This document proposes a new business development partnership approach. It suggests facilitating the startup and growth of emerging vendors in Italy and Southern Europe by pursuing opportunities, implementing business development activities, and creating an ecosystem with complementary partners. The approach would leverage the assets of senior professionals with commercial experience in marketing, business development, sales, channels, deals management, and relationships. It outlines identifying market trends, formalizing partnerships with emerging vendors and leading vendors, building channels through systems integrators and VARs, and managing leads generation and opportunities.

1. 13/07/10 potresti voler domandare potresti voler domandare you might want to ask you might want to ask vous pourriez demander vous pourriez demander puede que desee pedir 您可能要问 möchten Sie vielleicht fragen ίσως να θέλετε να ζητήσει você pode querer perguntar je zou willen vragen お聞きしたいことがあります לואשל הצרתש ןכתיי sormak isteyebilirsiniz Ви можете запитати potresti voler domandare aţi putea dori să întreb aţi putea dori să întreb unaweza kutaka kuuliza قد ترغب في أن نسأل ίσως να θέλετε να ζητήσει 您可能要问 je zou willen vragen you might want to ask você pode querer perguntar לואשל הצרתש ןכתיי aţi putea dori să întreb puede que desee pedir je zou willen vragen قد ترغب في أن نسأل قد ترغب في أن نسأل

2. Pag. potresti voler domandare potresti voler domandare you might want to ask you might want to ask vous pourriez demander vous pourriez demander puede que desee pedir 您可能要问 möchten Sie vielleicht fragen ίσως να θέλετε να ζητήσει você pode querer perguntar je zou willen vragen お聞きしたいことがあります לואשל הצרתש ןכתיי sormak isteyebilirsiniz Ви можете запитати potresti voler domandare aţi putea dori să întreb aţi putea dori să întreb unaweza kutaka kuuliza قد ترغب في أن نسأل ίσως να θέλετε να ζητήσει 您可能要问 je zou willen vragen you might want to ask você pode querer perguntar לואשל הצרתש ןכתיי aţi putea dori să întreb puede que desee pedir je zou willen vragen قد ترغب في أن نسأل قد ترغب في أن نسأل A New Partnership Approach

3. Fortasse Requiris (you might want to ask) A Business Development Organization based on a network of senior Professionals sharing vision and objectives driven and compensated by results Pag.

4. Value Proposition Innovative technologies are often created by niche or new Vendors with limited resources and not or minimal International coverage The Market is looking for innovation, but rarely adopts technologies missing local competences and support at Enterprise level ccan facilitate the start-up and growth of emerging Vendors in Italy and/or Southern Europe, pursuing the opportunities, implementing the Business Development activities, and creating an EcoSystem with the most complementary Partners. Pag.

7. The Approach Business Development model details Pag.

8. 1. Market Trends identification ICT Market Identification of the IT archititecture’s evolution and enabling technologies Pag.

9. 2. Partnership formalization Emerging Vendors Leading Vendors Selection and Partnership proposal ICT Market Pag.

10. 3. Building the Channels ICT Market Emerging Vendors SIs & VARs Engagement and qualification Building a value added offering with complementary services Pag.

11. 4. Leads generation and Management Sales & Support Marketing & Demand Creation Business Development coordination ICT Market Emerging Vendors Opportunities & pipeline management Delivery through Channels SIs & VARs Pag.

13. Pag. potresti voler domandare potresti voler domandare you might want to ask vous pourriez demander vous pourriez demander puede que desee pedir 您可能要问 möchten Sie vielleicht fragen ίσως να θέλετε να ζητήσει você pode querer perguntar je zou willen vragen お聞きしたいことがあります לואשל הצרתש ןכתיי sormak isteyebilirsiniz Ви можете запитати potresti voler domandare aţi putea dori să întreb aţi putea dori să întreb unaweza kutaka kuuliza قد ترغب في أن نسأل ίσως να θέλετε να ζητήσει 您可能要问 je zou willen vragen you might want to ask você pode querer perguntar לואשל הצרתש ןכתיי je zou willen vragen قد ترغب في أن نسأل Fortasse requiris consulting Francesco d’Amico Founder, Sales Strategian [email_address] (+39) 335.7558773 you might want to ask aţi putea dori să întreb puede que desee pedir قد ترغب في أن نسأل