1. ‘EVERYTHING’S
POSSIBLE’
© Copyright Gorilla Corporation 2011. All rights reserved.

2. War and Peace
The Determined Pursuit of Profitable Business Growth
and...
Committed to Make the World a Better Place
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3. The Gorilla Army
From Leading Vendors including: IBM, Compaq,
Sun, HP, Cisco, McAfee, Websense
Clients: IBM, Sun, Nortel, HP, BT, Avaya,
Symantec, Microsoft
Text
Text
Text
World Wide, Senior Executives from across
the spectrum of ICT companies.
• Over 200 years of combined ICT
industry knowledge.
© Copyright Gorilla Corporation 2011. All rights reserved.

4. World Wide Command
Gorilla Holdings
CEO
Gorilla Holdings
EVP WW Sales
Corporate Merger
Business
Social Responsibility &
Growth
& Sustainability Acquisitions
EVP Gorilla EVP Gorilla Ignite
VP Americas VP EMEA VP APAC
CSR & Sustainability M&A
© Copyright Gorilla Corporation 2011. All rights reserved.

5. Gorilla Company
Gorilla offers a rare combination of skills to help you grow rapidly and
achieve remarkable returns in both mature and emerging markets
worldwide. Our team can support you across three critical areas:
We work with you from strategic level to street level, creating innovative
• 1 Platoon shared risk sales ecosystems and channel programs that unlock market
DG opportunity and deliver exceptional results.
• 2 Platoon We use our unsurpassed knowledge base and sector
M&A experience to help you identify, scrutinize and carry
through mergers and acquisitions that will advance your corporate goals.
• 3 Platoon We advise on political risk, corporate social responsibility and
sustainability – ensuring your move into new territory is more secure and
CSR your success brings real benefit to local communities.
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6. OUR GLOBAL NETWORK
Canada - Toronto UK – London
France - Paris
UK - Oxford
China - Beijing
USA – San Francisco
USA - Boston Japan - Tokyo
India
South America - Brazil Singapore
UAE-Dubai
Italy - Milan Germany - Munich
South Africa - Johannesburg
Ethiopia – Addis Ababa Australia - Melbourne
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7. Gorilla Squad Members
Carlo Tortora Brayda Wayne Carter
CEO VP EMEA
-CEO Advanced Alchemy Holdings -EMEA Channel Director, McAfee
-Chairman Alchemy World -EMEA Channel Manager, Cisco
-EMEA Sales Director at CompuBase
-
Bill Lane Chris Spencer
EVP Global Sales VP Sales Americas
- Mid Market Sales Leader, Sun Microsystems - SVP Global, Rainmaker
- VP Sales, Sitel
- Driver of the field Agency Model - VP Sales, Harte Hanks
- Sales Consultant for the ICT Channel
Arleen Abarquez Mark Leman
VP Americas CTO
- IBM ValueNet /Powernet Program Champion - Head of ICT, London Southbank Centre
- WW Program Director Websphere, IBM - Head of ICT, Advanced Alchemy
-
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8. Gorilla Objectives
BUSINESS GROWTH
•Customer Touch
•Partner Ecosystems
•Demand Generation
•Channel Strategy
CORPORATE MERGER
SOCIAL &
RESPONSIBILITY ACQUISITIONS
© Copyright Gorilla Corporation 2011. All rights reserved.

9. Gorilla Armory
Shared Risk
Sales Model
Outsourced
On and Off
Sales Boarding
PRM & CRM Demand Social Media
Generation
Marketing
Partner
Opportunity
Ecosystems Management
Channel Channel Channel
Management Auditing &
Programs
Analysis
Channel
Channel
Recruitment Enablement
Channel
Strategy
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10. GORILLA RECRUIT TRAINING
Starting Point:
- Sales data - Objective setting
- PRM - Strategy & analysis
- Marketing
metrics
- Tele-research
- Segmentation
Enhancing
- Geomapping
channels to drive
growth Distributors
and/or Resellers:
- Telephone
- Field resources
- Marketing:
DM/events
Support Services - Field Resources
- P2P ecosystems Demand - Communities
locator Generation - Collateral
-Training Channel
- Margin/Stock - Email/DM
Account
- Deal Reg. - Online/social
Managers &
-Rebates - Telemarketing
Channel Partners
- Coop/MDF - Lead nurturing
- PRM
- Portals - Events
-Support
- Field Sales
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11. Gorilla Victories
Individual track record of achieving billion $ sales growth for major Vendors:
•Field Sales Model
•EMEA Partner Recruitment
•Channel Strategy and Activation
•Demand Generation
•Inside Sales Programs
•Integrated Marketing
•Social Media Marketing
•Channel Mapping and Research
•Web Tools and Integration Services
© Copyright Gorilla Corporation 2011. All rights reserved.

12. In The Jungle The Gorilla Is King
• When you go to War you go to Win
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13. Winning Harts and Minds
Increased
• A winning business
reach customer
touch
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14. The Theater Of War
Vertical Market Influence 130 Customers
5,000 Subs
Direct EU
Industry
Focus Named Acts
840 Customers
6,400 Subs
Enterprise
£11Bn 2,500 Co's
1,000+ Empl
Geographical Market
Influence
Who’s seeing your
Upper Mid-Market
Customers in the £3Bn 2,300 Co's
‘White Space’ 500+ Empl.
Jungle?
Gorilla Unit Focus Lower Mid-Market
£7Bn 16,000 Co's
100+ Empl
SOHO
1 Million Co's
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15. Principles Of War
• Arcs of fire Marketing Cannon
> Allocate
> Partners
> Marketing
> Interlocking
> Mutually supportive The Competition
• Cross fire kills
> Unseen
> Killing zones
> Multiple chances
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16. The Battlefield
(A Matrix of Opportunity)
Total Revenue - £m No. Companies Capital IT Budget (£m) Hardware (£m)
VERTICAL MARKET
L mm U mm Enterprise Total L mm U mm Enterprise Total L mm U mm Enterprise Total L mm U mm Enterprise Total
COMMERCIAL BUSINESS UNIT
CONSTRUCTION
Agricultural Machinery 1864.03 896.16 113.98 2874.17 63.00 8.00 1.00 72.00 1.86 0.89 0.11 2.86 0.73 0.35 0.04 1.13
Construction Services 13613.61 5463.32 13852.91 32929.84 617.00 56.00 45.00 718.00 13.56 5.44 13.80 32.80 5.36 2.15 5.45 12.96
Raw Materials 1837.32 573.66 6262.64 8673.62 72.00 6.00 12.00 90.00 1.83 0.57 6.24 8.64 0.72 0.23 2.46 3.41
Supplies & Fixtures 3224.81 1565.72 1445.61 6236.14
Market 140.00 19.00
Segmented by 11.00
Size 170.00 3.21 1.56 1.44 6.21IT Spend Trends
1.27 0.62 0.57 2.45
Construction Totals 20539.78 8498.87 21675.13 50713.77 892.00 89.00 69.00 1050.00 20.46 8.46 21.59 50.51 8.08 3.34 8.53 19.95
RETAIL DISTRIBUTION
Apparel/Accessories 4109.82 1565.42 1676.73 7351.96 173.00 24.00 11.00 208.00 15.62 5.95 6.37 27.94
Jewellery & Silverware 146.64 0.00 78.77 225.41 5.00 0.00 1.00 6.00 0.56 0.00 0.30 0.86
Real Estate Operations 3.25 1.07 2.59 6.91 142.00 20.00 21.00 183.00 0.54 0.08 0.08 0.70
Retail (Apparel) 2010.71 1428.54 13820.22 17259.48 136.00 31.00 60.00 227.00 7.64 5.43 52.52 65.59
Retail (Catalogue & Mail Order) 1358.99 1097.63 4693.80 7150.42 37.00 11.00 10.00 58.00 5.16 4.17 17.84 27.17
Retail (Drugs) 911.73 419.57 8384.28 9715.57 39.00 6.00 7.00 52.00 3.46 1.59 31.86 36.92
Retail (Grocery) 772.51 724.72 140280.23 141777.46 80.00 15.00 38.00 133.00 2.94 2.75 533.06 538.75
Retail (Home Improvement) 1625.02 675.77 6473.30 8774.09 72.00 8.00 13.00 93.00 6.18 2.57 24.60 33.34
Retail (Speciality) 45109.31 24822.95 99859.45 169791.72 844.00 113.00 137.00 1094.00 171.42 94.33 379.47 645.21
Retail (Technology) 247.25 84.40 606.91 938.57 9.00 1.00 3.00 13.00 0.94 0.32 2.31 3.57
Vertical Market
Retail Distribution Totals 56295.22 30820.07 275876.29 362991.58 1537.00 229.00 301.00 2067.00 214.45 117.19 1048.40 1380.04
INFORMATION TECHNOLOGY
/ Sub Market
Computer Hardware 1771.52 847.50 5716.26 8335.27
Computer Peripherals 0.00 0.00 0.00 0.00
Computer Services 1728.52 612.73 4363.64 6704.89
Software & Programming 14302.02 4098.90 18975.35 37376.27
 Construction of Battlefield
 Multi - Layered
 Relevance of Market Size Segmentation
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17. Getting to the Front Line
Gorilla Test Training
and initial Lead Solutions
Generation coaching
Manufacturer’s eco System Partner
Influ-encers
MANUF
Product
Gorilla
E&MM
Creation
Demand
Manuf & Market 1 Channel
Market
Battlefield: Opportunity
Channel
Gorilla New
Target Business Management
Catalyst Market n Channel
Market
Selection Sales training Channel value
ISV SI
The Ansof Matrix
New
4 16
Current
1 4
Current New
Market
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18. Executing The Campaign
Customer Touch Model
TAM
Andy 340,000 TAM - Calls
TAM
TAM 68,000 Customer Conversations
Keith
TAM
3,400 Customer Appointments
TAM
Mike
TAM 1,700 Qualified Opportunities
TAM
Jerry £57.6m Factored Pipeline
TAM
TAM
Alan 850 Closed deals
TAM
TAM £34k Average order size
Moni
TAM
TAM
TAM
Gavin £28.8m Closed Revenue
TAM
Patrick
TAM
Incremental ES/CSO of 15%
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19. Optimizing Your Forces
Total New Accounts Gorilla Triage Process Business Units
Eco-Systems
100k 500k
Const/Util/Oil Pipeline 2. High Op/Low Rev 3. High Op/High Rev
Retail Partner driven
 Gorilla & Channel handle Business Unit

 >£500k pass to BUs
Finance  Provide Gorilla  Manufacturer Account management Named > £500k
assistance if needed relationship
Pump Engine
IT  Right resource to win
 Qualify carefully
 New BU accounts
Opportunity
Manufacturing
Services 1. Low Op/Low Rev 4. Low Op/HighRev
Telco/Media  Gorilla can't handle it
 Total partner driven  ITT
Transport
 Long term watch
 Benchmarks
 Qualify with BU how Business Unit
IB Refresh  Proactive marketing
 Manufacturer/Partner
we engage to max Acquisition
Small of Large Pipeline telesales
revenue
Competitive >£100k
 <£100k qualify out
Gorilla
Inc. Revenue Revenue
Inc. Contribution
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20. Timing Is Everything
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21. The Kit List
Creating Multiple Opportunities from one meeting
Addressed Today Customer Health Check
1 Solaris
2 Systems
3 VDI
4 Data Managment
5 Business Compliance
6 Security
7 X64
Compliance
8 Leasing
9 Support Services
10 Managed Services
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22. The Spoils of War
• Activity
• Visit and contact customers
• Generates pipeline
• Invigorates end user and partner sales
• Better conversion rates
• Qualification at first meeting
• Right deal in the right place
• Partner Value (COS)
• Order value increases
• Sell all the value (including partners)
• X-sell and up sell
• Quicker
5
• Efficient
• Joined up selling
• Partner T & C’s
• Up sell existing customers (go and see them)
21
22
2
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23. Win The War
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24. Experienced Allied Forces
on the Ground
CEE Command
- Regional Channel Development and Marketing Italian Command
VP EMEA at Avaya -- Consultant at Alvarion
- Director Marketing Strategy & -- EMEA Marcom Director APC
Communications, EMEA, Lucent Technologies
Enterprise Networks U.A.E Command
- Manager of Marketing Communications,
- Director, Business Development EMEA at
Europe, Middle East & Africa Emerging Markets
Akamai Technologies
at IBM.
- Sales Manager Partners, Alliances, ISVs and
Iberia Command Industry MENA at Sun Microsystems-Dubai/UAE
- EMEA Marketing Director at Plantronics -European Distribution (CDP) Channel Manager
- EMEA Marketing Director - Consumer at Sun Microsystems EMEA
Products at Hewlett Packard
-Partner at Summa communication Indian Command
- Territory Sales Manager at Oracle
French Command - Senior Accounts executive at Qsoft
-Vice-President Sales & Marketing (Worldwide)
Australasian Command
at HI-STOR Technologies
- Business Dev Manager at Teradata
- Western Europe Director at FUJITSU - Business Development at Compuware Asia
SOFTEK/AMDAHL Pacific
- Southern Europe Sales Manager at Candle - Branch Manager at Fujitsu Australia
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