GFI Global Partner Program Jim Semersky Director of Channel Sales

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GFI Global Partner ProgramJim SemerskyDirector
of Channel Sales
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Why team with GFI?

• Growth
• Profitability
• Market Leadership
• Unparalleled Support
• A Win-Win Partnership
• GFI will invest more to top contributing Partners
  that are committed to deliver business results

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Program Objectives

• Growth
• Our goal is to significantly grow in the SMB
  space
• Recent price reductions have generated increased
  leads
• Our focus will be on new license sales
• Coverage
• 120,000 Networks Managed
• 39 Million Seats installed
• Our partners provide the coverage to scale
• Retained margin
• New license sales are rewarded with increased
  margins
• Deal Registration improves partner loyalty with
  increase margins on GFIs higher MSRP products.
• Reward Investment
• Tiered VAR program rewards partner commitment
  with tiered margins

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Corporate Overview

• Founded 1992
• Over 200 employees worldwide
• Offices in the US, UK, Malta, Australia, Hong
  Kong and Germany
• Over 200,000 customer installations worldwide
• Global network of Partners
• Product portfolio designed and priced for the SMB
  market
• Numerous industry awards

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Global Partner Program Framework

• Account Management
• Partner Margins
• Deal Registration
• Product Training and Certification
• Partner Marketing and Sales Tools
• Partner Program Support
• Lead Generation and Qualification
• Try GFI!

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GFI Global Partner Program Account Management

• All Partners have a dedicated Channel Account
  Manager
• Primary Role is New Business Development
• Quarterly Business Reviews
• Market Development Programs
• Product and pricing updates
• Training for Partner Sales and Technical
  resources
• Lead Generation and Management
• Assistance with non-standard orders

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GFI Global Partner Program Margins

• Tiered Margins dependent on GFI Partner level
• Margins are determined by Partner revenue
  contribution
• Margins are calculated semi annually
• Partner Margins range from 25 - 35 on New
  License Sales

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GFI Global Partner Program Deal Registration

• Available to all Value Added Resellers
• Focused on New License and New maintenance sales
• Maintenance Renewals do not qualify
• 10 additional margin to partners
• Opportunity must be gt2,500
• Opportunity must close within 90 days of
  registration

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GFI Global Partner Program Product Training and
Certification

• Available to GFI Partners Worldwide
• Web based training Module on all products
• Partner certification established and tracked by
  GFI
• Courses typically take 60 minutes to complete
• GFI Leads are only provided to Partners who are
  certified in specific products
• Certificates of completion available for all
  students completing courseware

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GFI Global Partner Program Marketing and Sales
Tools

• Available to all Partners Worldwide
• Password protected Reseller Area
• Contents include
• Product Pricing
• Product Specific Literature with the ability to
  co-brand
• White Papers
• Case Studies
• Reference Accounts
• Press Releases
• Recorded Partner Webinars
• Live product demo calendar and registration
• Support Phone numbers
• And more!

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GFI Global Partner Program Partner Support (1/2)

• Available to all Partners Worldwide
• Provided at no cost to Partners
• 30 day product evaluation available for customer
  download/evaluation
• NFR software available to Partners for use and
  customer support
• Partner technical support available via phone and
  email

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GFI Global Partner Program Partner Support (2/2)

• Partner Hotline available for onsite questions
• Live Product demos available for Partners and
  their customers to assist with pre-sales
  questions
• Recorded product demos available for customer
  and Partner reference
• Channel Account Managers can facilitate
  customized webinars for Partners and their
  customer base upon request.

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GFI Global Partner Program Lead Generation and
Qualification (1/2)

• TRY GFI!!!!
• Partner driven lead generation process
• Maintains lead and opportunity ID for Partner
  ownership
• Leads are owned and managed by the GFI Partner
• If qualifications are met, leads can be
  registered by Partner

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GFI Global Partner Program Lead Generation and
Qualification (2/2)

• No cost to the GFI Partner
• TRY GFI becomes the Partner call to action on
  all campaigns
• Partner Channel Account Managers can assist in
  construction
• TRY GFI will be a requirement for Find a
  Reseller on the GFI Website
• Provides Partners will higher quality leads and
  solidifies ownership

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Questions?

• Jim Semersky
• jsemersky_at_gfi.com