SALES FORCE EUROPE (SFE) SLUSH CONFERENCE 2014 Presentation- Finland Nov 18

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

Sales

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

Current US Clients
Copyright © Sales Force Europe 2014

Current Finnish Clients
Copyright © Sales Force Europe 2014

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

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

WHEN to Expand
1) Established in Home Region
2) Management & Investor Commitment
Copyright © Sales Force Europe 2014

WHEN to Expand
Developing & Implementing … to Packaged Solution
Copyright © Sales Force Europe 2014

WHEN to Expand
From Founders ‘selling’ …
to Professional Sales
Copyright © Sales Force Europe 2014

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
?

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
?

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

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

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

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

• 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 …

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

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

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SALES FORCE EUROPE (SFE) SLUSH CONFERENCE 2014 Presentation- Finland Nov 18

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

6. WHY expand beyond the home market ?

9. WHEN to ‘go international?’

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

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