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Calx Europe Market Entry Oct 2008
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Calx Europe Market Entry Oct 2008

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Calx Europe\'s Market Entry Services for EMEA

Calx Europe\'s Market Entry Services for EMEA


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