Calx Europe Market Entry Oct 2008

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Calx Europe\'s Market Entry Services for EMEA

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Calx Europe Market Entry Oct 2008

  1. 1. Calx Europe Market Entry Services Nigel Dunn October 2008
  2. 2. Calx Europe Background <ul><li>25 years Hi Tech market experience </li></ul><ul><li>Ex-HP, Metrologie, Computer2000/Tech Data </li></ul><ul><li>US Subsidiary start ups – PlaceWare Europe </li></ul><ul><li>US Company Agency – StarLight Networks, Theorem Inc, Adaptive Planning </li></ul><ul><li>European start ups – Realscape, CAL, RTM, Calx Europe </li></ul><ul><li>New business evangelism </li></ul><ul><li>Market experience – Computer Hardware & Software solutions, SaaS, Telecoms, VoIP, Datacentres, ASP, multimedia conferencing, multimedia networks/portals, Telecoms, VoIP, Datacentres, ASP, Services, Enterprise Storage Networks, IP Storage, eCollaboration, Virtualisation </li></ul><ul><li>Vendor Experience – HP, Sun, Digital/Compaq, Dell, PictureTel/Polycom, PlaceWare/Microsoft, Cisco, EMC, HDS, IBM, NetApp, VMware, Genesys </li></ul><ul><li>Channel Partnerships – BT, IBM, HP, C&W, COLT, TeleWest, Redstone, KPN, France Telecom, Telia, Telenor, Telefonica, Computacenter </li></ul><ul><li>Enterprise Sweetspots – Finance, Manufacturing, Pharma, Professional Services, Telecom </li></ul>
  3. 3. Calx Europe ‘Soft Landing’ <ul><li>Virtual Management </li></ul><ul><li>Sales Agency </li></ul><ul><li>Partner/Reference Account Development </li></ul><ul><li>Talent Acquisition </li></ul>
  4. 4. 1. Virtual Management Exclusive tenure only <ul><li>Legal set up and management of European subsidiary </li></ul><ul><li>Virtual VP EMEA </li></ul><ul><ul><li>Agreed period of tenure, full remote management, part of management team </li></ul></ul><ul><li>Full back office support & corporate governance </li></ul><ul><ul><li>European & US GAAP accounting, payroll, bank management, purchasing, legal, office, HR </li></ul></ul><ul><li>Evangelistic sales effort across Europe </li></ul><ul><li>Recruitment , management and development of local employees </li></ul><ul><li>New business development & account management </li></ul><ul><li>Marketing & PR </li></ul><ul><li>Operational management </li></ul><ul><ul><li>Technical assets, call centres, IT, technical support, telecoms infrastructure, office management </li></ul></ul><ul><li>Agreed milestones, budgets and fiscal targets </li></ul><ul><li>Full accounting/management reporting, CRM driven reporting for sales </li></ul>
  5. 5. 2. Sales Agency <ul><li>European Regional Sales Director </li></ul><ul><li>Exclusive or non-exclusive </li></ul><ul><li>Evangelistic sales effort across Europe </li></ul><ul><li>Agreed milestones, expense budgets & fiscal targets </li></ul><ul><li>New business development & account management </li></ul><ul><li>CRM reporting for sales </li></ul><ul><li>Part of remote sales team </li></ul>
  6. 6. 3. Partner/Reference Account Development <ul><li>Specific agreed target partner/customer acquistion </li></ul><ul><li>Exclusive or non-exclusive </li></ul><ul><li>Evangelistic sales effort </li></ul><ul><li>New business development & account management </li></ul><ul><li>CRM based reporting </li></ul><ul><li>Short term engagement with specific sales goals </li></ul>
  7. 7. 4. Talent Acquisition <ul><li>Acquisition of specific key talent </li></ul><ul><li>Specific project related or long term retained relationship </li></ul><ul><li>Very specific candidate profile brief developed with management </li></ul><ul><li>Market research </li></ul><ul><li>Approach & motivation of identified targets </li></ul><ul><li>Full candidate interviewing & profile development </li></ul><ul><li>Short list recommendation for interviewing </li></ul>
  8. 8. Why work with Calx Europe <ul><li>Results matter </li></ul><ul><li>Agreed, customised & personal service </li></ul><ul><li>Real entrepreneurial experience </li></ul><ul><li>Remote & independent management to be trusted </li></ul><ul><ul><li>Not just a salesperson </li></ul></ul><ul><ul><li>Low maintenance, trust to get on with the job </li></ul></ul><ul><li>Long track record of success </li></ul><ul><li>Market adaptability & wide experience </li></ul><ul><li>Personal & company values </li></ul><ul><ul><li>Integrity, honesty, trust, work ethic, self-management, commitment to get the job done </li></ul></ul><ul><li>Ability to share the culture and values </li></ul><ul><li>Policy of no surprises </li></ul><ul><li>Delivering on promises is the cornerstone </li></ul><ul><li>Market reach, network and experience </li></ul>
  9. 9. WHEN RESULTS MATTER, ONLY THE BEST WILL DO <ul><li>Calx Europe – your partner in Europe </li></ul>

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