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Company Profile<br />
Hello and Welcome!<br />
Today is September, 29th, 2015. My name is<br />
Mario M Veljovic I am the Vice President<br />
<strong>Solutions</strong> MEA at <strong>Global</strong> Distribution Group.<br />
Let me give you an Introduction about <strong>Global</strong><br />
Distribution.
INTRODUCTION<br />
<strong>Global</strong> Distribution<br />
Coverage<br />
Credibility<br />
Creden4al<br />
Channel<br />
Founded 2001<br />
<strong>Global</strong> Distribu4on started its journey 15<br />
years ago as IT and Mobility Distribu4on<br />
from UAE.<br />
During last 2 decades we have expanded<br />
our coverage across 5 con4nents with<br />
revenues exceeding $1.2 Billion<br />
5 Continents<br />
50+ Countries<br />
17 Entities<br />
Middle East<br />
Africa<br />
Asia<br />
America<br />
Europe<br />
15 Years of Value<br />
Added IT, Mobility and<br />
<strong>Solutions</strong> Distribution<br />
Serving 1,000+<br />
Channel Partners<br />
with staff of 500<br />
$1.2 Billion annual<br />
turnover with 4 fold<br />
growth in last 5 years.<br />
Aim for $2B . m<br />
Multichannel<br />
distribution model<br />
catering<br />
Value Added<br />
Enterprise<br />
<strong>Solutions</strong><br />
System Integration<br />
Retail<br />
Worldwide IT Distribution
OUR AMBITION<br />
<strong>Global</strong> Distribution<br />
Drive Growth. Expand<br />
Channel Coverage and<br />
Revenue towards $2 Billion<br />
#1<br />
Become leading Technology<br />
& <strong>Solutions</strong> Distributor<br />
Worldwide<br />
“<br />
Being recognized as one of the fastest growing Technology<br />
Distributor in the world, crossing 2 B US-‐$ in Revenue with the<br />
highest Return on Invested Capital (ROIC) as per Industry<br />
Standards within 3-‐4 years
GLOBAL COVERAGE<br />
<strong>Global</strong> Distribution<br />
Entity Country Region<br />
1 <strong>Global</strong> Distribution FZE UAE Middle East<br />
2 <strong>Global</strong> <strong>Solutions</strong> <strong>Network</strong> FZCO UAE Middle East<br />
3 Tech Forte System LLC UAE Middle East<br />
17+<br />
Operational<br />
Entities across<br />
5 Continents<br />
Worldwide<br />
4 Tech Forte DMCC UAE Middle East<br />
5 Active IT Distribution FZCO UAE Middle East<br />
6 <strong>Global</strong> Info Distribution Africa Limited Uganda Africa<br />
7 Action IT GmbH Germany Europe<br />
8 <strong>Global</strong> Retail Distribution GmbH Germany Europe<br />
9 i-onik GMBH Germany Europe<br />
10 Euro Peripherals BV The Netherlands Europe<br />
11 <strong>Global</strong> Distribution France S.a.r.l. France Europe<br />
12 <strong>Global</strong> Distribution Southeast Europe d.o.o. Croatia Europe<br />
13 Innoco Technologies Group Inc USA Americas<br />
14 <strong>Global</strong> Infonet Distribution Private Limited India Asia<br />
15 VSM Technologies Private Limited India Asia<br />
16 Emicro Data Technologies Pvt. Ltd. India Asia<br />
17 <strong>Global</strong> India Retail Pvt Ltd India Asia<br />
$1.2B+<br />
Annual Turnover<br />
Driven By<br />
500<br />
Highly Skilled<br />
Resources
BEHIND THE SCENE<br />
<strong>Global</strong> Distribution<br />
Vision<br />
About Founder<br />
Group Chairman<br />
15+<br />
Years Of<br />
Channel Exposure<br />
Emerging VAD<br />
532<br />
Resources<br />
Key Strength<br />
Driving Growth<br />
2014 Reseller Middle East Awards<br />
Emerging Distributor of The Year<br />
Sales & Presales 53%<br />
Operations 25%<br />
VM Chendrasekar<br />
Sekar,hold’s B.E honors degree in<br />
electronics, he is a self made first<br />
generation entrepreneur decided to<br />
float his own venture <strong>Global</strong><br />
Distribution FZE which is the flagship<br />
of the <strong>Global</strong> Distribution Group<br />
2014 Channel Middle East Publication<br />
Titans of Transformation<br />
Logistics 13%<br />
Management 7%<br />
Marketing 1%
GROUP FINANCIALS<br />
<strong>Global</strong> Distribution<br />
Open Partner Credit<br />
Flexi Credit Terms ( up-‐to 24 Months)<br />
Individual Project Financing<br />
Leasing <strong>Solutions</strong><br />
Installment Plans & Programs<br />
Local Currency Billing<br />
Currency (FX) Hedging Programs<br />
Customized Credit Options<br />
Bank Guarantees/LCs/Corporate Guarantees<br />
<strong>Global</strong> Credit Insurance<br />
Cash Against Documents<br />
Flexi Credit Terms<br />
2010 4A2<br />
2011 4A2<br />
2014 5A2<br />
2012 4A2<br />
FINANCIAL YEAR D&B RATING<br />
<strong>Global</strong> Distribu4on FZE<br />
D-‐U-‐N-‐S: 53-‐495-‐4375<br />
Local Currency Billing<br />
2013 4A2<br />
Leasing <strong>Solutions</strong><br />
Open Partner Credit<br />
$1.2B+<br />
Annual Turnover<br />
Financing
GROUP FINANCIALS<br />
5<br />
Fold’s Growth<br />
in Profits company net<br />
worth estimated at $70Million<br />
<strong>Global</strong> Distribution<br />
$70<br />
Million Net<br />
Worth 2015 5A2 DnB<br />
Ranking consistent distinction<br />
of 4A2 in last four years<br />
25%<br />
$2B<br />
YoY Turnover Growth in<br />
revenue with focus, diversification and agility<br />
Revenue<br />
Projection<br />
2014<br />
$1150 Million in 2014<br />
Go ahead and replace it with your<br />
own text. This is an example text.<br />
2012<br />
$1020 Million in 2013<br />
$860 Million in 2012<br />
2010<br />
$629 Million in 2010<br />
2008<br />
Years<br />
$459 Million in 2009<br />
$247 Million in 2007<br />
1200 900 600 300<br />
$Million
HELLO SOLUTIONS<br />
<strong>Global</strong> <strong>Solutions</strong> <strong>Network</strong><br />
Introducing<br />
Integrated <strong>Solutions</strong> Distribution
VISION AND STRATEGY<br />
FOCUS<br />
<strong>Global</strong> <strong>Solutions</strong> <strong>Network</strong><br />
Establish High Value Ecosystem.<br />
Redefine technology distribution landscape<br />
with focus on solutions approach for channel<br />
establishing high value ecosystem<br />
Enable Channel for <strong>Solutions</strong><br />
Drive awareness, engagement and enablement<br />
with channel targeting emerging markets for<br />
growth to promote value and advantage of<br />
solutions and services.<br />
2<br />
Evolve Value Chain<br />
Broader involvement in value chain to<br />
evolve Value Added Distribution landscape<br />
promoting solutions with channel for vendor<br />
Become the leading<br />
Integrated Technology<br />
<strong>Solutions</strong> Distributor in<br />
Middle East and Africa<br />
1<br />
3
NEW CHALLENGES<br />
<strong>Global</strong> <strong>Solutions</strong> <strong>Network</strong><br />
Decline in Margins<br />
Traditional VAD;s are struggling for survival<br />
due to declined margins and profitability in<br />
product distribution food chain . Same Pie<br />
Higher Competition<br />
Ever Growing Complexity<br />
SI’s and VAR’s are challenged due to growing<br />
complexity and requirement of solutions in<br />
demand and cloud play resulting at increased<br />
challenges.<br />
CHANGING<br />
DISTIBUTION LANSCAPE<br />
The distribution game is changing. Moving in lockstep<br />
with vendors and VARs transitioning to solutions-‐based<br />
sales, distributors have continually enhanced their<br />
services. They're evolving beyond legacy financial and<br />
transactional services to provide invaluable partner<br />
enablement and development resources to their<br />
customers. It's an ongoing transition that shifts<br />
distributors from a legacy tactical role to a much more<br />
strategic one
EMERGING MODEL<br />
<strong>Global</strong> <strong>Solutions</strong> <strong>Network</strong><br />
Rise Of <strong>Solutions</strong> Distribution<br />
As an emerging <strong>Solutions</strong> Distributor our role is to identify channel, develop<br />
and enable partners. Map uni or multi technology solutions. Drive vendor GTM<br />
strategy, increase coverage. Deliver set of Value Added Services to drive<br />
distribution model<br />
SHIFTING LANDSCAPE<br />
Traditional and Value Based distribution<br />
model is aging . A role of traditional player is<br />
no longer in play its all about Value Addition<br />
and Solution’s Approach Now which makes<br />
the differentiation.<br />
Identify<br />
Channel<br />
Enable<br />
Partners<br />
Map<br />
<strong>Solutions</strong><br />
Market<br />
Vendor<br />
Support<br />
Distribution
CHANNEL MAPPING<br />
<strong>Global</strong> <strong>Solutions</strong> <strong>Network</strong><br />
A<br />
Review Vendor Channel footprint in the<br />
region and identify coverage, capacity<br />
performance, and positioning gaps<br />
within partner community, segment<br />
Active, Dormant and Dead Partners<br />
Channel Mapping<br />
Partner Profiling<br />
1<br />
Competency Analysis<br />
Market Coverage<br />
Competitive Analysis<br />
SWOT<br />
Opportunity<br />
Analyzing Gaps<br />
2 Solution Mapping<br />
Product Positioning<br />
Geographical coverage<br />
Partner Competency Coverage<br />
Weakness and Threat Coverage<br />
GTM program<br />
Existing Relationships<br />
Micro Factors<br />
Channel Strength<br />
Channel Sales Competency<br />
Channel Technical Competency<br />
Sales Cycle<br />
Industry Focused Approach<br />
Solution Approach<br />
Macro Factors<br />
Geography<br />
Economy<br />
Political Landscape<br />
Demography<br />
Competitors<br />
Demand<br />
Focus at Inactive Partners<br />
Advocate Solution Selling<br />
Recruit Net New Partners (Attack<br />
Competition)<br />
Drive Vendor Program<br />
Channel Landscape Understanding Channel Depth<br />
Develop Processes and<br />
Mechanics to effectively<br />
nurture Channel Partners and<br />
ensure a periodic health<br />
check with regards to<br />
technical and sales views<br />
Driving Strategy<br />
3 Activate and Incubate Inactive Vendor<br />
Partners across broad market and focus<br />
on the Dormant Partners to Steer<br />
Incremental Business<br />
B<br />
Capitalize<br />
4 As per IDC / Gartner Telco, BFSI ,<br />
MRD and Govt verticals are with<br />
most spend. Opportunity is to align<br />
partners on vendor channel with<br />
identification focus for <strong>Global</strong><br />
<strong>Solutions</strong> <strong>Network</strong>.
VALUE ADDITION<br />
<strong>Global</strong> <strong>Solutions</strong> <strong>Network</strong><br />
Sales<br />
Partner (Reseller) Recruitment<br />
Channel Development<br />
In Country Billing<br />
Finance & Credit Management<br />
Extended Field Sales Force<br />
Collaborative Selling in Managed<br />
Accounts<br />
Pipeline Management<br />
Trade Ins and Buy Ins<br />
Tele-‐Sales (Call Center)<br />
Customer Relationship<br />
Sales<br />
Operations<br />
Planning & Forecasting<br />
Supplier Management<br />
Pricing<br />
Order Management<br />
Inbound Freight/Logistics<br />
Rebate Management<br />
Pre-Sales<br />
Solution Architecture<br />
Proof of Concept<br />
Study Cases<br />
End User Demos<br />
Demo Units Loaning<br />
Certifications<br />
Training<br />
Advisory Services<br />
ROI Studies<br />
Finance & Logistics<br />
Marketing<br />
CO-‐OP / MDF Marketing<br />
Advertising<br />
Demand Generation<br />
Incentive Trips<br />
Events /Road Shows<br />
Product Launches<br />
Loyalty Programs<br />
SPIFFs
CHANNEL SUPPORT<br />
<strong>Global</strong> <strong>Solutions</strong> <strong>Network</strong><br />
CHANNEL SALES MARKETING SUPPORT<br />
PARTNER ONBAORDING<br />
PARTNER ENABLEMENT<br />
DEMAND GENERATION<br />
OPERATION MANAGEMENT<br />
New Partner Recruitment<br />
Pre-‐Sales Support<br />
Market Growth Funds<br />
Financial Support<br />
Partner Activation<br />
Product Positioning<br />
Telemarketing Support<br />
Better Credit / Term Facility<br />
Vendor Program Signup<br />
Preferred Pricing<br />
Solution Center Initiatives<br />
Order Management<br />
Membership Support<br />
Champ Planning<br />
On/Off Site Demo Units<br />
Logistics and Operations Management<br />
Knowledge Zone Joining<br />
Pipeline Management<br />
Partner led Customer Events<br />
Rebate Management<br />
Sales Training<br />
Vendor Initiatives<br />
Vendor led Customer Events<br />
Vendor / Partner Conflict Management<br />
Resource Certifications<br />
Up/Cross Solution Selling<br />
Technical Workshops<br />
Support Services – Extended Contracts<br />
Specializations<br />
Partner Account Management<br />
C-‐Level Event Sponsorships<br />
Vendor Professional / Advance Services
SOLUTIONS OFFERINGS<br />
<strong>Global</strong> <strong>Solutions</strong> <strong>Network</strong><br />
<strong>Network</strong><br />
• Unified Communication<br />
• <strong>Network</strong> infrastructure<br />
• Video & Voice<br />
Security<br />
•Data threat/theft<br />
protection<br />
•Anti-‐spam protection<br />
•Physical Security<br />
•CCTV<br />
Cloud<br />
•Infrastructure<br />
•Private / Public<br />
•SaaS<br />
•IaaS<br />
•PaaS<br />
Data Center<br />
•Servers<br />
•HPC<br />
•Virtualization<br />
•BYOD, BYOA<br />
•Power Management<br />
Storage<br />
•Big Data<br />
•Database<br />
•Storage Management<br />
•Deduplication<br />
•Encryption<br />
•Backup & DR<br />
Smart Enterprise<br />
•Office in a Box<br />
•On Demand<br />
•BI / Analytics<br />
•Enterprise Apps<br />
•Mobile Device<br />
Management<br />
DCPOS<br />
•Data Capture<br />
•POS Devices<br />
•Data Reterival<br />
•Document Flow<br />
Management<br />
•Archiving
GTM APPROACH<br />
<strong>Global</strong> <strong>Solutions</strong> <strong>Network</strong><br />
<strong>Global</strong> <strong>Solutions</strong> <strong>Network</strong><br />
-‐> Channel Partners / Distributors -‐> End Customers<br />
Resellers<br />
VAR’s<br />
End Users<br />
Distributors<br />
SI’s / VAR’ s<br />
ISV’s
VENDOR PORTFOLIO<br />
<strong>Global</strong> <strong>Solutions</strong> <strong>Network</strong><br />
Value Added Distribution<br />
<strong>Solutions</strong> Mobility Broad line Whitelable<br />
‹#›
SERVICES CAPABILITY<br />
<strong>Global</strong> <strong>Solutions</strong> <strong>Network</strong><br />
1. We do Integration Services with 3rd party products for and with channel partners.<br />
2. We have more then 25 specialization on various tracks and 12+ Pre-sales engineers and 28 technical resources across group.<br />
3. We give Demo Units to partners for end users and we have remote and online facility to drive and support channel partners with Onsite POC’s.<br />
4. Our team provides Need Assessment, Solution Sizing, Configuration, Consulting and Installation support.<br />
5. Next Slide will show where are the POC’s being done by our pre-Sales team right now. Also see skill matrix below.<br />
40<br />
Technical<br />
Resources
MARKETING SERVICES<br />
<strong>Global</strong> <strong>Solutions</strong> <strong>Network</strong><br />
OUR<br />
e-Marketing<br />
Collaborative Social Mobile Media MDF Cloud<br />
e - Campaigns<br />
e-Vents<br />
We have first time introduced concept of e-Vents<br />
bringing partner or end user focused events live<br />
and covered via microsite events.globalgpse.com<br />
taking partner or end user events to next level<br />
We have internal and external databases<br />
of end users, channel partners and CxO<br />
’s with over 250,000 records we run e-<br />
campaigns for lead generation partner<br />
recruitment and tactical promotions<br />
#4THEPARTNERS<br />
#2THEPARTNERS<br />
#WITHTHEPARTNERS<br />
e-‐Marketing<br />
We have capability to drive various e-marketing<br />
activities for and on behalf of vendors and we do<br />
online advertising, paid social and google search<br />
to drive traction including youtube marketing<br />
e-Initiatives<br />
We run multiple e-initiatives and social<br />
media campaigns to drive channel<br />
marketing activities on Social. Online and<br />
Digital Channels promoting messages<br />
Survey . Promo’s. Webinars. Feedback<br />
forms, News letters
MARKETING SERVICES<br />
<strong>Global</strong> <strong>Solutions</strong> <strong>Network</strong><br />
GTM Plan<br />
<strong>Global</strong> <strong>Solutions</strong> <strong>Network</strong><br />
team share the GTM<br />
plan and channel / VAD<br />
marketing initiatives with<br />
vendor<br />
Scorecard<br />
Detailed activity plans are<br />
submitted with Internal BU’s<br />
and Vendor team and<br />
timelines are agreed to drive<br />
execution<br />
Claims<br />
All POP and POA are<br />
collected and submitted<br />
onto vendor systems for<br />
approval and funds<br />
disposal<br />
Allocation<br />
MDF is allocated as part of<br />
vendor contract or accruals<br />
from sales as per vendor<br />
programs<br />
Approval<br />
Vendor marketing teams<br />
and channel pears provide<br />
approval for GTM and<br />
Demand Generation<br />
activities<br />
Execution<br />
All activities agreed in<br />
Quarterly GTM plan are set<br />
for execution and are<br />
driven as planned
MARKETING SERVICES<br />
<strong>Global</strong> <strong>Solutions</strong> <strong>Network</strong><br />
Channel Marketing Programs<br />
Marketing Channel Enablement Support Demand Rewards<br />
Campaigns Induction Program Services Initiatives Promotions<br />
Did You Know ?<br />
News Letter<br />
Imagine Initiative<br />
ISV's – Rail – Rail<br />
In the Eyes of Media<br />
Social Bit Bytes<br />
Educate with Reward<br />
Vendor Black Book<br />
Partner Welcome Kit<br />
ISV's – Program Kit<br />
Reseller - Program Kit<br />
Business Kit<br />
SPIF’s Program<br />
Vendor Channel Kit<br />
Reward 4 Channel<br />
Vendor Tools Kit<br />
Solution Center<br />
Certify & Training<br />
Updates<br />
Art of Sales<br />
Lunch & Learn<br />
Vendor Scholars<br />
Specialization Kit<br />
Reward Quiz<br />
Tech Mechanics<br />
Services Portfolio<br />
Warranty Upgrades<br />
Ask the Expert<br />
Enterprise Relax<br />
Enterprise Reflex<br />
Meet Service Team<br />
Entertainer Promote<br />
•Bring Your Customers<br />
•Next Big Thing<br />
•360* Campaign<br />
•270* Campaign<br />
•180* Campaign<br />
•Refresh & Retain<br />
•<strong>Global</strong> <strong>Solutions</strong><br />
<strong>Network</strong> CxO Forum<br />
•Ground-Up Start-up<br />
<strong>Global</strong> <strong>Solutions</strong><br />
<strong>Network</strong> Reward<br />
Channel SPIF’s<br />
Product Promotions<br />
Incentive Trips<br />
Million $ Club<br />
The Big Bundle Offer
Thanks for Watching<br />
A Presentation By <strong>Global</strong> <strong>Solutions</strong> <strong>Network</strong>
SERVICES CAPABILITY<br />
<strong>Global</strong> <strong>Solutions</strong> <strong>Network</strong><br />
40+ Shared Resources Skills<br />
Capability
SERVICES CAPABILITY<br />
<strong>Global</strong> <strong>Solutions</strong> <strong>Network</strong><br />
40+ Shared Resources Vendors<br />
Capability
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