AFLEX
DISTRIBUTION
Alexander Pavlov
General manager
AGENDA
 About Aflex
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our mission
membership in softline group
territorial coverage
aflex model
 Our vendors
 Aflex org. structure
 An example of vendor team in Aflex
 Our clients
 Our partners
 Recommendations
 Whom we seek
OUR MISSION
Providing complete representation of vendor
interests on emerging markets
AFLEX IS A MEMBER OF SOFTLINE GROUP
AFLEX TERRITORIAL COVERAGE:
Russia, CIS and some countries of far abroad
ABOUT AFLEX
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Company creation – February 2010.
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A part of group of companies Softline
We are an authorized representative of the leading software development companies in
Russia and CIS countries.
OUR STRENGTH
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Attention and individual approach to every vendor
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Full sales cycle – from publishing to after-sales support
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Developing vendor from «0 to turnkey»
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Largest partner`s network
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Very strong marketing support
OUR RESULTS – TURNOVER GROWTH
Depends on the type of product and current representation in
Russian market – from 50 till 400% in the first three years of
development.
AFLEX MODEL
Aflex was specifically built to be an exclusive distributor for a business with less than
10-20 million in Russia, because it provides full service to vendors, and not just
distribution:
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Marketing
Business development
Channel & Sales development
Localization
Support & Services & Education when needed
Mark
eting
Transaction through partners
Presales
Sales
PIPELINE
OUR VENDORS
AFLEX ORG. STRUCTURE
Aflex team – 45 employees.
VENDOR TEAM IN AFLEX
(an example)
Sales Director
Head of vendor division / Key Account
Manager
Key Account
Managers
Pre-sales
engineers
Inside
Sales
Territory
manager
CIS
MARKETING FACTS for 2013
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150 webinars for clients (75 attendants in each, 150 registrations)
30 partner webinars
35 exhibitions and conferences
3 week-long roadshow in cities-millionaires
8 telemarketing campaigns (min 3000 contacts each)
Internet promotion: 3 landing pages, SEM, SEO
Email marketing
Aggressive PR and mass media presence (daily monitoring and PR generation)
Quarterly press conferences (new product launches, etc.)
Localization of marketing and sales materials (in-house design and translation)
Direct involvement in presale in key accounts, upsale and cross-sale capabilities
Product test site for key customers
Main marketing goal – lead generation.
We have generated 30 000 leads.
OUR CLIENTS
Our client base (sales through the partners, but we also
have direct presale) – 2900 corporate clients
Large companies – 15%
SMB companies – 85%
Target audience in client
organizations:
1) IT specialists – 50%
2) Head of departments – 50%
OUR PARTNERS
Partner base – 600 companies:
1) Systematic work with – 183
2) Controlled channel – 27
Among them:
1) System integrators – 70
2) Resellers – 350
3) Specialized partners (in different it spheres) – 100
Best partners:
RECOMMENDATIONS
«I can say that Aflex has really professional team and provide comprehensive
approach for vendor business development, reliable support and understanding of
how to promote the product in Russia as well as all the instruments needed for it. I
don’t know any other company which could form so fast their own competences and
begin to develop market».
Jacob Fishelev, Territory Manager - Russia, CIS and Baltics
«We negotiated a contract only one year ago and now we have great team with
several qualified specialists, outstanding pipeline for next year, great lead
generation, excellent marketing promotion and several big win deals. It is good to
deal with Aflex».
Dragutin Ivaci, Regional Vice President, Emerging Markets
«Here just several figures which show outstanding working results of Aflex team.
For the four year of collaboration with Aflex - turnover increased 5.5 times!!!
Remarkable results and very professional approach»!
Sergey Belousov, Chief Executive Officer
WHOM WE SEEK
If your company is a software developer and it is striving for distributing its
software and services in Russia we can be a safe partner for you which you can rely
on in the matter of promotion of your software.
We are looking for software development companies who was never represented
in Russia, or was represented not as good as it could be.
Let's work together!
Alexander Pavlov
General manager
Alex.pavlov@aflex.ru
+7 963 694 72 00
Anton Anoshin
Commercial director
Anton.anoshin@aflex.ru
+7 963 694 73 10