Going international Martijn Feekes Director App Center & Ecosystem CONNECT 2015

Going international

Martijn FeekesDirector App Center & Ecosystem

CONNECT 2015

© 2015 EXACT MCL641800UK003 - PRESENTATION ONLINE - CRM (UK)2

Agenda

• Market Dimensions • Demand in SMB• Best Practices: Germany and Belgium• Localize to Globalize• Q&A


“It is our ambition to become a top 3 global player in business software out of the cloud for SMBs”Erik van der Meijden, CEO Exact

© 2015 EXACT

Market size

1.4 Million companies

14k Accountants

938k companies

16k Accountants

28 Million companies

140k Accountants


89k Accountants


14k Accountants

The Netherlands Belgium


33k Accountants

United Kingdom United States Germany

France

© 2015 EXACT

Technology adoption and ERP spending

Early Adopters and Sophisticated IT Users

Looking for proven technologies

Adoption is less than Western - Europe

% of European ERP Software Spending

21%

22%

14%

7%

3%

5%

4%

4%

3%

3%

3%

2%

1%

1%

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Adress the mass

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Local ecosystem managers to assist you

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International partners in our Eco system

VAR’s Accountant App Center

| CLOUD SOLUTIONS8

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Belgium?

- TITLE OF PRESENTATION9

• 1830 ?˃ Independent… from the Netherlands

• How many governments?˃ Belgium is a federal state and a complex country made up of three Communities (the

Flemish Community, the French Community and the German speaking Community) and three regions (the Brussels-Capital Region, the Flemish Region and the Walloon Region).

• Official Languages?˃ Dutch (59%), French (40%) , German (1%)

• Exact?˃ 25 years active in Belgium, through take-overs like Cubic, Cobul (Flash), Solid Data (ProAcc).

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Market dimensions• 956.000 SME’s (1 – 250 employees)˃ Flanders 60% ˃ Wallonia 28% ˃ Brussels 12%

• About Exact Online Belgium˃ Our growth : 45 + %˃ Current 5.000 customers - 20.000 administrations

• Business breakdown : 90% direct approach / 10% indirect approach˃ 3 Accountancy sales˃ 4 Industry sales˃ 2 Internal sales˃ 9 Resellers and growing

• Cloud Adoption is slower than in The Netherlands, but picking up fast


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Localisation

• Marketing – Documentation – Support˃ Languages‐ Most Belgians speak 2-3 languages– Flanders : Dutch, French, English– Wallonia : French only

KEEP IN MIND :- Please don’t use Google Translate- Mention on our AppCenter

… in what language your user interface is… in what language you can give support


© 2015 EXACT

Go2Market – Things to think about

˃ Our AppCenter is like a webshop for SME softwareEOL Belgium is ready to help you to with mailings, call out actions, events in order to create opportunities

˃ How to sell ?‐ Direct ?‐ Via resellers or Exact Online ?

˃ Pricing ? - Exact Online Premium costs € 59 … think about your price - Monthly/Yearly/ One Shot … be clear about your prices (Free? € 0? € 1?)

Culture ?˃ Belgians are humble … being too direct is not effective˃ Belgians do not impulsively… take time to do proper Needs Assessment

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© 2015 EXACT

Huge potential in SMB


3.6 Million SMB

Growth in IT-Spend in 2015 according to IDC

0.5%Growth of Cloud Market in Germany 2015 (Bitkom)

39%

18-24 Months is Germany lagging behind in terms of cloud adoption, compared to the global market.Quelle: The Boston Consulting Group 2013

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© 2015 EXACT

Top 5 Challenges

• Different buying behavior – Contact vs. Try-Now-Apps

• Expect questions! – Support and Sales ready for this?

• Detailed documentation – Factsheets and videos

• Brand awareness – Demand Generation

• Germany legislation – T&C in German, Data Privacy!


© 2015 EXACT

Contact me!


Robin BrinkmannPartner Manager Germany

T +49 69 66566 2125M +49 171 [email protected]

mailto:[email protected]

© 2015 EXACT17

Visual attractive and Professional landing pages

Support: take time zones in account Telephone number: use a USA

number


UK Tips And Tricks

• If you visit, make sure to drive on the left side of the road• If you visit fly to Heathrow not Gatwick, much closer to the office• Don’t discuss the World Cup

• Ensure support is in place for the UK• All pages, including landing pages and the app itself must be in English• don’t rely on google translate. Do get a professional translator if needed• In the UK, administration = doing admistrative work such as writing, data entry or

Accounting the word you are looking for is “company” J• prices in pounds please


Localize to Globalize

Summarized : Product Localization Legal (contracts, data storage) Go 2 Market Marketing Support Documentation

Documents

Going international Martijn Feekes Director App Center & Ecosystem CONNECT 2015