What we offer to VENDORS

<body topmargin=0 leftmargin=0 marginheight=0 marginwidth=0> <table cellpadding=0 cellspacing=0 border=0><tr> <td valign="top" colspan=2 height=90 BGCOLOR="#006699" TEXT="#080000" background="044fd5a3.jpg"> <div> <FONT SIZE="5" COLOR="#000000" FACE="Arial" ><B>LAMBDA GROUP</B></FONT><B>    </B><B> |</B><A HREF="id23.htm" TARGET="_top" TITLE="Business Practices"><U><B>Previous Page</B></U></A></div> <div> <B>What we offer to VENDORS</B>   |   <A HREF="id26.htm" TARGET="_top" TITLE="What we offer to channels"><U>What we offer to channels</U></A>   |   <A HREF="id27.htm" TARGET="_top" TITLE="What we offer to Contacts"><U>What we offer to Contacts</U></A></div> <div> <A HREF="id17.htm" TARGET="_top" TITLE="About us"><U>About us</U></A>   |   <A HREF="id18.htm" TARGET="_top" TITLE="News and Events"><U>News and Events</U></A>   |   <A HREF="id19.htm" TARGET="_top" TITLE="Location"><U>Location</U></A>   |   <A HREF="id20.htm" TARGET="_top" TITLE="FAQ"><U>FAQ</U></A>   |   <A HREF="id21.htm" TARGET="_top" TITLE="Contact Us"><U>Contact Us</U></A>   |   <A HREF="id22.htm" TARGET="_top" TITLE="Our Partners and Clientele"><U>Our Partners and Clientele</U></A>   |   <A HREF="id23.htm" TARGET="_top" TITLE="Business Practices"><U>Business Practices</U></A>   |   <A HREF="id32.htm" TARGET="_top" TITLE="Other Services"><U>Other Services</U></A></div> </td> </tr><tr> <td valign="top" width=210 BGCOLOR="#FFCC66" TEXT="#080000" background="045d2043.jpg"> <bR> </td> <td valign="top" height=390 BGCOLOR="#FFFFFF" TEXT="#080000"> <div> <I>What we offer to VENDORS</I></div> <bR> <div> <I><B>Our Five Steps Methodology - Our fully loaded solution</B></I></div> <bR> <bR> <div> <IMG SRC="07b6c690.png" border=0 width="1132" height="361" ALIGN="BOTTOM" HSPACE="0" VSPACE="0"></div> <bR> <div> <I><B>STEP I. Value Proposition Assessment.</B></I> </div> <bR> <div> We all in the company have a large experience and strong reputation built over more than 20 years. When we bring a product or service to our markets we take special care in protecting such reputation. We have a large and deep network of relations both in the End User side as well as in the distribution channel. When we recommend and endorse a product for our markets is because we did our homework. </div> <bR> <div> Before engaging with a vendor or solution provider our team of experts evaluates the Product, Service and Value Proposition to the market. In this phase, which we provide without any cost to the Vendor, we analyze attributes of the Company, The Product and The People involved with the Value Proposition. Here, what we look for is:</div> <bR> <div> Completeness</div> <div> Based of what the vendor or solution provider defines as the value proposition, we review and test how this value proposition is accomplished thru the products or services offered. We compare them with other vendors of similar or substitute propositions and finally review how the benefits are generated to create value for the channel and end users.</div> <bR> <div> We also evaluate the value perception on the end user side. Here we identify if the product or service can be a stand alone product, an integrated driver product or an integrated driven product.</div> <bR> <div> A Stand alone product or value proposition is such than can deliver all the benefits without any integration to a major solution. The product is not part of other's value proposition.</div> <bR> <div> An Integrated Driving Product or Value Proposition is such that can deliver the benefits integrated with other components, but always retain the character of being the main driver of the solution.</div> <bR> <div> An Integrated Driven Product of Value Proposition is such that complements a driver Product or solution, enhancing such solution, or just providing foundation or infrastructure.</div> <bR> <div> In many cases, there are products that can behave in any if the three manners and each one of them could generate parallel channels when implementing the “go to market” strategy.</div> <bR> <div> Marketability</div> <bR> <div> We are not looking for sophisticated and complex products and solutions, but simple, easy to understand and communicate. Sometimes products are sophisticated but not easy to understand by the market.</div> <bR> <div> Adaptability</div> <bR> <div> How flexible the product is in terms of architecture, functionality, look and feel, cost and price, to be adapted to Latin America's market realities. </div> <bR> <div> Cost/Price</div> <bR> <div> Is the cost structure, price strategy in accordance with local market realities?. Is any possibility for the product to take advantage of Multilateral Trading Agreements? Is the value provided by the product in accordance with its price/cost structure?</div> <bR> <div> Unique Values</div> <bR> <div> Does the Product provide unique characteristics than can be applied in Latin America?. What are them?. Ca we create unique values for this specific market?</div> <bR> <div> Competitiveness</div> <bR> <div> What is the competitive positioning of the product? </div> <bR> <div> Innovation</div> <bR> <div> Is the product or service bringing a first ever value proposition? If there are innovative characteristics in the product, are them easy to be perceived?</div> <bR> <div> Enthusiasm</div> <bR> <div> Is the Company enthusiastic about entering in new markets, do they have flexible and "out-of-the-box" thinking?. </div> <bR> <div> Long Term Commitment</div> <bR> <div> Is the company here to stay?. Is the approach to the market an investment or an opportunistic decision?.</div> <bR> <div> <I><B>STEP II. Addressable Market Assessment.</B></I></div> <bR> <div> Once we realize the product and the company makes sense for our markets, we need to prepare a business plan based in an addressable market. In this phase we identify and quantify which that market is and how quick can it be addressed. We prepare an extensive analysis report showing size and localization of the addressable market.</div> <bR> <div> Our methodology helps on identifying the market niches and Solutions in which the product better fits. We categorize the product or technology in one or more of the following subjects:</div> <bR> <div> Driver Products. The ones that are the core of a specific solutions and a key component.</div> <div> Driven products. The ones that complement a solution but are not a core component of it.</div> <div> Stand Alone Products. The ones that are a solution by it selves. </div> <bR> <div> Based on that we map the product to solutions and then to market, then we identify the market drivers and competitive challenges. </div> <bR> <div> Then we can identify, qualify and quantify the addressable market.</div> <bR> <div> <I><B>STEP III. Go-To-Market Strategy.</B></I></div> <bR> <div> After understanding the product, identifying the applicable value propositions and having identified the target markets, is time to start building the Go-To-Market strategy.</div> <bR> <div> The Go to Market represents the architecture for the Business Plan. Here we define the components that will allow the product to enter into the market:</div> <bR> <div> Distribution Strategy</div> <bR> <div> Here we select one or a combination of Distribution models from several options including Two Tier Distribution, Managed Services model, OEM, Franchise, etc.</div> <bR> <bR> <div> Channel assessment</div> <bR> <div> Based on the distribution strategy we select and define the Channel profile and make a first assessment of who might be recruited during the execution process. In defining the channel profile and depending on what tier are we referring to we review attributes like:</div> <div>      </div> <div>      Technical Skills</div> <div>      Business Skills</div> <div>      Geographical Coverage</div> <div>      Segment Coverage</div> <div>      Customer's portfolio</div> <div>      Product Portfolio</div> <div>      Financial Strength</div> <div>      </div> <div> Pricing Strategy</div> <bR> <div> Benchmarking, cost and margin constrains and competitive environment, when contrasted with the goals of a Vendor, the value proposition and the channel expectations will help to define a wining pricing strategy, always accompanied with marketing programs that help on keeping a loyal channel while investing in the brand.</div> <bR> <div> We evaluate also localized realities for each region, including landing costs, protectionist government policies, etc. As an example, Brazil is a complex market in terms of trading regulations and local manufacturing protections, bout at the same time is the largest and most attractive market place to be in.</div> <bR> <div> Pre-Sales</div> <bR> <div> To reduce the learning curve in the channel and minimize time to market, it is always needed a strong and effective Pre-Sales support, including not only engineering and design to respond to specific needs, RFI's and RFP's, but also to manage special situations and commercial considerations without jeopardizing revenue and profit goals.</div> <bR> <div> Product Localization</div> <bR> <div> In this section and based in the product knowledge already developed during step I, we define in detail the initial and progressive needs in terms of product changes for the local markets, including language translations (Documentation, Marketing and Sales tools, and interfaces), as well as technical specs changes to be compatible with local standards (i.e. support to some telecom European Standards)</div> <bR> <bR> <div> Post-Sales</div> <bR> <div> A clear disclosure of post-sales requirements needs to be established in terms of Warranty terms, replacement, technical support, repairs, etc. At this point what we define are the minimum needs the market is expecting to be satisfied, and propose alternatives for implementation.  </div> <bR> <div> Regulatory & Certifications</div> <bR> <div> A clear definition of market regulations that need to be satisfied before releasing the product in each region is explained at this point. There are for example products that need to be tested and approved by organisms to comply with specific behaviors under environmental conditions (Case of NOM certification in Mexico).</div> <bR> <div> PR and Product Awareness</div> <bR> <div> A communication strategy and an appropriate translation for each region should be needed in order to communicate the right messages to the market and obtain the expected brand positioning if it was the case. Public relationships and campaigns strategies will help on this purpose.</div> <bR> <div> Marketing Programs</div> <bR> <div> Pull and Push programs will need to be defined and deployed. At this point we normally propose a basic set of programs oriented to the following goals:</div> <bR> <div> Stimulate individuals to proactively look for opportunities.</div> <div> Generate testimonials in exchange for better conditions to selected marquee accounts</div> <div> Award innovation and outstanding results.</div> <div> Increase margins when investing in business development.</div> <div> Heavily award growth</div> <bR> <div> Demand Generation Strategy</div> <bR> <div> Direct marketing, access to information about future investments, statements of direction, key areas of interest, etc, from the most important customers in the region will help on send the appropriate messages, to the appropriate executives in the right time. We use Databases and Market Research firms to accomplish this goal and assure an effective way to detect and generate leads.</div> <bR> <div> <I><B>STEP IV. Business Plan.</B></I></div> <bR> <div> The last step before deploying and executing is to put the Go-To-Market strategy in terms of financial information, time frame and return of investments. Here we put in black and white how the execution will be done based on the previous steps and the budget constrains. The following variables are considered in the plan:</div> <bR> <div> Channel activities</div> <div> Recruiting</div> <div> Certification</div> <div> Forecasting</div> <div> Distributors engagement</div> <div> Contracts</div> <div> Inventory</div> <div> Forecasting</div> <div> Marketing activities and resources</div> <div> Incentives for the channel</div> <div> Seminars, PR and Events</div> <div> Promotions and Programs</div> <div> Materials and Tools</div> <div> Pipeline Management</div> <div> Follow ups meetings</div> <div> Lead Generation</div> <div> Qualification processes</div> <div> Target ratios</div> <div> Pre-Sales</div> <div> Hotline</div> <div> Data Bases</div> <div> Documentation and tools</div> <div> Lead generation</div> <div> Special Campaigns</div> <div> Referral programs</div> <div> Post-Sales Services</div> <div> Warranty Management</div> <div> Repairs and replacement</div> <div> Updates, Upgrades and Fixes</div> <div> Technical Support and Hotline</div> <bR> <bR> <bR> <bR> <bR> <div> <I><B>STEP V. Execution.</B></I></div> <bR> <div> In this step, and depending on the arrangement made with the Vendor we can be as less as just supervision and controlling the execution up to being directly the performer of all the operations.</div> <bR> <div> We can be your Sales management Department, Marketing Department, or simply your advisor.</div> <bR> <bR> <div> <I><B>Unbundled Services - A la Carte!</B></I></div> <bR> <div> Lambda Group is also able to provide you with specific Consulting and operational services. In such manner the Vendor can just use us to get advise or planning for an specific market action, or outsource an specific operational aspect of their go-to-market strategy.</div> <bR> <div> We include but not limit to:</div> <bR> <div> Consulting:</div> <div> Market Analysis</div> <div> Business Planning</div> <div> Technology Assessment</div> <div> Channel Recruiting</div> <div> Project Planning</div> <div> Pricing Analysis</div> <div> Competitive Analysis</div> <div> High Level Consulting</div> <div> Technology Vision and Presentations</div> <div> Independent Analysis</div> <div> ROI Analysis</div> <div> Regulations and Authorizations</div> <div> Business Modeling</div> <div> Operational</div> <div> Pipeline Management</div> <div> Sales Tracking</div> <div> Sales Coaching</div> <div> Promotions and Programs</div> <div> Marketing Campaigns</div> <div> Demand generation programs</div> <div> Incentive Programs Management</div> <bR> </td> </tr></table></body>