PR Review…Q2 & Q3 ’13

Mark WaiteManaging DirectorCohesive Communications

Hot off the press – Q2

April• Nutanix appointment

May• MEE Roadshows

June• Q1 financials (Big Security)• Group COO appointment

Hot off the press – Q3

July• MEE survey findings

September (in production)• Arbor survey findings

In denial about modern DDoS threats

• H1 financial results

Q2 & Q3 coverage…

2013-04 2013-05 2013-06 2013-07 2013-08 2013-090

50

100

150

200

250

171

47

91

209

57

74

4229

19 21

54

10

103 103

42 46

203

27

150

58

211

58

32

50

Exclusive Networks v Competitors Arrow ECS

Avnet

Computerlinks

Exclusive Networks

month

hits

Q2 & Q3 coverage by country

61

In the pipeline…

Q3• Half year results press release• New hire (Director of Corporate

Development)• Secureway acquisition & funding• 'When the app is free…' and 'Rapid

Response Remediation' opinion articles

Q4• Passport launch • CARM launch • Two more acquisitions• European media tour with Barrie & Olivier

Exclusive Networks GroupEuropean PR Audit

Objectives

Create a dashboard view of the infrastructure and processes for PR outreach and ongoing communications with the trade media in each European territoryUnderstand who undertakes PR activity and the current practices for pitching/distribution of Exclusive Networks GroupStatus for the level of understanding around the Exclusive Networks proposition in each marketIdentifying key target publications valuable to the brand, and the degree to which relationships exist and might be leveraged for greater understanding and exposure

PR Audit #1

Country Office Contact External PR Agency? Contact at agencyConduct own PR?

Share with Group?

How do you use Group Releases?

Belgium Jurgen DeWolf No N/A Yes Yes Translate and send to media, also post on website and Tweet

Finland James Holohan OSG Toni Perez No No Translate, pass to agency, post on website and issue to partners

France Virginie Mouton Edelman Charles Catherinot Yes Yes Translate, send to agency and media, post on website and Tweet

Germany Dinah Kuke-Hartwig Punktgenau PR Evi Hierlmeier Yes No Pass to agency, post on website and Tweet

Italy Chiara Di Iorio No N/A Yes No Translate, issue to partners, post on website and Tweet

Portugal Diogo Oliviera No N/A Yes No Translate and post on website

Spain Juan-Manuel Lopez Advance Comunicacion María José Rico Yes Yes Translate, pass to agency, issue to partners, post on website and Tweet

Sweden James Holohan Northern Link PR Jan Fredriksson No No Translate, pass to agency, issue to partners, post on website

Switzerland Patrick Hulliger No, however the German partner agency has been used ad hoc

No No Distribute to partners if relevant

UK Caroline Thomas Cohesive Communications David Evans Yes Yes Issue to media, post on website

PR Audit #2

Country OfficeDo you have a good

relationship and profile with channel media?

Meet with media?

Media understanding of

business?

Agency understanding of

business?Top 5 channel publications

Q2/Q3 Coverage

Editorial v Advertising

Belgium Yes (relationship) Yes (profile)

Occasionally ***** (5) N/A Datanews, ChannelWorld, Minoc, ZDNet 0  

Finland Yes (relationship) No (profile)

Rarely * (1) ********** (10) TiVi.fi, DigiToday3  

France Yes (relationship) Yes (profile)

Occasionally ***** (5) ****** (6) Channel News, 01, Distributique, Global Security Mag EDI 40  

Germany Yes (relationship) Yes (profile)

Rarely ******* (7) ********** (10) CRN.de, Channelpartner, Heise.de, IT Business 298  

Italy Yes (relationship) No (profile)

Occasionally ******* (7) N/A Office Automation, Executive.it, ICT Security 1  

Portugal Yes (relationship) Never *** (3) N/A Channel Partner, Semana Informatica, Computerworld 2  

Spain Yes (relationship) Yes (profile)

Frequently ********* (9) ********** (10) SIC (security(, Redes Y Seguridad, Channel Partner 102  

Sweden Yes (relationship) No (profile)

Rarely ***** (5) ******** (8) idg.se, it24.se, techworld.idg.se, computersweden.se, Sakerhet24

1  

Switzerland No (either) Never ***** (5) N/A ??? 16  

UK Yes (relationship) Yes (profile)

Occasionally ********** (10) ********** (10) CRN, Microscope, ChannelPro, IT Europa, Channel Register 61 E

Findings

Exclusive Networks Group press releases are received best when they relate to results, acquisitions and major vendorsMedia contact is happening in most territoriesIn some places, media awareness/understanding is very high but overall the picture is still good though with work still to doThose who don’t have external PR support say they need it, and those who do want more!

Follow up questions for discussion

Do your local media value relationships, or is a purely commercial model?What is happening over and above press release distribution?How would you like Exclusive Networks Group press releases to change, if at all?How could your/your agency support the requirement to arrange a schedule of media briefings for Olivier as part of a pan-EMEA tour?

Message of the moment…

…the only pan European VAD still standing

Messaging hierarchy…

• €billions strategy• Reach of a broadliner, value of a specialist• One contact, many connectionsSuper

VAD• Mobility, collaboration, application

centric, user driven• IT enablement – visibility, control,

compliance

Smarter Social Enterprise

• Mobile Enterprise Eco-system• PASSport• CARMInitiatives

• Nexus of 4 forces – cloud computing, social, mobile, BIG data

Technologies & issuesBYOx, Enterprise Mobility Management, CoIT, APTs, post breach, DDoS, endpoint security,

cloud-based networking

What makes a Super VAD

Partners• Top 3 key value-added

distribution attributes 1st – Technical Excellence 2nd – Marketing Support 3rd – Credit Facilities

• 70% lead gen as #1 need • 66% proxy in pre-sales• 64% post-sales support• Only 16% associated value-

adding competence with big distributors

Analyst• Superior financial strength• Ability to create Sales Opps

thru Mktg• Staying 2 to 3 steps ahead of

tech trends• Integrated approach with

reseller partners• The ability to create and

enable the channel for vendors

• Professional/consulting services

• De facto pre-sales for partners