GET Italy
            “How to be successful
            in the ITalian market”
                 Matteo Del Corno
         ...
The Italian Market Opportunity


                   Italy represents a major growth opportunity for
                      ...
The ITalian Market Opportunity


                 Our offer: YOUR person in Italy!
                  You’ll be 100% presen...
The Italian Market Opportunity


                     Our primary prospect profiles
         Technology companies that rec...
The Italian Market Opportunity

        What we namely do: professional business outsourcing
A complete, professional and ...
The Italian Market Opportunity

                getITaly is a business partnership services company
                    th...
The Italian Market Opportunity

                        Operational advantages: numbers, numbers!
                    Exam...
The Italian Market Opportunity


                          getITaly's added value
  One stop-shopping model. Wide-range of...
The Italian Market Opportunity

                   Which Problems Do We Solve?




www.getitaly.net                       ...
The Italian Market Opportunity

                   Client portfolio




www.getitaly.net                          ©getITal...
Case Studies: Wyse Technologies Ttd




WYSE Technology Ltd
Wyse Technology is the global leader in thin computing and cli...
Case Studies: iPass Ltd.




iPass Ltd
iPass is a long-time leader in providing mobility services.


getITaly:
- Outsource...
Case Studies: Jetro Platforms Ltd.




Jetro Platforms Ltd.
Jetro Platforms Ltd. is an enterprise software developer speci...
Case Studies: Varonis Ltd.




Varonis
LTDVaronis does data governance solutions giving organizations total visibility and...
Case Studies: InContinuum Ltd.




InContinuum
InContinuum is an innovative provider of cloud computing software that cont...
Case Studies: Crescendo Ltd.




Crescendo Networks
Crescendo Networks is the recognized performance leader in acceleratin...
The Italian Market Opportunity


              getITaly's benefits:
  avoid ALL bureaucratic costs and complexity!

  NO t...
The Italian Market Opportunity


   getITaly’s benefits: sales management services

     20 partners at your disposal with...
The Italian Market Opportunity


            getITaly can introduce you to top END USERS




                             ...
The Italian Market Opportunity

  … as well as to the entire Italian channels world!
                       Distributors  ...
The Italian Market Opportunity


         getITaly’s benefits: staffing & services
  In case you need specific operational...
The Italian Market Opportunity


getITaly’s benefits:
location & premises
  You can use getITaly’s office locations
  or r...
The Italian Market Opportunity


getITaly’s benefits:
additional services

  You can pick and choose additional
  optional...
The Italian Market Opportunity

                            Management Team
                   Matteo del Corno, CEO

    ...
The Italian Market Opportunity

                            Management Team
                   Mauro Cicognini, CTO
      ...
getITaly srl     CEO and Chief Strategist


         GET Italy
          Headquarters
                                  Ma...
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Get Corporate

  1. 1. GET Italy “How to be successful in the ITalian market” Matteo Del Corno President and CEO Matteo del Corno President and CEO www.getitaly.net ©getITaly 20010
  2. 2. The Italian Market Opportunity Italy represents a major growth opportunity for EVERY technology company Like any other country - to ensure appropriate penetration - major investments are usually required: Country & Channel management Sales and Pre Sales professionals Channel development Management and training Bureaucracy and strict labour laws Location and Premises www.getitaly.net ©getITaly 20010
  3. 3. The ITalian Market Opportunity Our offer: YOUR person in Italy! You’ll be 100% present in the Italian market with a fully-dedicated in-country manager: REPORTING into you like any other employee of your company PUSHING exclusively for your SALES exclusively and totally dedicated to YOUR products building-up YOUR revenues only. The money you invested in the country is ALL invested in pure revenues and you have the TOTAL control on it. •… NOT a distributor, but a “virtual-real” branch! • … avoiding ALL the connected problems and issues
  4. 4. The Italian Market Opportunity Our primary prospect profiles Technology companies that recognize market potential in the territory, therefore need to ramp up sales quickly with an experienced and local sales team Companies with a limited presence in Italy (either direct, distributed or represented), wishing to further expand or strengthen their presence, brand perception and sales capabilities in the territory Companies wishing to introduce new products, services, technologies, without having to build up an infrastructure to support this Companies wishing to outsource non-core competencies (such as training, implementation and support) www.getitaly.net ©getITaly 20010
  5. 5. The Italian Market Opportunity What we namely do: professional business outsourcing A complete, professional and experienced team to ensure your presence in Italy Business development, planning, sales, marketing and customer support We create/complement/improve what you have, or we can do it all A professional services model, that lets you Totally control your cost Invest at your own pace Focus on your core competencies Cope with heavy bureaucracy and strong employment laws Offload what you don't want to invest in getITaly allows you to Ease your first steps in Italy Grow and develop your local business Sustain and support your existing italian customer base www.getitaly.net ©getITaly 20010
  6. 6. The Italian Market Opportunity getITaly is a business partnership services company that facilitates your entry in the ITalian market, simplifying and speeding-up the entire start-up process Extensive experience in services outsourcing in Italy Track record in services, sales and marketing of high-tech (CheckPoint, IBM, Motorola, Optenet, Oracle, Sun Microsystems, Wyse, ...) Seasoned core team experienced in supporting international high-tech organizations Large team of experienced business professionals and technical resources like Sales and marketing executives, with profound local market knowledge High-level program managers to cover Project management Pre sales engineering Planning and implementation Based in Northern Italy, a few km from Malpensa Airport, the main hub to and from Italy ©getITaly 20010 www.getitaly.net
  7. 7. The Italian Market Opportunity Operational advantages: numbers, numbers! Example: an IT software co. with av. revenues in Italy of 500.000 Euro Traditional distribution model getITaly innovative solution (Outsourced sales approach) COSTS COSTS Sales/distribution Managed/distribution (= 40% on the price list) 200.000 € (= 25% on the price list) 125.000€ NO dedicated local people Dedicated person/acting Country Manager Annual marketing support 50.000 € 45.000€ +10% commissions for basic services like Uncountable plus & benefits including • Vendor pricelist published in the distributor Direct prospecting and development of partners/clients website Forecast/pipeline management, control and reporting • Newsletter to WARs Direct delivery of sales & technical training courses • Training room (but fee-based courses) “Real” presence & facility (dedicated office location, telephone line, business card, demo management,...) Local marketing communication and brand perception generated by a direct presence as a perfect flywheel effect Bottom line: a 9-24 month Sales Rep project is significantly more effective, faster, and less expensive than opening up your local sub!
  8. 8. The Italian Market Opportunity getITaly's added value One stop-shopping model. Wide-range offering that complement whatever structure you have - or want to have - in place Single interface for ALL services Selected range of clients We breakdown cultural barriers European heritage American business methods International mindset Multi-lingual, multi-cultural, multy-technology www.getitaly.net ©getITaly 20010
  9. 9. The Italian Market Opportunity Which Problems Do We Solve? www.getitaly.net ©getITaly 20010
  10. 10. The Italian Market Opportunity Client portfolio www.getitaly.net ©getITaly 20010
  11. 11. Case Studies: Wyse Technologies Ttd WYSE Technology Ltd Wyse Technology is the global leader in thin computing and client virtualization. getITaly: outsourced the entire country business and operations, the country manager function and technical manager grew the operations from 800k to over 2M in two years, closing one of the company's largest accounts (Generali Assicurazioni) selected, identified and opened the second local distributor & certified 15 VARs accounting of very large end users, closed one of the company's largest accounts (Generali Assicurazioni) creation of trusted partnership with Software Vendor such as VMware e Citrix Implementation of local sales and technical training at our local premises demo room and units management Implemented marketing and communications activities to support brand perception and sales efforts. www.getitaly.net ©getITaly 20010
  12. 12. Case Studies: iPass Ltd. iPass Ltd iPass is a long-time leader in providing mobility services. getITaly: - Outsourced the entire country business and operations, the country manager function - Managed the strategic business relationship with Sparkle (Telecom Italia) - Organised and set up their participation at SMAU 2009 - Accounting of very large end users - Demo units & room management - Implementation of local sales and technical training at our local premises - Implemented marketing and communications activities to support brand perception and sales efforts. www.getitaly.net ©getITaly 20010
  13. 13. Case Studies: Jetro Platforms Ltd. Jetro Platforms Ltd. Jetro Platforms Ltd. is an enterprise software developer specializing in best of breed server-based computing solutions for application management getITaly: outsourced the entire country business and operations, the country manager function selected, identified and opened the local distributor & certified VARs and SI accounting of very large end users and SME Implementation of local sales training at our local premises demo room and units management Implemented marketing and communications activities to support brand perception and sales efforts www.getitaly.net ©getITaly 20010
  14. 14. Case Studies: Varonis Ltd. Varonis LTDVaronis does data governance solutions giving organizations total visibility and control over their data getITaly: outsourced the entire country business and operations, the country manager function selected, identified and opened certified VARs and SI accounting of very large end users Implementation of local sales and technical training at our local premises demo room and units management Implemented marketing and communications activities to support brand perception and sales efforts. www.getitaly.net ©getITaly 20010
  15. 15. Case Studies: InContinuum Ltd. InContinuum InContinuum is an innovative provider of cloud computing software that controls and automates your virtualized managed services and associated SLAs getITaly: outsourced the entire country business and operations, the country manager function selected, identified and opened the local distributor & certified VARs and SI accounting of very large end users and Service Providers creation of trusted partnership with Software Vendor such as VMware e Citrix Implementation of local sales and technical training at our local premises demo room and units management Implemented marketing and communications activities to support brand perception and sales efforts. www.getitaly.net ©getITaly 20010
  16. 16. Case Studies: Crescendo Ltd. Crescendo Networks Crescendo Networks is the recognized performance leader in accelerating and optimizing application delivery for Web properties and private/public cloud getITaly: outsourced the entire country business and operations, the country manager function selected, identified and certified VARs accounting of end users, web application providers and Service Providers creation of trusted partnership with Hardware Vendor such as Imperva and Riverbed Implementation of local sales and technical training at our local premises demo room and units management Implemented marketing and communications activities to support brand perception and sales efforts. www.getitaly.net ©getITaly 20010
  17. 17. The Italian Market Opportunity getITaly's benefits: avoid ALL bureaucratic costs and complexity! NO trade-unions, insurance or unemployment benefit costs NO legal costs or hidden charges A “NO-budgetary-surprise”, negotiated and contractually stipulated fee Assistance - or full management - of all aspects related to local authorizations and legal requirements, for and on behalf of our clients www.getitaly.net ©getITaly 20010
  18. 18. The Italian Market Opportunity getITaly’s benefits: sales management services 20 partners at your disposal with an extensive experience, and more than 60 years of sales management positions in premier companies like Oracle, Sun Microsystems, Netscape, CheckPoint, Compaq, SAS, HP, Dell, Wyse More than 10 high-tech multinational brands, already successfully operating in Italy, like Optenet, Wyse Technology, iPass Introduction to the first 1000 Italian companies Direct meetings with the best distributors, retailers, Italian system integrators and top customers Outlined databases of all the Italian companies and customers for massive DM campaigns www.getitaly.net ©getITaly 20010
  19. 19. The Italian Market Opportunity getITaly can introduce you to top END USERS ©getITaly 20010 www.getitaly.net
  20. 20. The Italian Market Opportunity … as well as to the entire Italian channels world! Distributors Integrators ItWay IBM Magirus HP Ready Accenture Dot Force Reply Sthrold Seven One Bludis Business e Esprinet GFI Ingram Micro Lutech Exclusive Network Elmec EDS Lan Opera 21 Tech Data Filippetti Tecnocael Telecom & Capital ©getITaly 20010 www.getitaly.net
  21. 21. The Italian Market Opportunity getITaly’s benefits: staffing & services In case you need specific operational support, our shared or dedicated resources can be engaged to handle secretarial activities manage generic sales operations pre-post sales actions marketing Flexibility over time to adjust the number of resources engaged, to allow consistent growth of the operations Continuity should any of the appointed resources decides to leave, an immediate replacement is guaranteed www.getitaly.net ©getITaly 20010
  22. 22. The Italian Market Opportunity getITaly’s benefits: location & premises You can use getITaly’s office locations or rent/lease your own premises At our site, you can choose from basic shared-desk facilities to fully dedicated office space www.getitaly.net ©getITaly 20010
  23. 23. The Italian Market Opportunity getITaly’s benefits: additional services You can pick and choose additional optional services: toll free number Telemarketing direct marketing partner marketing CRM … www.getitaly.net ©getITaly 20010
  24. 24. The Italian Market Opportunity Management Team Matteo del Corno, CEO Co founder of getITaly, Matteo has a long career in sales in the high technology industry, spent primarily in Italy working for IT multinationals, among which Compaq and Sun Microsystems. In the last ten years, he’s been serving as Country Manager in Italy for different start-up companies such as Access Graphics, Netscape Communication and Check Point Software Technologies. Mariacarla Millone, VP Operations MariaCarla is in charge of the planning and coordination of all the operational aspects activities of getITaly, including finance and administration. Her carrer started at Gruppo Millone, and progressed serving as Operations Director in the high technology field for companies such as Sun Microsystems, Oracle Corporation, Compaq and HP. www.getitaly.net ©getITaly 20010
  25. 25. The Italian Market Opportunity Management Team Mauro Cicognini, CTO Mauro is responsible for the management of all the technical aspects, i.e. products selections activities and technical people coordination. Almost 15 years of experience in Information Technology and Telecommunications. Significant expertise in project management ,complex sales and operations Recognized as a high achiever in business development. Member of the Board for Clusit - the Italian Association for Information Security. Computer and Information security expert with focus on Identity and Access Management. Active on business consulting, business development, sales and marketing Strong expertise on Italian ICT law and international standards Education: Massachusetts Institute of Technology - Sloan School of Management Politecnico di Milano He has been the CTO for local and International companies such as Honeywell and Bull. www.getitaly.net ©getITaly 20010
  26. 26. getITaly srl CEO and Chief Strategist GET Italy Headquarters Matteo del Corno Via Papa Giovanni XXIII, 4 ph +39 340 3939908 21020 Brebbia (VA) matteo.delcorno@getitaly.net Matteo Del Corno Italy President and CEO Ph. +39.0332 1851 340 You can also find our group on Fax +9.0332-1851316 Linkedin by typing “GetITaly” Under the “Search groups” box info@getitaly.net www.getitaly.net ©getITaly 20010

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