Flowmon update 2018 dec

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Flowmon update 2018 dec

Verticals, market

ISPs

NAtional ISP, Nisz

Very, very long sales cycle

PR Telecom

United Telecom

Tarr

Private sector

ANDA

PoC completed

Industry

IBIDEN

PoC needed saving

SIEMENS

PoC complete

purchase in 2019

Finance

EOS

TAKINFO

Raiffeisen

T-SYS

Healthcare

Will need to find ways to get the budgets for very present needs

HIS

RIS/PACS

Transaction counts of international airports, IT budgets of elementary schools

T-Sys

Will need to talk to

Asseco

HIS provider for cca 100 hospitals

Onkologia

Budapest hospital

Utilities

FOTAV - Heating

NKM Gas

Ordered support an an addictional probe

Saved

Partner landscape

ALEF

Will settle

Actually help with early placement

Efforts questionable, sporadic

Panor - starting with a PoC

TR Consult

Will need a lead to start

security and IBM/Checkpoint focused

interested partner, will need more work, possibly a lead to start with

Dimension Data

Needs education, senior engineers occupied

Has about 100 prospects

Good with ISP business

IMG Solutions

brought and will bring leads

new partner, no engineering capabilities

Spacenet

well connected, everyone is onboard, high expectations

new partner, very flexible and keen to learn

T-Systems

can not urge, to powerful to bypass

business starts now, brought leads

new people for Flowmon

reorganized itself

99999

we are accepted, engineering is onboard now with business development

very welcome - we help with customer interaction

great engineering people, 4 CCIE's

actually learning how we present

early clash on lack of efforts

actually understood

Delta

junior engineers for Flowmon - now acting as lead architect

sales need coaching

WORK AHEAD

not talking to the customer enough

competition, alternatives

budgets

hopes, wishes, desires, problems

value perception

not talking values

untuned PoCs

lost one, save the rest

bad presentation habits

Colleagues

Colleagues at partners: self-sufficiency is yet ahead for them

Little interaction with others

Very good, on-the-point help from HQ presales; rarely needed

Very good relations with Laszlo, is a pro

Work

Very connected with customers

However, partners will need to be taught how to fish, not just given fish

Direct touch is good

Administration overhead tolerable

Really enjoy what we are doing

Home office turned out to be really good

Overview

December

revenue hunt

November

try to steer closable deals to POs

Save existing PoCs

Close new PoCs

October: own PoCs, partner education

Sept: partners, customers

Aug: onboarding, tech training