If you want to increase market share, make your brand stand out and get fast growth-low cost sales….we can help you smash your targets

1. Winning in the SME
Marketplace

2. SME Energiser: How we can help make you famous
Your focus is on cracking the Small and Medium Business market – and your bonus
depends on it. You’re going to tailor your ICT products to really hit the spot, find out
where your prospective customers are, how to talk to them and how to get them to
commit to a profitable sale and long term relationship – NOW.
So, you’re all set up for that aren’t you?!
We can help you win in the SME marketplace. If you want to increase market share,
make your brand stand out and get fast growth-low cost sales come and talk to
us….we can help you smash your targets
Whether it’s a move to cloud computing, white labelling, solution sales or moving to
dominate in your existing market, we’re ideally placed to put strategy into action. We
cover all the critical aspects of designing and implementing a SME sales strategy -
people, proposition, channels, processes. We help our clients to build sales capability
that delivers results fast.

3. We’re experts in the Channel…
•Get a clear message and allow channel partners to
make more money
•Keep pricing as transparent as
•The Business team needs to the right
possible with discount structures that
skills to be confident in proactively
are fair
dealing with channel partners and
driving for aggressive revenue /margin
targets
•Long term contracts will •Compensation for the channel
always require mid term price should be aligned with
renegotiations Channel business strategies
•A big challenge is to encourage the
•Establish and maintain clear, open
channel partner to cross and up sell
lines of communication between the
products and services if the
Business and the Channel to ensure
Business does not own the end
there are no misunderstandings
user. Focus on the rewards
package
•Partners need to feel that they can share details of
their business without it helping any direct business

4. …and we understand SMEs
Small and Medium sized businesses
provide a highly challenging and very
lucrative market especially for ICT
corporates who want to drive volume and
increase revenues. We know SMEs
because we’ve worked with them and for
them. If you want to be successful then
work with us – we know what we’re
talking about.
We provide a global network of resources
• One stop shop for the territory target.
• Business expertise: The experience and
expertise to deliver
• Best practice channel management: Big
enough to get results, small enough to
execute quickly
• Clear trackable sales process
• Knowledge of channel partner
characteristics
• Knowledge of channel partner end user
base
• Clear communication

5. What does the SME Energiser offer?

6. SME Energiser – the details
For the majority of ICT Vendors having an effective Channel Partner strategy is
paramount for continued growth and success but managing a productive and well-
balanced Channel has its challenges. It is at the heart of many Vendors’ go-to-market
strategies and is a customer, as well as an extended workforce. Key to making it work
is to build and maintain a healthy working relationship. We will review your current
relationships, recommend new ones and close ineffective ones, whatever is relevant to
your business strategy.
We test the new proposition and/or review existing proposition, competitor review for
now and new world, org design with full mapping of core competencies for new roles,
transition programme for existing team members, review of marketing plans with
recommendations to maximise results. We understand the starting point, the need for
change, the timescales and the measures of success.
We’ll handpick a highly motivated team of Field Sales Managers and Inside Sales
Executives, and brief them fully on your products and services. We want to know about
where your competitors score and where they miss. We want an edge. Armed with a
full understanding of your business, your products and services, and your market, we’ll
put together a detailed plan with written deliverables and agreed sales targets.
Our Sales Lead Generation service brings your sales force real business opportunities.
We assign a dedicated account manager -an experienced professional, responsible for
every part of the relationship We want to know about your product or service. Why it is
unique. Why people buy it and, just as importantly, why some people don’t. We want to
know about your competitors: where they score and where they miss. We want, in
short, to be on your team.

7. SME Energiser – the details
We understanding what the new /tweaked proposition looks like and who is going to
deliver it, review full sales technology and supporting CRM to ensure day-to-day
activity is tracked effectively and unnecessary process is avoided. Does MS Dynamics
suit the team best, is it Salesforce.com, Netsuite or TAS? Do you have the right
system that needs to be finessed? Are you measuring the right stuff?
So the proposition works, the marketing plan is signed off, the new org design is
agreed and ready to implement. Boost speed to market and change efficiency with
strategically placed senior leaders who can make it happen. Brought in to do a specific
task for a set time, the interim leaders kick start the transition to success.
The new team is being put in place, there are leaders in the business driving for
success, the technology is there to support the role out of the sales transformation.
Support the team to ensure a positive outcome with planned and relevant training and
coaching interventions including full sales training, communications strategy for
stakeholders, customers and, most importantly, the team that is going through the
change.

8. Our credentials
• Our founding directors have excellent track •We provide ICT corporations with best
records in delivering results in tough, practice in business strategy and tactics
competitive environments – with particular specific to channel. We achieve this through
expertise in iCT. proven methodologies, constant innovation
• We are experts not generalists and we can and leadership, with customer satisfaction at
call upon our extensive Associate database the core of our mission.
according to client’s challenges • Our experience includes working with IBM,
• One or both of the directors will be involved HP, Oracle/Sun, Cisco, McAfee, Apple,
in every project or programme – it’s important Avaya, Alcatel, BT, Telefonica, Symantec,
to us that our clients have our absolute focus Motorola and Microsoft.
on their business. • We use our network of experienced
• Some of our recent projects include helping a partners to create and deliver quality,
Technology company explore the full effective campaigns around the world, using
implications of moving to a packaged solution proven, experienced, senior- level channel
vs bespoke offer and establishing a executives. This gives us points of presence
wholesale channel division of major telco in more than 20 countries, giving our clients
provider with revenues >£115m global vision and localised delivery
capabilities.

9. If you are ready to win in the SME market call us now
• Jam Today
Ann Ritchie-Cox
ann.ritchie-cox@jamtoday.co +44(0) 7787 153892
Anne-Marie Molloy
anne-marie.molloy@jamtoday.co +44(0) 7775 600700
• Gorilla Corporation
Carlo Tortora di Belvedere
carlo.tortora@gorillaict.com +44(0) 1483 685 170
Berta Armenteras Andreu
berta.armenteras@gorillaict.com +44(0) 7833 542 824