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MOROCCO

MOROCCO. Grew Just …. Business Summary. QoQ Appliance Registered of Last 3 FY. Total Appliance Registered Segmentwise for last 3 yrs. Total Appliance Shipped Segmentwise for last 3 yrs. QoQ Comparison of Revenue Achieved for last 3 yrs:. Target Vs. Achievement.

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MOROCCO

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  1. MOROCCO Grew Just …..

  2. Business Summary QoQ Appliance Registered of Last 3 FY

  3. Total Appliance Registered Segmentwise for last 3 yrs. Total Appliance Shipped Segmentwise for last 3 yrs.

  4. QoQ Comparison of Revenue Achieved for last 3 yrs:

  5. Target Vs. Achievement

  6. Partnerships & Customer Acquisition Top Partner’s New Partners Added in 2012-13 and YOY count

  7. Major Deal’s Won / RFP with Cyberoam Specification’s Deal 1: Finatech – 2 x CR 500ia (ADI) Deal 2: Salam Gaz – 28 x SVS for CR 25ia (ECS) Deal 3: ESITH – 2 x CR 500ia (Netcom) Deal 4: MINISTERE DE L'EQUIPEMENT – LPEE – 3 x CR 100ia, 1 x CR 50ia, 11 x CR 25ia (IMS Tech.) Deal 5: Jacobs Engineering – 4 x CR 200i (MTDS) Deal 6: TRIA Groupe – 3 x CR 300i (Agora) Deal 7: Ministere de la jeunesse – 2 x CR 300i (ECS) Deal 8: United Nations – 1 x CR 300i Deal 9: Maroc Soir Groupe – 2 x CR 200i, 2 x CR 100ia, 2 x CR 50ia (Resodis) Deal 10: SGG – 2 x CR 300i, 2 x CR 25wi (ECS)

  8. Lead Status * - Out of the 23 dead leads, 4 leads are existing customers or prospective customers.

  9. Renewal Renewal % of Total Revenue from Country

  10. Sales Activities • Trips : 3 (June, Sept. & Feb.) • Sales Promotions : CR 200i & CR 300i Promotion • Sales Trainings : 2 CCSC trainings

  11. Marketing Activities Total Marketing Spend vs Budgeted

  12. Presales Activities CCNSP Training CCNSE Training

  13. What’s our next Yr. Target?

  14. Half a Million $

  15. 2013 – 14 Target

  16. 2013 – 14 – Activities to do !!!

  17. Channel Expansion • SMB & Channel Expansion: • NG Launch in Rabat, Morocco. • Reseller Event to introduce Partner Program in Morocco. • CCSC Training/Sales Presentation to new and current partners team every month/bi-monthly. • CCNSP training every 2 months. • Region wise Channel : • Focus on working with resellers of Rabat (Morocco) • Focus on working with Tanjir resellers • Customer Seminar in Casa & Rabat with resellers (Govt. & Univ. clients) • Specific Channel/Partnerships: • Sign up ARES in Morocco. • Sign up with Maroc Telecom. • Sign up with an small ISP in Morocco. • Sign up with IB Maroc (STS).

  18. Customer Acquisition • Specific Targeted segment customers Acquisition (Govt., Education, ISP/Telco, BFSI, Retail/Hopsitality, Manufacturing, IT/ITES) • Customer seminar with ECS for Govt. and Educational sector • Customer Seminar with Config Morocco for large corporates and enterprises • Customer Seminar with MTDS & IMS to target Corporate & Enterprise products • RFP Based Customer Acquisition • Meet minimum 3 customers in a trip to support resellers efforts. • Focus on Universities & Govt. in Morocco. • Focus on big projects in Morocco. • Customer Retention (Aim for 85% of Renewal revenue/Appliance wise) • Product manager to remind resellers to follow-up with customers a month prior before renewal comes • Also to follow-up delayed renewals to understand their concerns with current reseller if any and route it through the customers preferred resellers. • Run Promo Offer – 2 Yr. + 1Yr. Free

  19. Business Development • Marketing Enablement • Participation in Med-IT Morocco • Lunch ever quarter with Top 10 resellers of the market • Minimum 20 Case Studies this year. • Cyberoam World Journal (Quarterly) • Football Match with the Resellers in Morocco. • Participation in Marrakech Event • Lead Management • In House Customer Seminar @ Resellers office. • Direct customer seminar with Distributor to generate more leads. • Bi-monthly/Quarterly Webinars by Config in Morocco • Presales Enablement • CCNSP every 2 months • CCNSE every 6 months • Sales Trainings (Onsite, Webinar based) • Quarterly CCSC training @ Morocco in CONFIG’s office. • Person on Ground • One Co-Funded Country Manager in Morocco • One Presales Manager in Morocco

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