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Launching and managing international partnerships (Craig Klemp, Evernote)


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SaaS Connect 2019 (San Francisco, CA)

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Launching and managing international partnerships
by Craig Klemp, Sr. Director of Global Partnerships, Evernote

Published in: Marketing
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Launching and managing international partnerships (Craig Klemp, Evernote)

  1. 1. Launching & Managing International Partnerships Craig Klemp, Sr Director of Global Partnerships
  2. 2. 2 Introduction to Evernote >225M >20K Registered Users Globally Teams with Business Accounts 80% Outside the U.S. +9B Notes Created
  3. 3. 3 Global Partnership Ecosystem US / Global International Japan-Specific OEMs Tech/ Integrations Resellers App Stores
  4. 4. 4 NTT Docomo Partnership History 2009 2010 2012 2013 2014 2018 Investment From CVC Distribution Partnership Investment From HQ Personnel Placement • 2 RMs • 5 Trainees Reseller Partnership APAC Expansion
  5. 5. 5 The Culture Map - High Versus Low Context Countries ● Nonverbal v. verbal cues ● Long- v. short-term relationships ● Implicit v. explicit knowledge ● Face-to-face v. remote
  6. 6. 6 Team Physical & Legal Assets Brand Equity What Are Your Local Assets? Timely Language Support Product/Market/ Competitive Fit Localized Tech
  7. 7. 7 Lessons Learned 1. Executive buy-in - upfront and ongoing 2. Understand the culture map 3. Get creative with resources 4. Localization tools can work…to a limit 5. Timely partner support is critical 6. If you’re serious, hire locally
  8. 8. 8 Thank you! Craig Klemp