Stefan Maierhofer

F5: high end Application Delivery Solutions restructure channel sales, distribution- and partner ecosystem restructure named account sales and redefine account segmentation establish a new go to market model for the DACH region : territory sales, named account sales (direct touch), insight sales, presales support, marketing and channel support start and establish a new market entry into Russia and CIS countries grow business 30% y/y improve SW sales improve forecast accuracy

develop Vertical Finance & Insurance ( Enterprise Central ) drive and enrich strategic alliance partner sales model and go to market ( phase 2 ) drive and develop customer segmentation ( phase 2 ) lead and develop high touch direct coverage sales model

develop and lead Vertical Automotive, Telecommunication, Large Enterprises and Siemens establish and develop Enterprise strategic account planning develop and establish customer segmentation develop and establish strategic alliance partner sales model and go to market

develop and lead Vertical Large Enterprises develop and lead strategic Hunting District sales model and go to market reinforce a partner driven sales model within Large Enterprises

develop and lead District Large Enterprises South develop and lead strategic Hunting Accounts sales model and go to market reinforce a partner driven sales model within Large Enterprises South

rebuild Area Bayern as an imtegrated sales team ( sales, consulting services, customer servce ) reinforce ISC – integrated sales cycle model and strategic account planning ( Siebel based ) restructure Area Bayern into enterprise and corporate / comercial sales teams reinforce a partner driven sales model within corporate and commercial sales teams

•Generate incremental revenues for Network Attached Storage Solutions •Transfer Network Attached Storage Solutions into mainstream business, educate Direct Sales and major Channel Partners (FSC,CPX GE Compunet) on NAS Solutions, targeted for end 2002 •Build NAS References •Integrate NAS into the EMC Integrated Sales Cycle Model (ISC)