Category Archives: SFE Client News

Corporater – “The World’s First Business Management Platform”

SFE is proud to announce Corporater as a client. Corporater was  established in 2000 with a vision to provide easy-to-use software that drives business outcomes, and to use its business gains for the betterment of the world. They are headquartered in Norway and are among the fastest growing global software companies in  performance management. Corporater has offices and partners across the globe to support their customers.

Corporater is a global software company that empowers medium and large organizations to evaluate, manage, and continually improve business performance by providing a business management platform that adapts to client’s unique business model, out of the box.

To learn more about Corporater, visit: http://corporater.com/en/

QuintilesIMS – “Joined SFE On September 1st”

Around the world healthcare stakeholders are working to improve real-world patient outcomes through treatment innovations, care provision and access to healthcare. For the information, technology and service solutions they need to drive new insights and approaches, they count on QuintilesIMS. 
 
With a global team of 50,000, they harness insights, commercial and scientific depth, and executional expertise to empower clients to achieve some of their most important goals: Improving clinical, scientific and commercial results. Realizing the full potential of innovations. And, ultimately, driving healthcare forward.

OnTruck – “Brings Innovation To The Road Haulage Industry”

OnTruck provides a platform for shipping regional freight has teamed up with Sales Force Europe. OnTruck has been sending pallets in Spain and is now expanding to the UK. Shippers can get an instant price quote and the next minute a lorry is on its way. OnTruck offers the highest quality of service by offering real time tracking service status for all shipments. 
 
The road haulage industry has been trapped in the same way of doing things for the past 30 years, with complex telephone transactions that could be speeded up and more efficient using the right technology. OnTruck is a European company dedicated to bringing the road freight transport industry to the 21st century.
 
Their team has more than 10 years of experience in similar challenges. They have provided solutions to tens of thousands of companies and tens of millions of users. 
 

Lemonbeat – “Intelligence for Smart Things Embedded Software for IoT Devices”

Lemonbeat, at its core, is a Smart Device Language. Flexible, simple and universal, it allows seamless communication between all sorts of smart things, from complex autonomous systems right down to a simple light switch – all on the same basis. Very little storage capacity needed, no need for light versions for small devices.
 
Lemonbeat GmbH, based in Dortmund, Germany, was established in October 2015, and is a 100% subsiduary of innogy SE (RWE Group) — one of Europe’s largest utility companies with many years of experience in Smart Home applications.
 

NephoScale – “Software Stack A Powerful Turnkey”

SFE is please to announce that NephoScale has hired our accelerated sales service to expand their sales reach to 27 countries throughout Europe.

NephoScale is a cloud technology company that has developed the NephOS OpenStack-based cloud software stack. The members of the core NephoScale engineering team are all pinoeers in the cloud computing industry, and have previously developed and deployed two different IaaS public cloud platforms starting as early as 2005.

The NephOS software stack is a combination of proprietary technology, and multiple open source software technologies, that extensively leverage commodity x86 hardware for network, compute, and storage to achieve a combination of low price, maximum flexibility, and high performance. NephOS is the industry’s only turnkey multi-tenant service-provider-grade software stack that provides a full stack installer empowering a Linux administrator to do an unassisted deployment in only 24 hours. Additional automated upgrade and asset management systems make NephOS the easiest multi-tenant software stack to deploy and manage.

http://nephoscale.com/

mmuze – “For Online Business Boosting E-Commerce”

SFE is proud to announce mmuze as a client. mmuze was established to leverage the data on the web to create the best mobile shopping experience for businesses. Mobile messaging platforms will be the new normal for online shopping – Now is the time for businesses to jump in.

mmuze artificial intelligence is savvy enough to amiably chat with customers and offer them the perfect product.  It also plays a critical role in notifying businesses what’s trending, enabling optimal product offerings.

To learn more about mmuze, visit: http://mmuze.com

AudioCodes – “Joins Forces With Sales Force Europe”

Sales Force Europe and AudioCodes’s affiliation will bring many levels of opportunity for the international markets. 
 
AudioCodes is a VoIP market leader and they design and sell advanced Voice-over-IP (VoIP), converging VoIP and data networking products and communications applications for Service Providers and Enterprises. VoIP technologies and products provide enhanced intelligibility and a better end user communication experience in emerging voice communications. 
 
With over 20 years in the telecommunications market, AudioCodes’ offers a broad range of solutions for both service provider and enterprise deployments. These solutions are built around the Company’s field-proven VoIP product range that includes session border controllers (SBC, digital and analog media gateways, IP phones, and a diverse suite of communications and management software applications. 
 
Learn more by visiting their websitehttp://www.audiocodes.com/

Swisscom Enters Strategic Partnership with Sales Force Europe to Develop Sales Channels & Commercialize Innovations

May 2017

We are proud to announce that publicly traded telecommunications giant Swisscom has officially signed a strategic partnership agreement with SFE!

SFE’s international reputation and successful track record were key to winning the partnership deal. In particular, SFE has specialized in international channel development and technology sales since 2001.

The strategic partnership with Swisscom is focused on two important collaborations:

  1. SFE will help Swisscom identify interesting technology innovations and productize them for OEMs and Reseller channels in their home market in Switzerland;
  2. SFE will help Swisscom to commercialize selected innovations for international markets.

Swisscom is a major telecom player in Europe; in addition to Swisscom’s residential mobile network, which has more than 6.6 million customers, the company operates a broadband network for businesses, a digital TV service, and operates a subsidiary broadband network in Italy known as Fastweb.

About Swisscom

Swisscom aspires to offer its customers the very best in today’s networked world. As an exemplary company offering digitisation solutions, Swisscom lets people choose flexibly how to interact, work and live. As a technology partner, Swisscom helps companies improve their products, processes and marketing and, in doing so, remain competitive. The company thereby strengthen and promote all of Switzerland as a business location.
https://www.swisscom.ch/en

Is #Europe’s Economy Pulling Ahead of USA?

April 24, 2017


The Eurozone Composite Output Index for March rose to a 71-month high of 56.4, while the same metric for USA retreated to 53.0.

This data comes from IHS Markit Ltd. (Nasdaq: INFO) Purchasing Managers’ Index (PMI) monthly survey of 30 countries. PMI survey data is closely watched by central banks and financial markets worldwide.

Despite the lingering effects of the Greek debt crisis from 2015 and the surprise Brexit vote of 2016, could the European Union GDP nonetheless be pulling ahead of the US economy?

As another data point, the Q1 2017 European Scaleups Report from the Antwerp Management School documented 466 VC funding deals totaling €3.8 Billion in Q1 alone, an 11% increase in deal volume from the same period last year. France, Germany, UK and Sweden led the pack with the most deals. And last year, Spotify broke records and impressed everyone with a €1.3 Billion capital raise.

Importantly, the study counted only VC fundings larger than 1Million Euro, so the €3.8 Billion figure doesn’t even include the thousands of incubator deals, friends and family rounds, and seed investments that precede institutional VC investments.

What do these trends mean for VCs, CEOs and CROs of US technology companies looking to grow their revenue base via global expansion?

Economic growth attracts investors’ attention and dollars (or Euros, or…) and keeps their focus. Germany is currently the top-growing country in the EU, followed by Ireland, Spain and France. Italy’s GDP output slowed a bit and is currently lagging the EU average. Global investors and traders usually move their money into the stock markets of countries where overall economic growth is already evident or anticipated, because an increase in the overall economy translates to good news for constituent corporations and their stock prices. Rising revenues and stock prices for these publicly traded companies means a healthy budget for technology investments and purchases from companies like yours.

In a nutshell, the healthy fund-raising environment in Europe shows investor confidence and maturation in the tech ecosystem, and the rising Composite Index scores means that Europe is a good place for American tech companies to sell their software and products. European companies are buying.

Here at SFE, we have engaged with more than 200 clients selling their technology products to enterprises in 28 different countries within the EU. Depending on what metrics you follow, we believe the economies of EU versus USA will continue to trade places for the lead—which is a good thing. What this neck-and-neck race means for US and EU tech companies is sustained investor attention, and an economic environment that continues to be ideal for expanding sales internationally (both US-to-EU and country-to-country within the EU). Trade fluctuations on either side of the Atlantic may cause short-term index gains in one region over another, but the long-term trend is that both EU and USA economies are winners.

SFE is a pioneer of the sales-as-a-service model, starting in 2003. More than 200 enterprises have trusted SFE to expand their sales into Europe and other international regions using our Accelerated Sales Platform. Our Platform includes Accelerated Market Analysis, Accelerated Lead-Gen, and Accelerated Sales modules, which can be delivered as an integrated service or as stand-alone modules.

Our platform is deployed through our international team of 75+ Sales Professionals who represent your brand in-country/language, blend into your company culture, and use their local market knowledge and sales contacts to make revenues and ROI manifest quickly.

If your company is interested in setting up channel sales or selling direct to enterprises in Europe, SFE can help you so let’s talk.

 

How to Sell SaaS to Enterprises in Europe: 4 Best Practices

March 20, 2017

What is the difference between selling SaaS technology in Europe versus North America? Unlike USA, Europe is not one addressable market but 28+ different Countries, so your SaaS sales success boils down to choosing the right geographic rollout and looking and acting like a local in each territory. See below for 4 Best Practices for how to succeed, or shoot me a reply and I can walk you through it.

According to Goldman Sachs research, Software-as-a-Service (SaaS) sales revenue totaled $106 billion globally in 2016. Cisco’s Global Cloud Index forecast estimates SaaS will encompass 59% of total cloud IT workloads by 2018. Within those global figures, North America accounted for more than half of the market (54%); however Europe represents a less saturated market that is potentially a better opportunity depending on the country. SaaS adoption rates vary widely with Finland, for example, seeing SaaS penetration at 51% while Poland is just 6% (figures according to Eurostat).

The original premise for SaaS software was that it is easy to buy: with just a credit card and a few clicks, you can be running sophisticated enterprise applications without any IT involvement or accounting approval cycles. In the previous era of on-premise software, 70% of software sales went through channel distributors (versus only 23% of SaaS sales going through a channel now). But despite its ease of purchase, SaaS software in enterprises rarely ‘sells itself;’ today’s enterprise SaaS vendors rely heavily on direct sales

So what could be so hard about selling SaaS in Europe? Let’s look at those four best practices.

SaaS Best Practice #1: Start With a Global Mind Set

In SaaS sales, it helps to have a global mindset from the very beginning, as it will guide your early decisions in product development, channel strategy, and other core infrastructure. Adopting this global perspective is admittedly more difficult when your company is strong in your home market and your home territory is large. For example, you can afford to be strong in just Germany, or just France or Sweden or U.K., where probably 80% of your first $10 million-or-so of sales is coming from your home territory.

But companies from countries like Israel or Finland have no choice but to sell globally, and the product development choices they make early on pay dividends. To put that into a North American perspective, a U.S. company would never choose to sell into just one State – yet the economy of California or Texas alone is larger than most countries.

Put simply, you will eventually out-grow your home country so start thinking globally right away.

SaaS Best Practice #2: Choose the Right Entry Country

Many U.S. companies choose to enter Europe by setting up an office in the UK, where the language barrier is less acute. While that choice may be logistically easier, UK may not be the best market for your particular product.

Narrowing down the right market-entry country is a strategic decision. Start by doing desk research into which countries your direct and indirect competitors sell, and interview local companies that might be good targets. Then analyze your trade-offs:

  • Addressable Market Size:  does the country have the potential to be 10x your current market? Or just 1x… or 0.1x?
  • Competition:  will you be selling against 100 competitors, or just a few?
  • Regulations:  are you competing in a regulated sector like FinTech? Are some countries an easier fit for your product, even if the addressable market is smaller?
  • Difficulty of Replicating Value:  what tweaks will be needed to your product to deliver the promised value to your target prospects? Will it take a few weeks to localize some code, or months of new development work? Will you need to radically alter your sales processes and pricing? What will it really cost you to replicate your current value proposition?

Here at SFE, we offer an Accelerated Market Analysis service where we use local domain experts to help you arrive at an optimal country-by-country roll out strategy.

SaaS Best Practice #3: Act Like a Local

U.S. companies often are spoiled to the fact that almost everyone around the world can speak English. But that doesn’t mean you can get away with simply exporting your product and sales processes as-is. European enterprise buyers are skeptical of U.S. companies that aren’t willing to localize their product and related materials to their country, because it doesn’t feel like a long-term relationship. Think of it from a buyer’s perspective: how committed are you to on-going support and product development if you won’t invest a little up front?

Here are four ways to signal that you are a local:

Local Sales Staff:  Local sales staff (hired or engaged as a service) have an existing network of in-country buyer contacts — especially important for enterprise sales — but they are also native language speakers who know the subtle cultural cues and nuances that help guide sales to a close. So much of enterprise sales is about trust and perceived commitment to the region.

Localize Your Pricing:  When converting prices to the local currency, go beyond just the current exchange rate. Consult with local sales experts about what are natural pricing break points (either perceived barriers or thresholds for expensing vs. capitalizing budgets). And also consider what components are expected to be included versus priced as extra – these expectations differ by country. Also remember to be clear whether your prices include or exclude VAT (Value Added Tax) for European countries, which can be sizable.

Localize Support Materials:  Localizing your supporting materials is a matter of degrees. At the simplest level, you should localize your website and domain; next is localizing marketing and sales materials (especially your case studies!), then customer support materials. Remember also, if you offer support services, that you might have to find the people who speak the local languages or contract out to a 3rd party support service. Lastly, you probably do NOT want to localize your legal contracts.

Get a Local Domain:Sure, a .co a .io domain name is pretty universally accepted. But you can show your commitment to a region by getting a .fr, .de, .es top-level domain (TLD). Also set up a local telephone number (Skype-in works well) and a local email drop.

Localizing the product itself depends greatly upon its complexity. Some channel partners might require localization (e.g. SAP might require that you localize for Germany), and in those cases you will want to negotiate for minimum guaranteed sales.

SaaS Best Practice #4: Use SaaS Model for Your Actual Sales:

Just as companies are moving to SaaS services to avoid huge cap-ex investments and risky software deployments, so are companies moving to a Sales-as-a-Service model to reduce the costs and risks of expanding sales. Instead of recruiting international sales teams, entering long-term office lease contracts, and investing hundreds of thousands or even millions of dollars to open a new region before it is even proven, many enterprises are outsourcing (or at least kick-starting) their international sales teams with in-country experts who work as fractional / on-demand resources.

SFE is a pioneer of the sales-as-a-service model, starting in 2001. Already more than 200 enterprises – brands like Adobe, Tivo, Applause and RingCentral — have trusted SFE to expand their sales into Europe and other international regions using our

Accelerated Sales Platform. Our Platform includes Accelerated Market Analysis, Accelerated Lead-Gen, and Accelerated Sales modules, which can be delivered as an integrated service or as stand-alone modules.

Our platform is deployed through our international team of 75+ Sales Professionals who represent your brand in-country/language, blend into your company culture, and use their local market knowledge and sales contacts to make revenues and ROI manifest quickly.

If your SaaS company is eying global sales, let’s talk.      –Rick

Rick Pizzoli
CEO & Founder