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Update..After 2 months

Update..After 2 months. 27 MD registered. 12 Normal resellers registered. 0 MDs registered in Norway Belgium NL Italy. 0 resellers registered in Norway Sweden Germany Belgium NL Italy. Update..After 7 months. 70 MD registered 64 Normal resellers registered. Switzerland 0 NR

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Update..After 2 months

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  1. Update..After 2 months 27 MD registered 12 Normal resellers registered • 0 MDs registered in • Norway • Belgium • NL • Italy • 0 resellers registered in • Norway • Sweden • Germany • Belgium • NL • Italy

  2. Update..After 7 months 70 MD registered 64 Normal resellers registered Switzerland 0 NR 0 MD Austria 0 NR 0 MD 10 events!! NL 6 NR 4 MD Germany ? NR ? MD 2 events!! Belgium 7 NR 7 MD Norway 0 NR 0 MD MD Portugal 9 NR 3 MD 19 events!! Finland 20 NR 9 MD 15 events!! Spain 3 NR 22 MD NR Sweden 3 NR 3 MD Italy 4 NR 4MD France 12 NR 18 MD MD NR

  3. Update..After 7 months GOOD news • New vendors joined DRIVE locally • DRIVE registrations have increased • Commitment by GMs BAD news • Still few events are logged in • Some Vendors are thinking to stop their investments on DRIVE because they don’t see many events

  4. What are we missing? • Resellers’ interest in getting rewarded • Sales people support • MDs buy-in • Normal resellers buy-in • Effective collaterals (video, ppt,...) • Vendors • Time • ...anything else?

  5. Improvements

  6. A “day” in a Reseller life SALES STAGES CustomerVisit Leads Initial contact Event Marketing emailing Presentation Negotiation POC Assessment Opportunities SALE Deal Deals • Only few contacts in the funnel reach the final stage of the sales cycle. • Many contacts don’t lead to an opportunity and to a deal • The conversion rate of a lead in a deal is lower than 20%

  7. The revenue you will get without DRIVE Leads SALES STAGES Customer Visit 0 € 1. Initial contact Event Marketing emailing POC 2. Negotiation Presentation 0 € Assessment Opportunities € € Deals 3. Deal € € SALE € ONLY IF THE DEAL IS CLOSED € • Only leads converted in deals generate revenue • Many leads don’t generate revenues because conversion rate<20%

  8. The revenue you will get with DRIVE € € € € SALES STAGES Marketing campaigns € Leads € € € € € Customer Visit 1.Initial contact € € € Event € € € € € € Presentation 2.Negotiation Assessment Opportunities € € € POC € € € 3. Deal € € SALE € Deals ONLY IF THE DEAL IS CLOSED Has anything changed? • Even if leads don’t get into deals, they generate a profit • Leads generate revenues at the initial contact stage

  9. DRIVE - NEXT • More global campaigns on DRIVE • Customer References • Slideshare • “How to” videos • uploaded on youtube to train new users on how to use DRIVE portal • Branded Giveaways • Notebooks • Pens

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