bp

1. For ASBIS Middle East
Business Plan – Servers & Storage
Abhinav Jhingran | +971554429572 | abhinavjhingran@gmail.com

2. Value Proposition
Account
Management
 New Partners On-boarding via existing relations, channel engagements.
 Offering partners direct communication on anything related to Product, Pricing,
Pre-sales, Post-sales, Specking, Tender writeups, support services.
 Helping partners with Lead generation, Specking, Bidding, Competitive
Intelligence, Product, Presales, Deal Reg, Pricing & Post sales.
 Enabling partners to respond in a timely manner to end-customer requirements,
queries & clarifications.
Marketing
 Brand Awareness within End Users & Partner community.
 Partners focused marketing WebPages, Email communications across the product
portfolio, Tele-calling, Tailored Events, Lead-generation activities, Tech meets,
Road shows, Social Media.
Trainings
 Partner Enablement’s: Technical (Post-Sales ) training on trouble shooting.
 Channel Enablement’s: Sales & Technical (Pre/Post-Sales) training/workshops
programs generally customized to the needs of the reseller.
Support &
Services
 Provide POC’s, Demos, Data sheets, guidance to address competition related
queries, Implementation’s etc.
 Help partners to generate support tickets, lock calls in case of support outage or
validity violation.
 Help some partners build a local support center.

3. 30-60-90 Day’s Agenda
30 days - Prospect & Plan 60 days - Qualify & Build 90 days - Propose & Close
 Complete on-boarding formalities.
 Integrate into the team, align with
Vendor’s SE’s & TAM’s
 Do online Certifications & Trainings
on products.
 Acquire the list of existing partners
& on-going cases (Funnel)
 Prepare a brand/product value
proposition deck to pitch with
partners.
 Meet existing partners ( min 15)
 Start sending proposals
 Work on the “Low-Hanging-Fruits”
for quick closures
 Identify & prepare a target list of
partners in each vertical to address
relevant products.
 Meet 20 New partners - Discovery/
Pipeline Building/ Early Prospects
 Identify 4-5 Focused partners for each
territory
 Meet all focused partners
 Develop a GTM with each partner
 Plan Marketing activities
 Launch early adopter & partnership up-
gradation promo for partner.
 Create Demand Generation engine with
internal and external teams
 Review with Internal stakeholders
 Target 30 partner Meetings- Follow-
up’s.
 Actively build the pipeline for a strong
2nd and 3rd Quarters
 Review with the partners for Pipeline
build/ Opportunity creation
 Marketing activities through mass
mailers, Social media.
 Plan “Call-Out” day activities with
partners.

4. Revenue Plan 2019-2020
Tentative Planned Revenue for Q3 &
Q4 2019, Q1 & Q2 2020
SMART $ X
Quarter Percentage Amount USD
Q3 2019 15% 15% of X
Q4 2019 25% 25% of X
Q1 2020 40% 40% of X
Q2 2020 20% 20% of X
Total 100% $ X

5. Revenue Plan – Region / Quarter Wise
Tentative Planned Revenue SMART $X
Q3 2019(USD) Q4 2019 (USD) Q1 2020(USD) Q2 2020(USD) Region-wise Total
UAE 15% of A 25% of A 40% of A 20% of A A = 75% of X
Qatar - - - 100% of B B = 5% of X
Bahrain - 100% of C - - C = 5% of X
Oman - 50% of D - 50% of D D = 10% of X
Kuwait - - 100% of E - E = 5% of X
Quarter-wise
Total
11.25% of X 28.75% of X 35% of X 25% of X 100% of X

6. Target Market Segments
51
14
12
8
10
5
Small / Mid Size Companies / Software Companies
IT / ITES
Computer Hardware
Telecommunications / ISPs
Retail
Others (Education/Financial Services / Management Consulting / Avation& aerospace)

7. Target Partners
Partner Name Region Partner Name Region Partner Name Region
Cad Gulf UAE Intertec UAE Promise Computers UAE
Asiaadata UAE ABB UAE Protocol Systems UAE
Cad Emirates UAE LA Technologies UAE Scientechnic UAE
Ceenex UAE Mastertech UAE Seven Seas - AUH UAE
Computracs UAE Matrix Group UAE Seven Seas -DXB UAE
Data Capture Systems UAE METCO Kuwait Siemcom UAE
Data Craft / NGC UAE Microhit Technologies UAE Sigma Technologies UAE
Ericsson Kuwait Mirai Technologies UAE Smart Entity Kuwait
FutureTec UAE NDS UAE SolveIT UAE
Ganis IT UAE NETLINKS Oman Syscons Computers UAE
GBM - DXB UAE Network Intelligence UAE Tekdeliver UAE
Genius Byte UAE Network Intelligence UAE Telephony Telecom UAE
Genome Technologies UAE Network Solutions UAE VBS UAE
Gerab Systems UAE NGC UAE Solid Solutions UAE
Global Energy Company Kuwait OBMD UAE L&T UAE
Greycells LLC UAE Office Plus UAE
Ilanz UAE Phoenix Oman
Infocom UAE Pinnacle Computers UAE

8. Market Reports

9. Market Summary – Super Micro
 White Box (ODM) Server Market:
Ref: https://www.reuters.com/brandfeatures/venture-capital/article?id=97258
 Super Micro Server’s demands by Industries:
 Competition:
 Dell EMC, HPE, Cisco, Fujitsu, Lenovo, ASUS,
BIOSTAR, Etc.
 Edge Over the Competition
 First-to-Market
 Most Optimized Designs
 Widest Range of Server Products Available
 Best Selection of High-End Server Products
 Best Price/Performance Ratio
 High Availability
 High Performance
 High Density
 Extensive Product Lines to Customize to
Customer Needs

10. Market Summary – Western Digital
 Global Entry Level Storage Market:
 Entry Level NAS Customer’s Base:
 SMB’s and Entry Level (<50 Users)
 Competition:
 Netgear, Synology, QNAP Systems, Asustor,
Buffalo, ZyXEL Communications, Thecus
Technology
 Edge Over the Competition
 Technology Focus
 Lower Average Selling Price
 High quality Reputation
 Technology Innovation Ability
 More stable RoE than Competition

11. Market Summary – Infortrend
 Infortrend’s Positioning:
 Backup and Recovery Storage
 Unified Storage:
 EonStor GS: Enterprise-class Unified Storage
Integrating SAN, NAS and Cloud
 EonStor Gse: Near-line and Cloud-Integrated
Unified Storage for SMB
 Enterprise CCTV Storage
 EonServ: Highly Integrated Single and Dual
Processors Storage Server
 Expansion Storage:
 JBOD: Highly Integrated Single and Dual
Processors Storage Server
 Hybrid Cloud Storage Appliance
 EonStor GSc: Hybrid Cloud Storage Appliances
Designed to Streamline Enterprise Cloud
Deployment and Access
 Competition:
 Promise, Resilient, QSAN, NetApp, Dell
EMC, Equallogic, Unity, SC Series, HPE
Storageworks
 Edge Over the Competition:
 Diverse portfolio of Storage products
 Integration with various Back & Recovery
vendors
 Enterprise All-Flash Unified Storage
 Simple and flexible, highly available design

12. Opportunities with Partners
 Super Micro:
 Remote / Brach Offices - Tower / 4U SuperServer® Solutions
 Standalone Servers / Virtualization – 1U/2U/3U/4U Rack SuperServer Solutions
 Hyper Converged Infrastructure (HCI) - Supermicro FatTwin™ Server Solutions
 Dense Compute – SuperBlade Solutions
 Storage - Supermicro SuperStorage Solutions
 Automation / Engineering - SuperWorkstation Solutions
 Western Digital:
 CCTV - IntelliFlash™ T-Series Storage Arrays & JBODS
 Purpose-built flash arrays - - IntelliFlash™ SAS / NVMe All Flash Arrays
 NAS – Storage Servers
 Infortrend:
 Back & Recovery Storage
 Enterprise-Class High Availability SAN Storage - EonStor DS Family
 Entry to Enterprise NAS and SAN storage with dual active controllers - EonStor GS Family

13. Business Strategy
 Enabling Partners (x-xxx)
 Cross-vendor’s partners enablement
 Focus on NetApp Partners
 Focus on startups & SMB market partners
 Focus on CCTV, DC Building partners and contractors
 Focus on Veeam partners
 Trainings to partners
 Enabling few partners for local onsite support
 PoC’s and availability of Demo Units for partners and their customers
 Solution Center / Center of Excellence for Partners and EU’s.
 Marketing
 Marketing on LinkedIn and social media
 Incentive plans for partners
 Product’s Bundling for Integrated solutions

14. Product’s Bundling
 Infortrend + Veeam :
 Block Level VM Backup with DS Family
 File Level VM Backup with GS Family
 Super Micro Servers + InforTrend Storage for Enterprise
 Super Micro Servers + Western Digital Storage for SMB’s / ROBO
 Super Micro Servers + Vmware vSAN
 Super Micro Servers + InforTrend Storage + Veeam + Infortrend Backup &
restore
 Infortrend Remote Backup solution for DR & Cloud

15. Goals and Objectives
 Short Term (Six Months):
 Get at least 50 new partners onboard
 Focus on existing partners positioning entire portfolio
 Trainings to all existing partners on the Super Micro, WD & Infortrend's, end
to end product line.
 Ensure to build the pipe line and streamline the channel sales
 Achieve the annual targets
 Long Term (Two Years)
 Achieve a mark of 300-350 new partners
 Building up local support partners

16. SWOT Analysis – Super Micro
 Strengths:
 Strong dealer community
 Strong distribution network
 High level of customer satisfaction
 Successful track record of developing new products
 Strong Brand Portfolio
 Good Returns on Capital Expenditure
 Weakness:
 Financial planning is not done properly and efficiently
 Not very good at product demand forecasting
 Low investment on R&D
 Limited success outside core business
 Opportunities
 Benefit of fast changing server’s & storage industry
 New customers from online channel
 Opening up of new markets
 Benefit of cloud & IoT for next generation demands
 Threats:
 Intense competition
 Growing strengths of local distributors
 Quality of products
 Focus on system management tools

17. SWOT Analysis – Western Digital
 Strengths:
 Good Returns on Capital Expenditure
 Strong Free Cash Flow
 Strong dealer community
 Strong distribution network
 Highly skilled workforce
 Superb Performance in New Markets
 High level of customer satisfaction
 Weakness:
 Marketing of products
 Market share in the niche categories
 Limited success outside core business
 Opportunities
 New trends in the consumer behavior
 Decreasing cost of transportation
 Lower inflation rate
 New customers from online channel
 Opening up of new markets
 Benefit of cloud & IoT for next generation demands
 Threats:
 Intense competition
 Growing strengths of local distributors
 Quality of products
 Focus on storage management tools

18. SWOT Analysis – Infotrend
 Strengths:
 Global market branding
 Diverse product portfolio
 Strong distribution network
 Highly skilled workforce
 High level of customer satisfaction
 Gartner’s listed company
 Weakness:
 Marketing of products
 Market share in the niche categories
 Limited success outside core business
 Opportunities
 New trends in the consumer behavior
 Decreasing cost of transportation
 Lower inflation rate
 New customers from online channel
 Opening up of new markets
 Benefit of cloud & IoT for next generation demands
 Threats:
 Intense competition from Dell EMC, NetApp and other
players
 Growing strengths of local distributors

19. Resource Requirements
 Requirements for the following resources:
 Demo Units for training partners and customers and for PoC purposes
 Marketing support and events for partners with vendors
 Trainings from Vendors

20. Q & A
Questions…………?