Sfe presentation 02 jul2012

Sales Force EuropeSales Force Europe((SFESFE))

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((SFESFE))Business Development ServicesBusiness Development Services

EuropeEurope -- Middle EastMiddle EastAfricaAfrica –– Latin AmericaLatin America

July 2012

Copyright © Sales Force Europe 2010 - 2012

Contents

About SFESFE Sales ProcessSFE AdvantagesSFE TeamSFE Team

SFE in a Nutshell

International organization founded in 2003

Over 40 sales professionals

Helping high-tech companiesto launch, develop and expand

3Copyright © Sales Force Europe 2010 -2011

to launch, develop and expandtheir bu$iness inEurope, Middle East, Africaand Latin America

SFE Offering in a Nutshell

Process1-2weeks Engagement PlanningThen immediate In-Country Sales Management

Optional, initial 3-month In-Country Market Qualification


Business ModelFixed Monthly Fee per Region covering time to hit

objectives & local sales costsCommissions on revenue received by Client during

agreement + 1 year tailNo other Legal, HR, recruitment, facilities, benefits…costs

The Way We Work

SFE Team: ex MDs, Sales VPs, Country Managers...In-country, highly-skilled sales people in all major markets+ SFE Senior Management team (Madrid& London )

Managing entire Sales Cycle in target marketsPlanning, qualifying, trials, closure, development, reporting

Effective collaboration with our clientsFit with client’s objectives, strategies and prioritiesIntegration into client’s sales teams and processes

Immediate access to channels, partners and prospectsPersonal contacts and influence at a local level, per vertical

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S F E p e o p l e i n - s o u r c i n g v c o n v e n t i o n a l s a l e s o u t s o u r c i n g

Copyright © Sales Force Europe 2010 -2011

In-country Sales Team

Experience and CredibilityEach sales executive has minimum of 10 years technical sales experience and has

been selected from hundreds of interviewsMost have worked with the SFE management team at Cisco, IBM, Nortel, Oracle,

Alcatel, Apple, HP, Telefonica, etc., with proven sales records

Other important characteristics

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Other important characteristicsIndigenous to local markets: language, culture, traditions, contacts, influence

Shared resource: each manages 2-3 clients More effective than cross-boarder sales

Trained and technically proficient with client’s technology Transparent to end customer – viewed as client’s sales team Quarterly sales quotas, weekly sales calls

Interviewed and approved by client Resumes (CVs) and references available


Geographic Coverage

Immediate access to channels, partners and prospects in:

Western Europe Eastern Europe Middle East / Africa Latin AmericaUK / Ireland Poland Turkey Argentina

Germany / Austria Czech / Slovakia Israel BrazilSpain / Portugal Hungary UAE Chile

France Bulgaria Saudi Arabia ColombiaItaly Romania Egypt Peru

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100+ Distributors currently signed with SFE clients, supporting 1’000s of resellers 100+ Service Providers signed with clients 1000+ Global Enterprises currently supported by SFE Partners SFE database of personal contacts: Channels, Service Providers, Enterprise, Media...

Italy Romania Egypt PeruBenelux Russia / CIS Morocco Mexico

Nordics Baltics Nigeria / W AfricaSwitzerland Balkans Southern Africa


Market Focus & Clients

Since 2003, SFE has served over 50 clients fromUSA, Canada, Italy, Israel, Finland, UK, France, Switzerland, India, ...

Tried and tested contacts in leading-edge sectorsSaaS/Cloud, Applications, Services, Security, Media-VAS, Video,Networking, VoIP, Wireless

Some current clients:


Clients and Sales Partners20+ Active Clients 40+ SFE Sales Representatives 3 SFE Management


Main SFE Benefits

Immediate Access to new markets SFE team trained and selling in 1 month vs. 6 months hiring directDirect access to channels, partners and prospects First revenues within 6-9 months on average

Reduced time &costs into international marketsNo costs for local recruitment, legal, HR, social, facilities, IT, telecom, …

SG&A at an average 20% versus the industry standard of 30-40%

S a a S = S a l e s a s a S e r v i c e

10Copyright © Sales Force Europe 2010

SG&A at an average 20% versus the industry standard of 30-40% SFE Sales Representativeat a ¼ of the cost of a direct hire

Low risks 1-year agreement, 30-day termination clause, anytime / reasonNo issues / costs with employee hiring/firing, local laws , taxes, HR, etc.No capital costs or exposure – the SaaS of Sales

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SFE Sales Process

Overview

II NN -- C O U N T R YC O U N T R Y SS A L E SA L E S MM A N A G E M E N TA N A G E M E N TEENGAGEMENTNGAGEMENTPPLANNINGLANNING

Two main roads to Market :

Direct operations in selected countries


IINN--COUNTRYCOUNTRY SSALESALES MMANAGEMENTANAGEMENTIINN--COUNTRYCOUNTRY MMARKETARKET QQUALIFICATIONUALIFICATIONEENGAGEMENTNGAGEMENTPPLANNINGLANNING

Preliminary qualification of potential countries (optional)

1 to 2weeks 3 months one-year agreement with 30-day termination clause

ENGAGEMENT PLANNING

Out-of-the-box perspective on your ‘International Readiness’ to expandfrom professionals with years of industry experience

Direct market feedback from SFE Sales Partners based in-region

Practical recommendations concerning international expansion such astarget Countries & Verticals


target Countries & Verticals

Suggestions to improve your positioning and your marketing messageand materials

Creates a solid, documented basis for discussing and agreeing on theSFE mission for your company

P r o v i d e s t h e F o u n d a t i o n o f t h e S a l e s P l a n

ENGAGEMENT PLANNING

ENGAGEMENT PLANNING – MAIN STEPS

Engagement Planning Questionnaire filled-in by Client- Questionnaire Review (conference call)Engagement Planning Report sent to Client- Report Review (conference call) Agreed Actions SFE Proposal

Client info summarySFE observationsInitial in-country feedbackSFE recommendationsProposed actions


IN-COUNTRY SALES MANAGEMENT

IN-COUNTRY MARKET QUALIFICATION

YES

NO

Are targetmarkets clear ?

1 to 2weeks Engagement Planning Report sent within one week of Questionnaire return


Full Sales Management from in-country experts, driving business at local levelSenior team, ex GMs & VP/Dir Sales, strong contacts and influence to drive decisionsComplete Sales Cycle: qualification, signing partners/trials, closing deals, revenueLong-Term sales partners, fully integrated with client, transparent to market

Integration of our Sales Representatives into your own sales team / organisation:Execution of the strategies and tactics defined by clientActive Communication and Reporting


Active Communication and ReportingClient business cards, emails, sales processes, etc.

Business growth through our tested sales development and management processes(quarterly objectives, weekly reporting, regular reviews, continuous training, experience sharing, etc.)

Expansion opportunities through our collaboration with youto adapt and refine strategiesto define and implement new marketing programsto launch new productsto plan sales into new markets.


IN-COUNTRY SALES MANAGEMENT – MAIN STEPS

SFE Proposal Agreement Kick-offIn-depth training of SFE Sales Reps / Complete marketing materialsImmediate operations in defined Sales Targets:

- Channel Trials – Agreements – Channel support& mgmt.- Direct POCs – Sales – Account mgmt.


Weekly reporting from Sales RepsMonthly reviews with SFE & ClientQuarterly review of objectives and strategiesExpansion opportunities (new markets, new products, ...)

one-year agreement with 30-day termination clause


Senior in-country experts, trained on client’s technology with influence toquickly penetrate targets

Wide engagement across a number of potential countries and / or sectors

Practical in-country feedback from channels and end-users

Progressive selection of markets with the best fit and the highest potential


Progressive selection of markets with the best fit and the highest potentialsuccess

Prioritization effectiveness of your sales investments

Possibility to refine your sales strategies and tactics

Opportunities to close the first channel partners and early client trials

Market Qualification Report (including identified prospects and summarizingfindings and recommendations) for immediate and future reference.


IN-COUNTRY MARKET QUALIFICATION (OPTIONAL) – MAIN STEPS

SFE Proposal Agreement Kick-offEngagement of SFE Sales Reps in countries to be qualifiedQualification of potential targets – confirm fit and interestWeekly reporting from Sales RepsMonthly progress reviews with Client


Monthly progress reviews with ClientMarket Qualification Report (second half of 3rd month)Qualification Final Review (conference call) Agreed actions on ‘Go’ regions


3-month qualification

Engagement Report sent within one week of Questionnaire Review

Recommended localobjectives

Recommended strategyversus localrequirements.,competition, …

Prospect identification(list / initial pipeline)

Sales Launch Management

OPTIONAL 1…3-MONTH PROJECT aiming at providing SFE SalesRepresentatives the appropriate tools and information for smooth andeffective operations.Usual Project components:

SALES PLANDefinition of target market sectors/customers, positioning, sales strategy and

tactical elements (reporting, sales support, admin, etc. )


tactical elements (reporting, sales support, admin, etc. )Coordination of the SFE team activities in collaboration with the Client over

the duration of the Project (e.g. roles & responsibilities, prospectqualification criteria, sales progress reporting, pipeline management, etc).

MARKETING SUPPORTCreation/editing of critical materials such as boilerplate, 1-page ‘About Us’,presentations, value proposition to partners, white papers, case studies,competitive analysis, The CLIENT Story, The CLIENT Experience, support onMarketing Plan, Partner Program, etc.

International Sales Director

OPTIONAL ADDITION of a senior SFE Partner (usually a Country Manager ofthe same country as the Client’s) who manages the team of SFE SalesRepresentatives selected by the Client.

Role & Responsibilities:

Manages the SFE team towards agreed objectives, reporting to a seniormanager in the Client’s organisation (CEO, COO, Sales VP, …).Regular contacts (weekly at least) with Sales Reps to discuss progress, to


Regular contacts (weekly at least) with Sales Reps to discuss progress, toprovide advice and to share experience across countries.Reporting to Client as requested:

Frequency: usually weeklyForm: usually on the basis of a consolidated pipeline report.

Business Model Summary

ENGAGEMENT PLANNING• €1,000 (Euro) one-time Flat Fee• Includes Engagement Planning Report

IN-COUNTRY SALES MANAGEMENT• Monthly Fee per Region (or large Country) covering local sales costs• Commissions on revenue received by Client during SFE agreement + 1 year tail

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• Commissions on revenue received by Client during SFE agreement + 1 year tail• Creation and implementation kickoff of a Sales Plan (optional)

• 1 year agreement, with 30-day termination for any reason

IN-COUNTRY MARKET QUALIFICATION• Reduced Monthly Fee per Region (or large Country) during the 3-month period• Includes Market Qualification Report• Commissions on revenue received by Client during agreement & 1 year tail• 1 year agreement, with 30-day termination for any reason

Copyright © Sales Force Europe 2011

SFE Advantages

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SFE Advantages

SFE Team

SFE Added Value

SFE sales teams’ expertise, experience and efficiencyIn-country sales (language, contacts, traditions, regulations)Typically under ¼ of the cost of a direct hireSupport from the SFE central teams

Rapid and profitable entry into new markets... with significant reduction of:Costs office, logistics, IT, full salaries, travel, localisationDelays initial set-up, hiring, training, localisation, prospection, ...Delays initial set-up, hiring, training, localisation, prospection, ...Risks firing, laws & regulations, taxes, etc.

Immediate access to channels, partners and prospectsClose collaboration with Trusted Channels / Targets

Tested sales development and management processesOne point of contact via SFE Sales VP

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I n - s o u r c i n g o f e x p e r i e n c e & O u t - s o u r c i n g o f r i s k s


SFE Added Value cont’d

SFE management team’s experience and creativityStrategic and tactical marketing mattersProduct design and development

Strategic planning: external, out-of-the-box point of viewDevelopment of alternative strategiesandplansAt a small fraction of the cost of large consultanciesSupport from the SFE central and local teams

Sales support: deep knowledge of local environment

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Sales support: deep knowledge of local environmentLocalised positioning, pricing, materials, etc.Hands-on channel supportLong-time contacts and partnershipsGrowing number of Trusted Channels

Integration / complementarity with client’s teams Strong basis for future expansion

“A p o i n t o f v i e w i s w o r t h 5 0 I Q p o i n t s ” – A l a n K a y


Powerful Ecosystem

Client Benefits: Immediate accessto international channels, serviceproviders, enterprises & partners

Channels / End-Users Benefits:Access to SFE portfolio of

complementary, tested andqualified product offerings


SFE Management

SENIOR MANAGEMENT - CENTRAL TEAM *

Rick Pizzoli Managing Director - Based in MadridHenri Aebischer Marketing Director - LondonElena Centenera Operations Director -MadridElizabeth Powers Legal - Madrid


IN-COUNTRY SALES TEAMS *

40+ Sales DirectorsEx Sales MDs / VPs / Directors of majormanufacturers, service providers and channels

Based in their respective countries

* Detailed profiles on LinkedIn or via CV

Contact

Rick PizzoliManaging Director

General Castaños 9, 2DGeneral Castaños 9, 2DMadrid 28004 Spain

Phone +34 91 310 0070Mobile +34 659 449 202E-Fax +1 415 276 6038

[email protected]

www.SalesForceEurope.com

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Sfe presentation 02 jul2012

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Transcript of Sfe presentation 02 jul2012