Market Entry Europe for Tech Companies

Market Entry Europe

Market Entry Europe: Many Questions

Q: What channels can we plug into get our product into the market?

Q: What is the fastest most effective way to test and enter Europe?

Q: How do we decide whether we sell direct or indirect?

Q: For US companies, the UK as a large itself must be the best starting

point?

Q:Where to locate a sales team when going into a new market

like the UK?Q:Is English enough to sell into

Europe?

Q:What trends in Europe are important to understand before/while entering?

Q:Will our brand/reputation from our current market transfer

to our new market?

Q:What role do local agents play in selling into foreign (European)

tech markets?

Welcome

If you have any questions, please interrupt…

Type into the Chat/Question screen

Donagh Kiernan, Founder and CEOTenego Partneringwww.tenegopartnering.com http://ie.linkedin.com/in/donaghkiernan

PartnerProgrammes

Partner TypesMarket EngagementPartner RecruitmentPartner Management

Tenego Partnering: Services

MarketResearch

Market SelectionMarket Assessment Market EcoSystem

Competitor Analysis

Partner Type Selection

Partnering ObjectivesMarket EcoSytemPartner Profiles

Action Plan

ExecutionSupport

Prospect ListsProspect Analysis

Approach PrepPartner Fit

Advisory Support

Build and Manage Sales Channel for Software

Companies

Your Alliances TeamPart-time Executives

We Deliver International Sales

Tenego Clients

Tenego’s Global Network• To date, executed across UK & Ireland, Across

Europe, North America, Mexico & Latin America, Middle East, North Africa, India, China, South Asia…

• Growing Global Network - on the ground presence with partnerships in place and in discussion in – UK, Switzerland, Canada, US East Coast, US

West Coast, Brazil, UAE, Scandinavia…

Market Entry Europe - Agenda1) About Europe2) Is Your Business Ready?3) Market Selection4) Market Entry Options5) Direct6) Indirect (Partners)7) Other Considerations8) Q&A

About Europe• 730 Million People• 50 countries, over 200 languages• Over 28 currencies, 18 countries in the EURO

currency• 27 countries in the European Union• 87 distinct ethnic groups• Mix of Developed, Developing & Emerging

Economies• Mixed Economies and Sector Strengths

Is Your Business Ready?• Your Know your Target Customer• You know why the customer buys, Your

Customer Value Proposition • You know how to sell and deliver your product

in your current markets and the capabilities required in Marketing, Sales, Delivery and Support

• Specialist trumps Generalist• Local trumps Remote• Bottlenecks for growth

Market Entry: tip #1

Don’t Limit Your Reach by Language.

Language is an easy skill to acquire, the ability to sell your product is not.

Europe: Is Language a barrier?• What markets can you sell in English?

– UK & Ireland, Netherlands, Scandinavian Countries and as part of EMEA Middle East and North Africa

• Other Countries, Who can you sell to in English?– Senior Teams in International Companies– High Professional Educated people in Science,

Engineering, Technology etc• Local Language may be needed for Pre-sales,

Technical & Implementation• What Product Localisation is needed?

Market Entry: tip #2For Sales

start where the Market exists

Your European HQ Location is a decision for finance and operations

Market Selection• The market opportunity

– Where is the greatest need– Ease of access the market – Your ability sell– You ability to deliver– You ability to support

• through Sales Partner Channels, where are they and what markets are they successful in?

Testimonials

“Providing effective Market Entry into Europe, Latin America and further ”

Martin Dolan, CEO, CR2– c€25M, in 60 Countries– Multichannel Banking Software– Tenego driving CEE, Mexico, Latin America, India and Indonesia

To Learn More on Market Entry Europe• Download the full video, hosted by Tenego

Partnering’s CEO & Founder, Donagh Kiernan• Or email:info@tenegopartnering.com

Donagh KiernanFounder and CEOTenego Partnering

Build & Manage Sales Channels

Outsourced/Interim Management

Your Alliances Team

Software Business Experts

Practical

Results Focussed

CONTACT DETAILS:NSC Campus, Mahon, Cork, Ireland+ Dublin, London & Dubai

Announcing New Offices: M4 Corridor UK, Switzerland

Web: www.tenegopartnering.comEmail: accelerate@tenegopartnering.com

www.twitter.com/dkiernanwww.linkedin.com/in/donaghkiernan Donagh Kiernan

Founder & CEO