maintain a credible database for your business. This includes: database cleaning, data entry anddata digitization. Predictive dialing Enhanced call transferring Comprehensive CRM/ Scripting Remote agent capabilities Call recording Callback scheduling (ACD) Call logging and measurement Agent Monitoring & coaching modes Inbound campaigns Easy campaign setup Outbound solutions Reporting/List management Business to Business calling Customized worksheets/ sales sheets Auto dialing & voice broadcasting Training time/ setup time www.gorillaict.com 23
  • 24. TRADING & ENTERPRISE DEVELOPMENT DIVISION Improving national economies through SMB24development and export commodity trading www.gorillaict.com
  • 25. Alessandro holds a Ph.D. in economics from the Stephen has a deep and extensive background in bothUniversity of Manchester; he has held senior positions politics and entrepreneurship. Having held seniorwithin the United Nations, particularly within UNICEF positions into the UK Labor Party and that of Chiefand WHO where he worked as Senior Macroeconomist Executive of Lambeth Council in London, Stephenwith Jeffery Sachs. Recipient of Multiple international migrated to the academic sector spearheading the driveawards, Alessandro has been the Rotary ambassador for of London universities to foster entrepreneurship inPeace in 2003. Equipped with important political capital, collaboration with the British government.Alessandro works with Governments in the most war torn Stephen is now program director for Alchemy Worldcountries around the world to re-establish social justice. NGO creating Public Private Partnerships and executing development plans with special geographical focus in the Horn of Africa.Daniel has had a full and senior career in the ICT Markets inthe USA and the Horn of Africa. He has fulfilled a numberof senior management roles in the ICT hardware channel, Helen has held long term senior positions with Cargillculminating in the post of country CEO for NCR in the PLC and carried out the responsibilities of Europeancrucial African trade gateway nation of Djibouti. Since business development and trading leader. She hasthen Daniel has been working relentlessly at achieving specialized in all aspects of the trading and supply of foodsocial change and SMB private sector development in and agricultural products. She has negotiated long-termEthiopia by leading our associated non-governmental supply agreements with a turnover of US $80 Million andorganization, Alchemy World NGO in Ethiopia. has managed logistics for freight transit with an annual value of US $15 Million. Helen is fully accustomed to dealing with governmental bodies and sales organizations and has deep experience and familiarity with the many cultures within Africa, South America, India, Pakistan and other regions. Her career at Cargill Plc. also includes management of derivatives and futures positions. Helen holds an honors degree in Hispanic studies. www.gorilla-corporation.com 25
  • 26. It is increasingly apparent that corporate social responsibility has become a business imperative. “Doing the right thing”, however, turns out to be a complex notion indeed. It involves maximizing shareholder value, retaining the respect of the investment community, motivating one’s own employees, whilst driving a personal business transformation in one’s business values from hard core capitalism to social capitalism. Does CSR pay? It is an enthralling prospect, it is hard to prove, but it is now inevitability. The world expects companies to act responsibly; too many examples already exist of massive brands that have hovered on the brink of collapse (or have indeed collapsed) on the grounds of ignoring social responsibility. This decade is about companies re-evaluating their ethical framework and the means of driving shareholder value. In many cases it is about extending the concept of shareholder value beyond monetary return on investment. Gorilla CSR helps its clients address the evolving demands of corporate social responsibility. CSR must be cohesive and harmonized with the corporate structure. Gorilla Development Executives are steeped with frontline experience within the harshest environments where a corporate can prove its CSR value. Driving projects home for UNICEF, for Microsoft, delivering human, social and business bwnefits across the spectrum. Gorilla is not just a consulting firm from an office tower; Gorilla development emerges from the trenches of where CSR must have an impact. Our understanding is truly 360 degrees, not from textbooks and conventions, but from having seen the darkest corners of humanity shine forth through good implementation of CSR strategies. Alchemy World which sits within the Gorilla Corporation umbrella as a nonprofit has been designed in partnership with Microsoft CSR and has been delivering successful CSR programs that not only effectively showcase CSR value that drives stock price up, but also drive positive transformation home where it matters.26 www.gorilla-trading.com
  • 27. Always focused on creating export opportunities for SMB businesses Gorilla Corporationmake it their mission to support the national balance of trade. We understand theimportance of SMB in the world. Today, for instance, China’s economy is almost entirelycomposed of SMBs (99.9% of companies, 84% of employment Source: World Bank). Gorilla Corporation through it’s associated NGO (Non Governmental Organization),Alchemy World, have developed a blueprint for successful capacity building of SMBcompanies. Our concept is of spreading the opportunity regionally. Typically creating a series of QIMIAO FAN,Entrepreneurship Academies, spread nationwide in each provincial capital. Based on a WORLD BANKpedagogic philosophy of action learning, rather than chalk and talk. Gorilla Corporation also has the experience of driving FDI (Foreign Direct Investment)into national economies, and the financial strength and presence to enable funding tosupport the SMB growth, this we achieve through relationships with Banks, MFIs (Micro-Finance Institutions) and Investment networks. The KPIs (Key Performance Indicators) for our academies are ambitious. Each one canproduce up to 1250 entrepreneurs annually, driving employability as well as employmentopportunities at a staggering scale. Creativity, imagination, determination are at the coreof our system.A Unique Formula of PPP www.gorilla-trading.com 27
  • 28. Faster rural growth which will result in better living We have the knowledge and skills to analyze any commodity market opportunity and standards for all and have direct experience in developing countries. We are able to assess quickly what more jobs for every the opportunity is to create additional value in the supply chain be it in agricultural sector of society commodities such as cereals and proteins or softs such as sugar, coffee, tea and cocoa. We see fruit and vegetables and flowers as other areas of opportunity. Less reliance on We work with producers to minimize the risks inherent in any commodity market imported products using various tools including merchandising of crops prior to harvest and other hedging instruments each tailored to individual circumstances and requirements. Ability to create local supply chains to support local agricultural processing The transfer of knowledge in farm management skills using best practice to achieve sustainable improvement in crop yields Access to global The establishment of locally-managed cooperatives to maximize both buying power markets which in and the opportunities for sales turn generate foreign The introduction of modern supply-chain concepts such as product traceability which exchange revenue help to ensure that all products realize their full potential value. Our team works closely with our own CSR team particularly in identifying the sectors of the supply chain which would benefit from improvements in efficiency.28 www.gorilla-trading.com
  • 29. GROUP SOCIALRESPONSIBILITY www.gorilla-trading.com 29
  • 30. Its key objective is to deliver long-term solutions to alleviate poverty in the poorest communities. It achieves this through social entrepreneurship, focused education and a business support program. Alchemy World focuses on the Technology and Services sectors in areas with the greatest opportunities for sustainable, revenue-generating work. Alchemy World also looks to stimulate rapid growth in small and medium-sized enterprises in sectors such as construction, agriculture, media, manufacturing, retail, distribution, tourism and education. We work to improve the lives of women through educational and income generating opportunities. Knowing that poverty-stricken women in the developing world often face severe discrimination, we provide an avenue for women to break the cycle of poverty for future generations.30 www.gorilla-trading.com
  • 31. It is from that sense of wonder, awe and inspiration that the Corporation derives its name. The Dian Fossey GorillaThe Gorilla interweaving in its core character, power, sensibility and social responsibility. Supporting the Gorilla is a very complex affair, it not only involves protecting their Fund Internationalecosystem from war and poaching but also extends into harmonizing human interaction is dedicated to theat the fringes of their habitat. conservation and Our goal is to participate actively, beyond mere fundraising to collaborate with theDian Fossey Gorilla Fund to empower local societies to live in symbiosis with the great protection of gorillasapes. Economics has much to do with this. and their habitats in Social entrepreneurship holds a key to settling the main problems in the region. Weare committed to doing our utmost to resolving the challenges for the people living in Africa. It is committedproximity of the Gorilla families, so that they can become part of the solution. to promoting continued research on the gorillas and their threatened ecosystems and to providing education about their relevance to the world in which we live. In collaboration with government agencies and other international partners, it also provides assistance to local communities through education, health, training and development initiatives. www.gorilla-trading.com 31
  • 32. GORILLA CORPORATION HOLDINGS & AMERICAS HQ:GORILLA CORPORATION MEXICO:GORILLA CORPORATION BRAZIL:GORILLA CORPORATION EMEA H.Q.:GORILLA CORPORATION GEMANY:GORILLA CORPORATION METAP (MIDDLE EAST, TURKEY,AFRICA, PAKISTAN):OPTIMA (TELECOM) CONSULTING AG:GORILLA BPO LTD:www.gorilla-corporation.com

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