Sales Force Europe (SFE) presentation on ways to Scale B2B Software Sales in EMEA at the 2014 SLUSH Conference in Helsinki Finland, Nov. 18.

1. Sales Force Europe (SFE)
Scaling B2B Software Sales in EMEA
Rick Pizzoli, CEO and Founder
November 18th, 2014
Copyright © Sales Force Europe 2014

2. Question:
You’ve spent years developing your technology
and building your company…
How much Time have you given to
Planning Sales?
Copyright © Sales Force Europe 2014

3. SFE Company Overview
• International team founded in 2003
• Brought 100+ tech companies to International Markets
• Consisting of 60 in-country on-demand ‘Account Directors’
• Full Service Professional Sales from strategy to closing deals
• Focus Verticals:
− Enterprise SaaS
− Telco
− Channel
− Consumer Electronics
Copyright © Sales Force Europe 2014

4. Current US Clients
Copyright © Sales Force Europe 2014

5. Current Finnish Clients
Copyright © Sales Force Europe 2014

6. WHY expand beyond the home market ?

7. Stable Revenue Growth
Time
Growth
Home Mar k e t
New Services
I n ter n a t i o n a l
Copyright © Sales Force Europe 2014

8. Expansion Room
NEW APPLICATIONS
Home Ma rket
Products &
Functions
Additional
Functions
expansion
COMPETITION
I n ternational
core New Customers
Copyright © Sales Force Europe 2014
International

9. WHEN to ‘go international?’

10. WHEN to Expand
1) Established in Home Region
2) Management & Investor Commitment
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11. WHEN to Expand
Developing & Implementing … to Packaged Solution
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12. WHEN to Expand
From Founders ‘selling’ …
to Professional Sales
Copyright © Sales Force Europe 2014

13. WHERE to go?
?

14. WHERE To Go
• Make a Plan!
– Current clients / demand?
– Test Markets / Improve Pitch
– Accessible markets first, time zones matter
• At launch…. Engage!
– Give it time … it takes a year
?

15. WHERE To Go
What NOT TO DO
• ‘Elephant hunting’
• Over-invest in a new region before proven
• Follow / imitate the pack
Plan --- Prepare --- Test --- and only then Invest
?

16. Strategic Options

17. Strategic Options for Enterprise SW
1. Sell Direct from Home Country
2. Sign Local Channels
3. Set Up Foreign Offices
4. Contract with ‘On-Demand’ Sales Professionals

18. Benefits: On-Demand (Contract) Model
Faster-to-Market
Lower Risk
Cost Savings
Local Contacts & Support

19. Months 1 - 3 4 - 6 7 - 9 10 - 12 2nd year
Budgeting Rent office Recruit staff Engage Market ^ First revenues
Sign Team Engage Market ^ First revenues
Contract
Faster-to-Market
6-12 months Time Savings
Employment

20. 1 - 3 4 - 6 7 - 9 10 - 12 2nd year
Normal
Employment
ROI
Contract
Team
Commission
Base Fee
COST SAVINGS
LOWER RISKS: Wrong hires; Market not ready; Employment laws; Capital risk; Mgmt & Staff disruption

21. • Account Director
Local Contacts & Support
– Local language, laws & customs
– Enterprise & Channel contacts & influence
• Sales Agency support
– Local Management with Contacts
– Local Marketing support
– Local SEs
It takes a Village …

22. Case Study
300% ROI Delivered from Day 1, including all costs
• Social platform for Publishers and Brands
• Engaged SFE team in May 2013
• Laser focused on Publishers, SFE team Qualified for that Vertical
• Beat competition, now dominate the market
Copyright © Sales Force Europe 2014

23. Thank You!
Rick Pizzoli
Mobile +34 659 449 202
RickPizzoli@SalesForceEurope.com
www.SalesForceEurope.com