Event Pack: Arrow ECS Sales Kick Off 2013

Event Pack: Arrow ECS Sales Kick Off 2013
Welford Road Stadium (home of the Leicester Tigers)
Tuesday 29th January 2013
The Arrow ECS Sales Kick Off 2013 aims to achieve 2 Goals:
1. Introduce you all to our sales strategy for 2013, and
2. For the bulk of the day, understand how our Sales Engagement Process, enabled through the
SMARThub, will help us all execute on that strategy.
As many of you know the sales engagement process was introduced at our 2011 Sales Event. Two years on,
much has changed in the market, but the principles of our process remain the same in that it allows the entire
sales force to engage with both Partners and Vendors in a consistent manner and in a way that creates value.
Your trainers on the day will be Lillian Ayala and Charles Heaton from The Fusebox, whom I believe you are all
mostly familiar with. For those that aren’t there is a short introduction to their business later on in this pack.
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Event Pack: Arrow ECS Sales Kick Off 2013
Welford Road Stadium (home of the Leicester Tigers)
Tuesday 29th January 2013
AGENDA
Please find below the Agenda for the day. Registration is from 8:30 am prompt on Tuesday 29th January
2013. We will kick off at 9.00am so please make sure to arrive in good time for Registration.
Time Session Description Presenter(s) /
8:30 – 9:00 Registration
Facilitators
9:00 – 9:30 Key Note
2013: The Big Picture
How the sales team, the sales strategy and the
SMARThub will help us achieve our 2013 Goal
Mark McHale
9:30 – 11:15 Session 1
Profiling: Just Words
and Numbers or
Intelligence?
11:15 – 11:30 BREAK
11:30 – 12:30 Session 2
Profit from Intelligence
12:30 – 1:30 LUNCH
1:30 – 3:15 Session 3
Intelligent Planning:
The Game Changer
3:15 – 3:30 BREAK
3:30 – 4:30 Session 4
Driving Plans: The Tool
for SMARTer Execution
The Profiling Workflow and Key Elements to
Building a Powerful Profile
Using GROW and SMART to Build Your Value
The Planning Workflow and the Key Elements to
Creating a Successful Plan
How to Use the SMARThub to Drive Your
Performance
Charles Heaton
Lillian Ayala
Charles Heaton
Lillian Ayala
4:30 – 5:00 Closing Key Note
2013: Making it
Happen
What you can expect from us to make it happen
and what we expect from you in 2013.
Mark McHale
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Event Pack: Arrow ECS Sales Kick Off 2013
Welford Road Stadium (home of the Leicester Tigers)
Tuesday 29th January 2013
DRESS & MOBILE PHONE CODE
The dress code for the Sales Kick Off is business smart and gentlemen are required to wear ties. During all of
the sessions, your phones must be switched off or in silent mode at all times.
WHAT TO BRING ON THE DAY
The day will be very interactive – in readiness for your involvement, please bring the following:
Your laptops - be prepared to log into the SMARThub.
A printed copy of an active Partner Profile and an active Partner Vendor Plan that you are responsible
for maintaining on the SMARThub. To that end please be prepared to answer questions on either the
Profile or the PVP at any time during the day. If you do not currently have responsibility for a Profile
and/or PVP, don’t worry. You will be buddied up on the day with someone that does.
ACCOMMODATION
Since this is a one day event accommodation will not be provided. However, if you feel it is necessary for you to
stay over on Monday 28th th January, please liaise with Natalie Ward in HR directly.
DIETARY REQUIREMENTS
You will be provided with lunch and refreshments during the day. If you have any dietary requirements please
contact rosie.harney@arrowecs.co.uk directly.
PARKING AND FINDING 1880 LOUNGE
Please park your car in the Tigers Crumbie Car Park and make your way around to the other side of the
stadium to the Caterpillar Stand entrance. The event is being held in the1880 Lounge on the first floor.
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Event Pack: Arrow ECS Sales Kick Off 2013
Welford Road Stadium (home of the Leicester Tigers)
Tuesday 29th January 2013
DIRECTIONS TO WELFORD STADIUM
Welford Stadium (Home of the Leicester Tigers), Aylestone Road, Leicester, LE2 7TR
Tel: +44 (0116) 2171280. Please click here for directions to Wellford Stadium or visit
http://www.welfordroad.com/home.php
From M1 (North and South) and M69 (East)
Exit the motorway at Junction 21 (M1)
Follow the signs for the city centre via Narborough Road (A5460)
After 3 miles, at the cross-road junction with Upperton Road, turn right
Continue over the River Soar, onto Walnut Street, and follow the signs to the city centre
The stadium is approximately 1/2 mile ahead
From A6 (South)
Follow the signs for the city centre, coming in via London Road
At the main set of lights opposite the entrance to the railway station (on the right), turn left onto
Waterloo Way
Continue over the next set of traffic lights onto Tigers Way
The stadium is immediately in front of you
From A5199 (South)
Follow the signs for the city centre, coming in via Welford Road
From A426 (South)
Follow the signs for the city centre, coming in via Aylestone Road
The ground will be on your right
From A47 (East)
Follow the signs for the city centre, coming in via Uppingham Road
At the St George's Retail Park roundabout, take the second exit into St George's Way (A594)
Carry on past the Leicester Mercury offices on the right, and then filter off right onto Waterloo Way just
before the Railway Station and then onto Tigers Way
The stadium is 1/4 mile further on
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Event Pack: Arrow ECS Sales Kick Off 2013
Welford Road Stadium (home of the Leicester Tigers)
Tuesday 29th January 2013
About The Fusebox
The Fusebox is a niche sales and marketing practice that works exclusively with tech companies such as Arrow
ECS and have done since their inception back in 1998.
The SMARThub is a great example of what The Fusebox does –highly bespoke programmes that help their
clients improve performance. In the case of Arrow, by achieving a number of things in this incredibly
competitive marketplace - firstly differentiate themselves from other distributors and secondly drive client
demand by significantly increasing the value they are delivering not only for their vendor community but also
their partner ecosystem.
The Fusebox has developed the sales and marketing processes and coached the teams of companies such as
Logica, Dimension Data, Capita, Unit4, PeopleSoft (now Oracle), Infor, Tridion and Financial Force (a Salesforce
company).
SALES KICK OFF CONTACTS
Name Job Title Telephone Email
Julie Gibbs Event Owner 07970 551239 Julie.Gibbs@arrowecs.co.uk
Rosie Harney Event Co-Ordinator 01423 519220 Rosie.Harney@arrowecs.co.uk
Marc Perren Onsite IT Support 07908 800196 Marc.Perren@arrowecs.co.uk
Lillian Ayala Director – The Fusebox 07798 630 335 la@thefusebox.com
Charles Heaton Director – The Fusebox 07768 057 475 ch@thefusebox.com
The original communication and invite diary grabber was sent from Claire.Wood@arrowecs.co.uk.
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