1. Driving Incremental Growth
through Outsourcing Solutions

2. Contents
Chairman’s Note ..................................................................................................................................................3
Corporate Mission & Vision ..............................................................................................................................4
Summary of Group Companies........................................................................................................................6
OPTIMA CONSULTING 7
Founders of Optima ............................................................................................................................................8
Business Objectives............................................................................................................................................9
Investment .......................................................................................................................................................... 10
Value Creation & Methodology ...................................................................................................................... 12
GORILLA ICT DIVISION 13
ICT Executive Team .......................................................................................................................................... 14
Clients .................................................................................................................................................................. 14
Value Proposition.............................................................................................................................................. 16
Demand Generation ......................................................................................................................................... 18
Field Sales .......................................................................................................................................................... 19
P2P Ecosystems ............................................................................................................................................... 20
Channel Strategy and Management ..............................................................................................................21
Market Research .............................................................................................................................................. 22
Offshore BPO .....................................................................................................................................................23
TRADING & ENTERPRISE DEVELOPMENT DIVISION 24
Development Executives Team ..................................................................................................................... 25
Track Record ..................................................................................................................................................... 25
Corporate Social Responsibility ................................................................................................................... 26
Private Sector Development ..........................................................................................................................27
Commodities Trading ...................................................................................................................................... 28
GROUP SOCIAL RESPONSIBILITY 29
Alchemy World ................................................................................................................................................. 30
Dian Fossey Support .........................................................................................................................................31
Copyright © 2012 Gorilla Corporation. All rights reserved.

3. G
orilla Corporation is a socially oriented enterprise. This means that although we 1. ICT CHANNEL
subscribe to the market economy system, we do so also with social objectives DIVISION, serving
in mind. We are not at odds with our value system, nor with our vision of what the greatest names in
can be achieved in a broader context. We relentlessly form plans to achieve the technology with an
unachievable, and stand by them because we believe in our power to effect positive change.
aim to generating
At the outset of the Gorilla journey, we committed boldly to exceptional aims and goals, incremental growth.
thinking that we would do well to hold a steady course. Today, as we look back, we see
we have delivered against them. We have shown robust growth, organically and by 2. OPTIMA, our
acquisition, whilst maintaining profitability. We have refined and formalized our quality Telecoms Consulting
processes and have been awarded ISO9001 certification. Through pragmatic thought Division, focused on
leadership we have been able to maintain our reputation for innovation. empowering national
It is on this platform of success that we now stand.
telecommunication
carriers around the
Although we live in a highly globalized and interdependent world market, the business world, with a new
frontline remains at local level. lease of life, through
For this reason we have invested heavily on gaining more capillary access to important innovation and private
growing markets around the world. Our existing investments in Central and Latin capital investments.
America, and sub-Saharan Africa, testify to our efforts.
3. TRADING AND
We have also invested in our teams within each region and each division, finding world- ENTERPRISE
class experts that could bring extra value add to our clients, adding revolutionary know- DEVELOPMENT
how to our business models. DIVISION, working
It is upon completion of a cycle and at the start of a new one, that we must set our on private sector
standard, define our flag, and fly it earnestly. We will continue to leverage our assets, to development in a
drive ever-increasing shareholder and social value. Believing in our dreams, working on number of growing
their attainment, pushing back the edges of the conventional. economies. Deploying
leading edge
methodologies,
action learning
entrepreneurship,
private and venture
capital deployment.
This division is also
Carlo Tortora Brayda di Belvedere
designed to support
Chairman & CEO
international physical
commodity trading,
in mining, agriculture,
tourism and
offshoring IP trade.
www.gorilla-corporation.com 3

4. 4 www.gorilla-corporation.com

5. At Gorilla we do not hide behind our
professional functions, and titles. We team
up as human beings working more effectively
because we are stripped of pretense.
Furthermore we live by strong corporate
ethics and abide by our own CSR programs,
which include supporting our chosen NGO
partner Alchemy World in its deployment of
entrepreneurship in developing countries in
is reflected in the association with UNICEF and the Grameen
way that we conduct Bank. We also support the Dian Fossey Gorilla
business, measuring Fund, which is committed to the conservation
the risk but not afraid and protection of gorillas and their habitats
to perform and link in Africa and to provide assistance to local
our reward to our communities through education, health,
output delivery. training and development initiatives.
is a necessary quality for the We base our relationships
development of prosperity, whether amongst ourselves and with
it be in the ICT Channel or within our clients on openness
the development capabilities of a and transparency. We often
nation. These days it’s not only about agree to work with clients
living by strict corporate structures, on open book basis. We call
and unyielding relationships in the a spade a spade. When a
commercial world. It’s more about relationship is this candid
guerrilla marketing, ducking diving there is little room for
and knowing how to cut win-win deals. misunderstandings.
This pragmatism when blended with
the extensive experience forms a
remarkable mix.
is not left only to
the human virtue of
persistence, but it is also
driven by our intellectual
We are fun loving people,
property, methodologies
we love our work, and have
and processes, which
fun doing so. We get a
enforce best practice at
genuine kick by delivering
every level of the
innovative programs and
project delivery.
generating incremental sales
for our clients. We would like
you to share in this positive
and pleasant view of work
and partnerships.
www.gorilla-corporation.com 5

6. Chairman of Gorilla
Corporation Holdings Board
& Group CEO
EVP Global Sales
CEO Americas
CEO EMEA
Chief Legal & Financial
Officer
Chief Operating Officer
Gorilla has within its group a core of very high caliber individuals with almost unparalleled
Chief Information Officer
experience in the ICT channels globally and have established successful channels and
companies that are both highly regarded and currently performing in multiple competitive
markets. Additionally, members of Gorilla corporation executive team have worked in the
development of economics and finance in African and Asian countries for over a decade,
VP Global Business
diligently building a vast network of specialists consultants in many territories. Members
Development
of Gorilla have been presented with a multiple awards and are internationally recognized
awards for best practice channel distribution and sales value added, becoming role models
for many new generation companies.
EVP Development, CSR &
Sustainability
6 www.gorilla-corporation.com

7. OPTIMA
CONSULTING
Investments, optimization, technology innovation

8. Jan is Co-Founder and Managing Partner of Axos Carlo is a social and serial entrepreneur, recipient of
Capital an investment company with a focus on telecom multiple awards. In 1992 Carlo founded, and was
investments. Axos represents US-$ 4bn of capital. In CEO of Advanced Alchemy, an international channel
addition Jan has more then 15 years of experience in the development agency (USA, UK, Canada) serving leading
telecom industry. He held senior positions with Deutsche names in the ICT sector, including IBM, Sun, Microsoft,
Telekom (Executive Vice President for global business Sony, BT, Nokia, HP.
development), Global Crossing (Head of Operations in In 2006 Carlo launched Alchemy World, a humanitarian
Germany and Central and Eastern Europe) and Vodafone. aid agency based in East Africa focusing on delivering
In 1990 he founded Euro-Solutions a company providing poverty alleviation and economic growth through private
investment consulting services for the US embassy sector development and entrepreneurship. During
department of commerce. Jan holds a Master of Business this time he was Trade and Industry Advisor to the
Administration from the University of Siegen. Ethiopian Government and its President. He also took
assignments for the United Nations International Labour
Organization, and the United Nations International
Childrens Fund (UNICEF). He remains Non Executive
Chairman of Alchemy World, and heavily engaged in
Corporate Social Responsibility.
Currently, Chairman and CEO of Gorilla Corporation,
an international group of companies with interests
and activities that include Technology Sales and
Marketing, Developing SMB Private Sector for several
countries, Mergers & Acquisitions, and through
Optima, Telecommunication Sector Privatization and
Development.
Carlo is a special constituent member of the World
Economic Forum, and a strategic advisor. His work in this
field makes full use of his extensive political capital and
Hans is Co-Founder and Managing Partner of Axos he remains deeply committed to improving the state of
Capital an investment company with a focus on telecom the world.
investments. Axos represents US-$ 4bn of capital Prior
to Axos Hans was Managing Director and Co-Founder
of Valiva AG, an investment company based in Zurich
with focus on medium sized industrial and technology
companies. He started his professional career with
Commerzbank before joining McKinsey where he was
a core member of the Corporate Finance & Strategy
Practice. Later on he became CFO of Swiss Life’s online
banking division. Hans holds a Master and a Ph.D. in
Economics from the University of St. Gallen and the UC
Berkeley.
8 www.optima-consulting.com

9. COMMERCIAL
Implementation of
vertical and horizontal
customer centric
organization
ACCESS
Analysis of the
existing access
method and network
optimization
BILLING
Increasing customer
billing efficiency
Optima consulting is a joint venture company between Gorilla Corporation and Axos Revenue
Capital. Combining top level management experience, highest professional standards assurance tools
and financial strength and expertise Optima is geared up to contribute strategically,
operationally and financially to the success and value of its clients. Direct access to US-$ CARRIER
4bn of capital provides a unique combination of expertise and financing.
Optima Consulting’s management approach is based on close cooperation with experienced
National and
and well-qualified local management. Our commitment to the highest levels of personal
international
integrity and corporate governance values is of paramount importance to our work.
interconnections
Driving wholesale
business
Management Approach Domestic wholesale
Creation of new value-
Strong reliable and trustworthy local management
added services
Highest level of transparency and the highest ethical standards (Its parent is member of
Optimization of
Transparency International)
existing services
A corporate culture based on a high level of independence/subsidiarity:
All executives act as “co-entrepreneurs” IPOS
Employee shareholder program Planning and
implementing IPOs
Identifying strategic
partners and investors
Our Goal is to optimize
telco bringing shareholder
value & additional
revenue / margin.
www.optima-consulting.com 9

10. Cooperation with Leading Private Equity Partners
Optima Investment Partners
Local access
Access to leading
banks, international
Investment financial institutions
Targets
(IFIs), and strategic
and financial investors
Local access (Axos Capital and
and creation, syndicate partners)
delivery, mgmt.
of investments
Investment decision
Due Dilig. execution
Syndication
Financing
Investment
Close cooperation with Axos Capital, an investment company backed by US investment funds with over US-$
4bn
Additional funds from partnerships with leading private equity firms, local wealth, family offices and corporate
investment units
Preferred access to leading IFIs (international financial institutions like IFC, EBRD) and commercial banks
Investing and correctly implementing state of the art technology
Thriving for excellence in management (operations, marketing, training,..)
Development of new (related) businesses
10 www.optima-consulting.com

11. Investment Criteria
Telecommunications (fix and mobile) and Technology
Market leaders with strong growth potential
Preferably control share (51%) or minority with special management rights
Long term commitment: Follow on investments in state of the art technology
and management (no exit “pressure”)
Close cooperation with strong reliable local partners and management
Contribution to the overall social and economic development (sponsoring of
education, culture, sports and public health)
Industry Focus
Cooperation with or investment in national telecom operator provides often excellent growth opportunities.
Base infrastructure for voice, data, IP
Technology (GSM, UMTS; CDMA...)
TV broadcasting, internet, triple play...
Systems, solutions & content
Telecom-/Internet related hardware solutions (e.g. IP / video phones ...)
Telecom-/Internet related software solutions (e.g. community approach ...)
www.optima-consulting.com 11

12. Technology
WiMax 802.16 for broadband-rollout in cities and smallband access in rural areas
(S)DSL & Ethernet only for business customers (MPLS, replacing X.25, FR, ATM, Sonet)
Fibre or microwave links for backhaul
GSM / UMTS / CDAM450 -license for mobile and fixed wireless services
Voice over IP
Internet access (utilize increasing bandwidth capacity in the region)
MPLS corporate networks
Traditional GSM-service (if license gets granted as part of transaction)
Content, applications and mobility services alongside with GDP-growth
Enter nomadic and mobile segment
Integrate operator services in global cloud computing
Duplicate successful business models from US and Western Europe
Principles
MODULES:
Strategy
Organization
Sales & Marketing
Products
Network & IT
HR
12 www.optima-consulting.com

13. GORILLA ICT
DIVISION
Outsourced channel sales and marketing services

14. Bill is our Executive Vice President for global sales Chris May is the driving force behind Gorilla’s Americas
programs. He is a senior manager with a broad range business. As President and CEO, he is responsible for
of experience and a 25 year sales track record from strategy, development, sales and growth of the Americas
Oracle/Sun Microsystems and Hewlett Packard. division of Gorilla Corporation, including Canada and
During this period he managed sales teams that sold Latin America. For more than 15 years Chris has worked
systems, storage, software and IT solutions to SME for the leading channel organizations in the industry
and Enterprise customers spanning a variety of vertical assigned to generating revenue, managing sales teams,
sectors. Bill was also the leader of several highly launching new products/services and business/ alliance
acclaimed vendor mid-market partner programs and development activities.
ecosystem solutions. Most recently he was Vice President for Channel
Whilst running a $100M business in the SME sector and Business Development at MarketStar where he
for Sun Microsystems UK, Bill developed, deployed and was responsible for driving new and existing business,
managed the outsourced selling model that Gorilla are ranging from Amazon Web Services, Xirrus, and Yahoo,
deploying today. to HP, Intel, and Netgear. Prior, he was VP of Industry
Development at CompTIA, the technology association
where he managed member relations on the VAR,
Distributor, and Vendor programs. He also spent time
Martyn is in charge of the continuous quality
at Ziff Davis Enterprise on eWeek Strategic Partner, and
improvements of Gorilla’s business process and ISO
8 years at Everything Channel, the producers of CRN,
9001 compliance. As a COO he surveys that every
and as well as a number of IT Channel events, research,
project carried out in our organization follows a
consulting and sales and marketing services.
defined sequence of steps and has quantified KPIs.
Chris brings an extensive working knowledge of the
Martyn has over 25 years experience of ICT Sales and
channel ecosystem and the unique perspective and
Implementation of business solutions and services.
understanding of how it all works and how Gorilla can
Martyn is a specialist of enterprise oriented projects
affect the sales success for all of it players.
(SAP, Oracle, SOA, Data Management and Protection,
Identity management, Virtualisation and Cloud) across
a wide number of market sectors including global
corporate, central government and financial sector.
14 www.gorillaict.com

15. Wayne has over 20 years experience of proven success Luiz is the Project Architect and overall leader for all
in achieving business goals through strategic design Gorilla projects in South America. Luiz was formerly
and execution with market leading organizations across managing channels for Microsoft in Brazil. He is a
EMEA such as Compaq, Cisco, McAfee and Websense. graduate in Systems Engineering from São Marcos
He remains a passionate and enthusiastic Channel University in São Paulo, and specialized in System
Ambassador with the ability to fully understand the Management, his postgraduate studies were at Escola
needs that drive the Channel’s behavior and having Superior de Propaganda e Marketing in São Paulo
worked closely with marketing colleagues in the past, and Project Management at the Project Management
he also understands the messages that resonate with Institute in São Paulo.
the end-users. Prior to Microsoft Luiz was driving distribution channels
for Dell, Intel, Lenovo, Nokia, and Samsung. Because of
his innovative and award winning projects, Luiz has been
the subject of numerous studies and features in the Latin
Monika has more than 15 years experience in the IT
American trade and business press.
sector, she developed her career as the Enterprise and
Prior to taking up this position Roberto was working
Mid Market Sales Leader for the DACH region (Germany,
for Cisco on driving and growing the SMB channel, over
Austria and Switzerland) at Oracle after acquisition of
delivering on anything he touched.
Sun Microsystems. Currently she leads the Gorilla team
in Germany.
Don brings cross functional experience and cross
industry expertise on the table, offering more than 7
Roberto Loaiza leads Gorilla Corporation Mexico.
years of a rich mix of business development, operations,
Roberto comes from a network and software engineering
strategic marketing management. Diversely experienced
background, and has developed a blend of skills in project
from start up to workout, turn around and rapid growth-
management and commercial channel development.
resolves long standing problems and creating solutions
His experience in the channel at reseller and distribution
that improve operational efficiency. He is regarded to
level gives him a very pragmatic understanding of the
empowering high performance teams.
business dynamics in the Mexican channel.
Prior to taking up this position Roberto was working
for Cisco on driving and growing the SMB channel, over
delivering on anything he touched.
Gustavo is Vice President of Gorilla Corporation for
Brazil. Gustavo has held senior positions in vendors and
distributors, including: Mude Distribuidora, Netgear,
Linksys, Cisco, Genius and McAfee. He is a graduate
in Sales and Marketing of the prestigious Anhembi
Morumbi University in São Paulo. He is a renowned
channel consultant in the LATAM region, having
successfully designed and constructed best practice
routes to market.
www.gorillaict.com 15

16. Lead Generation —
Mid Market, SMB &
Enterprise
Outsourced
Field Sales
Channel Strategy &
Development
P2P Ecosystems
Market & Channel
Research
Partner Recruitment
& Profiling
Win – Loss Reporting
Operating worldwide Gorilla is a leading outsourced channel sales and marketing
services provider. From demand generation to P2P ecosystems development Gorilla
Inside Sales
provides IT companies with a broad range of services that grow their businesses and
Lead Nurturing increase profitability.
Teams of highly experienced sales executives engage with vendors and channel
Telemarketing partners to develop new leads, close sales and identify future business strategies.
Proven methodology, market understanding and customer satisfaction are at the core
Digital Marketing of Gorilla’s ICT mission.
The core business of the company is its sales and marketing process. Gorilla’s key
Seminars & Events to success is our formal and traceable process in Customer Relationship Management
(CRM) and Partner Relationship Management (PRM).
PRM & CRM Whether you’re generating ongoing demand from existing customers, finding new
prospects, or profiling accounts, marketing needs to fill the sales pipeline with high
Road Warriors quality leads to drive its share of new deals and revenue into the pipeline.
By demonstrating ROI and recurring revenue to the rest of the organization,
Onboarding and marketing gains the credibility it needs to lead the business in new directions. Quarterly
off-boarding sales accountability also creates a mutually beneficial relationship between marketing at
executives one end of the sales funnel, and the sales team at the other. With this communication
channel open, you can identify which programs actually work, improve collaboration
on lead nurturing, and throw additional resources into closing important accounts.
16 www.gorillaict.com

17. Even with this relationship in place, the quarter-by-quarter fluctuation of
forecasts, offers, staff, and resources makes a best-practice approach to marketing
programs difficult to execute consistently. In this environment, outsourcing a demand
generation task sounds attractive. But technology marketing is a specialized skill.
Between the workload and success imperative, marketers can neither afford to help
an outside agency learn the business, nor take a risk on a supplier that may not deliver
on commitments. Discovering you’re going to miss a target or deadline when it’s too
late to correct the problem just isn’t good enough.
An organized
reseller network
One stop shop for the
You want to observe in them an intimate understanding of your market; a desire for territory target
ownership over your goals; and the ability to leverage technology to keep you informed in
real time. They should feel like an extension of your own team rather than a supplier. Business expertise
With more than a decade of experience marketing technology solutions for firms like
IBM, British Telecom, Sun, and HP, Gorilla combines big business know-how with small Best practice channel
business agility for rapid demand generation. Years of mutual success have transformed management
these engagements into the longest client relationships in the business. Clients trust Gorilla
to accelerate their demand pipelines and achieve incremental sales. Clear traceable
sales process
Knowledge of
channel partner
characteristics
Knowledge of channel
partner end user base
Clear communication
Channel think-tank
consultants
One-stop shop for
worldwide channel
and end-user data
Pioneering end-user
lead monitoring
Local coverage for
global campaigns
with points of
presence in more
than 20 countries
www.gorillaict.com 17

18. Have you ever wondered why sales people sometimes ignore sales leads? It’s a question of quality. A lack of qualification,
poor supporting information – all too often, ‘hot’ leads turn out to be cold. Everyone at Gorilla understands that.
So we take a different approach. Our Sales Lead Generation service doesn’t just give your sales force leads; it brings them
real business opportunities.
The first thing we do is assigning a dedicated account manager, an experienced professional, responsible for every part
of the relationship from agreeing on the deliverables to fulfilling on our agreement.
Then we take the time to listen. We want to know about your product or service. Why it is unique. Why people buy it
and, just as importantly, why some people don’t. We want to know about your competitors: where they score and where
they miss. We want, in short, to be on your team.
A handpicked team
Once we understand your value proposition and we’ve agreed the targets with you, we’ll give
you a handpicked team of Inside Sales Executives, each chosen for his or her experience of your
market and their particular skills and languages.
The next step is to bring everyone up to speed. We’ll invite you to spend some time
with us, training the team on features and benefits and the types of customers they’ll be calling:
their concerns, their beliefs, their aspirations – anything that can give us an edge. We’ll develop
detailed caller guidelines, too. Nothing so rigid as a script, because our Inside Sales Executives work
best when they have the freedom to really engage with the customer to explore the customer’s
requirements and really bring out the benefits of what your company can do for them.
Most agencies would leave it at that and hit the phones. We don’t. For us, it’s just
the start of a week’s learning exercise, during which our Internal Sales people will add to their
knowledge and thoroughly research your company, your products and your marketplace. Then
we test. We’ll spend a day on the phones: testing our caller guidelines and fine-tuning our
approach; embracing what works and discarding what doesn’t.
Exceptional call rates
When the campaign starts in earnest, the Internal Sales team will hit the phones on your behalf, each making an average
of between 100 and 120 calls a day. Of course, not every call connects with a prospect, but with a good list and a lot of
determination you can expect an average of 15/20 positive contacts per person per day.
As leads are generated and qualified, they’re passed to your Account Manager for quality checking and then delivered
to you by email, phone, SMS or uploaded on to our Leads Online web site. Each lead is graded as ‘Warm’, ‘Hot,’ or
‘Appointment made’ and has a full call report with any additional information the Inside Sales Executive thinks would be
helpful for converting it into a sale.
Again, many agencies would leave it at that. Again, we don’t. Once the team has completed a few hundred calls, we’ll
invite you back. Our team will want to share their experiences, discuss common objections and work with you to develop
news ways of handling them.
Any problem areas, which could be a common objection or merely an area of technology that needs a little more
explanation, will be discussed openly and honestly.
Then it’s back to the phones for as long as you need to get the results – the hard, hot qualified leads that your business
needs to thrive. And at the end of the project we’ll conduct a full debrief and prepare a top-level executive summary with
recommendations for further action.
18 www.gorillaict.com

19. Picture this. You have a new opportunity. It could be a product launch, or a new
market, or maybe a competitor is struggling and its customers are ripe for conversion.
You know the business is out there but what you need is more feet on the street.
What do you do?
You could simply employ more sales people. If, of course, you have the budget and if you
can afford to wait the six months or more it takes to build a team.
By outsourcing to Gorilla you can immediately increase the size of your field sales team – in the short or long term –
without increasing your company’s headcount. What’s more, the entire process can be self-funding. The first thing we do
is appoint an experienced Sales Manager, responsible for managing the entire process, delivering the results and for
making sure that our sales teams neatly dovetail with yours.
A proven approach
We’ll handpick a highly motivated team of Field Sales Managers and Inside Sales Executives, and bring them fully up to speed
on your products and services. We want to understand the fine details of your value proposition. Why it is unique. What
makes people buy and, just as importantly, why some people don’t? We want to know who makes the buying decisions and
who the influencers are. We want to know about where your competitors score and where they miss. We want an edge.
Armed with a full understanding of your business, your products and services, and your market, we’ll put together a
detailed plan with written deliverables and agreed sales targets. Then we swing into action.
Each member of the Internal Sales team will make, on average, up to 120 calls a day. This can be to your own database, a
list we’ve sourced on your behalf, or a combination of the two. Depending on your market, that translates into around 20
positive contacts per person per day. And that’s when it really starts to get interesting.
For the hottest leads, the Inside Sales Executives will make an appointment for the Field Sales Manager to visit. Other
leads are qualified and graded according to the level of interest and how quickly the customer is likely to buy.
All of the leads – together with a full contact report and any additional information the Field Sales Manager are passed
first to the Account Director for quality control and then to you. This can be by phone, email, SMS or through our Leads
Online web site.
The next step is for the Field Sales Manager to host a meeting with your customer to explore his needs. But it doesn’t
stop there. With the requirements established, the Field Sales Manager will help one of your key channel partners close the
business at a follow up meeting. And not only does this approach generate immediate business, it increases partner loyalty
and incremental sales, too.
Self-funding sales
If, like many of our clients, you have an indirect sales channel that you support with a Marketing Development Fund, the
entire process can be self-funding.
Each of our Field Sales Managers have years of channel sales experience and will work with your Resellers, VARs and
Systems Integrators to close the sale.
All you have to do is decide which Channel Partners are eligible and how much each lead will cost them. And that means
that rather than wasting MDF on, for example, hard to measure advertising, they’ll be investing it in real business opportunities.
Long term success
Although Gorilla’s outsourced field sales are usually engaged to solve a short-term problem, many of our clients are so
pleased with the service that they retain our services in the medium to long term. And because, after the first project, we can
accurately predict the ratio of calls to appointments to closed business, we’re happy to share the risk with you by operating
on a ‘payment by results’ basis.
The result? You get as much extra sales resource as you need it, when you need it and where you want it. And that translates
into valuable incremental business – handled directly or in conjunction with your channel – with little or no cost or risk to you.
www.gorillaict.com 19

20. On that basis Gorilla team members devised and developed one of the earliest
ecosystems in ICT, for IBM known as the ValueNet Initiative. This was considered best
practice at IBM and became the benchmark and model for many subsequent ecosystem
Developing a
developments in the industry worldwide.
customer centric P2P
P2P ecosystems are a combination of two or more partners, often from a multi vendor
Strategy
environment, joining forces to produce a better customer oriented solution, on a one
off or an ongoing basis. Typically an ecosystem might be composed of a hardware VAR, a
Segmenting Partners
consultant, an ISV, and other “trusted advisors”.
Profiling Partners, Gorilla has the experience to create a systematic approach, through structured
with up to 300 methodologies and state of the art software tools designed to profile, match, mine and
variables evaluate P2P partnerships, as part of its intellectual property portfolio.
The trend towards P2P ecosystems is ever increasing, with more than half of all
Classifying Partners channel deals today delivered by at least 2 partners. Partners are now anticipating that at
least 25% revenue growth will be driven by P2P Partnering.
Running the
Partner Matching
Software tool
Facilitating the P2P
matches
Driving the newly
formed relationships
by forming joint go-to-
market plans
Defining the
reinforced value
proposition and
industry plays
Forecasting deals
Closing the loop until
the deals are closed
and delivered
Measure and
track KPIs
Gather data about Compare your Document how Act on the Partners close
your partners partners and the team can plan and deals using your
introduce them to work together generate leads products and
companies with and close deals services
complimenting
skill sets
20 www.gorillaict.com

21. For the majority of ICT Vendors having an effective Channel of Partners is paramount for
their continued growth and success but managing a productive and well-balanced Channel Build trusted and loyal
has its challenges. Channels
The Channel is at the heart of many Vendors’ go-to-market strategies and, as such,
touches all corners of the Vendor organization from sales to marketing, from technical to Design Channel
operations and from finance to legal. Programs that are
At Gorilla Corporation, we are fortunate to have a team of Senior Executives who understandable,
have not only managed successful Channel Organizations but have also designed and scalable, flexible and
implemented highly innovative and accomplished Channel Programs. long-lasting
Reduce Channel
Conflict
Profile Channel Types
and identify how they
should be managed
The equation for success is basic: Demand Generation Add Value to the
+ Vendor Support = Customer + Channel Loyalty Accreditation Process
Build programs that
allow the Channel
to differentiate and
promote themselves
Deliver real, qualified
opportunities for
Channel Partners
Supervise the Channel
Pull
Program to ensure
the highest levels of
customer satisfaction
Protect Profitability
for the Channel and
the Vendor
Identify and develop
the correct Channel Mix
Build True P2P
Ecosystems
Increase Channel
Enablement and
Support
www.gorillaict.com 21

22. Market & Channel Research & Auditing
Technology vendors are often challenged by market innovations that show great potential for a variety of segments and job
functions. As you can’t be all things to all people, you need to identify the niches where the right variables converge into
your best opportunities: your brand, channel partners, price point, demand, market maturity, profit margins, competition
and other elements all inform the right decisions.
Years of experience in the technology industry and a willingness to ask tough questions contribute to the expertise
Gorilla brings to market research. Rely on Gorilla to analyze the marketplace for the answers you need before committing
budget and resources to a project.
Similarly, by reaching out to your partners for their feedback, and by analyzing channel sales results for trends, we are
able to identify any gaps in your organization’s partner enablement regimen. By providing quick access for your partners
to the information they need to successfully sell your solutions, and by helping you close channel enablement gaps, Gorilla
helps your organization eliminate the barriers to incremental channel sales.
Gorilla provides primary and secondary market research, to achieve qualitative and quantitative results. We have
vast experience of running focus groups, as well as driving large primary research activities using our Computer Assisted
Telephone Interviewing (CATI) systems. Results can be sliced and diced, and analyzed through cross tabulations, data mining
and traditional SPSS outputs.
Profiling
Demand generation hinges on identifying your target audience. Marketers that rush this step put
their entire program at risk. Gorilla brings a fresh perspective to profiling your target audience that
either confirms your research or discovers gaps that are easy to address once they’re recognized.
A firm understanding of the prospect with whom you are trying to communicate means
other program decisions on channel, message, and design are easier to make. Arming your
sales people with profiles that identify the existing technology, hierarchy, and buying agendas
for your target accounts before they pick up the phone improves your growth rates in existing
accounts and your penetration rates for new ones. A complete prospect profile is a prerequisite
to achieving your pipeline targets with the best possible ROI.
Win-Loss Reporting
What do your closed deals all have in common? Where are your competitors beating you? Is your sales force effectively
trained? Where can you improve? Understanding your strengths and weaknesses from the prospect or customer’s point of
view can inform every part of your business from sales and marketing to operations and product development.
Gorilla relies on its core strength in inside sales processes to excel at this kind of win-loss reporting. Since prospects are
proven to be more honest responding to third-party questions, Gorilla can get important answers that you may never hear
from your prospects and customers.
Data from win-loss reporting can be fed back into the beginning of your next demand generation effort for better
targeting and better messaging. Similarly, this kind of intelligence helps you identify gaps in your channel and sales training
that are acting as barriers to growth. It’s a fundamental component of continuous improvement.
Whether you’re building lists, identifying hot leads or learning why you won or lost specific deals, results speak for
themselves. Demand generation programs by Gorilla add the credibility of proven revenue and ROI to your marketing
efforts through incremental sales and accelerated production of pipeline. Continuous success is the foundation of Gorilla’s
long-term relationships with firms like IBM, British Telecom, Sun, and HP. To discuss how we can partner with you to achieve
your demand generation goals, please contact us.
Gorilla can get important answers that you may never hear from your prospects and customers.
22 www.gorillaict.com

23. Our team is picked not chosen. We pride ourselves in having the most experienced and linguistic diverse work force
known in this industry today. Language proficiency (both written and spoken) ranges from American English, British
English, French, German, Italian as well as Russian. Our training model ensures that our staff obtains an in-depth
understanding of client’s business which is of critical importance in ensuring the success of any campaign.
Gorilla Africa BPO Ltd. offers a wide range of services in outsourcing aimed at propelling your business into new and
profitable business ventures.
Customer acquisition
Tele-marketing targeting new markets, increasing market share as well as up-selling and cross-selling of products and
services.
Lead /demand generation
Appointment setting
Customer retention
At Gorilla Africa BPO LTD, we recognize that customer service is paramount if a business is to retain and increase its
market share through Customer Care, CRM, Help Desk and First line technical support.
Database management
Accurate, relevant and comprehensive data is pivotal to any business. Out of Nairobi, we provide tailor-made services to
ensure that we create and maintain a credible database for your business. This includes: database cleaning, data entry and
data digitization.
Predictive dialing Enhanced call transferring Comprehensive CRM/ Scripting
Remote agent capabilities Call recording Callback scheduling
(ACD) Call logging and measurement
Agent Monitoring &
coaching modes
Inbound campaigns Easy campaign setup
Outbound solutions Reporting/List management
Business to Business calling Customized worksheets/ sales sheets
Auto dialing & voice broadcasting Training time/ setup time
www.gorillaict.com 23

24. TRADING &
ENTERPRISE
DEVELOPMENT
DIVISION
Improving national economies through SMB
24development and export commodity trading
www.gorillaict.com

25. Alessandro holds a Ph.D. in economics from the Stephen has a deep and extensive background in both
University of Manchester; he has held senior positions politics and entrepreneurship. Having held senior
within the United Nations, particularly within UNICEF positions into the UK Labor Party and that of Chief
and WHO where he worked as Senior Macroeconomist Executive of Lambeth Council in London, Stephen
with Jeffery Sachs. Recipient of Multiple international migrated to the academic sector spearheading the drive
awards, Alessandro has been the Rotary ambassador for of London universities to foster entrepreneurship in
Peace in 2003. Equipped with important political capital, collaboration with the British government.
Alessandro works with Governments in the most war torn Stephen is now program director for Alchemy World
countries around the world to re-establish social justice. NGO creating Public Private Partnerships and executing
development plans with special geographical focus in the
Horn of Africa.
Daniel has had a full and senior career in the ICT Markets in
the USA and the Horn of Africa. He has fulfilled a number
of senior management roles in the ICT hardware channel, Helen has held long term senior positions with Cargill
culminating in the post of country CEO for NCR in the PLC and carried out the responsibilities of European
crucial African trade gateway nation of Djibouti. Since business development and trading leader. She has
then Daniel has been working relentlessly at achieving specialized in all aspects of the trading and supply of food
social change and SMB private sector development in and agricultural products. She has negotiated long-term
Ethiopia by leading our associated non-governmental supply agreements with a turnover of US $80 Million and
organization, Alchemy World NGO in Ethiopia. has managed logistics for freight transit with an annual
value of US $15 Million.
Helen is fully accustomed to dealing with governmental
bodies and sales organizations and has deep experience
and familiarity with the many cultures within Africa,
South America, India, Pakistan and other regions.
Her career at Cargill Plc. also includes management of
derivatives and futures positions. Helen holds an honors
degree in Hispanic studies.
www.gorilla-corporation.com 25

26. It is increasingly apparent that corporate social responsibility has become a business imperative.
“Doing the right thing”, however, turns out to be a complex notion indeed.
It involves maximizing shareholder value, retaining the respect of the investment community, motivating one’s own
employees, whilst driving a personal business transformation in one’s business values from hard core capitalism to social
capitalism.
Does CSR pay? It is an enthralling prospect, it is hard to prove, but it is now inevitability. The world expects companies
to act responsibly; too many examples already exist of massive brands that have hovered on the brink of collapse (or have
indeed collapsed) on the grounds of ignoring social responsibility.
This decade is about companies re-evaluating their ethical framework and the means of driving shareholder value. In
many cases it is about extending the concept of shareholder value beyond monetary return on investment.
Gorilla CSR helps its clients address the evolving demands of corporate social responsibility.
CSR must be cohesive and harmonized with the corporate structure.
Gorilla Development Executives are steeped with frontline experience within the harshest environments where a
corporate can prove its CSR value.
Driving projects home for UNICEF, for Microsoft, delivering human, social and business bwnefits across the spectrum.
Gorilla is not just a consulting firm from an office tower; Gorilla development emerges from the trenches of where
CSR must have an impact. Our understanding is truly 360 degrees, not from textbooks and conventions, but from
having seen the darkest corners of humanity shine forth through good implementation of CSR strategies.
Alchemy World which sits within the Gorilla Corporation umbrella as a nonprofit has been designed in partnership
with Microsoft CSR and has been delivering successful CSR programs that not only effectively showcase CSR value that
drives stock price up, but also drive positive transformation home where it matters.
26 www.gorilla-trading.com

27. Always focused on creating export opportunities for SMB businesses Gorilla Corporation
make it their mission to support the national balance of trade. We understand the
importance of SMB in the world. Today, for instance, China’s economy is almost entirely
composed of SMBs (99.9% of companies, 84% of employment Source: World Bank).
Gorilla Corporation through it’s associated NGO (Non Governmental Organization),
Alchemy World, have developed a blueprint for successful capacity building of SMB
companies.
Our concept is of spreading the opportunity regionally. Typically creating a series of
QIMIAO FAN,
Entrepreneurship Academies, spread nationwide in each provincial capital. Based on a
WORLD BANK
pedagogic philosophy of action learning, rather than chalk and talk.
Gorilla Corporation also has the experience of driving FDI (Foreign Direct Investment)
into national economies, and the financial strength and presence to enable funding to
support the SMB growth, this we achieve through relationships with Banks, MFIs (Micro-
Finance Institutions) and Investment networks.
The KPIs (Key Performance Indicators) for our academies are ambitious. Each one can
produce up to 1250 entrepreneurs annually, driving employability as well as employment
opportunities at a staggering scale. Creativity, imagination, determination are at the core
of our system.
A Unique Formula of PPP
www.gorilla-trading.com 27

28. Faster rural growth
which will result in
better living We have the knowledge and skills to analyze any commodity market opportunity and
standards for all and have direct experience in developing countries. We are able to assess quickly what
more jobs for every the opportunity is to create additional value in the supply chain be it in agricultural
sector of society commodities such as cereals and proteins or softs such as sugar, coffee, tea and cocoa.
We see fruit and vegetables and flowers as other areas of opportunity.
Less reliance on We work with producers to minimize the risks inherent in any commodity market
imported products using various tools including merchandising of crops prior to harvest and other hedging
instruments each tailored to individual circumstances and requirements.
Ability to create
local supply
chains to support
local agricultural
processing The transfer of knowledge in farm management skills using best practice to achieve
sustainable improvement in crop yields
Access to global The establishment of locally-managed cooperatives to maximize both buying power
markets which in and the opportunities for sales
turn generate foreign The introduction of modern supply-chain concepts such as product traceability which
exchange revenue help to ensure that all products realize their full potential value.
Our team works closely with our own CSR team particularly in identifying the sectors of
the supply chain which would benefit from improvements in efficiency.
28 www.gorilla-trading.com

29. GROUP SOCIAL
RESPONSIBILITY
www.gorilla-trading.com 29

30. Its key objective is to deliver long-term solutions to alleviate poverty in the poorest communities. It achieves this through
social entrepreneurship, focused education and a business support program. Alchemy World focuses on the Technology
and Services sectors in areas with the greatest opportunities for sustainable, revenue-generating work.
Alchemy World also looks to stimulate rapid growth in small and medium-sized enterprises in sectors such as
construction, agriculture, media, manufacturing, retail, distribution, tourism and education. We work to improve the
lives of women through educational and income generating opportunities. Knowing that poverty-stricken women in the
developing world often face severe discrimination, we provide an avenue for women to break the cycle of poverty for
future generations.
30 www.gorilla-trading.com

31. It is from that sense of wonder, awe and inspiration that the Corporation derives its name. The Dian Fossey Gorilla
The Gorilla interweaving in its core character, power, sensibility and social responsibility.
Supporting the Gorilla is a very complex affair, it not only involves protecting their Fund International
ecosystem from war and poaching but also extends into harmonizing human interaction is dedicated to the
at the fringes of their habitat.
conservation and
Our goal is to participate actively, beyond mere fundraising to collaborate with the
Dian Fossey Gorilla Fund to empower local societies to live in symbiosis with the great protection of gorillas
apes. Economics has much to do with this. and their habitats in
Social entrepreneurship holds a key to settling the main problems in the region. We
are committed to doing our utmost to resolving the challenges for the people living in Africa. It is committed
proximity of the Gorilla families, so that they can become part of the solution. to promoting continued
research on the gorillas
and their threatened
ecosystems and to
providing education
about their relevance
to the world in which
we live. In collaboration
with government
agencies and other
international partners, it
also provides assistance
to local communities
through education,
health, training and
development initiatives.
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32. GORILLA CORPORATION HOLDINGS & AMERICAS HQ:
GORILLA CORPORATION MEXICO:
GORILLA CORPORATION BRAZIL:
GORILLA CORPORATION EMEA H.Q.:
GORILLA CORPORATION GEMANY:
GORILLA CORPORATION METAP (MIDDLE EAST, TURKEY,
AFRICA, PAKISTAN):
OPTIMA (TELECOM) CONSULTING AG:
GORILLA BPO LTD:
www.gorilla-corporation.com