Valdir_Adorni-Go_To_Market

Huawei Symantec Technologies Corporation

Brazil - LA Business Go to Market Plan

Valdir Adorni
Channel Marketing Manager Applicant
Date: July, 23th 2010.

The use of this material is free provided copyright for Huawei Symantec Brazil Corporation only. 1
This material may not be sold, or published in any form.
Disclaimer:
Managing people and relationships are sensitive activities; the material and advice available Huawei-Symantec Brasil
HR with application proposal to Channel Marketing Manager Position only .
Please retain this notice on all copies.

© Valdir Adorni 2010-2010

Contents page

Title Page……………………………………………………………………………………………………………………..Page 1
Introduction Page and Definitions………..………………………………………………………………………..Page 3
Mission Statements…..…………………….…………………………………………………………………………….Page 5
Go to Market Action Plan ……………………………………………………………………………………………...Page 6
Go to Market Action Plan under Initiatives……… ………………………………………….………………...Page 7
Go to Market Action Plan under Initiatives Addendums………………………………………………..Page 11

Disclaimer:


Introduction page and Definitions

Huawei Symantec Go to Marketing Plan tends to be a content presentation to whom it may concern with
Huawei Symantec Brazil and its international board of contributors, as a plan for market access in a
holistic approach by the Valdir Adorni applicant to Channel Marketing Manager position.

This Plan also tends to be a strategy plan with Huawei Symantec Brazil with information and directional
guidance of acting within the market segment in Data Storage, Events and Strategies to Support
Marketing and its clients.

The purpose of this plan initially guided this evaluation and understanding of the candidate Valdir Adorni
along with the Huawei Symantec Corporation represented by Ms. HR Li Xiaoyang in the application for a
position of Channel Marketing Manager in Brazil and to whom it may concern internally.

The purpose of this Plan also sees possibilities for the use and marketing activities with Huawei-
Symantec Brazil that can add values and ideas of integration and visibility for Huawei-Symantec within
Brazil and Latin American market.

a plan - a statement of intent - a calculated intention to organize effort and resource to
achieve an outcome - in this context a plan is in written form, comprising explanation,
justification and relevant numerical and financial statistical data. In a business context a
plan's numerical data - costs and revenues - are normally scheduled over at least one trading
year, broken down weekly, monthly quarterly and cumulatively.

a business - an activity or entity, irrespective of size and autonomy, which is engaged in an
activity, normally the provision of products and/or services, to produce commercial gain,
extending to non-commercial organizations whose aim may or may not be profit (hence why
public service sector schools and hospitals are in this context referred to as 'businesses').

business plan - this is now rightly a very general and flexible term, applicable to the
planned activities and aims of any entity, individual group or organization where
effort is being converted into results.
The business entity could also be a proposed start-up, a new business
development within an existing organization, a new joint-venture, or any new organizational
or business project which aims to convert action into results.

Disclaimer:


Introduction page and Definitions
strategy - originally a military term, in a business planning context strategy/strategic
means/pertains to why and how the plan will work, in relation to all factors of influence
upon the business entity and activity, particularly including competitors (thus the use of a
military combative term), customers and demographics, technology and communications.

marketing plan - logically a plan which details what a business will sell, to whom, when
and how, implicitly including the business/marketing strategy.

sales - the transactions between the business and its customers whereby services and/or
products are provided in return for payment. Sales (sales department/sales team) also
describes the activities and resources that enable this process, and sales also describes the
revenues that the business derives from the sales activities.

sales plan - a plan describing, quantifying and phased over time, how the the sales will be
made and to whom. Some organizations interpret this to be the same as a business plan or a
marketing plan.

service contract - a formal document usually drawn up by the supplier by which the
trading arrangement is agreed with the customer.

strategic business planning - developing and writing a strategic business plan.

philosophy, values, ethics, vision - these are the fundamentals of business planning, and
determine the spirit and integrity of the business or organization.

Disclaimer:


Mission Statements

Huawei-Symantec Brazil Mission to market it operates, is to support its customers in their business
continuities in a unique and passionate ruled on ethics, truth, relationships, career and personal values,
aligning with the best quality with customer cost benefits offers the best technological solutions based on
innovation in their Departments of Research and Development

Business success is determined by deeper factors.

Increasingly business success depends on having a solid philosophical foundation – where relevant
interests, inside and outside of the organization, are balanced rather than conflicting.

The bigger the business, the more widely it must consider how it relates to external interests and
responsibilities - to society and the world at large.

A business with this sort of harmony and balance built into its shape and principles at the outset has a
huge advantage over a business which contains tensions and competing pressures.

Considerations, relationships and passion.

Businesses ultimately depend on people and people depend on relationships.

Aside from this - and without diminishing the significance of other vital business components such as
reliability, value, quality, etc., which are necessary merely to survive at a basic level -

uniqueness and passion are the remaining special ingredients for success

Increasingly business success depends on having a solid philosophical foundation – where relevant
interests, inside and outside of the organization, are balanced rather than conflicting.

The bigger the business, the more widely it must consider how it relates to external interests and
responsibilities - to society and the world at large.

Disclaimer:


Business Go to Market Action Plan
The action plan envisioned for Huawei-Symantec Brazil visibility and LA within the field of activity in the
market initially does not escape the rules that make the tools modern marketing.

The innovative initiative on these aspects of actions and use of marketing tools, reconciled with the
mission of the company, technology used and how to use innovative approach to the market with
innovating the marketing will be the successful integration of the brand in the market.

I believe that besides the targeted marketing executives in the market, Huawei-Symantec, should also
focus on the large market of end users within the industry who will be targeting the public to be achieved
by strengthening the Buzz Word of the Brand.

A passionate work to decision makers within corporations but are essential to give scope to the field of
professional end users and market channels, inviting them to interact, showing the strength of the mark in
Road Shows, Own Huawei-Symantec Conference participatory Sponsored such as those occur regionally
by IDC Group, Interaction Hands on Lab in research agencies and or in their own laboratories and
Neutral presentations within universities and technical schools and open to customers and market will be
the key to success.

Encouraging the participation and representation within functional associations and sponsorships are part
of the marketing association focused on social support in principle the community of values and ethics.

An excellent contacts baseline working with Symantec, participation from the business opportunities and
Symantec providing the ability to sell Huawei products solutions within the sphere of private or
government customers.

Strategic acquisition of contacts to decision-markers within the market, such as acquisition pro-active or
participatory, and direct e-marketing and baseline segmentation patriarch to businesses and end-users to
interact Webinars (Brightalk Tool), community, voluntary actions and associations strategic and
sponsorships are part of the marketing plan.

Tools and models provided for the strengthening of viral marketing within the cloud infrastructure and
social networks, establishment of an integrated web portal region of operation enabling identification with
local cultures.

Definitions of who and when to act aggressively in the market strategy focused on the cause and effect
transactions with attractive financial incentives to purchase solutions, promotion and global growth of
Huawei-Symantec and its market share adding to its reliability and global equities also public / press
relations.

This plan of action does not enables studies on return on investment financial neither aim higher to Be
Achieved

Disclaimer:


Go to Market Action Plan under Initiatives

Start up Initiatives

1. Conferences
1.1 Cause

Participation in IDC Brazil Latin America conferences infrastructure and Vision Storage and Telecom
Television / Radio / Cable / Internet IP / Digital TV becomes the great visibility to the market in which the
company starts its activities and market penetration by sponsoring and sharing costs with others vendors.

1.2 Effect

Company Disclosure for the entire audience ABC Levels professionals within the Conference.
E-marketing baseline for future internal Huawei-Symantec marketing campaigns.
Panel Discussion among professionals on issues related to operating segment.
Networking
Portfolio
Technology Booth

1.3 References

IDC Latim América Headquartered São Paulo www.idclatim.com.br
Rio Info Conference www.rioinfo.com.br
Argentina Telecom Encuentros Regionales www.encuentrosregionales.com

See addendums examples page

Disclaimer:


2. Own Conferences and Road Shows
2.1 Cause

Creating conferences to the market with potential for exposure of equipment, Solutions, Hands on Lab
Laboratories, presentations and panel discussion.

Road Shows in the main squares of the corporate market and government agencies in the region of
operation.

Reach to the Executives and Professionals through communication.

2.2 Effect

Scope of credibility quickly with the market for independence and show sustainability.

Attention directed by the audience fully for Huawei-Symantec.

2.3 Competitors References:

EMC2 Forum

3. Channels
Encouraging Channels to Customer Services on Huawei-Symantec supervision within a program of
treatment and delivery to the customer.

Differentiated incentives to financial transactions in relation to competitors with the Bank of China on
financial transactions Capex and Opex.

Insertion and presentations in line with Symantec Channels.

Disclaimer:


4. Private Customers

Differentiated incentives to financial transactions in relation to competitors with the Bank of China on
financial transactions Capex and Opex.

Customer Education customers technology training.

5. Universities and Colleges

5.1 Cause
Agnostic presentations initiatives to the University and Technical Colleges with presentations on
technology and data storage.
5.2 Effect
Direct marketing and visibility of the brand with the future professionals and a plan for continuity and
sustainability.

6. Web and Social Networks

6.1 Cause

Web Page Creation Huawei Symantec Brazil

Channels with a focus on Social Media, Viral Marketing Huawei Symantec Brazil - Brazil identification with
the community and LATAM.

Sources

LinkedIn - Facebook - Twitter

Channel Social & Slides Decks Presentations to Social Channels
Slideshare

6.2 Effect
Interactivity and integration

Disclaimer:


7. Webinars
7.1 Cause

Presentations through the channel Brightalk
Creating Channel Interactive to Brazil Brightalk Webinar presentation.

7.2 Effect
Remote presentations to customers, channel and end market of new products and or trends, reduced
advertising costs.
Professional advancement Huawei-Symantec Staff.

8. Marketing Tools and E-Marketing
Integration and use marketing and business focused tools on creating opportunities, visibility, and
marketing.

Tools
Housoft.org
Sales Force

9. Press Marketing
Channels Advertising via web technology, magazines and television shows dedicated to technology.

10. Associations
Supporting existing industry associations within equity and company representativity within the industry.

Sponsoring association publications such as dictionaries or technological industry publications.
www.abpmp.org.br
www.snia.org.br
www.cmg.org.br
www.computia.org

Disclaimer:



Addendums Examples Events, Conferences and Relationship

Disclaimer:


Valdir_Adorni-Go_To_Market

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