1. ZBM 2015 Sales Planning
HQ Muscat November 2014
Umesh Jamwal

2. AGENDA
1.Market Trends-MENA
2.FY 2015 Goals
3.Target Industry
4.Software market overview
5.ERP-TAM
6.ERP Implementation Issues
7.Business Plan
8.Future directions
9.Top 5 opportunities in the region
10.Additional Resources- Marketing, Finance , HR etc.
11.Sales tools-SFDC,SAP CRM, Meeting Notes , Slideshare, Box etc.
12.Backups
13.Q&A
14.Summary

3. Indicative CSP, Enterprise market
450
400
350
300
250
200
150
100
50
0
2005 2006 2007 2008 2009 2010 2011
$M
SP
Enterprise

4. FY 2015 Goals Review – (MENA)
• Prepare the annual business plan in line with the overall business and
organizational goals.
• Track and ensure on periodic basis that the goals are achieved as per the
stipulated time frame.
• Provide feedback to the sales team on areas requiring focus & improvement.
• Responsible for the overall coordination, the functional management and
leadership of all of the sales activities of the business
• Work closely with management to develop and implement a short and long-term
sales strategy to grow and service new business while retaining valued
customers.
• Manage the entire sales cycle of the transaction from research, prospecting,
opportunity management to closure..
• Close interaction with the presales and delivery teams to ensure that its
goals, structure and processes are fully aligned with the sales strategy.
• Develop and ensure best practices to create a highly efficient sales
organization.
• Responsible for coordinating the specific objectives of the Sales Plan with all
of the functional departments of the company and, most specifically with
Marketing ,Finance ,HR etc.

5. Target Industry-
• Communications and Media
• Consumer Packaged Goods (CPG)
• Energy
• Financial Services
• Healthcare
• Manufacturing
• Public Sector
• Retail
• Utilities
• Other Industries

7. ERP-TAM

8. ERP Implementation

9. ERP Implementation Issues

10. Business Plan FY 2015
• Keep up to date with recent market and industry trends, competitors, and
leading customer strategies.
• Market is growing at CAGR of 13%,multi-billion dollar TAM 2015-2020
• Cloud Computing
Whether private, public or hybrid cloud computing, ZBM is dedicated to
finding the best solution to accommodate your growing organization – today
and into the future.
• Virtualization
Let virtualization move your business forward by eliminating time wasted
dealing with managing servers and refocusing your IT goals on innovating and
leveraging new business logic.
• Data Storage
Whether it’s through backup and duplication, primary storage, infrastructure-as-a-
service or cloud backup, ZBM will help design and implement a data storage
and backup strategy to optimize your systems and lower your TCO.

11. Cisco-Q1 Overview

12. Business Plan FY 2015
• Unified Computing
• As a Cisco+VMware+EMC Advanced Technology Partner, ZBM’s team is
certified in implementing and supporting Cisco Unified Computing Systems –
an invaluable solution to lower IT costs and gain greater flexibility for your
organization.
• Professional Services
• Shorten your point to finish project lifecycle and accelerate your return on
investment with ZBM’s Professional Services.
• Amazon Web Services
• ZBM partners with AWS to help customers integrate on-premise
infrastructure with public cloud and assist with infrastructure migration,
application deployment, disaster recovery & hybrid cloud for variable
workloads

13. Business Plan FY 2015
• Increase revenue and profits for ZBM, New Business,4x Sales funnel delivery
Harnessing the internet, consumer insight, Big data(M2M)and analytics
• Q1 Sales $(PaaS)
-SMEs, CSPs-Omantel, Etisalat Properties, Zain Properties, Du, Mobily,
Batelco, Saudi Telecom, Ooredoo, VF Qatar, Orascom,
• Q2 Pipeline Growth $(Managed Services)
• ISPs, TV& Media, MSOs, Home gateways, Netflix, e-commerce
• Q3 Pipeline growth $
-SMEs, Oil & Gas, UAE Govt.,Transportation & Utilities
• Q4 Pipeline growth $
BFSI -Citi, HSBC, SCB, Insurance, NBFC and FII
• M2M,OSS/BSS, CEM, unified communication, contact center

14. Business Plan-Contd.
• Responsible for the direct sales and marketing of ZBM
products/consulting services /solutions in the region.
• Well versed with the dynamics of Government vertical.
• Managing relationship with OEMs, ISVs, System
integrators/Partners.
• Devising and implementing sound business strategies/promotional
program so as to explore new markets for the product.
• Establishing a cordial relationship with the clients so as to ensure
maximum customer satisfaction and repeat business.
• Instrumental in screening of prospective clients and converting
qualifying opportunities, account mapping.
• Effective package of products, develop sales collateral, solution
demonstrations to mature genuine leads, strategize new product
initiative and future Roadmap.
• Developing enterprise solution, specific to sub vertical customers
and engage product marketing team to develop product strategies
while creating winning differentiators in the market.
• Managing accounts for repetitive business.

15. 15
We help CSP… Create value & Engage their
subscribers
Value to the CSP
Secure Network
Reliable Network
Engage Subscribers
Care for Subscribers
Subscriber Insights
Target Up-Sell
Vantio Engines
N2 Applications
Harness Internet Activity
Open up New Business Models

16. Current and Planned Pilots (All)
• Target Start Date and Duration-March 2015
• Software Pilot?
• Documentation Status: NDA, Reseller agreement for sign-off
• Key Success Criteria: Successful PoC
• Gap Requirements – what do you need? Local HW /Lab to be
explored
• Software Applications Overview given
• messaging software Pilot is to be proposed?
• Documentation Status: Technical and Marketing is yet to respond on
our Presso
• Key Success Criteria: RFP Process
• Gap Requirements – what do you need?
• Target Start Date and Duration-30 June 2015
• Applications Software Pilot?
• Documentation Status: URL filtering Biz cases to be shared

17. 2015 Summary (SFDC)
• Q1 $150K
• Q2 $250K
• Q3 $250K
• Q4 $250K
TAM-$10M
Total Application $-
Total Core Products $- 600K

18. 2014 Summary (SFDC)
Opportunity• Owner Forecast Category Opportunity Name Amount (USD) Close Date VP Commited Status Territory
Umesh Jamwal PIPELINE BSNL URL Blocking and Outbound spam filtering Tender 6/30/2014 APAC
Umesh Jamwal PIPELINE Etisalat Lanka TA Pilot Proposed 6/30/2014 APAC
Umesh Jamwal SUPPORT RENEWAL Idea/ Vantio giDNS Phase I-Delhi Support Renewal $31,208 6/30/2014 APAC
Umesh Jamwal SUPPORT RENEWAL Idea Cellular/Support Renewals 6/30/2014 APAC
Umesh Jamwal PIPELINE Mobile Core biz case 9/30/2014 APAC
Umesh Jamwal PIPELINE N2 Applications/in-browser messaging PoC proposed 6/30/2014 APAC
Umesh Jamwal PIPELINE RIL/PoC proposed 9/30/2014 APAC
Umesh Jamwal PIPELINE TA PoC proposed 6/30/2014 APAC
Umesh Jamwal PIPELINE TATA Comm Vantio $183,000 9/30/2014 APAC
Umesh Jamwal PIPELINE Tata Teleservices 11/30/2014 APAC
Umesh Jamwal PIPELINE
TTSL/N2 Applications(in-browser messaging)PoC is to be
proposed 6/30/2014 APAC
Umesh Jamwal SUPPORT RENEWAL Bharti/DCS Support Renewal 2013 $32,532 4/30/2014 COMMITED Forecasted for this Qtr APAC
Umesh Jamwal SUPPORT RENEWAL Idea/giDNS Vantio Phase II-Pune Support renewal $21,450 6/30/2014 COMMITED Forecasted for this Qtr APAC
Umesh Jamwal SUPPORT RENEWAL Idea/ Vantio giDNS Phase I-Delhi Support Renewal $31,208 6/13/2014 COMMITED Forecasted for this Qtr APAC
Umesh Jamwal PIPELINE Idea/NXR $787,104 4/30/2014 HIGH UPSIDE APAC
Umesh Jamwal PIPELINE RCOM/DNS $252,170 6/30/2014 HIGH UPSIDE APAC
Umesh Jamwal SUPPORT RENEWAL Tikona/Support Renewal All $50,820 6/30/2014 HIGH UPSIDE APAC
Umesh Jamwal PIPELINE Idea/NPS for GiDNS $269,800 6/30/2014 UPSIDE - Lower Probability APAC
Umesh Jamwal PIPELINE MTNL/Vantio and NPS $252,800 6/30/2014 UPSIDE - Lower Probability APAC

19. Q3 Summary (SFDC)

20. Q4 Summary (SFDC)

21. Top 5 Application Opportunities
1. Turn uncertainty into opportunity
Opportunity awaits. As IBM transitions x86 servers to Lenovo, and
Microsoft ends support for Windows Server 2003, the computing platform
that drives your business forward could be facing a big shift .Turn the
uncertainty of transition into an opportunity to transform your IT
environment by choosing Dell—a leader in x86 innovation, end-to-end
enterprise solutions and global support.
CloudBand+ Red Hat+ Intel partnership
• SDN, Network functions Virtualization for the data center and cloud
• Big Data and analytics

22. Top 5 Application Opportunities
(Cont)
Enterprise mobility/browser support on mobile devices
Mobile biz case for in-browser messaging
• Alternative solution for mobile devices ?CGNAT as an example
• In-browser use cases
• DNS Data Analytics roadmap-Forward integrating into portal
management
• Software Pilot timelines yet to be proposed?
• Deployment/biz cases where GGSN/PDSN segregates the IP
traffic between existing DNS(IB)and proposed DNS
• URL filtering biz case ?
• Documentation Status
• Key Success Criteria:
• Java script Injection solution/biz case ?

23. Top 5 Application Opportunities
(Cont)
5. Reliance Jio
• Nominum to revert with the following answers:
• Diameter signaling support
• Vantio TA architecture overview
• DNS Analytics reports roadmap
• Load balancer functionality
• DNS health check/IMS functionality
• APN functionality
• Latency statistics documentation to be shared with Reliance
• BT /Virgin Media case study documentation to be shared
• Integration of Proxy Gateways-Openwave and Mobixel
• Enterprise biz case study to be shared
• Software or Appliance Pilot?
• Documentation Status
• Key Success Criteria:
• Gap Requirements/Issues – what do you need?

24. Top 4 Non-Application Opportunities
1. Idea Cellular/NXR
• Ongoing BoQ and Commercial proposal
• Kiran Sen Gupta(Network Services),Deepak Tripathi(Commercial Manager)
• Sachin Lanke, M Satyanarayanan
• Vantio Cacheserv 7.0 incl NXR?
• BoQ have been vetted by Idea Cellular, SoW and Commercials to be submitted on
7 April
• Nominum being incumbent in Idea Network yet IB offer is also being considered:
• SoW Compliance incl PS,PM roadmap support- Need to revert to Idea Cellular by
7 April
2. Account and Opportunity Description
• Pilot Target Start Date and Duration
• Decision Maker:
• Influencers:
• Software or Appliance Pilot?
• Documentation Status
• Key Success Criteria:
• Gap Requirements/Issues – what do you need?

25. Top 4 Non-Application Opportunities
(Cont)
3. Account and Opportunity Description
• Pilot Target Start Date and Duration
• Decision Maker:
• Influencers:
• Software or Appliance Pilot?
• Documentation Status
• Key Success Criteria:
• Gap Requirements/Issues – what do you need?
4. Account and Opportunity Description
• Pilot Target Start Date and Duration
• Decision Maker:
• Influencers:
• Software or Appliance Pilot?
• Documentation Status
• Key Success Criteria:
• Gap Requirements/Issues – what do you need?

26. Marketing Requirements -MENA
Region
Q1 Required/Projected Marketing Activities:
Webinar 1 or Activity
• Global Oil & Gas Conference ,Kuwait
• Big Data analytics Forum in MENA Region-UAE
• Delegate Participation for Networking, no sponsorship at this time
• MWC Barcelona 2015
Q2 Required/Projected Marketing Activities:
Webinar 1 or Activity
• Bahrain International eGovernment Forum
• Qitcom 2015
• COMEX 2015
• Who will deliver
Q3,Q4 Required/Projected Marketing Activities:
Webinar 1 or Activity
• Lightreading , IDC, Gartner Analysts Webinars
• Cisco+VMware+EMC events
• AfricaCom
• Who will deliver

27. Demand generation/Pipeline Building
Plans
Q2 – Target New Pipeline of $ X
-Qualify New Named Accounts – PoC for proposed, in-browser
messaging)
-Which New Opportunities Existing Accounts – Support renewals($M)
Q3 – Target New Pipeline of $ X
Qualify New Named Accounts – Enterprise, CSP
Which New Opportunities Existing Accounts – PoC is to be proposed
Q4 – Target New Pipeline of $ X
Qualify New Named Accounts – Enterprise, CSP
Which New Opportunities Existing Accounts – Data Analytics PoC is to
be proposed

28. What Areas Need Support
- Applications commercial Biz cases/Demo?
- data analytics overview, biz cases and roadmap/Product Training?
- Live Networks biz model ,Technical architecture for ?
-Mobile Core biz case : Telstra and Vodafone Australia is critical for Pre-
Sales activity with Vodafone India?
-GSMA MWC Barcelona March 2015
4G World participation status, LRI webinars roadmap, GSMA Mobile Asia
Congress participation in June /Marketing?
(List any and all areas you want further information or materials – be
open and honest)

29. What Areas Need Support-Resource
Planning
Job Duties
- Lead the development of channel programs and develop strategies to grow the
program.
- Achieve sales and revenue goals by ensuring all accounts are profitably serviced.
- Developing channel communications to include: announcements, customer wins, and
product positioning.
- Leveraging 'core' sales presentations, customize product sell-in presentations for key
accounts (channel and end-user)
- Coordinate and manage small-medium size partner events (training, etc)
Support the implementation and management of key channel and end-user
marketing programs, as necessary.
- Schedule and manage channel training webinars for product training, channel
programs, etc
- Communicate channel activities and results to Senior Management by delivering sales
reports

30. What Areas Need Support-Resources
* Develop and maintain relationships with partners; serve as a SPOC for key partners.
* Facilitate all communications and dealings w/ established reseller relationships.
* Monitor competitor activity w/in the channel market and to form strategic plans for increasing
market share
* Identify the right channel partner; work with channel partners to fulfill company's business
objectives.
* Drive high levels of partner sales productivity by educating the top-tier channel and reseller
partners
Desired Qualifications
* Proven successes working with the channels and customers.
* Strong collaborative engagement skills working with team members inside and outside the group
* Have the ability to simplify sometimes confusing information into messages that channel partners
and end-user customers will understand

31. What Areas Need Support-Resources
* A successful track record of working with sales teams, channel partners and product
marketing
* Experience developing or driving the development of sales and marketing tools,
including collateral, product reference guides, etc. and products
* Been a part of a team to strategize and work with Product Marketing and Product
Management to deliver superior channel tools and programs
* The confidence to take calculated risks
* Have solid organizational skills with the ability to juggle multiple initiatives and
activities at one time
* Possess exceptional interpersonal skills
* Have the ability to effectively and energetically present to customers, peers and
management.
* Have a high degree of self-motivation
* Very strong written and verbal communication skills
* A proven track record of working closely with a sales organization.
* Strategic marketing skills and experience

32. Backup slides
• Backups

34. Best Practices: DNS Data Logging
• Vantio querystore collects critical data
– Monitoring, forensics, and reporting
• Optimized data capture with very low server impact
• Aggregation and upload to other systems
Aggregator
Anonymized
DNS data
34

35. • Provider issues
– Support call spikes
– Subscriber satisfaction and
retention issues
– Strained peering relationships
• Decreased availability
– DNS servers (some SW fails*)
– Network surrounding DNS
– Network surrounding home
gateways
– Links to peers
35
Provider Impact: Availability
Access network
congestion
DNS servers, load
balancers, switches etc Peering and
transit links
*Note: Vantio engines have been proven to sustain the high loads
Leads to…

36. 36
Continent Distribution
Continent Open DNS proxies Percentage
Asia 11,363,728 48%
Europe 5,311,353 22%
South America 3,278,751 14%
North Anerica 2,550,481 11%
Africa 1,220,340 5%
Ocenaic 146,179 <1%
48%
22%
14%
11%
5%
Asia
Europe
South America
North Anerica
Africa
Oceanic

37. 37
Why So Many DNS Amplifiers?
26M Home Gateways with Open DNS Proxies on the Internet
Proxy forwards
answer to target,
floods it with
DNS traffic.
1
4
Attacker spoofs
IP address of target.
Sends queries to
open home gateways.
2 Open DNS proxy
3
forwards queries
to ISP resolver
ISP resolver
replies to proxy
with amplified
answer
ISP border
Internet
ISP Network
Small
query
Large
answer

38. Trend Graph: Available Amplifiers per Protocol
DNS
~28M
SNMP
~7.7M
NTP
~6.0M
SSDP
Source: Feb 24, 2014
~5.0M
NetBIOS ~2.5M
38

39. New Threat: Attacks From Inside
Existing perimeter defenses
don’t cover today’s exploits
ISP Network Internet
39
Stealthy new DNS amplification attacks
Growth and sophistication of botnets

40. Deterring Inside Threats Matters
OPERATIONAL EFFICIENCY
PEER REPUTATION
Maximize infrastructure ROI,
control costs while ensuring
networks are always available
Keep networks free of active
and latent threats, maximize
subscriber satisfaction
Maintain favorable and
financially stable partner
relationships
NETWORK INTEGRITY
Customer Satisfaction
40

41. Q&A, Summary

42. Umesh Jamwal
• Management strategist, Sales Leader, having cross-functional expertise with 15+
years of experience of visible achievement in Business Consulting, IT & Process
Outsourcing Services and has donned multiple sales leadership roles in India & South
Asian region while leading the sales teams across Service Provider, Large Enterprise,
Utilities, transportation, BFSI & High-tech industry segments.
• As an aggressive Sales Leader demonstrated success by conducting outstanding
client relationship and business performance across the region with Multimillion-dollar
record deals.
• Have been instrumental in opening many new territories, named accounts, verticals &
setting up offices across the region & ensured its success with self-sustained profit
centers.
• Currently leading the sales in India, Malaysia, Sri Lanka, Bangladesh, Nepal,
Well networked in the region with C-Level executives & have a strong insight within
various client’s organization for their regional & global initiatives.