sfe presentation 02 jul2012
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SFE General PresentationTRANSCRIPT
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
4Copyright © Sales Force Europe 2010 -2011
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
Copyright © Sales Force Europe 2010 -2011
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
Copyright © Sales Force Europe 2010 -2011
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:
8Copyright © Sales Force Europe 2010 -2012
Clients and Sales Partners20+ Active Clients 40+ SFE Sales Representatives 3 SFE Management
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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
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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
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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
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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
IN-COUNTRY SALES MANAGEMENT
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
15Copyright © Sales Force Europe 2011
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
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.
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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
IN-COUNTRY MARKET QUALIFICATION
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
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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
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
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Monthly progress reviews with ClientMarket Qualification Report (second half of 3rd month)Qualification Final Review (conference call) Agreed actions on ‘Go’ regions
IN-COUNTRY SALES MANAGEMENT
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. )
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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
20Copyright © Sales Force Europe 2010
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
Copyright © Sales Force Europe 2010 -2011
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
Copyright © Sales Force Europe 2010 -2011
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
25Copyright © Sales Force Europe 2010 -2011
SFE Management
SENIOR MANAGEMENT - CENTRAL TEAM *
Rick Pizzoli Managing Director - Based in MadridHenri Aebischer Marketing Director - LondonElena Centenera Operations Director -MadridElizabeth Powers Legal - Madrid
26Copyright © Sales Force Europe 2010 -2011
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
www.SalesForceEurope.com
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