Valdir_Adorni-Go_To_Market

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Valdir_Adorni-Go_To_Market

  1. 1. Huawei Symantec Technologies Corporation Brazil - LA Business Go to Market PlanValdir AdorniChannel Marketing Manager ApplicantDate: July, 23th 2010.The use of this material is free provided copyright for Huawei Symantec Brazil Corporation only. 1This 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 BrasilHR with application proposal to Channel Marketing Manager Position only .Please retain this notice on all copies.© Valdir Adorni 2010-2010
  2. 2. Contents pageTitle Page……………………………………………………………………………………………………………………..Page 1Introduction Page and Definitions………..………………………………………………………………………..Page 3Mission Statements…..…………………….…………………………………………………………………………….Page 5Go to Market Action Plan ……………………………………………………………………………………………...Page 6Go to Market Action Plan under Initiatives……… ………………………………………….………………...Page 7Go to Market Action Plan under Initiatives Addendums………………………………………………..Page 11The use of this material is free provided copyright for Huawei Symantec Brazil Corporation only. 2This 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 BrasilHR with application proposal to Channel Marketing Manager Position only .Please retain this notice on all copies.© Valdir Adorni 2010-2010
  3. 3. Introduction page and DefinitionsHuawei Symantec Go to Marketing Plan tends to be a content presentation to whom it may concern withHuawei Symantec Brazil and its international board of contributors, as a plan for market access in aholistic 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 directionalguidance of acting within the market segment in Data Storage, Events and Strategies to SupportMarketing and its clients.The purpose of this plan initially guided this evaluation and understanding of the candidate Valdir Adornialong with the Huawei Symantec Corporation represented by Ms. HR Li Xiaoyang in the application for aposition 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 withinBrazil and Latin American market.a plan - a statement of intent - a calculated intention to organize effort and resource toachieve 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 aplans numerical data - costs and revenues - are normally scheduled over at least one tradingyear, broken down weekly, monthly quarterly and cumulatively.a business - an activity or entity, irrespective of size and autonomy, which is engaged in anactivity, 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 whypublic 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 theplanned activities and aims of any entity, individual group or organization whereeffort is being converted into results. The business entity could also be a proposed start-up, a new businessdevelopment within an existing organization, a new joint-venture, or any new organizationalor business project which aims to convert action into results.The use of this material is free provided copyright for Huawei Symantec Brazil Corporation only. 3This 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 BrasilHR with application proposal to Channel Marketing Manager Position only .Please retain this notice on all copies.© Valdir Adorni 2010-2010
  4. 4. Introduction page and Definitionsstrategy - originally a military term, in a business planning context strategy/strategicmeans/pertains to why and how the plan will work, in relation to all factors of influenceupon the business entity and activity, particularly including competitors (thus the use of amilitary combative term), customers and demographics, technology and communications.marketing plan - logically a plan which details what a business will sell, to whom, whenand how, implicitly including the business/marketing strategy.sales - the transactions between the business and its customers whereby services and/orproducts are provided in return for payment. Sales (sales department/sales team) alsodescribes the activities and resources that enable this process, and sales also describes therevenues that the business derives from the sales activities.sales plan - a plan describing, quantifying and phased over time, how the the sales will bemade and to whom. Some organizations interpret this to be the same as a business plan or amarketing plan.service contract - a formal document usually drawn up by the supplier by which thetrading 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, anddetermine the spirit and integrity of the business or organization.The use of this material is free provided copyright for Huawei Symantec Brazil Corporation only. 4This 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 BrasilHR with application proposal to Channel Marketing Manager Position only .Please retain this notice on all copies.© Valdir Adorni 2010-2010
  5. 5. Mission StatementsHuawei-Symantec Brazil Mission to market it operates, is to support its customers in their businesscontinuities 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 oninnovation in their Departments of Research and DevelopmentBusiness success is determined by deeper factors.Increasingly business success depends on having a solid philosophical foundation – where relevantinterests, 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 andresponsibilities - 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 ahuge 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 asreliability, value, quality, etc., which are necessary merely to survive at a basic level -uniqueness and passion are the remaining special ingredients for successIncreasingly business success depends on having a solid philosophical foundation – where relevantinterests, 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 andresponsibilities - to society and the world at large.The use of this material is free provided copyright for Huawei Symantec Brazil Corporation only. 5This 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 BrasilHR with application proposal to Channel Marketing Manager Position only .Please retain this notice on all copies.© Valdir Adorni 2010-2010
  6. 6. Business Go to Market Action PlanThe action plan envisioned for Huawei-Symantec Brazil visibility and LA within the field of activity in themarket 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 themission of the company, technology used and how to use innovative approach to the market withinnovating 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 alsofocus on the large market of end users within the industry who will be targeting the public to be achievedby strengthening the Buzz Word of the Brand.A passionate work to decision makers within corporations but are essential to give scope to the field ofprofessional end users and market channels, inviting them to interact, showing the strength of the mark inRoad Shows, Own Huawei-Symantec Conference participatory Sponsored such as those occur regionallyby IDC Group, Interaction Hands on Lab in research agencies and or in their own laboratories andNeutral presentations within universities and technical schools and open to customers and market will bethe key to success.Encouraging the participation and representation within functional associations and sponsorships are partof 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 andSymantec providing the ability to sell Huawei products solutions within the sphere of private orgovernment customers.Strategic acquisition of contacts to decision-markers within the market, such as acquisition pro-active orparticipatory, and direct e-marketing and baseline segmentation patriarch to businesses and end-users tointeract Webinars (Brightalk Tool), community, voluntary actions and associations strategic andsponsorships are part of the marketing plan.Tools and models provided for the strengthening of viral marketing within the cloud infrastructure andsocial networks, establishment of an integrated web portal region of operation enabling identification withlocal cultures.Definitions of who and when to act aggressively in the market strategy focused on the cause and effecttransactions with attractive financial incentives to purchase solutions, promotion and global growth ofHuawei-Symantec and its market share adding to its reliability and global equities also public / pressrelations.This plan of action does not enables studies on return on investment financial neither aim higher to BeAchievedThe use of this material is free provided copyright for Huawei Symantec Brazil Corporation only. 6This 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 BrasilHR with application proposal to Channel Marketing Manager Position only .Please retain this notice on all copies.© Valdir Adorni 2010-2010
  7. 7. Go to Market Action Plan under InitiativesStart up Initiatives1. Conferences1.1 CauseParticipation in IDC Brazil Latin America conferences infrastructure and Vision Storage and TelecomTelevision / Radio / Cable / Internet IP / Digital TV becomes the great visibility to the market in which thecompany starts its activities and market penetration by sponsoring and sharing costs with others vendors.1.2 EffectCompany 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.NetworkingPortfolioTechnology Booth1.3 ReferencesIDC Latim América Headquartered São Paulo www.idclatim.com.brRio Info Conference www.rioinfo.com.brArgentina Telecom Encuentros Regionales www.encuentrosregionales.comSee addendums examples pageThe use of this material is free provided copyright for Huawei Symantec Brazil Corporation only. 7This 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 BrasilHR with application proposal to Channel Marketing Manager Position only .Please retain this notice on all copies.© Valdir Adorni 2010-2010
  8. 8. Go to Market Action Plan under Initiatives2. Own Conferences and Road Shows2.1 CauseCreating conferences to the market with potential for exposure of equipment, Solutions, Hands on LabLaboratories, presentations and panel discussion.Road Shows in the main squares of the corporate market and government agencies in the region ofoperation.Reach to the Executives and Professionals through communication.2.2 EffectScope 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 Forum3. ChannelsEncouraging Channels to Customer Services on Huawei-Symantec supervision within a program oftreatment and delivery to the customer.Differentiated incentives to financial transactions in relation to competitors with the Bank of China onfinancial transactions Capex and Opex.Insertion and presentations in line with Symantec Channels.The use of this material is free provided copyright for Huawei Symantec Brazil Corporation only. 8This 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 BrasilHR with application proposal to Channel Marketing Manager Position only .Please retain this notice on all copies.© Valdir Adorni 2010-2010
  9. 9. Go to Market Action Plan under Initiatives4. Private CustomersDifferentiated incentives to financial transactions in relation to competitors with the Bank of China onfinancial transactions Capex and Opex.Customer Education customers technology training.5. Universities and Colleges5.1 CauseAgnostic presentations initiatives to the University and Technical Colleges with presentations ontechnology and data storage.5.2 EffectDirect marketing and visibility of the brand with the future professionals and a plan for continuity andsustainability.6. Web and Social Networks6.1 CauseWeb Page Creation Huawei Symantec BrazilChannels with a focus on Social Media, Viral Marketing Huawei Symantec Brazil - Brazil identification withthe community and LATAM.SourcesLinkedIn - Facebook - TwitterChannel Social & Slides Decks Presentations to Social ChannelsSlideshare6.2 EffectInteractivity and integrationThe use of this material is free provided copyright for Huawei Symantec Brazil Corporation only. 9This 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 BrasilHR with application proposal to Channel Marketing Manager Position only .Please retain this notice on all copies.© Valdir Adorni 2010-2010
  10. 10. Go to Market Action Plan under Initiatives7. Webinars7.1 CausePresentations through the channel BrightalkCreating Channel Interactive to Brazil Brightalk Webinar presentation.7.2 EffectRemote presentations to customers, channel and end market of new products and or trends, reducedadvertising costs.Professional advancement Huawei-Symantec Staff.8. Marketing Tools and E-MarketingIntegration and use marketing and business focused tools on creating opportunities, visibility, andmarketing.ToolsHousoft.orgSales ForceSee addendums examples page9. Press MarketingChannels Advertising via web technology, magazines and television shows dedicated to technology.10. AssociationsSupporting existing industry associations within equity and company representativity within the industry.Sponsoring association publications such as dictionaries or technological industry publications.www.abpmp.org.brwww.snia.org.brwww.cmg.org.brwww.computia.orgSee addendums examples pageThe use of this material is free provided copyright for Huawei Symantec Brazil Corporation only. 10This 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 BrasilHR with application proposal to Channel Marketing Manager Position only .Please retain this notice on all copies.© Valdir Adorni 2010-2010
  11. 11. Go to Market Action Plan under InitiativesAddendums Examples Events, Conferences and RelationshipThe use of this material is free provided copyright for Huawei Symantec Brazil Corporation only. 11This 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 BrasilHR with application proposal to Channel Marketing Manager Position only .Please retain this notice on all copies.© Valdir Adorni 2010-2010
  12. 12. Go to Market Action Plan under InitiativesAddendums Examples Events, Conferences and RelationshipThe use of this material is free provided copyright for Huawei Symantec Brazil Corporation only. 12This 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 BrasilHR with application proposal to Channel Marketing Manager Position only .Please retain this notice on all copies.© Valdir Adorni 2010-2010

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