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europe <ul><li>... making an impact ... </li></ul>
context
10 distinct european regions
120 countries
400 telecoms operators
400m EU citizens
vive la  différence rituals &  routines stories &  heroes symbols power  structures organisational  structures control  sy...
US Culture <ul><li>strong individualism </li></ul><ul><li>personal equality is valued </li></ul><ul><li>reasonably comfort...
Closest EMEA cultures to the USA
Most divergent EMEA cultures to USA
approach
direct sales and relationship approaches If you ’ re looking for this ...
direct sales and relationship approaches industry audience positioning focused local branding, compelling local gtms stron...
local differentiation vooc positioning and  outbound messaging ar pr channel local competitive  positioning local   lifecy...
about
Top Ten Strategic Technology Trends for 2012 1.  media tablets and beyond 2.  mobile-centric applications and interfaces 3...
next steps
4 steps to success in europe fast start agreement define  engagement  models build  business plan long term  market plan
<ul><li>...delivering impact in europe... </li></ul>
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Es corp-ppt-jan12-public

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http://www.emeastrategy.com

Describes some of the cultural issues affecting US technology companies as they move into Europe for the first time, and how EMEA Strategy can assist.

Published in: Technology, Business
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Es corp-ppt-jan12-public

  1. 1. europe <ul><li>... making an impact ... </li></ul>
  2. 2. context
  3. 3. 10 distinct european regions
  4. 4. 120 countries
  5. 5. 400 telecoms operators
  6. 6. 400m EU citizens
  7. 7. vive la différence rituals & routines stories & heroes symbols power structures organisational structures control systems cultural paradigm
  8. 8. US Culture <ul><li>strong individualism </li></ul><ul><li>personal equality is valued </li></ul><ul><li>reasonably comfortable with uncertainty </li></ul><ul><li>loves a hero </li></ul><ul><li>short-term results focused </li></ul>With acknowledgement to Hofstede, G. (1980) Culture ’ s Consequences, Administrative Science, Cornell University.
  9. 9. Closest EMEA cultures to the USA
  10. 10. Most divergent EMEA cultures to USA
  11. 11. approach
  12. 12. direct sales and relationship approaches If you ’ re looking for this ...
  13. 13. direct sales and relationship approaches industry audience positioning focused local branding, compelling local gtms strong marketing programmes, seo and viral messaging & social media partnership principles, offers, contracts ...then you ’ ll already have these }
  14. 14. local differentiation vooc positioning and outbound messaging ar pr channel local competitive positioning local lifecycle and support product technical demonstrations proof of concept creation customisation solution preparation proposal support technical procurement production distribution disposal emergency logistics direct sales and relationship approaches industry audience positioning focused local branding, compelling local gtms strong marketing programmes, seo and viral messaging social media partnership principles, offers, contracts sales ... but you ’ re going to need most of these ...
  15. 15. about
  16. 16. Top Ten Strategic Technology Trends for 2012 1. media tablets and beyond 2. mobile-centric applications and interfaces 3. contextual and social user experience 4. internet of things 5. app store and marketplaces 6. next generation analytics business experience 7. big data 8. in-memory computing 9. extreme low-energy servers 10. cloud computing it department experience human experience <ul><li>Media Tablet sales contracts into multiple EMEA countries </li></ul><ul><li>Mobile Centric apps and app store sales </li></ul><ul><li>Mobile usage analytics applications and cloud services </li></ul><ul><li>Device management cloud services </li></ul><ul><li>Contextual and social/B2B applications </li></ul><ul><li>IoT designs and drafts for MDM extensions </li></ul><ul><li>Next-gen analytics, marketing and sales support for reputational analysis public/private cloud service </li></ul>EMEA Strategy has delivered sales and technical contracts in 7 of the top technology trends in the last 24 months. With acknowledgement to Gartner Group, 2010
  17. 17. next steps
  18. 18. 4 steps to success in europe fast start agreement define engagement models build business plan long term market plan
  19. 19. <ul><li>...delivering impact in europe... </li></ul>

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