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Sfe presentation 02 jul2012
- 1. Sale s Force Europe
( SF E )
E)
Business Development Ser vices
Europe - Middle East
Africa – Latin America
July 2012
Copyright © Sales Force Europe 2010 - 2012 1
- 3. SFE in a Nutshell
International organization founded in 2003
Over 40 sales professionals
Helping high-tech companies
to launch, develop and expand
their bu$iness in
Europe, Middle East, Africa
and Latin America
Copyright © Sales Force Europe 2010 -2011 3
- 4. SFE Offering in a Nutshell
Process
1-2weeks Engagement Planning
Then immediate In-Country Sales Management
Optional, initial 3-month In-Country Market Qualification
Business Model
Fixed Monthly Fee per Region covering time to hit
objectives & local sales costs
Commissions on revenue received by Client during
agreement + 1 year tail
No other Legal, HR, recruitment, facilities, benefits…costs
Copyright © Sales Force Europe 2010 -2011 4
- 5. 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 markets
Planning, qualifying, trials, closure, development, reporting
Effective collaboration with our clients
Fit with client’s objectives, strategies and priorities
Integration into client’s sales teams and processes
Immediate access to channels, partners and prospects
Personal contacts and influence at a local level, per vertical
SFE people in -sourcing v conventional sales outsourcing
Copyright © Sales Force Europe 2010 -2011 5
- 6. In-country Sales Team
Experience and Credibility
Each sales executive has minimum of 10 years technical sales experience and has
been selected from hundreds of interviews
Most have worked with the SFE management team at Cisco, IBM, Nortel, Oracle,
Alcatel, Apple, HP, Telefonica, etc., with proven sales records
Other important characteristics
Indigenous 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
Copyright © Sales Force Europe 2010 -2011 6
- 7. Geographic Coverage
Immediate access to channels, partners and prospects in:
Western Europe Eastern Europe Middle East / Africa Latin America
UK / Ireland Poland Turkey Argentina
Germany / Austria Czech / Slovakia Israel Brazil
Spain / Portugal Hungary UAE Chile
France Bulgaria Saudi Arabia Colombia
Italy Romania Egypt Peru
Benelux Russia / CIS Morocco Mexico
Nordics Baltics Nigeria / W Africa
Switzerland Balkans Southern Africa
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...
Copyright © Sales Force Europe 2010 -2011 7
- 8. Market Focus & Clients
Since 2003, SFE has served over 50 clients from
USA, Canada, Italy, Israel, Finland, UK, France, Switzerland, India, ...
Tried and tested contacts in leading-edge sectors
SaaS/Cloud, Applications, Services, Security, Media-VAS, Video,
Networking, VoIP, Wireless
Some current clients:
Copyright © Sales Force Europe 2010 -2012 8
- 9. Clients and Sales Partners
20+ Active Clients 40+ SFE Sales Representatives 3 SFE Management
Copyright © Sales Force Europe 2010 -2011 9
- 10. Main SFE Benefits
Immediate Access to new markets
SFE team trained and selling in 1 month vs. 6 months hiring direct
Direct access to channels, partners and prospects
First revenues within 6-9 months on average
Reduced time &costs into international markets
No costs for local recruitment, legal, HR, social, facilities, IT, telecom, …
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 / reason
No issues / costs with employee hiring/firing, local laws , taxes, HR, etc.
No capital costs or exposure – the SaaS of Sales
SaaS = Sales as a Service
Copyright © Sales Force Europe 2010 10
- 12. Overview
Two main roads to Market :
Direct operations in selected countries
ENGAGEMENT
PLANNING IN- COUNTRY S ALES MANAGEMENT
Preliminary qualification of potential countries (optional)
ENGAGEMENT
PLANNING IN-COUNTRY MARKET QUALIFICATION IN-COUNTRY SALES MANAGEMENT
1 to 2
weeks 3 months one-year agreement with 30-day termination clause
Copyright © Sales Force Europe 2011 12
- 13. ENGAGEMENT PLANNING
Out-of-the-box perspective on your ‘International Readiness’ to expand
from professionals with years of industry experience
Direct market feedback from SFE Sales Partners based in-region
Practical recommendations concerning international expansion such as
target Countries & Verticals
Suggestions to improve your positioning and your marketing message
and materials
Creates a solid, documented basis for discussing and agreeing on the
SFE mission for your company
Provides the Foundation of the Sales Plan
Copyright © Sales Force Europe 2011 13
- 14. ENGAGEMENT PLANNING
ENGAGEMENT PLANNING – MAIN STEPS
Engagement Planning Questionnaire filled-in by Client
- Questionnaire Review (conference call)
Engagement Planning Report sent to Client Client info summary
SFE observations
- Report Review (conference call) Initial in-country feedback
Agreed Actions SFE Proposal SFE recommendations
Proposed actions
Are target
markets clear ?
YES
IN-COUNTRY SALES MANAGEMENT
NO
IN-COUNTRY MARKET QUALIFICATION
1 to 2 Engagement Planning Report sent within one week of Questionnaire return
weeks
Copyright © Sales Force Europe 2011 14
- 15. IN-COUNTRY SALES MANAGEMENT
Sales Management from in-country experts, driving business at local level
Full
Senior team, ex GMs & VP/Dir Sales, strong contacts and influence to drive decisions
Complete Sales Cycle: qualification, signing partners/trials, closing deals, revenue
Long-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 client
Active Communication and Reporting
Client 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 you
adapt and refine strategies
to
define and implement new marketing programs
to
launch new products
to
plan sales into new markets.
to
Copyright © Sales Force Europe 2011 15
- 16. IN-COUNTRY SALES MANAGEMENT
IN-COUNTRY SALES MANAGEMENT – MAIN STEPS
SFE Proposal Agreement Kick-off
In-depth training of SFE Sales Reps / Complete marketing materials
Immediate operations in defined Sales Targets:
- Channel Trials – Agreements – Channel support& mgmt.
- Direct POCs – Sales – Account mgmt.
Weekly reporting from Sales Reps
Monthly reviews with SFE & Client
Quarterly review of objectives and strategies
Expansion opportunities (new markets, new products, ...)
one-year agreement with 30-day termination clause
Copyright © Sales Force Europe 2011 16
- 17. IN-COUNTRY MARKET QUALIFICATION
Senior in-country experts, trained on client’s technology with influence to
quickly 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
success
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 summarizing
findings and recommendations) for immediate and future reference.
Copyright © Sales Force Europe 2011 17
- 18. IN-COUNTRY MARKET QUALIFICATION
IN-COUNTRY MARKET QUALIFICATION (OPTIONAL) – MAIN STEPS
SFE Proposal Agreement Kick-off
Engagement of SFE Sales Reps in countries to be qualified
Qualification of potential targets – confirm fit and interest
Weekly reporting from Sales Reps
Monthly progress reviews with Client
Market Qualification Report (second half of 3rd month)
Qualification Final Review (conference call) Recommended local
objectives
Agreed actions on ‘Go’ regions Recommended strategy
versus local
IN-COUNTRY S ALES MANAGEMENT requirements.,
competition, …
Prospect identification
(list / initial pipeline)
3-month qualification
Engagement Report sent within one week of Questionnaire Review
Copyright © Sales Force Europe 2011 18
- 19. Sales Launch Management
OPTIONAL 1…3-MONTH PROJECT aiming at providing SFE Sales
Representatives the appropriate tools and information for smooth and
effective operations.
Usual Project components:
SALES PLAN
Definition of target market sectors/customers, positioning, sales strategy and
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, prospect
qualification criteria, sales progress reporting, pipeline management, etc).
MARKETING SUPPORT
Creation/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 on
Marketing Plan, Partner Program, etc.
Copyright © Sales Force Europe 2010 19
- 20. International Sales Director
OPTIONAL ADDITION of a senior SFE Partner (usually a Country Manager of
the same country as the Client’s) who manages the team of SFE Sales
Representatives selected by the Client.
Role & Responsibilities:
Manages the SFE team towards agreed objectives, reporting to a senior
manager in the Client’s organisation (CEO, COO, Sales VP, …).
Regular contacts (weekly at least) with Sales Reps to discuss progress, to
provide advice and to share experience across countries.
Reporting to Client as requested:
Frequency: usually weekly
Form: usually on the basis of a consolidated pipeline report.
Copyright © Sales Force Europe 2010 20
- 21. 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
• 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 21
- 23. SFE Added Value
SFE sales teams’ expertise, experience and efficiency
In-country sales (language, contacts, traditions, regulations)
Typically under ¼ of the cost of a direct hire
Support from the SFE central teams
Rapid and profitable entry into new markets
... with significant reduction of:
Costs office, logistics, IT, full salaries, travel, localisation
Delays initial set-up, hiring, training, localisation, prospection, ...
Risks firing, laws & regulations, taxes, etc.
Immediate access to channels, partners and prospects
Close collaboration with Trusted Channels / Targets
Tested sales development and management processes
One point of contact via SFE Sales VP
In-sourcing of experience &Out-sourcing of risks
Copyright © Sales Force Europe 2010 -2011 23
- 24. SFE Added Value cont’d
SFE management team’s experience and creativity
Strategic and tactical marketing matters
Product design and development
Strategic planning: external, out-of-the-box point of view
Development of alternative strategiesandplans
At a small fraction of the cost of large consultancies
Support from the SFE central and local teams
Sales support: deep knowledge of local environment
Localised positioning, pricing, materials, etc.
Hands-on channel support
Long-time contacts and partnerships
Growing 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 Kay
Copyright © Sales Force Europe 2010 -2011 24
- 25. Powerful Ecosystem
Client Benefits: Immediate access Channels / End-Users Benefits:
to international channels, service Access to SFE portfolio of
providers, enterprises & partners complementary, tested and
qualified product offerings
Copyright © Sales Force Europe 2010 -2011 25
- 26. SFE Management
SENIOR MANAGEMENT - CENTRAL TEAM *
Rick Pizzoli Managing Director - Based in Madrid
Henri Aebischer Marketing Director - London
Elena Centenera Operations Director -Madrid
Elizabeth Powers Legal - Madrid
IN-COUNTRY SALES TEAMS *
40+ Sales Directors
Ex Sales MDs / VPs / Directors of major
manufacturers, service providers and channels
Based in their respective countries
* Detailed profiles on LinkedIn or via CV
Copyright © Sales Force Europe 2010 -2011 26
- 27. Contact
Rick Pizzoli
Managing Director
General Castaños 9, 2D
Madrid 28004 Spain
Phone +34 91 310 0070
Mobile +34 659 449 202
E-Fax +1 415 276 6038
RickPizzoli@SalesForceEurope.com
www.SalesForceEurope.com
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