Business Meeting with Sub-D

Ruijie 2020 Channel Structure Logistics

Management

SMB End User

Partner
Partner Price
Price SI Gold Partner
SI Gold Partner

SUB-D PRICE SUB-D

SUB-D

VAD PRICE VAD

VAD

Ruijie
2
Price Strategy

VN Partner
pricebook0415

To make sure the customers can get good service,

It is the bottom price for all of your partners, can be higher, but can’t be lower

Partners who not follow the good service strategy, Ruijie will consider to punish or stop the cooperation,
And Ruijie will rewards who report with envidence.

3
Project registration

Please login https://prm.ruijienetworks.com/

To register the projects, with the Bom, GPS location of the project and related information to be protect the
good services for the customers.

Once confirmed to be protected, any others who interrupted the good service delivery , will be punished.
And will rewards who report the behavious.

4
目录 How to grow the business

5
 Equation of sales growth/ 销量增长等式

Seles revenue
/ 销量

Customer Qty (Placed PO) Per Customer Transaction/

/ 产单客户数 客单价

Customer Flow qty Conversion Rate Project Volume Repeat order qty
/ 客流量 / 转化率 / 项目大小 / 复购次数

How to work out an effective improvement pan from data analysis?

/ 数据分析如何转化为有效的改进计划？
6
 SI & Installer Pyramid/ 工程商金字塔
SI & Installer Pyramid
/ 工程商金字塔 SMB Verticals Market/ 行业市场： Government/ 政府单位、 Middle & Large
Big ELV Enterprise/ 中大企业、 Commercial Complex/ 商业综合体
Compan Feature/ 特性： Integration/ 主做机房集成、 Smart Building/ 楼宇智能化
1 y、
大弱电
商 SMB Commercial Market/ 商业市场： Hotel/ 酒店、 Villa/ 别墅（大平层）
Big Gov 、 Restaurant/ 餐饮、 Enterprise IT out-sourcing/ 企业 IT 外包、 Internet
SI Café/ 网吧、 Mall & Chain Store/ 商超、 Resort/ 景区、 Ter-2 ISP/ 二级运营
2 / 政采集
SI of Commercial
成商 Market
商
Feature/ 特性： Focus on providing total solution to verticals customer/ 专注
/ 细分行业集成商
细分行业整体解决方案，一般会代理细分行业的业务软件

Middle-Small/ 中小 Small-Micro commercial Market/ 小微商业市场：

3 Surveillance, Networking Installer/ 监控 Middle-Low enterprise/ 中小企业、 Shops/ 各种门店
Feature/ 特性： Focus surveillance/ 主做监控 , Cabling/ 布线 ,
、网络工程商
Network Engineering/ 网络工程

PC shop, Backpacker ， Installation & maintenance staff Soho & Small-Micro commercial Market/ 家用和小微商业市场
4 / 电脑店、背包客、装维人员 Feature/ 特性： Small-small project / 项目一般较小

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 SI Classification/SI 分类

2 、 Key point for SI classification/SI 分类注意点：

• *SI ： Include all SIs which has transaction record in past 3 years
/ 过去 3 年内有过交易的所有客户 (2017-2019)
• *Sales revenue/ 销售金额： in 2019, the total purchase amount(ruijie product) of each SI
/ 该 SI2019 年从 VAD 处采购锐捷的总金额
• Times of purchase/ 销售次数： SI purchase (ruijie product) times from VAD in 2019
/ 该 SI2019 年从 VAD 处采购锐捷的次数（有难度可暂缓盘这项）
• *Classification/ 分类： Classify category1/2/3/4 according to the standard defined in the Pyramid
/ 按照分类金字塔的标准进行 1/2/3/4 分类

Data collection and management is the most time-consuming, but most important point
/ 数据整理是盘点中最耗时、最关键的一个环节
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 Data analysis/ 数据分析
3 、 Data analysis/ 数据分析 See the potential, build the confidence, feel the urgency
/ 看到潜力，建立信心、树立紧迫感
Total Customer Customer Qty Per Customer
Revenue Sales potential
Type/ 类别 Qty (placed order) Transaction
/ 销售额 / 销售潜力
/ 客户数 / 产单客户数 / 客单价
1 48 21 297832 14182 680758

3
4
Total

Current Sales potential: The sales potential till the current date.(SI Type: Can be classified based on ”Major Selling
Vendor”). 该销售潜力，为截止盘点当日的销售潜力（ SI 类别可根据用的品牌进行分类）
Annual Sales Potential: Current Sales Potential/target Sales accomplished rate (40% till H1)
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全年的销售潜力，需要除以盘点当日部门的任务完成率（例如半年为 40% ）
 Conversion Method/ 转化套路

4 、 Conversion Method/ 转化套路

Conversion/ 转化 + Repeat Purchase/ 复购

？
Improve conversion rate Increase repeat purchase times How to achieve
/ 提高转化率 / 增加复购次数

The 2 key directions of Conversion /VAD 客户转化的 2 个重点方向：

1 、 Convert the SI partner who never place order, Wake up the sleeping SI partner.
/ 转化未产单的 SI 客户，唤醒系统中沉睡客户
2 、 Increase repeat purchase times ， focus on those Sis who has big potential but only purchase once.
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/ 提高复购次数，重点是采购次数为 1 次，但是实际潜力很大的 SI
 Conversion Method/ 转化套路

4 、 Conversion Method/ 转化套路

1
Installer Growth/ 工程商成长

Product Roadshow/ 产品巡展（ VAD ）

Quantity/ 数量
2

Scale/ 规模
Workshop/ 技术沙龙（ Often/ 多次搞 Sub-

3 D/VAD ）

Backpack Demo/ 背包计划（ VAD/SUB-

4 D）
Business Review/ 业务盘点
 Goal & Plan Worksheet/ 目标计划工作单

Goal & Plan Worksheet/ 目标计划工作单

Field/ 领域 Date/ 今日日期 Deadline Accomplished Date
/ 最终目标日 / 达成日
　 　 　 　
Goal (S.M.A.R.T)/ 目标（具体的、可衡量的、可达成的、实际的、实质的）
　
　
　
　

Goal/ 目标：
Describe the specific goal which you want to achieve (SMART), in simple
sentences.
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 Goal & Plan Worksheet/ 目标计划工作单

Benefit(if achieve goal) 达成目标的效益和

/Lost avoided(if achieve goal) 或达成目标所能避免的损失

List all possible benefits /(lost being avoided) .

/ 列出目标达成可以为你带来的所有收获以及可能避免的损失（损失厌恶）
• substantive/ 实质性： Improve Revenue and market share/ 增加收入、市场占有率；
• Immaterial/ 非实质性： Respect ， Sense of accomplishment / 别人的尊重、成就感
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 Goal & Plan Worksheet/ 目标计划工作单
Possible obstacle/ 可能的障碍 Possible solution/ 可能的解决方案
　 　
　 　
　 　
　 　
　 　
　 　
　 　
　 　

• once getting clear about what you want to achieve, you can find the solution to overcome
the obstacles / 一旦你清楚了什么是自己想要的，你就能实际地计划如何克服障碍

• Change the solution into specific action plans./ 把这些克服障碍的策略都要变成具体的行动步骤

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 Goal & Plan Worksheet/ 目标计划工作单
No./ 顺序 Specific Action Plan Deadline Date Review Date Accomplished date
/ 完成目标的明确行动步骤 / 目标日期 / 回顾日期 / 达成日期
　
　 　 　 　
　
　
　 　 　 　
　
　
　 　 　 　
　
　
　 　 　 　
　

• List the necessary action plan to achieve goal

/ 列出为达成目标你必须采取的具体行动步骤
• List in sequence ， define review date and deadline date ， so that you can clear about the
progress.
/ 排出顺序、设定回顾和完成日期，这样你就可以明确看到自己的进展。
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 Goal & Plan Worksheet/ 目标计划工作单

Who need to know the goal/ 谁需要了解此项目目标？

　
Method to trace progress/ 追踪进展的办法
　
Goal meet my values/ 此项目标符合我的价值观吗？ Yes/ 是 No/ 否
Goal worth me to spend time, energy, and money / 此项目标值得我用时间、精力、金钱去达成吗？
Yes/ 是 No/ 否 Yes, but later/ 是，但要等以后

• Who can help/support you to achieve the goal, find a way to measure the progress, this can be an
effective driver to you
/ 谁能帮助、支持你达成这个目标；找出一个实质的方法衡量进展，这能帮助你强化动力
• Achieve the goal which in accordance with your values, Getting great sense of accomplishment
/ 达成符合你价值观的目标，能体验到更大的成就感
• Goal worth me to spend time, energy, and money / 这项目标值得我花时间、经理与金钱去达成吗
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 Goal & Plan Worksheet/ 目标计划工作单

Self-Affirmation Declaration in support to achieve the target Visualization/ 具象化

/ 支持这个目标的自我肯定宣言
Positive declaration which brings self-confidence Items/ 使用项目 Where to use
/ 增加自信的正面宣言 / 使用地方
　 　 　
　 　 　
　 　 　

• Self-Affirmation Declaration/ 自我肯定宣言：

Positive statements help you take action with passion, First person, present tense, positive sentence
/ 积极的语句帮助你充满激情地采取行动！第一人称、现在时、肯定的语句。
• Visualization/ 具象化：
Visualize thoughts, events, environments, and specific objects in your mind
/ 将你思想中的想法、事件、环境和具体的实物图像化
Vivid images can ignite your desires and stimulate your creativity in planning your steps.
/ 鲜明的图像能点燃你的渴望、激发你的规划行动步骤时的创造力。
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 The importance of goals/ 目标的重要性

1. Develop your life mission statement/ 发展出你的人生使命宣言

2. Write specific goals that support your mission/ 写出支持你使命的特定目标
Ten steps 3. List the benefits of achieving this goal/ 列出实现该目标的益处

to goal setting 4. Anticipate possible obstacles and solutions/ 预期可能的障碍和解决方案

5. Write detailed action steps and deadlines/ 写出详细的行动步骤和完成时限
/ 目标设定十步法
6. Put action steps into your plan management system/ 将行动步骤放进你的计划管理系统
7. Identify ways to track progress/ 确定跟踪进展的办法
8. Write a self-affirmation statement/ 写出自我肯定宣言
9. Remind yourself effectively with the iconic way/ 用具象化的方式有效提醒自己
10.Celebrating the achievement of goals/ 庆祝目标的达成

Success is the progressive realization of pre-set, valuable, personal goals

/ 成功是逐步地实现预先设定的、有价值的、个人的目标
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Example

SUB-D business
plan

19
 Work requirements / 工作要求

Sort out ideas/ 理清思路

• Where does the growth of VAD come from /VAD
01 的增长从哪来
• Where is the new Sub-D/ 新的 sb-d 目标在哪？
Clear Goals/ 明确目标 • How to go from desire to action plan/ 如何从愿望到
04 行动计划
Set goals, review regularly/ 制定目标、定期回顾
Supervise at any time, share every week
/ 随时督导、周周分享

02
fully armed/ 全副武装
• Prepare tools and procedures/ 准备好工具、操作步
骤
Focused Action/ 聚焦动作 03 • Sub-D recruits, practice &training, Per-Person
Focus 5 standard actions/ 聚焦 5 个标准动作 Exam /Sub-D 招募练考、人人过关
Do it over and over again/ 反复做、持续做

20
目录 Products Road Map

21
 Real-Easy Series
Coming in 2020 Q3

NBS7xx Series RAP2800 6G AX

L3 Managed EG210G-P EW3000G
NBS52 Series 10 ports PoE 70W Tri-Band, 11AC Wave2
RAP2300(H)
Tri-Band 3G 200 con-users 500M 1GE+3GE
NBS51 Series Indoor
RAP2200(E) 1.3G
NBS3200 Gigabit+10G EG205G EW1800AX
200 con-users 800M WiFi6, 3GE
L2 Managed NBS3100 Gigabit RAP2200(F) 1.3G FE

EST310 1KM EST350 5KM

CPE EG105G-P
4PoE+1GE 54W
ES200 Series Poe RAP6800 3.6G AX EW1200G
100 con-users 300M
Web Smart RAP6300(H) Tri-Band 3G
11ac Wave2, 1.3G
1GE+3GE
ES200 Series None-Poe EG105G
Outdoor EAP602 1.2G 100 con-users 300M

ES100 Series RAP1800 1.8G AX

EG105GW EW1200
RAP1200(P) 1.3G 4+1GE 1.3G WiFi 11ac Wave2, 1.2G
unmanaged 5/8 FE/GE Port Steel Casing Wall PoE out, universal slot 1FE+3FE
100 con-users 1G

5/8 GE Port Plastic Casing RAP1200(F) 1.3G FE

22 Switch Wireless Gateway Soho WiFi

22
 Gateway Products Compete Analysis
Coming in 2020 Q3

CCR1016-12Gr2
NBR 6215-E
1500 users 1.5G 8GE+1XSFP+1SFP

RB4011iGS+RM
NBR 6210-E
1000 users 1.5G 8GE+1XSFP+1SFP

RB1100AHx4
Real-Easy
 6205-E
NBR Gateway Series Capture Mikrotik <100USD mass volume market
500 人 1G 8GE+2SFP
 Lower Price with Cloud Management as USP (Unique Selling Preposition).

EG205G EG210G-P
200 users 800M 19 inches 10 ports POE 70W
200 人 500M hAP ac²

EG105GW hEX PoE

100 users 1G, 4+1GE WiFi

EG105G-P
EG105G 100 users 300M 4 poe+1GE hEX S
100 users 300M 4+1GE

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None-POE POE MikroTik
 Consumer Products Mesh
Fast Roaming
Wired/Wireless Smart Network
Independent radio
Smart Optimization

APP/Macc/Wechat

Smart Network

Ease Of Use
Fast Roaming

EW-3000G Q4
11ac 3000M ， 1GE + 3GE ，
Built with inner FEM and high
2.4G 400M ， 5G 867M+ 1733M
gain antenna outside 5dBi antennas inside
Parents Control
Gaming Acceleration

Leading Signal
Added Value

EW-1200 Q3 EW-1200G Q3 EW-1800AX 21Q1

11ac 1200M ， 1FE + 11AX 1800M 3*GE
11ac 1300M ， 1GE +
3FE ，
24 3GE ，
2.4G 300M ， 5G 867M ，
2.4G 400M ， 5G 867M ，
4 omnidirectional 5dBi
6 omnidirectional 5dBi
antennas outside
antennas outside
目录 What support you need…

25
We believe, So We can see…
/ 因为相信，所以看到…