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International
                             Growth Strategies




Alex Barrera (@abarrera)
     Berlin, November 2012
http://www.slideshare.net/press42 @abarrera #goGlobal
2007

                          Pool Mansion




  http://www.slideshare.net/press42 @abarrera #goGlobal
http://www.slideshare.net/press42 @abarrera #goGlobal
http://www.slideshare.net/press42 @abarrera #goGlobal
2012




   http://www.slideshare.net/press42 @abarrera #goGlobal
Local isn’t enough




http://www.slideshare.net/press42 @abarrera #goGlobal
Show
                        Me
                        The
                       Money
http://www.slideshare.net/press42 @abarrera #goGlobal
Change
                         our


                                                       mentality


   http://www.slideshare.net/press42 @abarrera #goGlobal
Local market = comfort zone




      http://www.slideshare.net/press42 @abarrera #goGlobal
Expensive
VERY




       http://www.slideshare.net/press42 @abarrera #goGlobal
Then global


Start local




         http://www.slideshare.net/press42 @abarrera #goGlobal
Back to reality




http://www.slideshare.net/press42 @abarrera #goGlobal
Language

      Barriers




      http://www.slideshare.net/press42 @abarrera #goGlobal
VS



Content                                            Interface
  http://www.slideshare.net/press42 @abarrera #goGlobal
“No one is a prophet in
   their own land”




     http://www.slideshare.net/press42 @abarrera #goGlobal
The grass is always greener on the other side




       http://www.slideshare.net/press42 @abarrera #goGlobal
LONG sales cycles




    http://www.slideshare.net/press42 @abarrera #goGlobal
Try it in Southern EU...

   http://www.slideshare.net/press42 @abarrera #goGlobal
Keep waiting...

   http://www.slideshare.net/press42 @abarrera #goGlobal
hold it... no, keep waiting...

   http://www.slideshare.net/press42 @abarrera #goGlobal
Faster


                                                                 More
                                         &                       money


         http://www.slideshare.net/press42 @abarrera #goGlobal
Size matters?
http://www.slideshare.net/press42 @abarrera #goGlobal
http://www.slideshare.net/press42 @abarrera #goGlobal
http://www.slideshare.net/press42 @abarrera #goGlobal
http://www.slideshare.net/press42 @abarrera #goGlobal
Going DOWN


  http://www.slideshare.net/press42 @abarrera #goGlobal
No Gov




Going DOWN


  http://www.slideshare.net/press42 @abarrera #goGlobal
GDP -1.1%


   No Gov




Going DOWN


  http://www.slideshare.net/press42 @abarrera #goGlobal
GDP -1.1%


   No Gov




Going DOWN

                     Neutral
  http://www.slideshare.net/press42 @abarrera #goGlobal
GDP -1.1%


   No Gov




Going DOWN

                     Neutral                              Music?
  http://www.slideshare.net/press42 @abarrera #goGlobal
GDP -1.1%


   No Gov

                                            Poor neighbors

Going DOWN

                     Neutral                              Music?
  http://www.slideshare.net/press42 @abarrera #goGlobal
Vodka
  GDP -1.1%


   No Gov

                                            Poor neighbors

Going DOWN

                     Neutral                              Music?
  http://www.slideshare.net/press42 @abarrera #goGlobal
Once local, always local




http://www.slideshare.net/press42 @abarrera #goGlobal
Oh my! Scary
 countries!




    http://www.slideshare.net/press42 @abarrera #goGlobal
Going
 global
Strategy
  (GGS)



   http://www.slideshare.net/press42 @abarrera #goGlobal
Mentality
  shift




   http://www.slideshare.net/press42 @abarrera #goGlobal
English
 FIRST




   http://www.slideshare.net/press42 @abarrera #goGlobal
http://www.slideshare.net/press42 @abarrera #goGlobal
My province




         http://www.slideshare.net/press42 @abarrera #goGlobal
My country




My province




         http://www.slideshare.net/press42 @abarrera #goGlobal
Step 1: Grow your international network




        http://www.slideshare.net/press42 @abarrera #goGlobal
Engage

                               with

                                            visitors



http://www.slideshare.net/press42 @abarrera #goGlobal
Locate your hub




                  http://www.slideshare.net/press42 @abarrera #goGlobal
Engage with international orgs




      http://www.slideshare.net/press42 @abarrera #goGlobal
Engage with people that live in planes




       http://www.slideshare.net/press42 @abarrera #goGlobal
Engage with global connectors




      #wheelsUp                              #touchdown


       http://www.slideshare.net/press42 @abarrera #goGlobal
Step 2: Where next?




     http://www.slideshare.net/press42 @abarrera #goGlobal
Who is your customer?




      http://www.slideshare.net/press42 @abarrera #goGlobal
How about homework?


            Socio-Economical analysis
            Tech analysis




       http://www.slideshare.net/press42 @abarrera #goGlobal
Narrow your scope




http://www.slideshare.net/press42 @abarrera #goGlobal
WE ARE STARTUPS



                                            Limited
                                           resources




http://www.slideshare.net/press42 @abarrera #goGlobal
3X



http://www.slideshare.net/press42 @abarrera #goGlobal
Step 3: Learn the culture




       http://www.slideshare.net/press42 @abarrera #goGlobal
Culture MATTERS




      http://www.slideshare.net/press42 @abarrera #goGlobal
Culture is EVERYTHING




       http://www.slideshare.net/press42 @abarrera #goGlobal
NO,
                                  you just think you know




http://www.slideshare.net/press42 @abarrera #goGlobal
http://www.slideshare.net/press42 @abarrera #goGlobal
Meet the locals...




      http://www.slideshare.net/press42 @abarrera #goGlobal
http://www.slideshare.net/press42 @abarrera #goGlobal
http://www.slideshare.net/press42 @abarrera #goGlobal
Step 4: Deploy the strategy




      http://www.slideshare.net/press42 @abarrera #goGlobal
Strategy IS

                                 information

     http://www.slideshare.net/press42 @abarrera #goGlobal
Become known in the ecosystem

     http://www.slideshare.net/press42 @abarrera #goGlobal
http://www.slideshare.net/press42 @abarrera #goGlobal
Eventbrite, FB, Twitter, Digest, Plancast, Upcoming




   http://www.slideshare.net/press42 @abarrera #goGlobal
http://www.slideshare.net/press42 @abarrera #goGlobal
Find the orgs




    http://www.slideshare.net/press42 @abarrera #goGlobal
Efficient networking




      http://www.slideshare.net/press42 @abarrera #goGlobal
http://www.slideshare.net/press42 @abarrera #goGlobal
http://www.slideshare.net/press42 @abarrera #goGlobal
TNW
NYC VC


                                                    Venture Village




     http://www.slideshare.net/press42 @abarrera #goGlobal
Ping them WAY before




     http://www.slideshare.net/press42 @abarrera #goGlobal
Engage
                                                 with the
                                                community


                                                Be a speaker
                                                Startup competition
                                                Help the locals



http://www.slideshare.net/press42 @abarrera #goGlobal
Give before you take




        http://www.slideshare.net/press42 @abarrera #goGlobal
Don’t WASTE time



  FOCUS




       http://www.slideshare.net/press42 @abarrera #goGlobal
Find key players

        http://www.slideshare.net/press42 @abarrera #goGlobal
Build relationships




http://www.slideshare.net/press42 @abarrera #goGlobal
ROI?
http://www.slideshare.net/press42 @abarrera #goGlobal
Define the tactic & execute




        http://www.slideshare.net/press42 @abarrera #goGlobal
http://www.slideshare.net/press42 @abarrera #goGlobal
Who?

http://www.slideshare.net/press42 @abarrera #goGlobal
Where?




 http://www.slideshare.net/press42 @abarrera #goGlobal
What?




http://www.slideshare.net/press42 @abarrera #goGlobal
Sandwich technique




http://www.slideshare.net/press42 @abarrera #goGlobal
Rinse & repeat




       http://www.slideshare.net/press42 @abarrera #goGlobal
Step 4: Scaling out




http://www.slideshare.net/press42 @abarrera #goGlobal
Define hard trend strategy




       http://www.slideshare.net/press42 @abarrera #goGlobal
http://www.slideshare.net/press42 @abarrera #goGlobal
Use the force




      http://www.slideshare.net/press42 @abarrera #goGlobal
Cross sell across global orgs




http://www.slideshare.net/press42 @abarrera #goGlobal
Be READY



http://www.slideshare.net/press42 @abarrera #goGlobal
Keep FOCUSED




     http://www.slideshare.net/press42 @abarrera #goGlobal
http://www.slideshare.net/press42 @abarrera #goGlobal
Kayak / Hipmunk / Fly scanner




http://www.slideshare.net/press42 @abarrera #goGlobal
Free lunch



   speakers, customers, mentoring




http://www.slideshare.net/press42 @abarrera #goGlobal
http://www.slideshare.net/press42 @abarrera #goGlobal
Redbull




http://www.slideshare.net/press42 @abarrera #goGlobal
Fly on the wings of love...




http://www.slideshare.net/press42 @abarrera #goGlobal
http://www.slideshare.net/press42 @abarrera #goGlobal
Coffee is expensive!




        http://www.slideshare.net/press42 @abarrera #goGlobal
Conclusion

    Keep it simple, one at a time
    Grow your international footprint
    Do your homework: Culture matters
    Engage with the locals
    Partner with locals
    Deploy tactic and measure
    Keep the focus on the global strategy



      http://www.slideshare.net/press42 @abarrera #goGlobal
THANKS!

                                            Alex Barrera (@abarrera)
                                                   alex@press42.com


http://www.slideshare.net/press42 @abarrera #goGlobal

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