Genetec Reorganizes Sales, Eliminates US RSMs

Overview **************

*** ** ******* ***** organization ** *** ********** around * ********* - public, ********** *** ******, as ******* ********* ** IPVM:

******** ***** ******** ** the ****** ****** **** become ******* ********** **** are *** ******** ** a ******** ******** ******* (Public ******, **********, *** Signature ****** (*** **** for ******, ******* *** Hospitality) *** ***** * sales *********. **** ***** territory **** **** * AEs (*** *** **** of ******: ****** ******, Enterprise, *** ********* ******). Therefore, ******* ******** **** have ****** ****** ** all * ** *** AEs *** ***** ******* matter ********* ** *** sales *********.

******* *** **, *** historical ***** ********* *******, confirms *******:

****** *** ***** ***** around *** ***** ***** have *** *** ***** structure.

Integrator ********

*** ******* ** *** historic *** **** ***** organization *** **** *********** had * ***** ******* point ** ******* ** the *******, *.*., ********** ABC ***** ******* ******* or *** ** ******* regardless ** *** ****** segment *** ******* *** in. ***, *** **** integrator ***** **** ** contact ****, *****, ** Samantha ** ******* ********* on *** ******** **** individual ******* ** **.

** **** ******** **** a ****** ** ********, with ************* ** ** ***** 'lost ** *** *******', explaining:

*** *** ***** *********** assigned * ******** ***** Manager *** ******** ***** Engineer ** **** ******* partner (**********). **** ***** Manager *** ***** ******** essentially ***** *** ************ with *** ******* ******* – *** *****, *************, discounts, *** ********** **** procurement ********** **** ***** responsibility. ** ******** ********** was ****** *** * certain ******** ******, **** Sales ******* ** ***** Engineer ***** ****** *** resource *** **** *********.

*** *** ***** ******** the ******* ******** ** understand * *********** ********* of ***** ******, ********* maps, *** ***** ********* fall **** ***** *****’* responsibility. *** ******* ******* then ***** ** ******** the ****** ***** ** contact *************** ********** ******, *** region. ***** *** **** color ***** **** **** instructions – ** ** four ***** ****....

** ***'* **** **** selling, ** **** **** operating ****** *******************.

******* *********, ** ******, to *** ************** *** this ******** **********'* **** with *** ****** *****:

• *** ******** ***** ****** them ** ** "**** targeted ** *** ****** development ********** *** ***** even **** ********* ******** to *** ********".
• "*** ***** *********** *** our ******* ***** ***** remain ********** *******"
• "** **** ** *** in **** **** ** help **** ******* **** the **********"
• "*** **-***** ******** **** see ******* ****** ** the ****** ****************** ** ****** ** well ** ********** ************ to *** ******** ******* and *********"

*** ****** ******* ******** is ****** *****:

*** ****** ****** *********’* ******* ********* *** extending *** ****** ********** requires * *** ******** so **** ** *** continue ** ****** ** this ************ *** ******* sales ***********.

*** ******* ******* **** we ******* **** * territory-based ****** ** * vertically ******** ********* ******* on ****** ******, **********, and ********* ****** (*** name *** ******, ******* and ***********). **** ****** us ** ** **** targeted ** *** ****** development ********** *** ***** even **** ********* ******** to *** ********. ************, it ****** ** ** have **** **** ** the ****** **** ****** expertise **** *** ******** assigned ** *** ******* partners, ****** *** *** Unted ******. **** ****** is **** ******** ** help ** ****** **** the ***** *** ************ of *** *** ********, together.

** ******, **** *** transformation ** **** ***** it ** **** ********* to ******* ** ******* that *** ***** **** than *** ******** ***, so ** *** ********** it ******* *** **** type ** ******** ** essential ** ********* **** our ************** ****** *** partner **********.

**** ****, *** ** an ****** ** ****** all *** ******** **** continuity ** ***** ******* with*******, **** *** ***** Engineering *** *** ******* Sales ***** ****** ********** focused. ************, *** ******* Executives, *** *** ***** the **** **** *** partners **** ** ***** region, *** ********** **** and **** ** ******* our ******** ********** *** new ************. *************, ** seems **** ** **** instance ** **** ** put ** **** **** to **** **** ******* with *** **********. ** hope **** **’** **** a ****** ** **** it ***** ** ** are ***** **** ***** in *** ************** *** a *** ***** *** expected.

*******, **’** *** **** investing ** **** **************. As *** ******* ********* to *******, *** **-***** partners **** *** ******* growth ** *** ****** of**************** ** ****** ** well ** ********** ************ to *** ******** ******* and *********. **’** **** confident ** *** *** organization *** *** **** that ** **** ******* the ******, *****, *** positive ********** **** **, and *** ********, ******.

** *** **** ** all ******** **** *** partners *** *** ********* closely ** ** *** continue ** ******* ******* experience. ** ********* ******** with ********* ** ******** to ***** *** ** their ******* ********** ** directly ****** ****, ****** ******** ** US *****.

Broader ***** - ******** ******** / *** **** ***********

**** **** ****** * broader ***** ** ************* focusing **** ** ********* to *** ******** ***** with *** *****, **** if *** ********** ********** delivers ***** *****. *** increasing ***** ** ****** / ****** *******, *** impact ** *****-** ** reduce (** ***** ***********) local / **-****** *******, and **** *********** (******* from ******** ** *******) marketing ** *** ***** reinforces **** *****.

********, ******* ****************** ***** to ****** ********* ** unlike ** *** ************ that ***** **** ** depend **** ** ************ and *******, *** ****** deals **** ******* ********* wins ******** * ***** of ****** ************ **********.

Risk ** ***********

******* **** ** ********, Genetec, *******, ** ******, the **** ** *********** is **** ** ******* the ***** ** ********** and ******* *** ******* provided ** ***** ***********.

Risk ** *******

** *** ***** ****, Genetec ******* ** ******* projects **** ***** ******* significant ************* *** *************** so ******** *********** ** key ** ****** ********** that ************ ** *** users *** *** ** the ******. ** ******* does *** ******** ******* those ***********, **** **** undermining ***** *** ********.